Sales Pipeline Radio

This week's show is called "Best Practices in Professional Development" and our guest is Shawn LaVana , VP of Global Marketing at Cloud Academy, Inc. Join Shawn and I as we discuss professional development and the importance of personalized in-depth skill development, training and development with hybrid work models, why people don't invest in it, and informal vs. formal training. Listen in now to...

This week's show is called "Building a Predictable Pipeline From Scratch: Startup Lessons and Best Practices" and our guest is Christel Grizaut Billault , Senior Vice President of Marketing at YOOBIC Join us as Christel shares some best practices on how she prioritizes all the different marketing requirements in an early stage company as well as how she is setting up the marketing organization and...

This week's show is called "The Power of Resilience in Marketing" and our guest is Cay Gliebe , SVP Marketing and Product Management for OneSource Virtual Cay gives us some great insight as she and Matt discuss some of the benefits of sales and marketing alignment, addressing the baggage brought to the table by both marketing and sales, some best practices to create more natural alignment, and mak...

  This week's show is called "How Forrester is applying the SiriusDecisions frameworks both within the organization and across the revenue engine to drive results" and our guest is Kelley Hippler , Chief Sales Officer at Forrester . Join us as Kelley tells us a little bit about this years’ Forrester B2B Summit, formerly known as SiriusDecisions and then dives into the new concept of B2B revenue wa...

This week's show is called "Why You Need To Be Part Of The Company Thought Leadership Trend" and our guest is Karen Tiber Leland , CEO of Sterling Marketing Group Join us as Karen shares what thought leadership really entails, the difference between individual thought leadership and corporate thought leadership and how Karen’s “wannabe cowgirl” enthusiasm relates to it. Listen in and/or read along...

This week's show is called "How to Get and Leverage Industry Experience to Accelerate Sales" and our guest is Bobby Martin , President & Co-Founder of Vertical IQ Join us, as Bobby Martin shares about the idea of industry experience and how important having industry experience and industry perspective is, especially when selling in a commodity market. Listen in and/or read the full transcript on t...

This week's show is called "What Does “Content Experience” Mean? (and Why it’s Vital to Marketing Success)!" and our guest is Randy Frisch , CMO at Uberflip . Learn about Randy's perspective and insight on the evolution of content marketing from the focus on creation to the lack of utilization. Content marketing has become a team effort, made up of more than just marketers.  Listen in now for this...

This week's show is called "A Bottoms-Up Approach to SaaS for Sales: What It Is, How it Could Help You" and our guest is Pouyan Salehi , CEO & Co-Founder of Scratchpad We've been doing sales enablement research for years. One of the first surveys we did, we asked people in sales what are the biggest time-wasters? What are the things that keep you from spending more time actively selling? Pouyan jo...

This week's show is called "Getting Sales Enablement Right: More Important Than Ever Before!" and our guest is Russell Wurth , Vice President Sales Enablement at Showpad Listen in to find out Russell's definition of what sales enablement is, how he measures it and his input on how its evolving and affecting the sellers and buyers journey. This and a lot lot more.  Read the full transcript on the b...

This week's show is called "A Former Military Officer Talks About Teamwork and Sales/Marketing Alignment” and our guest is Drew Chapin , CMO at Hyland . We start with the backstory of how representing Xander Schauffele came to be and how this became part of the marketing mix for Highland. Drew also explains the X-Factor campaign and talks about the broader sales and marketing mix and how it has ch...

    This week's show is called "Driving Sales Performance in a Virtual World” and our guest is Brian Trautschold , Co-Founder at Ambition . This time we are talking about sales management intelligence.  What the hell is that? What does it mean? What does it mean for your organization? Why do you need it? This and a lot more! Listen in now and/or read the full transcript on the Heinz Marketing blog...

This week's show is called "Are Partnerships Your Next Growth Engine? ” and our guest is Brendon Cassidy , Co-Founder & Co-CEO of Co-Sell.io . It seems to me one of the still underutilized go-to-market efforts is partnerships. I ask Brendon to talk a little bit about what he's seen in the market. I also ask "why have referrals been so difficult?" "Why has this been a perennial challenge for sales...

This week's show is called "The Perfect MarTech Stack?  How to Customize Software to Your Business” and our guests are Subbu Vempati , CEO at Cuspera and Judy Ash , GTM Adviser and CMO. The idea of selecting your MarTech stack and selecting the right sales and marketing tools is something most marketers are grappling with. The problem is getting worse because there are more and more tools on a reg...

This week's show is called "The Power of Podcasts & Radio (Why You Need One Too!)” and our guest is Susan Finch , President of Funnel Media Group LLC . This week we talk about the podcast format and the power of podcasting in a digital world.  In this age of video, in an age of clubhouse, we talk about the continued power and importance of audio content.  Susan also shares some of the biggest hurd...

This week's show is called "Business Activity vs Lead Generation – Where True Demand Comes From” with Justin Shriber , CMO at people.ai . We're talking about signals and trigger events you can pull out of your consolidated information to have better contextual conversations with your prospects. We have complex buying journeys that not only take a long period of time, but also sit across multiple m...

This week's show is called "Remote Selling Best Practices from the “King of Sales” and our guest is Jeffrey Gitomer , King of Sales | International Sales Trainer and Keynote Speaker | Best-Selling Author and the author of many books-- the latest of which is "Go Live " about taking your virtual connections and turning them into paying customers.  Check out the book as well the podcast Jeffrey does...

This week's show is called "He Predicted Marketing Automation and ABM.  What’s Next?!" and our guest is Jon Miller , CMO at Demandbase I ask Jon how do we get beyond ABM? If this is a marketing exercise, you're neutering its impact from the beginning.  The account-based revolution isn't over.  There's a reason why everybody has adopted account-based, but traditional demand generation is fishing wi...

Listen in now to "Partner Marketing Best Practices with the Master" with my guest Jason Yarborough , VP of Partnerships at Terminus . @yarby As marketers, we focus so much on direct demand gen, direct sales-- we focus on this direct line of sight that marketers control and yet there is so much leverage and opportunity for so many people in their partner ecosystems. It is definitely more complicate...

This week's show is called "The Startup of You: How to Prioritize Your Brand, Career & Future" and our guest is Ben Shapiro , host of the MarTech podcast and owner of benjshap LLC which is a Brand Development & Marketing Strategy consulting firm comprised of boutique consultants that help businesses identify, reach, and monetize their customers.  Accidental media mogul, Ben Shapiro, has a fascinat...

This week's show is called "The Art and Science of Sales Negotiations with Jeb Blount".  Jeb is the CEO of Sales Gravy .  Check out his excellent books .   Jeb shares what the salesperson in the future needs to get and understand and why he thinks this is the best time ever to be in sales ever because... ... in this crucible of pain that we've been through over the last year, salespeople and buyer...

This week's show is called "How B2B Buys Software in 2020 (and Beyond): New Research and Insights Revealed" with Russ Somers , VP of Marketing at TrustRadius . We talk about their well known and respected annual survey, The B2B Buying Disconnect . It's a survey of over a thousand software buyers and vendors to get a sense of trends.  It's a deep, deep research piece. But this year, because there a...

This week's show is called "The Lost Art of Note Taking" and our guest is Saro Zargarian , Senior Director of Go-To-Market Operations at Blueshift and creator of the SMART BOOK FIELD GUIDE . I am excited to have Saro on for a variety of reasons. He's been a leader in sales management and sales operations for a long time, but what really peaked my interest as a productivity organizational nerd, is...

This week's show is called "New Lessons on Agility, Leadership and Focus from 2020’s Headwinds" and our guest is Nimmy Reichenberg , CMO at Siemplify We cover a lot of ground-- talking about the unpredictable nature of this year planning for next year. And we touch a little bit on the interactivity between sales and marketing and driving predictable pipeline. I ask Nimmy what were some of the shif...

his week's show is called "Does 2020 Have any Silver Linings?" and our guest is Paul Roberts , Owner of OC Talk Radio . This time we talk about silver linings. I not only share a little bit about my experience, but also that of dozens of CMOs I've interviewed over the course of the last couple of months.  We definitely identified some themes that have been helpful for them as well. So, I think it'...

This week's show is called "What B2B Marketing and Hall & Oates Have in Common?" and our guest is Bryan Smith , Senior Marketing Manager at Tennant Company . Bryan has an interesting dichotomy where he is running advanced B2B marketing at a 150 year old manufacturing company. We talk a little bit about that juxtaposition and how he has been able to make that work. I also ask what the sales team ne...