About the speaker

Sangram Vajre

Co-founder and Chief Evangelist

Terminus

Sangram Vajre is the co-founder and chief evangelist of Terminus. Before Terminus, Vajre led the marketing team at Pardot through its acquisition by ExactTarget and then Salesforce. He's also the author of Account-Based Marketing For Dummies, ABM is B2B and is the host of FlipMyFunnel podcast.

Podcast description

Here are some of the questions that was asked during the podcast.

Stage based CMOs (Different type of CMO for a different stage of the company)

What are the key attributes any CMO needs in their toolbelt

What keeps CMOs up at night or what keep you up at night being a CMO yourself?

How and why to manage your team according to KPIs

What are the Key ABM findings for CMOs to consider

Should marketers own parts of customer success?

Should a startup hire specialist or generalist first?

What do you mean when you say CMOs should act like CEOs? elaborate

Is there a right type of CMO based on the stage of the company?

You always say marketing is not demand gen, and it's business outcomes (demand gen, pipeline velocity, expansion). Could you elaborate on that?

When is the right time to create a category? How do you know it's the right time and you have the scope?

What budget does an SMB need to start ABM?

Is ABM ideal for a startup with no sales team?

What is your idea of positioning to begin with, in a saturated market?

Minimum basic strategy and tech stack needed for omnichannel marketing for a B2B tech company with a limited budget?

Where do you see the biggest skills gap in marketing today, and how do you overcome that challenge?

How to become a CMO?

Which medium works better in ABM? Sales Nav, Webinars, Seminars, etc?

When is the right time to hire a CMO?

Listener Notes

• 1:50 - What keeps CMOs up at night? What does it take to become a modern CMO?
• 6:20 - Leads the right metrics to measure in marketing?
• 8:40 - Why CMOs should act like CEOs?
• 11:05 - Should marketers own parts of customer success?
• 13:50 - What is the biggest skill gap in marketing today?
• 21:00 - Types of CMOs at different stages of the company
• 25:00 - How to motivate sales and marketing teams to work together?
• 30:35 - Key ABM findings for CMOs to consider
• 32:11 - How does one go about creating a category?
• 39:20 - Challenges CMOs face in an organization
• 43:40 - Is ABM idea for a startup with no sales team?
• 48:40 - ABM campaign case studies
• 50:14 - ABM program good and poor benchmarks
• 54:40 - ABM framework outside Terminus