Sales Pipeline Radio

This week's show is called "B2B Brand (and rebranding) Best Practices". My guest is Cindy Knezevich, Interim CMO at Salesloft. Join in on our conversation to learn about Salesloft's journey at rebranding and: Taking inspiration from B2C marketing into B2B marketing The similarities between core values and brand attributes and how this relates to company culture and identity How Salesloft focused on understanding the role of each group of stakeholders in their organization What Salesloft could've done differently if they had another chance at rebranding Listen in now, watch the video, and/or read the transcript on the Heinz Marketing blog starting Mon. 2/28/22 at 6am PST. Sales Pipeline Radio is produced by Heinz Marketing. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to [email protected]. For sponsorship opportunities, contact [email protected]

This week's show is called "Embracing the Complexity of Successful B2B Marketing". My guest is Murali Nemani, CMO at ScienceLogic. Listen in now, watch the video, and/or read the transcript on the Heinz Marketing blog starting Mon. 2/21/22 at 6am PST. Join in on our conversation to learn how to keep accounts engaged and progress proactively in the consumerization of B2B business. We uncover: How to build trust at the beginning of a buyer's journey The power of 3 key selling strategies: virtual product tours, ROI validation and customer case studies How ScienceLogic aims to get the right personalized outcome engagements to targets by building components cross-functionally Sales Pipeline Radio is produced by Heinz Marketing. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to [email protected]. For sponsorship opportunities, contact [email protected]

This week's show is called "How the Dark Web Can Shine a Positive Light on Your Sales Pipeline". My guest is Eric Wittlake, Sr. Product Director at 6sense. Join the discussion with us to unpack what the dark funnel of B2B marketing is and its relationship to a buyer’s journey. You’ll learn: The importance of building trust and preferences in the early-stages of a buyer’s journey Intentionality in measuring B2B marketing analytics How 6sense is providing accessibility to data visibility for organizations Listen in now or watch the video! Sales Pipeline Radio is produced by Heinz Marketing. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to [email protected]. For sponsorship opportunities, contact [email protected]

This week's show is called "Sustainable Marketing in Action ". My guest is MK Getler, CMO at Loop & Tie. Find out what makes sustainable marketing the core of everything you do, how you can build diversity in your team to create diversity in your marketing, and how your influence can start with anything, anywhere. Listen in now, read below, or watch the video! MK's TedTalk Style talk mentioned in the episode is here. Sales Pipeline Radio is produced by Heinz Marketing. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to [email protected]. For sponsorship opportunities, contact [email protected]

This week's show is called "Get Inside the Mind of your CFO". My guest is Russell Benaroya, Co-Founder and Partner at Stride. Join us for a great conversation about speaking finance as a marketer, the importance of the sales role in retention, how you are successful as a leader first and much more. Listen in now, read below, or watch the video! Sales Pipeline Radio is produced by Heinz Marketing. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to [email protected]. For sponsorship opportunities, contact [email protected]

This week's show is called "Building a High-Growth Marketing System on a Lean Budget". My guest is Kathleen Booth, Chief Marketing Officer at clean.io Join us as we discuss some of the pivots we have seen this year that have become new standards, how brands make you feel, and where we see these changes from the past year going in the future. You'll learn: How to get a cult-like following Where people are going for recommendations, BEFORE they go to Google What does "more hugs than handshakes" mean? What Harley Davidson tattoos have to do with branding and more! Listen in now, read below, or watch the video! Sales Pipeline Radio is produced by Heinz Marketing. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to [email protected]. For sponsorship opportunities, contact [email protected]

This week's show is called "What Happens When Servant Leadership Meets Sales". My guest is Jim Doyle, Author. Keynote Speaker. Principle Trainer at Servant Selling LLC. Senior Advisor at JDA.media Join us as we discuss some of the excellent themes in Jim's book, Selling with a Servant Heart. Ten Lessons on the Path to Joy and Increased Income. One of my mentors introduced me to the concept of "Servant Leadership" decades ago and I had to hear about how it relates to selling. You don't want to miss this one! Servant heart sellers get to the point of trust very quickly-- they come in armed with great questions--- they do their homework and they approach people with humility. They have an attitude of service and curiosity. They practice acute listening and know how to tell people what they really need to hear... they know how to never be a commodity....this and so much more. Listen in now, read the transcript on the Heinz Marketing Blog starting Mon. 12/06/21 at 6am PST or watch the video! Sales Pipeline Radio is produced by Heinz Marketing. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to [email protected] For sponsorship opportunities, contact [email protected]

This week's show is called "Leveraging Video for Sales & Marketing Success". My guest is Julie Hansen, Keynote Speaker and Author: Look Me In the Eye. Join us as we discuss how businesses continue to evolve Sales and Marketing in a virtual world, from connecting through authenticity in unnatural circumstances to being comfortable enough with the content that you can focus on the performance of selling. Listen in now, read the transcript on the Heinz Marketing blogwatch the video! In today’s digitally saturated, hybrid workplace, authentic human connection makes all the difference. Brands that embrace physical, virtual, and hybrid strategies are building meaningful connections, and growing revenue. If you would like to hear how the best companies are delighting and engaging in meaningful connections with lasting impressions check out Sendoso's CONNECTED event on-demand now! Not only will you have the opportunity to hear from happy customers, but also check out some new product features that were announced at the event! Click here to learn more Sales Pipeline Radio is produced by Heinz Marketing. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to Sheena. For sponsorship opportunities, contact Cherie.

This week's show is called "Managing and Measuring Marketing Performance". My guest is Casey Carey, CMO at Kazoo. Join us as we dive into defining, measuring, and managing marketing performance in a variety of different ways and levels. Listen in now, read on the Heinz Marketing blog, or watch the video! In today’s digitally saturated, hybrid workplace, authentic human connection makes all the difference. Brands that embrace physical, virtual, and hybrid strategies are building meaningful connections, and growing revenue. If you would like to hear how the best companies are delighting and engaging in meaningful connections with lasting impressions check out Sendoso's CONNECTED event on-demand now! Not only will you have the opportunity to hear from happy customers, but also check out some new product features that were announced at the event! Click here to learn more Sales Pipeline Radio is produced by Heinz Marketing. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to Sheena. For sponsorship opportunities, contact Cherie.

This week's show is called "Why Can’t Product and Marketing Just Get Along?!". My guest is Geoff Webb, Vice President Solutions, Product, and Marketing Strategy at isolved. Join us as we talk about blurring the lines between not just online and offline, but marketing, product, and sales-- Specifically what PLG is and as a product marketing leader, what it means to you, the relationship between product and problem, and creating a seamless experience. Listen in now, read the transcript on the Heinz Marketing blog starting Mon. 10/25/21 at 6am PST or watch the video! Thank you to our sponsor: In today’s digitally saturated, hybrid workplace, authentic human connection makes all the difference. Brands that embrace physical, virtual, and hybrid strategies are building meaningful connections, and growing revenue. If you would like to hear how the best companies are delighting and engaging in meaningful connections with lasting impressions check out Sendoso's CONNECTED event on-demand now! Not only will you have the opportunity to hear from happy customers, but also check out some new product features that were announced at the event! Click here to learn more Sales Pipeline Radio is produced by Heinz Marketing. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to Sheena. For sponsorship opportunities, contact Cherie.

This week's show is called "What is the Future of Marketing Work?". My guest is Deb Wolf, CMO at Integrate. Join Deb and I as we discuss changes from buyers and what they expect, how these new expectations change the way we as marketers need to work, and how we as marketers need to have strategic and operational alignment with sales to ensure we have a seamless experience for the buyer throughout the funnel. Listen in now, watch the video or read the full transcript on the In today’s digitally saturated, hybrid workplace, authentic human connection makes all the difference. Brands that embrace physical, virtual, and hybrid strategies are building meaningful connections, and growing revenue. If you would like to hear how the best companies are delighting and engaging in meaningful connections with lasting impressions check out Sendoso's CONNECTED event on-demand now! Not only will you have the opportunity to hear from happy customers, but also check out some new product features that were announced at the event! Click here to learn more Sales Pipeline Radio is produced by Heinz Marketing. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to Sheena. For sponsorship opportunities, contact Cherie.

This week's show is called "Does Paid Search Ever Work for Enterprise B2B?". My guest is Scott Horn, CMO at several SaaS companies. Join us as we discuss a little bit about Brisket Camp, paid search working in a scalable way for B2B, the difference when thinking about paid search as a marketing and revenue leader, and how to start to educate your organization and leadership on a different way of thinking about paid search channels. Listen in now or watch the video! Read the full transcript on the Heinz Marketing blog starting Mon. 10/11 at 6am PST. Thank you to our sponsor: In today’s digitally saturated, hybrid workplace, authentic human connection makes all the difference. Brands that embrace physical, virtual, and hybrid strategies are building meaningful connections, and growing revenue. Come and learn success stories on how the best companies are delighting and engaging in meaningful connections with lasting impressions during Sendoso's CONNECTED event on October 13th. Learn more at Sendoso.com/Connected Sales Pipeline Radio is produced by Heinz Marketing. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to Sheena. For sponsorship opportunities, contact Cherie.

This week's show is called "A New Go To Market Framework to Get You MOVE-ing". My guest is Sangram Vajre , Author, Co-Founder & Chief Evangelist at Terminus With Sangram's new book, MOVE: The 4-question Go-to-Market Framework, he hopes to raise $10k for New Story to end global homelessness and do more than just sell a book. Join Sangram and I as we discuss the research and insights he found for his book, the effect of retention rates on your go-to-market strategy, and how community fits into the go-to-market strategy and its competitive advantage. Listen in now and/or watch here.... read the full transcript on the Heinz Marketing blog starting Mon. 10/04/21 at 6am PST. Thank you to our sponsor: In today’s digitally saturated, hybrid workplace, authentic human connection makes all the difference. Brands that embrace physical, virtual, and hybrid strategies are building meaningful connections, and growing revenue. Come and learn success stories on how the best companies are delighting and engaging in meaningful connections with lasting impressions during Sendoso's CONNECTED event on October 13th. Learn more at Sendoso.com/Connected Sales Pipeline Radio is produced by Heinz Marketing. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to Sheena. For sponsorship opportunities, contact Cherie.

This week's show is called "How G.R.I.T. Can Lead to Corporate Marketing Success". My guest is Christina Del Villar, Chief Marketing Strategist & Author of "Sway". Join us as we discuss her new book and the inspiration behind it, the meaning and importance behind the GRIT methodology, how COVID has influenced the concept of GRIT, and how she is using her knowledge and expertise to give back. Listen in now and/or watch here.... read the full transcript on the Heinz Marketing blog starting Mon. 9/20/21 at 6am PST.

This week's show is called "Meet the New Hybrid Salesforce: Q&A with Tiffani Bova". My guest is Tiffani Bova, Global Growth and Innovation Evangelist at Salesforce. Join us as we discuss what will come back and what will be the new status quo for B2B sales and marketing moving forward, employee experience analysis during the pandemic, as well as humanizing sales and marketing and conversations while leveraging great technology. Listen in now, read the transcript on the Heinz Marketing Blog starting Mon. 9/13/21 at 6am PST. and/or watch the video here. Thank you to our sponsor: In today’s digitally saturated, hybrid workplace, authentic human connection makes all the difference. Brands that embrace physical, virtual, and hybrid strategies are building meaningful connections, and growing revenue. Come and learn success stories on how the best companies are delighting and engaging in meaningful connections with lasting impressions during Sendoso's CONNECTED event on October 13th. Learn more at Sendoso.com/Connected Sales Pipeline Radio is produced by Heinz Marketing. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to Sheena. For sponsorship opportunities, contact Cherie.

This week's show is called "Selling Into the Public Sector: Strategies & Tactics that Work" and our guest is Adriel Sanchez, CMO at Newsela. Join us as we discuss what Newsela does as a company, the difference and similarities between commercial and private-sector marketing, the difference between selling into K-12 and other parts of government sales, and how marketing and sales pivoted during COVID. Listen in now for great insights and/or read the full transcript on the Heinz Marketing Blog starting Mon. 9/6/21 at 6am PST or watch the video here/now! Thank you to our sponsor, Vidyard. Vidyard is an easy-to-use video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world on your website, it’s easy to manage your video content. The solution offers robust analytics, integrations with top enterprise tools, and customization options. You can find them at vidyard.com/pipeline for a free High Conversion Virtual Sales Playbook. Sales Pipeline Radio is produced by Heinz Marketing. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to Sheena. For sponsorship opportunities, contact Cherie.

This week's show is called "The Evolution of Successful Social Selling" and our guest is Jamie Shanks, CEO @ Sales for Life and Pipeline Signals Listen in as we discuss how social selling has evolved and matured as part of selling in general, the importance of process and systems to make self-prospecting and self-pipeline production successful for reps today, and productivity and output improvements from companies that are just smiling and dialing, versus organizations and sellers that are using signals. Listen in now for great insights and/or read the full transcript on the Heinz Marketing Blog starting Mon. 8/30/21 at 6am PST or watch the video here. Thank you to our sponsor, Vidyard. Vidyard is an easy-to-use video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world on your website, it’s easy to manage your video content. The solution offers robust analytics, integrations with top enterprise tools, and customization options. You can find them at vidyard.com/pipeline for a free High Conversion Virtual Sales Playbook. Sales Pipeline Radio is sponsored and produced by Heinz Marketing. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to Sheena. For sponsorship opportunities, contact Cherie.

This week's show is called "How a “Velocity Mindset” Can Accelerate Sales and Life Success" and our guest is Ron Karr, Keynote Speaker/CEO Best Selling Author | Creator of the Velocity Mindset® at Karr Associates, Inc. Join us as we discuss how Ron came to write his new book, The Velocity Mindset, the true definition of velocity and being purpose driven, the art of the pause, best practices for listening to your market, and more. Listen in now for great insights and/or read the full transcript on the Heinz Marketing blog starting Mon. 8/23 at 6am PST or watch the video here right now! Thank you to our sponsor, Vidyard. Vidyard is an easy-to-use video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world on your website, it’s easy to manage your video content. The solution offers robust analytics, integrations with top enterprise tools, and customization options. You can find them at vidyard.com/pipeline for a free High Conversion Virtual Sales Playbook. Sales Pipeline Radio is sponsored and produced by Heinz Marketing. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to Sheena. For sponsorship opportunities, contact Cherie.

This week's show is called "How to Orchestrate a Hybrid Experience for Your Customers and Prospects" and our guest is Marne Reed, Chief Evangelist, Brand Experiences at PFL.com Join Marne and I as we discuss the things that create and maintain the PFL culture, the importance of the integrated experience between marketing channels and the body of work, the importance of having a personality as a brand, some best practices for enabling experience across go-to-market teams, plus more about hybrid experiences. Listen in now for great insights and/or read the full transcript on the Heinz Marketing blog starting Mon. 8/16/21 at 6am PST or watch the video here. Thank you to our sponsor, Vidyard! Vidyard is an easy-to-use video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world on your website, it’s easy to manage your video content. The solution offers robust analytics, integrations with top enterprise tools, and customization options. You can find them at vidyard.com/pipeline for a free High Conversion Virtual Sales Playbook. Sales Pipeline Radio is sponsored and produced by Heinz Marketing. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to Sheena. For sponsorship opportunities, contact Cherie.

This week's show is called "Omnichannel Experiences: Best Practices for Tactile & Direct Mail" and our guest is Kris Rudeegraap, CEO of Sendoso. Join Kris and I as we talk about Sendoso and the change that the pandemic brought, the worth of investing more into prospects, and the mindset towards what marketing spends and ROI. Listen in now for great insights and/or read the full transcript on the Heinz Marketing blog. Click here to watch the video. Technically I don't need to do this until August, but we have a new sponsor on Sales Pipeline Radio. I'm just really excited and just wanted to give him a little bit of love. I want to give a special thanks to our new sponsor, Vidyard. For those of you not familiar with Vidyard, easy-to-use video solution, simple videos. It's another great tool that your sales team can use individually. It's a tool that you can use as a marketing organization to create easy, trackable video tools, see the performance, see the impact it's having. Sales Pipeline Radio is produced by Heinz Marketing. Sponsored by Vidyard If you’re not familiar with Vidyard, it’s an easy-to-use video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world on your website, it’s easy to manage your video content. The solution offers robust analytics, integrations with top enterprise tools, and customization options. You can find them at vidyard.com/pipeline for a free High Conversion Virtual Sales Playbook. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to Sheena. For sponsorship opportunities, contact Cherie.

This week's show is called "A New Guide to Finding and Activating Innovation" and our guest is Carla Johnson, Global Keynote Speaker :: 10x Author :: Marketing & Innovation Strategist. Join Carla and I as we dive in and discuss her new book Re:Think Innvoation, balancing continual ideas while operationalizing innovation, the relationship between innovation and fear, and how to create a culture of innovation on your team. Listen in now and/or read the full transcript on the blog starting Mon. 7/12/21 6am PST. Sales Pipeline Radio is sponsored and produced by Heinz Marketing. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to Sheena. For sponsorship opportunities, contact Cherie.

This week's show is called "Best Practices in Professional Development" and our guest is Shawn LaVana, VP of Global Marketing at Cloud Academy, Inc. Join Shawn and I as we discuss professional development and the importance of personalized in-depth skill development, training and development with hybrid work models, why people don't invest in it, and informal vs. formal training. Listen in now to hear her great insights and/or read the full transcript below: Sales Pipeline Radio is sponsored and produced by Heinz Marketing. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to Sheena. For sponsorship opportunities, contact Cherie.

This week's show is called "Building a Predictable Pipeline From Scratch: Startup Lessons and Best Practices" and our guest is Christel Grizaut Billault, Senior Vice President of Marketing at YOOBIC Join us as Christel shares some best practices on how she prioritizes all the different marketing requirements in an early stage company as well as how she is setting up the marketing organization and priorities internally. I ask her, among other things, "How do you start to build more internal confidence that you are on the right track, that you are selling, not just seeing marketing success, but getting the right product to market and have a scalable future?" Watch and comment at 11:30am PT (2:30 ET) Live every Thursday on LinkedIn. Click here for the on-demand video of this episode. Listen in to hear hear her great insights and/or read the full transcript on the blog. Sales Pipeline Radio is sponsored and produced by Heinz Marketing. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to Sheena. For sponsorship opportunities, contact Cherie.

This week's show is called "The Power of Resilience in Marketing" and our guest is Cay Gliebe, SVP Marketing and Product Management for OneSource Virtual Cay gives us some great insight as she and Matt discuss some of the benefits of sales and marketing alignment, addressing the baggage brought to the table by both marketing and sales, some best practices to create more natural alignment, and making products a part of sales and marketing alignment. Listen in now and/or read the full transcript on the Heinz Marketing blog starting Mon. 6/17/21 at 6am PST. Sales Pipeline Radio is sponsored and produced by Heinz Marketing. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to Sheena. For sponsorship opportunities, contact Cherie.

This week's show is called "How Forrester is applying the SiriusDecisions frameworks both within the organization and across the revenue engine to drive results" and our guest is Kelley Hippler, Chief Sales Officer at Forrester. Join us as Kelley tells us a little bit about this years’ Forrester B2B Summit, formerly known as SiriusDecisions and then dives into the new concept of B2B revenue waterfall and its effect on marketing and sales working together in an account-based environment. Sales Pipeline Radio is sponsored and produced by Heinz Marketing. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to Sheena. For sponsorship opportunities, contact Cherie.

This week's show is called "Why You Need To Be Part Of The Company Thought Leadership Trend" and our guest is Karen Tiber Leland, CEO of Sterling Marketing Group Join us as Karen shares what thought leadership really entails, the difference between individual thought leadership and corporate thought leadership and how Karen’s “wannabe cowgirl” enthusiasm relates to it. Listen in and/or read along with the transcript on the Heinz Marketing blog starting Mon. 5/17/21. Sales Pipeline Radio is sponsored and produced by Heinz Marketing. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to Sheena. For sponsorship opportunities, contact Cherie.

This week's show is called "How to Get and Leverage Industry Experience to Accelerate Sales" and our guest is Bobby Martin, President & Co-Founder of Vertical IQ Join us, as Bobby Martin shares about the idea of industry experience and how important having industry experience and industry perspective is, especially when selling in a commodity market. Listen in and/or read the full transcript on the Heinz Marketing Blog. Sales Pipeline Radio is sponsored and produced by Heinz Marketing. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to Sheena. For sponsorship opportunities, contact Cherie.

This week's show is called "What Does “Content Experience” Mean? (and Why it’s Vital to Marketing Success)!" and our guest is Randy Frisch, CMO at Uberflip. Learn about Randy's perspective and insight on the evolution of content marketing from the focus on creation to the lack of utilization. Content marketing has become a team effort, made up of more than just marketers. Listen in now for this and a LOT MORE! Sales Pipeline Radio is sponsored and produced by Heinz Marketing. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to Sheena. For sponsorship opportunities, contact Cherie.

This week's show is called "A Bottoms-Up Approach to SaaS for Sales: What It Is, How it Could Help You" and our guest is Pouyan Salehi, CEO & Co-Founder of Scratchpad We've been doing sales enablement research for years. One of the first surveys we did, we asked people in sales what are the biggest time-wasters? What are the things that keep you from spending more time actively selling? Pouyan joins me in this conversation to give some perspective and insight on the challenges and why Salesforce isn't efficient for sales reps. We take some time to discuss why CMO's should prioritize a sales engagement and acceleration tool like Scratchpad and the inspiration behind the creation of Scratchpad. Listen in and/or read the transcript on the Heinz Marketing blog.

This week's show is called "Getting Sales Enablement Right: More Important Than Ever Before!" and our guest is Russell Wurth, Vice President Sales Enablement at Showpad Listen in to find out Russell's definition of what sales enablement is, how he measures it and his input on how its evolving and affecting the sellers and buyers journey. This and a lot lot more. Read the full transcript on the blog starting Monday, 4/19/21 at 6am PST. Sales Pipeline Radio is sponsored and produced by Heinz Marketing. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to Sheena. For sponsorship opportunities, contact Cherie.

This week's show is called "A Former Military Officer Talks About Teamwork and Sales/Marketing Alignment” and our guest is Drew Chapin, CMO at Hyland. We start with the backstory of how representing Xander Schauffele came to be and how this became part of the marketing mix for Highland. Drew also explains the X-Factor campaign and talks about the broader sales and marketing mix and how it has changed in the last 12 months. He tells what he had to pivot to... and now as we see a little light at the end of the tunnel, what adjustments may become fixtures for his marketing mix moving forward. We also talk about something that comes up a lot when we talk to CMOs and marketing leaders, especially with fast growing companies, and it's marketing's role in M&A. He shares a what that means for a marketing team. When you're trying to drive growth, when you're trying to drive pipeline, acquisitions can be a distraction, and they can be an accelerator. sometimes both, sometimes one of the other. Listen in for this and a lot more or read the full transcript on the Heinz Marketing blog starting Monday, 4/6/21 6am PST. Listen in now and/or read the full transcript below.

This week's show is called "Driving Sales Performance in a Virtual World” and our guest is Brian Trautschold, Co-Founder at Ambition. This time we are talking about sales management intelligence. What the hell is that? What does it mean? What does it mean for your organization? Why do you need it? This and a lot more! Listen in now and/or read the full transcript on the Heinz Marketing blog starting Mon. 3/29/21 at 6am PST. Sales Pipeline Radio is sponsored and produced by Heinz Marketing. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to Sheena. For Sponsorship opportunities, reach out to Cherie.

This week's show is called "Are Partnerships Your Next Growth Engine? ” and our guest is Brendon Cassidy, Co-Founder & Co-CEO of Co-Sell.io. It seems to me one of the still underutilized go-to-market efforts is partnerships. I ask Brendon to talk a little bit about what he's seen in the market. I also ask "why have referrals been so difficult?" "Why has this been a perennial challenge for sales organizations, not just to do, but really do consistently at scale?" Some people will use the term partner marketing and channel marketing interchangeably as if they're the same things. Brendon tells what he sees as the difference between having a partner referral introduction approach and what a lot of people think of the sales channel channel approach. This and a lot more! Listen in now and/or read the full transcript on the Heinz Marketing blog starting Mon. 3/22/21 at 6am PST. Sales Pipeline Radio is sponsored and produced by Heinz Marketing. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to Sheena.

This week's show is called "The Perfect MarTech Stack? How to Customize Software to Your Business” and our guests are Subbu Vempati, CEO at Cuspera and Judy Ash, GTM Adviser and CMO. The idea of selecting your MarTech stack and selecting the right sales and marketing tools is something most marketers are grappling with. The problem is getting worse because there are more and more tools on a regular basis. I feel like if you go and talk to each of them, if you go to every tool's website or you see them in a trade show (eventually we'll see them at trade shows again), you go to their website and you hear from them-- everybody individually has a great story. It sounds like a good pitch. Sounds like a good opportunity, interesting, but you can't buy 7,000 tools. So the idea of selecting which tools are important to you, which vendors are going to be best for your business and for your stack is a real challenge. I ask Subbu to talk a little bit about why he decided to go down the route of creating a tool to help people make better technology decisions. We also talk about the importance of knowing what are the outcomes you are trying to achieve as well as what capabilities you need and how peer feedback can really help us. Don't miss Judy's insights! This and A LOT MORE. Listen in now and/or read the full transcript on the Heinz Marketing blog starting 3/15/21 at 6am PST. Sales Pipeline Radio is sponsored and produced by Heinz Marketing. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to Sheena.

This week's show is called "The Power of Podcasts & Radio (Why You Need One Too!)” and our guest is Susan Finch, President of Funnel Media Group LLC. This week we talk about the podcast format and the power of podcasting in a digital world. In this age of video, in an age of clubhouse, we talk about the continued power and importance of audio content. Susan also shares some of the biggest hurdles people don't think enough about before they start. The biggest thing you have to know is, why are you doing this? And be so brutally honest. Learn more about what goes into the before and after to do a podcast well. If you are literally at square zero, what do you do to get started? She shares why is it useful to have a third party like Funnel Media Group come and help you build this foundation from scratch. Listen in to hear Susan's go-to for transcripts and time stamping too and A LOT MORE. To learn more, we highly recommend you reach out to Susan at [email protected]. Sales Pipeline Radio is sponsored and produced by Heinz Marketing. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to Sheena.

This week's show is called "Business Activity vs Lead Generation – Where True Demand Comes From” with Justin Shriber, CMO at people.ai. We're talking about signals and trigger events you can pull out of your consolidated information to have better contextual conversations with your prospects. We have complex buying journeys that not only take a long period of time, but also sit across multiple members of the buying committee. We also have multiple people on the selling team. So if you have an insight, it's not as binary as saying, "Well, let's put that into an email sequence," or, "Hey sales person, go mention this on your call." Ideally it's integrated across multiple channels in an appropriate sequenced way. Justin and I talk about how sales and marketing are increasingly embracing that complexity and he shares some keys to helping companies integrate those insights and those triggers into that more complex nuanced sequence. Listen to the end to hear some great lessons he's taken away from COVID and from other experiences like it as well. This and a lot more! Listen in now and/or read the transcript on the Heinz Marketing blog starting 3/1/21 at 6am PST. Sales Pipeline Radio is sponsored and produced by Heinz Marketing. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to Sheena.

This week's show is called "Remote Selling Best Practices from the “King of Sales” and our guest is Jeffrey Gitomer, King of Sales | International Sales Trainer and Keynote Speaker | Best-Selling Author and the author of many books-- the latest of which is "Go Live" about taking your virtual connections and turning them into paying customers. Check out the book as well the podcast Jeffrey does with his wife, Jennifer called Sell or Die. Hear about the impetus for the new book and what in includes. I also ask Jeffrey, for those who feel reticent to do go live, get out there (consistently) and who say, "Well I've been nervous about putting myself out there and what am I actually going to say?" Hear his response and get some great tips. We also talk about what he's noticed about the level of motivation and whether it is more difficult for sellers right now. This and a lot more! Listen in now and/or read the transcript on the Heinz Marketing blog starting Monday, 2/15/21 at 6am PST. To be considered or nominate a guest for Sales Pipeline Radio, send us an email.

This week's show is called "He Predicted Marketing Automation and ABM. What’s Next?!" and our guest is Jon Miller, CMO at Demandbase I ask Jon how do we get beyond ABM? If this is a marketing exercise, you're neutering its impact from the beginning. The account-based revolution isn't over. There's a reason why everybody has adopted account-based, but traditional demand generation is fishing with a net, whereas account-based marketing is fishing with a spear. You throw your net out, you see what you catch, you don't know what you catch versus you go after the big fish. But I've been thinking a lot about the limitations of both ABM and fishing with a spear. And partly, it just comes down to... It doesn't feel very good to get poked by a spear. I think, fundamentally the fact that with traditional ABM, we would identify the accounts we really wanted to go after, and we'd go after them, regardless of whether they were interested in hearing from us or if it was the right time. And so, you end up having this world where we were doing traditional demand gen, which was great, because we only called people who had high scores and we thought really actually were ready to be called. With ABM, we were calling people regardless of whether they were interested. Is there some way to merge these concepts? Is there some way to bring the engage-ability of inbounds with the precision and targeting of ABM? I think I've come up with a concept that I've been playing with a little bit, and that's the phrase of account-based experience, or ABX. And I think account-based experience is a customer-centric rethinking about how you go after accounts, but really rooted on that buyer experience. It's about engaging with these modern buyers on their own terms, letting them be anonymous when they want to be anonymous, being really helpful and relevant when they're ready, always based on trust. And the other cool part about ABX is it fixes the biggest problem in the ABM name, which is it had marketing in there. And as we all know, it's bigger than just marketing. It's got a hold on the market team. This and A LOT MORE! Listen in now or read the full transcript on the Heinz Marketing Blog starting Mon. 2/8/21 at 6am PST. Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to Sheena.

Listen in now to "Partner Marketing Best Practices with the Master" with my guest Jason Yarborough, VP of Partnerships at Terminus. @yarby As marketers, we focus so much on direct demand gen, direct sales-- we focus on this direct line of sight that marketers control and yet there is so much leverage and opportunity for so many people in their partner ecosystems. It is definitely more complicated, it's definitely less predictable, may be high risk, but lots of high reward. I ask Jason why is this function so interesting? What about partner marketing is so exciting? Jason shares about the pros and cons of how companies should think about direct versus indirect direct versus channel. There's a balance there between content and demand, between leveraging and building trust and credibility while also still driving pipeline. ROI is a two-way street. How do we also stay focused on deals? What's the chicken versus the egg, which one's the egg? I ask Jason about how to think about exclusivity versus playing multiple sides? Both inbound and outbound from a partner standpoint, are there advantages to one approach versus the other? And if there is, what are some of the criteria and variables you would look at to try to make that decision? This and a lot more! Listen in now and/or read the full transcript on the Heinz Marketing blog starting Mon. 1/25/21 at 6am PST.

This week's show is called "The Startup of You: How to Prioritize Your Brand, Career & Future" and our guest is Ben Shapiro, host of the MarTech podcast and owner of benjshap LLC which is a Brand Development & Marketing Strategy consulting firm comprised of boutique consultants that help businesses identify, reach, and monetize their customers. Accidental media mogul, Ben Shapiro, has a fascinating story of going from being a consultant and now really making his living with media properties. I think it's a lesson for any marketer in any organization-- the power of creating your media channel. Ben shares some some lessons for those who want to engage an audience. This and a LOT MORE! Listen in now and/or read the full transcript on the Heinz Marketing blog starting Monday. 1/18/21 at 6am PST. "... relying on the things that you just do inherently well, it's going to drive you to be more successful... really understanding who you are as a person was lesson number one" Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to Sheena.

This week's show is called "The Art and Science of Sales Negotiations with Jeb Blount". Jeb is the CEO of Sales Gravy. Check out his excellent books. Jeb shares what the salesperson in the future needs to get and understand and why he thinks this is the best time ever to be in sales ever because... ... in this crucible of pain that we've been through over the last year, salespeople and buyers, by the way, are being forced to learn new technology, learn new skills, step out of these embedded comfort zones and start thinking, "Let's be flexible and agile." There is going to be a time to meet in person and there's going to be a time to meet by phone. There's going to be a time for text messaging. There's going to be a time for face-to-face meetings. So why not get good at all of those things so you can meet your buyers where they are and you can move faster. And by the way, probably have more time to spend with your family like me. I also ask Jeb what are some of the best practices he's seeing companies do to make sales kickoff successful in a remote investment? We also talk about the difference between the outreach and the volume and what people need to do to earn the attention. This and so much more! Listen in now and/or read the full transcript on the Heinz Marketing blog starting Mon. 12/28/20 at 6am PST.

This week's show is called "How B2B Buys Software in 2020 (and Beyond): New Research and Insights Revealed" with Russ Somers, VP of Marketing at TrustRadius. We talk about their well known and respected annual survey, The B2B Buying Disconnect. It's a survey of over a thousand software buyers and vendors to get a sense of trends. It's a deep, deep research piece. But this year, because there are so many changes in 2020, really generations shifting in terms of buying, a huge number of changes. It's the most dynamism seen in the market report ever, which makes it a really cool time to be in the business. Check out the 10 takeaways. I asked Russ, of the key takeaways, what are things he thinks are the most urgent for sellers to consider as they approach how they manage their buying journey moving into 2021? The biggest thing is you're not selling to the same person you used to, and that drives all these other changes. For this and more, DOWNLOAD THE REPORT and listen in now and/or read the full transcript on the Heinz Marketing Blog starting Monday, 12/14 at 6am PST. _________________________________________________________ Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to Sheena.

This week's show is called "The Lost Art of Note Taking" and our guest is Saro Zargarian, Senior Director of Go-To-Market Operations at Blueshift and creator of the SMART BOOK FIELD GUIDE. I am excited to have Saro on for a variety of reasons. He's been a leader in sales management and sales operations for a long time, but what really peaked my interest as a productivity organizational nerd, is what he's done with the SMART BOOK FIELD GUIDE. It's nothing like I've seen before. I'm a big Getting Things Done fan with David Allen, I've used a variety of journaling tools, full focus planners, et cetera, but I've never seen something specifically for salespeople. I ask Saro what was the impetus behind putting this together and where it came from. It is a beautiful physical guide to helping sales leaders manage their day. Plan with Intent, Execute with Conviction Saro talks about what that means and why intent and conviction are so important. This and a lot more! To learn more about Saro check out his website. Listen in now and read the full transcript on the Heinz Marketing blog starting Mon. 11/30/20 at 6am PST. Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to Sheena.

This week's show is called "New Lessons on Agility, Leadership and Focus from 2020’s Headwinds" and our guest is Nimmy Reichenberg, CMO at Siemplify We cover a lot of ground-- talking about the unpredictable nature of this year planning for next year. And we touch a little bit on the interactivity between sales and marketing and driving predictable pipeline. I ask Nimmy what were some of the shifts they had to make in terms of creating more efficient marketing opportunities. I think A, we came up with content that was relevant for what our target market was going through. The second thing we did is what I call, embrace the suck. Listen in now for this and a LOT MORE-- or read the full transcript on the Heinz Marketing blog starting Mon. 11/09/20 at 6am PST. _________________________________________________________ Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to Sheena.

his week's show is called "Does 2020 Have any Silver Linings?" and our guest is Paul Roberts, Owner of OC Talk Radio. This time we talk about silver linings. I not only share a little bit about my experience, but also that of dozens of CMOs I've interviewed over the course of the last couple of months. We definitely identified some themes that have been helpful for them as well. So, I think it's useful for us to think about what has been good from all this as well and what that means for you going into next year and beyond. Listen in now and/or read the full transcript on the Heinz Marketing blog. Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to Sheena.

This week's show is called "What B2B Marketing and Hall & Oates Have in Common?" and our guest is Bryan Smith, Senior Marketing Manager at Tennant Company. Bryan has an interesting dichotomy where he is running advanced B2B marketing at a 150 year old manufacturing company. We talk a little bit about that juxtaposition and how he has been able to make that work. I also ask what the sales team needs for providing engagement and relationship building and if there are separate sales plays we need to put together that can be marketing supported to still help the sales team engage the field. He shares if that is purely digital or going to expand beyond digital. What I do know for sure is that going into 2021, I think with the continued uncertainty, we're going to have to get really focused. And I think as we're planning for next year, we're looking at doing fewer things better, and really trying to focus on the parts of our business that are the most... First of all, the most lucrative, and then also the most differentiating in where marketing can make the most difference. I also ask what have been some of the successful key components of his journey. I guarantee we have listeners who are frustrated at the lack of progress between sales and marketing. Bryan shares some things he thinks have been particularly useful... This and a LOT MORE. Listen now and/or read the full transcript on the Heinz Marketing blog starting Mon. 10/26/20 at 6am PST. Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to Sheena.

This week's show is called "Part User Conference, Part Woodstock. Would it Work Online?" and our guest is Christina Mautz, CMO at Moz We talk about lessons learned, plans for next year, implications for planning 2021 events, how MozCon went this year (going completely virtual), and a lot more. I think what we're going to keep from this year's experience is definitely to focus on what is most meaningful to our community, which is superior content. Christina shares with candor and openness about making the pivot Moz did--what worked, the things they found important, and shared implications for next year. We also took a quick pivot into culture. For MozCon and for Moz customers, maintaining a community and really actively fostering a culture of diversity and openness and creativity within that culture is important. Christina shares some of the keys they've found to helping manage and maintain that culture and connectedness of employees when all of a sudden everyone was dispersed full-time working from home. What we really did was just stay true to our culture. We have culture principles called TAGFEE. It's an acronym. Transparency, Accountability, Generosity, Fun, Empathy, and Expertise. Listen in now and/or read the full transcript on the Heinz Marketing Blog starting Mon. 10/19/20 at 6am PST. To learn more go to moz.com. Be sure to do a search on their blog for MozCon. You will also find links about the videos mentioned in the show and a ton of free content and training all about SEO and more. Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to Sheena.

This week's show is called "Is Outbound the New Normal? How Prospecting has Changed in 2020" and our guest is Eric Quanstrom, CMO at CIENCE Technologies We talk all about outbound and how to make outbound work. We first talk about why outbound is still working and then differentiate between good outbound and all the bad outbound that we still see. I think that number one, outbound works because it's taking a very specific targeted approach to having a vendor solution provider services based company that wants to land a specific logo or specific logos going forward. And then backfills with all of the motions necessary to create sales opportunities for themselves with that targeted group. And that's really the secret sauce if you will. This AND A LOT MORE. Listen in now and/or read the full transcript on the Heinz Marketing Blog starting Mon. 10/12/20 at 6am PST. Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to Sheena.

This week's show is called "Multichannel Marketing Best Practices and Success Stories" and our guest is Nick Runyon, CMO at PFL. Ryan and I are talking about tactile marketing, talking about building relationships and the value of still leaning in on a non-digital world when we can. Nick says of PFL "... we are a marketing technology company. We have a SAS solution that coordinates tactile marketing, direct mail, dimensional mail with your digital marketing efforts. So, we integrate with your CRM or marketing automation platform to have a true multi-channel experience by that coordination, the orchestration of the physical and the digital. And, we leverage a long history of printing expertise in order to have that entire vertical integration operating at peak capacity for all of our customers." What we've seen is what you would expect that the warmer the contact, the more relationship that you have there, the more impactful it is. And the more quickly you can connect with a prospect and carry that conversation forward, what we've seen is what you would expect-- the warmer the contact, the more relationship you have, the more impactful it is. And the more quickly you can connect with a prospect and carry that conversation forward. This and a lot more! Listen in now and/or read the full transcript on the Heinz Marketing blog starting Monday, 10/05/20 at 6am PST. Listen to full recordings of past shows everywhere you listen to podcasts! Spotify, iTunes, Blubrry, Google Play, iHeartRADIO, Stitcher and now on Amazon music. Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to Sheena.

This week's show is called "Actions Sales Leaders Need to Take in a Recession" and I'm joined by Steven Benson, CEO of Badger Maps. We've all been faced with headwinds this year in terms of shifting demand, shifting way people sell, opportunity and challenges. I ask Steven about the advice he has given to the outside world and how much of that have he had to apply to his own business. Steven talks about the importance of changing your messaging to better fit with the world and the mindset customers and prospects are in, in a down economy versus a good one. Specifically, helping companies to do more with less. And then, showing prospects exactly how much in terms of dollars, you'll be able to help them do more with less. It could be less money, manpower, resources, whatever. We went through this exercise ourselves. It's a good example, but when times are good, the sales team and the marketing team at Badger, their messages is, "Hey, we're going to... We'll help you sell 20% more with your field sales team". And we shifted that messaging to, with Badger Maps, your outside sales team can generate the same revenue, even though your team is 20% smaller. And there's a huge difference in these two things, even though it's basically saying the same thing we're going to help you do better, but then one of these messages resonates way more with prospects in a down economy than the other. This and A LOT MORE! Listen in now and/or read the full transcript on the Heinz Marketing blog starting Mon. 9/28 at 6am PST. ______________________________________________________________________ Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to Sheena