Rank #1: Hitting Your Number and Doing it the Right Way: This and More Advice from Workfront CEO Alex Shootman
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 ____________________________ 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
Rank #2: Godley Delivers the #1 Thing Salespeople Want: Qualified Leads - Podcast
Ask a salesperson what they want from marketing and they will say more leads. Give them more leads and they will swear you misheard them, they need qualfied leads. LeadGenius CEO Mark Godley tells you how it is done. SalesPipeline Radio's guest, Mark Godley, President of LeadGenius, discusses how lead augmentation drives greater sales pipeline contribution from qualfied leads. LeadGenius is a sales and marketing intelligence solution that enables B2B companies to identify and connect with their ideal customers. Using a unique combination of machine learning and human researchers, LeadGenius provides B2B marketing and sales teams around the world with highly-accurate lead generation data and go-to-market intelligence. Trusted by enterprise companies like Google, Square, Box, and eBay for over 3 years, LeadGenius has become the source of truth for contact, account, and custom data. More about Mark: With more than 25 years of B2B technology industry leadership, prior to joining LeadGenius in July of this year, Godley most recently served as Chief Revenue Officer for HG Data. Prior to that, he was Vice President of Market Development for ConnectAndSell, Inc., a cloud-based sales productivity platform. At healthcare startup Aventura, he managed the alliance, partnership and sales channel efforts. He also holds Advisory roles at a number of leading companies in the salestech and martech space, including Omniquo, ZenIQ, The Big Willow and ZoomInfo. Follow Mark on Twitter
Rank #3: Book: The Lost Art of Closing
Join host, Matt Heinz and his guest, Anthony Iannarino as they review Anthony's book, The Lost Art of Closing. He'll have some insights that will help you close more deals. Talking Points: Why did you write this book What’s changed about closing? Why so much emphasis on change? They will also talk about CEB, changes in sales, and how sales now requires better marketing.
Rank #4: Is Sales Just a Mental Game? So says Sedric Hill with Matt Heinz
Listen in as we hear from Sedric Hill, Entrepreneur, Author, Thought Leader, Business Coach, Consultant, Sales Expert. The journey to creating a more profitable business can only begin when people identify specific knowledge and skills that are necessary to skyrocket their businesses. In order to do so, they must learn how to unlock implicit cognitive skills present in everyone. Consciously applying these skills will help to increase profitable sales as well as overall personal success. In order to avoid wasting valuable selling time, business professionals must harness what the author calls “the expert advantage.” Simply put, they must learn how to communicate persuasively with clients, prospects and other stakeholders. Connecting with their audience is simple once the essentials that most influence successful outcomes are learned. Cognitive-based skills for communications are rarely taught today, especially in the sales and marketing fields. Hill, however, believes such skills are critical for anyone whose success depends on persuasive communication. He proposes two methods for increasing these mental skills, one cognitive and one app-based, that enhances skills with minimal time and effort. Novice and experienced salespeople can both learn from the strategies Hill presents in this book. Additionally, trial lawyers or people in any field requiring the use of persuasive communication will find Hill’s suggestions beneficial. Succes http:// s in selling is not reserved for the experts; with the right tools, anyone can cross the bar to the next level of sales performance. If you would like more information about this topic, or to schedule an interview with Sedric Hill, please call Nickcole Watkins at 516.900.5674. About the Author: Sedric Hillhas twenty-five years’ experience working in sales, training and development, and senior management. He has written several articles for mailing industry publications. Additionally, he is president and co-founder of Sales Development and Performance, a sales training and consulting firm located in Irvine, California. Expert Selling: A Blueprint to Accelerate Sales Excellence by Sedric Hill was released by Morgan James Publishing on May 3 2016. Expert Selling—ISBN 978-1630477165—has 254 pages and is being sold as a trade paperback for $17.95.
Rank #5: Secrets to SaaS Start-up Sales Growth
In this episode, listen in to Samuel Sunderaraj, VP of Sales at Skilljar. Check out the full transcription on our blog starting Mon. 6/4. Samuel will answer some great questions: What's the state of SAS sales? What does it look like today? And for folks that are either at the front lines or managing an SAS organization, what are the keys to making SAS sales work today? He'll also talk about how good sellers can actually be still at the forefront of the buying process, at the top of the buying process to provide that value. He'll share about the people side of growing a sales organization. It's one thing to put numbers in a spreadsheet and say, "Well, if we call this many people, convert this many deals, we'll hit our number," but you still have people that you're managing as part of that. Hear about the importance and some of the keys to building a sales organization, a high performing sales organization that also prioritizes the people within it. What about managing expectations? What about the boards objectives? What about the investor objectives? How do you manage that when you're in the middle and you're leading the sales organization, having to motivate the team, but also sort of set expectations from above? All this and a lot more! MORE ABOUT OUR GUEST: Samuel Sunderaraj has the following experience in sales management:Driving and initiating contact with senior decision-makers at Small To Enterprise Accounts (C-level)Scaling revenue from $0m to $30Million+ in ARRRevenue retention ($30M+)Building sales teams from 1 to 30+Experience in building a successful sales organization from scratch, including recruiting, hiring, and developing compensation plans.Leading sales teams that are metrics driven & efficientStart-up advisor - Building high performance sales teams that are metrics focused and scaling for growth - Focus on customer & company success ("customers pay the bills") - Sales metrics execution - managing cost of opportunity acquisition while driving top line revenue- Territory and Market Optimization – executing to high conversions on the active funnel.- Creating Value = sales multiple- BOD Metrics & Analysis- Funding (Seed, Series A-C,) Learn more at Skilljar.com
Rank #6: Confessions of a CMO: The Secrets and Successes Behind B2B’s Revenue Leaders
Confessions of a CMO: The Secrets and Successes Behind B2B’s Revenue Leaders You can also read the transcript (and listen to this episode) on the Heinz Marketing Blog starting Mon. 3/5/18. Listen in on a great discussion about Integrated Marketing. Joe believes marketing (and economics) are about the audience and never about you. Find out how a Government Major ended up in B2B Marketing and if he cares about events like Webinar World making money or not. Listen to the end to learn who has inspired and influenced Joe in his marketing career. As CMO, Joe Hyland is responsible for driving the global marketing, communication and brand strategy for ON24. He has over a decade of experience creating and marketing innovative products in the enterprise and SaaS software markets. Before joining ON24, Hyland was the CMO at Taulia, the SaaS market-leading financial supply chain company. He holds a Bachelor’s degree from Dartmouth College
Rank #7: Cold Outreach Is Alive! But Are You Doing It Wrong?
Enjoy this BONUS Episode - Q & A with Mike Schultz, President of RAIN Group A few highlights... we talk about: New research proving that cold calls and outbound still works to generate sales Insights into what buyers wants from sellers Which channels work, in what context and sequence, to create sales pipeline More about our guest: President of RAIN Group, Mike Schultz is world-renowned as a consultant and sales expert. He is co-author of several books including the Wall Street Journal bestseller Rainmaking Conversations: How to Influence, Persuade, and Sell in Any Situation (Wiley, 2011) and Insight Selling: Surprising Research on What Sales Winners Do Differently (Wiley, 2014). He was named the Top Sales Thought Leader globally in 2011 by Top Sales Awards. Mike and the team at RAIN Group have worked with organizations such as Toyota, Monitor-Deloitte, Harvard Business School, Oracle, Fidelity Investments, Ryder, Quintiles, UL, Navigant Consulting, Hitachi, Lee Hecht Harrison, Lowe’s, and hundreds of others to unleash sales performance. News outlets such as Business Week, The Globe and Mail, Inc. Magazine, MSNBC, and hundreds of others have featured Mike's original articles and white papers, and frequently quote him as an expert. Mike’s most recent research includes What Sales Winners Do Differently, Top Performance in Strategic Account Management, and the Top-Performing Sales Organization. Along with his books, Mike has written hundreds of articles, case studies, research reports, white papers, and other publications in the areas of selling and marketing. He also writes for the RAIN Group Sales Blog. Mike is also the director of the RAIN Group Center for Sales Research. Mike is a graduate of Brandeis University in Waltham, MA with a B.A. in American Studies, and holds an MBA from the F.W. Olin Graduate School of Business at Babson College. Mike is currently on the faculty teaching sales at the Brandeis International Business School. Mike also enjoys fly fishing and golf, and actively studies and teaches the traditional martial arts of Seirenkai Karate and Jujitsu, holding the ranks of third degree black belt and Sensei. He lives on a lake west of Boston.
Rank #8: Your Crazy-Busy Buyer: How to Break Through, Build Value & Get the Sale
I'm very honored to have Jill Konrath join me to talk about her latest book, More Sales, Less Time. Jill Konrath’s career is defined by her relentless search for fresh strategies that actually work in today’s sales world.Listen in to hear how someone with a Bachelors in Education ended up getting into sales, let alone becoming a keynote speaker in one of the world's preeminent sales office. Jill shares some great insights including the inspiration behind her books. "It starts with a problem. It always starts with a problem and in every case and every book I've written it started with a problem that I faced. And when I face it initially, I get really discouraged and I bat my head against the wall and say, oh I'm so stupid. I can't figure it out and then I finally realize that it's not just my problem, but other people are struggling with that issue, too. And then I go to work and it becomes like a puzzle to me and how to solve it. So, I actually dig in and wrestle with the material myself til I can figure out what works today. And then, again I guess because I do come from teaching roots it's real important for me to make it easy for people to understand. PEOPLE ARE BUSY! "When people are this busy, you have to fundamentally shift how you do things in order to peak your curiosity, make them stop and listen and actually then respond to you and say, hey I'm interested in learning more." STRIVE FOR MAXIUM IMPACT: "One thing I always try to stress with people is that they really need to stop and think about what they're doing and they need to strive for maximum impact in every single customer interaction and that customer interaction may be a 20 second email message. Maybe a 60 word ... or 20 second phone message, a 60 word email message, you know, but what can you do to have the maximum impact and I think way too many people in sales just say, make more, do more, send more, have more meetings. But, to me the smartest thing to do is ensure that every single interaction provides some value and moves you toward things" Keep listening to hear Jill's perspective about women in sales and a lot more! Read the entire transcription on the Heinz Marketing Blog on Monday, 3/12/18.
Rank #9: Lessons From the Sales 1%: How They Do It (and How You Can Too)
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! ___________________________________________ 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!
Rank #10: Your 2019 Sales Enablement Strategy Is Here: Q&A with Melissa Madian
In this episode, find out why Melissa Madian calls herself the Chief Fabulous Officer at TMM Enablement Services. And.... of course we talk about sales enablement... and how that morphed into customer service enablement because as she says "...essentially, there's this disconnect between sales and customer success and customer experience in that there's this function that's so hell bent on acquiring new customers, and then there's sort of this handoff between that function and the function that's designed to keep those customers and grow those customers." Read the full trancription on the Heinz Marketing blog starting Mon. 9/17/18 6am PST. Also check out her blog post, "Sales Enablement: Is it Sales or Marketing?".
Rank #11: How to Set Hundreds of Appointments with No Cold Calling (Here’s How Guidant Financial Does 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 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 ______________________________ 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
Rank #12: It's unbelievable what you can get done if you don't care if you get fired! Joe Chernov
Click and Listen to Joe Our guest is Joe Chernov. He's the Chief Marketing Officer at @InsightSquared. He also lends a hand to startups and wildlife causes when he can. Diving right in, he says, "It's unbelievable what you can get done if you don't care if you get fired!" Talking about his experience at Eloqua, "If we were to publish something that is valuable, we could edge our way into deeper coverage by the media." Scorecard - even though we're not supposed to keep score: 16 articles after spending 2 years developing a product and writing up the release. An infographic got 800 articles. Very eye-opening. Why it Matters Joe says, "Content marketing is what happens when a marketing department shifts its thinking from knowing that the company that signs their paychecks needs to shift to the customer signs the paycheck." That shift in mindset turned collateral into an ebook, a self-serving whitepaper into a more valuable, lengthy piece of content. Point: The opportunity to leverage the correct content through the active sales process: Best content ideas come from your sales people. Conversations with sales will be the source of the best ideas. Example: They publish a issue of their "blog" once a month that includes a recap of 4-5 articles on similar content. Each month has a new theme which helps to focus the articles on that topic. He's talking about a sales team creating an editorial calendar. You heard Matt right. Point: Personas as a driving force for effective content. Personas help reduce the size of your universe so that as a writer or content creator, your writing universe is smaller which helps guide the writing and allow it to be less daunting. But, he cautions against being way too specific with a persona. "Susie Seller" is just a role in an organization. We don't need to know which college she attended or coffee brand she prefers, unless you are selling coffee. People have a hard time comparing their content metrics to their business metrics. The very best way to shine a light on the value of your content is to look at lead quality. Your lead or transactional content success could be measured by downloads, subscribers. These are higher value than typical leads. You want to know did they close? Did they move deeper into the funnel than other sources? Lead Quality tops the list for this comparison and measurment. Favorite KISS song and why: Deuce. Gene Simmons wrote it on a bus. It's about absolutely nothing.
Rank #13: Your Marketing Stairway to Heaven: Led Zeppelin’s B2B lessons with Chandar Pattabhiram
On this episode Chandar Pattabhiram, CMO at Coupa Software joins us as we talk about bringing start-up agility to enterprise marketing. But first, we talk about what Led Zeppelin has taught him about marketing! So good. We also talk about customer lifetime value and a holistic way of thinking about the customer. Listen in to hear his thoughts about the increasing focus in marketing on science and the increased focus on metrics and things you can measure. We dive into the science of storytelling and MORE! Check out the full transcript on our blog starting Monday, 7/30/18.
Rank #14: Marketing Operations 2.0: How One Company is Managing the Next Generation of Martech Stacks
Jonah-kai, Senior Director of Marketing at TUNE, is a proven leader with 15 years of experience creating content, building marketing programs and leading highly-functional teams. His experience encompasses Product Marketing, Online Marketing, Marketing Strategy, and Content Strategy for B2B focused companies. Follow Jonah-kai on Twitter Join us as Jonah-kai, answers some GREAT questions: Here are just a few: How do we get better at driving campaigns that focus on target accounts? How do we get better at working regionally in accounts to focus on that? How do we get better at measuring those things so that everything we do drives around a strategy that drives performance? Where are you putting focus in building systems that can directly track marketing's effectiveness and impact on the sales pipeline? What cadence do you use to make adjustments? How often are you looking at those results? How often are you making changes to your execution? Read the transcript of this episode on the Heinz Marketing Blog starting Mon. 3/26/18.
Rank #15: Marketing Operations Exposed! The good, bad & ugly with Mike Braund from Tableau Software
Mike will touch on: Current focus: Cross channel orchestration is a focus for us (usermind, lytics) Current focus: Marketing data story from impression to closed deals Current focus: Refreshing our approach on predictive lead scoring with 6Sense Product promotion and operational tips: We will talk about how Tableau uses a product day-to-day as a marketing operations team Tips and advice: Learnings from the last year of building out center of excellence Process, cross department accountability, how I’d prepare if I were starting today with the experience I now have Thoughts on centralized approach vs decentralized Marketing technology and teams like marketing operations teams have allowed marketing departments to transition from the perceived “cost center” to being able to paint an end to end story of all measurable engagements throughout the buyer's journey and what sources those engagements. More about our Guest: Mike Braund Director, Marketing Operations at Tableau. I’ve worked at Tableau for six years. I’m newly engaged, and getting married out in Chelan this summer. I proposed on top of Table Mountain in Cape Town last September while visiting my Dad’s side of the family. I’m a huge Seahawks fan and golf addict (though I’m not good at golf yet). If data visualization is new to you or you have interest in learning more about Tableau check out Tableau.com. Also check out Tableau's annual conference-- a one of kind experience bringing together over 15,000 data enthusiasts worldwide every year.
Rank #16: Can You Be Good Enough?
Mastering your purpose & value with Mark Magnacca Mark Magnacca joins Matt Heinz on this episode of Sale Pipeline Radio! Mark is the author of "So What?" and President and Founder of Allego, Inc. Listen in to see why practice for sales professionals is so important and as Matt and Mark ask the question-- "Are you good enough?" ----more---- “Allego provides an intuitive just-in-time sales learning platform that boosts sales performance by harnessing the power of mobile devices to transform enablement and training through video content sharing.” Mark Magnacca, President of Insight Development Group, Inc. and markmagnacca.com, is a recognized business building coach, keynote speaker and author of "So What? How to Communicate What Really Matters to Your Audience" and "The Product is You." Mark's mission is to help sales professionals get greater results in less time by teaching his clients to put all of their communications, verbal and written, to the So What Test. By adopting a So What Mindset, clients learn to communicate and structure every message according the needs of the listener. Insight Development Group specializes in training clients to create crisp, concise and compelling reasons to set themselves apart from their competitors. By creating a personal brand and effectively articulating their value proposition, clients of Insight Development Group gain a huge competitive advantage and accelerate the sales process. So What? How to Communicate What Really Matters to Your Audience This concise book will help dramatically increase your effectiveness in any sales situation. Learn ten ways to apply the powerful So What Mindset in two hours or less. So What? is a seductively simple concept. More Essential Guide to Modern Sales Onboarding 4 Ways to Measure The ROI of Sales Training Technology
Rank #17: How to Build High-Performance Marketing Teams
Another great episode! The full transcription will be on our blog starting 6/18/18. I asked Patrick what are some of the keys you find to building really high performance marketing teams that can deliver results?He said... "It's an interesting question because I think everybody comes to the notion of team a little bit differently. But I would say, particularly in marketing that, marketing is fundamentally a team sport. And not just on your team, but the extension of marketing into sales. So, there's a few different things I would call out in terms of focus on teams that I have found to be successful over time." "One is as a general rule when you're trying to put together a team, I would have a strong bias for athletes versus experts. Because, the pace of change across every business and across every market is so quick now, that there are a lot of people who may be an expert in a particular sub-discipline, who can't transfer those skills and can't help other members of the team. So one, I'd look for athletes not experts and people who can really work to solve the problem." "The second thing, when you're thinking about marketing is really having an understanding and a focus on learning to try to understand the customer in the market. And a lot of that comes out of my heritage in product marketing, but also I think there's a lot of bias that people, particularly on the sales sides of this discussion have, that marketing does a lot of hand waving, doesn't really actually understand what's going on. And so you need people across the entirety of the team to really be focused on, not just the mission of the company and trying to produce a result, but really understanding the customer in the market.""And then the third thing I would say... specifically that helps inform teams, is look for people who have sales DNA. Because more often than not, the ... Having lived the life of somebody in sales and you had a great example, Elissa Fink was on with you a couple weeks ago from Tableau. She is a great example that proves the pieces in my mind, which is people who started early in their career or who have had experience in selling, have a lot more empathy for the realities of what it takes to generate an opportunity to get a deal done. But, also what results look like as measured by revenue, and I think all those things are important." Listen in to hear more! More from Patrick: I am a growth-driven marketing, sales and business development executive in high technology focused on building high performing teams, building lasting relationships and delivering results. I am also an advisor to innovative start up companies. I run marketing, alliances and channels at Altify. We focus on making the lives of sales people better by delivering great software that help strategic sellers win the deals that matter.
Rank #18: Why Cold-Calling Works from Mike Schultz of the Rain Group
Enjoy this BONUS Episode - Q & A with Mike Schultz, President of RAIN Group A few highlights... we talk about: New research proving that cold calls and outbound still works to generate sales Insights into what buyers wants from sellers Which channels work, in what context and sequence, to create sales pipeline You also like: Top Performing Sales Propsecting More about our guest: President of RAIN Group, Mike Schultz is world-renowned as a consultant and sales expert. He is co-author of several books including the Wall Street Journal bestseller Rainmaking Conversations: How to Influence, Persuade, and Sell in Any Situation (Wiley, 2011) and Insight Selling: Surprising Research on What Sales Winners Do Differently (Wiley, 2014). He was named the Top Sales Thought Leader globally in 2011 by Top Sales Awards. Mike and the team at RAIN Group have worked with organizations such as Toyota, Monitor-Deloitte, Harvard Business School, Oracle, Fidelity Investments, Ryder, Quintiles, UL, Navigant Consulting, Hitachi, Lee Hecht Harrison, Lowe’s, and hundreds of others to unleash sales performance. News outlets such as Business Week, The Globe and Mail, Inc. Magazine, MSNBC, and hundreds of others have featured Mike's original articles and white papers, and frequently quote him as an expert. Mike’s most recent research includes What Sales Winners Do Differently,Top Performance in Strategic Account Management, and theTop-Performing Sales Organization. Along with his books, Mike has written hundreds of articles, case studies, research reports, white papers, and other publications in the areas of selling and marketing. He also writes for the RAIN Group Sales Blog. Mike is also the director of the RAIN Group Center for Sales Research. Mike is a graduate of Brandeis University in Waltham, MA with a B.A. in American Studies, and holds an MBA from the F.W. Olin Graduate School of Business at Babson College. Mike is currently on the faculty teaching sales at the Brandeis International Business School. Mike also enjoys fly fishing and golf, and actively studies and teaches the traditional martial arts of Seirenkai Karate and Jujitsu, holding the ranks of third degree black belt and Sensei. He lives on a lake west of Boston.
Rank #19: Buyers are Fed-Up, B2B has not Adapted - Dave Gerhardt
Read the full transcription of this episode on the Heinz Marketing blog Highlights: We discuss how the buying experience is broken and why the only way to fix it is to enable more conversations Here's an example of how this plays out: It's important to make it easy for your customers to buy B2B businesses have not adapted yet. Customers are still often required through a labyrinth of funnels and forms so they can talk to a sales rep What can B2B do about this? A sale doesn't happen without a conversation Is this because of "the Amazon effect" - customers are used to getting what they want on demand, with one click. Whether it's a taxi, a meal, a piece of furniture, etc. These buying expectations are carrying over to B2B purchases as well You need to make it easier for your prospects to have a conversation with you - whether that's through chat or on the phone And whoever gets closest to the customer wins (Netflix vs Blockbuster) Reps need to get closer to prospects, faster - and organizations need tools in place to enable that, while avoiding the clatter of non-sales related conversations Related Hyper Growth Marketing Sales Conferences com https://www.getmyresponsetime.com/ https://www.reallygoodchatbots.com/ More from our guest: Hey, I'm Dave Gerhardt. I'm VP of Marketing at Drift and I've spent the last 7 years learning at SaaS marketing companies in Boston, including HubSpot and Constant Contact. During that time, I've launched products that have made it to the top of Product Hunt, created a top five business podcast on Apple Podcasts, landed multiple features in the New York Times, created a deck that Andy Raskin called "The Greatest Sales Pitch I've Seen All Year," and helped create the category of Conversational Marketing. I love building an audience and getting the right people to pay attention.
Rank #20: Training & Professional Development for your Sales Managers: New Best Practices from Norman Behar
This week Norman Behar, Founder & Managing Director at Sales Readiness Group joins us as we focus on content and best practices. Sales Readiness Group has been around for a long time. They've been recognized as one of the top twenty sales training companies in the country by Selling Power magazine and featured as the Sales Training Company to Watch List by trainingindustry.com. Lots of accolades for the team. They just released a new report (The Salesperson's Perspective on the Impact of Sales Training) that I'm actually pretty excited about. It isn't just about training and best practices but really showcases salespeople's perspective on the impact sales training can have. One of the questions that often comes up from sales leaders is, "Okay, so we've done sales training in the past, but sometimes it's been effective." Sometimes it has a lasting effect, but in many cases, it doesn't necessarily have a lasting effect, and so we wanted to better understand what's really important to salespeople and what's the business impact associated with sales training. We know that companies are investing more than ever in sales training. There was a stat by Training Industry showing sales training now is estimated at a 2.5 billion dollar market globally, and it's grown by one billion over the last seven years. So, you've got these two--I'm going to call almost mixed signals coming out. Sales leaders who are saying, "Is there really a strong correlation between great sales training and business results?" And at the same time, you have this huge increase in spending, so obviously we think companies are pretty smart. They wouldn't be spending more if it wasn't impacting their business, but we wanted to really get the sales rep's perspective and understand what is it that makes for a great training program and how does it actually impact business. And we had some pretty interesting results. Listen in now and find the full transcript on the Heinz Marketing blog starting Monday, 8/20 at 6am PST.