The Marketing Automation Discussion

Sankar is the CEO and Founder of SkyGeni, a Growth Insights platform for B2B revenue leaders. SkyGeni’s Explainable AI-powered actionable insights enable CROs to drive more efficient and predictable growth and boost sales productivity.In this episode, Sankar shares experience and guidance on building your first sales team at a new venture, without existing sales processes.Key takeaways:* Hiring junior vs senior when building the team* The role of the founder in preparing sales processes* The key 2 traits to look for in new sales hires for the best return* How to set targets for a new vs developed team* What roles to fill in as the team grows, and how to fill them* How to troubleshoot poor sales team performanceKey links:* SkyGeni* Sankar Sundaresan on LinkedIn This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit marketingautomation.fm

Will van der Sanden is the founder of Dux-Soup, one of the largest LinkedIn automation tools that helps users start, scale and engage with their network. In this episode, we discuss Will's suggestions on your networking strategy for B2B business development, and how to go about using tools to leverage your efforts. You can learn more about Dux Soup here. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit marketingautomation.fm

Kevin McGrath is the founder of Beacon, a lead magnet creation and collection platform. Kevin shares a wealth of knowledge on the best practices for researching, developing, and deploying lead magnets from his experience with over 55,000 users.We cover: Research techniques Content types How many lead magnets to create Best performance opt-ins Trends in the spaceKey links: Encharge.io Kevin's Twitter Article summary notes--- Support this podcast: https://podcasters.spotify.com/pod/show/marketing-automation/support This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit marketingautomation.fm

Today we talk to Vukasin Vukosavljevic from lemlist. Vuk is the head of growth at Lemlist, a cold outreach automation tool that helps companies automate email to start conversations and get replies. --- Support this podcast: https://podcasters.spotify.com/pod/show/marketing-automation/support This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit marketingautomation.fm

Can your agency onboarding process scale to handle double or triple the amount of new clients you take on now? Slow or high-friction onboarding processes can be a significant bottleneck to growing agencies or service businesses. To help with this, I talked to James Rose from Content Snare to discuss what the approach and tools required to significantly cut down the time and friction in onboarding, and improve delivery and client satisfaction as well, through automation. You can connect with James on Linkedin here.--- Support this podcast: https://podcasters.spotify.com/pod/show/marketing-automation/support This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit marketingautomation.fm

What's cooler than customer acquisition? Customer retention. For this month's episode of the Marketing Automation Discussion, we talk to Ernie Santeralli host at Growth Decoded and multi-media content manager at ActiveCampaign on how to leverage automation to do just this. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit marketingautomation.fm

I discuss starting and scaling affiliate or referral programs for your product. Our guest, Brady Cassidy, founder of Rewardful, an affiliate and referral platform for SaaS companies, shares actionable advice on various aspects of running successful programs. Brady discusses different types of referral programs, common mistakes to avoid, effective strategies for recruiting and closing partners at scale, onboarding new partners, the role of a partner manager, and key metrics for measuring performance.--- Support this podcast: https://podcasters.spotify.com/pod/show/marketing-automation/support This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit marketingautomation.fm

Today we are looking at part-two of our episode on using chatbots to increase conversion with Paul McKeever. In this session we go more into demonstration mode as Paul applies his chatbot strategy framework to an example case study business.--- Support this podcast: https://podcasters.spotify.com/pod/show/marketing-automation/support This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit marketingautomation.fm

Ever wondered if your business benefit from a chatbot? Join us as we talk with Paul McKeever, CEO of chatbot solution Continually, for part one of a two-part episode digging into how to improve conversions using chatbots and how to run a chatbot strategy. To subscribe for show notes, exclusive access to guests and more, visit our website.--- Support this podcast: https://podcasters.spotify.com/pod/show/marketing-automation/support This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit marketingautomation.fm

In this episode of the Marketing Automation Discussion, we explore the application of business process engineering in sales and marketing. Our guest, Sam Ovett, Director at Mobile Pocket Office, shares valuable insights on automating sales and marketing processes. Sam discusses the four key steps for successful automation, tips on organizing automations, selecting tools for your tech stack, qualities to look for in MarTech applications, common automation pitfalls, strategies to promote adoption of new processes, and much more. More show notes here. If you would like to access materials mentioned in this episode, you can find them provided by Mobile Pocket Office here: ⁠https://mobilepocketoffice.com/automated--- Support this podcast: https://podcasters.spotify.com/pod/show/marketing-automation/support This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit marketingautomation.fm

In this episode, we discuss Account-Based Marketing (ABM) and how to build the ideal tech stack for implementing ABM strategies. Our guest, Shahin Hoda, Founder of xGrowth, a B2B growth agency, shares insights on creating an ABM tech stack for both startups and large companies. Shahin discusses the four key steps for building an effective ABM tech stack and addresses important aspects such as tool selection, automating outreach, lead enrichment, IP insights, advertising platforms, personalization tools, and more. Join us as we uncover valuable advice on planning and implementing ABM into your organization's tech stack.--- Support this podcast: https://podcasters.spotify.com/pod/show/marketing-automation/support This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit marketingautomation.fm

In this episode, we discuss community building with Matt Barnett, the founder of Bonjoro. Communities have the potential to drive positive word-of-mouth and decrease customer service demands, but many struggle to gain momentum. Matt shares his expertise on starting and nurturing successful communities using MarTech. He discusses why most communities fail, outlines three essential steps for running a community, provides insights on increasing engagement, and offers advice on scaling a community effectively. Tune in to discover valuable strategies for building and sustaining thriving communities.--- Support this podcast: https://podcasters.spotify.com/pod/show/marketing-automation/support This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit marketingautomation.fm

In this podcast episode, we explore the power of podcasting and automation in content creation to save time and resources. Our guest, Michael Greenberg, founder of Gentlemen of Technology and CEO of Call For Content, shares insights on the main components of podcast content automation, implementation steps for marketing managers, selecting the podcast's face, ideal industries for podcasting, common implementation challenges, and the future of content automation. Join us to discover Michael's techniques for enhancing your team's content creation.--- Support this podcast: https://podcasters.spotify.com/pod/show/marketing-automation/support This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit marketingautomation.fm

To get a client to sign the contract first requires a statement of work. I.e. a proposal of work. And the process by which your agency produces, sends and tracks these proposal can potentially kill the deal. You can shoot yourself in the foot with your proposal process by:1. Making you look unprofessional or inadequate,2. Under qualifying and poor needs assessment leading up to your proposal,3. Allowing too much time for your prospect to shop your proposal,4. Having poor SOPs and under tracked grey areas in your sales pipeline filled with unknowns…  My guest today has tested and experienced almost every rational proposal composition and presentation method you can think of.That guest is Adam Hempenstall - Adam is the founder and CEO at BetterProposals.io – a proposal management software that helps you close more sales, faster.Adam and I discuss:The best structure for an agencies sales processThe do’s and dont’s of automating your proposalsHow long and detailed your proposal should beThe process for creating, sending and tracking proposalsWhat “live” proposals areAnd how to best incorporate chat and other conversion tech onto the proposal pagesI hope you enjoy this incredible episode around an aspect of your business that could make or lose your business thousands in revenue. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit marketingautomation.fm

Dan is a CEO, Founder, Author, Martech and Marketing Analytics Leader! Dan is the CEO and Founder of Effin AmazingI have been a huge fan of Dan’s for some time now, but we finally got a chance to meet while Dan was giving the presentation that we are about to showcase on this episode.I will let Dan introduce himself in a moment, but today he is going to lay out the groundwork for all of you listening interested in build the marketing technology stack of your dreams:Integrated, Powerful, Seamless.We discuss analytics, data enrichment, sales automation, tagging, lead scoring… and much more.Dan and I discuss;The 21st-century stack and the components within it (hint, it’s much larger than you think).Dan’s interpretation of automated lead scoring and his favorite intent scoring sequence.What is “Radar” for mobile and how is it used for personalized marketing…The Real Thread stack case study.What does taxonomy means to your stack?And much more... This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit marketingautomation.fm

Today we go deeper into partnerships - if you haven’t listened to the first few segments on partnerships with Jay from Forrester.com, Bryn from Partnerstack.com and Sunir from the Cloud software association, check those out after you hear this episode… My guest today is Tyrone Lingley, the Director of Partnerships at Unbounce.com. Ty is also a board member of the Cloud Software Association where he connects and educates partnership professionals in the B2B SaaS space.Ty is going to answer the Hard questions founders and teams should ask themselves before you go-to-market with a Partner Program, and how Unbounce.com answered these questions while outlining one of the most well-executed partner program rollouts I’ve ever witnessed.The risks of a partner program - like Channel conflict, Last click attribution with affiliates, Compliance Issues, Nexus taxation, Product alignment.The stack - do you need a PRM (partner relations management software) on top of your CRM, and what that build looks like if you go that route.Standard operating procedures for sales discussions with a partners’ referralThe 7 steps to a go-to-market journey for Unbounces partner program.  This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit marketingautomation.fm

Today we continue with our series of episodes on partner programs and how marketing automation is handling the scale of channel programs for thousands of software companies globally. Forrester predicts the through-channel software market to grow to $1.18 billion by 2023. This market includes 10s of thousands of digital agencies realizing $2B in service revenue by that year. So I invited Mr. Jay McBain from Forrester.com to join me in unpacking the topic of “Through-Channel Marketing Automation.”If you haven’t run across Jay, I’d wonder how - he is one of the most visible thought leaders in the global technology channel. Named to the Top 40 Under Forty by the Business Review, he is often sought out for industry guidance and future trends. He has spent his 24-year career in various executive channel sales, marketing, and strategy roles within IBM, Lenovo, Autotask, and ChannelEyes. Jay is the principal analyst for global channels at Forrester - one of the most influential global research and advisory firms in the world.In this discussion, Jay and I review: The third stage of growth for software companies.One vs two-tier channel partner programs. The partner relations and marketing automation management software stack. How to determine your IPP (ideal partner persona).The 6 phases to partner program development,Then we wrap up by giving some actionable advice to those about to launch or scale their partnership programs.  This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit marketingautomation.fm

Whether you are a SaaS company needing to register new users effectively, or anyone with a registration page on your website, effective communication with those who are just being introduced to your product/brand for the first time is key. How much automation is too much?  Onboarding differences for freemium vs paid plans? Whether or not to require email verification?  Why use trigger-based emails vs time-based emails?  How to use third party data enrichment tools effectively in the onboarding process?Full show notes: https://automated.af/automated-sales-and-marketing-processes/onboarding-autom…orks-what-doesnt/(with promo code to free year of Zendesk!) My guest today is Wes Bush. Wes is best-known for challenging the traditional way of growing a SaaS business. He has been featured in Forbes, the Huffington Post, and has lectured at Canada’s top Polytechnic college. He is currently the founder and president of Product-Led Institute.Products Mentioned Product-Led Growth Book Chat (free one-year) - Zendesk  Email - Customer.io, Userlist (~$50/mo per user to start) Videos - Govideo by Vidyard (free), Loom.io  Product onboarding - pendo.io, appcues (free to start) Product analytics - Amplitude, Heap, MixpanelTo subscribe for show notes, exclusive access to guests and more, join us at https://marketingautomation.fm/--- Support this podcast: https://podcasters.spotify.com/pod/show/marketing-automation/support This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit marketingautomation.fm

Hello everyone and welcome back to the podcast where we unpack the components, dilemmas and strategies of tech stack capabilities with founders and leaders across all industries who have created a process or tool to better your business by way of automation. Today I am joined by the Former Head of Platform at Freshbooks, CEO of Appbind.com and current President of the Cloud Software Association Mr. Sunir Shah.What Sunir and I discuss will help show you how to control your cloud software stack between clients, stakeholders and agencies you work with.  We discuss: How to setup appropriate agency controls and processes around your stack. The five most important value propositions of an agency.And, what consultants can do now to start owning their clients’ stacks for mutual benefit.  This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit marketingautomation.fm

Today we are going to discuss the new world of partnership strategy - specifically in the vertical of Partner Relations Management and PRM software like that of today’s guest - Founder of Partnerstack.com (formerly Growsumo.com), Mr. Bryn Jones.If you are looking to start/scale or simply determine if a partner program is right for you, check out:PartnerPrograms.ioBryn and the team at Partnerstack help companies open scalable and cost-effective acquisition channels through partnerships. Companies like Intuit, Asana, Evernote, and Freshworks use PartnerStack to manage their channel relationships which average between 20-40% of their overall revenue. My former guest and founder of Reply.io, Lee Gladish, is a user of Partnerstack.com and told me yesterday his channel-partner-referral revenue will reach around $500K this year alone. And of course, with this level of revenue, there is the stack to consider - how will this new channel become an integral part of existing operations, and who do you need to run it? Needless to say, I had to get the answers from the horses mouth and that meant getting Bryn on to help me illustrate what a partner program strategy is, how it’s woven into your standard operating procedures, and what it means for those who execute effectively.  This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit marketingautomation.fm