Sales Pipeline Radio

Mike will touch on: Current focus: Cross channel orchestration is a focus for us (usermind, lytics) Current focus: Marketing data story from impression to closed deals Current focus: Refreshing our approach on predictive lead scoring with 6Sense Product promotion and operational tips: We will talk about how Tableau uses a product day-to-day as a marketing operations team Tips and advice: Learnings from the last year of building out center of excellence Process, cross department accountability, how I’d prepare if I were starting today with the experience I now have Thoughts on centralized approach vs decentralized Marketing technology and teams like marketing operations teams have allowed marketing departments to transition from the perceived “cost center” to being able to paint an end to end story of all measurable engagements throughout the buyer's journey and what sources those engagements. More about our Guest: Mike Braund Director, Marketing Operations at Tableau. I’ve worked at Tableau for six years. I’m newly engaged, and getting married out in Chelan this summer. I proposed on top of Table Mountain in Cape Town last September while visiting my Dad’s side of the family. I’m a huge Seahawks fan and golf addict (though I’m not good at golf yet). If data visualization is new to you or you have interest in learning more about Tableau check out Tableau.com. Also check out Tableau's annual conference-- a one of kind experience bringing together over 15,000 data enthusiasts worldwide every year.

Our guest, Byron Matthews is the President & CEO of Milller Heiman Group. Check out Byron's new book, Sales Enablement: A Master Framework to Engage, Equip and Empower a World-Class Sales Force Highlights from this Episode: Companies investing in sales enablement is up 26% from last year, with 59% of organizations that now have a sales enablement function. Yet, only 34% of organizations are achieving their sales enablement goals. (CSOi Report) B2B companies can assess their sales teams’ gaps and opportunities in relation to each component of sales enablement and look for the alignment (per the Clarity Model). Sales enablement cannot be put in a box like other functions. It is cross-functional, and orchestrates all enablement efforts across all “boxes,” including its alignment with the customer journey. Defining sales enablement: Sales force enablement is a strategic, collaborative discipline designed to increase predictable sales results by providing consistent, scalable enablement services that allow customer-facing professionals and their managers to add value in every customer interaction. More about and from Byron: Anyone familiar with Miller Heiman Group (brands include: Miller Heiman, Huthwaite, AchieveGlobal, Impact Learning, Channel Enablers, and CSO Insights) knows that championing the customer experience is a main tenet of their mission—and also one that I happen to share.As President and CEO of Miller Heiman Group, I bring a broad depth of experience in growing, leading and providing guidance to the best organizations globally surrounding their sales processes, as well as the leading operations that support the mission of a great sales organization. Throughout my career, I have sought out challenges and answered demands that call for singular vision, energy and creativity. I have consulted and collaborated with industry leaders throughout the world and crafted new funnel-management solutions, compensation plans, sales methodologies, and sales-management processes, as well as developed and implemented sales-operations capabilities, sales structure, and territory design, for such Fortune 500 companies as Microsoft, AT&T, Sprint, and Aflac. Personally, I am passionate about the education of sales as a discipline. In collaboration with university faculty and administrators, I am working to drive a nationwide effort to incorporate the study of sales into graduate and undergraduate academic environments. I teach and volunteer my time as a guest lecturer for universities including Cornell and Harvard Business School and contribute to published academic and industry research on sales strategy and concepts. I also run sales boot camps and coach, train, and judge students at university sales competitions across the U.S. and participate regularly as a featured speaker at industry wide events.

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. 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 starting 4/30/18. 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, vlookups in Excel what not 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 analytic we are going to see marketers continue to lose their jobs and go home

Join us for this episode: Sales Enablement’s Evolution from a Front Row Seat with Jim Ninivaggi,Chief Readiness Officer at Brainshark, Inc. Hear Jim as he talks about: His front row seat to the evolution of sales enablement. How does it differ from what he saw 6 years ago? The “bifurcation” that is happening and how it is primarily around two key areas of sales enablement: sales readiness and sales content management. We will discuss what this means. We will discuss how this bifurcation is shaping the sales enablement tech landscape. How sales enablement is a critical component of marketing alignment in some key areas: Helping in the management of content. Ensuring reps can use assets effectively in their buyer interactions. Helping ensure lead conversion through better initial buyer conversations. Working hand-in glove with product marketing to ensure reps are ready to position enhancements and new products. We will wrap up by talking about the group that seems always lost in the alignment discussion – first-line managers, and how we need to think about providing assets for managers to use in coaching reps. More about our guest: Jim is an established thought leader and business analyst from his former role as the head of SiriusDecisions' sales enablement practice. He has researched and presented to business leaders around the world on advanced concepts in optimizing sales talent, maximizing rep productivity, world-class sales leadership and sales enablement technology. Jim has published more than 200 research briefs and engaged audiences at hundreds of conferences, forums and executive presentations.

Listen in to hear us: Touch on Microsoft and LinkedIn Acquisition One Year Later. Provide context for how Microsoft and LinkedIn are partnering to drive relationship selling impact. Talk about how CRM Systems no longer need to be a system of oppression. Discuss how Machine Learning and predictive analytics change the day to day life of the seller. Discuss what an innovative solution like Microsoft Relationship Sales has in common with a well known music app (Shazam). Making the magic happen! Explain what conventional sales tactics will no longer apply? Share how will 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, Mon. 4/09 at 6am PST). 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.

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.

Jonah-kai, Senior Director of Marketing at TUNE, is a proven leader with 15 years of experience creating content, building marketing programs and leading highly-functional teams. His experience encompasses Product Marketing, Online Marketing, Marketing Strategy, and Content Strategy for B2B focused companies. Follow Jonah-kai on Twitter Join us as Jonah-kai, answers some GREAT questions: Here are just a few: How do we get better at driving campaigns that focus on target accounts? How do we get better at working regionally in accounts to focus on that? How do we get better at measuring those things so that everything we do drives around a strategy that drives performance? Where are you putting focus in building systems that can directly track marketing's effectiveness and impact on the sales pipeline? What cadence do you use to make adjustments? How often are you looking at those results? How often are you making changes to your execution? Read the transcript of this episode on the Heinz Marketing Blog starting Mon. 3/26/18.

Find the transcription and recording on the Heinz Marketing Blog on Mon. 3/19/18. This week, Manny Medina, CEO at Outreach SaaS joins us 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. 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.

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 Monday, 3/12/18.

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 starting Mon. 3/5/18. 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

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 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 the Top-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.

Our scheduled guest was unable to make the live show... so host, Matt Heinz, talked with Paul Roberts, the announcer for Sales Pipeline and had a great conversation! Among other things (like the Super Bowl) we talked about: The pros, cons and benefits of podcasting Storytelling The importance of audio Conversational selling and its importance in the marketplace Podcast formats from Q&A to curated shows Podcasts as unstructured learning time Listen in now for our impromptu and insightful conversation!

The Art & Science of Customer Loyalty: Community, Advocacy and More We talk about customer evangelism as well as lessons learned from Eloqua that Jocelyn is applying today, and more! Check out the recording and transcription on the Heinz Marketing blog on Mon. 2/26/18. Our Guest, as VP 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. 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 will be Eric Spatzer, WW Sr. Manager Enablement Tools & Services at Citrix and we'll talk about Sales Enablement at Enterprise Scale: How Citrix Does It We'll cover: What is the right funnel for your business Making Content Count Across the Funnel Selling the Right Product for the right customer use cases FYI, Eric is searching for sales people to collect sneakers to support environmental and global sustainability... go to www.gotsneakers.com to learn more. More about Eric here.

For a transcription of this episode, check out the Heinz Marketing Blog on 2/5. Our guest is Ryan Bonnici, CMO at G2 Crowd. I’m super impressed with how effective G2 Crowd lists have been, both the overall top XXX lists by segment as well as the metro area lists. We'll talk about Ryan's approach to B2B PR, how that impacts sales pipeline (directly and indirectly). Check it out and learn more about G2 Crowd here. More about Ryan: ► Incredibly passionate, self-directed and confident senior executive leader with fortified marketing, management and organizational skills evidenced by ongoing customer, partner and team success. ► Extensive experience across B2B and B2C marketing and sales development has led to a strong understanding of the processes behind the job, refined interpersonal skills and an advanced understanding and track record in achieving strong positive return-on-marketing-investment and business growth.

Join us live Thurs. 1/18/18 11:30 am PT (12:30 MT, 1:30 CT, 2:30 ET) when we are joined by Lauren Patrick, Storyteller at Terminus. Check back here no later than 1/23 for the on-demand recording or find the recording and transcription on the Heinz Marketing Blog on Mon. 1/29/18. Listen in when we'll discuss The Power of Storytelling in B2B Marketing and: - How in 2018, marketing and sales truly need to form #OneTeam for account-based marketing (ABM) - How and why the white-hot growth at Terminus is thanks to a #OneTeam mindset, with everyone at Terminus being focused on ABM and customer success 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, and 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, 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.

Join us LIVE 11:30 am PST Thurs. 1/11/18 when Alex Terry, CEO of Conversica 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. Check back here for the ON-DEMAND Recording of this broadcast -- no later than 1/16 or on the Heinz Marketing Blog on Mon. 1/22 along with the full transcript. AND--- Join us 1/23/18 11am PST for a free 60-minute, live webinar on this topic as well (on-demand afterward). Terry will join Nancy Nardin of Smart Selling Tools and I to give our "lively" perspective from the Sales (Nancy) and Marketing (Matt) fronts on lead follow up failure AND share best practices for how to do it right. 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.

Don't miss this week's guest, Jen Spencer, VP of Sales & Marketing at SmartBug Media. We'll be live at 11:30 PST Thurs. 1/4. Check back here for the recording no later than 1/8/18 and read the transcript on the Heinz Marketing blog on Mon. 1/15/18. We'll talk about: How to enable your entire go-to-market team: Best practices and advice to increase conversion rates and sales success Some Highlights: Intelligent Inbound - Data-oriented - Not just blogs and whitepapers -- web design, PR, sales enablement, creative working together to grow revenue and marketing ROI - Importance of the marketing to sales handoff with inbound - Evolution of public relations; how to use it to enhance inbound strategy MORE ABOUT OUR GUEST: Jen Spencer is Vice President, Sales & Marketing for SmartBug Media, a leading intelligent inbound marketing agency that assists businesses in generating leads; increasing awareness; and building brand loyalty through inbound marketing, digital strategy, design, marketing automation, and PR. Prior to her role at SmartBug, Jen was the VP of Sales and Marketing at Allbound, a partner sales acceleration software-as-a-service solution provider. She was responsible for developing and executing an inbound demand generation strategy, raising brand and market awareness for Allbound, and channel sales and marketing. She helped the company reach 50 percent growth in year-over-year traffic and a 363 percent increase in sales leads. While serving as Director of Marketing at nettime solutions, acquired by Paychex in June 2014, Jen developed and executed an inbound lead generation and content marketing strategy while supporting a channel of referral, reseller, co-branded, and white-labeled partners. Through her role, the company saw a 103 percent increase in website traffic, a 415 percent increase in direct sales leads, and an 89 percent increase in revenue. Whether she’s writing a blog, delivering a speech, interviewing clients or managing agency relationships, aligning with her audience is always at the forefront of her mind. Jen subscribes to the notion that “we’re all in this together,” and great communication leads to great partnership. In her free time, Jen serves on the Board of Girls in Tech - Phoenix, a local chapter of the global non-profit focused on the engagement, education and empowerment of girls and women who are passionate about technology. If you get to know Jen, you'll discover she loves animals, technology, the arts, and really good Scotch. She's also the mother of twin teenage boys which means there's likely a lone dirty sock in every room of her house.

Join us this week live at 11:30 am PST - Thurs. 12/21/17 when our guest will be, 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, and in late August acquired its rival RainKing. The recording will be added here no later than 12/26/17. You can catch the recording and transcription on the Heinz Marketing blog on 1/2/18. From CEO to SDR: Astronomical Growth Through a Maniacal Focus on Sales Development What to expect: Brief overview of DiscoverOrg: o The unequivocal leader in sales and marketing intelligence - focus on the most accurate and actionable B2B sales and marketing data to power pipeline and revenue growth o Just marked its 10-year anniversary. In the past year: ▪ Acquired its largest rival, RainKing ▪ [In 2016] had $71M in revenues; on track for $125+M in 2017 ▪ Named to Inc. 5000 Fastest-growing companies for seven straight years ▪ Among other 2017 accolades: Inc. Top 50 Best Workplaces; Deloitte Technology Fast 500 (third consecutive year); CODIE Award for top sales team, marketing team, company, and CEO in 2017; top sales and marketing software from G2Crowd, TrustRadius; TechOregon top growth company ▪ Fundamental belief that to be (AND scale) a high growth company, you have to DO the HARD things: define your target market, cold call relentlessly, align sales and marketing, execute an ABM strategy, etc. DiscoverOrg practices what it preaches Journey to 24k Demos/Year from the SDR team: History of DiscoverOrg’s SDR team (comparison of 2015 stats to today’s) 2015 became the year we focused on hyper growth: Realization of need to step up the SDR program in order to compete with companies the size we wanted to be o Implemented new hiring methods o Created new inbound/outbound team structure o Better aligned SDR team w/ Marketing o 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.” o 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” o Personal attention, mentorship and encouragement are all key to keeping the team on track o Encourages the rest of the team to stay accountable, hold one another accountable Why being paranoid when it’s good….is good o Need to ensure repeatability of excellence The results: 24,000 demos booked in a single year More about Henry: 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.

Join us this week with our guest, Mark Godley, President of LeadGenius, to discuss how lead augmentation drives greater sales pipeline contribution. 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

Join us this week when Robert Pease, Pipeline Practice Lead for Heinz Marketing hosts Guy Weismantel, EVP Marketing Marchex They'll be tackling: The offline blind spot for marketers in the omnichannel world How the complex omnichannel customer journey has transformed the role of the digital marketer How does the offline blind spot impact businesses’ bottom line? Why customers who call your business are your best customers and how markets struggle to target them effectively How call analytics can help marketers develop a strategy to adapt to the omnichannel landscape The importance of knowing where your best customers come from and how to better identify and target them to generate more sales leads and close more deals Definitely check out the Marchex Research Report: The Offline blind spot and the modern marketer: Optimizing the path to purchase when your prospects become customers offline More about Guy: He is currently EVP and CMO of at Marchex, where he helps marketers find their best customers--the ones who call their company. They'e found they convert faster, buy more, and churn less. Marchex helps companies drive more calls, understand what happened on those calls, and converts callers into customers. At Marchex he leads a predictive, data-driven marketing team that is delivering new awareness of our category and company, new pipeline for our enterprise and SMB sales teams, and new products and differentiate us from the competition. He is a marketing leader with 20+ years experience in driving bottom-line results through differentiated branding, product messaging and positioning, and customer engagement. He's had the chance to build businesses from the ground up, as well as work around the world in global organizations. The common thread through all his experiences is the ability to build and lead great marketing teams and achieve outsized results for my company.

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. More about Dan: 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 as we hear from Scott Salkin, Founder and Chief Innovative Officer at Allbound, Inc. about Sales Enablement. Channel touches a ton of pieces of your business, which is part of why it's so complex, but also part of why it can be so effective if you do it right. Matt and Scott had just come off of Dreamforce 2017 having spoke on the same panel about Sales Enablement. In this episode, they ask and answer some great questions including: Identifying one of the most important things that goes along with growing a great channel. Scott answers: What do you see in the market? Where do you see the best companies investing and positioning to create a more effective channel? Find out what he thinks is "the coolest thing and most exciting thing." Matt also asks: What is influencing deals to move through the pipeline and actually close? How are things being influenced throughout your pipeline and how are you measuring those things and relating it back? Scott also reveals the people he would put up on his personal Mount Rushmore of sales. Lastly--- they coin a new phrase - Account-Based Partnering.... you heard it here first! Listen in now or read the transcript on the Heinz Marketing blog on Monday, 11/20/17. More about our Guest: Scott Salkin is the Founder and CEO of Allbound, a next generation platform that helps companies accelerate revenue through their channel partner programs by replacing portals and PRM with a smart SaaS solution that guides partners to more closed deals and renewals. Scott’s high-tech career started at the nonprofit San Diego Regional Technology Alliance (SDRTA), providing technology equipment and training to underprivileged communities throughout the region. His next stops were at Cisco Systems and NetPro Computing (now Dell Software), before launching his first startup, IDS Technology Marketing, in 2007. Scott has been listed by the Arizona Republic as one if its “Top 35 Entrepreneurs Under 35," as one of the Phoenix Business Journal’s “40 Under 40” and was featured as one of AZ Business Magazine’s "Generation Next Business Leaders.” He was honored as the Phoenix Business Journal and Business Marketing Association (BMA) Marketer of the Year as as a finalist for Arizona's Tech CEO of the Year. Scott also served as board president for the Phoenix chapter of the Business Marketing Association (BMA), as Chairman for the Arizona Technology Council’s Startup and Entrepreneurship Committee, and as a board member for Playworks Arizona and for the Arizona Technology Council Foundation.

Matt and Ashley give you some great ideas and the WHYS for this subject. Why we need to bring the science of quality from manufacturing process to sales and marketing processes How we do it - culture daily habits view your problems as process, not people Ashley is offering a bootcamp for 5 local small to medium businesses in SLC & OC. Each attendee will leave with a documented & optimized sales process to increase conversion rate & profit. More about our guest on LinkedIn View the offer details here >

Join Matt and Jeremy Korst. He's a mentor, the Executive VP and CMO at Avalara. Establishing an effective and actionable brand strategy is no easy task. It takes a dedicated team of strategic and creative experts who have a strong sense of customer empathy. It requires outside-in thinking, so it’s often quite valuable to bring in some external expertise to help facilitate the process. Now, while the strategy takes a tremendous effort to get right, the company-wide implementation and execution is even more important. Some of what they'll be covering includes: Creating a new category. How do you get prospects to be interested in doing something a new way. The importance of brand. How a brand strategy is much more than branding. More at:https://www.linkedin.com/pulse/your-experiences-brand-jeremy-korst/ About our guest, Jeremy Korst: Jeremy Korst is Executive Vice President and Chief Marketing Officer of Avalara, a quickly growing Seattle-based SaaS company focused on transactional tax compliance for businesses of all sizes. Before Avalara, Jeremy was general manager of Microsoft’s Windows & Devices marketing group, responsible for the worldwide marketing and sales of Windows, and the highly successful launch of Windows 10. He also serves as a mentor to the University of Washington’s entrepreneurship program. Jeremy has served on various industry boards, as well as past Chair of the Seattle Accelerator YMCA Board of Managers.

Join Matt this week with Maureen Ezekwugo, Executive Vice President of Doctor Community and RealSelf. Get pointers on how to take your sales career to the next level. Points to include: 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.

Join Matt as he and Rand Fishkin, The Wizard of Moz, will take away the misconception of what SEO does to affect marketing. The first thing is to blow up the myths, then understand how you can use it to your advantage, and finally how to interpret the information and apply it to more growth and success. Rand says, "My goal is just to help their audience understand SEO and web marketing. Whatever they think is most useful/important is where I'd love to assist."'ll also be talking about Moz Explorer. It's the one tool to discover and prioritize the best keywords to target. Try out it before the show: https://moz.com/explorer

Guest host, Robert Pease,talks about predictable pipeline. Some of the point covered include: Have you built the marketing plan around the revenue plan? We really need to accelerate. Basically we need more customers. Someone who comes to your website and downloads a white paper, that's a content lead. That's not remotely sales qualified. If you don't know who you're selling to, you don't know that there's a market or that there's a need in the market for what you sell, that's going to wound you.

Our guest today is Joe Chernov. He's now 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. 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. ----------------------- Even though this is a replay, it's timely as it mentions the upcoming Dreamforce. Matt will be presenting 5 minute walk from Moscone. Take a break: You Can’t Buy a Beer With a Hashtag: How to Translate #ABM Into Execution, Pipeline & Closed Deals - Matt Heinz Champion your way through Dreamforce –visit the B2B Champions Club! Need to step away from all the noise at Dreamforce? Look no further. Come to the B2B Champions Club – just a 5 minute walk from Moscone Center. Hear industry leading speakers as well as relax, recharge and network. Sign up to reserve your spot! Stop by anytime throughout the week for: 20+ sessions by top B2B Sales and Marketing Leaders Networking alongside industry leading peers during breakfast, lunch, and happy hours Live streaming of Marc Benioff keynote Register for the #B2BChampionsClub today!

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 [inaudible 00:02:50] 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."

Join Matt and his guest, Liz Pearce as they discuss marketing mobility. A lot of marketers envy your path – marketer to CEO. How did you do it, and what recommendations would you have for other marketing leaders who want to someday run their own business? Have you found it hard to manage other markters, especially CMOs? What’s key to managing them without micromanaging given your marketing background? You’re in a crowded market, what’s your key to differentiating and winning? We’ve talked before about your impressive productivity habits. What’s working for you right now? Liz Pearce is Chief Executive Officer at LiquidPlanner, the fast-growing Seattle-based maker of predictive project management technology. She is responsible for the company’s overall vision, strategic direction and growth. Liz is an entrepreneurial leader with more than 15 years of marketing, product management and technology leadership experience. She started her career at LiquidPlanner as Director of Marketing in 2007 before being named COO in 2011 and CEO in August of 2012.

Join host, Matt Heinz and his guest, Anthony Iannarino as they review Anthony's book, The Lost Art of Closing. He'll have some insights that will help you close more deals. Talking Points: Why did you write this book What’s changed about closing? Why so much emphasis on change? They will also talk about CEB, changes in sales, and how sales now requires better marketing.

Matt welcomes author and Senior Editor of the Harvard Business Review, Daniel McGinn to talk about his new book, "Psyched Up: How the Science of Mental Preparation Can Help You Succeed." A bit about the book from the author: The book looks at the science and practice of how professionals can learn to use techniques used by Olympic and pro athletes to get in the right mindset before they perform. Chapters look at the use of pep talks, motivational music, trash talk and rivalry, techniques to boost confidence and reduce anxiety, and even drugs to help you get in the mindset to perform. If your job involves pitching ideas, high-pressure negotiations, public speaking or presentations, or make-or-break sales calls, the techniques in the book should help people bring their A-game. The book has only been out a few weeks, but I've started hearing from companies such as Oracle that are buying the book for their sales teams because they think the ROI for people who learn these techniques is obvious. I'm also hearing from entrepreneurs who agree with Brad Feld, who said "This book is a gift for entrepreneurs or anyone else who pitches ideas for a living."

There will likely be a Game of Thrones recap/convo. for fun! In that light: The host/guest names are: Host: Matt Heinz, First of his name, builder of sales funnels Guest: Josh Baez, first of his name, breaker of chains, writer of marketing copy or Ft. Josh Baez, the original persona non grata

Some of the questions Matt and Andy Crestodina discussed were: Why is SEO perceived as such a scary thing and does that perception need to persist for people to do it right? That is an excellent question that is very rarely asked. I think SEO has kind of a reputation as kind of a shady kind of industry, with kind of a checkered past, because the people who buy SEO service, they tend to be a very low information buyer, which means that the people who provide the service can get away with some less than perfectly ethical tactics. When the people who hire you to do something have no clue what you're going to do, that creates an atmosphere, an environment where it's ripe for people that are less than perfectly standup professionals to actually succeed. For example, people who hire SEOs often pay $3,000 or $5,000 or $10,000 a month, think they need to keep paying that money to keep ranking. That's never true, which means that there's a lot of SEOs that can kind of rest on their laurels and keep cashing that check, even though they might not be doing a whole bunch of stuff after the first few months, other than making the major improvements. On the topic of writing business books: the book becomes another reformatting of your content that is ultimately intended to drive demand, qualified demand, and preference and differentiation as well, right? The book just barely pays for itself. I think it sold like not even 10,000 copies total over the last however many years, but in a B2B sales context, which we all are passionate about this topic of sales, it's a great leave-behind. It's sort of a $10 business card strategy. We build websites. You meet with four companies to build your website. One of them left behind a book that blows your mind with everything you need to know. It's the driver's manual for the website and that gives you a competitive advantage in sales. It's extremely effective in that way. If I wanted to use it more for PR, I could just send it to people who I think might include me in something they're working on or invite me to their event. If I was more deliberate about trying to get sales, I could just send it to different professors who teach marketing hoping they might include it in their syllabus. But yeah, it's just another format for content. It's something that's part of a family of content. Your job is to create traffic champions through your content. You want to create a couple more traffic champions because there's always a few things that have a massive disproportionate effect on your total number of visitors. If your job is to create a couple more traffic champions knowing that that's going to create just way more brand awareness for you, then you don't want to just keep making more medium quality things. You want to go make a couple more great things. Listen to the full replay to get the rest of the insights and tactics. About our guest, Andy Crestodina: Andy Crestodina is a cofounder and the strategic director of Orbit Media Studios, an award-winning web design company, which has completed more than 1,000 successful website projects. He is a top-rated speaker at national conferences who is dedicated to the teaching of marketing. His favorite topics include search engine optimization, social media, analytics, and content strategy. He has written more than 100 articles on content marketing topics. He lives in Chicago.

Brian Hansford hosting this episode with our guest, James Thomas, CMO of Allocadia Software. They will be focusing on MPM and will drill into how CMO’s need more discipline and rigor around managing the revenue pipeline, looking at past performance, and using the data to guide future performance. A bit about our guest: Experienced Chief Marketing Officer with a demonstrated success leading award winning teams in the high tech industry. Expert in marketing management, enterprise software, Software as a Service, pricing, packaging, messaging, inbound and outbound demand generation, go-to-market strategy, and strategic partnerships. You'll want to catch this episode live 11:30am Pacific. 8/17/2017

Our guest is Mark Granovsky, President and CEO of G2Planet which does Event Marketing and applies data science to a growing field. When people think of event marketing, they don't think of the latest and greatest and most technologically advanced campaigns in the world. I think when people think about big data, they think about marketing technology. They think about lead nurture programs. Then you have events which in many cases have kind of lagged. Talk about where event marketing is today in the 2017 B2B world and where do we need to take it to make sure that it aligns with the way that we're managing sales and marketing today. Mark answered, "I think it has been a laggard, and I think it's quickly catching up. I know when I first got into this business one of the motivating factors was every financial officer I ever talked to was frustrated with their event spend. They didn't know what value it was bringing. Tons of money going down that channel, but they didn't really understand the benefit they were getting out of it. Early on event marketing was very logistics focused, tactical, processing names, registrants coming to an event, putting badges on people. It was kind of pretty basic meat and potatoes. As marketing analytics have evolved and people have gotten smarter about looking at data and taking data and turning it into information, the events industry and the discipline has certainly caught up. " Matt later asked, "How should marketers should think about this in a complex sales cycle, right? I mean if you're not doing transactional sales, if you assume that the white paper didn't generate the sale, what do you recommend for marketers that maybe ... It's mid-August, but a lot of people are already thinking about 2018, to start to think from a strategy and a planning standpoint of how to do we incorporate events and event marketing technology into their mix." Mark says, "The event marketing discipline or the portal that we call it, it really is ... It's not the head on the dog. It's the body on the dog, right? It's got to follow the marketing objectives, the campaigns, the purposes. These things are manifesting inside of the events activations, right? Whatever those corporate marketing initiatives are, bright people are sitting down and they're spending time and they're saying, "Okay. How does this manifest inside of my event activation campaigns," whatever those objectives might be. Then once the link is created from the strategy office in the house down into the activation fields, event marketing being an activation field, now we're getting into planning and activities that support meeting of those goals whatever those goals might be. " Listen to the full replay for more insights.

Some of what Matt will be covering with Michael Pici, Director of Sales at HubSpot. How’d you get into sales, and when did you know it was something you wanted to pursue as a career? Hubspot has a highly-successful track record for sales, but you started from scratch with the sales product. What was that like? What do you look for in new reps? What attributes are most important and what others do you expect to teach/train once they start? What do you look for in potential new managers, especially from amongst your front-line reps? What’s the biggest mistake you’ve made and learned from over the past couple years? You’ve written lately about sales forecasting. Why do so many people get this wrong?

In this replay, we are very excited to talk with Jessica Fewless who joins us from DemandBase. We are going to be talking about the increased complexity of selling into B2B marketing; into B2B targets; the fact that the buying committee internally is getting larger, more complex. More than just picking off the right targets and speaking more precisely to the right people, organizing consensus inside of an organization to help increase sort of focus and velocity is what Matt thinks is a key part of ABM as well. He asked Jessica to talk a little bit about what that means and sort of that internal buying committee and how effective ABM can make sense of that. Jessica told Matt,"this is really where sales can feel the most support from marketing is around this entire buyer’s committee because typically what they are going to be doing is they are going to be focusing on that person with the budget authority, need and the time light, right? That whole BAND model, because that’s a person who is going to sign the contract, right? So that is generally where their efforts are spent; one – because that’s the only person they actually have access to. So sometimes they act as a gatekeeper to the rest of that stakeholder committee but two – they only have so much bandwidth so they need to focus on that person who eventually is going to sign their contracts." It was such a rich episode, we felt a replay was in order. About Jessica Fewless, DemandBase After 3.5 years at Demandbase (and 20+ years in B2B Marketing), Jessica has seen it all when it comes to Account-Based Marketing. Playing an instrumental role in Demandbase’s rollout of an ABM strategy, and educating over 1000 B2B marketers on the principles of ABM over the last 18 months, Jessica has become a resident expert. From building the right target account list and understanding the impact of ABM on marketing programs, to selling ABM within an organization and finding budget for your strategy, Jessica has worked with organizations to build, hone and measure the success of their own ABM strategies.

If you don't know him yet, it's time to know Grant Cardone. Join us for the provocative, maybe controversial conversation with a sales legend. While you are waiting for the show, don't miss his core package of MP3 books for your commute or flights. His success is legendary, his energy infectious. You do not want to miss this.

Matt is inteviewing Nadjya Ghausi, Vice President of Marketing for Prezi. They'll take the topic of conversational sales presentations further. How a new approach to pitches can transform your engagement and results. With a shift in approach, presenters can turn their presentations into dialogues, making them interactive and interesting enough to keep viewers tuned in while their pocket-sized screens remain in the pockets where they belong. "They will also be touching on the recent study from Harvard University researchers, which sought to answer the question, "Does a presentation's medium affect its message?" The full content of that study can be found here." Tune in for this conversation of ideas. Prezi would like to give you a gift for listening - their Conversational Presenting eBook. About Matt's guest, Nadjya Ghausi As Prezi's VP of Marketing, Nadjya loves building all-star teams with the power to drive global market leadership. One of the things she values most at Prezi is the ability to combine technology, data, and innovative storytelling to develop an authentic brand. Before joining Prezi, Nadjya held leadership roles at E2open, Salesforce.com, Agile Software, and IBM, and was a management consultant at Gemini. She holds an MBA from the University of Chicago Booth School of Business, with an undergrad degree in Industrial Engineering (BSIE) from the University of Michigan. Nadjya believes the secret to staying motivated is having a list of dreams that’s always a little bit longer than her list of achievements.

We surveyed over 250 B2B sales and marketing pros to learn how they achieve and measure revenue success. Through their insights we’ve learned how B2B marketing teams are managing, optimizing and reporting their results under increasing revenue accountability. Our research shows the best-performing companies have marketing organizations that share revenue accountability with sales teams. Companies are missing sales goals when their marketing teams don’t have revenue accountability or responsibility! Matt is traveling, so we are fortunate to have our on VP of Client Services, Brian Hansford to host this week and go over the highlights from the report. Some of the points he'll be covering include: • 64.2% of respondents report their marketing organizations have increased revenue responsibility and are achieving or exceeding revenue goals • 71.3% of marketing organizations have increased accountability for revenue goals • 61.8% achieve or exceed revenue goals because their marketing org has increased revenue accountability • 63.6% experience improved sales performance their marketing org has increased revenue accountability • 75% do not achieve revenue goals when marketing doesn’t have increased revenue accountability • The #1 ranked success factor in achieving revenue goals is an effective marketing and sales partnership Listen live, catch the replay or catch up on the report in the meantime here >

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'.

Best practices for tactile marketing, direct mail and more. Matt's guest today is Daniel Gaugler, CMO of PFL.com. Some of the talking points will be including: Why is direct mail back? What problem does PFL solve for its customers? When people say that direct mail is old school or irrelevant, how do you typically respond? Tell us how PFL is taking an offline channel and making it high tech. Demonstrating ROI is a key priority for marketers. What’s the biggest mistakes marketers make when measuring the success of their campaigns? Marketing changing rapidly over the past several years. What can marketers do to keep up? A bit about our guest, Daneil Gaugler: Daniel is a business-driven, entrepreneurial-minded marketer with an extensive background in: marketing automation, integrated marketing programs, direct mail, search engine marketing, eCommerce, email, and direct sales. He has a proven track record of implementing multi-channel marketing systems that leverage technology to drive awareness, acquire customers, grow sales, and improve the customer experience. Connect with him on Twitter

Matt's guest is Morgan J Ingram. Some of the talking points they are covering include: How to use video to create a great connection with your prospects Using social to build a relationship before the call or email Creating a brand by utilizing content throughout proper networks How ABM strategies can help sales and SDRs A bit about Morgan: He's a sales development manager at Terminus, where he builds the sales development team professionally and personally. He also does motivational speaking by helping people remove their negative thoughts to unlock their inner potential and stress the importance of not making excuses in their life.

Some of the points Matt will be covering with Terry Flaherty and Kerry Cunningam of SiriusDecisions will include: Why did SiriusDecisions update the demand waterfall? What's a Demand Unit and why does it matter? What's a Demand Map and what value does it deliver? What are the major changes/differences that Sirius introduced in this version of the waterfall? What has the reaction been to the new waterfall? What are some of the major things to consider when implementing the Demand Unit waterfall?

A bit about our guest, Paul Teshima: He is a successful technology executive who has run services, customer success, account management, support and product management. Paul is a firm 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. 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

Some of the points Matt and Sangram are covering: In case some listeners have been living under a rock, what is account-based marketing and why does everyone in B2B need to know about this trend? Tell us about the Terminus technology. What problem does Terminus solve for its customers? Terminus just raised its Series B of $10.3M (total funding to date about $20M with Seed + Series A) can you tell us about the process and what you've learned working with VCs and angel investors? In 2016, you wrote "Account-Based Marketing for Dummies", launched #FlipMyFunnel, and were named to the Direct Marketing News 40 Under 40 list. You helped build a category for ABM. What can you tell your fellow entrepreneurs about product-market fit and the importance of being part of a larger community in your industry? Terminus has won a ton of awards. #1 Best Place to Work from the Atlanta Business Chronicle in 2016. Startup of the Year in 2016 and 2017 from the AMA Atlanta, #1 in Employee Appreciation from the AJC and #3 for its Top Workplaces. What's your secret to building such a great company? What's next for you and Terminus? BONUS: Terminus just announced their Series B and Top 45 ABM Superheroes .

Matt's guest in this episode is Jeb Blount. Jeb Blount is a long time sales trainer, prospector and the best-selling author of eight books including Sales EQ, Fanatical Prospecting, People Follow You, People Buy You. He is a Sales Acceleration specialist who helps organizations reach peak performance fast by optimizing talent, leveraging training to cultivate high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design. When Matt asked how the salesforce looks today he suprised us with his answer, "It looks the same as it did three years ago, five years ago - the things sales people are doing are the same things they did then. But, there are more ways to fill your pipleline and channels - more opportunities than ever before. Older salespeople are benefitting, but can be overwhelmed with the addition of so many places to interupt the day of prospects and connect." Channels are being clogged, though, because they are so readily available. Matt asked, "How do you break through using these tools?" Jeb tells us, "It's always been hard to break through, even when we had email and door knocking, before social became core channels. Prior to that - doors, phones and networking events." Listen to this - the story of Richard from the UK and how he was persistent until he got through. He KNEW Jeb was a buyer, he KNEW. It's a great success story of knowing your target market and not giving up. Through his companies – Sales Gravy, Channel EQ, and Innovate Knowledge - he advises many of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on sales, leadership, customer experience, channel development, and strategic account management. Under Jeb’s leadership Sales Gravy has become a global leader in sales acceleration solutions including sales recruitment and staffing, sales on-boarding automation, custom sales training curriculum development and delivery, sales coaching, and online learning. As a business leader Jeb has more than 25 years of experience with Fortune 500, SMBs and start-ups. He has been named one of the top 50 Most Influential Sales and Marketing Leaders (Top Sales Magazine), a Top 30 Social Selling Influencer (Forbes), a Top 10 Sales Experts to Follow on Twitter (Evan Carmichael), a Top 100 Most Innovative Sales Blogger (iSEEIT), a Top 20 must read author (Yes Magazine & Huffington Post), and the most downloaded sales podcaster in iTunes history; among many other accolades. His flagship website, SalesGravy.com, is the most visited sales specific website on the planet.

In this episode: Why do events still matter? How offline marketing and events should be measured and attributed like their digital campaign brethren Determining KPIs for event channels Choosing the right technology for your marketing stack Free Download: The Complete Guide to Revenue Event Marketing As a leading SaaS marketing executive, Alexandra has built and led multiple software startups from seed through Series B funding, while tripling revenue year-over-year. In her first year as chief marketing officer for Event Farm, she designed, built, and quickly executed high-performing demand and lead generation strategies. Event Farm helps companies that utilize events in their B2B marketing strategies attribute revenue to those events. Customers include large companies like Google and JP Morgan, down to SMBs. Alexandra believes in a value-add, content-first approach to marketing, allowing the companies she leads to be thought provokers and authentic educators rather than commoditized sales brokers. The Event Farm's content campaigns have earned them nominations and wins for multiple Killer Content Awards; more importantly, the content campaigns have led to an increase in leads generated by 1300% in the first three months. Prior to becoming CMO at Event Farm, Alexandra was VP Marketing at Contactually, a relationship-based CRM where she grew pipeline from $95,000 to $1 million/month in 18 months. She started her career working in sales and marketing for Fortune 500 company, NVR, where she marketed and sold $10.8 million in residential real estate in her first year and was nominated for Rookie of the Year. From there, she launched her own startups--the most recent being a digital marketing agency that worked with e-commerce, consulting firms, and international manufacturers to use data from its marketing stack to understand buyer trends and paths.