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Sales Pipeline Radio

Updated 2 months ago

Business
Marketing
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We feature the brightest minds in B2B sales and marketing, sharing secrets to driving greater volume, velocity and conversion of sales pipelines in any industry. We cover the entire pipeline– demand generation, lead management, sales effectiveness, technology and more– all focused on helping you find, manage and win more business.

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We feature the brightest minds in B2B sales and marketing, sharing secrets to driving greater volume, velocity and conversion of sales pipelines in any industry. We cover the entire pipeline– demand generation, lead management, sales effectiveness, technology and more– all focused on helping you find, manage and win more business.

iTunes Ratings

10 Ratings
Average Ratings
3
3
0
2
2

High quality content and engaging conversations

By Bruce Scheer - May 14 2018
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This show excels in giving great insights for sales and marketing across all major social platforms, and his radio show and podcasts are second to none. I’ve enjoyed engaging stories, rich experiences, and practical takeaways from the recent episodes being new to subscribe, and will be going backwards and forwards in time to consume more of this wonderful content.

Very Strong podcast that delivers actionable steps!

By CaraF13 - Nov 30 2016
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This is a great podcast that will get you motivated to stay on target and excel in your business. Some great take aways were: "focus on what matters, be disciplined with your time. be precise, and stay strong in your end of the month focus in order to meet your numbers." Keep exceling!

iTunes Ratings

10 Ratings
Average Ratings
3
3
0
2
2

High quality content and engaging conversations

By Bruce Scheer - May 14 2018
Read more
This show excels in giving great insights for sales and marketing across all major social platforms, and his radio show and podcasts are second to none. I’ve enjoyed engaging stories, rich experiences, and practical takeaways from the recent episodes being new to subscribe, and will be going backwards and forwards in time to consume more of this wonderful content.

Very Strong podcast that delivers actionable steps!

By CaraF13 - Nov 30 2016
Read more
This is a great podcast that will get you motivated to stay on target and excel in your business. Some great take aways were: "focus on what matters, be disciplined with your time. be precise, and stay strong in your end of the month focus in order to meet your numbers." Keep exceling!
Cover image of Sales Pipeline Radio

Sales Pipeline Radio

Latest release on Aug 07, 2020

Read more

We feature the brightest minds in B2B sales and marketing, sharing secrets to driving greater volume, velocity and conversion of sales pipelines in any industry. We cover the entire pipeline– demand generation, lead management, sales effectiveness, technology and more– all focused on helping you find, manage and win more business.

Rank #1: Lessons From the Sales 1%: How They Do It (and How You Can Too)

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Scott Ingram of Relationship One is our guest for Sales Pipeline Radio.  Ingram is the author of the recently published book “Sales Success Stories: 60 Stories from 20 Top 1% Sales Professionals.”  Host Matt Heinz asks Scott what he learned about being a successful sales professional from the those he interviewed for his book.  They discussed:

  • How to work the mental game of sales: the importance of mindset
  • How the top sales producers get to the top and the skills required to stay there
  • Relationship-building methods to help you win and keep customers 
  • Why it comes down to momentum!
  • How humility and caring linked with confidence determines the top one percent in sales
  • How to avoid the ego/arrogance trap
  • How Scott’s Inspired Marketing Podcast  has helped Scott develop relationships
  • What Scott is doing to setup a Successful 2019

About the Book: Sales Success Stories: 60 Stories from 20 Top 1% Sales Professionals

Want to learn the insider secrets of the top 1% sales achievers? Discover the inspiring techniques of 20 sales VIPs so you can climb the ranks and bring in the biggest commissions of your career.

Fed up with the same old sales results? Tired of advice from so-called sales gurus who don't actually sell for a living? Want to learn closing techniques from real-world doers? Account director, podcast host, and top 1% achiever Scott Ingram has spent his whole life obsessed with sales. With nearly two decades of sales experience under his belt, he’s ready to share 60 inspiring stories to help you finally sell like a heavy hitter.

Sales Success Stories - 60 Stories from 20 Top 1% Sales Professionals is a powerful collection of the tales of triumph—and failure—from 20 amazing sales MVPs. Divided into four motivating sections covering mindset, relationships, sales careers, and sales processes, this book will show you how high achievers sustain stellar results on a daily basis. If you’re an ambitious and dedicated professional ready to climb the ladder to the top, then you need this road map to career victory!

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Thank you to our sponsor, MailTag.io.

MailTag.io is a Chrome browser extension for your Gmail that allows you to track and schedule your emails.

It’s a super helpful recommend if you’re in sales because you can receive real-time alerts, right on your desktop, as soon as your prospects open your emails or click links within your emails.

For more info, be sure to check out MailTag.io!

Jan 07 2019

26mins

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Rank #2: How to Set Hundreds of Appointments with No Cold Calling (Here’s How Guidant Financial Does It)

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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
  • How he created “Inbound” lead generation tactics that fill his pipeline 
  • How they created good relevant, creditable content
  • Nilssen talked about the The Pivot which is a process, a moment in time, when it is suddenly clear that the time has come to PIVOT to a new business model
  • The PIVOT can be from one business to another
  • The PIVOT can be from one career or job to another
  • How to analyze the business gap

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Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel.  Each week at 11:30 am Pacific time (plus 8 hours UTC Time) Matt Heinz interviews the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to:

 sheena @ Heinzmarketing dot com

Feb 07 2019

26mins

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Rank #3: Sales Truth: Blunt, No Nonsense Advice from Mike Weinberg

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This time we have one of the most famous, one of the most, in my perspective, inspirational sales authors, speakers in the circuit today, Mike Weinberg, who is the author of New Sales Simplified and the new book Sales Truth.  I'm calling this one Sales Truth: Blunt, No Nonsense Advice from Mike Weinberg

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One of the things I've always really appreciated about his content and approach is that it is no-nonsense. It is no spin. It is direct to the truth.  Plus, we talk some sports too!

Listen in now and/or read the full transcript on our blog starting Monday, 7/8 at 6 am pst.  

I keep reading ...everything in sales has changed and that nothing that used to work still works today. That's the furthest thing from the truth I can imagine.

Jul 05 2019

26mins

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Rank #4: Hitting Your Number and Doing it the Right Way: This and More Advice from Workfront CEO Alex Shootman

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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 done and doing it right-- and mentally, if you think about a two by two grid, with a vertical axis being getting it done in a horizontal axis, being doing it right, it's a notion of ... the vertical axis is low to high. Are you getting it done or are you not getting it done? Doing it right is are you living up to the values of an organization or are you not living up to the values of an organization? It's this notion of if you're not getting it done but not doing it right, it's probably not great place for you. If you're doing it right, but you're not getting it done, you have the values of the organization, but you might need some coaching on how to objectively accomplish the role that you've been given."

"If you're getting it done and you're doing it right, you're the person that everybody ought to see their name in lights. The tough one is if you're getting it done, but you're not doing it right, you probably ought to be fired faster than anybody in the organization, because nothing destroys the pursuit of the culture that you want in a company faster than being willing to tolerate people who can accomplish their goals but don't live up to the values of the organization."

"What I found over time is I believe people are good and people want to do the right thing. A lot of times they just haven't been given the space to put a premium on values."

Learn more at DoneRightBook.com

Follow Alex on Twitter @shootman

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Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel.  Each week at 11:30 am Pacific time (plus 8 hours UTC Time) Matt Heinz interviews the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to:

 sheena @ Heinzmarketing dot com

Feb 11 2019

19mins

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Rank #5: Sell Like A Girl - Jill Konrath Talks about Making More Sales in Less Time

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Jill Konrath joins Matt Heinz to talk about her latest book, More Sales, Less Time.   She also discusses her famous line: Sell Like A Girl. 

Jill Konrath’s career is defined by her relentless search for fresh strategies that actually work in today’s sales world.

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Listen in to hear how someone with a Bachelors in Education ended up getting into sales, let alone becoming a keynote speaker in one of the world's preeminent sales offices.

Jill shares some great insights including the inspiration behind her books. 

"It starts with a problem. It always starts with a problem and in every case and every book I've written it started with a problem that I faced. And when I face it initially, I get really discouraged and I bat my head against the wall and say, oh I'm so stupid. I can't figure it out and then I finally realize that it's not just my problem, but other people are struggling with that issue, too. And then I go to work and it becomes like a puzzle to me and how to solve it. So, I actually dig in and wrestle with the material myself til I can figure out what works today. And then, again I guess because I do come from teaching roots it's real important for me to make it easy for people to understand.

PEOPLE ARE BUSY! 

"When people are this busy, you have to fundamentally shift how you do things in order to peak your curiosity, make them stop and listen and actually then respond to you and say, hey I'm interested in learning more."

STRIVE FOR MAXIMUM IMPACT:

"One thing I always try to stress with people is that they really need to stop and think about what they're doing and they need to strive for maximum impact in every single customer interaction and that customer interaction may be a 20 second email message. Maybe a 60 word ... or 20 second phone message, a 60 word email message, you know, but what can you do to have the maximum impact and I think way too many people in sales just say, make more, do more, send more, have more meetings. But, to me the smartest thing to do is ensure that every single interaction provides some value and moves you toward things"

Keep listening to hear Jill's perspective about women in sales and a lot more! 

Read the entire transcription on the Heinz Marketing Blog 

Aug 06 2019

24mins

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Rank #6: How to Start 2020 the WRONG Way

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This week's episode is entitled "How to Start 2020 the WRONG Way" and I banter with our MC and friend, Paul Roberts.  Football does come up (as usual), but we also talk about 2020.  Don't go into the holiday period and into January 2nd without a plan, without knowing what your objectives are, without knowing what you are going to be focused on.  What are you trying to achieve? What 12 months from today, does success look like? And what are the key things that are going to get you there? Know what that plan is, at least going into the storm. Knowing the storm is probably going to try to tear it to pieces, but having that plan up front, if you don't have some semblance of that, it's going to be very hard to start the year off on the right track.  

Listen in below for this and more.  The full transcription will be on our blog starting Monday, 12/30/19.  

Sales Pipeline Radio is hosted by Matt Heinz of Heinz Marketing which is a program on the Funnel Radio Channel.

Dec 23 2019

26mins

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Rank #7: Learn Advanced Metrics to Improve Sales Pipeline Health

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Attribution, analytics and analyzing data is today's topic. What does the report say? Does it accurately display the past and does it accurately help us predict the future?

Marketers are in a world of big data. We've gone from nothing to overload. So there is a lot to help marketers in high tech and not in high tech of how to best use the data available to them. 

"How do I interpret the data?" Perhaps a better question is, "What answers and knowledge am I seeking to move forward?"

  • You need to organize the metrics to interpret the metrics. The questions of what you seek are critical.
  • Do we have the fundamental metrics that the business needs to understand the health of the business?
  • Within the channels of my function, how do I use metrics to ensure that my efforts are working?
  • Do we have the capabilities to answer the ad-hoc questions that come up in business?

Listen to this show to get a more organized list of what you need to know first before you even pull the data.

About our guest, Jeff Day:

Jeff is a Marketing and Product Management executive with a focus on startup and high-growth technology companies. Jeff excels at applying the right mix of marketing for the right stage of the company in order to maximize growth. With 20 years of proven success with companies such as Highspot, DomainTools, Apptio, Enodo Software, HP, PolyServe and Intel, he has run all aspects of marketing and delivered industry-leading software and hardware products. He is passionate about working with high growth product companies to help drive marketing and product strategy, build happy and productive teams and maximize company success.

Apr 20 2019

25mins

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Rank #8: How Conversational Intelligence Can Increase Your Sales

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Huge thanks to our sponsor!

What does insight-driven messaging look like for sales? Like a whole lot more deals. Fast. Jump on high intent leads in the moment with Intercom, the business messenger that extends the reach of your team 24/7. Intercom creates more opportunities for you by booking meetings and collecting data from leads automatically. Take Intercom user elegant themes. They now convert 25% of leads through Intercom's messenger. Deals don't wait. Get them with Intercom. Go to intercom.com/deals

Our guest is Natalie Severino, VP of Marketing at Chorus.ai.  Among other things, I asked Natalie, over the course of the last few years, what have you seen as the evolution of the balance of those roles [Marcom, product marketing, demand gen, sales development], especially in a startup organization? How do you balance the need for good product marketing and effective clear marketing communications with sort of the continual drumbeat of we need more leads, we need more pipeline?  How do you balance all that?  

----more----And we of course talk about the concept of conversation intelligence.  

Check out her advice to sales leaders, to male colleagues and peers in sales organizations, what to listen for, what to look for, how to be better partners in supporting women in sales, not just those women that are in sales today, but increasing their number and prominence and value.  This and a lot more!  Check out the full transcription starting 9/2/19 on the Heinz Marketing Blog.

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Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel.  I interview the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to Sheena.

Aug 29 2019

22mins

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Rank #9: How Sales, Marketing and Customer Success Can REALLY Co-Exist

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This week's episode is entitled "How Sales, Marketing and Customer Success Can REALLY Co-Exist". We talk with Kevin Knieriem, Chief Revenue Officer at Clari

Thanks to our sponsor, Intercom.com! Intercom wants more of the nice people visiting your website to give you money. So they took “that little chat bubble in the corner of a website” and packed it with automatic meeting booking, data capture on leads, conversational bots—and more! Intercom user Elegant Themes added Intercom to their site, and now convert 25% of leads through live chat. Go to Intercom.com/deals.  

I think one of the biggest challenges we've seen is the silos that exists between sales and marketing. I ask Kevin how he sees some of the leading companies addressing that.  And, how is he seeing them overcome that and actually create stronger bonds and cohesion between sales and marketing.

We also talk about how he's starting to create an operationalize revenue operations in his own company. He tells us a little bit about what he's seen and experienced including a set of best practices of how to take what can oftentimes be good strategic alignment between sales and marketing and really bringing that down to a tactical level like getting going from, "we agree to revenue responsibility across departments at S-K-O" to, what do we do on Tuesday?

He shares some keys to helping make sure that operational alignment happens on a day to day tactical level.

I think finally we're seeing a number of places where AI is having real practical applicability and it feels more accessible to organizations.

I also ask him, are there other applications of AI he sees specifically and are there additional elements that may be more theoretical now, that he thinks in the next 1-3 years are going to become more reachable?

This and a lot more!  Listen in or read the full transcript on our blog starting Mon. 11/04/19 6am PST.  

Oct 29 2019

23mins

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Rank #10: Can Knuckle-Dragging Salespeople Still Succeed? 

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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 drove him to write the book and create a system that is not fraught with the usual sales gimmicks, shallow tips and tricks.

In the interview they discuss:

  • How salespeople are getting distracted by tips and tricks from books and podcasts, but ignore the basics of a professional salesperson.
  • John explores evergreen sales skills that must be learned and relearned to be successful in sales.
  • How technology is not always the complete liberator that it is supposed to be in delivering tops sales performance.
  • Why human interaction is the cornerstone for successful sales.
  • The reason that superior listening skills delivers happy customers
  • How no one in sales can completely succeed without delivering value to the customer for the entire sales cycle.
  • Why a strong sales mindset is the basis for success that cannot be ignored.

Want to have John Crowley at your next sales meeting?  Go here.

Jan 21 2019

22mins

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Rank #11: 5 Skills for a New Sales Manager’s Success: 90 Days to Sales Coaching Skills

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Host Matt Heinz discusses with Norman Behar, among other things, how to get a new sales manager up and running in 90 days or less.  Norman Behar is CEO & Managing Director at the Sales Readiness Group and co-author of:  The-High Impact Sales Manager. 

Brand-new sales managers are out to prove themselves, but few have the basic sales management skills.  Maybe, eventually, they will read enough books or stumble on some of the right questions to ask, but in the episode, Norman Behar.

This book draws on over 30 years of personal experience and our proven sales management training methodology.

What makes this book unique is that it is highly practical and provides sales managers with the systems, processes, skills, and techniques to:

  • Hire the best people and hold them accountable.
  • Manage sales performance by focusing on the underlying behaviors that drive results.
  • Manage the sales pipeline and produce accurate sales forecasts. 
  • Provide personalized sales coaching that results in better skills and hire win rates.
  • Lead, motivate, and inspire their sales team.

Drive Better Performance from Your Sales Team: Sales Readiness Group

Your sales team needs training that sticks. We've designed our training to create sustainable change in sales behaviors and improve results.  Training programs are not single events, but part of an overall sales training system that will help your team produce better performance.

Apr 05 2019

21mins

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Rank #12: Selling with Spears: Account-Based Sales Development Best Practices with Jamie Shanks

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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

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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. Help me understand, what's the difference, and why is it important to think about this, broader than just social channels, today?"

To whet your appetite, here is part of Jamie's reply.  Read the full transcript and/or listen below.

"...the reality is that social media is only one mechanism to help a seller connect with a buyer. Other digital platforms, like video is one, and is soon emerging, and I believe is the next wave, artificial intelligence and machine learning, are all digital data points. Remember, you're using these tools for research, for account planning, for account engagement, for account qualification and disqualification. All of these digital tools and fingerprints that customers are leaving around, can be harnessed to help a seller. And so we're evolving it towards digital. And in fact, even companies like LinkedIn are evolving it beyond digital. They don't even call it digital anymore, it's being called modern. That's all that it is. Because at the end of the day, social selling, digital selling, it's all just selling. It's just infusing the 21st century into your sales place."You can follow Jamie on Twitter @jamieshanks and check out his latest book, SPEAR Selling: The ultimate Account-Based Sales guide for the modern digital sales professional

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Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel.  I interview the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to: sheena@Heinzmarketing.com.

Mar 15 2019

17mins

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Rank #13: This man can pitch anything! Now, see how he's flipped the script...

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This week's episode is entitled "This Man Can Pitch Anything! Now, See How He's Flipped the Script..." a great conversation with Oren Klaff, who is the Managing Director at Intersection Capital and Bestselling Author of Pitch Anything and FLIP THE SCRIPT.

Some people ask "How do you sell a commodity and really differentiate and even charge a higher price?" Well, it's not necessarily in that case about the commodity, it's about what people are going to do with it. I ask Oren to share his best practices for taking something that might feel like it doesn't have a lot of competitive differentiation and how to still get that sold at a premium.  

He talks (among other things) about the idea of getting people to believe in what you're trying to say, getting them to think that that is their idea and getting them to believe that there is something that's worth changing, something worth doing is a very, very powerful concept. Of course we talk about his most recent book and also what he is seeing in the marketplace, with his clients and business that that made this the next topic to write about.  

Listen in and/or read the full transcript on our blog starting Mon. 11/25/19 at 6am PST.  

Nov 22 2019

24mins

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Rank #14: Virtual Sales Training: How To Support Your Now Entirely Virtual Team

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This week's episode is entitled "Virtual Sales Training: How To Support Your Now Entirely Virtual Team" and our guest is Ray Makela, CEO and Managing Director at the Sales Readiness Group

I ask Ray, what's the advice you're giving to your client around how to adapt their selling strategy right now?

I think this is the time to check in, to build the relationship and hopefully collaborate .... but it's certainly not a time to push to close the deal... I think we do need to be sensitive to how they're showing up and how we're showing up. And I think we want to maybe frankly do a little less challenging and a little bit more consoling these days because it's a long game. And if there was ever a time to pay it forward and say, "How can we help? Let's kind of take the deal off the table for a moment. But how can we help you or what can we do to support you?"

I ask Ray to talk a little bit to the tension between getting close to the end of the quarter and hitting their numbers. How do you address that tension?

Listen in NOW or read the full transcript on our blog starting Mon. 3/30/20

Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel.  I interview the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to Sheena.

Mar 24 2020

22mins

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Rank #15: The Rise of Revenue Operations: How an Integrated Approach can Accelerate Results

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So glad to have Karen Steele, CMO at LeanData on this time talking about what "Revenue Operations" really means.  

LeanData has done a great job of evangelizing an integrated, cohesive Revenue Operations strategy. I ask Karen what that means and what it looks like.

I also ask her about the balance of activities for marketing teams when you've got those so focused on demand generations and getting more leads and getting more MQLs, versus focusing on some of the Sales Enablement and Revenue Operations tasks and priorities. It's not just about the sales funnel-- revenue implies impacting the entire customer life cycle. I asked her to share how the concept of Revenue Operations can now span beyond acquisition marketing as well as sales and how it can impact customer success and account management teams as well.   Listen in for this and a lot more!  You can also listen in and read the transcript on the Heinz Marketing Blog starting Monday, 5/13/19 at 6am PST as well.. and catch the recording everywhere podcasts play! 

Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel.  I interview the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to Sheena.

May 11 2019

26mins

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Rank #16: Sales Operations Mistakes

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Manny Medina, CEO at Outreach SaaS joins us to discuss:  Mistakes Sales Operations Make and how to trust your tales team with technology. 

He's the CEO and founder of Outreach, a fantastic sales enablement and sales engagement and acceleration platform.

We have a great discussion... at one point I tell Manny, "You're opening up the kimono a little bit, things that not everyone thinks about or has to experience but I appreciate you sharing..."

You'll love Manny's answer to this question: "What should companies be looking for? What should sales leaders be looking for in platforms to ensure they're getting results and ensure that it's additive to their productivity versus negative?"

You'll also hear what he thinks is one of the most common mistakes he sees sales operations teams make.

And, listen to the end to hear some great examples about a couple of their core values:  Grit and Diversity.  

More about our guest: 

Manny co-founded Outreach in 2014 and now serves as CEO. Prior to Outreach, Manny was employee number three on Amazon’s AWS team and led the Microsoft mobile division from launch to $50M in annual revenue. He holds an MBA from Harvard and a Masters in Computer Science from the University of Pennsylvania.

Manny is a model of vulnerable and transparent leadership to his employees, from his heartfelt weekly email to his employees, to the traditional Friday get-together where the whole company shares their highs and lows of the week. He is a proponent of saving the planet by consuming less and purchasing second-hand whenever possible (he might be the only CEO to take the stage at industry events in shirts purchased from Goodwill). Manny grew up in Ecuador and now lives with his wife and three children in Seattle.

May 23 2019

25mins

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Rank #17: How to Win at Bat to Win the Game – Dave Lorenzo 5 minute Podcast

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In this 5-minute extract from Dave Lorenzo’s interview with Matt Heinz we learn the kernel of truth that drives a new business relationship that turns into a sale or becomes a bust.  This is part of the discussion with  Dave Lorenzo about his book, "The 60 Second Sale"

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To hear the full interview, go here:  Can a First Impression Make or Break Your Sale? Q&A with Dave Lorenzo

"The 60 Second Sale is about creating a condition under which, if your best client, the person who trusted you most in the business world, had a need and you called them up, it would only take you 60 seconds to close that deal. So, if you are adding value to somebody who already trusted you, you could close a deal in 60 seconds if you met those exact conditions. The book is about creating those conditions every single time. It's about taking what everybody would think of as a one-call close environment and making the relationship the one-call close."

"Another way to look at it is to take the individual moments of truth that occur throughout the day with our clients and with the evangelists who are out there recommending our services, and winning each of those individual moments of truth. So, you create an environment that is one of trust, and you make sure you're always focused on the wants and needs of your clients, and you can close a deal in 60 seconds."

Listen in to hear Dave's thoughts on how to build the relationship, to create those conditions and needs. He talks about the things required to create differentiation, separation in what can be competitive markets.

Check out the full transcription and recording on the Heinz Marketing blog.

Sales Pipeline Radio is hosted by Matt Heinz of Heinz Marketing which is a program on the Funnel Radio Channel.  Heinz Marketing is the sponsor of Sales Pipeline Radio.

Dec 30 2019

4mins

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Rank #18: The State of ABM in 2019: Stay Ahead & Drive Revenue Impact

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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 lead generation; today it’s about the partnerships between sales, marketing and the CFO with the focus on revenue.  

Derek says Marketing has to be forward leaning into the revenue discussion and held accountable for holding up their part of the revenue bargain.  “We get lost in our to-do list,” and the most notable CMO’s balance the use of tools and leadership to advance the strategic goals of the company.  This is a program every marketing leader should listen to more than once.

Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel.  Each week at 11:30 am Pacific time (plus 8 hours UTC Time) Matt Heinz interviews the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to: sheena@Heinzmarketing.com

Mar 07 2019

26mins

Play

Rank #19: Secrets to Successful Sales Recruiting – Best Practices, Pitfalls and More

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This week I talk to Dan Fantasia, President & CEO of Treeline one of the largest sales search firms in the country. I wanted to have him on to talk specifically about recruiting and the hiring market for B2B salespeople right now. Because I feel like every company we're working with is looking at entire sales reps, of looking to hire inside sales, BDR reps. It continues to be a hot market, and the right candidates, the best candidates continue to be elusive, I would say. Listen in to get his take on the hiring environment right now in the market and a lot more!  

----more----

Sales teams, is your website helping you turn prospects into customers? Because Intercom thinks it should be . Intercom makes that little chat bubble in the corner of a website. That’s their Messenger. But it’s so much more than that. The Intercom Messenger is designed for businesses to jump on customer intent in the moment . It connects you when you’re there, or automatically books meetings and captures data on leads when you’re away. You’ll sell more, more efficiently. Like Intercom user Elegant Themes. They added the Intercom Messenger to their site, and now convert twenty-five percent of their leads to paid subscriptions through live chat. Just having the Messenger sparked valuable customer conversations that Elegant Themes might not have had otherwise. That’s Intercom’s whole deal—connecting you to customers. While they’re on your website. With timely, personal insights. Because when customers have a great experience, it’s great for business, too. Help your website help you land more customers. Then see everything else Intercom can do. Go to intercom.com/deals today. 

Sep 03 2019

26mins

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What Cognitive Behavioral Therapy Has to do with Sales, Rollow-Up and Emotional Connections

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This week's episode is entitled "What Cognitive Behavioral Therapy Has to do with Sales, Rollow-Up and Emotional Connections" and our guest is Jeff Shore, president of Shore Consulting.  Jeff has been a sales expert, author, speaker and executive coach for more than three decades.  He's guided executives and sales teams in large and small companies across the globe to embrace their discomforts and grow in ways never thought possible.

We talk about the new book, Follow Up and Close the Sale: Make Easy (and Effective) Follow-Up Your Winning Habit. And we talk about the work he's doing around customer experience and the law and the entire customer life cycle as well. We don't get a lot of people on the show that can talk about cognitive behavioral therapy. We also talk about his background and experience around research in this area and how it relates to sales. This and a lot more! 

Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel.  I interview the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to Sheena.

Aug 07 2020

24mins

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Learn How Personal Branding Can Have an Impact on Personal Selling

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In today's show called "Learn How Personal Branding Can Have an Impact on Personal Selling" I talk with Mike Orr, Co-Founder of Grapevine6.

Personal brand has been something we've heard about in selling for a while, especially in professional services.  It's a big topic I think sometimes can feel a little obtuse. How do you define a personal brand and why is it important for sales professionals?

 "Personal brand is the sum total of your external communications about yourself--how you represent yourself, the things you talk about in a public forum--even the things you talk about in private forums--how you represent yourself in the interactions you have with your prospects and customers. That sum total is really what represents your brand."

One of the things we're talking about now is shifting from just looking at it as your brand to really what's your digital presence? How do you show up when someone's trying to look you up digitally? Because that's where everyone's starting now.

  • What should my brand be?
  • Should people be thinking about certain focus areas or certain areas of consistency?
  • Should they alternatively just say, "Hey, listen, just be yourself," and that's who you are?
  • What are some things you recommend to help be consistent in sharing content?
  • What are some best practices you recommend to just be better at sharing consistently?

I think social is fundamentally the best starting point for building a personal brand because it's interactive.

Mike answers these questions, shares what is and isn't working, and a lot more.  Listen in now or read the full transcription on the Heinz Marketing blog starting Mon. 8/3/20 at 6am PST. Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel.  I interview the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to Sheena

Jul 29 2020

23mins

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How to Personalize ABM: A Blueprint for Sales Executives

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In this week's episode ("How to Personalize ABM: A Blueprint for Sales Executives") my guest is Kristina Jaramillo, President at Personal ABM.I ask her to describe her approach and what her firm does. I love the angle they're taking, we don't see it often enough.

"We actually personalize everything from profiles, content, messaging, sales communications, because we want to get down to the level of the actual individual. Who is responsible within that account for different things? They're all going to have the end goal of increasing revenue for their company. But a sales rep is going to have a different goal than the SVP of Sales. Or whoever you're targeting, whatever decision making group you're targeting, they're all going to have different goals and we want to make sure to speak to all of them, so you can create that collective buy-in and change why they should be working with you versus maybe a competitor or why they even need to change at all."

We also talk a little bit about the personal account based approach and how that's different from how a lot of people think about ABM traditionally.  This and a lot more! Listen now and check out the full transcript and recording on the Heinz Marketing blog starting Mon. 7/20/20 at 6am PST.Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel.  I interview the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to Sheena

Jul 24 2020

21mins

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Your most important sales meetings just went virtual. How do you differentiate and still win?

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This week's episode is entitled "Your most important sales meetings just went virtual. How do you differentiate and still win." Join me as I talk with Tim Riestererwho is the Chief Strategy Officer at Corporate Visions

A lot of Tim's talks really center on the idea of conversations. Conversations in marketing, conversations and sales.  I ask Tim to talk a little about the origin of that as a focus area, and why the concept of conversation is so important to effective sales and marketing.

"....oftentimes products sound the same, products look the same, product smell the same. And the real winner is the one who can tell the best story, the one who can articulate value."

The definition of value, and what constitutes value, has a lot of opinions and it can be very abstract. Right? And so, as long as everybody starts to understand that value is what the customer determines it to be, and the primary driver of value is in the mind of the customer, is the contrast between what they're doing today and what you're asking them to do tomorrow. They can't even perceive value if you just talk about your solution, it's features and benefits. There is no value proposition in your solution, even if you try to link it to a customer problem.

"The real perception of value is being able to understand their current situation, and the change they need to make, and what that impact will be."

Of course we had to also talk about the new book published earlier this year, The Expansion Sale. And it really focuses on not only keeping customers, but growing customers. I think this is a place where, thankfully, I'm seeing a lot more CMOs and organizations invest in not just winning the initial funnel, but really treating the end of the sales funnel as the middle of the revenue bow tie.

Tim shares what that means and some of the other ideas that were really important in this new book.

Listen in now or read the full transcript on our blog starting Monday, 7/20/20 at 6am PST.  

Tim Riesterer, Chief Strategy Officer at Corporate Visions, is dedicated to helping companies improve the conversations they are having with prospects and customers to win more business. A visionary researcher, thought leader, keynote speaker, and practitioner with more than 20 years of experience in marketing and sales management, Riesterer is co-author of four books, including Customer Message ManagementConversations that Win the Complex SaleThe Three Value Conversations, and The Expansion Sale.

Sales Pipeline Radio is hosted by Matt Heinz of Heinz Marketing which is a program on the Funnel Radio Channel.  Heinz Marketing is the sponsor of Sales Pipeline Radio.

Jul 16 2020

25mins

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What’s Old is New (Again): Timeless (and Pandemic-Proof) Sales Advice from Joanne Black

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This week's episode is entitled "What’s Old is New (Again): Timeless (and Pandemic-Proof) Sales Advice from Joanne Black".  Joanne is the Founder of No More Cold Calling

I can't imagine a time when referrals or referrals and sales, referrals and business has been more important when channels are shrinking, budgets are shrinking. Joanne's been beating this drum for a long, long time and it's been important and prescient that entire time, and I would imagine she's hearing more from companies right now saying, "How do I build that referral culture?" I ask Joanne why she thinks it's coming up more often now and how has her answer changed or evolved over time?

Companies are really realizing they have to do more than just give lip service to referrals, to say to their sales team, "I'll just go ask for referrals." And they're finally realizing that's not working and realizing everybody in the company knows someone, but this word culture is important.

Joanne shares how she was afraid to use it for years. She says, "Well, maybe afraid isn't the right word, but it's because I worked for a consulting firm and they did culture work and it took forever and cost millions of dollars. So, that's not the picture I wanted, but it's really about how do you set a strategy, have goals, have metrics, build skills, have accountability, and make sure referrals become the way people work? And Matt, I found this wonderful definition of culture:

Culture is what happens when people aren't looking.

Listen in now for this and a lot more.  Read the full transcript starting Mon. 7/13/20 on our blog.  

Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel.  I interview the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to Sheena.

Jul 08 2020

25mins

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“You’re Hired, Just in Time for a Pandemic!”

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This week's episode is entitled "You’re Hired, Just in Time for a Pandemic! a lively Q & A with Chorus.ai CEO Jim Benton".

Jim was new to Chorus when the pandemic hit!  Jim has a front row seat in terms of seeing how conversations have changed.  I ask him what prospects are talking about and how sales teams are pivoting some of their messages as well.  We talk about what he has seen by mining their own data and by listening to those changes and what they're finding about the way sales teams have really pivoted in this time.

Surprising to some, connect rates are at least holding steady, if not going up.  Prospects are more open to talking to sales reps, especially those who have shown they can provide some value.  It'll be interesting to see if that continues as we get into more back-to-the office or more of a hybrid work-from-home-work-from-the-office, wherever we are mode. Jim shares some of the data that supports this and how that can give some optimism to sales teams.

This and a lot more!  Read the full transcript on the Heinz Marketing blog starting Mon. 6/29/20 at 6am PST. 

Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel.  I interview the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to Sheena.

Jun 26 2020

25mins

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Brand Management in Uncertain Times 

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This week's episode is called "Brand Management in Uncertain Times".  Our guest, Karen Leland, is the President at Sterling Marketing Group.

Listen now for a lot of really great advice on brand framework, brand development, and even care and feeding of your brand, whether it's your personal brand, your team brand, your corporate brand. A lot of what we're talking about today is in her book, The Brand Mapping Strategy.  Check it out, for sure.

We talk about building stronger personal, business, and team brands. I ask Karen to talk about those and how those are different and why it's important to differentiate between them.

Everyone has a personal brand and in the world we're in today, I mean, think about it, there are eyeballs than ever looking at people online. I mean, especially, with where we are now.

When we're working with teams to build better alignment between sales and marketing teams, we're very clear with people upfront that the cultural impact, the cultural requirements for change are critical.  We have to be able to clarify very articulately and in language, for ourselves and for other people, what exactly is our brand.  And my sense is, there's a level of regular disciplined, care and maintenance that goes along with this. I ask Karen, "What does that typically look like?" "What are the ways that people, day to day, week to week, need to think about managing their brand?"

This and a lot more!  Read the full transcript on our blog starting Monday, 6/22/20 at 6am PST. 

Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel.  I interview the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to Sheena.

Jun 17 2020

22mins

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Reinventing Events and Social Hackathons: Innovative Ideas with Corey McCarthy

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This week's episode is entitled "Reinventing Events and Social Hackathons: Innovative Ideas with Corey McCarthy".  Corey is the CMO at Socia. I was so impressed with my recent experience at EventHack 2020.  A must see (watch it on demand) "Hacking the Future of Virtual Events".

We had a great conversation about Corey's role and what Socio is, and what they had to face head on (with great success) just a couple of months ago with the onset of the pandemic.

I ask her "What were some of the leadership lessons?

I think that one of the key things that I've been trying to lean into is trust your gut. I think it's easy to overthink things. And I think that one of the first things that I realized is that there were no rules anymore. Anything that you thought you knew, just throw it out the window. And so we spent a lot of time trying to tap into that authenticity and being completely empathetic with our audience in a time that, they didn't even know what to do..... Transparency is the biggest thing because what I found in my experiences, ambiguity is a motivation killer.

We also discuss lessons for managing a remote team.  And so much more.

And as I do for many of my guests-- I ask "What's something you miss you can't wait to do again. And what's something you don't miss that will no longer be part of your new normal moving forward? Great answers.

Listen in now or read the full transcript on the Heinz Marketing blog starting Mon. 6/8/20 at 6am PST.  

Jun 02 2020

23mins

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What’s your Noble Sales Purpose? Best Practices from Lisa McLeod

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This week's episode is entitled "What’s your Noble Sales Purpose? Best Practices from Lisa McLeod".  Lisa is the founder of McLeod & More as well as the Author of Selling with Noble Purpose.

We have vision and mission. We have objectives and sales. We know what we want to get done, sometimes we happen to think about what the prospect wants out of this as well, but that's different than having a noble selling purpose. Noble sales purpose-- what is it and why is it so important?

When you have this clarity of purpose, it gives you a sight line into your customers. It creates urgency and it also makes you a lot more resilient because if your whole self esteem and self confidence was built on hitting your number, you're having a big problem right now.

The way you find your own unique noble sales purpose is by answering three really critical questions.

  1. How do you make a difference? (How do you improve life for customers?)

  2. What impact do you have on customers? (How do you do it differently than your competition?)

  3. On your best day, what do you love about your job?

And those three questions seem simple, but the answers to them are actually rather profound. And those become the story of your company. And it's a much more compelling story for a sales team and for customers, than we provide superior products and services. Like no one cares about that, at least not now.

So much good stuff... Listen in now or read the full transcript on our blog starting Mon. 6/1/20 6am PST.

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Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel.  I interview the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to Sheena.

May 26 2020

25mins

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Selling with Empathy and Integrity (Right Now and Always)

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This week's episode is entitled "Selling with Empathy and Integrity (Right Now and Always)" and we are pleased to have as our guest, Mike Schultz, President of RAIN Group and author of multiple best-selling books. His new book coming July 2020, Virtual Selling, is available for pre-order, along with other books, Rainmaking Conversations, Insight Selling. Folks, do yourself a favor, go to the website for tons of resources, research, webinars, blog posts. These guys do a great job when it comes to content.

I ask Mike "What are you seeing from organizations that have been traditionally in person sellers?"  

Quite frankly, the value prop you bring isn't necessarily different just because you're not in person. Because you can't see someone at a trade show doesn't mean you can't still talk to them.

Mike shares five things that are really different now when it comes to virtual selling.

  1. Managing yourself
  2. Managing meetings
  3. How you set up and build relationships
  4. How you get people to make decisions and how you get them to choose you
  5. How you actually manage a team that is completely distributed 

Of course in light of current times, we also talk about whether or not this pandemic will really permanently change anything. 

Listen in now and/or read the transcript on our blog starting Mon. 5/25/20 6am PST. 

May 22 2020

20mins

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More Sleep, More Sales: The Direct, Science-based Connection Between Sleep and Revenue

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This week's episode is entitled "More Sleep, More Sales: The Direct, Science-based Connection Between Sleep and Revenue".  Our guest is Jeff Kahn is CEO and Co-Founder of RISE.

In this current world of uncertainty, and stress, and work from home, and homeschooling from home, and all this crazy stuff, getting a better night's sleep is crazy important. Jeff has been at Rise Science now for over six years. I ask him why sleep is such a passion and why he created a business around this.

It was just the simple fact for us that sleep affects, as far as I can tell, every measurable thing that we do know about human functioning, sleep has an effect on that measure. So to think about something that impacts everything that you do, impacts how long you live, and then impacts billions of people, that, it's almost unheard of. There really is nothing else that really impacts people at that scale.

Right now, people are working harder. The boundaries between work and home have really kind of evaporated as we're working from home right now. Jeff gives us some examples of the impact and the correlation between good sleep and productivity, and why that's even more important right now.  Listen in to hear his answer to the question "Can you make up sleep debt?"

We talk about the science of sleep. We talk about precisely how getting more sleep can help you get more sales.  Jeff also tells us how the app works. Check them out, risescience.com. Go to your favorite app store and look for Rise: Track Sleep. They have generously made the app available for free right now to help folks sort of get through this current craziness.______________________________________________________________________________

Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel.  I interview the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to Sheena.

May 12 2020

24mins

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Marketing’s Leadership Moment: Pivots and More with Kevin Marasco

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This week's episode is entitled "Marketing’s Leadership Moment: Pivots and more with Kevin Marasco" Kevin is the CEO of Zenefits

Kevin walks me through the many changes and pivots they have made in recent months.  It's a lot of change-- changing how they communicate with customers, changing their content strategy.  I ask him to talk about managing his team through all of this and as a marketing leader, how does he manage his team through it successfully?
"I think it starts with empathy and understanding the individual and where they are, and even your teams and where they are." 

This and a lot more!  Listen now or read the transcript on our blog starting Mon. 5/11/20. 

May 07 2020

25mins

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How to Accelerate Growth Through Customer Intimacy

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This week's episode is entitled "How to Accelerate Growth Through Customer Intimacy" and our guest is Laura Patterson, President of VisionEdge Marketing and the author of Fast-Track Your Business: A Customer-Centric Approach to Accelerate Market Growth.Among other things, I ask Laura to talk about marketing performance management and helping to drive and measure marketing accountability-- what that means and why that's so important.

A lot of marketers are either not measuring the right things or measuring things that tell a different story than they intend to. When we talk about marketing accountability and measuring the marketing's impact on the business, it's not just a scorecard. There's a story behind that that has to speak to a business result of the marketing, not just a marketing result. Laura shares what that difference means and why is it important.  This and a lot more!  Listen in now or read the full transcript on our blog starting Monday, 5/4/20 6am PST.  

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Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel.  I interview the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to Sheena.

Apr 28 2020

25mins

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You’re Killing Sales Deals Without Knowing It: George Will Help You Fix It

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This week's episode is entitled "You’re Killing Sales Deals Without Knowing It: George Will Help You Fix It" and our guest is George Bronten, Sales Effectiveness Pioneer at Membrain.  He also has a new book, "Stop Killing Deals"  How to avoid deadly assumptions and achieve sales excellence.  

I ask George, how do I continue to sell with empathy? How do I create some sort of resonance and empathy with my prospects? I think there's still value in that, but over the last week I've heard more sales leaders talk about not just selling with empathy, but creating a level of compassionate urgency.

We have an opportunity as sellers to create some clarity and direction to help [prospects and clients] know what next steps to take to get out of it.  I also ask George, what he is hearing from the people figuring out how to continue to balance selling with empathy with still moving their pipeline forward?  George has some great insights to share!  Listen in now or read the transcript on our blog starting Mon. 4/27 at 6am PST.  Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel.  I interview the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to Sheena.

Apr 22 2020

20mins

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A Mind For Sales: Sales Book Club with Mark Hunter

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This week's episode is entitled "A Mind For Sales: Sales Book Club with Mark Hunter" and our guest is Mark Hunter, one of the best voices in B2B sales today. Mark is the author of numerous books including the brand new book, A Mind for Sales.

These are uncertain times.  A lot of prospects are slowing down on things.  Mark is talking to sales leaders all day long trying to figure out how to keep their team motivated and how to keep selling, how to keep selling with empathy. I ask Mark what general advice he's giving based on what he's seeing in the field?

Look at the long picture. Look at the long game. Don't try to play the short game, play the long game. We're going to get through this. We're going to get through this. I'm very optimistic.

The piece that I'm saying right now, short term, is you need to be listening to everybody's backstory. Everybody's got a backstory, a personal backstory and a professional backstory and you got to take a couple minutes and listen to that. Listen to it with empathy because you know what?

You've got a back story. What's happened so far to you and how are you responding to it? And if we demonstrate that, it's amazing how we create a much better connection. There's a lot of business being done out there, a lot of business, a lot of opportunities, but you just have to take the time to listen, and listen more intently.

And that's advice that you could give at any time. You could've given it three months ago. You can give it six months from now-- Use your active listening skills and understand where someone's coming from. I've heard pros and cons of people saying, giving the what's keeping you up at night question and making questions too broad.

How do you exercise active listening? How do you let your prospect share while still maintaining control and direction of the conversation?

Mark, in his book talks about minefields and the mind traps, M-I-N-D traps.  I ask him to talk about the things many sellers face when they have good intentions. They develop their systems, they do some of the things he's talking about, but then they start to execute and they lose. Seeing they lose momentum, they lose confidence. I ask, what are some of those common minefields of mind traps and how do you get around those? This and a lot more...

Listen in now or read the full transcript on our blog starting Monday, 4/20.  

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Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel.  I interview the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to Sheena.

Apr 16 2020

21mins

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Is it Possible to Have A Full-Service Agency Today? Hear Dan Englander Say Yes, and No!

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We were thrilled this last time to talk to Dan Englander, in an episode called, "The Death & Bright Future of Marketing Agencies"

Dan Englander is the founder of Sales Schema and he is also the host of the Digital Agency Growth Podcast.

There are so many different options across digital and non-digital. Is it possible to have a full service? As nice as it would be to have one agency, one throat to choke, is it feasible for organizations to still have that even when large businesses require big thinking? This is just one question I ask Dan.  I also ask him to talk about how companies should think about this and about what he sees with marketing service companies in terms of their ability to find and win big deals.

You'll also hear him share what he sees in terms of their sophistication around sales pipeline strategy.  We touch on multichannel marketing and a lot more.  Listen in now or read the transcript on our blog.  

Sales Pipeline Radio is hosted by Matt Heinz of Heinz Marketing which is a program on the Funnel Radio Channel.  Heinz Marketing is the sponsor of Sales Pipeline Radio.

Apr 14 2020

23mins

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How a Nurse Practitioner Turned Sales Rep is Selling into Health Care Right Now

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This week's episode is entitled "How a Nurse Practitioner Turned Sales Rep is Selling into Health Care Right Now" and our guest is Lindsay Leeder, Clinical Consultant, Nurse Practitioner at Vera Whole Health

This was an amazing episode, we covered selling in today's environment as well as why 20 seconds of washing your hands is important, where we usually "miss" regardless, why vaccines and treatments take so long to develop and more!  We talk a little bit about sales.  Lindsay shares some great insights:

"Selling is very similar to providing direct patient care because we have to understand what are the symptoms, what are the ailments, what are the pains that people or populations are going through, and then what resources do we have to address those pains and then does it make sense? And then out of that, what is a management plan that's going to work, that's going to stick."

Listen in now or read the full transcript on our blog starting Mon. 4/6/20:

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Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel.  I interview the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to Sheena.

Mar 31 2020

25mins

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Virtual Sales Training: How To Support Your Now Entirely Virtual Team

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This week's episode is entitled "Virtual Sales Training: How To Support Your Now Entirely Virtual Team" and our guest is Ray Makela, CEO and Managing Director at the Sales Readiness Group

I ask Ray, what's the advice you're giving to your client around how to adapt their selling strategy right now?

I think this is the time to check in, to build the relationship and hopefully collaborate .... but it's certainly not a time to push to close the deal... I think we do need to be sensitive to how they're showing up and how we're showing up. And I think we want to maybe frankly do a little less challenging and a little bit more consoling these days because it's a long game. And if there was ever a time to pay it forward and say, "How can we help? Let's kind of take the deal off the table for a moment. But how can we help you or what can we do to support you?"

I ask Ray to talk a little bit to the tension between getting close to the end of the quarter and hitting their numbers. How do you address that tension?

Listen in NOW or read the full transcript on our blog starting Mon. 3/30/20

Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel.  I interview the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to Sheena.

Mar 24 2020

22mins

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Selling from Scratch: Foundations and Fundamentals for Building Your Sales Team

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This week's episode is entitled "Selling from Scratch: Foundations and Fundamentals for Building Your Sales Team".  Our guest is Jim Wilson, Operating Partner at Costanoa Ventures.  

We talk about the impact of the COVID19 outbreak on sales, but we also get down to some good, timeless sales team building wisdom and give you some great takeaways you can use both right now and going forward.

I love the advance of social selling tactics. I love the advance of challenger sale and the teach and tailor type mentalities. But I think in our effort to create more value as trusted advisers, a skill that isn't being taught as much today is how to ask for the deal, how to ask for the sale, and how to close.

I ask Jim to double down on these and provide examples and ideas. You'll love his Four Cs of Closing.  Listen in to hear his answers about how companies put more of a focus on these in the organization. He answers if this a training issue and shares the best ways for companies to get better at closing. This and MORE.  Listen in now and read the full transcript on the Heinz Marketing blog starting Mon. 3/23 at 6am PST. 

Mar 16 2020

23mins

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Coronavirus, Trade Shows and Value vs Venue

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This week's episode is entitled "Coronavirus, Trade Shows and Value vs Venue".

So many cancelled conferences!  The people who wanted to attend are missing out on something. The people who wanted to sponsor are missing out on something. The people who produce the conference are going to miss out on something. So what was that and how do you now use that?

The last thing I want anyone to do is think about this as an opportunity. I've been really trying not to use that word this week because no one should be opportunistic when lives are at stake.

For the people organizing events, for the people planning on producing the events, the most common response I have seen is, "We are going to do a virtual event. We are going to take all of that learning in-person, we're going to do that online."

But what if what attendees really want isn't just the content, they want the community? What if you took those same resources and created small micro versions of your event? What if you use this as a way to catalyze actually creating and activating those local user groups to help your customers to help people in your community get together in person? There's a thousand ways you could actually do that. But in the past when you've just said, "Wow, we'll just go to the regular trade show and just do it all at once." It feels more efficient. Now a virus has forced our hand, but you got to think about where is that value exchange, what is actually valued in that process along the way?  Listen in for this and MORE and/or read the full transcript on the Heinz Marketing Blog starting Mon. 3/16 or check out our related blog post.  

Mar 10 2020

25mins

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High quality content and engaging conversations

By Bruce Scheer - May 14 2018
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This show excels in giving great insights for sales and marketing across all major social platforms, and his radio show and podcasts are second to none. I’ve enjoyed engaging stories, rich experiences, and practical takeaways from the recent episodes being new to subscribe, and will be going backwards and forwards in time to consume more of this wonderful content.

Very Strong podcast that delivers actionable steps!

By CaraF13 - Nov 30 2016
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This is a great podcast that will get you motivated to stay on target and excel in your business. Some great take aways were: "focus on what matters, be disciplined with your time. be precise, and stay strong in your end of the month focus in order to meet your numbers." Keep exceling!