Sales Pipeline Radio

Our guest is John Hall, author of  Top of Mind  and Co-founder and CEO of Influence & Company. Business is never “just” business. It’s always about relationships. It’s always about a human connection. When you’re viewed as a valuable, trustworthy partner, the opportunities are endless. Position yourself for success by establishing and developing content-driven relationships that keep you and your...

Listen in as I talk to Raymond Ivory , Senior Manager of Sales Enablement at Blackbaud in this episode called "Sales Enablement In The Wild: How Blackbaud Is Improving Sales Productivity & Impact"  Read the full transcript on the Heinz Marketing blog . A lot of people have different definitions of what sales enablement means to them. I ask Raymond what sales enablement means to him; what it means...

So glad to have Karen Steele, CMO at LeanData on this time talking about what "Revenue Operations" really means.   LeanData has done a great job of evangelizing an integrated, cohesive Revenue Operations strategy. I ask Karen what that means and what it looks like. I also ask her about the balance of activities for marketing teams when you've got those so focused on demand generations and getting...

Paul Teshima, co-founder of Nudge.ai is interviewed by Sales Funnel Radio host Matt Heinz. Paul is a believer that culture eats strategy for breakfast, and business culture can be built through storytelling. He has always have been a leader with a strong focus on sales and customer engagement. He is a successful technology executive who has run services, customer success, account management, suppo...

On this episode, "Defining Sales Enablement: Increasing Salesforce Efficiency and Effectiveness" I talk to John Raguin , CMO at Seismic Software .  "Sales Enablement" is a now a very mainstream category, almost table stakes for B2B companies but this wasn't the case just four years ago.  I ask John how Seismic sees that.   Oh, it's unbelievable The growth. So over, it's exactly like you said, over...

  This 3+ minute program is extracted from a more lengthy interview.  Hear the full program here:  Secrets to effective, high performing B2B content Shannon Dougall, Vice President of Marketing at Uberflip is Matt's guest in this episode.   What are you seeing in the field and trends? Seeing overall that B2B marketers believe that content is more important than ever. 84% of B2B marketers are looki...

Attribution, analytics and analyzing data is today's topic. What does the report say? Does it accurately display the past and does it accurately help us predict the future? Marketers are in a world of big data. We've gone from nothing to overload. So there is a lot to help marketers in high tech and not in high tech of how to best use the data available to them.  "How do I interpret the data?" Per...

Some lessons from Dan McDade in this episode include: "There's a real focus on the technology stack and companies are spending more and more on that technology stack. And to some extent, they're automating bad processes." "...the technology solutions make it easier to get more bad leads faster to sales than ever before. " "The total obtainable market or the serviceable obtainable market...it doesn...

Unpacking insights from a bounced email to create 4 connections using ABM Campaign refined emails are the key. Can't just put it in the byte bucket. Everyone is too busy. Lead Gnome is that solution to find the pockets of value the rest of the market is ignoring. Matt Benati didn't see any solution to accomplish what he needed, so he built it. It's looking for insights into the internal buying mac...

We were happy this last time to have Chris Finneral ,CEO & Co-Founder at SketchDeck on in an episode called, Where Design and Software Meet: Rethinking B2B Creative, Process and a Lot More.  We talk about (among other things) this idea that the sales pipeline just appears over the horizon. I ask Chris, in his experience as a serial entrepreneur, is sales pipeline development that easy? He says......

Host Matt Heinz discusses with Norman Behar, among other things, how to get a new sales manager up and running in 90 days or less.  Norman Behar  is CEO & Managing Director at the Sales Readiness Group and co-author of:   The-High Impact Sales Manager.    Brand-new sales managers are out to prove themselves, but few have the basic sales management skills.  Maybe, eventually, they will read enough...

My guest this time is Liz Michaud , Senior Product Marketing Manager for Sales at Microsoft Dynamics 365. She shared her insights into the current trends, good and bad that they are noticing. Role specialization in particular seems to be causing an over-emphasis on teams to take on the productivity piece. This causes a loss in that personal touch and building strong relationships. We are still peo...

Mark Magnacca discusses one thing that can dramatically increase a salesperson's success while in-front of a prospect.  This five minute learning session is from the full show which can be found here: Are you good enough? Mastering your purpose & value with Mark Magnacca Mark is the author of " So What? " and President and Founder of Allego, Inc.  Listen in to see why practice for sales profession...

Our guest is  Meagen Eisenberg.  We’ve been featuring guest experts on the sales side, so finally we’re going to spend a little time in the next couple episodes on the marketing side of the business and talk particularly to marketers that are embracing revenue responsibility, that are taking advantage of the opportunity from a cost center into a profit center. ----more----   It’s important in B2B...

Keenan has over 15 years of experience in sales leadership and leading sales team. But that doesn’t get him too excited. He’ll tell you it isn’t much of an accomplishment. Keenan says, “Staying above ground and not doing anything stupid enough that would prevent a company from wanting you to run their sales organization isn’t much to brag about. Staying power isn’t impressive. What is impressive i...

  I talk this week with one of the masters of B2B sales, digital selling, a good friend, Jamie Shanks  (CEO at Sales for Life ) in an episode I call Selling with Spears: Account-Based Sales Development Best Practices with Jamie Shanks ----more---- I asked Jamie:  "I've noticed in a lot of your marketing, and a lot of your messaging, that you've made the shift from social selling to digital selling...

This week, Frances Traisman , Senior VP of Sales for the Seattle Mariners joins me as we uncover some great B2B lessons from baseball that apply to all businesses.  Listen in now and/or you can also read the full transcript on the Heinz Marketing Blog starting Mon. 3/18 at 6am PST.   Here's just a taste of Frances' insights: So as far as a strategy when it comes to sales, first and foremost if we'...

The future of marketing’s leadership role is the central topic between Derek Slayton, CMO of Terminius , the ABM Platform company, and the host Matt Heinz. As they discuss the future of account-based marketing, they side-track into the important area of marketing’s revenue responsibility.  Derek contends that B2B marketing is no longer a red balloon versus a blue balloon’s discussion just about le...

Our guest this time is Shawn Herrin g, VP of Marketing at PandaDoc in an episode called, The Hidden Inefficiencies that are Killing Your Sales Workflow and Conversion Rates ----more---- As a new head of marketing at a startup, there's a thousand things to focus on. I asked Shawn (among other things): What are the places you try to look at first when you're joining a new company? What are the prior...

  I was honored to talk with Anthony Iannarino in this episode called, Outbound Lives: Take Control of your Pipeline and Beat Your Competitors to Market. Anthony is at TheSalesBlog.com . He's an author of numerous books including the most recent book, Eat Their Lunch: Winning Customers Away From Your Competition. He is one of the co-founders of the OutBound Conference , which we discuss but I star...

Alex Shootman,  CEO of Workfront joins us this time as we talk about principals of doing things "The Right Way".  Check out his book,  Done Right: How Tomorrow's Top Leaders Get Stuff Done. It pulls from over thirty original interviews with experienced leaders across a variety of industries to show how tomorrow's leaders can effectively navigate the modern workforce. "... this notion of getting it...

In this episode host Matt Heinz interviews Guidant Financial CEO Dave Nilssen.  They discuss his entrepreneurial journey and an important moment in time when he knew he had to pivot to a new business.  Nilssen describes how his aversion to being sold changed his model for selling Why "cold calling" wasn't an option for his business How he moved from a monthly to a quarterly dashboard for planning...

  I'm really very excited to have with us Brian Scudamore . He's the founder and CEO of O2E Brands , which may not sound like a name that you know but I guarantee you know some of his businesses. We talk about his new book, WTF, Willing to Fail, How Failure Can Be Your Key to Success. You'll learn how his entrepreneurial journey got started and a lot more! "... as entrepreneurs you take risks, but...

  Listen in on this special, on-demand episode when I talk with Steven Rosen , executive coach, author, speaker, and founder of Star Results .   Have you had or soon will have your 2019 sales kick off?  Either way, Steven shares his best tips for a successful sales year.  Steven shares a ton of wisdom and practical tips in this short 17 minute show.  He'll touch on, how in sales execution, we ofte...

John Crowley in this interview with host Matt Heinz said “We live in a Jetson world, but it is the Flintstones that are Winning.”   John is referring of course to the subject of his best selling book, Knuckle Dragging Sales .  Crowley is co-founder and creator of the Knuckle Dragging Sales System.  Author, speaker, mentor, coach and just a Knuckle-Dragging Sales Guy, John and Matt discussed what d...