Closing Time is a weekly podcast with insider tips and insights for go-to-market leaders. In each episode, you’ll meet a luminary in the sales, marketing, or customer success field and get actionable tips and tactics to elevate your game. Each 15-minute episode will go deep on skills to close deals, see the latest on marketing tech, or check out trends to elevate the customer experience.
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Ready to learn about personalization in marketing? This podcast is like nothing you’ve tried before. There will be two types of episodes: 1. Audio-book chapters from ’Hello $Firstname’ 2. Discussions of the topics in these chapters with experts in the field Based on my latest book ’Hello $FirstName - Profiting from Personalization’ The book is available in print and kindle and can be bought here: https://amzn.eu/d/7con9Ex (or your local .com, .co.uk, .se amazon...) A written abstract of the ...
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Solomon Thimothy & Taylor Rowe run a growth driven digital marketing agency in Chicago called OneIMS. Tune in to hear them discuss topics such as Search Engine Optimization (SEO), Pay Per Click (PPC), Email marketing, Social Media + more. OneIMS stands for One Integrated Marketing Solution - This is exactly what Solomon & Taylor believe in. Inbound marketing campaigns are comprehensive by nature. Today, that means leveraging a myriad of digital channels to reach your audience. Subscribe for ...
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This show has moved to http://www.imanaghay.comYou can find the recordings of all the shows and sign up for the new ones under Weekly Business Class on my blog.
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A deep dive into the craft of Product Marketing with the best Product Marketers in the world. Each week we sit down with Product Marketing experts at some of the fastest growing technology companies in the world. Hosted by Jeffrey Vocell, Director of Product Marketing at Iterable and brought to you by Sharebird.com, the leading Product Marketing question and answer site.
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Cornwall Insight's energy market podcast, Switched on discusses a range of topics across the energy industry. Each episode considers a different aspect and are discussed by our energy market experts.Cornwall Insight are pre-eminent in energy research, analysis, consulting and intelligence. We provide research, consultancy and training to businesses across the energy value chain.Recognised as one of the top management consultancies in the energy, utilities and environmental sector by the Fina ...
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Learn from experts to grow your career faster with fewer struggles. From job-searching to career growth, your success doesn't have to be a mystery. Listen in for unique opportunities, insights & tips from top industry experts & more. Hosted by former Boston Globe journalist and serial entrepreneur Suzanne McDonald, connect with a wide network of pros from the Interactive Marketing Insights podcast & beyond. Brought to you by ROIinU.com: a skills-packed, live-interactive course to guide aspir ...
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Branding Your Way into B2B Buyer's Initial Consideration Set -- with Jess Cook
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If your company is not in a B2B buyer's initial consideration set for a purchase, the odds of winning the deal plummet. In fact, research shows that you have a less than 5% chance of closing the deal. How can marketers create awareness ahead of the buying process? You guessed it, with branding. In this episode of Closing Time, Jess Cook from Island…
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Bonus Episode: Discussing The Moments of Truth and CDPs with Founder and CTO at Tealium, Mike Anderson
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This week's episode of the 'Hello $FirstName' podcast is a BONUS episode and we'll be discussing Moments of Truth and the role of CDPs within Personalization. To help us become wiser on this topic we have Founder and CTO at Tealium, Mike Anderson in the studio. In this episode we cover the following points: Mike’s career and how Tealium was born be…
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Hear from Jamie Maule and Dr Matthew Chadwick as they discuss the opportunities and challenges being faced as we pursue the transition to a green economy in the UK amid macroeconomic and geopolitical volatility and a changing investment environment.بقلم Cornwall Insight
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How Healthcare Business, NeuLine Health, Uses Insightly's HIPAA-Compliant CRM -- Customer Spotlight Edition
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Running a successful healthcare business requires top-notch service and unwavering security. In this customer spotlight edition of Closing Time, Neuline Health CEO Frank Gray III shares how Insightly CRM's automation and customization capabilities empower his team to deliver best-in-class neurodiagnostic testing to healthcare providers and patients…
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To Win vs. The Status Quo – Your Talk Track for Selling to Buying Committees -- with Doug Landis
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In today’s SaaS purchasing climate, you are more likely than ever to be dealing with a buying committee. And those committees are getting larger. What does that mean to a seller? And how does the size of the buying committee make selling against the status quo even more difficult? In this episode of Closing Time, Doug Landis of Emergence Capital ch…
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Beyond the SKO: Future-Proofing Your Sales Approach -- with Challenger's Geoff Hendricks
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Sales kick-off season is upon us. Whether yours is virtual or live and in-person, get ready to be inspired. Geoff Hendricks of Challenger joins Closing Time this week to share what he is hearing in the industry as the major SKO themes for 2024 – and the 2023 hangovers we’re still dealing with. You'll learn how to future-proof your sales approach be…
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Chapter 14 - Tying it all up in the Bowtie of Personalization
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This episode of the 'Hello $FirstName' podcast consists of an audio book chapter, namely Chapter 14 which brings further perspectives on how personalized a customer journey can be expected to become - even if you are an expert at it. Also we zoom in on how to work with control groups to measure value properly. CHAPTER 14: TYING IT ALL UP IN THE BOW…
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68) Two years on: Exploring the impact of the Russia-Ukraine conflict on UK Energy
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Two years on from Russia’s invasion of Ukraine, our experts discuss how the invasion has shaped the UK energy sector and the ongoing impacts. Hear from Matthew Smith, as they are joined by our Lead Research Analyst, Dr Matthew Chadwick in this podcast.بقلم Cornwall Insight
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67) Heat Network Zoning - How Will It Deliver For Consumers
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Heating is responsible for around 20% of the UK’s greenhouse gas emissions so decarbonising the heat in buildings will be essential to achieve net zero targets in GB. Heat networks go some way to providing a solution to this challenge and could provide up to a fifth of total UK heat by 2050. In particular, heat network zoning is how the government …
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Discussing Chapter 13: ’PERSONALIZATION ON INBOUND PLATFORMS’ with Lars Birkholm Petersen, Founder of Uniform, Ex VP of Sitecore
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In this week's episode of the 'Hello $FirstName' podcast we'll be discussing chapter 13: ’PERSONALIZATION ON INBOUND PLATFORMS’ with Lars Birkholm Petersen, Founder of Uniform, the Agency Altola and Ex VP of Business Optimization at Sitecore. Lars is a published author within personalization and was one of the pioneers within onsite personalization…
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How to Personalize at Scale: Writing for the Masses vs. Writing to Doris -- with Ann Handley
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Imagine a world where you craft each piece of content, every email, and all sales pitches with one specific individual in mind. Sounds time-consuming and unreasonable, right? But it's actually the approach used by businessman Warren Buffet as he writes his annual letter to shareholders. The letter is read by thousands, but written with one person i…
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Discussing Chapter 12: ’CONTENT FEEDS’ with Pier Luigi Spagna, EMEA VP of Retention and Engagement at Warner Bros Discovery
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In this week's episode of the 'Hello $FirstName' podcast we'll be discussing chapter 12 ’CONTENT PART 2: CONTENT FEEDS’ with Pier Luigi Spagna, EMEA VP of Retention and Engagement at Warner Bros Discovery. Pier has deep experience from CRM and Engagement through not only several years with HBO and Warner Bros Discovery but also from his time at Del…
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How to Optimize the B2B Buyer Experience and Improve Wins Rates in 2024 -- with SalesReach.io's Josh Fedie
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B2B buyers now spend 80% or more of their journey alone before engaging with a salesperson. So, when they do finally engage with sales, they expect minimal friction, a great experience, and easy access to information to help them make a decision. This is why Josh Fedie founded Salesrach.io - to organize the sales process in a way that makes sense t…
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Chapter 13 - Personalization on Inbound Platforms
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This episode of the 'Hello $FirstName' podcast consists of an audio book chapter, namely Chapter 13 which concludes on how to deploy personalization tactics to inbound platforms such as websites and apps. Due to a slight mix-up of schedules, the intended discussion of Chapter 12 with Pier Luigi Spagna from Warner Bros Discovery will be next week's …
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How to Incorporate AI into Your Sales Process (& Avoid its Dark Side) -- with Ross Simmonds
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The future of B2B sales is here, and it's powered by AI. As a salesperson, what features and functions of day-to-day AI do you need to be aware of? In this episode of Closing Time, Ross Simmonds of Foundation Marketing talks about the AI-powered features that salespeople can use today. Learn how to incorporate AI into your sales process, avoid the …
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Chapter 12 - Content Part 2: Content Feeds
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This episode of the 'Hello $FirstName' podcast consists of an audio book chapter, namely Chapter 12 which revolves about the role that content feeds - as in e.g. product recommendations and similar recommendations - play in the realm of personalization. CONTENT PART 2: CONTENT FEEDS Using content properties to group, sort, rank, filter, and mark Ge…
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How to De-risk the Purchase Process for Your Buyers and Avoid FOFU (Fear Of F***ing Up) -- with Dale Harrison
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You've heard the saying, “No one ever got fired for buying IBM,” but do you know the psychology behind it? B2B sales reps often focus on how their solution is different, better, and has the latest features and functions. Buyers, meanwhile, are often fundamentally averse to anything revolutionary or innovative. Their professional reputation is on th…
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Discussing Chapter 11: ’Value from Marketing Automation’ with Jesper Lindeberg, Head of CRM at Miinto.com
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In this week's episode of the 'Hello $FirstName' podcast we'll be discussing chapter 11 ’Value from Marketing Automation’ with Jesper Lindeberg, Head of CRM at Miinto.com Jesper has been a part of personalization and CRM at Miinto.com for several years now and is the primary architect of the huge growth that Miinto.com has had in their revenue comi…
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AI-Driven Authenticity: How Sellers & Marketers Can Use AI to Foster Genuine Connections -- with Ann Handley
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What if AI has really just given us the ability to create mediocrity at scale? That doesn't actually help sellers or marketers write impactful emails that elicit a response, nor does it help foster brand authenticity. What does work is a three-step guide from Ann Handley, digital marketer, author, and content guru. Ann joins Insightly CMO Chip Hous…
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Chapter 11 - Personalization in Marketing Automation
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This episode of the 'Hello $FirstName' podcast consists of an audio book chapter, namely Chapter 11: PERSONALIZATION IN MARKETING AUTOMATION Value creation in marketing automation Segments and content feeds are secondary in marketing automation For marketing automation, consider value over the long term The three primary value drivers of marketing …
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Efficient Growth: Using Marketing Sprints to Grow Faster while Spending Less -- with Brendan Hufford
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Is your team trapped in the inefficient cycle of 'checkbox marketing?' Quarterly webinar—check. Monthly newsletter—check. Weekly blog post—check. They're working at 110% capacity but only hit 50% of goals. In an era when marketers have higher expectations and tighter budgets, efficient growth in B2B is critical. Brendan Hufford founded Growth Sprin…
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Discussing Chapter 10: ’Insights part 2: Moments of Truth’ with Gianfranco Cuzziol, Former Head of CRM at Aesop, Speaker, Author, Consultant
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In this week's episode of the 'Hello $FirstName' podcast we'll be discussing chapter 10 ’Insights part 2: Moments of Truth’ with Gianfranco Cuzziol, Former Head of CRM at Aesop, Speaker, Author and Consultant. Gianfranco has been a part of personalization and CRM from way back when Direct Mail was the thing (and hey - it still works!). He's worked …
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Content Marketing in 2024: Putting the "Marketing" Back in Content Marketing -- with Ross Simmonds
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Content marketing in 2024 looks different than it did in recent years. Why? Because the value of content marketing in B2B has been proven, so it’s no longer a question of whether your content budget is funded but how much you will spend and how you'll optimize it. In this episode of Closing Time, B2B Marketing agency owner Ross Simmonds talks about…
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Chapter 10 - Insights Part 2: Moments of Truth
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This episode of the 'Hello $FirstName' podcast consists of an audio book chapter, namely Chapter 10: INSIGHTS PART 2: MOMENTS OF TRUTH What is a moment of truth? Moments of truth belong to the customer Discovering vs creating intent The danger of creating an unintended intent Finding moments of truth Dynamic data indicates a moment of truth Absence…
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Flipping the Script: How to Get Started with Cold Calling & Enjoy it! -- with Daisy Chung
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How can you be creative, have fun, and let your personality shine in sales? Would you believe it’s by cold calling more? In this episode of Closing Time, we welcome Daisy Chung from Orum, who is on a quest to make outbound sellers love cold calling. Daisy shares her own experience in learning how to cold call effectively and provides insight into h…
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Discussing Chapter 9: ’Personalization in Campaigns’ with Mads Jefsen, Marketing Director at F.C.Copenhagen
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In this week's episode of the 'Hello $FirstName' podcast we'll be discussing chapter 9 'Personalization in Campaigns' with Mads Jefsen, Marketing Director at the football club F.C.Copenhagen (FCK). FCK has been a huge success the last few years - and with the recent qualification into the knockout parts of the Champions League - this year is no exc…
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Influence vs. Influencer Marketing: How to Harness Real Influence That Drives Meaningful Impact -- with Matt Brown
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When you hear the word 'influence,' who do you think of? The person on LinkedIn with 100k followers? The SaaS company that hires a thought leader to advocate for their product? People can be 'influencers' without necessarily having real 'influence.' In the context of B2B, brands (and their leaders) who have influence focus on elevating others, rath…
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Chapter 9 - Personalization in Campaigns
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This episode of the 'Hello $FirstName' podcast consists of an audio book chapter, namely chapter 9: PERSONALIZATION IN CAMPAIGNS Defining the term ‘campaign’ Value creation in personalized campaigns Increasing sales to prospects and customers Increasing the efficiency of campaigns by reusing dynamic logic for content Saving costs by optimizing ad s…
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How to teach CSM and Sales Reps to ask disruptive questions and just $TFU -- with Bob London
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Talking less and listening more—a proven method to increase win rates among B2B sellers, and a mantra all GTM leaders want their sales and customer success reps to practice. When you arm your reps with powerful questions, it helps them engage and better understand their buyers, ultimately, leading to more opportunities to acquire, keep and grow rev…
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Discussing Chapter 8: ’Content Part 1: Messages’ with Dorte Karlsson, ex Head of Data and Insights at Story House Egmont, CRM at HK, now Senior Advisor at Web2Media
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In this week's episode of the 'Hello $FirstName' podcast I'll be discussing chapter 8 'Content, Part 1: Messages' with Dorte Karlsson, Previoius Head of Data & Insights from Story House Egmont Denmark and CRM Manager at the workers' union HK and now Senior Advisor at the agency Web2Media. Dorte's career history has CRM written all over it... So how…
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Does Brand Awareness Work in B2B? Here's How to Prove it Does to Your CFO -- with Dale Harrison
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The data doesn't lie: If you are not in the consideration set for a buyer before they begin their buying journey, you have less than a 5% chance of closing that deal. It pays to be top of mind, and B2B marketers do that with brand awareness. In this episode of Closing Time, Insightly CMO Chip House speaks with Dale Harrison, a B2B marketing strateg…
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Chapter 8 - Content Part 1: Messages
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This episode of the 'Hello $FirstName' podcast consists of an audio book chapter, namely chapter 8: CONTENT PART 1: MESSAGES What is a message? Variations from channel to channel Adapting message variants for different segments Using cultural differences in message variants Beware of poor translations Using parametrization for extra personalization…
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How to Choose (and Pivot Away From) Go-to-Market Motions -- with MRP's Chris Rack
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When is the right time to review your go-to-market motions for effectiveness? When is a change of motions in order? Many go-to-market leaders get this wrong by waiting until a crisis or downturn and pivoting in a panic. In this episode of Closing Time, Chris Rack, a sales leader and CEO of the demand gen firm MPR, shares his insights from decades o…
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Discussing Chapter 7 - ’Insights Part 1: Segmentation’ with Lisa Björnskär, CEO at BellyBalance.se, ex Customer Growth and Loyalty at 3
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In this week's episode of the 'Hello $FirstName' podcast we'll be discussing chapter 7 'Insights, Part 1: Segments' with Lisa Björnskär, CEO at BellyBalance.se and former Head of customer loyalty, 3. Segmentation is one of the primary types of insights used in personalization and represents one of the 4 corners of the Bowtie of Personalization from…
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4 Tips to Help B2B Sellers Increase ACV (Average Contract Value) -- with Hannah Ajikawo
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Increasing Average Contract Value (ACV) can help your business grow faster while staying efficient. Think of it this way: all deals take time, but a $10K deal doesn’t take ten times more work than a $1K deal. By increasing your ACV, you can grow your revenue without adding more people or technology. As such, ACV is a key metric in the health of a b…
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Discussing Chapter 6 - ’The Bowtie of Personalization’ with Peter Anders Franch, Head of Customer Insights, CRM and Email Marketing at Matas
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In this week's episode of the 'Hello $FirstName' podcast I'll be discussing chapter 6 'The Bowtie of Personalization' with Peter Anders Franch, Head of Customer Insights, CRM and Email Marketing at the multiple award winning Danish omnichannel retailer in health and beauty, Matas. Since The Bowtie of Personalization is one of the key chapters in th…
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Random Acts of Marketing: Move Past it to Make Your B2B Marketing Strategy Work FOR You -- with Jennifer Zick
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Your company is on a roll; you’re selling your product and beginning to expand, but you’re struggling to align on what to do next. How do you decide on messaging? In what order should you execute your marketing plan? What is your unique value proposition, and how can you add marketing as a strategic partner to your go-to-market plans? Jennifer Zick…
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Chapter 7 - Insights Part 1: Segments
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This episode of the 'Hello $FirstName' podcast consists of an audio book chapter. The episode was supposed to be a discussion of Chapter 6, but due to unforeseen circumstances - we'll launch yet another chapter before we head into discussions of the two. INSIGHTS PART 1: SEGMENTS How are segments built? Turning segments into personas Methods of seg…
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Marketing on a Budget: 3 Cost-Effective Ways to Conduct Audience Research -- with Rand Fishkin
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Can you afford to do audience research? The better question may be, can you afford NOT to? Most marketers are doing typical market research right, but when it comes to audience research, they're missing the mark. Audience research is exactly what it sounds like: Discovering who your audience is, what they pay attention to, and what sources influenc…
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Chapter 6: The Bowtie of Personalization
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This episode of the 'Hello $FirstName' podcast consists of an audio book chapter. THE BOWTIE OF PERSONALIZATION A glimpse of hyper-personalization – what’s ‘knot’ to like? Dramatizing the knot in the bowtie True personalization magic happens before the channels Central management of insights and content drives efficient personalization The art of t…
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Unveiling the Shadows of B2B Marketing: 6 Metrics for Tracking Dark Funnel Activities
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B2B buyers are making one thing clear: They want to research on their own before engaging with a salesperson. What’s shocking is how far into the funnel they get alone, as much as 83% of the way. We call this the ‘dark funnel’ (also referred to as dark social), and on this Halloween episode of Closing Time, we’re going to break down how marketers c…
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Discussing Chapter 5 - ’Marketing without Personalization’ with Kim Jong Andersen, Partner and COO at WDP and Founder of Danish Digital Award
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In this week's episode of the 'Hello $FirstName' podcast I'll be discussing chapter 5 'Marketing Without Personalization' with Kim Jong Andersen, Partner and CCO at Wibroe, Duckert & Partners and Chairman and Founder of Danish Digital Award. You can expect us discussing how marketing would look - and indeed looked - before personalization became a …
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How to Orchestrate a Successful Product Launch -- with Ignition's Karthik Suresh
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When done well, a product launch can propel your business forward, engage your prospects, and drive adption. In fact, 79.5% of companies reported launches had a significant impact on revenue. The challenge? Orchestrating a successful product launch can be a painful process for product marketers – they require robust research, careful collaboration,…
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Chapter 5: Marketing Without Personalization
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This episode of the 'Hello $FirstName' podcast consists of an audio book chapter. MARKETING WITHOUT PERSONALIZATION The personalization–value equation Short- or long-term value creation Using strong value propositions for easier marketing Getting the format right to engage your audience Achieving more value via high reach Adding extra value to your…
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How to Make Your Next Sales Call Better: Data-Backed Call Openers, Pricing Phrases, & More -- with Gong's Udi
17:36
17:36
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17:36
The perfect sales call…does it really exist? The team at Gong Labs might be able to answer. They have analyzed one billion sales calls to help sellers like you build trust, keep buyers engaged, and, ultimately, close more deals. On this episode of Closing Time, we welcome Udi Ledergor of Gong, who will provide actionable tips that you can start usi…
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Discussing Chapter 4 - ’Why does Personalization work?’ with Neuroscientist and PhD Matt Johnson
44:48
44:48
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44:48
In this week's episode of the Hello FirstName podcast I'll be discussing chapter 4 'Why does Personalization work?' with Neuroscientist, PhD from Princeton, TEDx speaker, and multiple book author Matt Johnson. You can expect us discussing the following: How Matt ended up in psychology and neuroscience What neuroscience actually is Why does personal…
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Sales Prospect Research: Are You Doing Enough? -- with Justin Fite
18:41
18:41
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18:41
In the age where personalization and understanding sales prospects shows a big improvement in close rates and deal sizes, why is it that most reps still don’t do enough research? In this episode of Closing Time, Chip talks with Justin Fite of J3 Consulting about a new way to conduct sales prospects research, how sales and marketing can align on ide…
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Chapter 4: Why does Personalization work?
12:00
12:00
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12:00
This episode of the Hello FirstName podcast consists of an audio book chapter. WHY DOES PERSONALIZATION WORK? When things get creepy When do consumers find personalization creepy? Personalized vs personal B2B business development – pretending to be personal? Creepy personalization or just a coincidence? The full book is available in print and kindl…
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Must-Know LinkedIn Sales Navigator Tips and New Features to Optimize Your Prospecting -- with Mandy McEwen
19:43
19:43
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19:43
LinkedIn Sales Navigator is a powerful tool for salespeople, but like any app, you’ve got to stay up to date. Recently released features have resulted in some changes that can help sellers streamline the process of finding new leads and making more connections. In this episode of Closing Time, we welcome Mandy McEwen, founder of Mod Girl Marketing,…
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Discussing Chapter 3 - ’Defining Personalization’ with PhD and Post Doc Tekila Harley Nobile from University of Lugano
43:34
43:34
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43:34
In this week's episode of the Hello FirstName podcast I'll be discussing chapter 3 'Defining Personalization' with PhD and Post Doc Tekila Harley Nobile from University of Lugano in Schwitzerland. You can expect us discussing the following: Personalization vs customization Actual vs perceived personalization Implicit vs explicit personalization Tar…
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