Sales Pipeline Radio

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

This week's show is entitled"Creating a Predictable Pipeline with Special Guest, Cheri Keith" Cheri Keith is Head of Strategy for ON24. I think a lot about making sure, even though I'm no longer in an operational marketing leadership role inside a company, I maintain that edge. I have to make sure I still understand what operational marketers are going through, what the current issues are. I ask Cheri what where her best practices doing that as an analyst and what are some of her best practices for staying sharp. The best practice for me was really just listening as much as humanly possible ... Ask for feedback really early on. People think you have all the answers, but you won't, so you may as well just go in very early and as part of a research process, whether you're creating a technology report or something that's more model and framework based and say, "I'd love your feedback on this." . And there's lots more all about creating predictable pipeline! Listen in now or read the full transcript on the Heinz Marketing blog starting Mon. 9/21/20 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 "Wanna Be CMO of a B2B Travel Company Right Now? Here’s How One is Pivoting and Winning" and her name is Wendy White, VP of Global Marketing at Egencia. As a marketing leader, not only in travel, but in B2B travel, this has been an interesting year. I ask Wendy to share a little bit about what it was like mid-March as the you-know-what started hitting the fan and what that was like internally for her. As business leaders, we're going to have to figure out how to lead through this. I ask Wendy how she helped the team learn how to lead the customer, lead prospects, really be a voice of leadership and thought leadership to help figure out how to get through this together. ----more---- "...bring your empathy to the fore and start putting yourself in the shoes of those customers. We asked ourselves what message is changing right now? What do clients and prospects need to hear? And we decided for us the best thing we could do was be a source of information and education." We also talk about how resiliency is super important in a leader. This AND A LOT MORE. Listen now and/or read the full transcript on the Heinz Marketing blog starting Mon. 9/7 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, "How Design Thinking Can Help You Sell More" features Ashley Welch, Co-Founder of Somersault Innovation. Ashley starts us out describing her business and tells us what design thinking means as it relates to effective sales teams. Somersault Innovation is a sales enablement firm who has pioneered bringing the tools, techniques, and mindsets from the world of design thinking into the sales environment to help sellers at all levels in the sales organization, and really stay customer centric, stay co-creative with their customers and then accelerate the deal cycle. ----more---- Even though many people haven't heard of it, most people have been a beneficiary of it. Design thinking is an innovation process. I ask Ashley if there are particular organizations better suited for this approach. Also, are there some were she sees particular red flags or warning signs or signals that this approach would be particularly useful? I think the more complex a sale is the more useful this approach is. Let's say you're selling something very simple, like water filters and you don't have a whole lot of options here, and it's not that complex in terms of the need, then you don't need to go into this, co-creative mode. You don't need to do deep discovery. Whereas if you're selling a complex, say software system, you really do need to be on the same side of the table as your customer to figure it out together. There's so much unknown. There's so much ambiguity. And that's where I think some of these tools become particularly useful. We talk a little bit about the discovery process in this approach and how it sometimes differs from the typical list of discovery or qualification questions that a seller might use. This and a LOT MORE! Listen in now and/or read the transcript on the Heinz Marketing blog starting Monday, 8/31/20 at 6am PDT. 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 contact Sheena.

Don't miss this one. We pack a lot of great information into a short amount of time! Listen in now or read the transcript on the Heinz Marketing blog starting Monday, 8/24/20 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 episode is entitled "Successful Event Pivots: Best Practices and Lessons from Will Curran" Will is the Founder and Chief Event Einstein at Endless Events. We talk about what it's looked like the last few months as he's worked with clients to create engaging events online. Will has so much energy and enthusiasm. I ask him how much of that is a key part of the recipe for success. "...you have to do start with really good content. You can't just come in and say like, "Oh, we'll just create a high energy experience," and not have this thought-provoking, good content, good ideas and things like that as well." ----more---- I think where the last couple of months have shifted, since in-person experiences have dissipated and now we're a hundred percent virtual, is that people are also recognizing that there needs to be production value. I think that when people are now getting so much webinar fatigue and Zoom fatigue that they don't want to sit and watch a square box with someone talking with slides right next to it, they're looking for something high energy, and exciting, and, more importantly, different, I think, than anything. I also ask Will what are we doing today in a virtual format that he thinks will sustain when we can get back together again... and if there are certain components of great events he thinks are at the top of the list, in terms of, if you nail this, it's more likely to be a top notch event. In other words, what are some of the foundations of great virtual events right now? Listen in now for this and a lot more and/or read the transcript on the Heinz Marketing blog starting Mon. 8/17/20 at 6am PST. to hear Will get super tactical (Yes, start with the strategy, then move into tactics). _______________________________________________________________________________________________ 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 episode is entitled "What Cognitive Behavioral Therapy Has to do with Sales, Rollow-Up and Emotional Connections" and our guest is Jeff Shore, president of Shore Consulting. Jeff has been a sales expert, author, speaker and executive coach for more than three decades. He's guided executives and sales teams in large and small companies across the globe to embrace their discomforts and grow in ways never thought possible. ----more---- We talk about the new book, Follow Up and Close the Sale: Make Easy (and Effective) Follow-Up Your Winning Habit. And we talk about the work he's doing around customer experience and the law and the entire customer life cycle as well. We don't get a lot of people on the show that can talk about cognitive behavioral therapy. We also talk about his background and experience around research in this area and how it relates to sales. This and a lot 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.

In this week's episode ("How to Personalize ABM: A Blueprint for Sales Executives") my guest is Kristina Jaramillo, President at Personal ABM. I ask her to describe her approach and what her firm does. I love the angle they're taking, we don't see it often enough. "We actually personalize everything from profiles, content, messaging, sales communications, because we want to get down to the level of the actual individual. Who is responsible within that account for different things? They're all going to have the end goal of increasing revenue for their company. But a sales rep is going to have a different goal than the SVP of Sales. Or whoever you're targeting, whatever decision making group you're targeting, they're all going to have different goals and we want to make sure to speak to all of them, so you can create that collective buy-in and change why they should be working with you versus maybe a competitor or why they even need to change at all." ----more---- We also talk a little bit about the personal account based approach and how that's different from how a lot of people think about ABM traditionally. This and a lot more! Listen now and check out the full transcript and recording on the Heinz Marketing blog starting Mon. 7/20/20 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 episode is entitled "Your most important sales meetings just went virtual. How do you differentiate and still win." Join me as I talk with Tim Riestererwho is the Chief Strategy Officer at Corporate Visions A lot of Tim's talks really center on the idea of conversations. Conversations in marketing, conversations and sales. I ask Tim to talk a little about the origin of that as a focus area, and why the concept of conversation is so important to effective sales and marketing. "....oftentimes products sound the same, products look the same, product smell the same. And the real winner is the one who can tell the best story, the one who can articulate value." ----more---- The definition of value, and what constitutes value, has a lot of opinions and it can be very abstract. Right? And so, as long as everybody starts to understand that value is what the customer determines it to be, and the primary driver of value is in the mind of the customer, is the contrast between what they're doing today and what you're asking them to do tomorrow. They can't even perceive value if you just talk about your solution, it's features and benefits. There is no value proposition in your solution, even if you try to link it to a customer problem. "The real perception of value is being able to understand their current situation, and the change they need to make, and what that impact will be." Of course we had to also talk about the new book published earlier this year, The Expansion Sale. And it really focuses on not only keeping customers, but growing customers. I think this is a place where, thankfully, I'm seeing a lot more CMOs and organizations invest in not just winning the initial funnel, but really treating the end of the sales funnel as the middle of the revenue bow tie. Tim shares what that means and some of the other ideas that were really important in this new book. Listen in now or read the full transcript on our blog starting Monday, 7/20/20 at 6am PST. Tim Riesterer, Chief Strategy Officer at Corporate Visions, is dedicated to helping companies improve the conversations they are having with prospects and customers to win more business. A visionary researcher, thought leader, keynote speaker, and practitioner with more than 20 years of experience in marketing and sales management, Riesterer is co-author of four books, including Customer Message Management, Conversations that Win the Complex Sale, The Three Value Conversations, and The Expansion Sale. Sales Pipeline Radio is hosted by Matt Heinz of Heinz Marketing which is a program on the Funnel Radio Channel. Heinz Marketing is the sponsor of Sales Pipeline Radio.

This week's episode is entitled "What’s Old is New (Again): Timeless (and Pandemic-Proof) Sales Advice from Joanne Black". Joanne is the Founder of No More Cold Calling I can't imagine a time when referrals or referrals and sales, referrals and business has been more important when channels are shrinking, budgets are shrinking. Joanne's been beating this drum for a long, long time and it's been important and prescient that entire time, and I would imagine she's hearing more from companies right now saying, "How do I build that referral culture?" I ask Joanne why she thinks it's coming up more often now and how has her answer changed or evolved over time? ----more---- Companies are really realizing they have to do more than just give lip service to referrals, to say to their sales team, "I'll just go ask for referrals." And they're finally realizing that's not working and realizing everybody in the company knows someone, but this word culture is important. Joanne shares how she was afraid to use it for years. She says, "Well, maybe afraid isn't the right word, but it's because I worked for a consulting firm and they did culture work and it took forever and cost millions of dollars. So, that's not the picture I wanted, but it's really about how do you set a strategy, have goals, have metrics, build skills, have accountability, and make sure referrals become the way people work? And Matt, I found this wonderful definition of culture: Culture is what happens when people aren't looking. Listen in now for this and a lot more. Read the full transcript starting Mon. 7/13/20 on our 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 episode is entitled "You’re Hired, Just in Time for a Pandemic! a lively Q & A with Chorus.ai CEO Jim Benton". Jim was new to Chorus when the pandemic hit! Jim has a front row seat in terms of seeing how conversations have changed. I ask him what prospects are talking about and how sales teams are pivoting some of their messages as well. We talk about what he has seen by mining their own data and by listening to those changes and what they're finding about the way sales teams have really pivoted in this time. ----more---- Surprising to some, connect rates are at least holding steady, if not going up. Prospects are more open to talking to sales reps, especially those who have shown they can provide some value. It'll be interesting to see if that continues as we get into more back-to-the office or more of a hybrid work-from-home-work-from-the-office, wherever we are mode. Jim shares some of the data that supports this and how that can give some optimism to sales teams. This and a lot more! Read the full transcript on the Heinz Marketing blog starting Mon. 6/29/20 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 episode is called "Brand Management in Uncertain Times". Our guest, Karen Leland, is the President at Sterling Marketing Group. Listen now for a lot of really great advice on brand framework, brand development, and even care and feeding of your brand, whether it's your personal brand, your team brand, your corporate brand. A lot of what we're talking about today is in her book, The Brand Mapping Strategy. Check it out, for sure. We talk about building stronger personal, business, and team brands. I ask Karen to talk about those and how those are different and why it's important to differentiate between them. Everyone has a personal brand and in the world we're in today, I mean, think about it, there are eyeballs than ever looking at people online. I mean, especially, with where we are now. When we're working with teams to build better alignment between sales and marketing teams, we're very clear with people upfront that the cultural impact, the cultural requirements for change are critical. We have to be able to clarify very articulately and in language, for ourselves and for other people, what exactly is our brand. And my sense is, there's a level of regular disciplined, care and maintenance that goes along with this. I ask Karen, "What does that typically look like?" "What are the ways that people, day to day, week to week, need to think about managing their brand?" This and a lot more! Read the full transcript on our blog starting Monday, 6/22/20 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 episode is entitled "Reinventing Events and Social Hackathons: Innovative Ideas with Corey McCarthy". Corey is the CMO at Socia. I was so impressed with my recent experience at EventHack 2020. A must see (watch it on demand) "Hacking the Future of Virtual Events". We had a great conversation about Corey's role and what Socio is, and what they had to face head on (with great success) just a couple of months ago with the onset of the pandemic. I ask her "What were some of the leadership lessons? I think that one of the key things that I've been trying to lean into is trust your gut. I think it's easy to overthink things. And I think that one of the first things that I realized is that there were no rules anymore. Anything that you thought you knew, just throw it out the window. And so we spent a lot of time trying to tap into that authenticity and being completely empathetic with our audience in a time that, they didn't even know what to do..... Transparency is the biggest thing because what I found in my experiences, ambiguity is a motivation killer. We also discuss lessons for managing a remote team. And so much more. And as I do for many of my guests-- I ask "What's something you miss you can't wait to do again. And what's something you don't miss that will no longer be part of your new normal moving forward? Great answers. Listen in now or read the full transcript on the Heinz Marketing blog starting Mon. 6/8/20 at 6am PST.

This week's episode is entitled "What’s your Noble Sales Purpose? Best Practices from Lisa McLeod". Lisa is the founder of McLeod & More as well as the Author of Selling with Noble Purpose. We have vision and mission. We have objectives and sales. We know what we want to get done, sometimes we happen to think about what the prospect wants out of this as well, but that's different than having a noble selling purpose. Noble sales purpose-- what is it and why is it so important? When you have this clarity of purpose, it gives you a sight line into your customers. It creates urgency and it also makes you a lot more resilient because if your whole self esteem and self confidence was built on hitting your number, you're having a big problem right now. The way you find your own unique noble sales purpose is by answering three really critical questions. How do you make a difference? (How do you improve life for customers?) What impact do you have on customers? (How do you do it differently than your competition?) On your best day, what do you love about your job? And those three questions seem simple, but the answers to them are actually rather profound. And those become the story of your company. And it's a much more compelling story for a sales team and for customers, than we provide superior products and services. Like no one cares about that, at least not now. So much good stuff... Listen in now or read the full transcript on our blog starting Mon. 6/1/20 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 episode is entitled "Selling with Empathy and Integrity (Right Now and Always)" and we are pleased to have as our guest, Mike Schultz, President of RAIN Group and author of multiple best-selling books. His new book coming July 2020, Virtual Selling, is available for pre-order, along with other books, Rainmaking Conversations, Insight Selling. Folks, do yourself a favor, go to the website for tons of resources, research, webinars, blog posts. These guys do a great job when it comes to content. I ask Mike "What are you seeing from organizations that have been traditionally in person sellers?" Quite frankly, the value prop you bring isn't necessarily different just because you're not in person. Because you can't see someone at a trade show doesn't mean you can't still talk to them. Mike shares five things that are really different now when it comes to virtual selling. Managing yourself Managing meetings How you set up and build relationships How you get people to make decisions and how you get them to choose you How you actually manage a team that is completely distributed Of course in light of current times, we also talk about whether or not this pandemic will really permanently change anything. Listen in now and/or read the transcript on our blog starting Mon. 5/25/20 6am PST.

This week's episode is entitled "More Sleep, More Sales: The Direct, Science-based Connection Between Sleep and Revenue". Our guest is Jeff Kahn is CEO and Co-Founder of RISE. In this current world of uncertainty, and stress, and work from home, and homeschooling from home, and all this crazy stuff, getting a better night's sleep is crazy important. Jeff has been at Rise Science now for over six years. I ask him why sleep is such a passion and why he created a business around this. It was just the simple fact for us that sleep affects, as far as I can tell, every measurable thing that we do know about human functioning, sleep has an effect on that measure. So to think about something that impacts everything that you do, impacts how long you live, and then impacts billions of people, that, it's almost unheard of. There really is nothing else that really impacts people at that scale. Right now, people are working harder. The boundaries between work and home have really kind of evaporated as we're working from home right now. Jeff gives us some examples of the impact and the correlation between good sleep and productivity, and why that's even more important right now. Listen in to hear his answer to the question "Can you make up sleep debt?" We talk about the science of sleep. We talk about precisely how getting more sleep can help you get more sales. Jeff also tells us how the app works. Check them out, risescience.com. Go to your favorite app store and look for Rise: Track Sleep. They have generously made the app available for free right now to help folks sort of get through this current craziness. ______________________________________________________________________________ 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.

We know when we hire well we succeed and when we hire poorly we fail. Dan Fantasia talks about the hiring environment and hiring so managers succeed. This episode is for Sales Managers and anyone trying to hire well. On this episode, I talk to Dan Fantasia, President & CEO of Treeline one of the largest sales search firms in the country. I wanted to have him on to talk specifically about recruiting and the hiring market for B2B salespeople. Sales Pipeline Radio is hosted by Matt Heinz of Heinz Marketing which is a program on the Funnel Radio Channel. Heinz Marketing is the sponsor of Sales Pipeline Radio.

This week's episode is entitled "Marketing’s Leadership Moment: Pivots and more with Kevin Marasco" Kevin is the CEO of Zenefits. Kevin walks me through the many changes and pivots they have made in recent months. It's a lot of change-- changing how they communicate with customers, changing their content strategy. I ask him to talk about managing his team through all of this and as a marketing leader, how does he manage his team through it successfully? "I think it starts with empathy and understanding the individual and where they are, and even your teams and where they are." This and a lot more! Listen now or read the transcript on our blog starting Mon. 5/11/20.

In most B2B companies, sales and marketing aren’t strategically aligned. In this podcast Kevin Knieriem shows how to repair sometimes warring factions. This program is for Sales and Marketing Management. One of the biggest challenges we've seen is the silos between sales and marketing. I ask Kevin how he sees some of the leading companies addressing this conundrum-- And, how is he seeing them overcome and actually create stronger bonds and cohesion between sales and marketing. We also talk about how he's starting to create and operationalize revenue operations in his own company. He tells us a little bit about what he's seen and experienced including a set of best practices of how to take what can often be good strategic alignment between sales and marketing and really bringing it down to a tactical level like getting going from, "we agree to revenue responsibility across departments at S-K-O" to, what do we do on Tuesday? He shares some keys to helping make sure operational alignment happens on a day to day tactical level. I think finally we're seeing a number of places where AI is having real practical applicability and it feels more accessible to organizations. I also ask him, are there other applications of AI he sees specifically and are there additional elements that may be more theoretical now, that he thinks in the next 1-3 years are going to become more reachable? Sales Pipeline Radio is hosted by Matt Heinz of Heinz Marketing which is a program on the Funnel Radio Channel. Heinz Marketing is the sponsor of Sales Pipeline Radio.

This week's episode is entitled "How to Accelerate Growth Through Customer Intimacy" and our guest is Laura Patterson, President of VisionEdge Marketing and the author of Fast-Track Your Business: A Customer-Centric Approach to Accelerate Market Growth. Among other things, I ask Laura to talk about marketing performance management and helping to drive and measure marketing accountability-- what that means and why that's so important. A lot of marketers are either not measuring the right things or measuring things that tell a different story than they intend to. When we talk about marketing accountability and measuring the marketing's impact on the business, it's not just a scorecard. There's a story behind that that has to speak to a business result of the marketing, not just a marketing result. Laura shares what that difference means and why is it important. This and a lot more! Listen in now or read the full transcript on our blog starting Monday, 5/4/20 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 episode is entitled "You’re Killing Sales Deals Without Knowing It: George Will Help You Fix It" and our guest is George Bronten, Sales Effectiveness Pioneer at Membrain. He also has a new book, "Stop Killing Deals" How to avoid deadly assumptions and achieve sales excellence. I ask George, how do I continue to sell with empathy? How do I create some sort of resonance and empathy with my prospects? I think there's still value in that, but over the last week I've heard more sales leaders talk about not just selling with empathy, but creating a level of compassionate urgency. We have an opportunity as sellers to create some clarity and direction to help [prospects and clients] know what next steps to take to get out of it. I also ask George, what he is hearing from the people figuring out how to continue to balance selling with empathy with still moving their pipeline forward? George has some great insights to share! Listen in now or read the transcript on our blog starting Mon. 4/27 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 episode is entitled "A Mind For Sales: Sales Book Club with Mark Hunter" and our guest is Mark Hunter, one of the best voices in B2B sales today. Mark is the author of numerous books including the brand new book, A Mind for Sales. These are uncertain times. A lot of prospects are slowing down on things. Mark is talking to sales leaders all day long trying to figure out how to keep their team motivated and how to keep selling, how to keep selling with empathy. I ask Mark what general advice he's giving based on what he's seeing in the field? Look at the long picture. Look at the long game. Don't try to play the short game, play the long game. We're going to get through this. We're going to get through this. I'm very optimistic. The piece that I'm saying right now, short term, is you need to be listening to everybody's backstory. Everybody's got a backstory, a personal backstory and a professional backstory and you got to take a couple minutes and listen to that. Listen to it with empathy because you know what? You've got a back story. What's happened so far to you and how are you responding to it? And if we demonstrate that, it's amazing how we create a much better connection. There's a lot of business being done out there, a lot of business, a lot of opportunities, but you just have to take the time to listen, and listen more intently. And that's advice that you could give at any time. You could've given it three months ago. You can give it six months from now-- Use your active listening skills and understand where someone's coming from. I've heard pros and cons of people saying, giving the what's keeping you up at night question and making questions too broad. How do you exercise active listening? How do you let your prospect share while still maintaining control and direction of the conversation? Mark, in his book talks about minefields and the mind traps, M-I-N-D traps. I ask him to talk about the things many sellers face when they have good intentions. They develop their systems, they do some of the things he's talking about, but then they start to execute and they lose. Seeing they lose momentum, they lose confidence. I ask, what are some of those common minefields of mind traps and how do you get around those? This and a lot more... Listen in now or read the full transcript on our blog starting Monday, 4/20. ______________________________________________________________________________ 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.

We were thrilled this last time to talk to Dan Englander, in an episode called, "The Death & Bright Future of Marketing Agencies" Dan Englander is the founder of Sales Schema and he is also the host of the Digital Agency Growth Podcast. There are so many different options across digital and non-digital. Is it possible to have a full service? As nice as it would be to have one agency, one throat to choke, is it feasible for organizations to still have that even when large businesses require big thinking? This is just one question I ask Dan. I also ask him to talk about how companies should think about this and about what he sees with marketing service companies in terms of their ability to find and win big deals. You'll also hear him share what he sees in terms of their sophistication around sales pipeline strategy. We touch on multichannel marketing and a lot more. Listen in now or read the transcript on our blog. Sales Pipeline Radio is hosted by Matt Heinz of Heinz Marketing which is a program on the Funnel Radio Channel. Heinz Marketing is the sponsor of Sales Pipeline Radio.

This week's episode is entitled "How a Nurse Practitioner Turned Sales Rep is Selling into Health Care Right Now" and our guest is Lindsay Leeder, Clinical Consultant, Nurse Practitioner at Vera Whole Health This was an amazing episode, we covered selling in today's environment as well as why 20 seconds of washing your hands is important, where we usually "miss" regardless, why vaccines and treatments take so long to develop and more! We talk a little bit about sales. Lindsay shares some great insights: "Selling is very similar to providing direct patient care because we have to understand what are the symptoms, what are the ailments, what are the pains that people or populations are going through, and then what resources do we have to address those pains and then does it make sense? And then out of that, what is a management plan that's going to work, that's going to stick." Listen in now or read the full transcript on our blog starting Mon. 4/6/20: ______________________________________________________________________________ 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 episode is entitled "Virtual Sales Training: How To Support Your Now Entirely Virtual Team" and our guest is Ray Makela, CEO and Managing Director at the Sales Readiness Group. I ask Ray, what's the advice you're giving to your client around how to adapt their selling strategy right now? I think this is the time to check in, to build the relationship and hopefully collaborate .... but it's certainly not a time to push to close the deal... I think we do need to be sensitive to how they're showing up and how we're showing up. And I think we want to maybe frankly do a little less challenging and a little bit more consoling these days because it's a long game. And if there was ever a time to pay it forward and say, "How can we help? Let's kind of take the deal off the table for a moment. But how can we help you or what can we do to support you?" I ask Ray to talk a little bit to the tension between getting close to the end of the quarter and hitting their numbers. How do you address that tension? Listen in NOW or read the full transcript on our blog starting Mon. 3/30/20 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 episode is entitled "Selling from Scratch: Foundations and Fundamentals for Building Your Sales Team". Our guest is Jim Wilson, Operating Partner at Costanoa Ventures. We talk about the impact of the COVID19 outbreak on sales, but we also get down to some good, timeless sales team building wisdom and give you some great takeaways you can use both right now and going forward. I love the advance of social selling tactics. I love the advance of challenger sale and the teach and tailor type mentalities. But I think in our effort to create more value as trusted advisers, a skill that isn't being taught as much today is how to ask for the deal, how to ask for the sale, and how to close. I ask Jim to double down on these and provide examples and ideas. You'll love his Four Cs of Closing. Listen in to hear his answers about how companies put more of a focus on these in the organization. He answers if this a training issue and shares the best ways for companies to get better at closing. This and MORE. Listen in now and read the full transcript on the Heinz Marketing blog starting Mon. 3/23 at 6am PST.

This week's episode is entitled "Coronavirus, Trade Shows and Value vs Venue". So many cancelled conferences! The people who wanted to attend are missing out on something. The people who wanted to sponsor are missing out on something. The people who produce the conference are going to miss out on something. So what was that and how do you now use that? The last thing I want anyone to do is think about this as an opportunity. I've been really trying not to use that word this week because no one should be opportunistic when lives are at stake. For the people organizing events, for the people planning on producing the events, the most common response I have seen is, "We are going to do a virtual event. We are going to take all of that learning in-person, we're going to do that online." But what if what attendees really want isn't just the content, they want the community? What if you took those same resources and created small micro versions of your event? What if you use this as a way to catalyze actually creating and activating those local user groups to help your customers to help people in your community get together in person? There's a thousand ways you could actually do that. But in the past when you've just said, "Wow, we'll just go to the regular trade show and just do it all at once." It feels more efficient. Now a virus has forced our hand, but you got to think about where is that value exchange, what is actually valued in that process along the way? Listen in for this and MORE and/or read the full transcript on the Heinz Marketing Blog starting Mon. 3/16 or check out our related blog post.

This week's episode is entitled "Successful Selling for Professional Services: An Unstoppable Approach from Steve Gordon" and our guest is Steve Gordon, Founder of The Unstoppable CEO. We cover strategy methodology for sales and marketing professionals all the time and naturally end up talking mostly about selling products. It's not often we step back and say, okay, "What is it when you're selling what people DO?" I facetiously tell people, as a consultant I talk and type for a living, so I don't necessarily have the same widget to be able to sell to everybody or the same piece of software to sell. So selling in professional services obviously is very much a thing. In this episode I ask Steve how is that different and why do people need to think about this a little differently when you're selling professional services versus selling product? And for smaller organizations--- is the answer to that to separate your services from your selling? Is there a way to make that transition? If you are a small firm and representing yourself, what are some of the strategies that you've found work best? This and a lot more! Listen in now or read the entire conversation on our the Heinz Marketing blog starting Mon. 3/9 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.

I think as people have the opportunity to just publish things off the cuff on social channels, to just write stream of consciousness on a blog platform and just click, press, go... I don't feel like we are as good at editing ourselves as we used to be. And so we talk about this. To start I ask Lisa how she decided editing is what she wanted to do? How did she begin her career in journalism and why is that something that she's so passionate about today? This and a lot more! Listen in or read the entire conversation on the Heinz Marketing Blog starting Mon. 2/24/20 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.

Please join me and my guest, David Keane, Founder and CEO at Bigtincan. We're seeing such an emergence of artificial intelligence and machine learning in sales and marketing and over the last six to eight months, we've seen a lot more companies say they feel like it's successful, something they can actually get their arms around and use. It seems to me that part of that is taking what we think of as big data and all this information out there and prioritizing the right data, prioritizing data that we can get access to quickly, that you can make a decision on it and hopefully continue to engage and mobilize the prospects. I ask David how thinks about that and how you take big opportunity and make it real and make it right now for customers. This and a lot more! Listen in NOW or read the entire conversation on the Heinz Marketing blog starting Mon. 2/17 6am PST. Sales Pipeline Radio is hosted by Matt Heinz of Heinz Marketing which is a program on the Funnel Radio Channel. __________________________________

This week's episode is entitled "What Do Tina Fey, The Ohio State University and B2B Marketing Have in Common?" and our guest is Marilyn Cox, Vice President of Marketing at Clubessential Holdings, LLC Sometimes I think of this term content marketing and it sort of demeans what the form and what the opportunity is. Is there a value in thinking of it as just content? How do you create content that engages, that persuades, that teaches, that makes people better? By doing that well, you're earning ongoing attention, you're earning the right to continue the conversation that might turn into a sales conversation, but is it wrong or is it counterproductive to call it content marketing or should we just create good content? We talk about this and a lot more! Marilyn is into WWE. I ask about her interest overall, but also what makes these athletes such good storytellers? I also ask her, given her diverse career, the different places she worked in marketing, what she'd say if she was sitting in front of a group of soon to graduate college students, what's some advice shed give them they might not hear from others that she thinks is important for their careers moving forward? I think one of the biggest is ... I think I would agree when a lot of people say that you have to recognize that you don't have all the answers and you can't stop learning. For me, that's huge. If I were talking to people that were getting ready to graduate and were going into marketing and they were earlier in their careers, I think the one piece of advice I would give them to build on that concept is start to learn outside of marketing. Not to discourage people from reading good marketing content and best practice content, I absolutely do, but I think there is a lot to be gained from reading more on financials. I will say probably aside from, of course, aligning with a sales team, the organization that I align with the most at a company is always the financial team. The CFO is somebody that I make my best friend very, very early on. Listen in NOW or read the entire conversation on the Heinz Marketing blog starting Mon. 2/10 at 6am PST. Sales Pipeline Radio is hosted by Matt Heinz of Heinz Marketing which is a program on the Funnel Radio Channel. ______________________________________________________________________________ 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.

In this week's episode, "How ABM is Evolving: New Best Practices and Pitfalls" I talk with Nani Shaffer, Senior Director, Demand Generation & Operations at Demandbase Demandbase is synonymous with account based marketing. They have done a ton over the years to really develop the definition of account based marketing to really set some benchmarks and drive a lot of great thought leadership around it. The concept of ABM has been around now for at least three, four plus years. Demandbase has been involved in this category now for a long time as well. In this episode, I ask Nani: How she has seen ABM evolve? What is ABM here at the beginning of 2020? Can a company's marketing be applied to any target? Do you think for companies that continue to go down this maturity curve this won't be a separate effort, that this will just evolve into the sort of table stakes of how companies market to their targets? What sales role is in driving effective ABM programs and what does it take to get a sales organization aligned with the marketing efforts to create a truly integrated ABM approach? What are some key lessons you've learned about what it takes to take this great idea and actually land it? (how does it work on Tuesday?) How do you make this not just a campaign but a culture change? What are some things you've learned that are key to making that work? And lots more! Listen in now or read the entire conversation on the Heinz Marketing blog starting Mon. 2/3 6am PST. Sales Pipeline Radio is hosted by Matt Heinz of Heinz Marketing which is a program on the Funnel Radio Channel. ______________________________________________________________________________ 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.

Jonah-kai, was the Senior Director of Marketing at TUNE, when this interview was taken. Hew is a proven leader with 15 years of experience creating content, building marketing programs and leading highly-functional teams. He is now head of marketing Algorithmia His experience encompasses Product Marketing, Online Marketing, Marketing Strategy, and Content Strategy for B2B focused companies. Follow Jonah-kai on Twitter This is a five-minute extract from the longer program: Marketing Operations 2.0: How One Company is Managing the Next Generation of Martech Stacks Join us as Jonah-kai, answers some GREAT questions: Here are just a few: How do we get better at driving campaigns that focus on target accounts? How do we get better at working regionally in accounts to focus on that? How do we get better at measuring those things so that everything we do drives around a strategy that drives performance? Where are you putting focus in building systems that can directly track marketing's effectiveness and impact on the sales pipeline? What cadence do you use to make adjustments? How often are you looking at those results? How often are you making changes to your execution? Read the transcript of this episode on the Heinz Marketing Blog ___________________________________________ Sales Pipeline Radio is hosted by Matt Heinz of Heinz Marketing which is a program on the Funnel Radio Channel. Heinz Marketing is the sponsor of Sales Pipeline Radio.

This week's episode is entitled "How to Win (and Keep Winning) Bigger Deals" and our guest is Lisa Magnuson, Founder of Top Line Sales and the author of The TOP Sales Leader Playbook: How to Win 5X Deals. ----more---- I ask Lisa in 2020, what should sales professionals be thinking about and prioritizing as they stare at the quarter in the year ahead of them? She shared one of the things that they absolutely are thinking about is that pipeline, but most importantly inside that pipeline, they're thinking about what are their biggest opportunities. Because the smart sellers know that if they identify a couple of really big accounts... I call them 5X accounts, worth about five times their average deal... if they identify a couple of those and really work them, diligently work them, they will get those in 2020 and it will be a game changer for their year. This and a lot more. Listen in NOW or read the entire conversation on the Heinz Marketing blog starting Monday, 1/27/19 at 6am PST. Sales Pipeline Radio is hosted by Matt Heinz of Heinz Marketing which is a program on the Funnel Radio Channel. ______________________________________________________________________________ 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 episode is entitled "How Your Board and Investors Think About Marketing" and our guest is Robert Pease Managing Director at the Cascade Seed Fund. ----more---- I ask Robert, as a board member, as an investor, how do you not just think about marketing, but when the company comes back and describes their marketing plan, describes how marketing is doing and how they're reporting on it, what do you as an investor want to see? What are you looking for? You'll love his message around audience message and offer. I also ask him, thinking about the life he's lived, the career he's had, the mistakes he's made....What's a piece of advice, or a lesson, or an experience you would share with others that hopefully they can learn from as well? Listen in or read the full transcript on the Heinz Marketing Blog starting 1/20/20. Sales Pipeline Radio is hosted by Matt Heinz of Heinz Marketing which is a program on the Funnel Radio Channel. ______________________________________________________________________________ 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.