Sales Pipeline Radio

In this 5-minute extract from Dave Lorenzo’s interview with Matt Heinz we learn the kernel of truth that drives a new business relationship that turns into a sale or becomes a bust. This is part of the discussion with Dave Lorenzo about his book, "The 60 Second Sale" ----more---- To hear the full interview, go here: Can a First Impression Make or Break Your Sale? Q&A with Dave Lorenzo "The 60 Second Sale is about creating a condition under which, if your best client, the person who trusted you most in the business world, had a need and you called them up, it would only take you 60 seconds to close that deal. So, if you are adding value to somebody who already trusted you, you could close a deal in 60 seconds if you met those exact conditions. The book is about creating those conditions every single time. It's about taking what everybody would think of as a one-call close environment and making the relationship the one-call close." "Another way to look at it is to take the individual moments of truth that occur throughout the day with our clients and with the evangelists who are out there recommending our services, and winning each of those individual moments of truth. So, you create an environment that is one of trust, and you make sure you're always focused on the wants and needs of your clients, and you can close a deal in 60 seconds." Listen in to hear Dave's thoughts on how to build the relationship, to create those conditions and needs. He talks about the things required to create differentiation, separation in what can be competitive markets. Check out the full transcription and recording 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 Start 2020 the WRONG Way" and I banter with our MC and friend, Paul Roberts. Football does come up (as usual), but we also talk about 2020. Don't go into the holiday period and into January 2nd without a plan, without knowing what your objectives are, without knowing what you are going to be focused on. What are you trying to achieve? What 12 months from today, does success look like? And what are the key things that are going to get you there? Know what that plan is, at least going into the storm. Knowing the storm is probably going to try to tear it to pieces, but having that plan up front, if you don't have some semblance of that, it's going to be very hard to start the year off on the right track. Listen in below for this and more. The full transcription will be on our blog starting Monday, 12/30/19. Sales Pipeline Radio is hosted by Matt Heinz of Heinz Marketing which is a program on the Funnel Radio Channel.

In this interview with Jerry Brooner, chief revenue officer for Scout RFP, host Matt Heinz discusses Brooner’s journey from investment banker to Chief Revenue Officer and his passion for learning multiple skill sets within a company. We talk about sales and marketing working together, everything from objectives to function to culture. Why it is important for executives to have worked across multiple disciplines Why all great leaders have (many) different skill sets Why sales managers should have been a marketing manager in their career How to balance growing your career There is talk about the complexity and the historical pain inherent in the RFP and sourcing opportunities The full transcript is 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 "What Do CRM and Spirituality Have in Common? A Wide-Reaching Conversation with Jon Ferrara". I asked Jon Ferrara, CEO at Nimble, what are some of the key highlights you would say are the bigger waves that have really had a big impact over the last 10 plus years, that are impacting successful sellers today? ----more---- His reply: I think the more digital we get, the more human we need to be. And especially in this day and age of being over-connected and over-communicated where I don't even want to tell you the number of unread emails that I have in my inbox, more and more salespeople are turning to technology to try to bombard their customers in getting them to have a conversation. I think that the more human you are, the more you'll stand out and that ultimately people buy from people they like, know and trust, and so you have to build relationships to drive results. We also got talking about CRM's. Our host and MC, Paul Roberts, said this of Jon: I have never heard such a succinct, interesting historical take on CRM and I never heard anybody say, what I've always thought that really, for most people, it's just customer reporting. They just want you to report who you called. It's not about building relationships and I think that's the key difference here. Listen in to hear the connection to spirituality and about how to adequately think about technology as a system as well as the story and the relationships behind it. We also talk a little about the old world social sell and much more. Jon graciously offered a gift! if you try Nimble use the code Jon40, When you sign up it'll save you 40% off the first three months. Listen in and/or read the full transcript on the Heinz Marketing blog starting Mon. 12/16/19 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.

Anil Kaul, CEO at AbsolutData joined host Matt Heinz for an in-depth talk about artificial intelligence. The three things he expects from AI are : Sensing the meaning behind data Understand text The ability to recommend complex decisions. ----more---- ".... we went from using data quite literally and quite directly to now using information to make conjectures and to create new experiences for customers. I think maybe five years ago, the big buzzword in B2B was maybe "social selling," "social media." A couple of years later "account-based marketing" and then we start talking about AI and I think there has been a lot of interest in artificial intelligence, a lot of discussions. I think inevitably that initial frothing turns into, "Well what exactly is it and how do we use it?" And AbsoluteData really have been at the forefront of this. Listen as Anil talks about what AI means to him and about some of the practical applications that can help more marketers or more business leaders wrap their heads around how to leverage it. Read the full transcription 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.

In "From Process to Profits: How Systems Will Increase Your Sales", I'm talking about sales strategy with Bethany Fagan, CMO at PandaDoc. Full disclosure, I am a PandaDoc customer and a very happy one. I wanted to have her on to talk about templates as part of the sales process. Sometimes things like templates can be perceived as perhaps less exciting parts of the process. It's not as exciting as the creative. It's not as exciting as let's go make more dials or figuring out how to get reps to engage with our prospects, to engage with our reps. But process and systems are the backbone of successful, predictable, scalable sales organizations. We talk about what PandaDoc has seen on this and how important process and templates are. This and a lot more! Listen in and/or read the full transcript on our blog starting Mon. 12/02/19 6am PST.

This show is all about taking an idea into execution from the individual pieces, people and departments. From vision to results How to decide if a campaign is even possible Listen in as Matt talks with our own Josh Baez, Engagement Manager at Heinz Marketing in an episode called, "You Can’t Execute Anything from a PPT Deck – Josh Baez and Matt Heinz Podcast". This is Josh's third appearance on Sales Pipeline radio, and just like SNL, Matt says he will get a special jacket when he hits five appearances. Josh is a plant dad. He is a Death Cab for Cutie super fan. Matt and Josh talk about how to take things from strategy into execution, doing it the right way, and taking the time to think through all the details. They also touch upon sales and marketing collaboration. This and a lot more! ___________________________________________ 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 "This Man Can Pitch Anything! Now, See How He's Flipped the Script..." a great conversation with Oren Klaff, who is the Managing Director at Intersection Capital and Bestselling Author of Pitch Anything and FLIP THE SCRIPT. Some people ask "How do you sell a commodity and really differentiate and even charge a higher price?" Well, it's not necessarily in that case about the commodity, it's about what people are going to do with it. I ask Oren to share his best practices for taking something that might feel like it doesn't have a lot of competitive differentiation and how to still get that sold at a premium. He talks (among other things) about the idea of getting people to believe in what you're trying to say, getting them to think that that is their idea and getting them to believe that there is something that's worth changing, something worth doing is a very, very powerful concept. Of course we talk about his most recent book and also what he is seeing in the marketplace, with his clients and business that that made this the next topic to write about. Listen in and/or read the full transcript on our blog starting Mon. 11/25/19 at 6am PST.

This week's episode is entitled "Incremental vs Exponential Thinking: Why It Matters & How to Do It". It's just me and our MC and producer, Paul Roberts of OC Talk Radio. Find out what wave machines and authors Hemingway and Chandler have to do with anything. The topic today I've been thinking a lot about is this difference between incremental and exponential thinking and what that difference is, what it means, why it's important. Sales and marketing folks talk a lot about small tactical problems that provide incremental change, but... ...We're not always taking the time to step back and think about the monumental changes that may be in front of us that if we could think more strategically about those, we might be able to move forward more efficiently. Among other things, we also tackle the notion of a world without email. If we assume email is no longer a channel, how would we think about other channels? How would we think about other means of communicating? If we could envision a world where something is no longer true, does that help us think not just incrementally but exponentially? And it's not to say that email is going away. Listen in and/or read the full transcript on our blog starting Mon. 11/18 at 6am PST.

This week's episode is entitled "Lessons on ABM from Inside the Trenches: Fine-Tune Your Strategy for 2020". We talk with Edward Roberts, Senior Director of Product Marketing at Distil Networks. We are really focusing today on ABM, account based marketing and all the things required in terms of elevating the game of the marketing team, but also changing the culture between sales and marketing to make that work. Edward answers these questions below and a lot more: Why ABM? How did ABM became a priority for Distil? How did those conversations get started and where did you make the decision to lean in? What did it take to get the program off the ground? Was your CMO involved? Was the leadership of the company prioritizing this? What were some of the initial expectations and catalysts to making this a priority? How are you looking at evolving and growing the account based work into 2020? What are some of the bigger opportunities you see and what are some of the obstacles you see that might be something you want to keep keep in mind to try to navigate through over the next 12 to 14 months? Listen in now and/or read the full transcript on our blog starting Mon. 11/11 6am PST.

This week's episode is entitled "How Sales, Marketing and Customer Success Can REALLY Co-Exist". We talk with Kevin Knieriem, Chief Revenue Officer at Clari Thanks to our sponsor, Intercom.com! Intercom wants more of the nice people visiting your website to give you money. So they took “that little chat bubble in the corner of a website” and packed it with automatic meeting booking, data capture on leads, conversational bots—and more! Intercom user Elegant Themes added Intercom to their site, and now convert 25% of leads through live chat. Go to Intercom.com/deals. I think one of the biggest challenges we've seen is the silos that exists between sales and marketing. I ask Kevin how he sees some of the leading companies addressing that. And, how is he seeing them overcome that and actually create stronger bonds and cohesion between sales and marketing. We also talk about how he's starting to create an 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 oftentimes be good strategic alignment between sales and marketing and really bringing that 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 that 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? This and a lot more! Listen in or read the full transcript on our blog starting Mon. 11/04/19 6am PST.

Jon Miller, CEO and Co-Founder of Engagio is interviewed by host Matt Heinz on the subject of the culture changes necessary to make ABM work. Don’t be surprised to hear how much of the responsibility is on marketing. Culture is a big part of making ABM work internally. How do you encourage people to make the right internal moves to be successful with ABM? This isn’t all-or-nothing, right? How does ABM integrate with other key marketing priorities moving forward? One of my biggest concerns with the term ABM is the “marketing” part of it, but “everything” feels too broad. How do you think about that? About our guest: Jon Miller Jon is a marketing entrepreneur and thought leader. He is currently the CEO and Co-Founder of Engagio, an account-centric platform to orchestrate and measure Account Based Marketing and Sales Development efforts at named accounts. Previously, Jon was a co-founder at Marketo (Nasdaq:MKTO), a leader in marketing automation. Marketing technology innovator, with previous leadership roles at Epiphany and Xchange, plus board/advisory roles at Scripted, Newscred, and Optimizely. ___________________________________________ 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.

Today we're honored to talk with Lindsay Pedersen, Owner at Ironclad Brand Strategy and best selling author of "Forging An Ironclad Brand: A Leader's Guide" "Today the most scarce resource that most of us have is attention. Any tool that can break through or can harness attention, whether it's a song, or a brand name, or an image, is truly a multiplier." According to Lindsay, "There's a distinction that's probably worth making that brand strategy is simply the definition of who you are and what is the promise you bring. So what's the stake in the ground? Why should your customer part with their hard-earned money, or time, or attention for you? So it's really the definition of the value you bring and brand marketing and the tactics for brand marketing and brand awareness building which belong in the bucket of marketing and those can be kind of in conflict, some might say, with your term "lead generation". Brand strategy is agnostic of tactics, just like your mission is agnostic of tactics, so related but distinct as well, right? So whether it's B2B or B2C being very precise about what is the value you bring your customer is worthwhile, regardless of what kind of company you are and regardless of what stage company you are. If you're a startup and you have a small marketing budget and a small innovation budget, you probably stand to gain even more from focus-- brand strategy is simply a tool for focus. So it's not less useful, it arguably is more useful as long as you're serving human beings who have scarce attention, it's going to be really welcome to have a focus." This and a lot more! Listen in or read the full transcript on the Heinz Marketing blog starting Mon. 10/21 at 6am PST.

In this episode entitled "Selling Across Channels and Industries: Hitting Your Number No Matter the Conditions", We're talking to Todd Rychecky. He's the Vice President of America sales for Opengear. We talk about keys to developing a successful reseller strategy and talk a little bit about what it takes to build a team and getting that channel up and running. Part of the keys to success for those building out a channel program is really effective communication and coordination between yourself and between the channels. We talk about what that requires from a marketing perspective as well. For organizations used to having more direct control over the sales organization, you lose a little control with the channel side, which makes communication and messaging that much more important. He shares some keys to make sure that runs smoothly... this and a lot more! The full transcript will be on the Heinz Marketing blog starting Mon. 10/07 at 6am PST. Thanks to our sponsor, Intercom.com! Intercom wants more of the nice people visiting your website to give you money. So they took “that little chat bubble in the corner of a website” and packed it with automatic meeting booking, data capture on leads, conversational bots—and more! Intercom user Elegant Themes added Intercom to their site, and now convert 25% of leads through live chat. Go to Intercom.com/deals to jump on customer intent in the moment. Then see everything else Intercom can do. ___________________________________________ 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.

Jocelyn talks about customer evangelism and lessons learned from Eloqua that she is applying today. Having spent more than 18 years in the B2B and SaaS spaces, Jocelyn brings extensive experience building and managing high-performing customer success teams that drive recurring revenue and value, and develop life-long customers. Most recently she spent 9 years at Eloqua in customer success and global market readiness roles. Our Guest, as SVP of Customer Success at Allocadia, Jocelyn Brown is dedicated to helping Allocadia’s customers achieve the highest levels of Marketing Performance Management and maximize the business value of their investments. In her role, she guides customers through their continued growth and progression through the stages of budgeting, planning and performance excellence, and elevates their experience throughout the journey. This show discusses: What happens when you have to earn the customer business every day The economics of the SaaS business when customers lead marketing When the (continuing) customer is the center of the business model Why the customer is always in the “room” at her company When marketing is led by the voice of the customer How her experience at Eloqua has guided her philosophy Jocelyn Brown SVP, Customers & Revenue Linkedin Twitter As SVP, Customers, and Revenue, Jocelyn Brown is dedicated to helping Allocadia’s customers achieve the highest levels of Marketing Performance Management and maximize the business value of their investments. In her role, she oversees marketing, sales, partner and customer success teams to provide an exceptional customer experience. Her teams provide a seamless and value-driven experience to every customer, from initial interest through their continued growth, to best support their progression through the stages of budgeting, planning and performance excellence. Having spent more than 17 years in the B2B and SaaS spaces, Jocelyn brings extensive experience building and managing high-performing customer success teams that drive recurring revenue and value, and develop life-long customers. Most recently she spent 9 years at Eloqua in customer success and global market readiness roles. Read the transcription 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.

Thanks to our sponsor, Intercom.com! Intercom wants more of the nice people visiting your website to give you money. So they took “that little chat bubble in the corner of a website” and packed it with automatic meeting booking, data capture on leads, conversational bots—and more! Intercom user Elegant Themes added Intercom to their site, and now convert 25% of leads through live chat. Go to Intercom.com/deals to jump on customer intent in the moment. Then see everything else Intercom can do. Listen in as I talk with our own Josh Baez, Engagement Manager at Heinz Marketing in an episode called, "From Great Ideas to Complex Execution: Taking ABM from 10,000 feet to the Ground Level". Josh is a plant dad. He is a Death Cab for Cutie super fan. We talk about how to take things from strategy into execution. We talk about doing it the right way, taking the time to think through all the details. And we also touch on sales and marketing collaboration.. this and a lot more! 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.

So many topics were covered in this episode - some could be career or future changing for listeners. In this episode, Matt talks with Guidant Financial CEO David Nilssen. They discuss his entrepreneurial journey and an important moment in time when he knew he had to pivot to a new business. ----more---- Nilssen describes how his aversion to being sold changed his model for selling Why “cold calling” wasn’t an option for his business How he moved from a monthly to a quarterly dashboard for planning How he created “Inbound” lead generation tactics that fill his pipeline How they created good relevant, credible content Nilssen talked about The Pivot which is a process, a moment in time when it is suddenly clear that the time has come to PIVOT to a new business model The PIVOT can be from one business to another The PIVOT can be from one career or job to another How to analyze the business gap Thanks to our sponsor, Intercom.com! Intercom wants more of the nice people visiting your website to give you money. So they took “that little chat bubble in the corner of a website” and packed it with automatic meeting booking, data capture on leads, conversational bots—and more! Intercom user Elegant Themes added Intercom to their site, and now convert 25% of leads through live chat. Go to Intercom.com/deals to jump on customer intent in the moment. Then see everything else Intercom can do. A taste of the specific topic of the Pivot is here: Matt: That’s fantastic. One thing that stood out to me in that conversation is something I know a lot of people face, either in their businesses or in their career, and it’s the idea of a pivot, right? The idea that you see an opportunity and sometimes you move from what you were doing to something different. I think in hindsight those successful pivots always look like a slam dunk. In the moment, they’re not always a clear cut choice. Could you talk a little bit about that moment of making that pivot, and sort of what you had to go through just sort of mentally to do that? And I’m thinking about that not just for those that might be entrepreneurs, or are thinking about stepping out on their own, but people that are looking at their own even sales and marketing careers and facing an opportunity that isn’t certain, that it sometimes is scary. David: Yeah. I always love how we talk about it as a moment of time. There’s this moment where you pivoted and everything changed. The reality is, when I talk about the fact that our business shifted, that was a five-year process. So it’s something that you start to see, hey, this doesn’t really connect for me, and I’m wondering if this is the right path for us. And then over time what we saw is that we were investing more and more time and energy in the small business component of our operation. And less and less in the alternative asset. So you start to see these resource conflicts that came up within the business, those that were working on the real estate side were concerned that maybe they weren’t getting the time and attention. And so eventually we divested it. We sold that portion of the business to a company who wanted to continue to grow and expand in that area, and that was ultimately best for our customers best for our team members on that side. And it would give the remaining organization a chance to focus in on who they really wanted to serve, and who we wanted to be long term. I’d like to say that it was a moment in time, but the reality is it was a long, painful decision because you’re talking about people, your clients, your employees. And as entrepreneurs, you have this sort of emotional attachment to this thing that you’re building. So, not easy. Matt: No, not easy at all. And I think we could probably spend the whole show talking on the concept of the pivot as a process. Which I think is something that a lot of people that have been through that, both successfully and unsuccessfully can talk about. But I want to cover today, and we talked before, as we sort of talked about all the different topics we could cover in this conversation. I want to talk about the sales and marketing engine you have built. As a lot of people, you start the business, you start to figure out what are people looking for? What does our sales process look like? And as you’ve grown the business successfully over the last 16 years, you really have developed an engine for growth of the not only supporting your growth goals but also you’re doing it without making cold calls. You’re doing it without having to do a lot of complicated, and sometimes just frustrating outbound selling efforts. So I wanted to talk a little bit about sort of how you came to that process, and how you’ve been able to sort of systematizing and scale that. You'll need to listen to the full episode to get the full benefit of David's experience and success. ___________________________________________ Sales Pipeline Radio is hosted by Matt Heinz of Heinz Marketing which is a program on th

What does insight driven messaging look like for sales? Like a whole lot more deals, fast. Jump on high intent leads in the moment with Intercom, the business messenger that extends the reach of your team 24/7. Intercom creates more opportunities for you by booking meetings and collecting data from leads automatically. Take Intercom user Elegant Themes. They now convert 25% of leads through Intercom's messenger. Deals don't wait. Get them with Intercom. Go to intercom.com/deals Daniil Krets, Account Development Rep at Skilljar has been successfully in the trenches developing new business. We cover a lot of great points. Here are just a few. I ask him about the evolution of sales for SaaS companies and the evolution of the BDR, the ADR role and he shares what he's seen. ----more---- What's important in this role is actually being consistent and persistent. You need to have well-designed processes. You need to know your workflows while you need to consistently analyze what's works fast and make sure it's a part of your routine. I ask him what makes a good sales development leader and get his perspective on what would be valuable to get from marketing. I asked him what things in a typical day, typical week keep one from actively selling, that keep one from spending time with prospects. He shares what are some of the biggest culprits and his recommendations for how to minimize some of those distractions to help SDRs spend more time actively selling. Plus... a lot more! Listen in now. You can read the full transcript on the Heinz Marketing Blog starting 9/16/19 at 6am PST search "Danill Krets". 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 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 right now. Because I feel like every company we're working with is looking at entire sales reps, of looking to hire inside sales, BDR reps. It continues to be a hot market, and the right candidates, the best candidates continue to be elusive, I would say. Listen in to get his take on the hiring environment right now in the market and a lot more! ----more---- Sales teams, is your website helping you turn prospects into customers? Because Intercom thinks it should be . Intercom makes that little chat bubble in the corner of a website. That’s their Messenger. But it’s so much more than that. The Intercom Messenger is designed for businesses to jump on customer intent in the moment . It connects you when you’re there, or automatically books meetings and captures data on leads when you’re away. You’ll sell more, more efficiently. Like Intercom user Elegant Themes. They added the Intercom Messenger to their site, and now convert twenty-five percent of their leads to paid subscriptions through live chat. Just having the Messenger sparked valuable customer conversations that Elegant Themes might not have had otherwise. That’s Intercom’s whole deal—connecting you to customers. While they’re on your website. With timely, personal insights. Because when customers have a great experience, it’s great for business, too. Help your website help you land more customers. Then see everything else Intercom can do. Go to intercom.com/deals today.

Huge thanks to our sponsor! What does insight-driven messaging look like for sales? Like a whole lot more deals. Fast. Jump on high intent leads in the moment with Intercom, the business messenger that extends the reach of your team 24/7. Intercom creates more opportunities for you by booking meetings and collecting data from leads automatically. Take Intercom user elegant themes. They now convert 25% of leads through Intercom's messenger. Deals don't wait. Get them with Intercom. Go to intercom.com/deals Our guest is Natalie Severino, VP of Marketing at Chorus.ai. Among other things, I asked Natalie, over the course of the last few years, what have you seen as the evolution of the balance of those roles [Marcom, product marketing, demand gen, sales development], especially in a startup organization? How do you balance the need for good product marketing and effective clear marketing communications with sort of the continual drumbeat of we need more leads, we need more pipeline? How do you balance all that? ----more---- And we of course talk about the concept of conversation intelligence. Check out her advice to sales leaders, to male colleagues and peers in sales organizations, what to listen for, what to look for, how to be better partners in supporting women in sales, not just those women that are in sales today, but increasing their number and prominence and value. This and a lot more! Check out the full transcription starting 9/2/19 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.

Trish Bertuzzi, President & Chief Strategist is Matt Heinz's guest as they discuss the status of inside and outside sales careers and why today's buyers prefer working with inside salespeople. ----more---- About our Guest Trish Bertuzzi Novelist Jonathan Franzen said, "One-half of a passion is an obsession, the other half is love." With that in mind, ask anyone who's met Trish and they'll tell you - she is passionate about inside sales. Trish often remarks how lucky she is to work with an amazing team at The Bridge Group, helping sales and marketing leaders make the big decisions: on implementation strategy, performance improvement process, supporting technology, and metrics and measurement. Over the last two decades, Trish has promoted inside sales as a community, profession, and engine for revenue growth. In the process, The Bridge Group has worked with over 200 B2B technology clients to build, expand, and optimize their inside sales efforts. Through a combination of hard work and timing, Trish and her team's research and ideas have been featured on Inc.com, in Forbes, by associations like SLMA and AA-ISP, and across more than 68 sites in the sales and marketing world. Author of the #1 Amazon bestseller: The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales What does insight-driven messaging look like for Sales? Like a whole lot more deals. Fast. Jump on high intent leads in the moment with Intercom: the business Messenger that extends the reach of your team, twenty-four seven. Intercom creates more opportunities for you by booking meetings and collecting data from leads— automatically. Take Intercom user Elegant Themes. They now convert twenty-five percent of leads through Intercom’s Messenger. Deals don’t wait. Get them with Intercom. Go to Intercom.com/deals.

We were thrilled this last time to talk to Dan Englander, in an episode called, "The Death & Bright Future of Marketing Agencies" Big, huge thanks to our sponsor, Intercom.com ----more---- What does insight-driven messaging look like for sales? Like a whole lot more deals fast. Jump on high-intent leads in the moment with Intercom, the business messenger that extends the reach of your team 24/7. Intercom creates more opportunities for you by booking meetings and collecting data from leads automatically. Take Intercom user, Elegant Themes. They now convert 25% of leads through Intercom's Messenger. Deals don't wait. Get them with Intercom. Go to intercom.com/deals. 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 any organizations to still have that even those large businesses like maybe CPG Brands that require that 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 starting Mon. 8/26/19.

Listen in for another great episode, this time with Raviv Turner, CEO at CaliberMind. In addition to being the Co-Founder & CEO of CaliberMind, Raviv is also an angel investor and mentor at Techstars and a regular speaker at marketing & AI events. ----more---- We're talking about how he sees a disconnect between Demand (buyers) & Ops (users) of data & analytics platform. For a full transcript, go to the Heinz Marketing blog. Some highlights: Your data strategy is your B2B growth strategy (quick overview of the paper) Without a clear and concise data-driven marketing strategy, B2B marketers lack the ability to effectively acquire, organize, analyze and translate customer information into actionable insights. But what does an effective B2B data-driven marketing strategy look like? Understanding what needs to be accomplished is the first step in developing an effective data-driven marketing strategy. For B2B data-driven marketers, a top priority is basing more decisions on data analysis. Most Critical Challenges? Integrating data across platforms and enriching data quality and completeness are the most critical challenges to achieving data-driven marketing success Marketing data is a marketing problem! Not devs, not IT - 100% marketing But data is hard, data is not sexy - so marketing is pushing it out - over 90% of B2B marketers outsourcing all or part of data tasks (Ascend2) But high performing marketers are doing the opposite, they license data and analytics tools and train their team to bring data capabilities in house Most of the reasons why marketing can't prove value and impact are data-related, yet we prefer to outsource this - lead qualification, ICP score, account scoring, lead routing are all data problems before they are marketing problems. To be successful with ABM you need - Data, Account Planning, Content, Execution, and Measurement - yes ABM is a data challenge, not a media challenge... No wonder that marketing and sales ops are spending more than 80% of their time in spreadsheet hell on marketing data wrangling, exporting/ importing, lookups in Excel whatnot There is a disconnect between the C/VPs and Ops inside the marketing org - Demand looks at pipeline sourced/ influenced/ ops created - but Ops don't give a hoot about it, they care about operational efficiency, workflow automation, the data integrity - they want to get out of spreadsheet, but guess what? - most ops don't have the budget to solve this problem, the biggest budget is demand and that budget mostly goes to programs, not to data and analytics - but guess what? Without data and analytics, you can't measure programs, you can't multi-touch attribution, you can't track engagement and orchestrate demand between channels..so that's changing, according to Gartner for the first time in 2018 analytics is the biggest spend in Marketing, more than social, more than content - why? Because without data and analytics we are going to see marketers continue to lose their jobs and go home

Jill Konrath joins Matt Heinz to talk about her latest book, More Sales, Less Time. She also discusses her famous line: Sell Like A Girl. Jill Konrath’s career is defined by her relentless search for fresh strategies that actually work in today’s sales world. ----more---- Listen in to hear how someone with a Bachelors in Education ended up getting into sales, let alone becoming a keynote speaker in one of the world's preeminent sales offices. Jill shares some great insights including the inspiration behind her books. "It starts with a problem. It always starts with a problem and in every case and every book I've written it started with a problem that I faced. And when I face it initially, I get really discouraged and I bat my head against the wall and say, oh I'm so stupid. I can't figure it out and then I finally realize that it's not just my problem, but other people are struggling with that issue, too. And then I go to work and it becomes like a puzzle to me and how to solve it. So, I actually dig in and wrestle with the material myself til I can figure out what works today. And then, again I guess because I do come from teaching roots it's real important for me to make it easy for people to understand. PEOPLE ARE BUSY! "When people are this busy, you have to fundamentally shift how you do things in order to peak your curiosity, make them stop and listen and actually then respond to you and say, hey I'm interested in learning more." STRIVE FOR MAXIMUM IMPACT: "One thing I always try to stress with people is that they really need to stop and think about what they're doing and they need to strive for maximum impact in every single customer interaction and that customer interaction may be a 20 second email message. Maybe a 60 word ... or 20 second phone message, a 60 word email message, you know, but what can you do to have the maximum impact and I think way too many people in sales just say, make more, do more, send more, have more meetings. But, to me the smartest thing to do is ensure that every single interaction provides some value and moves you toward things" Keep listening to hear Jill's perspective about women in sales and a lot more! Read the entire transcription on the Heinz Marketing Blog

We are very excited to have with us Mark Nardone, Executive Vice President at PAN Communications. At Heinz Marketing we were honored to partner with PAN Communications on their well known and regarded annual Content Fitness Report. Mark will talk a little bit about where the report came from and discuss key highlights. ----more---- The Content Fitness Report contains insights that have the potential to influence decision-making and strategy for marketers across the industry. This year’s survey touched on topics like content integration and executive thought leadership – areas that have continued to influence customers and prospects for both of our agencies. I’m excited I was able to collaborate with PAN as they celebrate six years of delivering consistent, impactful content marketing insights. Get the free 2019 content Fitness Report HERE. Read more about Mark here. The full transcription of this episode will be our blog starting Monday, 8/5/19 6am PST.

You can also read the transcript (and listen to this episode) on the Heinz Marketing Blog Listen in on a great discussion about Integrated Marketing. Joe believes marketing (and economics) are about the audience and never about you. Find out how a Government Major ended up in B2B Marketing and if he cares about events like Webinar World making money or not. ----more---- Listen to the end to learn who has inspired and influenced Joe in his marketing career. As CMO, Joe Hyland is responsible for driving the global marketing, communication and brand strategy for ON24. He has over a decade of experience creating and marketing innovative products in the enterprise and SaaS software markets. Before joining ON24, Hyland was the CMO at Taulia, the SaaS market-leading financial supply chain company. He holds a Bachelor’s degree from Dartmouth College.

This week our own Josh Baez, Marketing Engagement Manager at Heinz Marketing joins us in an episode called, "The Power and Pitfalls of Commercial Insights" We talk about (among other things): ----more---- The importance of research and commercial insights in the market today and some best practices and related pitfalls What goes into creating good research (valid research that can stand up) Statistical significance Creation of content Promotion of content When you get it done, what do you do with it to get the most out of it and to have the best impact on your business Context Curiosity Read the full transcription 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.

We were thrilled this last time to talk to Jerry Brooner, chief revenue officer for Scout RFP, in an episode called, "From Investment Banker to CRO: Lessons about Career Pivots and Managing Pipelines". We talk about sales and marketing working together, everything from objectives to function to culture. We also talk about the complexity and the historical pain inherent in the RFP and sourcing opportunities as well as how to balance growing in your career, giving back.... and more! The full transcript will be on the Heinz Marketing Blog starting 7/29/19 at 6am PT.

Listen in when we'll discuss The Power of Storytelling in B2B Marketing. Host Matt Heinz talks with Lauren Patrick about: ----more---- How Terminus led the charge into ABM Why storytelling is an important function of branding for startups Why aligning content to every stage of the customer journey is so important Why Customers don’t care about you until you care about them Defining a Revenue Focused Marketer Why people want to hear stories they care about Lauren Patrick, Storyteller at Terminus. Lauren Patrick is the Storyteller at Terminus, and Editor at PrettySouthern.com. She was employee #12 at Terminus, the leader of the account-based marketing (ABM) movement. Lauren joined the company in 2015 right after they raised their seed round. Today, the company has more than 120 employees, 400 customers, and rapidly growing. Lauren is a graduate of the University of Georgia's Grady College of Journalism & Mass Communication and she discovered her passion for niche marketing during her time as editor of UGA's newspaper, The Red & Black. Before coming into the digital world, she worked for print publications Gwinnett Daily Post, Jezebel Magazine, AutoTrader.com, plus managing the Services category for RaceTrac Convenience Stores.

Our guest is Henry Schuck, co-founder, and CEO of DiscoverOrg, the leading sales, and marketing intelligence platform. Under Henry's leadership, DiscoverOrg continues its exponential growth path. ----more---- What to expect: Journey to 24k Demos/Year from the SDR team: Implemented new hiring methods Created new inbound/outbound team structure Better aligned SDR team w/ Marketing Invested in new Marketing leadership The tech stack: Highest quality data available remained the foundation SDR incentives: competitions, awards, clear career path Created a culture of “No politics. No B.S. No a-holes ”Challenged SDRs to become 1% better each day Bring Finance team in as an accountability partner Metrics: What we look for from inbound and outbound teams Henry’s involvement: from “When it’s bad” to “When it can get better” Personal attention, mentorship, and encouragement are all key to keeping the team on track Encourages the rest of the team to stay accountable, hold one another accountable Why being paranoid when it’s good….is good Need to ensure repeatability of excellence The results: 24,000 demos booked in a single year About Henry Schuck: Henry Schuck is a leading entrepreneur in sales intelligence and lead generation. Having founded DiscoverOrg in 2007 when he was 23, he has led the company on a rapid growth path including funding investments from the likes of TA Associates, Goldman Sachs BDC, FiveW Capital, and NXT Capital. Under Henry’s leadership, DiscoverOrg built the industry’s most accurate, highest-quality contact database, through a mix of technology and a team of live researchers who continually call into thousands of IT, marketing, HR, and finance departments. DiscoverOrg was recognized for the quality of its datasets with both a Stevie® and a CODIE award. It was also named a Leader and ranked Number One in customer service by G2 Crowd. Before founding DiscoverOrg, Henry managed marketing and research at iProfile leading the company to a successful private equity sale. He is a cum laude graduate of the University of Nevada, Las Vegas where he was selected in 2013 as the Honors College Alumni of the Year. He also holds a Juris Doctorate degree cum laude from The Ohio State University Moritz College of Law and has studied comparative law at Oxford University. He is a licensed attorney in Washington and Nevada.

This time we have one of the most famous, one of the most, in my perspective, inspirational sales authors, speakers in the circuit today, Mike Weinberg, who is the author of New Sales Simplified and the new book Sales Truth. I'm calling this one Sales Truth: Blunt, No Nonsense Advice from Mike Weinberg ----more---- One of the things I've always really appreciated about his content and approach is that it is no-nonsense. It is no spin. It is direct to the truth. Plus, we talk some sports too! Listen in now and/or read the full transcript on our blog starting Monday, 7/8 at 6 am pst. I keep reading ...everything in sales has changed and that nothing that used to work still works today. That's the furthest thing from the truth I can imagine.

Maureen Ezekwugo, Executive Vice President of Doctor Community and RealSelf. is interviewed by host Matt Heinz. Get pointers on how to take your sales career to the next level. Points to include: ----more---- Where to start if you want to take your sales career to the next level Four traits or skills needed to make it in sales management. How to position yourself for the next opportunity to advance your sales career. If you don't know Maureen yet, here's a bit about her: Entrepreneurial senior sales management and operations leader with a record of achievement and demonstrated success driving customer acquisition and multimillion-dollar sales growth in an inside sales and call center.

Can You Predict Your Next Customer? Exploring the Intersection Between AI & ABM Host Matt Heinz interviews MRP CEO Kevin Cunningham and they discuss the results that an enterprise-class account-based marketing platform can bring a company’s pipeline and revenue. They talk about: ----more---- How to leverage predictive analytics (PA) and AI to help companies better understand their target markets Why PA and AI have allowed marketing to scale an entire target market The value of AI which can look at a lot more data than has been possible in the past Why the PA and AI combination shortens the whole process of getting prospects into the pipeline How PA and AI find the right buyers at the right time Why Predictive and ABM go hand in hand Why AI is table stakes Intent versus Predictive as a data source Why Predictive improves the effectiveness of targeting ability Why ABM powered by Predictive Analytics impacts sales About Kevin Cunningham CEO, President & Co-Founder of MRP Kevin co-founded MRP in 2002. After years of successful growth in the US market, Kevin led the First Derivatives, PLC acquisition of MRP in 2008. In addition to his role as CEO, Kevin serves on the board of Executive Management for First Derivatives. Since 2007, he has also served on the Board of Trustees of Settlement Music School, the largest community school of the arts in the United States. Prior to founding MRP, Kevin held several sales and consulting positions with technology companies now owned by Infor and Oracle, and began his career with PriceWaterhouseCoopers. He has a bachelor’s degree in accounting from the University of Delaware and earned his CPA license. Kevin enjoys music, cycling and traveling. About MRP Founded as a company focused on providing net new sales opportunities for marketing and sales teams, MRP has evolved into a leading global predictive intelligence organization, combining cutting-edge predictive analytics with a full suite of account-based marketing services to acquire new customers, faster. Alongside Kx , MRP is a division of First Derivatives plc. As a global technology provider with over 20 years of experience working with some of the world’s largest institutions, Kx technology delivers the best possible performance and flexibility for high-volume, data-intensive analytics, and applications across multiple industries, and is the driving force behind MRP Prelytix.

Listen in as I to talk to Ryan Luckin, VP of Marketing at LevelTen Energy in this episode called, "Balancing Brand and Demand: How to Drive Short and Long Term Marketing Objectives" ----more---- After some fun sports talk ... we talk about balance between brand and demand ... about the intersection of brand and demand and how important, I think brand has always been quite frankly, the driving of demand. But now more and more markers, more and more companies, are realizing that that needs to be a defined and measured and a prominent part of their marketing mix. I ask Ryan, at LevelTen now for almost two years, how they are thinking about that balance that is investing in the brand but also feeding a sales organization and driving some revenue responsibility? Ryan says "Let's really focus on the demand generation but the brand (and I'm using air quotes, realizing nobody can see it). The brand has to be a bi-product of that. So what does it look like? What are the messages you're actually saying? And how are you saying them?" Listen in for these answers and a lot more! The full transcript and recording will be on the Heinz Marketing blog starting 6/24/19 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.

Talking today with Kris Rudeegraap, CEO of Sendoso, a fast-growing MarTech company that really helps create better customer experiences and is improving communication and getting attention from your target prospects. ----more---- We talk about the idea of personalization at scale. And personalization at scale doesn't mean you're doing everything in an automated way. Sometimes it simply means you have a system and a process to allow you to more efficiently personalize what you're doing, and it makes a difference. I think when you've got a set of target accounts, the question you need to ask isn't how much does it cost. The question more is "what is it worth?", "what is it worth to maybe not necessarily just spend more money, but also spend a little extra time creating something special?". And I think that's part of why I think creating a systematic way to really make a mark and stand out is so popular right now. Sometimes it's not just about getting the demo or getting you to come to our webinar. Sometimes it's creating a unique experience that is memorable. Listen in now for this and a lot more. Read the full transcript on the Heinz Marketing Blog starting Mon. 6/17/19.

Listen in to hear the latest research and insights from SiriusDecisions Summit 2019 from Chief Sales Officer, Strategies at SiriusDecisions, Phil Harrell. You can read the full transcript on the Heinz Marketing blog starting Mon. 6/3 at 6 am PST. We talk about the theme of Together... strategically it sounds like a great idea. Operationally, not always so easy. I ask Phil to talk about that difference a little bit. ----more---- When we think about sales and marketing and even customer success in a lifetime journey perspective... when you have sales and marketing working together, it's fine to say we have the same objectives but then you have to figure out what does that look like on Tuesday? How do you bridge that gap? This and a lot more...

Manny Medina, CEO at Outreach SaaS joins us to discuss: Mistakes Sales Operations Make and how to trust your tales team with technology. He's the CEO and founder of Outreach, a fantastic sales enablement and sales engagement and acceleration platform. We have a great discussion... at one point I tell Manny, "You're opening up the kimono a little bit, things that not everyone thinks about or has to experience but I appreciate you sharing..." You'll love Manny's answer to this question: "What should companies be looking for? What should sales leaders be looking for in platforms to ensure they're getting results and ensure that it's additive to their productivity versus negative?" You'll also hear what he thinks is one of the most common mistakes he sees sales operations teams make. And, listen to the end to hear some great examples about a couple of their core values: Grit and Diversity. More about our guest: Manny co-founded Outreach in 2014 and now serves as CEO. Prior to Outreach, Manny was employee number three on Amazon’s AWS team and led the Microsoft mobile division from launch to $50M in annual revenue. He holds an MBA from Harvard and a Masters in Computer Science from the University of Pennsylvania. Manny is a model of vulnerable and transparent leadership to his employees, from his heartfelt weekly email to his employees, to the traditional Friday get-together where the whole company shares their highs and lows of the week. He is a proponent of saving the planet by consuming less and purchasing second-hand whenever possible (he might be the only CEO to take the stage at industry events in shirts purchased from Goodwill). Manny grew up in Ecuador and now lives with his wife and three children in Seattle.

Our guest is John Hall, author of Top of Mind and Co-founder and CEO of Influence & Company. Business is never “just” business. It’s always about relationships. It’s always about a human connection. When you’re viewed as a valuable, trustworthy partner, the opportunities are endless. Position yourself for success by establishing and developing content-driven relationships that keep you and your brand Top of Mind. This will be a great conversation for you to walk away with tips and nuggets. Join us. Influence & Co., is a company focused on helping brands and individuals extract and leverage their expertise to create, publish, and distribute content to gain influence, visibility, and credibility with their key audiences. In less than three years, John has grown Influence & Co. into one of the largest providers of high-quality expert content to the world’s top publications, ranking No. 72 on Forbes’ “Most Promising Companies in America” list and named Empact’s “Best Marketing and Advertising Company of 2014” at the United Nations. John has a weekly column for Forbes and Inc. and has contributed to more than 50 publications, including Business Insider, The Washington Post, and Harvard Business Review. He is the author of the best-selling book, 'Top of Mind'.

Listen in as I talk to Raymond Ivory, Senior Manager of Sales Enablement at Blackbaud in this episode called "Sales Enablement In The Wild: How Blackbaud Is Improving Sales Productivity & Impact" Read the full transcript on the Heinz Marketing blog. A lot of people have different definitions of what sales enablement means to them. I ask Raymond what sales enablement means to him; what it means to Blackbaud? Hear the story of how this got started and where it came from. In terms of sales enablement at Blackbaud today, find out some of the main components and tactics they're following as well as key components of their program Raymond believes have driven the most success. We'll also talk a little bit about the balance between the technology and the process... and A LOT MORE!

So glad to have Karen Steele, CMO at LeanData on this time talking about what "Revenue Operations" really means. LeanData has done a great job of evangelizing an integrated, cohesive Revenue Operations strategy. I ask Karen what that means and what it looks like. I also ask her about the balance of activities for marketing teams when you've got those so focused on demand generations and getting more leads and getting more MQLs, versus focusing on some of the Sales Enablement and Revenue Operations tasks and priorities. It's not just about the sales funnel-- revenue implies impacting the entire customer life cycle. I asked her to share how the concept of Revenue Operations can now span beyond acquisition marketing as well as sales and how it can impact customer success and account management teams as well. Listen in for this and a lot more! You can also listen in and read the transcript on the Heinz Marketing Blog starting Monday, 5/13/19 at 6am PST as well.. and catch the recording everywhere podcasts play! 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.

Paul Teshima, co-founder of Nudge.ai is interviewed by Sales Funnel Radio host Matt Heinz. Paul is a believer that culture eats strategy for breakfast, and business culture can be built through storytelling. He has always have been a leader with a strong focus on sales and customer engagement. He is a successful technology executive who has run services, customer success, account management, support and product management. Helped lead Eloqua (marketing automation) as part of the executive team from $0 to over $100 million in revenue, through IPO and a successful acquisition for $957 million by Oracle. Now co-founder and CEO of Nudge.ai, a modern sales platform that uses A.I. to find actionable insights on your customers. Passion for building great teams and products that help customers grow their businesses. Twitter: @paulteshima About Nudge.ai Nudge was co-founded in 2014 by former Eloqua executives, Paul Teshima and Steve Woods. After having successfully guided Eloqua to a market leading position in marketing automation from $0 to over $100 million in revenue, then through IPO and acquisition by Oracle for $957 million, Teshima and Woods recognized another massive challenge to solve – this time, however, it was on the sales side. The best sales professionals understand that people buy from people they know, like and trust. In a world that’s becoming overloaded with information, it’s becoming harder to build trusted, authentic relationships with buyers and customers. This is where Teshima and Woods saw the challenge, and the biggest opportunity yet to be solved.

On this episode, "Defining Sales Enablement: Increasing Salesforce Efficiency and Effectiveness" I talk to John Raguin, CMO at Seismic Software. "Sales Enablement" is a now a very mainstream category, almost table stakes for B2B companies but this wasn't the case just four years ago. I ask John how Seismic sees that. Oh, it's unbelievable The growth. So over, it's exactly like you said, over the last four years, we've essentially had, we went... if you looked at LinkedIn, just on job titles, just looking at job titles, you'd find that there was 188-80% increase in LinkedIn search results for sales enablement, where people were searching in LinkedIn. And then 118% increase just in the last two years of people with sales enablement in their job titles. And the astounding part we even saw further, is that there are just about as many people with job titles that have sales enablement in it as there are open job wrecks. So that really tells you that sales enablement has... that's one of many statistics that is important in looking at how sales enablement has become such a big thing and importance to organizations. But I also ask John what is sales enablement? What does it encompass? When companies see it, what are the functions they should be thinking about? Listen in to find out this and a lot more. The full transcript will be also be on our blog on Monday, 5/6 starting at 6am pst.

This 3+ minute program is extracted from a more lengthy interview. Hear the full program here: Secrets to effective, high performing B2B content Shannon Dougall, Vice President of Marketing at Uberflip is Matt's guest in this episode. What are you seeing in the field and trends? Seeing overall that B2B marketers believe that content is more important than ever. 84% of B2B marketers are looking to increase their investment in content this year. 55% of marketing budgets are spent in content investment. But they are saying their content is under-performing. Why? Possible answers are: Their content isn't very good. The experience surrounding the content isn't performing. OR they are not able to see the results to properly measure the success. For content to be successful, it definitely needs to be engaging... it needs to be insightful, relevant and something other than what the "other guys" are producing. The content has to be action-oriented. You have to have a piece of content you expect something to happen at the end. This should be common sense, but it is often forgotten in the rush to meet the content quota and flood the venues. Get an actionable list of insights from Shannon from the full episode. Listen now. About our guest: Shannon Dougall has been called, “a marketer of the future.” She is an adventurer, scientist, and artist in the field of marketing. She had been compared to a Swiss Army Knife, using her experiences and learnings towards an all-in-one type of demand generation and customer acquisition that includes storytelling, blogging, lifecycle marketing, digital marketing, SEO, paid advertising, email marketing, social media marketing, positioning, pre-product/product marketing, app store marketing, content marketing, growth hacking, and analytics just to name a few. Shannon’s true north is to help business’ transform to realize their true potential. ____________________________________ Matt Heinz is the host of Sales Pipeline Radio on the Funnel Radio Channel. See who you know hosting a program on the Funnel Radio Channel.

Attribution, analytics and analyzing data is today's topic. What does the report say? Does it accurately display the past and does it accurately help us predict the future? Marketers are in a world of big data. We've gone from nothing to overload. So there is a lot to help marketers in high tech and not in high tech of how to best use the data available to them. "How do I interpret the data?" Perhaps a better question is, "What answers and knowledge am I seeking to move forward?" You need to organize the metrics to interpret the metrics. The questions of what you seek are critical. Do we have the fundamental metrics that the business needs to understand the health of the business? Within the channels of my function, how do I use metrics to ensure that my efforts are working? Do we have the capabilities to answer the ad-hoc questions that come up in business? Listen to this show to get a more organized list of what you need to know first before you even pull the data. About our guest, Jeff Day: Jeff is a Marketing and Product Management executive with a focus on startup and high-growth technology companies. Jeff excels at applying the right mix of marketing for the right stage of the company in order to maximize growth. With 20 years of proven success with companies such as Highspot, DomainTools, Apptio, Enodo Software, HP, PolyServe and Intel, he has run all aspects of marketing and delivered industry-leading software and hardware products. He is passionate about working with high growth product companies to help drive marketing and product strategy, build happy and productive teams and maximize company success.

Some lessons from Dan McDade in this episode include: "There's a real focus on the technology stack and companies are spending more and more on that technology stack. And to some extent, they're automating bad processes." "...the technology solutions make it easier to get more bad leads faster to sales than ever before. " "The total obtainable market or the serviceable obtainable market...it doesn't really matter what they call it. The total addressable market is the market that you want to sell to. And a caveat here is that most companies prospect too broadly. " The unsung hero - lead nurturing. You'll have to tune in to hear decades of success handed to you on a platter - making it simple to understand. About Dan McDade: Author, sales guru, and lead generation professional Dan McDade, is our guest from Prospect-Experience and he discusses the over-looked field of prospect experience management. McDade says this failure is needlessly costing companies 10-20% of closed sales every month. McDade has a history of knowledge in the sales lead management and lead generation fields having been the CEO of PointClear for 20 plus years. He is now the managing partners of Prospect-Experience which solves the weaknesses in B2B companies he sought to repair when the leads he created for clients went begging for attention from his clients' sales and marketing people.

Unpacking insights from a bounced email to create 4 connections using ABM Campaign refined emails are the key. Can't just put it in the byte bucket. Everyone is too busy. Lead Gnome is that solution to find the pockets of value the rest of the market is ignoring. Matt Benati didn't see any solution to accomplish what he needed, so he built it. It's looking for insights into the internal buying machines. Surprising enough you can gain a lot of insights from "out of office" messages. You will basically be given the org chart of the company. They looked at trigger events and campaigns around bounces. A bounced email happens when someone leaves the company. "Matt's no longer with the company, but Sally is here..." This gives you a lot of information and opportunity for an introduction and you can look for Matt at his next company, which is probably in a similar position. You can get two contacts from the one bounce. Who did Matt replace? Where did Sally leave to take Matt's old job? This is 4 contacts from one bounce. This is about unpacking the information in the body of the email, this is not scraping. This is human written information in the body. This was just in the first 8 minutes. You need this replay! About our guest, Matt Benati: Matt Benati is the CEO and Co-founder of LeadGnome, an innovative Account Based Intelligence web service that mines email responses to deliver account-specific contacts, enhance existing leads, and provide actionable sales intelligence. Matt is a passionate believer that sales and marketing alignment, transparency, and communication optimize revenue generation, and he champions this philosophy in his teams and writings. He participates actively in the market-changing FlipMyFunnel, Account Based Marketing, and Account Based Everything communities. Matt is a contributor at the Account-Based everything hub. Matt’s previous positions include VP Marketing at LogMeIn, VP Global Marketing at Attunity and senior roles at Netezza and IBM. You can follow Matt on Twitter at @mattbenati. _________________________________________ Sales Funnel Radio is hosted by Matt Heinz and sponsored by Heinz Marketing on the Funnel Radio Channel

We were happy this last time to have Chris Finneral,CEO & Co-Founder at SketchDeck on in an episode called, Where Design and Software Meet: Rethinking B2B Creative, Process and a Lot More. We talk about (among other things) this idea that the sales pipeline just appears over the horizon. I ask Chris, in his experience as a serial entrepreneur, is sales pipeline development that easy? He says... "It's prospecting, generating leads is always something which requires work. Even if you have something that's awesome that everyone wants, you need to really educate your market, educate the leads, and put a lot of work into that. I actually was reading a quote recently that was saying especially for startups, people always overestimate how hard it is to build the product and underestimate actually how much effort it is to acquire customers. I think that's very true. It takes a lot of work to get your pipeline and get lots of customers for your product." Listen in below and/or read the full transcript on the Heinz Marketing blog starting Mon. 4/15 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 Radio send an email to: [email protected].

Host Matt Heinz discusses with Norman Behar, among other things, how to get a new sales manager up and running in 90 days or less. Norman Behar is CEO & Managing Director at the Sales Readiness Group and co-author of: The-High Impact Sales Manager. Brand-new sales managers are out to prove themselves, but few have the basic sales management skills. Maybe, eventually, they will read enough books or stumble on some of the right questions to ask, but in the episode, Norman Behar. This book draws on over 30 years of personal experience and our proven sales management training methodology. What makes this book unique is that it is highly practical and provides sales managers with the systems, processes, skills, and techniques to: Hire the best people and hold them accountable. Manage sales performance by focusing on the underlying behaviors that drive results. Manage the sales pipeline and produce accurate sales forecasts. Provide personalized sales coaching that results in better skills and hire win rates. Lead, motivate, and inspire their sales team. Drive Better Performance from Your Sales Team: Sales Readiness Group Your sales team needs training that sticks. We've designed our training to create sustainable change in sales behaviors and improve results. Training programs are not single events, but part of an overall sales training system that will help your team produce better performance.

My guest this time is Liz Michaud, Senior Product Marketing Manager for Sales at Microsoft Dynamics 365. She shared her insights into the current trends, good and bad that they are noticing. Role specialization in particular seems to be causing an over-emphasis on teams to take on the productivity piece. This causes a loss in that personal touch and building strong relationships. We are still people buying from people. "Over 80% of our respondents in the study who said that they were effective at building relationships across the buying committee with multiple people, they were the ones who also said that they were effective at achieving their desired sales goals." Naturally integrating Microsoft's CRM and LinkedIn it creates efficiency for the sales rep to get back out of the tool and get back to actively selling.Having a full picture of the buyer and their timing to be able to synchronize all the data. This looks different in each organization, depending on the tools, but it is critical in every setting. "It is so important that a marketer knows the tactics and strategies that they're using are actually working. And you can bring in all the leads in the world, but if they're not quality, then your sales team, is going to be pretty unhappy." Listen to the full episode.

Mark Magnacca discusses one thing that can dramatically increase a salesperson's success while in-front of a prospect. This five minute learning session is from the full show which can be found here: Are you good enough? Mastering your purpose & value with Mark Magnacca Mark is the author of "So What?" and President and Founder of Allego, Inc. Listen in to see why practice for sales professionals is so important and as Matt and Mark ask the question-- "Are you good enough?". “Allego provides an intuitive just-in-time sales learning platform that boosts sales performance by harnessing the power of mobile devices to transform enablement and training through video content sharing.” Mark Magnacca, President of Insight Development Group, Inc. and markmagnacca.com, is a recognized business building coach, keynote speaker and author of "So What? How to Communicate What Really Matters to Your Audience" and "The Product is You." Mark's mission is to help sales professionals get greater results in less time by teaching his clients to put all of their communications, verbal and written, to the So What Test. By adopting a So What Mindset, clients learn to communicate and structure every message according the needs of the listener. Insight Development Group specializes in training clients to create crisp, concise and compelling reasons to set themselves apart from their competitors. By creating a personal brand and effectively articulating their value proposition, clients of Insight Development Group gain a huge competitive advantage and accelerate the sales process. So What? How to Communicate What Really Matters to Your Audience This concise book will help dramatically increase your effectiveness in any sales situation. Learn ten ways to apply the powerful So What Mindset in two hours or less. So What? is a seductively simple, straightforward idea that will radically change the way you communicate. Learn the skills that George Lucas, Lee Trevino and Walt Disney used to become successful. Read So What? How To Communicate What Really Matters to Your Audience.