Sales Pipeline Radio

Matt Gorniak, Co-Founder of G2 Crowd joins us as we talk about the power of reviews in B2B products. Most of us use reviews either intentionally or subtly in so many decisions we make, whether we're buying something on Amazon, buying an app on our iPhones. But reviews are just as important for complex B2B technology decisions. In this episode we talk about how reviews might be a little bit different for those complex decisions, but also what Matt has learned about how important they are, and how directly linked they are to preference and decision making.

We loved having Anil Kaul, CEO at AbsolutData join us to talk about artificial intelligence. Read the full transcription on the Heinz Marketing blog starting Mon. 12/24/18 ".... 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 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 discussion. I think inevitably that initial frothing turns into, "Well what exactly is it and how do we use it?" And you guys really have been at Absolutdata 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 arms around how to leverage it. ___________________________________________ Thank you to our sponsor, MailTag.io. MailTag.io is a Chrome browser extension for your Gmail that allows you to track and schedule your emails. It’s a super helpful recommend if you’re in sales because you can receive real-time alerts, right on your desktop, as soon as your prospects open your emails or click links within your emails. For more info, be sure to check out MailTag.io!

Read the transcript starting Mon. 12/17/18 on the Heinz Marketing Blog. We were thrilled this last time to talk to David Priemer (a repeat guest) in an episode called, "Cerebral Selling: How Science, Art and Metrics Combine to Exceed Your Sales Quota". To get a glimpse of our conversation, enjoy this excerpt: Matt: if you think about it like science, there're scientific systems. Whether it's, you know, the water table, or the meteorological systems, they're all based on certain amounts of rules, but those systems do tend to change over time. David: If you're kind of an astute observer, you can see when those systems change. Certainly, over the course of the last 20 years, the world of sales has changed quite a lot. I just love applying kind of the lens of the curiosity, the why, to the world of sales. I just love seeing it evolve. That's kind of how I harmonize these two worlds. Matt: I love that. You know, this is changing, of course, but there traditionally have not been a lot of educational paths in sales. We're starting to see some sales certificate programs and some sales management and sales mastery programs in higher education, but I think when you think about the people that tend to get into sales, it's a different brain set. Right? I mean, it's the left brain versus right brain. That scientific approach to selling, I would argue, is in the minority. I would say, in the follow-up question I was going to ask you before, is around just the connotation of science in selling. I think you've got a lot of folks that believe, that are in sales, that sales is an art, that if you put science behind it, then you lose what works on the periphery to build relationships and rapport, and you lose the uniqueness that each individual selling opportunity requires. But knowing your work, and seeing the work that you write, I know it's really, it's not one or the other, it's a combination of both. Talk a little bit from the science side how that really does help sellers. Then, marketers listening, as well, differentiate their work and impact. A big shout out to our sponsor, MailTag.io. MailTag.io is a Chrome browser extension for your Gmail that allows you to track and schedule your emails. It’s a super helpful tool if you’re in sales because you can receive real-time alerts, right on your desktop, as soon as your prospects open your emails or click links within your emails. Thank you to our sponsor, MailTag.io. MailTag.io is a Chrome browser extension for your Gmail that allows you to track and schedule your emails. It’s a super helpful recommend if you’re in sales because you can receive real-time alerts, right on your desktop, as soon as your prospects open your emails or click links within your emails. For more info, be sure to check out MailTag.io!

Mastering your purpose & value with Mark Magnacca Mark Magnacca joins Matt Heinz on this episode of Sale Pipeline Radio! 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?" ----more---- “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 concept. More Essential Guide to Modern Sales Onboarding 4 Ways to Measure The ROI of Sales Training Technology

I asked Patrick Morrissey, "What are some of the keys you find to building really high performance marketing teams that can deliver results?" He said... "It's an interesting question because I think everybody comes to the notion of team a little bit differently. But I would say, particularly in marketing that, marketing is fundamentally a team sport. And not just on your team, but the extension of marketing into sales. So, there's a few different things I would call out in terms of focus on teams that I have found to be successful over time." ----more---- "One is as a general rule when you're trying to put together a team, I would have a strong bias for athletes versus experts. Because, the pace of change across every business and across every market is so quick now, that there are a lot of people who may be an expert in a particular sub-discipline, who can't transfer those skills and can't help other members of the team. So one, I'd look for athletes not experts and people who can really work to solve the problem." "The second thing, when you're thinking about marketing is really having an understanding and a focus on learning to try to understand the customer in the market. And a lot of that comes out of my heritage in product marketing, but also I think there's a lot of bias that people, particularly on the sales sides of this discussion have, that marketing does a lot of hand waving, doesn't really actually understand what's going on. And so you need people across the entirety of the team to really be focused on, not just the mission of the company and trying to produce a result, but really understanding the customer in the market." "And then the third thing I would say... specifically that helps inform teams, is look for people who have sales DNA. Because more often than not, the ... Having lived the life of somebody in sales and you had a great example, Elissa Fink was on with you a couple weeks ago from Tableau. She is a great example that proves the pieces in my mind, which is people who started early in their career or who have had experience in selling, have a lot more empathy for the realities of what it takes to generate an opportunity to get a deal done. But, also what results look like as measured by revenue, and I think all those things are important." Listen in to hear more! More from Patrick: I am a growth-driven marketing, sales and business development executive in high technology focused on building high performing teams, building lasting relationships and delivering results. I am also an advisor to innovative start up companies. I run marketing, alliances and channels at Altify. We focus on making the lives of sales people better by delivering great software that help strategic sellers win the deals that matter. You May Also Like: Predict Revenue Radio by Patrick Morrissey Thank you to our sponsor, MailTag.io. MailTag.io is a Chrome browser extension for your Gmail that allows you to track and schedule your emails. It’s a super helpful recommend if you’re in sales because you can receive real-time alerts, right on your desktop, as soon as your prospects open your emails or click links within your emails. For more info, be sure to check out MailTag.io!

Listen in as I talk to Gillian Muessig CEO & Founder of Outlines Venture Group. You can follow her @SEOmom Check out the full transcription on the Heinz Marketing Blog starting Mon. 12/10/18. Gillian has and tells a great story with themes of resilience and challenges throughout. Among other things we talk about the intersection of work and family and the fact that was more of a work-life mixture than a work-life balance. She gives some great insights and background info about her time at Moz. She says... "I guess the short of it is the hottest tip is, again, trust your gut. You know whom you should get into business and which ones you have to pass up. Have a rudder in the water. Know what's important to you in life and what you will prioritize and how that will change over time." Don't miss this one! Thank you to our sponsor, MailTag.io. MailTag.io is a Chrome browser extension for your Gmail that allows you to track and schedule your emails. It’s a super helpful recommend if you’re in sales because you can receive real-time alerts, right on your desktop, as soon as your prospects open your emails or click links within your emails. For more info, be sure to check out MailTag.io!

Our guest is Eric Spatzer, WW Sr. Manager Enablement Tools & Services at Citrix. This program is an important eight-minute segment that talks about what it means to have the right sales funnel for your business. This is part of a previous interview about Sales Enablement at Enterprise Scale: How Citrix Does It ----more---- The host is Matt Heinz. What is the right funnel for your business Making Content Count Across the Funnel Selling the Right Product for the right customer use cases About Eric Spatzer Experienced Business Development Leader with a demonstrated history of working in the computer software industry. Skilled in Analytical Skills, Coaching, Sales, Customer Relationship Management (CRM), and Management. Strong program and project leader with a Master of Business Administration (M.B.A.) focused in Finance, from Rollins College - Crummer Graduate School of Business. Citrix About Citrix Citrix (NASDAQ:CTXS) is powering a better way to work with unified workspace, networking, and analytics solutions that help organizations unlock innovation, engage customers, and boost productivity, without sacrificing security. With Citrix, users get a seamless work experience and IT has a unified platform to secure, manage, and monitor diverse technologies in complex cloud environments. Citrix solutions are in use by more than 400,000 organizations including 99 percent of the Fortune 100 and 98 percent of the Fortune 500. You may also like: Sales Enablement Live: New Insights & Research from Miller Heiman CEO Byron Matthews The many challenges of channel sales enablement & engagement with Justin Johnson ____________________________ Thank you to our sponsor, MailTag.io. MailTag.io is a Chrome browser extension for your Gmail that allows you to track and schedule your emails. It’s a super helpful recommend if you’re in sales because you can receive real-time alerts, right on your desktop, as soon as your prospects open your emails or click links within your emails. For more info, be sure to check out MailTag.io!

Confessions of a CMO: The Secrets and Successes Behind B2B’s Revenue Leaders 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. 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. Thank you to our sponsor, MailTag.io. MailTag.io is a Chrome browser extension for your Gmail that allows you to track and schedule your emails. It’s a super helpful recommend if you’re in sales because you can receive real-time alerts, right on your desktop, as soon as your prospects open your emails or click links within your emails. For more info, be sure to check out MailTag.io!

For some of you, this can be the most powerful 3 minutes of your life if you have the consciousness to take Matt's advice. For the full interview with Matt Maberry go here: Matt Mayberry: “You have to win in your mind before you win at your profession” Matt Mayberry, a former NFL linebacker for the Chicago Bears joins Matt Heinz on today's episode. ----more---- Matt Mayberry is currently one of the most read columnists for Entrepreneur Magazine, as well as an acclaimed keynote speaker, consultant, and peak performance strategist. As the CEO of Matt Mayberry Enterprises, a training and consulting company, he specializes in maximizing the performance of individuals and organizations all over the world. Matt is Indiana University’s current record holder for most sacks in a single game and was the team recipient of the prestigious Howard Brown Award, which exemplifies leadership, courage and work ethic. With a 4.45 forty yard dash, Mayberry was signed by the NFL Chicago Bears in 2010. Reaching the pinnacle of his sport, he suffered a life-changing injury. It was this event that inspired Mayberry to embrace his true passion—his true gift—helping others achieve massive success by learning how to turn failures into gifts. As an in-demand keynote speaker, Matt is known for his innovative ideas on how to dominate, turn failure into gifts, improving sales effectiveness, and elevating human potential. Matt delivers keynote speeches with a strong focus on delivering actionable ideas and strategies designed to maximize business and personal performance. He addresses tens of thousands of men and women each year – on the subjects of peak performance, overcoming adversity, motivation, culture, and teamwork. Matt is extremely passionate about creating an unforgettable experience for every audience that he speaks to. He inspires audiences with a combination of powerful stories, current research, and past experiences from his own life and athletic success that resonate long after each event comes to an end. Attendees leave every event with a detailed and specific action plan for applying their new ideas once they get back into their own routine. Matt has been rated one of the top speakers at every event he’s keynoted. Throughout his career, he has been featured on numerous media outlets including NBC, Fox News, Business Insider, MSN Lifestyle, Fox Business, ABC, and ESPN to name a few. A partial list of his clients includes Fifth Third Bank, USA Hockey, DuPont, Union Pacific Railroad, and Lowe’s. Matt's first book, Winning Plays, was released in September 2016. He currently resides in Chicago, Illinois. You may also like: Learning from the King: Sales Lessons & Musings from Jeffrey Gitomer Is Sales Just a Mental Game? So says Sedric Hill with Matt Heinz How Consistency and Focus Took Weldon Long from Jail to the Fortune 500 Thank you to our sponsor, MailTag.io. MailTag.io is a Chrome browser extension for your Gmail that allows you to track and schedule your emails. It’s a super helpful recommend if you’re in sales because you can receive real-time alerts, right on your desktop, as soon as your prospects open your emails or click links within your emails. For more info, be sure to check out MailTag.io!

Learning from the King: Sales Lessons & Musings from Jeffrey Gitomer @gitomer I am beyond excited and humbled to share this episode and Q & A with Jeffrey Gitomer. He is the King of Sales. If you're in sales, he is a household name. He literally wrote The Little Red Book of Selling and has published a number of different books. He is the author of the recently published ... in fact, published last week ... came out, Truthful Living: The First Writings of Napoleon Hill. Here's just a snippet: ----more---- I recognized that you cannot be a great sales person until you become a great person. Those are the benchmarks. You can't become a great dad, until you become a great person ... or a great mom, until you become a great person ... or a great secretary, until you become a great person. Whatever it is that you're looking to do, you have to be a person before you become an it. And attitude and beliefs are some of the fundamentals in that process. Very few sales courses teach you about self-confidence. They're trying to teach you some technique that pisses other people off. Find the pain. What's your pain? The answer is, "None of your business." So, stop tryin' to extract things outta me. Why don't you try and find the pleasure? Read the Full Transcript on the Heinz Marketing Blog starting 11/19/18 Thank you to our sponsor, MailTag.io. MailTag.io is a Chrome browser extension for your Gmail that allows you to track and schedule your emails. It’s a super helpful recommend if you’re in sales because you can receive real-time alerts, right on your desktop, as soon as your prospects open your emails or click links within your emails. For more info, be sure to check out MailTag.io!

Our guest, Jeb Blount CEO at Sales Gravy joins Matt Heinz to discuss his new book, Objections, The Art and Science of Getting Past No and a lot more! Check out the full transcript starting Mon. 11/12/18, 6am PST on the Heinz Marketing Blog. "The one thing that every one in sales faces is objections ...You get objections when you prospect. You get objections when you ask for next steps. You get objections when you ask people to buy and no one's immune. So it doesn't make a difference what you sell, it doesn't make a difference if you're short cycle/long cycle, if you're enterprise, if you're less complex. It doesn't make a difference if you're an SDR or you're an AE or you have a full desk. It doesn't matter. Every single person that sells is going to face objections. So it's important that you understand how to deal with them and get past them so you can be successful in your role." "I think it applies to people from all walks of life." Thank you to our sponsor, MailTag.io. MailTag.io is a Chrome browser extension for your Gmail that allows you to track and schedule your emails. It’s a super helpful recommend if you’re in sales because you can receive real-time alerts, right on your desktop, as soon as your prospects open your emails or click links within your emails. For more info, be sure to check out MailTag.io!

Joining us for this episode is Norman Behar, CEO & Managing Director at Sales Readiness Group and co-author of: The-High Impact Sales Manager. 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. Thank you to our sponsor, MailTag.io. MailTag.io is a Chrome browser extension for your Gmail that allows you to track and schedule your emails. It’s a super helpful recommend if you’re in sales because you can receive real-time alerts, right on your desktop, as soon as your prospects open your emails or click links within your emails. For more info, be sure to check out MailTag.io!

Read the full transcription on the Heinz Marketing Blog on 11/05/18 starting at 6am PST. This episode: Style vs Function: The Importance of Design and UX in B2B Applications. What a great conversation with Andrew Halley, CMO of Allego! When you think about the conversation you have with your customer, you know what's produced from marketing is just a fraction of what actually gets communicated and so creating integration across the company to improve consistency and value of that conversation is one thing. Getting feedback from the field, feedback from those people that are in front of the customers more often.. is another. Marketing isn't talking to the customer nearly enough by default as sales and account management is. I think you can tell first hand which companies tend to prioritize function, which of them tend to prioritize the usability, and which of them are just flinging out features. We talk about Andrew's perspective on this and how one can balance style and function in a B2B application.... and a lot more, listen in! A big thanks to our sponsor, MailTag.io. MailTag.io is a Chrome browser extension for your Gmail that allows you to track and schedule your emails. It’s a super helpful tool if you’re in sales because you can receive real-time alerts, right on your desktop, as soon as your prospects open your emails or click links within your emails. For more info, be sure to check out MailTag.io!

Listen in as we hear from Sedric Hill, Entrepreneur, Author, Thought Leader, Business Coach, Consultant, Sales Expert. The journey to creating a more profitable business can only begin when people identify specific knowledge and skills that are necessary to skyrocket their businesses. In order to do so, they must learn how to unlock implicit cognitive skills present in everyone. Consciously applying these skills will help to increase profitable sales as well as overall personal success. In order to avoid wasting valuable selling time, business professionals must harness what the author calls “the expert advantage.” Simply put, they must learn how to communicate persuasively with clients, prospects and other stakeholders. Connecting with their audience is simple once the essentials that most influence successful outcomes are learned. Cognitive-based skills for communications are rarely taught today, especially in the sales and marketing fields. Hill, however, believes such skills are critical for anyone whose success depends on persuasive communication. He proposes two methods for increasing these mental skills, one cognitive and one app-based, that enhances skills with minimal time and effort. Novice and experienced salespeople can both learn from the strategies Hill presents in this book. Additionally, trial lawyers or people in any field requiring the use of persuasive communication will find Hill’s suggestions beneficial. Succes http:// s in selling is not reserved for the experts; with the right tools, anyone can cross the bar to the next level of sales performance. If you would like more information about this topic, or to schedule an interview with Sedric Hill, please call Nickcole Watkins at 516.900.5674. About the Author: Sedric Hillhas twenty-five years’ experience working in sales, training and development, and senior management. He has written several articles for mailing industry publications. Additionally, he is president and co-founder of Sales Development and Performance, a sales training and consulting firm located in Irvine, California. Expert Selling: A Blueprint to Accelerate Sales Excellence by Sedric Hill was released by Morgan James Publishing on May 3 2016. Expert Selling—ISBN 978-1630477165—has 254 pages and is being sold as a trade paperback for $17.95.

Read the full transcript on the Heinz Marketing blog starting Mon. 10/29/18 - 6am PST. Another great episode, "The B2B Event Marketing Gap That Will Make or Break Your Success." Matt Heinz talks with Laura Vogel. "....a lot of event managers these days ... are great at being able to produce an event. But that's just step one. And what they really have to do is get butts in seats. ... how do we get the people there? How do we make sure we've got 2000, 3000, 5000 people in the room because what's really happening is you think about the spring or you think about the fall, especially if these are marketing events, there has never been more competition than there is today. "...So the number one thing I tell people is they have to really start with their marketing campaign when they start thinking about their content. I think what people tend to do is they start thinking about the marketing far too late in the game, and they really have to take it way back. And it really starts to happen when they're thinking about their content which tends to come first. They start thinking about their content a year in advance and they say, "okay, what's going to be our theme?" "How are we going to create our agenda?" And "How are we going to do those things?" When you do that, that's when you're thinking about your marketing. Because those two things go hand in hand. Listen in to also hear about the importance of the website and networking and more! I want to give a huge shout out to our sponsor, MailTag.io. MailTag.io is a Chrome browser extension for your Gmail that allows you to track and schedule your emails. It’s a super helpful tool that I highly recommend if you’re in sales because you can receive real-time alerts, right on your desktop, as soon as your prospects open your emails or click links within your emails. For more info, be sure to check out MailTag.io!

James Muir, the author of The Perfect Close. He's an accidental sales person. Started out in operations assisting sales team. He was drafted without knowing how to advance a meeting to the next stage. He created this method as an outcome of his own experience. Statistically, what happens is that no question is asked to advance the sales. 50-90% of sales meetings end without a salesperson asking for any commitment, depending on industry. This number is way higher than those who ask "incorrectly" - at least they ASK. What is it in the psychology of sales or people that prevents them from asking for the sale? If sales people are not comfortable with the method they've been taught - manipulative - they won't do it at all. Teach them away that is in aligment with their personal values, there is no difficulty asking Visit puremuir.com - free report - 7 Deadly Sins of Closing In this episode, James Muir covered: 1. Fear of asking to early or being pushy. 2. Fear of the "No". Both of these involved in feeling maninupulative or moving the process too fast. You need to have an idea of your ideal outcome of the meeting, but you should also have a couple of positive alternatives. Catch this full episode for more tips and check out James' site - puremuir.com

Our guest is Jon Miller, CEO and Co-Founder of Engagio. Here are some of the questions Matt covers: When did you see the ABM wave coming? At what point did you start to realize that lead-based wasn’t going to cut it anymore? 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? 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? 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. About Engagio Making Account Based Marketing Easy and Scalable We help B2B marketers drive new business and expand relationships with high-value accounts. With Engagio’s Account Based Marketing Automation Platform you can execute and measure account-centric programs in one complete solution. People and Culture At Engagio we are united by a common vision of marketing that uses data and analytics to be more intelligent and the human touch to be more relevant. Our goal is to create the next great marketing platform. We believe it’s important that Engagio is a place where employees enjoy working, where happiness and positivity thrives, and where excellence is rewarded. We know this is a journey, which is why we care about taking care of our people. We believe people do the best work when they have the freedom to figure out their own tactics, combined with radical transparency and alignment on strategy and objectives. We believe the best workplace perk is having great colleagues who focus on excellence and execution, on continuous testing and learning, and on helping each other to be great.

In this episode, "Here’s Your Event Marketing Playbook for 2019" we talk to Kristen Alexander, CMO at Certain. Recently we worked together on an Event Marketing Playbook. We'll talk about that. We're going to get tactical, we will talk strategy. It's real, practical advice to drive real results in organizations that are doing events. I think a lot of people when they do events just do the same old stuff. You get a sponsorship, you get your booth, you go through the motions, and then you're wondering where the revenue is and why you spent all that money. Kristen will talk about some of the pitfalls she sees from event marketers that aren't getting the kind of ROI they need from events today. We'll also double down a little bit on the discussion of data strategy for events because I don't think a lot of event marketers and event managers are thinking about what their data strategy is. We'll also talk about some examples of why managing data, using the right data is so important to getting results out of an event. Read the entire transcript on the Heinz Marketing Blog I want to give a huge shout out to today’s sponsor, MailTag.io. MailTag.io is a Chrome browser extension for your Gmail that allows you to track and schedule your emails. It’s a super helpful tool if you’re in sales because you can receive real-time alerts, right on your desktop, as soon as your prospects open your emails or click links within your emails. For more info, be sure to check out MailTag.io!

We were thrilled to talk with Tracy Eiler, CMO at InsideView Technologies in this episode called, "Managing Massive MarTech Migrations: Strategic & Tactical Best Practices with Tracy Eiler She is the author of her own book, Aligned to Achieve ... I highly encourage you checking that out on Amazon. Tracy's Dreamforce deck, referred to on the show, is Here. Definitely take a look while listening (or later)! This info. is helpful not only for those thinking about a transition but for prioritizing MAP objectives/needs no matter what platform you use. We talk about, among other things, requirements that go into why you make a marketing automation transition. Tracy talks about gathering requirements and thinking through strategy and needs from demand gen and from marketing ops. Listen in to hear her explain how the sales team is involved and how should you help manage people through the change management AND keep morale high throughout the process as well.

Click to Listen - You'll be surprized! Join Matt this week with his guest, Adam Schoenfeld, CEO of Siftrock, Inc. Adam explained, "When you send emails, marketing emails or prospecting emails on the sales side, you get a lot replies back. Auto replies, bounce backs, out of office messages and of course real people sometimes raising their hand or asking questions. Typically, what we've found is that marketers and marketing office folks handle that manually. So, we built some machine learning that works for all those replies, figure out what they are and then help you take action. Whether it's cleaning up your database when somebody's left the company, that's really kind of a classic example. You get that "no longer with company" response. Or servicing a new lead for the sales team when you get a referral or correctly routing a human response so that you can take action. So all those things that we do by basically more intelligently managing the reply emails that come back to your marketing campaigns." Matt then asked about list hygiene, "Let's talk a little bit about that related to database hygiene. People are moving all the time, we've heard that B2B database can deteriorate at a rate of three to five percent per month. Not even per year, per quarter. So to have some of that auto updated for you is significant, not just for the efficiency of your list, but for keeping yourself off of spam, block list and more." Adam was on top of this. "Deliverability is a big thing and then making sure you're getting to the right person with the right phone number, and the right email address as all that stuff's changing around. Those email replies have a lot of information that can help with that. Automating this and integrating into the major marketing platforms like Marketo, HubSpot, Eloqua et cetera saves so much time over manual processing of this information. This isn't the whole solution to keeping a clean and updated database, but it can be a big piece of that sort of broader initiative everybody's thinking about right now." Adam's Mount Rushmore of Sales, Marketing, Start Ups: "I'll give you a couple CEOs that have influenced me either sort of from afar or more directly. Dave Hersh, who's CEO of Jive and who is an investor in Simply Measured has influenced me a lot. While we haven't interacted a ton, maybe once at year we sit down in person. Every one interaction has just been so impactful. I'm huge fan of Gainsight right now, I think they're the gold standard in B2B marketing and Nick Mehta there is incredible. I'd put him on the Mount Rushmore. I'm going to give a shout out to my co-founder Chris Hundley because he built this company on his own and actually closed business as a technology-centric guy. I think that's just an incredible feat to build a sustaining business all at once on your own."

We were thrilled this week to be able to talk to Weldon Long, author and CEO of Weldon Long.com He's the author of three amazing books. Quite honestly, I would recommend them all. The first book The Upside of Fear, a little more depth of his story. The Power of Consistency is the second book, and his new book is Consistency Selling. His is really an incredible story you don't want to miss this! If you'd like to check out some of the videos Weldon mentions, text 'videos' to 96000 or go to WeldonLong.com and learn more.

Ask a salesperson what they want from marketing and they will say more leads. Give them more leads and they will swear you misheard them, they need qualfied leads. LeadGenius CEO Mark Godley tells you how it is done. SalesPipeline Radio's guest, Mark Godley, President of LeadGenius, discusses how lead augmentation drives greater sales pipeline contribution from qualfied leads. LeadGenius is a sales and marketing intelligence solution that enables B2B companies to identify and connect with their ideal customers. Using a unique combination of machine learning and human researchers, LeadGenius provides B2B marketing and sales teams around the world with highly-accurate lead generation data and go-to-market intelligence. Trusted by enterprise companies like Google, Square, Box, and eBay for over 3 years, LeadGenius has become the source of truth for contact, account, and custom data. More about Mark: With more than 25 years of B2B technology industry leadership, prior to joining LeadGenius in July of this year, Godley most recently served as Chief Revenue Officer for HG Data. Prior to that, he was Vice President of Market Development for ConnectAndSell, Inc., a cloud-based sales productivity platform. At healthcare startup Aventura, he managed the alliance, partnership and sales channel efforts. He also holds Advisory roles at a number of leading companies in the salestech and martech space, including Omniquo, ZenIQ, The Big Willow and ZoomInfo. Follow Mark on Twitter

Matt's guest is Author of Top of Mind and he is the 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. John Hall is the co-founder and CEO of Influence & Co., 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'.

Manny Medina, CEO at Outreach SaaS joins Matt Heinz to discuss: Can You Trust Your Sales Team with Technology? Outreach Thinks So He's the CEO and founder of Outreach, a fantastic sales enablement and sales engagement and acceleration platform. Manny Shares 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. About Manny Medina 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.

In this episode, we talk about Dave Lorenzo's new book, "The 60 Second Sale" and a lot more! A lot of B2B sales professionals are doing long term, complex sale efforts, "The 60 Second Sale" sounds a little like "12 minute abs." I ask Dave "Is it really that easy? Can you really do it this quickly?" "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 that you're always focused on the wants and the 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 starting Mon. 9/24/18 6am PST.

Lisiten to Alex Terry, CEO of Conversica as he joins us to talk about the findings of the highly regarded 4 P's Report. For the third year in a row, Conversica commissioned an in-depth study tracking lead follow-up efforts of B2B and B2C companies across a number of different industries. In 2017, they found that a staggering 77% of companies under-touched their leads. ABOUT OUR GUEST: Terry is an accomplished and award winning Internet business veteran with strong track record of driving results and growth. He founded or co-founded three companies and one division within Fortune 100 corporation. From idea to revenue generation, to profitability to exit... he is able to manage all aspects of consumer or enterprise service or product business. Focus has been on SaaS, operationally complex services which required disruptive new technology development. He holds multiple patents for Internet services. Alex received his MBA at Harvard Business School and his BA at Dartmouth College. About Conversica Conversica is the leader in conversational AI for business and the only provider of AI-driven lead engagement software for marketing and sales organizations. The flagship Conversica® AI Sales Assistant helps companies find and secure customers more quickly and efficiently by automatically contacting, engaging, qualifying and following up with leads via natural, multi-channel, two-way conversations. Used by more than 1,200 companies worldwide, Conversica’s sales assistants are built on a proven AI platform integrating natural language processing (NLP), natural language generation (NLG), and machine learning (ML) capabilities. Recognized by Gartner as a Cool Vendor, Conversica is a portfolio company of Providence Strategic Growth, Kennet Partners and Toba Capital and is headquartered in Foster City, Calif.

In this episode, find out why Melissa Madian calls herself the Chief Fabulous Officer at TMM Enablement Services. And.... of course we talk about sales enablement... and how that morphed into customer service enablement because as she says "...essentially, there's this disconnect between sales and customer success and customer experience in that there's this function that's so hell bent on acquiring new customers, and then there's sort of this handoff between that function and the function that's designed to keep those customers and grow those customers." Read the full trancription on the Heinz Marketing blog starting Mon. 9/17/18 6am PST. Also check out her blog post, "Sales Enablement: Is it Sales or Marketing?".

Our guest this week is Dan Frohnen, Vice President of Marketing at Skedulo. Sales/Sales Development/Marketing: The Trifecta for Successful Pipeline Development Trifecta: any achievement involving three successful outcomes Pipeline development is not a one department job. In order to succeed in this day in age, modern marketers need to take a seat at the revenue table and own the revenue number along with their Sales peers. That means driving pipeline, owning successes and misses, and continuing to up the game to beat competitors in this noisy world we now operate in. What’s better than one team winning … three! Join Matt and Dan as they discuss steps you can take to up your pipeline game and build the ultimate trifecta. About the Guest Dan Frohnen Data-driven Marketing Executive. Focused Team-Leader skilled in consistently delivering innovation, visibility, and sales for on- and off-line marketing and demand programs. Expert in building strong organizations with a 360-marketing mix / demand generation programs including market research, social media, trade shows & events, digital, direct marketing, public relations, advertising, e-mail, analysis, CRM, marketing automation, SEO / PPC, creative brainstorming, sales / market development strategy and partnerships. Passion for conceptualizing and implementing marketing strategy, exceeding targeted projections, and leading teams for both B2B & B2C programs. Strengthens organization with out-of-the-box thinking and an entrepreneurial spirit. Specialties: Large Team Leadership, Lead / Demand Generation, Problem-Solving & Optimizing, Account Based Marketing (ABM), Business / Sales Development, Strategy & Analysis, Go-To-Market Strategy, International Marketing, Tactical Execution, Marketing Mix Integration, Start-Up organization, Growth, Turn-arounds, and Operations.

Listen in to hear us: Matt the host and Christine touch on Microsoft and the LinkedIn Acquisition One Year Later. Provide context for how Microsoft and LinkedIn are partnering to drive relationship selling impact. They talk about how CRM Systems no longer need to be a system of oppression. Christine Discusses how Machine Learning and predictive analytics change the day to day life of the seller. They talk about what an innovative solution like Microsoft Relationship Sales has in common with a well known music app (Shazam). Making the magic happen! Christine offers thoughts on how the conventional sales tactics will no longer apply. Zumda share how the use of new selling tools and technologies change the buying and selling experience? (Read the transcript and listen again on the Heinz Marketing Blog. Download the Microsoft Ebook – Empowering the Modern Seller About Our Guest: Christine Zmuda, Sr. Dir. of Sales at Microsoft. Christine says of herself: My passion and professional satisfaction comes from identifying market opportunities before they are mainstream. My most rewarding roles and accomplishments have centered around developing sales and market strategy for emerging businesses and scaling new acquisitions. I'm always open to learning more about technology and happy to share my own experiences of leading sales, marketing, and channel teams if it's helpful. On a personal note, I enjoy golf, tennis, spending time with my family and embracing new experiences. My new found love is abstract painting, the bigger the canvas the better.

In this episode Jill Konrath talks about starting her business and her guiding philosophy of, "It all starts with a problem." I'm very honored to have Jill Konrath join me to talk about her latest book, More Sales, Less Time. Jill Konrath’s career is defined by her relentless search for fresh strategies that actually work in today’s sales world. 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 office. 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 MAXIUM 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 on.

Enjoy this BONUS Episode - Q & A with Mike Schultz, President of RAIN Group A few highlights... we talk about: New research proving that cold calls and outbound still works to generate sales Insights into what buyers wants from sellers Which channels work, in what context and sequence, to create sales pipeline You also like: Top Performing Sales Propsecting More about our guest: President of RAIN Group, Mike Schultz is world-renowned as a consultant and sales expert. He is co-author of several books including the Wall Street Journal bestseller Rainmaking Conversations: How to Influence, Persuade, and Sell in Any Situation (Wiley, 2011) and Insight Selling: Surprising Research on What Sales Winners Do Differently (Wiley, 2014). He was named the Top Sales Thought Leader globally in 2011 by Top Sales Awards. Mike and the team at RAIN Group have worked with organizations such as Toyota, Monitor-Deloitte, Harvard Business School, Oracle, Fidelity Investments, Ryder, Quintiles, UL, Navigant Consulting, Hitachi, Lee Hecht Harrison, Lowe’s, and hundreds of others to unleash sales performance. News outlets such as Business Week, The Globe and Mail, Inc. Magazine, MSNBC, and hundreds of others have featured Mike's original articles and white papers, and frequently quote him as an expert. Mike’s most recent research includes What Sales Winners Do Differently,Top Performance in Strategic Account Management, and theTop-Performing Sales Organization. Along with his books, Mike has written hundreds of articles, case studies, research reports, white papers, and other publications in the areas of selling and marketing. He also writes for the RAIN Group Sales Blog. Mike is also the director of the RAIN Group Center for Sales Research. Mike is a graduate of Brandeis University in Waltham, MA with a B.A. in American Studies, and holds an MBA from the F.W. Olin Graduate School of Business at Babson College. Mike is currently on the faculty teaching sales at the Brandeis International Business School. Mike also enjoys fly fishing and golf, and actively studies and teaches the traditional martial arts of Seirenkai Karate and Jujitsu, holding the ranks of third degree black belt and Sensei. He lives on a lake west of Boston.

Great guest this week-- Marilyn Cox, Vice President of Marketing and CRM at The Second City. In this episode, "Practical MarTech: How to Make Marketing Technology Work for You (Not against You)" Marilyn gives us some great lessons from improv as well as active listening for B2B sales and marketing. The biggest thing, one of the core principles of improvisation is the idea of yes-and. So it is the idea of recognizing and building on the ideas of others. And a lot of us don't want to admit it, but we do have a knee-jerk reaction to shoot down an idea when somebody brings something up. And so the idea of yes-and is really at the root of everything we teach, and work on. Many other improv principles are built into this. So the idea of bring a brick and not a cathedral-- that you are not having to do this by yourself. Rely on the team and the ensemble you have around you... there are just so many really fantastic ideas that help you engage and interact with not just those people internal to your organization, but also people that you are trying to reach, you're trying to communicate to, and those you are trying to better understand. I also ask Marilyn how she built her marketing technology stack at Second City. How do we build what we need to manage our business? and to build our own scalable predictable sales pipeline for that?--What were your priorities? When you've been given a blank slate, how do you approach that? Read the full transcript on the Heinz Marketing blog starting Mon. 9/2 6am PST.

This week Norman Behar, Founder & Managing Director at Sales Readiness Group joins us as we focus on content and best practices. Sales Readiness Group has been around for a long time. They've been recognized as one of the top twenty sales training companies in the country by Selling Power magazine and featured as the Sales Training Company to Watch List by trainingindustry.com. Lots of accolades for the team. They just released a new report (The Salesperson's Perspective on the Impact of Sales Training) that I'm actually pretty excited about. It isn't just about training and best practices but really showcases salespeople's perspective on the impact sales training can have. One of the questions that often comes up from sales leaders is, "Okay, so we've done sales training in the past, but sometimes it's been effective." Sometimes it has a lasting effect, but in many cases, it doesn't necessarily have a lasting effect, and so we wanted to better understand what's really important to salespeople and what's the business impact associated with sales training. We know that companies are investing more than ever in sales training. There was a stat by Training Industry showing sales training now is estimated at a 2.5 billion dollar market globally, and it's grown by one billion over the last seven years. So, you've got these two--I'm going to call almost mixed signals coming out. Sales leaders who are saying, "Is there really a strong correlation between great sales training and business results?" And at the same time, you have this huge increase in spending, so obviously we think companies are pretty smart. They wouldn't be spending more if it wasn't impacting their business, but we wanted to really get the sales rep's perspective and understand what is it that makes for a great training program and how does it actually impact business. And we had some pretty interesting results. Listen in now and find the full transcript on the Heinz Marketing blog starting Monday, 8/20 at 6am PST.

Join host, Matt Heinz and his guest, Anthony Iannarino as they review Anthony's book, The Lost Art of Closing. Amazon reviews show 4.9 out of 5 from 96 reveiws. Kindle $13.99, Hardcover $16.40 , Audio CD $27.00 Talking Points: Why clsoing isn't the most difficult part of a sale. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. You’ll discover how to compete on value, not price, by securing a Commitment to Invest early in the process. What’s changed about closing? How to ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders. Why so much emphasis on change? How to prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns. They will also talk about CEB, changes in sales, and how sales now requires better marketing. About Anthony Iannarino ANTHONY IANNARINO is a highly respected international speaker, bestselling author, entrepreneur, and sales leader specializing in the complex business-to-business (B2B) sale. He is also a founder and managing partner of two closely-held, family-owned businesses in the staffing industry, leading both entities in strategic planning while growing sales. Anthony is best known for his work at The Sales Blog, which has helped him gain recognition as a top thought leader in sales strategy. He is also the designer of Level 4 Value Creation™ and Building Consensus, methodologies that help sales organizations achieve transformational, breakthrough results.

Another not-to-miss episode with guest Guy Weismantel, CMO at Pushpay. Read the full transcript on our blog starting Mon. 8/20 at 6am PST. We talk a little bit about different go-to-market approaches when you get outside of the eco-chamber that many of us work within in SaaS companies and technology companies and selling to different markets. He shares insights applicable in any industry and also touches on building culture within marketing. A couple of questions Guy answers are: Is there a difference with an audience that maybe doesn't have as much experience buying? What were some of your priorities and strategies coming in? What have you prioritized putting in place in the first half of the year? "Sometimes it's not the most obvious thing, in terms of the bright shiny number. It might be something kind of under the radar a little bit that actually is more qualitative and it goes to how they can be better at their job, or get recognition or accolades, or save some time. Those kind of fluffy, less quantitative things sometimes are what gets us through." What are some of the things that you think are going to continue to be challenging or a challenge that emerges that you're thinking about in advance and trying to address (Specifically around your go-to-market strategy)? This and a lot more!

Click and Listen to Joe Our guest is Joe Chernov. He's the Chief Marketing Officer at @InsightSquared. He also lends a hand to startups and wildlife causes when he can. Diving right in, he says, "It's unbelievable what you can get done if you don't care if you get fired!" Talking about his experience at Eloqua, "If we were to publish something that is valuable, we could edge our way into deeper coverage by the media." Scorecard - even though we're not supposed to keep score: 16 articles after spending 2 years developing a product and writing up the release. An infographic got 800 articles. Very eye-opening. Why it Matters Joe says, "Content marketing is what happens when a marketing department shifts its thinking from knowing that the company that signs their paychecks needs to shift to the customer signs the paycheck." That shift in mindset turned collateral into an ebook, a self-serving whitepaper into a more valuable, lengthy piece of content. Point: The opportunity to leverage the correct content through the active sales process: Best content ideas come from your sales people. Conversations with sales will be the source of the best ideas. Example: They publish a issue of their "blog" once a month that includes a recap of 4-5 articles on similar content. Each month has a new theme which helps to focus the articles on that topic. He's talking about a sales team creating an editorial calendar. You heard Matt right. Point: Personas as a driving force for effective content. Personas help reduce the size of your universe so that as a writer or content creator, your writing universe is smaller which helps guide the writing and allow it to be less daunting. But, he cautions against being way too specific with a persona. "Susie Seller" is just a role in an organization. We don't need to know which college she attended or coffee brand she prefers, unless you are selling coffee. People have a hard time comparing their content metrics to their business metrics. The very best way to shine a light on the value of your content is to look at lead quality. Your lead or transactional content success could be measured by downloads, subscribers. These are higher value than typical leads. You want to know did they close? Did they move deeper into the funnel than other sources? Lead Quality tops the list for this comparison and measurment. Favorite KISS song and why: Deuce. Gene Simmons wrote it on a bus. It's about absolutely nothing.

We pack a lot into this episode as I talk to Nick Jordan, CMO at Logic Inbound. Among other things, I ask him what are some of the challenges you've found in trying to build a marketing community? Sometimes we try to produce marketing events, and well-meaning people don't always come out in the way that some other groups, like IT and others, might do. So why do you think that is, and what are some keys to actions when trying to build that active marketing community? What are some of the ways you, or some of the formats of community you find the most successful? Is it lunch and learns, is it networking happy hours? Are there certain topics and formats that tend to work better in terms of getting marketers together? Nick is all about building community amongst marketers. Check out his answers as well as his number one growth hack for growing communities-- it's something everybody can go ahead and start implementing, as soon as they're done listening to this podcast! More from Nick: "I'm passionate about developing and growing businesses. A million side projects, a few startups, and one ride on a rocket ship as an early employee at BitTitan. Today I leverage my experience building businesses to help companies identify and execute on growth opportunities @ Logic Inbound." Check out the full transcript on the Heinz Marketing Blog starting Mon. 8/13/18 6am PST.

Give a sales person a PowerPooint to help them sell and they'll screw it up everytime. They spend hours adding to the deck's slides in increasingly small type. They key is to give them something useful to begin with and make it easier to customize without putting the viewer to sleep. Listen to the expert Alli McKee walk you through steps to create a winning support system for your salespeople. Alli McKee, Founder and CEO at Stick has a Bachelors from the University of Virginia in studio art. She has an MBA from Stanford. Her original oil paintings have been featured in a variety of publications and exhibits. She's spent almost two years in Africa creating new design thinking curriculum, and then a couple years ago she decided, "Well, what the hell, I'll just go back to the valley and I'll create a start up." It seems like we're focused sometimes more on the math [in marketing] or more on the quantitative and not enough on the design. Alli talks to us about the impact and importance just generally of good design in driving businesses today. Along the way, if you don't already know, find out what a "word wall" is. You'll also hear Alli's view on creativity: I think about creativity is that it's really just collecting things, collecting information, and putting it together in interesting ways. It's really not about having this creative talent, it's more having access to that inventory from which you can invent. So the way that Stick works is we're trying to give you a jumpstart on that creative process. It's built around this behavior that I've seen in real life as a designer working with business people, a lot of people, just like yourself, saying, "I'm not creative. I need help with this." But the second you give them a first draft, they always have feedback. Always. Right? So what we've tried to do is build that first draft into a tool. So you can put in your content, Stick automatically generates that first draft for you, and then enables you to act on that feedback in a few clicks in seconds rather than a two day email exchange. Listen in to see what doing improv has to do with sales and marketing... and a lot more! You can find the transcript and recording of this episode on the Heinz Marketing blog on Monday, 4/2/18.

On this episode Chandar Pattabhiram, CMO at Coupa Software joins us as we talk about bringing start-up agility to enterprise marketing. But first, we talk about what Led Zeppelin has taught him about marketing! So good. We also talk about customer lifetime value and a holistic way of thinking about the customer. Listen in to hear his thoughts about the increasing focus in marketing on science and the increased focus on metrics and things you can measure. We dive into the science of storytelling and MORE! Check out the full transcript on our blog starting Monday, 7/30/18.

Read the full transcription of this episode on the Heinz Marketing blog Highlights: We discuss how the buying experience is broken and why the only way to fix it is to enable more conversations Here's an example of how this plays out: It's important to make it easy for your customers to buy B2B businesses have not adapted yet. Customers are still often required through a labyrinth of funnels and forms so they can talk to a sales rep What can B2B do about this? A sale doesn't happen without a conversation Is this because of "the Amazon effect" - customers are used to getting what they want on demand, with one click. Whether it's a taxi, a meal, a piece of furniture, etc. These buying expectations are carrying over to B2B purchases as well You need to make it easier for your prospects to have a conversation with you - whether that's through chat or on the phone And whoever gets closest to the customer wins (Netflix vs Blockbuster) Reps need to get closer to prospects, faster - and organizations need tools in place to enable that, while avoiding the clatter of non-sales related conversations Related Hyper Growth Marketing Sales Conferences com https://www.getmyresponsetime.com/ https://www.reallygoodchatbots.com/ More from our guest: Hey, I'm Dave Gerhardt. I'm VP of Marketing at Drift and I've spent the last 7 years learning at SaaS marketing companies in Boston, including HubSpot and Constant Contact. During that time, I've launched products that have made it to the top of Product Hunt, created a top five business podcast on Apple Podcasts, landed multiple features in the New York Times, created a deck that Andy Raskin called "The Greatest Sales Pitch I've Seen All Year," and helped create the category of Conversational Marketing. I love building an audience and getting the right people to pay attention.

I was thrilled on this episode, "GDPR WTF And What Now?" to talk to Amy Holtzman, VP, Marketing at Splash. In recent months we worked with Splash on a webinar and a great guide on GDPR. There's a lot to know so we're continuing the conversation. Before getting into GDPR, we talk a bit about company culture and building a marketing team from scratch. Really good insights! Check out "The Uncomplicated Guide to GDPR". One of the things that was kind of fun about working with Splash on this is it that they definitely take a more casual approach. I think GDPR guides sometimes can be a little intimidating and can be very legalese. This one is different. Listen in to this episode to hear the latest and what to do next. You can read a full transcription of this episode on our blog starting Monday, 7/23/18.

This episode entitled, "How to Manage Remotely - Best Practices for Leading Remotely" is inspired by the book The Long-Distance Leader: Rules for Remarkable Remote Leadership co-authored by Kevin Eikenberry, Chief Potential Officer, The Kevin Eikenberry Group With more and more companies going remote, they're forsaking having everybody in the office five days a week. They're letting people work remotely, and I think as an individual contributor that can be fantastic. As a manager, that can be particularly challenging. I asked Kevin, how this topic come about and how to manage remotely and do it well. Listen in to our great conversation below or read the transcript on the Heinz Marketing blog starting Mon. 7/9/18.

Read the full transcription of this episode on the Heinz Marketing blog starting Monday, 7/16/18. Highlights: We discuss how the buying experience is broken and why the only way to fix it is to enable more conversations Here's an example of how this plays out: It's never been more important to make it easier for your customers to buy This is because of "the Amazon effect" - customers are used to getting what they want on demand, with one click. Whether it's a taxi, a meal, a piece of furniture, etc. These buying expectations are carrying over to B2B purchases as well But businesses have not adapted yet. Customers are still often forced through a maze of funnels and forms before they can talk to a sales rep So what can YOU do about this? You need to make it easier for your prospects to have a conversation with you - whether that's through chat or on the phone Because a sale doesn't happen without a conversation And whoever gets closest to the customer wins (Netflix vs Blockbuster) Reps need to get closer to prospects, and do that quicker - and organizations need to have the right tools in place to enable that, while avoiding the noise of non-sales related conversations Definitely check out: Hyper Growth Marketing Sales Conferences Drift.com https://www.getmyresponsetime.com/ https://www.reallygoodchatbots.com/ More from our guest: Hey, I'm Dave Gerhardt. I'm VP of Marketing at Drift and I've spent the last 7 years learning at SaaS marketing companies in Boston, including HubSpot and Constant Contact. During that time, I've launched products that have made it to the top of Product Hunt, created a top five business podcast on Apple Podcasts, landed multiple features in the New York Times, created a deck that Andy Raskin called "The Greatest Sales Pitch I've Seen All Year," and helped create the category of Conversational Marketing. I love building an audience and getting the right people to pay attention.

In this episode, we talk to Category Leader, Peter Isaacson, CMO at Demandbase about How to Manage Influences, Analysts and More! You can read the full transcription of this episode on the Heinz Marketing Blog starting Monday, 7/2/18. Here's just a taste of the converstation: Matt: The easy thing to do on this conversation would be to talk about account based marketing. Demandbase is one of the leading providers of account based marketing technology to B2B companies. You guys do some amazing work in the space, but I've been particular impressed with the work you and your team have done with influencers and to create influence among third party experts in the market. So I wanted to spend a little time talking about that because I know a lot of our listeners on the sales and the marketing side, there's a lot you can do in terms of direct marketing, but every one of us we're marketing to people where there is a network of organizations, of individuals, of analysts, and others that are influencing their decision making as well. I think probably the best example of that for you guys more recently is the Forrester Wave that recently came out. Can you just kind of level set what was the wave about and how was Demandbase placed there? Peter: Sure. So this is a real milestone I think certainly for Demandbase but also for ABM as a category and certainly want to get into kind of category creation and the role influencers play in that. But this has been a multi-year journey for us, not just overall within ABM certainly but also with Forrester to really kind of work with them, to help them understand account based marketing, why it's getting so much traction, why customers are getting engaged in it, things like that. Really for a category to really stand as a true category, you need a lot of things to happen, but one of the key milestones certainly is Gartner doing a magic quadrant and/or Forrester doing one of their waves around the category. That's what happened. They just published it about three weeks ago. ABM platforms specifically and Demandbase thankfully was established as the clear leader up into the right for the ABM platform category. So very exciting. Listen in for much more!

Brian Hansford, VP of Performance Management at Heinz Marketing hosted our guest, Jeffery K. Rohrs, CMO at Yext. Read the full transcript about Integrate Brand Experiences in B2B Marketing on our blog starting Mon. 6/25/18. A bit about Jeffrey and Yext: I serve as our Global Chief Marketing Officer and we are the leading digital knowledge management platform with a mission to give companies control over their brand experience across the entire digital universe of maps, apps, search engines, voice assistance, and other intelligence services that are driving consumer-discovery decision and actions a day, so in practice, that means that a customer of ours like Arby's manages their brick-and-mortar location information, store hours, menus, other types of information that consumers are looking for on mobile devices and other services insures that that is correct. Not just across the third-party ecosystem, but also across their own website. Jeffrey will speak to what are some of the biggest challenges he sees in B2B marketing and sales from an integrated brand experience and from his own experience working with clients or even as a consumer or a B2B customer himself. Brian asks "What do you see out there and what are some of your ideas and how do you approach that?" Listen in to hear great insights.

Another great episode! The full transcription will be on our blog starting 6/18/18. I asked Patrick what are some of the keys you find to building really high performance marketing teams that can deliver results? He said... "It's an interesting question because I think everybody comes to the notion of team a little bit differently. But I would say, particularly in marketing that, marketing is fundamentally a team sport. And not just on your team, but the extension of marketing into sales. So, there's a few different things I would call out in terms of focus on teams that I have found to be successful over time." "One is as a general rule when you're trying to put together a team, I would have a strong bias for athletes versus experts. Because, the pace of change across every business and across every market is so quick now, that there are a lot of people who may be an expert in a particular sub-discipline, who can't transfer those skills and can't help other members of the team. So one, I'd look for athletes not experts and people who can really work to solve the problem." "The second thing, when you're thinking about marketing is really having an understanding and a focus on learning to try to understand the customer in the market. And a lot of that comes out of my heritage in product marketing, but also I think there's a lot of bias that people, particularly on the sales sides of this discussion have, that marketing does a lot of hand waving, doesn't really actually understand what's going on. And so you need people across the entirety of the team to really be focused on, not just the mission of the company and trying to produce a result, but really understanding the customer in the market." "And then the third thing I would say... specifically that helps inform teams, is look for people who have sales DNA. Because more often than not, the ... Having lived the life of somebody in sales and you had a great example, Elissa Fink was on with you a couple weeks ago from Tableau. She is a great example that proves the pieces in my mind, which is people who started early in their career or who have had experience in selling, have a lot more empathy for the realities of what it takes to generate an opportunity to get a deal done. But, also what results look like as measured by revenue, and I think all those things are important." Listen in to hear more! More from Patrick: I am a growth-driven marketing, sales and business development executive in high technology focused on building high performing teams, building lasting relationships and delivering results. I am also an advisor to innovative start up companies. I run marketing, alliances and channels at Altify. We focus on making the lives of sales people better by delivering great software that help strategic sellers win the deals that matter.

Today, in the absence of our scheduled guest, our producer Paul Roberts and I talk about B2B pet peeves. We have a great time. JOIN US! Just one example: There have been books written about a predictable, repeatable, scalable engine of growth. A lot of venture capitalists have read those books and have then told their early stage companies, “If you just hire enough sales people and make enough phone calls, the math works out.” You have to start somewhere, so you start with the math and you start with the plan, but sales is never that easy. One of my pet peeves is someone who has never done sales, and never managed a pipeline, and never even carried a number say, “I read a book. Therefore, this is the way that we're going to sell,” right? I think that: A. books are great and books are important, but I think you've got to try new things. If everybody in the world just follows that book, then all of a sudden it becomes a little tough. Listen in to hear about other B2B pet peeves.... What are yours? Find the full transcription on our blog starting 6am PST on Monday, 6/11 and beyond.

In this episode, listen in to Samuel Sunderaraj, VP of Sales at Skilljar. Check out the full transcription on our blog starting Mon. 6/4. Samuel will answer some great questions: What's the state of SAS sales? What does it look like today? And for folks that are either at the front lines or managing an SAS organization, what are the keys to making SAS sales work today? He'll also talk about how good sellers can actually be still at the forefront of the buying process, at the top of the buying process to provide that value. He'll share about the people side of growing a sales organization. It's one thing to put numbers in a spreadsheet and say, "Well, if we call this many people, convert this many deals, we'll hit our number," but you still have people that you're managing as part of that. Hear about the importance and some of the keys to building a sales organization, a high performing sales organization that also prioritizes the people within it. What about managing expectations? What about the boards objectives? What about the investor objectives? How do you manage that when you're in the middle and you're leading the sales organization, having to motivate the team, but also sort of set expectations from above? All this and a lot more! MORE ABOUT OUR GUEST: Samuel Sunderaraj has the following experience in sales management: Driving and initiating contact with senior decision-makers at Small To Enterprise Accounts (C-level) Scaling revenue from $0m to $30Million+ in ARR Revenue retention ($30M+) Building sales teams from 1 to 30+ Experience in building a successful sales organization from scratch, including recruiting, hiring, and developing compensation plans. Leading sales teams that are metrics driven & efficient Start-up advisor - Building high performance sales teams that are metrics focused and scaling for growth - Focus on customer & company success ("customers pay the bills") - Sales metrics execution - managing cost of opportunity acquisition while driving top line revenue - Territory and Market Optimization – executing to high conversions on the active funnel. - Creating Value = sales multiple - BOD Metrics & Analysis - Funding (Seed, Series A-C,) Learn more at Skilljar.com

On this episode, Brian Hansford, VP of Client Services at Heinz Marketing hosts Sam Melnick, VP of Marketing at Allocadia. Look for the full transcription on our blog starting Monday, 5/28/18. In this episode we're talking about a mid-year review. As Sam says, "It all starts with the plan. So whether you're planning for next year or whether you're looking at what's going on in real time, measuring performance in real time or if you're doing that kinda half year look back, to me, it all starts with the plan. That's your roadmap. You set out your intentions. You set out where do we wanna spend time and money. What do we expect to get out of our time and money? And now you get that chance to compare results and hopefully adjust and improve. Brian asks Sam several great questions! Listen in to hear Sam's replies! When marketers are at both the strategic levels, CMO level and even operational level, are reviewing that data, what are some of the best practices that you see with your clients and even that you recommend in how they manage their budgets against the plan and make decisions on where to invest their resources? What should they look at in terms of reviewing their plan? How can they look at the data that they've been collecting and analyze that performance up to this point and use that to make plan adjustments and moving forward? Do you feel that marketers are getting better at measuring their performance against revenue? The revenue attainment and what they're actually doing to drive results. What are your thoughts on that and how should marketers consider using that when adjusting for a strong second half? Should marketers wait for a mid-year point to measure what's working? How often should they analyze what's working with a marketing performance management approach and solution and make those go, no go, or any sort of adjustment decisions, pulling investments, adding investments? More from Sam: I am an analytically driven marketing professional who has experience as a marketing leader, industry analyst, and customer success manager at a marketing technology company. My special talent is the ability to focus on details or specifics to execute, but also step back and distill this information at a higher, more strategic level. I am a student of marketing and will never stop learning about and discussing marketing. Some of my favorite topics are: Marketing technology, marketing benchmarks, change management within marketing, and building high performing teams. Feel free to reach out if you want to connect around interesting ideas, projects, companies, and/or tools! Outside of work I love skiing, basketball, and cooking. Additionally, I am a barbecue and craft beer aficionado.

A shorter episode this time (due to some technical issues) but a good one! Read the full transcript on the Heinz Marketing Blog starting Mon. 5/14/18 We talk about the importance of: Hiring the right people and enabling them Staying focussed on the mission Respecting the past, respecting the future Continoius measurable improvement Chasing things that excite you and get you up in the morning More about Elissa @elissafink Driven by data. Leading by example. Building authentic brands and communities. And most importantly, creating customers for life. Having joined Tableau Software in 2007, Elissa Fink has served as CMO through its rise from start-up to a billion dollar enterprise. Tableau is now widely recognized as the leader in data analytics, one of the hottest technology sectors. Prior to Tableau, Elissa was EVP Marketing at IXI Corporation, a firm specializing in marketing technology and now owned by Equifax. She has also served in marketing, product management and product engineering executive positions at Tele Atlas, a multi-national map data company now owned by Tom-Tom, TopTier Software (now SAP), and Claritas (now Nielsen). She began her career selling advertising for the Wall Street Journal. Elissa holds a BA from Santa Clara University and a MBA in Marketing and Decision Systems from the University of Southern California.