GrowthBoundB2B by DiscoverOrg

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How a CMO Can Chart the Course for Rapid Growth

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Growthbound podcast host Katie Bullard and guest Meagan Eisenberg have something in common: Both have been Chief Marketing Officers at companies during periods of stunning, record-breaking growth. For Eisenberg, now CMO at TripActions, that meant ushering her former company, MongoDB, through an IPO! 

In this episode, the two business leaders are talking about how marketing fits into the strategy of a company poised for rapid growth. What are the stages in a company’s growth journey, and how does the marketing role change at each stage of company growth? Listen in as these veterans discuss the mandate of a growthbound CMO. 

About Meagen Eisenberg

As Chief Marketing Officer, Meagen Eisenberg is focused on delivering an amazing customer experience while driving world-wide awareness of TripActions. Prior to TripActions, she spent more than 20 years in high-tech and was previously CMO of MongoDB (Nasdaq: MDB) and VP of Demand Generation at DocuSign (Nasdaq: DOCU).  

Meagen was recently named Top 50 most retweeted by mid-sized marketers according to AdWeek and Top 25 for B2B Marketing Influencers. She is also on the board of G2 and advises over a dozen tech companies, four of which were acquired this past year. She has an MBA from Yale School of Management, and a Bachelor of Science degree in MIS and a minor in CSC from Cal Poly – San Luis Obispo.

How to Get in the Door

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“I know I could sell my product - if I could just get in the door!” Sales Consultant and best-selling author Caryn Kopp, Chief Door Opener®, hears it all the time! She joins host Katie Bullard to talk through 5 key areas to tighten your sales process, so that when you finally get to the door - it’s open!

Tune in to fine-tune your approach and find:

  1. the right target
  2. the right message
  3. the right objection responses
  4. the right door-opener
  5. the right execution process

About Katie's guest:

Caryn is the Chief Door Opener® at Kopp Consulting whose Door Opener® Service has helped thousands of business leaders and salespeople secure initial meetings with high-level decision-makers in almost every major company including P&G, GE, Merck, Verizon, Kraft, Target, CBS, and the list goes on. A best-selling author, nationally recognized speaker, and an expert in Business Development, Caryn can be seen in Inc., Forbes, and Newsweek and she is a faculty member of Verne Harnish’s Gazelles Growth Institute. Caryn is the author of The Path to The Cash!® and Biz Dev Done Right. Kopp Consulting has been recognized for two consecutive years on the Inc. 5000.

The Growth Perspective: Marketing vs. Sales

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It’s marketing vs. sales! On the marketing side, our guest Natalie Nathanson, CEO of Magnitude Consulting, is been a marketing consulting for small and mid-sized tech companies. On the sales side, Host Steve Bryerton, DiscoverOrg’s VP of sales, has also seen his share of growth.
Listen to the Growth Perspective, from both sides of the house.

About our guest:

Natalie Nathanson is the Founder & CEO of Magnetude Consulting. Magnetude is a marketing firm that helps B2B companies looking to scale more rapidly and compete more effectively by providing fractional marketing department services spanning marketing strategy, messaging & content development, demand generation, sales enablement, and visibility. They specialize in working with cybersecurity clients, as well as the broader B2B tech sector. She can be reached at 617.755.5061 or Natalie@magnetudeconsulting.com or you can find her here on LinkedIn

The Path to $100 Million

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Just 0.04% of businesses ever reach the $100 million-dollar milestone - and our guest, Matt Wheeler, CEO of QualifiedMEETINGS, has done it! We're talking with Matt about how scaling growth differs depending on company size, and what it takes to make it happen.

About our guest, Matt Wheeler

Matt has worked specifically in IT sales for over 11 years and has immersed himself in Inside Sales, Sales Development, and Marketing every aspect of the business. From personally making over 250,000 outbound calls, managing over 3 million outbound calls and 10 million sales development activities via his SDR teams, Matt has developed a proven methodology known as qualifiedMEETINGS’ “23-52 Touch Process” that has accelerated organizations to achieve a combined $250M in new logo acquisition and pipelines in excess of $1B.

He has developed effective strategies that have helped companies such as ForeScout Technologies, AccelOps & Netcordia (acquired by Infoblox), where he built a sales development programs from the ground up, generate generating millions in closed-won deals and rolling pipeline

 

DiscoverOrg + ZoomInfo: 2 Former Competitors Push Forward Together

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We’re excited to welcome a VERY special guest into the #GROWTHBOUND studio! Hila Nir is the CMO of ZoomInfo … and DiscoverOrg! Following DiscoverOrg’s acquisition of ZoomInfo, Hila is leading both marketing teams.

Our host and DiscoverOrg President Katie Bullard asks: How do two fierce competitors come together?  and DiscoverOrg is welcoming someone very special into our studio today.

Hila Nir heads the highly energetic marketing team. Nir is responsible for lead generation and branding strategy through inbound and outbound marketing, including email campaigns, website optimization, content marketing, advertising, social media, webinars, and events. With an accounting background, Nir is the definition of a data-driven marketer.

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GrowthBoundB2B Radio is sponsored by DiscoverOrg and hosted by DiscoverOrg president Katie Bullack. 

A Startup Story that includes a B2C to B2B Pivot

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Two years ago, Treehouse CEO Ryan Carson faced the realization no CEO ever wants to have: His beloved B2C code school, though successful, had to become a B2B company to survive. Well, he did it! Treehouse’s new mission is to help companies train and hire diverse engineering and design teams.

Listen in as DiscoverOrg President Katie Bullard welcomes Ryan into our studio. We’re talking about life in the startup lane: What should the priorities of a CEO and a sales team be, right out of the gate - when you need to grow, fast … and can’t afford to make a mistake? And what do you do when you realize your target market is not where you expected?

Join Ryan and Katie for a startup adventure!

A bit about our guest:

Ryan is the Founder of Treehouse where they help companies like Nike, Airbnb, Adobe train and hire diverse engineering and design teams.

More from Katie Bullard and Guests here:

Getting Growthbound with Justin Gray - What the world’s fastest companies do differently.

How to take your business from under $100M in revenue to over $100M in revenue.

Enterprise Sales Beliefs That Will Be Obsolete in 2019

 

Enterprise Sales Beliefs That Will Be Obsolete in 2019

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Welcome to 2019 - the year you're going to land those enterprise accounts. Join Jake Dunlap, CEO of Skaled, to explore strategies that work for expanding enterprise accounts - which remains one of the best ways to grow revenue. Learn how to crush your enterprise sales targets in 2019 (and how NOT to crush them). Whether you work for a company that lives and dies on big enterprise sales - a whale hunter - or you depend on a balance of enterprise sales and high velocity sales, we've got you covered. 

About our guest:

Jake Dunlap is an influencer and C-level sales leader with more than a decade of experience.

Jake has developed and led high-performing sales and operational functions for global 2000 organizations and start-ups, specializing in building out repeatable, sustainable processes. As the CEO and Founder of Skaled Consulting, Jake helps companies optimize their sales processes by using the latest sales technologies to accelerate business growth.

Previously to Skaled, Jake was the VP of Sales at Nowait (acquired by Yelp), Chartbeat, and Glassdoor, acquired by Recruit Holdings for $1.2 billion in 2018.

How to take your business from under $100M in revenue to over $100M in revenue.

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Just 0.04% of businesses ever reach the $100 million-dollar milestone - and our guest, Matt Wheeler, CEO of QualifiedMEETINGS, has done it! We're talking with Matt about how scaling growth differs depending on company size, and what it takes to make it happen.

About our guest, Matt Wheeler

Matt has worked specifically in IT sales for over 11 years and has immersed himself in Inside Sales, Sales Development, and Marketing every aspect of the business. From personally making over 250,000 outbound calls, managing over 3 million outbound calls and 10 million sales development activities via his SDR teams, Matt has developed a proven methodology known as qualifiedMEETINGS’ “23-52 Touch Process” that has accelerated organizations to achieve a combined $250M in new logo acquisition and pipelines in excess of $1B. He has developed effective strategies that have helped companies such as ForeScout Technologies, AccelOps & Netcordia (acquired by Infoblox), where he built a sales development programs from the ground up, generate generating millions in closed-won deals and rolling pipeline

 

Getting Growthbound with Justin Gray - What the world’s fastest companies do differently.

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What 3-4 elements should growthbound companies focus on? Well, the overwhelming trend we've seen across the board is to jump headfirst into the technology layer. It is sexy. It's easy to buy. It has that shiny-object appeal to it. But it needs to be enabled by strong tactics and planning, all wrapped up in a solid go-to-market strategy. Then we can bring on technology to help scale processes."

About our guest, Justin Gray, CEO/Founder, LeadMD

Justin is a serial entrepreneur and the CEO and founder of LeadMD, the world’s largest revenue operations agency having implemented over half of the Marketo user base. Justin has made a career of launching successful companies and scaling them, with successful exits of over 200MM+ in the last decade. Justin’s latest endeavor launched in 2016 when he co-founded Six Bricks an online learning startup designed to combat employee and customer churn through experience-based education.

Over the past 10 years, Justin has emerged as a strong voice for entrepreneurship, marketing and culture. As a recognized speaker, Justin has been published over 350 times in industry publications and holds his own column, Tribal Knowledge in Inc., while writing for Entrepreneur, Tech Crunch and others.