NewsletterDan Bruce

ICYMI: October 8, 2017

What we wrote

Oldies but Goodies:

  1. Building Cross-Functional, Revenue-Focused Teams — 9-minutes
     
  2. Pete Caputa on the Sales Process — 17-minutes
     
  3. Joanna Wiebe on Writing Copy that Sells — 17-minutes

What we're reading

  1. Doug Kessler argues why revenue shouldn't be the only thing that marketers have their eye on, but rather to look down to the bottom-line. 

    |      "TLDR: Screw 'Pipeline', chase Profit." 

    Why revenue is the wrong marketing metric — 5 minutes
     
  2. Tomasz Tunguz put together an interesting piece on the SaaS industry and how it's become commodified with easy-to-use infrastructure, playbooks that we all follow, and rising customer acquisition costs. He goes on to explain that this isn't a bad thing – not at all – but an opportunity. 
    Has SaaS Become Commodified? — 3 minutes
     
  3. Scott Vaughan explains that B2B marketing automation platforms are at a point of re-examination, which is a great thing. Marketing is changing from being brand-focused to revenue-focused, and so marketing automation needs to make adjustments. Will you be ready for them?
    Ready to evolve beyond marketing automation in the next era of marketing? — 6 minutes
     
  4. Ross Simmonds gathered 50 useful B2B stats that could (and should) have you rethinking your Marketing strategy. 
    50 B2B Marketing Stats That Could Shake Up Your Marketing Strategy — 12 minutes
     
  5. Jason Cohen encourages product teams to have their eyes on an SLC (simple, lovable, complete), rather than the traditional MVP. 
    I hate MVPs. So do your customers. Make it SLC instead. — 5 minutes
     
  6. Ben Virdeee-Chapman wrote a post that Jason Lemkin fans will love, and everyone else will likely not understand. 
    I am not Jason Lemkin – A startup parody, parody. — 3 minutes

Meme of the week

It was World Architecture Day on Monday and ... well, Deanna Raybourn put it best: "OMG. Cathedrals are in a Twitter fight and it's glorious." 

To see Cathedrals fight on Twitter, which we all do, go here

NewsletterDan Bruce
NewsletterDan Bruce

ICYMI: September 24, 2017

What we wrote

Pam Hege, the Managing Partner at Revenue Influencers, joined us to talk about the Lead-to-Revenue Process.

"A successful lead-to-revenue process requires continuous flow and 360-degree visibility."

The Lead-to-Revenue Management Process with Pam Hege — 14-minute read

What we're reading

  1. Benjamin Brandall gives an idea of what top SaaS companies like Salesforce, New Relic, and Hubspot do to chase big deals.
    We Analyzed 1,000 Emails & VMs to Understand How the Top SaaS Companies Chase Enterprise Deals — 3 minutes
  2. Leyla Acaroglu explains the different concepts of system thinking and what the tools are needed to develop and advance a systems mindset for dealing with complex problem-solving.
    Tools for Systems Thinkers: The 6 Fundamental Concepts of Systems Thinking — 9 minutes
  3. Steve Woods talks with Jay Hedges about their differing views on how executives go about buying. This is worth checking out.
    How I Buy - Jay Hedges, SVP Revenue, Uberflip — 5 minutes
  4. Justin Withers looks at the reasons why most B2B buyers don't trust salespeople (apparently there's a lot) and how to overcome them.
    The B2B Buyer Persona: 30 Ways to Get Inside the Mind of Your Target Buyer — 8 minutes
  5. Brian Balfour walks through the HubSpot Sales Product framework that laid the foundation towards a goal of $100M.
    Building a Growth Framework Towards a $100 Million Product — 13 minutes

Meme of the week

This short little clip made everyone in our office laugh – so I'll pass it on to you. 

NewsletterDan Bruce
NewsletterDan Bruce

ICYMI: September 10, 2017

What we wrote

See FunnelCake Speak!
Mastering Growth P2P #3: Using Martech to Close The Sales & Marketing Gap
When: September 15th
Where: Toronto, Ontario
Register

CMO Inflect
When: September 21
Where: Mountain View, California
Register

Guest post: Nis Frome, co-founder of Alpha, wrote a brilliant piece on our blog about how partnering content teams directly with sales can have a significant impact on revenue. 
Content Teams Can Drive Sales by First Empowering Salespeople — 7-minute read

What we're reading

  1. Tomasz Tunguz walks through the design of a successful sales compensation plan and explains how to create the right one for you and your sales structure. 
    The Theory And Data Underpinning Sales Commission Plans — 3 minutes
  2. David Premier offers advice on writing cold outreach that will have you rethinking the way you're doing it today. 
    Salespeople: Here’s How to Get Prospects to Pay Attention to Your Outreach — 7 minutes
  3. Jen Grant presents some key metrics you should be tracking, and to keep in mind that shouldn't only focus on Marketing metrics, but those that truly drive your business forward. 
    The Four Most Important Metrics for Any Business — 7 minutes
  4. Michel Feaster shares a story of how Usermind was created and how digging deep into your industry to find the most painful changes and connecting the dots is the key to creating (and owning) a new category of software.
    Creating a Enterprise Software Category — and Owning It — 5 minutes
  5. Ryan Law and Emily Smith looked at the top 250 most successful SaaS companies to create The State of SaaS Content Marketing 2017. There's a number of great stats in here worth checking out. 
    The State of SaaS Content Marketing 2017 — 12 minutes
  6. Brian Trautschold writes a piece centered around the role of SDR ... the most overlooked, misunderstood, and mistreated role in B2B Sales organizations. 
    Most SDRs Fail or Burn Out. Here's How to Fix That — 7 minutes
  7. Tracy Eiler talks with The Pedowitz Group about what it means to be a "T-shaped" marketer, where you should focus efforts in the funnel, and specific changes to make within your organization to get Sales and Marketing better aligned. 
    CMO Insights: Tracy Eiler, Chief Marketing Officer, InsideView — 15-minute video

Meme of the week

For this week, the headline says it all:

"Delta Airlines plane flies straight into Hurricane Irma – and out again"

NewsletterDan Bruce
NewsletterDan Bruce

ICYMI: August 20, 2017

What we wrote

It's hard to believe that we're just about 2/3's through the year – 2017 is flying by ✈️
Here are our top posts of the year (so far):

  1. Sales Ops with Kenny Goldman — 10 minutes
  2. What Does a CRO Do? With Mark Roberge — 13 minutes
  3. Joanna Wiebe on Writing Copy that Sells — 17 minutes

What we're reading

  1. Lance Jones and Joanna Wiebe put clever marketing vs. clear marketing messages to the test running three ad variations of the same service; one very clear, one looking to trigger an emotional response, and one clever one aimed to crack a smile. Check out which was most effective – you may be surprised 😮
    The Great Copy Debate: Clear Vs. Clever — 7 minutes
  2. Omidyar Network talked with Mandy Cole, former VP of Sales at Zenefits, about building a kickass Sales team and common mistakes many companies make along the way.
    The Playbook To Scaling Sales — 11 minutes
  3. Gokul Rajaram explains what the second most important metric is for companies. The first? NSM (North Star Metric), but Gokul pushes the importance of measuring your NSM's 'check metric' 🤔
    The second most important metric for every company — 3 minutes
  4. Erik Devaney shares learnings from top SaaS companies marketing strategies including things like demographics, tech stack, and content. 
    Analyzing Marketing Strategies of the Top 100 SaaS Companies — 2 minutes
  5. Daniel Debow talks about how it's ok – encourages even – to piss people off 😡 – but to do it in the right way. 
    Piss people off (but only at the right time) — 7 minutes
  6. Ayaz Nanji shows some great sales cadence benchmarks – number of attempts, word count, and cadence duration all included. How does your team stack up?
    Sales Cadence Benchmarks: How Often Reps Contact Leads — 2 minutes
  7. Vincent Vo has more sales benchmarks for us, but this time for pipeline. 
    Sales Pipeline Benchmarks to Supercharge your Competitive Edge — 6 minutes

Meme of the week

If you haven't heard, there's a solar eclipse tomorrow (Monday). If you're lucky enough to live along the path it travels, you'll have the chance to see the Total Solar Eclipse. Don't worry if you're not – you'll have a partial view (still very cool).

If you haven't bought special eclipse glasses yet, it's too late, they're sold out everywhere – something myself and the FunnelCake team learned earlier this week. Anyways, here's a DIY option.

NewsletterDan Bruce
NewsletterDan Bruce

ICYMI: August 7, 2017

What we wrote

We interviewed Amrita Mathur, VP of Demand Gen and Marketing Operations at Top Hat, about Lead Lifecycle Management. 

"There are only two things a Marketer should be focusing on: opening the funnel or fixing it."

Lead Lifecycle Management with Amrita Mathur — 17-minute read

What we're reading

  1. Tomasz Tunguz looks at the two different methods of building a Sales team: top down or bottoms up.
    Comparing Two Ways To Build A SaaS Sales Team — 3 minutes
  2. Monika Götzmann gives some key tips to help improve sales team performance and increase revenue through Sales Enablement. 
    4 Tips To Make Your Sales Enablement Strategy More Effective — 5 minutes
  3. Mark Cox points out eight mistakes you could be making while demoing that could indicate you're a demo "rookie". 
    8 Software Demo Mistakes that Scream ‘Rookie’ — 8 minutes
  4. BrightFunnel talks about Marketing Attribution – from basics to in-depth – and how if deployed correctly it can help to unify Sales and Marketing. 
    Marketing Attribution | From Novice to Knowledgeable in Seven Minutes
  5. Courtney Buchanan explains why sales people and marketers should take some notes from data scientists in order to know the right accounts, content, and pain points to focus on in the buyer's process. 
    Why Sales and Marketing Teams Should Think Like Data Scientists — 5 minutes
  6. Hila Segal writes how Sales Managers aren't just Sales Managers ... they're also expected to be mind readers, detectives, and cat wranglers. 
    “Dammit Jim, I’m a sales manager, not a mind reader” — 5 minutes
  7. Christopher Ryan points out some of the biggest barriers to Sales and Marketing Alignment; like communication, broken processes, and metrics, and what the teams can do to ensure alignment. 
    How Marketing and Sales Can Achieve the Alignment Imperative — 6 minutes

Meme of the week

Boeing 787-8 took off on an 17-hour test flight on Wednesday of last week and took an interesting flight path. Take a look for yourself

NewsletterDan Bruce
NewsletterDan Bruce

ICYMI: July 23, 2017

What we wrote

We've got some big news 🎉

FunnelCake Announces Growth Calculator – A New SaaS Solution for Predictable Revenue Growth
View the Press Release

What we're reading

  1. Mike Nelson updates us with email design trends and how things have changed since 2016 #EmailGeeks4Ever. 
    Email Design Trends of 2017 (so far) — 9 minutes
  2. Julia Chen explains how CRM tools have a huge challenge when it comes to onboarding new customers, but by lowering cognitive overhead, the onboarding process (and the product) can take off. 
    Getting Past the Empty State: How 5 Popular CRM Tools Onboard Users — 9 minutes
  3. Debbie Qaqish put together a RevOps Maturity Model that will have you moving from functional Operation silos to a customer-centric Revenue Operations model. 
    The Five Stages of Maturity In Customer-Centric Revenue Operations — 7 minutes
  4. Barbara Giamanco talks with Mary Ford about Sales Ops; the definition, becoming an Ops rock star, and where the future is heading. 
    How To Be A Sales Ops Rockstar — 25-minute podcast 🔊
  5. Chris Orlob explains how internet marketing has evolved from a "black art" to measurable in every way and how it can be applied to sales conversion effectiveness. 
    Will Technology Reduce Sales Conversations to an Exact Science? — 5 minutes
  6. Brian Carroll tackles the complicated topic of Marketing and Sales collaboration in respect to lead generation, and how successful teams work together. 
    Who should own lead generation for a complex sale? — 9 minutes
  7. Dave Kellogg defines the unique term called "rolling hairballs", how to detect them, and answers how to eliminate them from your pipeline. 
    Detecting and Eliminating the Rolling Hairballs in your Sales Pipeline — 3 minutes

Meme of the week

Jeff Bezos, CEO of Amazon, has seen the quite the transformation since 1997 ... take a look for yourself. 

NewsletterDan Bruce
NewsletterDan Bruce

ICYMI: July 9, 2017

What we wrote

We talked with Joe Gelata, VP of Business Operations at Axonify, about how a Revenue Operations model can help solve issues like:

  • Dirty data
  • Overlapping tool stacks
  • Lack of ownership of data

Building Cross-Functional, Revenue-Focused Teams — 9-minute read

Marko Savic guest curated one of our favorite newsletter's – Raise the Bar. In it you'll find great stuff from April Dunford, Amrita Mathur, Carol Leaman, and Jill Rowley.  
Raise the Bar by Marko Savic 

What we're reading

  1. Dave Gerhardt tells a story of how they got Drift in The New York Times and how the principles that got them there can be extended past PR to Marketing, copywriting, and cold outreach 📰
    Behind The Scenes: How We Got Drift Into The New York Times — 6 minutes
  2. David Skok, along with The Bridge Group, gathered an extensive amount of data on the role of the Account Executive to use as a benchmark to compare your sales numbers against. How do you stack up?
    Bridge Group 2017 SaaS AE Metrics Report — 10 minutes
  3. Scott Britton does a plain English walkthrough of what a Sales Operations person does, what their goals are, and when they should be hired. 
    Demystifying the Role of Sales Operations — 7 minutes
  4. Joanna Wiebe explains that if a poor demo will result with BS objections 💩 Your demo is a sales conversation, so the goal is to create a vision of what benefit comes from your product, and how they can achieve it. 
    Everything I Wish I’d Known Before I Started Demoing SaaS — 15 minutes
  5. Kevin Kononenko writes about the importance of the value proposition you choose to put on the main page of your website and encourages you to take the route of using data to determine what that first impression should be rather than a gut feeling.
    Discover Your Product’s Most Compelling Value Proposition Within 72 Hours — 9 minutes
  6. William Wickey talks with Sales expert, Jill Rowley, about the benefits of social selling.
    Social Selling Metrics, Methods, and Myths | Jill Rowley — 8 minutes
  7. Jared Sleeper encourages startups to avoid the mistake of calculating metrics – like LTV:CAC – too soon, and how to use it once you're at the right size 👍
    Why early-stage startups should wait to calculate LTV:CAC — 8 minutes

Meme of the week

Amelia Earhart ... the name rings a bell, doesn't it? The first female aviator to fly solo across the Atlantic Ocean and vanished (and presumed dead) in 1937 on a flight around the globe. 

Big news this week is that Amelia may have actually survived 😳

This newly discovered photograph suggests that she survived the crash-landing in the Marshall Islands, and from there was taken into Japanese custody where she eventually died. 

To learn more on the story, go here.

To learn even more, check out The History Channel's special, Amelia Earhart: The Lost Evidence, airing tonight. 

NewsletterDan Bruce
NewsletterDan Bruce

ICYMI: June 25, 2017

What we wrote

Carol Leaman is the latest to appear on our expert interview series to talk about building a Revenue Operations team at Axonify. In this post you'll learn:

  • When to make your first Operations hire
  • The roles to hire
  • What skills to look for

Building a Revenue Operations Team with Carol Leaman — 11-minute read

What we're reading

  1. Dave Kellogg urges Marketers to take a note from newspaper writers 📰  Stop letting templates get in the way of the story you're trying to tell, but work within them to get your message across. 
    Dear Marketing: Stop Putting the Template Ahead of the Story — 3 minutes
     
  2. Andrew Oddo explains a Sales Playbook guide for startups to help teams create uniform messaging, decrease ramp time, and give a structured opportunity for collaboration. 
    A Founder’s Guide: Mapping Your First Sales Playbook — 10 minutes
     
  3. First Round Review talks with Stripe's COO about how to deal with hiring while growing at a rocket ship trajectory 🚀 The simple answer: stop and ask three simple questions.
    To Grow Faster, Hit Pause — and Ask These Questions — 14 minutes
     
  4. Brian Anderson shows off some important numbers from a Salesforce study showing that data continues to be a main struggle for companies trying to hit goals. 
    Study: Data Challenges Main Concern For Connecting Cross-Channel — 2 minutes
     
  5. Erin McKeeby delivers a complete guide to launching an email marketing strategy that will have you building better relationships with prospects. 
    A Clear-Cut Guide to Email Marketing Success — 5 minutes
     
  6. Erik Devaney looks at driving growth through "mad science" and walks through a framework called "Collect, Analyze, Act."
    Segment’s “Mad Scientist” Shares His Secrets for Driving Growth — 22 minutes
     
  7. Aaron Ross and Collin Stewart talk with Matt Amundson about understanding the Millennial brain, the growing importance of social selling, and the renaissance of account-based sales.
    Matt Amundson on The Core Principles of Outbound Sales — 49 minute podcast

Meme of the week

🎶  Who lives in a pineapple under the sea? 🎶

🔊 SPONGEBOB SQUAREPANTS! 🔊

That's right, this week's meme is about the adorable pair of Spongebob and his best pal Patrick, debatably the best cartoon pair to ever appear on Nickelodeon. They've brought children everywhere countless laughs ever since the show debuted in May of 1999. 

Well, 3D artist Miguel Vasquez went ahead and created what the pair would look like in real life. The results? Well, not so adorable ... 

For photos of Miguel's work, and to see the hilarious Twitter reaction, go here

NewsletterDan Bruce
NewsletterDan Bruce

ICYMI: June 11, 2017

What we wrote

Mark Roberge, former CRO at Hubspot, joined us to answer the question: what does a CRO do? In this post you'll learn things like:

  • how Mark moved from Hubspot's first salesperson to CRO
  • how to overcome the most common roadblocks Sales teams run into
  • how to better align Sales, Marketing, and Success through the full-funnel

What Does a CRO Do? With Mark Roberge — 13-minute read

If you haven't already, make sure to check out The RevOps Framework by FunnelCake

What we're reading

  1. Dave Kellogg talks about the magical 3X pipeline coverage ratio that we all know and love, where it originated from, and how we should think about it differently 🤔
    The Self-Fulfilling 3x Pipeline Coverage Prophecy — 6 minutes
     
  2. Mark Evans offers a step-by-step marketing strategy framework to use instead of the "shot-gun" approach that most startups tend to use. 
    A 7-Step Marketing Strategy Framework For Fast-Growing Companies — 7 minutes
     
  3. Nis Frome explains how every time your customers use your product, you're generating a goldmine of meaningful insights ⛏. Use that data correctly, and you can fill your top-of-funnel, engage prospects more strategically, and enhance your product. 
    You’re Sitting on a Gold Mine of Data — Here’s What You Should Do With It — 4 minute
     
  4. Alex Iskold walks through funnel strategy for startups, including funnels for B2B, B2C, and even for fundraising. 
    Funnels for Startups: A Primer — 10 minutes
     
  5. Steli Efti provides a list of the ten most common objections that salespeople should be prepared for (plus all the industry-specific objectives ones.)
    10 objection handling techniques every B2B salesperson should know — 6 minutes
     
  6. John Rode breaks down what sales capacity is, and why it's imperative to build into your plan the time it takes to get from "we need to hire more reps" to those reps being fully ramped up. 
    What's Really Driving Your Sales Capacity? — 4 minutes
     
  7. Cóbhan Phillipson put together a list of eleven sales metrics to track in order to improve overall performance and grow revenue 💰
    11 Sales Performance Metrics That Matter Most — 9 minutes

Meme of the week

Instead of going for a funny meme this week, we've got something that is ... out of this world

Basically, the Juno probe was launched back in 2011, and it orbits around Jupiter collecting information about its atmosphere and structure. Every so often, Juno dips into low altitude starts to collects photos.

NASA released those images earlier this month and German mathematician, Eichstaedt, went to work putting the photos together into a breathtaking video that you need to watch.

NewsletterDan Bruce

ICYMI: May 28, 2017

What we wrote

The RevOps Framework

Over the past twelve months, FunnelCake interviewed over a hundred B2B Marketing, Sales, and Customer Success leaders. With that data, we created the definitive framework for Revenue Operations – a new department that manages full funnel operations across the customer lifecycle.

The RevOps Framework 👈  check it out

Allan Wille, CEO of Klipfolio, joined us for an insightful chat about A/B testing price. 

"Pricing is one thing that unless you test it, you can never know for sure."

We talk through building a testing framework, different tests to do, and how Allan thinks about pricing strategy differently now. 
A/B Pricing with Allan Wille [Expert Interview] — 11-minute read

What we're reading

  1. Andrew Gaffney goes through the new Demand Waterfall introduced by SiriusDecisions this past week. The new framework features an increased focus on buying groups, rather than the progression of individual leads or inquiries.
    SiriusDecisions Unveils New Demand Waterfall Model — 4 minutes
     
  2. Dave Koslow talks about how Sales has gotten complicated, very complicated. From Sales leadership to Sales Ops, there is so much data coming from different tools, it's difficult for Sales to actually focus on selling. 
    How Sales Got So Complicated (and What to Do About It) — 6 minutes
     
  3. Greg Alexander interviews Christopher Fris from Ryder about how Sales Operations enables teams to achieve the sales plan. 
    The Sales Operations Guide to Revenue Growth Enablement — 13 minutes
     
  4. Danielle Poleski put together a great list of ten metrics every Marketing Manager needs to have a view into, and three to make sure are being monitored.
    The top 10 most valuable metrics for marketing managers — 9 minutes
     
  5. Amrita Chandra gives some very helpful guidelines to follow when it comes to experimenting with new channels and tactics ... without losing your job.
    How to Run Marketing Experiments Without Losing Your Mind (Or Your Job) — 6 minutes
     
  6. Courtney Buchanan gives four main takeaways about sales teams and product development staying focused. For the folks at Mattermark, it ties back to streamlining internal operations so teams work only on activities that have an impact and directly align with customer pain points.
    Why Marketing Automation and Problem Solving Should Guide Your Business Strategy — 5 minutes
     
  7. Tomasz Tunguz does a phenomenal job giving a quick walk-through on how to calculate bookings capacity for the Sales team. It's one thing to write a number down, but another to plan out how it's going to happen. 
    Hiring For Bookings Capacity In Sales — 2 minutes

Meme of the week

This week's meme comes from a photo taken in 2014 at a Miu Miu fashion show with Rihanna and Lupita Nyong'o.

Last month, a Twitter user posted the photo with the caption, "Rihanna looks like she scams rich white men and Lupita is the computer smart best friend that helps plan the scans [sic]." Even with the typo, the post went viral. 

Then, a Twitter exchange happened between the two of them showing their interest in making it happen. 

What makes this even better? Netflix jumped on the idea and landed the project that will star both Rihanna and Lupita Nyong'o. The untitled movie will be directed by Ava DuVerynay, with Issa Rae in talks to write. 

A round of applause for the internet for pulling this one off – 👏 👏 👏

For the full story, go here

ICYMI: May 15, 2017

What we wrote

Marko Savic had an insightful chat with Kenny Goldman from Helpful.com about Sales Ops.

"As Sales Ops, it was my job to turn our sales team into a sales machine."

They discuss when to hire Sales Ops, what to look for in a first hire, and common challenges you'll run into. 
Sales Ops with Kenny Goldman — 10-minute read

What we're reading

  1. Steve Woods writes about the path we've taken to achieve "Sales and Marketing alignment" and how it's not really working. The solution? Moving beyond the single-point handoff. 
    Sales and Marketing Alignment; It’s Broken and our Current Path Won’t Fix It — 4 minutes
     
  2. Krista Caldwell writes a 5-step guide that will help define Salesforce opportunity stages allowing reps to prioritize workflows and sales managers to have better pipeline visibility. 
    5 Steps To Defining Opportunity Stages in Salesforce — 3 minutes
     
  3. Mark Emmons contemplates whether Revenue Operations is the real deal or just a fad. What's your take?
    Sales Ops + Marketing Ops = Revenue Ops — 4 minutes
     
  4. Jason Lemkin explains why when you're ready to hire your first sales rep, hire two (because you need at least two to learn.) 
    When You Hire Your First Sales Rep — Just Make Sure You Hire Two — 3 minutes
     
  5. Craig Hanson shares some key takeaways he learned from industry experts about scaling sales past 100M. 
    Top Sales Lessons Learned Scaling Past 100M: A Discussion with Atlassian, Zendesk, and Optimizely — 8 minutes
     
  6. David Skok identifies a third crucial startup skill: recruiting. This is the first post in an on-going series focusing on recruitment processes to find and sell passive candidates on your business. 
    Part 1: Top of the Funnel — Sourcing — 11 minutes
     
  7. Jennifer Dignum asks top sales experts what they consider to be the biggest faux pas in sales and marketing alignment. Their answers are interesting, check it out:
    Experts Share Biggest Faux Pas for Sales and Marketing Alignment — 2 minutes
     
  8. Laurie Fullerton delivers some fantastic metrics when it comes to MarTech tools. 
    B2B marketers seek more streamlined approach to marketing tools, cite the need to focus more on clients and customers — 4 minutes
     
  9. Debbie Qaqish explains where she believes Sales and Marketing Operations is heading along with the benefits that can come with it. 
    How is the rise of the sales and marketing ops (SMO) function impacting revenue? — 5 minutes
     
  10. First Round Review talks about the importance of a well-crafted sales plan, and they relate it to chocolate cake which is pretty great. 
    This Sales Plan Moves the Needle on Every Success Metric — 20 minutes

Meme of the week

We all remember Lil' Bow Wow, right? The cute little 13-year old hip-hop sensation from 2000.

Well, there's now something called the Bow Wow challenge, a social media challenge that has taken over similar to the mannequin challenge of 2016. 

You may ask, how did this start?

Bow Wow, like most of us, made the attempt to make his life look a little cooler than it actually was in a recent Instagram post. Too bad for Bow Wow, he was exposed on Snapchat showing that he was actually travelling coach with the rest of us common folk.

The challenge: post a picture online showing something deceptively aspirational, followed by the reality of what it actually is and include #BowWowChallenge. 

For more on the story, and examples of the best #BowWowChallenge so far, go here.

 

NewsletterDan Bruce

ICYMI: April 30, 2017

What we wrote

Marko Savic gathered with hundreds of fellow Sales Ops, Marketing Ops, and MarTech pro's when he attended the TOPO Summit a couple weeks ago. Here's 5 things he learned:
Five things I learned at TOPO Summit — 6-minute read. 

Bruce McKenzie, a friend of ours from 2-Minute Explainer, wrote a piece for our blog on using video to create conversational content in an ABM strategy. 
Account-based marketing demands conversational content – 9 minutes

What we're reading

  1. Lena Shaw explains the current state of Sales and Marketing stacks with companies invested in a number of siloed tools and platforms, and how in 2017 we should be looking to trim down with "best of breed" tools that should lead to better efficiency through the funnel. 
    Making MarTech Consolidation Work for Your Business — 3 minutes
     
  2. Ayaz Nanji points out the top three Sales challenges of 2017; too much time on non-sales activities, finding the right assets to assist in their sale, and spending time with prospects and clients. 
    The Top Sales Challenges of 2017 — 2 minutes
     
  3. Jeff Epstein talks about one of his favorite things about running a startup ... watching his employees grow and rise through the ranks. 
    8 Ways To Fast Track Your Career As A Startup Employee — 3 minutes
     
  4. David Skok shares a simple model of a SaaS business and highlights what key levers a CEO can pull that will have the biggest impact on funnel optimization. 
    Optimizing the SaaS Funnel from Top to Bottom — 37 minute [video]
     
  5. Allison Pickens and Nick Mehta tag-team a brilliant article on strong revenue growth, not from the straight-and-narrow pipe, but the Helix. 
    The Chief Revenue Officer’s Guide to Customer Success — 8 minutes
     
  6. Jim Brodo explains something that almost all of us have experienced: marketing fatigue. You know, like when you download some content and in return your inbox and voicemail gets filled up. Jim includes five marketing strategy areas to reconsider in order to avoid giving your prospects marketing fatigue. 
    Your Buyers Are Experiencing Marketing Fatigue; Here's What to Do About It — 9 minutes
     
  7. Casey Renner talks with Joe Sexton about preparing a startup sales organizations for going public. Great tips in here about sales enablement, using a formula-driven approach to scaling, and that everything starts and ends with the customer.
    Preparing Your Sales Org to Go Public — 13 minutes
     
  8. Antoine Buteau suggests that we rethink the idea that extraverted salespeople are ideal, and to start looking for ambiverts (a person whose personality has a balance of extrovert and introvert features.)
    Rethinking the Extraverted Sales Ideal: The Ambivert Advantage —  4 minutes
     
  9. Nikky Hofland offers some tools you should consider when developing an effective customer feedback flow.
    How To set Up A Customer Feedback Flow That Works — 7 minutes
     
  10. Tomasz Tunguz tackles the tricky question of how to structure the compensation sales teams should get and how developing sales motions, customer success sophistication, and compensation structures to enable growth is a key area for a SaaS businesses. 
    How Much To Compensate SaaS Sales Teams — 4 minutes

Meme of the week

On Wednesday, Beyoncé shared a photo of herself pointing at a menu, and (as expected) the internet did it's thing and quickly repurposed it into a quality meme. 

http://time.com/4757292/beyonce-restaurant-memes/

NewsletterDan Bruce
NewsletterDan Bruce

ICYMI: April 16, 2017

What we wrote

Chris Brennan, Content Marketing Manager at Phorest, joined me to talk about content marketing strategy.

"A lot of content today is about WHY to do something... but now HOW, and for me that's where the value is."

Chris goes on to talk about his unique view on what's wrong with content marketing today, how to qualify prospects with content, and writing about topics that matter. 

What we're reading

  1. Shanelle Mullin explains why growth process > growth hacks. 
    The Growth Marketing Process: How to Shake Your Growth Hack Addiction — 22 minutes
  2. Steli Efti lets business leaders out there (yes, that means you,) that delivering bad news is a responsibility and privilege, and there is a right and wrong way to approach it. This is a must-read. 
    Sales leaders, here’s how to deliver bad news to your team (a no B.S. 5-step guide) — 7 minutes
  3. First Round Review explains that have the data to tell the difference between vanity metrics and sanity metrics, but it comes down to having the discipline to focus on what matters. 
    I’m Sorry, But Those Are Vanity Metrics — 19 minutes
  4. Andy Raskin writes about positioning your product as more than a "nice-to-have" platform and how to drive urgency with sales. 
    How Great Sales Narratives Drive Urgency — 6 minutes
  5. Brock Benefiel answers some pretty important when starting and expanding your sales team to avoid prospecting woes. 
    Why do SDRs fail? — 6 minutes
  6. Tomasz Tunguz talks about how to create tension in your marketing messaging, and how it can be so beneficial to your business. 
    Creating Tension In Your Startup's Marketing Positioning — 3 minutes
  7. David Heinemeier Hansson makes a guest appearance o the "Everyone Hates Marketers" podcast to talk about the language of B******t. This is pretty entertaining, give it a listen. 
    E001 – DHH – The Language of B******t — One hour listen

Meme of the week

It's been a busy week, but this one tweet summarizes it pretty well ... 

NewsletterDan Bruce
NewsletterDan Bruce

ICYMI: April 2, 2017

What we wrote

Seth Lieberman, Founder and CEO of SnapApp, joined us to talk about how he sees Sales and Marketing working. We talk about team alignment, what he expects from his Sales and Marketing leaders, and (as usual) his favorite '90s dance song.
Seth Lieberman on what CEOs want from Sales and Marketing leaders — 12-minute read

Marko Savic wrote a guest piece on funnel volatility for our friends over at Engagio. 
How to Determine if ABM is Right for Your Organization — 6 minutes

Brandon Redlinger, Head of Growth at Engagio, returned the favor and guest wrote a piece on our blog that will help you to determine if ABM is a good strategy for your company. 
How to Determine if Account Based Marketing is Right for Your Organization — 6 minutes

What we're reading

  1. John Hurley talks about the rise of revenue ops, and how the teams that are succeeding most are taking a comprehensive and integrated approach. 
    Why Marketing & Sales Operations Make Growth Possible — 6 minutes
  2. Thomas Carney ran a pricing experiment that paid off big time. It won't work for every company, but the point the point to get out of this article is that spending just a few hours per month analyzing pricing could make a huge difference.
    How Quartile-Based Pricing Doubled This SaaS Company’s MRR Growth — 10 minutes
  3. Ada Chen Rekhi compiled some great benchmark numbers looking at conversion rates from a freemium/free trial offering to paid. How do you stack up?
    Freemium and Free Trial Conversion Benchmarks — 4 minutes
  4. The folks at Gong ran an interesting experiment on how men and women sell differently. Trust me, you'll want to see the results for this one. 
    30,469 Sales Calls Reveal Women Violate Rules of Selling, Yet Still Close More Deals — 5 minutes
  5. Andrew Nguyen delivers a data filled article looking at what metrics B2B marketers look at as their primary indicator of success. 
    13 Diverse Ways B2B Marketers Do Marketing Measurement [DATA] — 4 minutes
  6. Max Altschuler and Jorge Soto share the method they used to develop their sales stack and give some pointers that can improve anyone's outbound strategy. 
    Designing Your Sales Stack so that Customers Come to You — 16 minutes
  7. Jennifer Ross tackles the topic of marketing measurement and how the role of CMO can help to ensure measurement success. 
    Marketing Measurement: What’s the CMO Got to Do With It? — 3 minutes

Meme of the week

So over the past week, James Comey (Director of the FBI) let it slip that he has a secret Twitter and Instagram account. 

One reporter, Ashley Feinberg, took it upon herself to track down these mystery accounts. 

Take a look at what she was able to dig up here

Meme of the week

So over the past week, James Comey (Director of the FBI) let it slip that he has a secret Twitter and Instagram account. 

One reporter, Ashley Feinberg, took it upon herself to track down these mystery accounts. 

Take a look at what she was able to dig up here

NewsletterDan Bruce
NewsletterDan Bruce

ICYMI: March 19, 2017

What we wrote

Marko Savic wrote a guest post for Lead Fuze on measuring velocity in the sales process.

"Sales velocity helps us forecast, work backwards from our goals, and troubleshoot our process."

Check it out on the Lead Fuze blog 👇
Sales Velocity: A Process for Accelerating Your Pipeline — 4-minute read

What we're reading

  1. Steve Woods encourages us to stop thinking about selling to a company, but rather the employees within that company. Shift the focus away from "they" and put on "him/her" and the message that will resonate with them specifically. 
    Turbocharge Account Based Sales by Removing One Word — 3 minutes
  2. Natasha Wahid does her best "Mythbusters" impression and debunks some common thoughts about A/B testing. 
    “The more tests, the better!” and other A/B testing myths, debunked — 7 minutes
  3. Nick Frost writes a great article that will take you from thinking about implementing an account-based sales strategy, to actually putting one into practice. 
    The Stack You Need to Be an Expert with Account-Based Sales — 11 minutes
  4. Steve Blank gives a strong argument towards adding "no excuses" to your companies list of core values, and for good reason. 
    The No Excuses Culture — 6 minutes
  5. Brandon Redlinger highlights some powerful women working in revenue related roles, a side of business that's historically been dominated by men. 
    The Top 50 Women in Revenue That You Should Know — 8 minutes
  6. Doug Kessler writes an interesting article about the marketing data lake, similar to a data warehouse, but with some important differences that apply directly to marketers. 
    The rise of the marketing data lake — 5 minutes
  7. Michaela Lehr breaks down exactly what churn means, how to measure it, and how to present it. She also quotes Shania Twain, which is pretty amazing, so you should give this a read.
    Depicting Churn (Accurately): The Real Deal from a Metrics Nerd — 9 minutes
  8. Kasey Hicks talks with Tess Brigham about how she coaches business leaders to get curious and put the ego aside when facing difficult times. 
    How To Be an Empathetic Leader in a Time of Uncertainty — 6 minutes
  9. Joel Gascoigne, co-founder and CEO of Buffer, offers some insight towards his view of company retreats after the first eight he's run. 
    The Power of Company Retreats: Thoughts after the 8th Buffer Retreat — 6 minutes
  10. Marc Eglon explains how to find the ideal price for your product, different pricing options/strategies, how to pitch your price once you've settled on one, freemium options, and... pretty much anything to do with pricing strategies that you can think of. The ultimate sales guide to setting and discussing pricing — 24 minutes

Meme of the week

This week's meme is about one of the most controversial topics of all-time. You either use it or don't, love it or hate it... there is no in between. Of course, I'm talking about the Oxford comma, quite possibly the most polarizing punctuation marks in existence. 

In recent news out of Maine, the Oxford comma has caused quite a stir with group of truck drivers that are suing their employer, Oakhurst Dairy, for over 4 years worth of overtime pay. 

Read the full story here

NewsletterDan Bruce
NewsletterDan Bruce

ICYMI: March 5, 2017

What we wrote

This week we were lucky enough to talk with the amazingly talented Joanna Wiebe. She's Co-founder and Copywriter for Copy Hackers, as well as Co-founder and Head of Growth at a newer startup called Airstory

"Copy is your online salesperson."

If you agree with the statement above, which you should, give this one a read.

Joanna Wiebe on Writing Copy that Sells — 17-minute read

What we're reading

  1. Sophia Bernazzani writes about how La La Land — whoops, I'm so sorry, there's been a mistake — Moonlight! How Moonlight can teach us, marketers, important lessons about bold visuals, social proof, and storytelling. 
    What Marketers Can Learn from The Success of Moonlight — 8 minutes
  2. Nora Jenkins writes a piece to encourage the tech industry to start taking Human Resources a little more seriously so you can avoid mistakes of companies like Uber. 
    Tech: It’s Time To Grow Up About HR — 4 minutes
  3. Drift ran an experiment to measure the lead response rate of 433 B2B SaaS companies. How do you stack up?
    We Tested The Response Times Of 433 Sales Teams — 6 minutes
  4. Josh Nussbaum writes the fifth installment of a seven-part series focusing on disruption vs. enablement. Links to the first four are included. 
    Disruption vs. Enablement: New Products — 7 minutes
  5. Heidi Cohen asks if you know your audience as well as you know your best friend? If not, then you probably can't create the content they really want and need.  
    Content Marketing Audience: Do You Know Your Readers? — 12 minutes
  6. Myk Pono goes in-depth with a great piece on designing marketing campaigns and the importance of market segmentation. 
    How to Design Marketing Campaigns — 25 minute read
  7. Amrita Chandra shares her thoughts, notes, and experiences from being a part of an early-stage marketing team. 
    Building a marketing team from scratch — 7 minutes
  8. David Cummings contrasts the differences between "standard sales" and account-based sales. 
    Standard Sales vs Account-Based Sales — 3 minutes
  9. Justin Rosenstein pitches the importance of a roadmap and delivers this beautiful quote: "Without a clear plan, you might find yourself running a race without a route."
    How Roadmap Week helps us turn big ideas into reality — 6 minutes
  10. David Cancel made the realization that everyone falls along a spectrum with momentum-makers on one end and perfectionists at the other. Which one are you?
    Are You a Momentum-Maker or a Perfectionist? — 4 minutes

Meme of the week

Here's your daily dose of weirdness provided by this tribe of turkeys circling a deceased cat trying to... resurrect it? 

 

NewsletterDan Bruce
NewsletterDan Bruce

ICYMI: February 19, 2017

What we wrote

We talked with Ron Tite, CEO of The Tite Group, about the creation of original content.

"In content marketing, distribution is just as important as creation." 

Ron is a hilarious guy, and a creative genius. We talk about his content creation process, how to slice-and-dice content to match up with the buyer's journey, and the importance of a content distribution strategy. 

Ron Tite on Creating Original Content — 11-minute read

What we're reading

  1. Sam DeBrule highlights four tactics to help build a high-performing SQL machine. If you understand the formula in the title, you should read this. If you don't you should also read this (but for different reasons.) 
    ICP + TAM = A Sales Qualified Lead Machine — 8 minutes
  2. Liz Cain gives her argument for why it may be a smart idea to consolidate your operations teams. Interesting read. 
    Business Ops is the New Sales and Marketing Ops — 5 minutes
  3. David Cohen (investor) gives some advice on how to (not) talk about price when pitching your product/company. Instead, focus on showing value. 
    Make Price the Last Thing — 3 minutes
  4. Tim Kopp takes a brief look at the history of the CMO and walks through seven personas (most) CMO's fit into.
    No Marketer Is An Island: Meet The 7 Personas Of The Modern CMO — 7 minutes
  5. Tyler Douglas talks about the somewhat new trend of tech CEO's asking for product feedback via Twitter, and actually taking the time to respond to the responses. 
    Why tech CEOs are turning to Twitter for product feedback — 7 minutes
  6. Eric Siu explains the six elements that play into having a successful product launch.
    6 Elements of a Successful Product Launch — 6 minutes
  7. Gaetan Gachet shares some unique tips that they used early on at Algolia to get sales off the ground. 
    Algolia: The Most Impactful Early Sales Tactics — 5 minutes
  8. Tom Morisse put together an interesting article looking at Artificial Intelligence in three aspects: scientific/tech, product/business, and macro. 
    AI's New New Age — 13 minutes
  9. Dave Kellogg writes about the Marketing advantage that comes from having a holistic, analytical approach to looking at your business. 
    The Evolution of Marketing Thanks to SaaS — 3 minutes
  10. Hiten Shah encourages you to put a little bit more focus on making your early-stage product fantastic before you go worrying about sales, marketing, or design. 
    Nothing Matters Unless Your SaaS Product is on Point — 15 minutes

Meme of the week

So, this is a pretty great story... 

Remember a couple weeks ago when the New England Patriots made an unbelievable comeback in the Super Bowl? 

Well, midway through that game when New England was losing, tennis star Genie Bouchard made a harmless little bet to one hopeful Patriots fan via Twitter. 

The bet? That Genie would go on a date with @punslayintwoods if the Patriots comeback and win. 

Well as we now know, the Patriots did indeed comeback and win, and lucky for @punslayintwoods, Genie is a women of her word and actually went through with the date.

The best part of all this? Reports say that there will be a second date!

NewsletterDan Bruce
NewsletterDan Bruce

ICYMI: February 5, 2017

What we wrote

Marko Savic wrote a post about alternative facts in your funnel (don't worry, this isn't a post about politics.) This is a must read that will give you ideas about getting Sales and Marketing aligned using proven facts. 

"Reality only has one set of facts.
A Service Level Agreement (or SLA) binds Marketing and Sales to a shared reality."

Using an SLA to build Sales & Marketing alignment — 5-minute read

What we're reading

1. Nis Frome drops some wisdom from Sun Tzu, the ancient Chinese war general and author of The Art of War. 

"The success of your startup is determined before you ship a single line of code.”

How An Ancient Chinese War General Would Run Your Startup Better — 10 minutes

2. Heidi Vandermeer gives some tips on how to move your ideal online visitor down the funnel by creating a purposeful path for engagement. 
How to Build a Path for Engagement Using a Content Hub — 3 minutes

3. Ulrik Bo Larsen takes what we've learned about how social learning fits into the modern customer journey in 2016 and explains how to take it a step further in 2017. 
Social Listening in 2017: The Next Frontier in Social Media — 4 minutes

4. Tomasz Tunguz gives his arguments on whether early-stage companies should focus on growth or churn with limited resources. 
Which To Prioritize - Churn Or Growth? — 3 minutes

5. Ada Chen Rekhi shares the advice she gives to startups about structuring a marketing organization and making initial hires. 
Anatomy of a Marketing Organization — 9 minutes

6. Randy Frisch writes the perfect article for Super Bowl Sunday relating Demand Gen to football.
4 Ways Demand Generation Marketing Is Like Football — 7 minutes

7. Ronell Smith gives permission to steal his daughter's effective outreach approach to getting to that 'yes' we're all looking for with cold outreach programs. 
Why You Should Steal My Daughter's Playbook for Effective Email Outreach — 7 minutes

8. Chris Brophy reminds you that your customers don't care about your product (or your competitors,) but rather the progress they will see from using your product. 
Your Customers Don’t Care About Your Product: They Care About Progress — 13 minutes

9. Wesley Young looks at a recent study on what SMBs find most challenging about purchasing a marketing tech. He goes on to suggest sales tips to capitalize on those challenges, dealing with competition, and how to gain trust. 
SMBs are overwhelmed with digital marketing choices — 9 minutes

10. Tomasz Tunguz leads a panel with Craig Kerstiens, Nisha Ahluwalia, and Kiyota Tamura to talk about their experiences building successful demand gen teams. 
[Video] Dive Into Demand Generation With Tomasz Tunguz — 39-minute video

Meme of the week

It's Super Bowl Sunday 🏈 🎉

Here’s the latest from Bad Lip Reading (you don’t have to be a football fan to find these clips hilarious.)

"NFL 2017" — A Bad Lip Reading of the NFL

P.S. Rather see Bad Lip Reading of the inauguration of Donald Trump? See it here.

P.P.S What about Star Wars? Click here

NewsletterDan Bruce
NewsletterDan Bruce

ICYMI: January 22, 2017

What we wrote

Marko Savic wrote a piece to help you bridge the gap between tactical marketing metrics and revenue metrics. Regardless of your companies marketing strategy, it's important to be measuring the impact Marketing has on revenue. This is a must-read. 
'Using metrics to integrate Marketing and Sales' — 6 minute read

We interviewed Paul Jeszenszky, Performance Marketing Lead at Airbnb, about how design can be a differentiator. We look at how design can be used at different stages in a company, short-term vs. long-term thinking, and getting executive buy-in. 
'Paul Jeszenszky on Design as a Differentiator' — 11 minutes

What we're reading

  1. Nicholas Little wants you to forget the old approach of throw it against the wall and see what sticks with large amounts of leads, and focus on a smaller, more targeted list 🎯  Your sales process will thank you. 
    3 Tips to Maximize the ROI of Your Lead Gen Activities — 6 minutes
  2. Todd Berkowitz looked at some large scale surveys they did at Gartner to develop of list of trends we can look forward to in the coming year.
    10 Fearless Predictions for B2B Tech Sales and Marketing in 2017 — 8 minutes
  3. Robbie Richards compiled a list of 139 great content marketing blogs 😳 but
    don't worry, it's broken down by category. 
    139 Content Marketing Blogs to Watch in 2017 — 2 minutes
  4. First Round Reviews published a fantastic post on the biggest problem in content marketing: clickbait headlines. This is a worthwhile read if you've got the time. 
    The [Adjective] [Number] Things You Need to Know About Clickbait — 16 minutes
  5. Brandon Redlinger got advice from some of the top ABM experts about where account-based strategies are heading in 2017. 
    25 ABM Experts Give 2017 Predictions & Advice — 16 minutes
  6. Gill Allouche points out some useful metrics to track your account-based initiatives that will better allow you to connect marketing initiatives to revenue. 
    Account-Based Marketing Metrics You're Not Using — 7 minutes
  7. Jake Sorofman drops some interesting statistics around the growing budget of a CMO, and how much of it goes towards buying tech 💰
    CMO Role Expands With Rising Marketing Budgets — 4 minutes
  8. Kimberly Whitler made a list of the biggest social influencers on CMOs today along with the topics that they care most about. Check it out.
    The Top 20 Influencers Of CMOs — 5 minutes
  9. Hiten Shah has put together a list of questions to serve as a framework for rapid decision making. 
    How To Grow Your Startup By Asking Better Questions — 10 minutes
  10. Brandon Redlinger talks about Account-Based Sales Development. How it's so much more than cold-calling, the impact it has on the company, and who owns it. 
    The Account Based Sales Development Revolution Is Upon Us — 7 minutes

Meme of the week

Although we're fairly sure that this sign is fake, it's too good to pass up for this week's meme.

View the original tweet here

NewsletterDan Bruce
Dan Bruce

ICYMI: January 8, 2017

What we wrote

As we ring in 2017, let's reflect back on this past year by looking at our top three blog posts of 2016.

  1. Kelly Winter on Sales and Marketing's (Dysfunctional) Relationship

  2. Myke Hurley on Podcast Ads  

  3. Pete Caputa on the Sales Process

What we're reading

  1. Douglas Burdett rounds up the top 15 marketing books of 2016 in one convenient list.
    'Top 15 Marketing Books of 2016' — 12 minute read
  2. Kevin George takes us down memory lane to look at how email has changed throughout the years and where it's headed in the years to come. 
    'Travel through Time: Visualizing the Evolution of Emails' — 8 minutes
  3. Randy Frisch issues a challenge to content marketers. A challenge that encourages marketers to focus less on SEO, lead gen, and shares, and more on entertaining your audience. If you create content, you need to read this.
    'A Challenge: Entertain With Your Content' — 8 minutes
  4. Jessica Mehring has a nine step process to help with your content creation strategy. Coming up with content concept ideas is the easy part, but actually turning it into content can be a little more tricky 🤔
    'Content Creation Considerations' — 6 minutes
  5. Tom Scearce offers an framework that covers everything to do with account-based everything. 
    'The Account-Based Everything Framework' — 29 minutes
  6. Kelly O'Hara talks about a number of trends to look for in 2017 including video, Facebook live, and user generated content. 
    'B2B Marketing Trends for 2017 [Infographic]' — 2 minutes
  7. Michael Litt discusses how video communication can help aid many communication problems we face today when using outdated text communication. 
    'A CEO's Tips for Using DIY Video for Consumer Marketing' — 4 minutes
  8. Carol Krol writes about customer journey mapping, and although it isn't new, the process behind creating the maps is 🗺
    'Customer Journey Mapping Emerging As Top Priority' — 5 minutes
  9. Ayaz Nanji uncovers some interesting stats about how companies are using their marketing automation systems. Stats cover how much companies are using their automation system, the goals they have, and what their biggest barriers to success are. 
    'How B2B Companies Are Using Marketing Automation' — 2 minutes
  10. Uberflip shares how you can optimize your workspace for creativity. New year, new space? 
    'How to Optimize Your Workspace & Habits for Creativity' — 4 minutes

Meme of the week

As we're all now somewhat settled into 2017, it's time to say goodbye to what many believe is the worst year yet... 2016 👋  

It was a year full of ups and downs, a crazy presidential race, and a shocking amount of celebrity deaths, but 2016 saved something special for it's grand finale... to completely embarrass Mariah Carey.

Dan Bruce
Dan Bruce

ICYMI: December 11, 2016

ICYMI: December 11, 2016 by FunnelCake

Dan Bruce