Episode 161: Charting your course as a young marketer, with Marissa Homere

Ep 161 Charting your course as a young marketer

There’s a lot you need to deal with in a marketing career, such as: 

  • What skills you should chase after when in an entry-level vs what’s needed at higher levels
  • How to manage both above and below your level
  • What continuous learning actually looks like
  • Knowing when a job isn’t panning out and you need to cut  your losses
  • Balancing whether to join a company based on the brand’s cachet, the title, the salary and what you will get out of the experience
  • Advice when interviewing for marketing roles – what she looks food when hiring
  • How to cultivate your profile within your organization
  • When to stay a generalist, or when to gain a specific skill by joining a special project 

This episode’s guest is eminently qualified to cover these topics. Marissa Homere is the VP of Marketing at Irwin, an investor relations and capital markets software company. She is a demand generation leader and for the last decade, she has built and scaled marketing teams in a wide range of industries. She also teaches in an online marketing program. 

In this episode, Marissa shares her thoughts on the marketing industry as a whole, how young professionals can be best prepared for today’s rapidly changing environment, and what it takes to succeed in a fast-paced marketing role. Most importantly, she talks about how, as a wife and mother, how societal issues have muscled in on her life as a marketer. Like being a working parent, handling old oppressive tendencies in the workplace, struggling to balance career ladder-climbing with family responsibilities. 

People/Products/Concepts Mentioned in Show

Marissa works at Irwin

Dave Hale

uOttawa Marketing program

Modern Marketing Certificate

Episode Reboot. Marissa’s 3 questions: Are you growing? Are you learning? Are you fairly compensated?

Episode 160: Do It! Selling, with David Newman

Do It Selling

If you want to learn about sales and start Googling, you quickly run across self-professed gurus, who claim to know the secret to selling. If you faithfully follow this method (available today only for a low low price), you’ll have sales success. Despite feeling a twinge of skepticism about their pitch, you’re so deep into their slick, pressure-filled pitch at this point that you pay for their books and courses…which end up being disappointing. 

Today’s guest says these gurus have put you in the Vortex of crazy. 

He doesn’t try to apply the same advice to everyone – his response reminds me of what an ancient Buddhist guru said. Well, according to a novel written a century ago by Hermann Hesse. 

There are a few men on a spiritual pilgrimage, and they reach a stage where the leader, Siddhartha, tells his followers that he must  continue on alone. His right-hand man, Govinda asks him why, “Siddhartha…spoke quietly… “Always, oh Govinda, you’ve been my friend, you’ve always walked one step behind me. Often I have thought: Won’t Govinda for once also take a step by himself, without me? Behold, now…[you] are choosing your path for yourself.”

Our guest says there’s only one sales method that works  –  the one that comes naturally to you. That refreshing take ripples through his 2023 book Do It! Selling.

David Newman has been working since 1992 to help customers land better clients, bigger deals, and higher fees. From Fortune 500 corporations to sole-practitioners, his firm has helped over 1,800 clients with their marketing, sales, and professional services. David is also the host of the highly rated podcast, The Selling Show.

David is married to the #1 most amazing woman on the planet (his words, not mine), launched two great kids into the world disguised as small adults, and has enjoyed raising some of the world’s sweetest retrievers.

People/Products/Concepts Mentioned in Show

David’s site Do It Marketing

David’s free webclass about consultancy growth 

David’s Do It MBA

1992 Movie A Few Good Mew

Brent Adamson’s The Challenger Sale

Siddhartha by Hermann Hesse

Book urges sellers not to be shy about asking questions.

Episode 159: Revenue Growth Engine, with Darrell Amy

Revenue Growth Engine

How come the companies you hear boasting about their growth rarely seem to rack up impressive growth numbers? For all those that talk the talk, very few can say they have doubled their revenue in the last 3 years. And yet, according to our guest today, by simply increasing new sales by 15%/yr and selling 15% more per year to existing clients, doubling revenue is totally achievable.

In the 27 years since he graduated with his MBA, Darrell Amy has worked  heavily in the tech sector, mainly in sales and marketing. Wanting to help a larger number of companies, in 2004 he started his own business, speaking and acting as a fractional Chief Revenue Officer. In 2020, Darrell authored Revenue Growth Engine book  How To Align Sales & Marketing To Accelerate Growth.

He is a member of the Forbes Business Council and co-chair of the Kingdom Missions Fund. Based in Arkansas, with a family that now includes a couple of grand-children, let’s go talk to Darrell Amy.  

Darrell’s personal site

Revenue Growth podcast

Selling from the Heart podcast which Darrell co-hosts 

People/Products/Concepts Mentioned in Show

Jon Ferrera of GoldMine & Nimble

Tiffani Bova

Jay Abraham

Keith Eades author of The New Solution Selling

Brent Adamson co-author of The Challenger Sale

Theodore Levitt

Seth Godin

Donald J Miller’s “Storybrand”

Episode Reboot – get Darrell’s Revenue Growth Engine audiobook free by filling out this form or by texting ‘revenue’ to 21000

Using selling, upselling, and cross-selling together gives you a flywheel of growth.

Episode 158: Stop Looking for Zebras, with Robert Smith

Stop looking for zebras

The relationship between those who generate creative work and the rest of us in revenue-related roles can be …strained. From those I’ve talked to in graphics or visual arts, being left to their lonesome makes it hard producing creative that’s exactly what the marketers and other stakeholders wanted. 

That’s one reason why I hope you listen to today’s talk with a graphic designer who wrote a guide for other graphic designers.  To help your interactions with your creative counterparts. 

The other reason is this author’s healthy outlook…on everything. I was first exposed to how zen-like he was when I met him at an event in 2017. Reading LinkedIn updates over the next few years I marveled how he did everything at his design agency, his training business and his college lecturing. When we met again (virtually) in 2020 , he talked about everything he had going on, but in that same calm tone. 

So by the time he came out with his second book this last year – “Stop Looking for Zebras”, I seized the chance to let you hear his unique viewpoint for yourself. 

Let’s go hear from our guest Robert Smith who will explain the book’s title, and much much more.

People/Products/Concepts Mentioned in Show

Robert’s firm Think-Smith

Registered Graphic Designer designation

Steven Pressfield, “Put Your Ass Where Your Heart Wants To Be

Don’t be bugged when accolades don’t come. Bryan Adams called his second album https://en.m.wikipedia.org/wiki/You_Want_It_You_Got_It but had originally wanted it called “Bryan Adams hasn’t heard of you either!”

Episode Reboot.  If you’re stuck on something creative, use Robert’s catchphrase: ‘Let it go, Picasso’

Episode 157: Revenue Acceleration Playbook, with Brent Keltner

Brent Keltner

“So, what does your company do?”

This is a simple question, which should have a simple answer. Yet whenever I’m asked it, I feel the tug to drift into a talk-track full of feature dumps. 

This, and other sales sins, lead to situations that lose potential sales. They put all of marketing’s hard work at risk of going to waste. Meticulously-crafted content, research on ICPs and  intent-based campaigns aimed at key Accounts can all be for naught if sales doesn’t have a game-plan for their conversation with the prospect.

It is at this point that companies seek the help of our guest 

After getting his Ph.D. at Stanford Brent Keltner spent ten years as a social scientist at the RAND Corporation. 

While he liked using his academic training, he looked for places his knowledge could be more practically applied.  Jumping to enterprise and early stage companies, he found gaps in their revenue function. But also found he could get sales teams unstuck from specific challenges with a bit of theoretical modeling. 

After more than a decade of experience as a revenue leader, he founded Winalytics LLC, a go-to-market and revenue consultancy whose clients include DealerRater, Lexmark, and Ascend Learning. He continued developing his list of situations and corresponding plays, which led to the publishing of his collection of The Revenue Acceleration Playbook which Brent came out with in 2022. 

People/Products/Concepts Mentioned in Show

Brent on LinkedIn

Salesforce

Author Todd Caponi

Author Neil Rackham

Buyer First, by Carol Mahoney

Marcus Sheridan books

Socratic method

Episode Reboot. 

Brent freely offers the first chapter of the book at AuthenticityWins.com