Arthur Samuel Joseph is the founder and chairman of the Vocal Awareness Institute. Arthur is widely recognized as one of the world’s foremost communication strategists and authorities on the human voice.



His voice and leadership training programs teach Communication Mastery through a disciplined regimen of specific techniques designed to cultivate an embodied and enhanced leadership and personal presence. He’s coached Angelina Jolie, Sean Connery, Tony Robbins, Stephen Covey, Jerry Rice, and many more.



In this episode, Arthur talks to me about what vocal mastery is and why we need it. He provides tips you can practice to warm up your voices and have a huge vocal presence. Arthur provides several client stories and a very heartwarming tale from his biggest transformation.



Sponsor



This episode is sponsored by Vocal Awareness Institute. Vocal Awareness is useful to everyone who speaks, but it can be even more powerful for those individuals with specific goals to have a vocal presence. Whether you are a sales professional, athlete, singer, politician, or stars like Angelina Jolie and Pierce Brosnan, Vocal Awareness has tools so you can capture audiences. Go to vocalawareness.com/scottking to see how to “Deliver Any Presentation Like a Pro” and receive $100 off of the Visual Voice pro by entering promo code 100OFFVVP.



Questions During Podcast



* What is vocal mastery? Who is it for?* What are some routines or steps you recommend to become a better orator?* What did you learn from actors like Angelina Jolie, Sean Connery and who do you think made the biggest transformation?* How can those listening tell better stories and break through all of the noise?* Who or what do you listen to or read to get inspiration?* If you didn’t have any responsibilities at home or work next week what would you do with your time?



Contact Arthur



* Website: vocalawareness.com/scottking

Arnold Huffman is the Founder and CEO of Digital Yalo, a digital content, communications and channel strategy agency. There he is building a team focused on creating compelling content that is informative and entertaining. Arnold’s background includes marketing, business development, and alliances in high tech and software.



In this episode, Arnold talks about finding marketing inspiration from other art forms and how these applications can help you create a fresh perspective.



Questions During Podcast



More content is being produced than ever before. How do brands break through the vendor fatigue?



You have to be differentiated, not only in your value prop but how you say it, how you present it and how you push it out. This requires atypical thinking to get outside of the rinse and repeat many marketers get stuck in. Look at the problem from a different angle. We use film, art, music, and sports to help inspire our clients thinking and to produce an atypical result. It also helps distill the hopes, dreams and ideas for a campaign or a website or an event into a singular emotional concept. Emotion delivers the best results, because it gets noticed in the market.



What is the best content you have seen in 2018? Why did you like it?



* Banksy Art Shred* Budweiser’s Cleveland Browns campaign



How do you see digital marketing, content and experiences evolving?



More impactful storylines and more interactive technology integrating into marketing campaigns will elevate your campaign. You may not make the best or most interesting product or service, but that doesn’t mean you can’t push it’s agenda with an interesting story.



White paper or video? Podcasts?



I’d produce all of them. You need written content for SEO and to be found. You need video for engagement. Content is like a mall. You never know which door of the mall someone will enter through or have a preference for. Marketers need have all the doors ready for people to enter and engage.



What can brands learn from emerging disruptive brands?



Watch HOW those disruptive brands get your attention. There is a very short window to grab attention. It’s like an iceberg. The apex of the iceberg is above the waterline and that is the window you have to get someone’s attention. Don’t weigh them down with all the details of the product or service. That happens later in the marketing funnel once you have them interested. You should constantly bubble the best of the best from the bottom of the iceberg to above the waterline to make an impact. Elevating your vibe will differentiate your company and gain attention.



Who or what do you listen to or read to get inspiration?



I listen to a lot of music. Gene Simmons of Kiss is a branding master and is an excellent inspiration. Kiss’s shock and awe, gets your attention and engages you. As far as marketing inspiration and boundaries, I read every page of Fast Company.



What do people ask your advice on?



People ask my advise on changing the game and looking at sales and marketing from a different perspective. This is why I find inspiration in film, art, music and sports to energize ideas from other industries or applications.



If you didn’t have any responsibilities at home or work...

In this episode, I talk with George B. Thomas. George is a recovering youth pastor, former pub bouncer and is currently an evangelist at Impulse Creative. He is a video marketing ninja and an inbound marketing Jedi with every HubSpot certification one can have. George and I talk about why you should be using video and where you should be using it. He mentions many tools, sites, services and experts to help you build your video toolbox so please take a look at the show notes for these and the 10 places you should be using video. I hope his infectious energy moves and inspires you to do more. Please welcome George B. Thomas.



5 Reasons you should be using video



* Simplify the complex* To educate potential customers* Be superhuman* Disarm your potential customers* Invoke emotional response



10 places you should be using video



* In prospecting early in your sales cycle* Use video for personalized introductions* Use videos in follow up emails vs. long copy* Put videos on your landing pages* Put another video on the thank you page after conversion* Use video in your proposals* Use video in your contracts to explain terms of services* Use video in online meetings* Use video in your chats or chatbots* Place teaser videos on your blog posts



Questions During Podcast



* Why should we be using videos?* Where should we be using videos?* What do you teach in your video workshops?* What do people ask your advice on other than video?* What do you read or watch for more information?* Closing thoughts?



Links and mentions



* Wistia* Vidyard* Loom* 23* Drift* Hubspot* Drift and Vidyard integration* Marcus Sheridan* Nick Nimmin* Peter McKinnon* Lynda.com



Contact George



* Twitter: @GeorgeBThomas* Facebook: Mr.GeorgeBThomas* Email: george@impulsecreative.com

John Murphy is an executive coach helping business owners, senior executives and management teams deliver what they are capable of. John’s background in the corporate world and as an entrepreneur enables him to make a difference to CEOs, Senior Executives, and Business Owners.



In this episode, I talk with John about instilling behaviors and enabling leaders to align and create a growth mindset amongst teams. We talk about how to clarify business goals amongst global teams to create engaged employees that can execute with agility and continuous improvement.



The results you are getting are a consequence of the actions you are taking. Those actions are a consequence of your behavior and your mindset. If you want to change the actions in order to change the results, you have to change the behavior and the mindset.



Questions During Podcast



* What do executives tell you their greatest challenges are?* What challenges do they have that they don’t tell you about?* If teams don’t know their priorities, do they realize it?* What is the root cause when teams are not work* How do executive teams need to address these challenges?* As teams become physically disconnected in current work cultures, how do leaders know their teams are moving in the same direction?* Who or what do you listen to or read to get inspiration?* What do people ask your advice on other than leadership?* If someone had a question for you, what is your preferred method to be contacted?* Closing thoughts?



Links and Mentions



* Four A’s to Bridge the Gap* Seth Godin* HBR Podcast* Man’s Search for Meaning – Viktor Frankl* Grit – Angela Duckworth* Malcolm Gladwell* Michael Lewis



Contact John



* Website: johnmurphyinternational.com/scottking

Kathleen Hessert (@kathleenhessert) has invested over 30 years working with premier sports and entertainment brands from Peyton Manning and Shaq to ESPN, Big ten network, NBA, and the NFL. Kathleen recognized the leagues and sports teams focused on current aging fans and lacked understanding on how to enlist and build young fan bases for the future. She guided these brands to develop programs to engage younger audiences and to ensure they became lifelong fans. Her work led her to develop WeRGenZ.



WeRGenZ is a research-based Teen Think Tank of more than 1000 kids. Its goal is to give voice to and “amplify the voices of the generation” that already spends $44 billion annually in the US and influences $600 billion in family spending. By 2020, GenZ, NOT Millennials, will be 40% of the US population. The rules that govern their lives will govern all of our lives. Those born after 1995 (the first true digital natives) are changing the way we consume information, adopt and use technology, evolve our economy into a token or cash-based economy. They embrace and expect diversity from brands and in fact will be the first predominantly non-white U.S. generation. GenZ’ers also think globally and have a well developed social conscience. Their backyard is the world, not a street address.



In this episode, I talk with Kathleen about GenZ’s influence will have on the future and what companies and employers can do to properly recruit and engage this group.



Questions During Podcast



* How did you get into covering Gen Z?* Who exactly is Gen Z?* How much influence does Gen Z have on purchasing?* What is your opinion on how technology effects this generation?* What will happen to these kids when they enter the workforce?* What companies are investing in Gen Z?* How would you recruit Gen Z employees?* What are employers doing that repel these young workers?



Links and Mentions



* Electronic Arts* Sony* Adobe* Alex Heintze* The Generation Z Entrepreneur* Glossier* Vodafone



Contact Kathleen



* wergenz.com* Twitter: @kathleenhessert* LinkedIn: https://www.linkedin.com/in/kathleenhessert/

Lee Caraher ( @LeeCaraher ) is the founder and CEO of Double Forte PR & Digital Marketing, a 15-year-old national agency that works with beloved and up-and-coming consumer, technology, and wine brands. An acclaimed communication strategist, Lee is known for her practical solutions to big problems.



Lee has a reputation for building cohesive, high- producing teams who get a lot done well and have fun at the same time. She is a straight talker who doesn’t hold too many punches, although she does her best to be pleasant about it. Her big laugh and sense of humor have gotten her out of a lot of trouble.



In this episode, I talk with Lee about her book, “The Boomerang Principle.” The book describes Lee’s experience and advice on rehiring employees and building lifetime loyalty amongst your current and past employees. We talk about how to create high-performing work cultures ready for the future.



Questions During Podcast



* Why is the title of your book, “The Boomerang Principle?”* I read a lot about the “gig” economy. How can you maintain loyalty if talent wants to go from job to job?* How do executive teams need to address these challenges?* Why did you write this book? Was this an issue you had before?* What makes an employee leave and come back? Don’t they leave because they feel undervalued?* What companies have cultures that keep employees coming back?* Who or what do you listen to or read to get inspiration?* What do people ask your advice on other than business advice?* If you didn’t have any responsibilities at home or work next week, what would you do with your time?* Closing thoughts?



Contact Lee



* Website: www.leecaraher.com* LinkedIn: https://www.linkedin.com/in/leecaraher/* Twitter: https://twitter.com/LeeCaraher* Book: The Boomerang Principle

Dr. Brynn Winegard (@DrBrynnWinegard) is a world renowned business brain expert. She is a full-time professional keynote speaker who combines brain and business science to dissect, redevelop, and augment how we work. Dr. Winegard teaches about persuasion and influence from a brain perspective and provides several actionable tips.



In this episode, Brynn talks to me about neuro selling and how our brains receive messages on visual and subconscious levels. I ask her how sales and marketing professionals can most effectively communicate and not waste resources in areas where our audiences are inattentive. Brynn provides advice on how we can build new relationships on subconscious levels by acknowledging the SCARE model: Status and social capital, Control and choice, Autonomy and ambiguity, Relationships and connectedness, Equity and fairness.



Questions During Episode



* What exactly can sales people practice in order to dig into the subconscious levels of their audience?* What are some things that we can that we can do in a web meeting to grab a hold of some of the subconscious decision criteria and pull those in our favor when selling?* What should we do and what should we not do?* How can we really make the best use of to go deep into the attention that we are getting at that moment?* How can we best build relationships on a subconscious level?* What do you believe is the most common connection that you make with someone else when you’re first meeting them?



Links and Mentions



* Scientific proof your brain was designed to be distracted* 5 Social Threats or Rewards – SCARF (SCARE) Model* Status and Social Capital* Control and Choice* Autonomy and Ambiguity* Relationships* Equity and Fairness* Why Your Brain Filters Out Marketing



Contact Dr. Winegard



* Web – DrBrynn.com* Twitter – @DrBrynnWinegard



Podcast Transcription



Dr. Brynn: People don’t buy what you do, they buy why you do it. I think if you really get thinking of the depth of that then what am I in this business for? It’s really because what I discovered from my research and training was that, most people don’t know how to use their own brain.



Dr. Brynn: The idea is that with neuro selling, we’re trying to look at the brain-based principles of the brain. What’s true about the neuro functionality of the human brain in general that we either have a misconception about? One of the things of course is or at least I could make sure to mention is how distractible the brain is and the idea that where I usually start without that is that the human brain is 5% conscious, 80% sub-conscious, and 15% completely unconscious. What we typically do in the sales process is we typically sell to the conscious brain with rationality and logic and with facts, and figures, and data, and studies and key studies when in fact, that part of the brain is your study that you sent me and a lot of the studies out there. I mean, it is a very small portion of the brain. It is, by the way, 5% at a maximum,

Michael Redbord ( @redbord ) is the General Manager of the Service Hub at HubSpot. Prior to that, Michael scaled the HubSpot Customer Support team from 20 people in a single office with single-language phone support to more than 200 people powering a global, multi-lingual, multi-channel support experience. In doing so, Michael turned HubSpot’s customer support team from a cost center to a profit center and one of HubSpot’s greatest engines of growth, with an unimaginable revenue retention rate of over 100%. Essentially, the revenue the sales and marketing teams generate is worth more because of the customer success team. Michael is a noted writer, speaker, and former competitive classical pianist — in case you’re looking for a conversation starter.



Questions During Podcast



* What do you consider the biggest challenge for CMOs and marketers today?* How do marketing teams need to address these challenges?* How have you seen digital marketing or digital experiences evolve over your time at Hubspot?* What reports or data points or KPIs do you monitor in order to optimize?* What steps are you optimizing today?* What was one of your most successful moment? What do you brag about?* What is the toughest support case you had to battle while at Hubspot?* What did you learn from that and how do you avoid that from happening again?* How do you manage references and reviews?* Who or what do you listen to or read to get inspiration?* What do people ask your advice on?* If you didn’t have any responsibilities at home or work next week what would you do with your time?* Closing thoughts?



Contact Michael



* Website: hubspot.com* LinkedIn: https://www.linkedin.com/in/mredbord/* Twitter: https://twitter.com/redbord

Brian Greenberg has founded businesses in e-commerce, marketing, and financial services. He has generated over $50 million in revenue from his businesses but has been called has been called The Salesman Who Doesn’t Sell. He has also collected over 10,000 on-line reviews and testimonials from his customers.



In this episode, Brian explains his process on how he obtains so many online reviews and how much money this is worth to him. He talks about patterns he has identified and what he does when he receives a poor review.



Questions During Podcast



* How did you get 10,000 on-line reviews?* Who manages this for you?* What is your process?* Have you identified any patterns of how people contact you?* Describe a time when you received a bad review. What did you do about it?* What did you learn from that and how do you avoid that from happening again?* Who or what do you listen to or read to get inspiration?* What do people ask your advice on?* If you didn’t have any responsibilities at home or work next week what would you do with your time?* Closing thoughts?



Links and Mentions



* The Four Agreements – Don Miguel Ruiz* IT Central Station* Gartner Peer Insights* SEM Rush* https://www.truebluelifeinsurance.com* https://www.touchfreeconcepts.com* https://www.wholesalejanitorialsuppy.com



Contact Brian



* Website: https://www.brianjgreenberg.com/scottking/* Book: The Salesman Who Doesn’t Sell

Ulli Appelbaum ( @FirstThetrouser ) is an international marketing and brand strategist. He is an expert in coming up with fresh perspectives to position a brands, products and companies. Ulli has developed a strategy exercise into a technique he calls Positioning-Roulette. Positioning-Roulette is a culmination of 1200 case studies provided as 26 flash cards. The flash cards promote creative thinking and facilitate a conversation from various perspectives.
In this episode, Ulli talks to me about creative thinking, branding and biases and limits we place on ourselves when looking looking at brands, reading news and interacting with services and brands.
Questions During Podcast

* What is Positioning-Roulette?
* Where dis the 1200 case studies come from?
* What is some of the feedback resulting from the roulette exercise?
* Why aren’t business people more creative and what can they do about it?
* What can brands learn from successful marketers?
* What was one of your most successful campaigns? Why was it successful?
* Describe a time when a project you were overseeing did not go well?
* What did you learn from that and how do you avoid that from happening again?
* Who or what do you listen to or read to get inspiration?
* What do people ask your advice on?
* Closing thoughts?

Links and Mentions

* Positioning-Roulette
* warc.com

Contact Ulli

* Website: http://first-the-trousers.com/
* LinkedIn: https://www.linkedin.com/in/ulliappelbaum/
* Twitter: @FirstThetrouser

Ulli Appelbaum ( @FirstThetrouser ) is an international marketing and brand strategist. He is an expert in coming up with fresh perspectives to position a brands, products and companies. Ulli has developed a strategy exercise into a technique he calls Positioning-Roulette. Positioning-Roulette is a culmination of 1200 case studies provided as 26 flash cards. The flash cards promote creative thinking and facilitate a conversation from various perspectives.



In this episode, Ulli talks to me about creative thinking, branding and biases and limits we place on ourselves when looking looking at brands, reading news and interacting with services and brands.



Questions During Podcast



* What is Positioning-Roulette?* Where dis the 1200 case studies come from?* What is some of the feedback resulting from the roulette exercise?* Why aren’t business people more creative and what can they do about it?* What can brands learn from successful marketers?* What was one of your most successful campaigns? Why was it successful?* Describe a time when a project you were overseeing did not go well?* What did you learn from that and how do you avoid that from happening again?* Who or what do you listen to or read to get inspiration?* What do people ask your advice on?* Closing thoughts?



Links and Mentions



* Positioning-Roulette* warc.com



Contact Ulli



* Website: http://first-the-trousers.com/* LinkedIn: https://www.linkedin.com/in/ulliappelbaum/* Twitter: @FirstThetrouser

Ashley Ward ( @ashleymadhatter ) is a former journalist now serving as an expert content marketer and corporate evangelist for SEM Rush. Ashley previously founded and served as CEO for Madhouse Marketing performing digital marketing and business development.



In this episode, Ashley talks to me about SEO expectations and how getting back to the basics serves a site in the long term. She provides examples from past campaigns and what she learned in order to transfer that knowledge to her digital marketing students. Ashley finishes with tips on SEM, public speaking and travel.



Sponsors



This episode of The Scott King Show is sponsored by ScaleX.ai. ScaleX is a sales acceleration platform using powerful artificial intelligence. If your sales reps are not each booking 25-50 appointments a month, then they need AI-based personalization. ScaleX works with all modern marketing automation and social media platforms to get more meetings and multiply hours spent talking with prospects. Visit ScaleX.ai/scott and receive three Playbooks for dormant Leads, downgraded opportunities and the popular outbound playbook.



ScaleX.ai/scott



Questions During Podcast



* What do you consider the biggest challenge for SEO today? It seems it’s reached the point of diminishing returns after you get your infrastructure optimized and map out your content plan.* How do teams need to address these challenges?* How do you see digital marketing or digital experiences evolving?* How do you recommend content marketers break up long form content and optimize it for mobile?* Do you have access to cool data at SEM Rush?* You are teaching master classes, What surprises you during these classes?* What are your top 3 professional speaking tips?* What was one of your most successful campaigns? What made it effective and how did you measure that?* Describe a time when a project you were overseeing did not go well?* What did you learn from that and how do you avoid that from happening again?* Who or what do you listen to or read to get inspiration?* What do people ask your advice on other than SEO?* What is your best travel tip?* If you didn’t have any responsibilities at home or work next week, what would you do with your time?* Closing thoughts?



Links and Mentions



* Search Engine Journal* Search Engine Watch* SEM Rush* Marie Haynes* Ad Zombies



Contact Ashley



* LinkedIn: https://www.linkedin.com/in/ashleyward90/Twitter: @ashleymadhatter

Matt Bull’s first job was working for the Superconducting SuperCollider in Waxahachie, designing user interfaces for the vacuum Control Systems Division. He spent three years studying BioPhysics at Rice before realizing he hated lab work, then crammed in an English major at the last minute. He then spent 16 years at the Richards Group, working on nearly every major brand on the roster.



This episode is the second of two episodes with Matt. In the first episode, Matt talks to me about causal marketing and how brands should develop personalities to isolate digital noise. This episode is all about what you are saying to your audience without explicitly saying it. Matt provides some examples of how advertising said the opposite of what it wanted to.



When Matt isn’t marketing for causes and building brands, he is riding his bike around Oak Cliff, spending time with family and combing Reddit’s first page of the internet.



Questions During Podcast



* What do you mean by subtext?* Is this the same as subliminal?* Why do you read the front page of Reddit?



Links and Mentions



* Laredo is Safe* Thinking Fast and Slow* Reddit* Mashable* Chicken Scratch Billboard* Photo: @dougklembara



Contact Matt



* Website: http://heykickstand.com/* eMail: matt@heykickstand.com

Esteban Martinez ( @addicted2ppc ) is an SEM specialist, trainer & speaker, with a strong passion for helping organizations become successful online. He has been building and optimizing SEM campaigns for a range of B2B and B2C clients in different industries since 2002 in the UK and Australia.



Sponsors



This episode of The Scott King Show is sponsored by ScaleX.ai. ScaleX is a sales acceleration platform using powerful artificial intelligence. If your sales reps are not each booking 25-50 appointments a month, then they need AI-based personalization. ScaleX works with all modern marketing automation and social media platforms to get more meetings and multiply hours spent talking with prospects. Visit ScaleX.ai/scott and receive three Playbooks for dormant Leads, downgraded opportunities and the popular outbound playbook.



ScaleX.ai/scott



Questions During Podcast



* What approach do you take when working with clients on new marketing initiatives?* How can marketers tailor PPC ads for the best results?* What are the pitfalls to avoid when building your PPC campaigns?* What are upcoming trends in PPC?* What are your thoughts on bidding under brand terms as well as competitor terms?* How long would should tests be?* What was one of your most successful campaigns? What made it effective and how did you measure that?* What is something you did for a campaign, initiative or ecosystem that was a long shot but ended up working out?* Which tools do you use to monitor and optimize your PPC activity?* Describe a time when a project you were overseeing did not go well?* Who or what do you listen to or read to get inspiration?* If you didn’t have any responsibilities at home or work next week what would you do with your time?* Closing thoughts?



Links and Mentions



* Moz* SEM Rush* Search Engine Land* Google Mobile First Indexing



Contact Esteban



* LinkedIn: https://www.linkedin.com/in/estebanmartinezmarketing/* Twitter: @addicted2ppc

Matt Bull’s first job was working for the Superconducting SuperCollider in Waxahachie, designing user interfaces for the vacuum Control Systems Division. He spent three years studying BioPhysics at Rice before realizing he hated lab work, then crammed in an English major at the last minute. He then spent 16 years at the Richards Group, working on nearly every major brand on the roster.



In this episode, Matt talks to me about causal marketing and how brands should develop personalities to isolate digital noise. When Matt isn’t marketing for causes and building brands, he is riding his bike around Oak Cliff, spending time with family and combing Reddit’s first page of the internet.



Questions During Podcast



* Why did you leave the big agency and go out on your own?* How did you get into causal marketing?* How old were your kids during the Baby Magic campaign?* Is causal marketing an effective strategy?* What is the biggest challenge facing brands?* How can we market items that aren’t personal?* Does Ted’s have a personality or a causal element?* How do you find a personality for a brand?* Why don’t brands use causal marketing?* What are some of your favorite brands?* What would you do with your time if you weren’t working?* Are you an expert in anything else?



Links and Mentions



* The Rise of Cause Marketing* Baby Magic* Ted’s Pain Cream* Ted’s “Greg” video* Harry’s* Bonobos* Casper* Dollar Shave Club* Prank Video* Photo: @dougklembara



Contact Matt



* Website: http://heykickstand.com/* eMail: matt@heykickstand.com

In this episode, I talk with Chief Marketing & Communications Officer of the Inland Group, Rich Jurek. Rich heads the in-house marketing and communication group and is co author of the best selling book “Marketing the Moon: The Selling of the Apollo Lunar Program”.



Sponsors



This episode of The Scott King Show is sponsored by ScaleX.ai. ScaleX is a sales acceleration platform using powerful artificial intelligence. If your sales reps are not each booking 25-50 appointments a month, then they need AI-based personalization. ScaleX works with all modern marketing automation and social media platforms to get more meetings and multiply hours spent talking with prospects. Visit ScaleX.ai/scott and receive three Playbooks for dormant Leads, downgraded opportunities and the popular outbound playbook.



ScaleX.ai/scott



Questions During Podcast



* What do you consider the biggest challenge for CMOs today?* How do marketing teams need to address these difficulties?* How is your marketing team organized?* How much work do you have to outsource?* Your company is celebrating a milestone this year, 50 years. Anything special planned?* What are your goals for the 50 year campaign?* How did you pick the 50 employees for the 50 for 50 campaign?* Marketing the Moon is about the Apollo lunar program, right? What lessons are in the book?* Did you talk with anyone from the Apollo lunar program for the book?* What is your most proud accomplishment?* Who or what do you listen to or read to get inspiration?* What do people ask your advice on?* If you didn’t have any responsibilities at home or work next week, what would you do with your time?* Closing thoughts?



Links and Mentions



* Marketing the Moon – David Meerman Scott, Richard Jurek* David Meerman Scott* Edelman Trust Barometer* The Inland Group – http://inlandgroup.com/* Inland 50 Year Anniversary – http://inland50.com/



Contact Rich



* LinkedIn

Lou Anne Brossman has over 30 years of public sector government marketing leadership experience gained while working at leading companies like Juniper Networks, immixGroup, EMC. Her manufacturing roots enable her to empathize and relate to corporate issues that her federal marketing customers are facing. She is a sought out speaker on Government marketing best practices and is a recognized expert on thought leadership campaigns on relevant federal, state and local government policies.



In this episode, Lou Anne talks to me about how to market to the Government and challenges marketers face on budget, content and misaligned expectations.



Sponsors



This episode of The Scott King Show is sponsored by ScaleX.ai. ScaleX is a sales acceleration platform using powerful artificial intelligence. If your sales reps are not each booking 25-50 appointments a month, then they need AI-based personalization. ScaleX works with all modern marketing automation and social media platforms to get more meetings and multiply hours spent talking with prospects. Visit ScaleX.ai/scott and receive three Playbooks for dormant Leads, downgraded opportunities and the popular outbound playbook.



ScaleX.ai/scott



Questions During Podcast



* What do you consider the biggest challenge for sales and marketers selling to Federal markets?* Why are Federal marketing budgets so small?* Why do you think companies do not invest appropriately in the Federal market?* Who demands that marketing material be Federalized?* Do companies struggle with obtaining the correct certifications?* How do you see digital marketing or digital experiences evolving in the federal sector?* What commercial brands are doing a great job in Federal?* What was one of your most successful campaigns? What made it effective?* Do you refer back to a failure that haunts you?* Who or what do you listen to or read to get inspiration?* What do people ask your advice on other than Federal marketing?* If you didn’t have any responsibilities at home or work next week, what would you do with your time?* Closing thoughts?



Links and Mentions



* Top 10 Insider Tips on How to Market to a Federal CIO* 18F* Cyber Attack Defenders* MGT Act* Federal News Radio* Tom Temin* WTOP Radio* Image: By Martin Falbisoner – Own work, CC BY-SA 3.0, https://commons.wikimedia.org/w/index.php?curid=28253642



Contact Lou Anne



* Website: http://governmentmarketinguniversity.com/* LinkedIn: https://www.linkedin.com/in/louannebrossman/

Edgar Baum ( @EdgarBaum ) is the Chief Brand Economist at Strata Insights. In this episode, Edgar describes a contemporary brand measurement approach to measure effectiveness and describes a case study how a tech company outmaneuvered the competition. If you are familiar with Moneyball, you will understand brand economics. Just as Billy Bean used a different dataset to formulate different outcomes, Edgar advises us on how to measure our brands in the internet era.



Sponsors



This episode of The Scott King Show is sponsored by ScaleX.ai. ScaleX is a sales acceleration platform using powerful artificial intelligence. If your sales reps are not each booking 25-50 appointments a month, then they need AI-based personalization. ScaleX works with all modern marketing automation and social media platforms to get more meetings and multiply hours spent talking with prospects. Visit ScaleX.ai/scott and receive three Playbooks for dormant Leads, downgraded opportunities and the popular outbound playbook. These playbooks have proven to increase lead conversion rates over 400%.



ScaleX.ai/scott



Questions During Podcast



* How has branding evolved over the internet era?* What is a good current branding example?* What is brand economics?* What branding metrics are you referring to in brand economics?* What size of companies need branding economics?* How do you measure brand interactions?* Where do you get the data on category importance?* What influences customers?* Does the board or CEO need to influence these large company resource allocations?









Contact Edgar



* Twitter: https://twitter.com/EdgarBaum* LinkedIn: https://www.linkedin.com/in/edgarbaum/* Website: https://www.stratainsights.com/

TJ Waldorf ( @tj_waldorf ) is Vice President of Growth Marketing for INAP. TJ has led both sales and marketing teams and drives the marketing to make data driven decisions, and more importantly, revenue metrics. Currently based in the Chicagoland area, TJ spends his “free time” with his wife and 7 year old son. TJ and I talk about content marketing attribution, seo and how sales teams should leverage content.



Sponsors



This episode of The Scott King Show is sponsored by ScaleX.ai. ScaleX is a sales acceleration platform using powerful artificial intelligence. If your sales reps are not each booking 25-50 appointments a month, then they need AI-based personalization. ScaleX works with all modern marketing automation and social media platforms to get more meetings and multiply hours spent talking with prospects. Visit ScaleX.ai/scott and receive three Playbooks for dormant Leads, downgraded opportunities and the popular outbound playbook. These playbooks have proven to increase lead conversion rates over 400%.



ScaleX.ai/scott



Questions During Episode



* Why did INAP acquire Singlehop?* Why did you decide to bring content marketing back in house?* Did you have anyone on staff already that could handle the SEO workload?* Was your staff excited to bring this back in?* What did you think would happen when you brought in SEO and content marketing from vendors?* What type of content was your team working on during the initial effort?* How did you create the content from the sales team and CEO?* Is your blog the most valuable content?* How do you prove content marketing works?* What are you doing for attributions?* What would the sales team say is the most valuable content?* What do you think buyers want from content?* How do you help the sales team with social selling?* Who on your team is looking for news and market influences?* What do people ask your advice on?* Who or what do you listen to or read to get inspiration?* If you didn’t have any responsibilities at home or work next week what would you do with your time?* Closing thoughts?



Links and Mentions



* Joe Chernov* Moz* Singlehop Blog* Netsuite* LinkedIn Sales Navigator* Slack* TJ’s Time Management Tips* Podcasts TJ Follows* Crossing the Chasm* Multipliers



Contact TJ



* Title: Vice President of Growth Marketing, INAP* Website: http://www.tjwaldorf.com/* LinkedIn: https://www.linkedin.com/in/tjwaldorf/* Twitter: @tj_waldorf

In this episode, I talk with Doug Sandler ( @djdoug ). Doug is a nationally recognized speaker, trainer, and podcaster. His podcast with Strickland Bonner, The Nice Guys on Business, has over 500 episodes and more than 1 Million downloads. Doug uses that experience to help businesses and brands grow their audience with TurnKey Podcasting.



Sponsors



This episode of The Scott King Show is sponsored by ScaleX.ai. ScaleX is a sales acceleration platform using powerful artificial intelligence. If your sales reps are not each booking 25-50 appointments a month, then they need AI-based personalization. ScaleX works with all modern marketing automation and social media platforms to get more meetings and multiply hours spent talking with prospects. Visit ScaleX.ai/scott and receive three Playbooks for dormant Leads, downgraded opportunities and the popular outbound playbook. These playbooks have proven to increase lead conversion rates over 400%.



ScaleX.ai/scott



Questions During Podcast



* How many podcasts have you produced?* Who is producing successful podcasts?* Are your customers solopreneurs or corporate entities?* How do you make money with a podcast?* How do people decide to produce a podcast?* Are new podcasters scared with how much work is involved with a podcasts?* Who started a podcast from zero and is now successful?* Why is 20,000 downloads your reference point for a successful podcast?* What other podcasts do you listen to?* What is one thing you learned from one of your customers podcasts?* What do people ask you about other than podcasting?* If you didn’t have any responsibilities, what would you do with your time?



Links and Mentions



* Gary Vaynerchuk* Arianna Huffington* Joe Rogan* The Daily* Nice Guys Finish First



Contact Doug



* Turnkeypodcast.com/scottking