UA-79607335-2 Sales Pipeline Radio

Sales Pipeline Radio

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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.  

Can You Trust Your Sales Team with Technology? Outreach Thinks So



Find the transcription and recording on the Heinz Marketing Blog on Mon. 3/19/18.


This week, Manny Medina, CEO at Outreach SaaS joins us to discuss:  Can You Trust Your Sales Team with Technology?  Outreach Thinks So

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

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

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

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

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

More about our guest

Manny co-founded Outreach in 2014 and now serves as CEO. Prior to Outreach, Manny was employee number three on Amazon’s AWS team, and led the Microsoft mobile division from launch to $50M in annual revenue. He holds an MBA from Harvard and a Masters in Computer Science from the University of Pennsylvania. Manny is a model of vulnerable and transparent leadership to his employees, from his heartfelt weekly email to his employees, to the traditional Friday get-together where the whole company shares their highs and lows of the week. He is a proponent of saving the planet by consuming less and purchasing second-hand whenever possible (he might be the only CEO to take the stage at industry events in shirts purchased from Goodwill). Manny grew up in Ecuador and now lives with his wife and three children in Seattle.

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.


"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."


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

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

Read the entire transcription on the Heinz Marketing Blog on Monday, 3/12/18.  

Confessions of a CMO: The Secrets and Successes Behind B2B’s Revenue Leaders



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

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 DifferentlyTop 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.

The Power of Radio: Building Trust, Credibility (and Pipeline)



Our scheduled guest was unable to make the live show... so host, Matt Heinz, talked with Paul Roberts, the announcer for Sales Pipeline and had a great conversation! 

Among other things (like the Super Bowl) we talked about: 

  • The pros, cons and benefits of podcasting
  • Storytelling
  • The importance of audio
  • Conversational selling and its importance in the marketplace
  • Podcast formats from Q&A to curated shows
  • Podcasts as unstructured learning time

Listen in now for our impromptu and insightful conversation!



The Art & Science of Customer Loyalty: Community, Advocacy and More



The Art & Science of Customer Loyalty: Community, Advocacy and More

We talk about customer evangelism as well as lessons learned from Eloqua that Jocelyn is applying today, and more!

Check out the recording and transcription on the Heinz Marketing blog on Mon. 2/26/18.

Our Guest, as VP of Customer Success at Allocadia, Jocelyn Brown is dedicated to helping Allocadia’s customers achieve the highest levels of Marketing Performance Management and maximize the business value of their investments. In her role, she guides customers through their continued growth and progression through the stages of budgeting, planning and performance excellence, and elevates their experience throughout the journey.

Having spent more than 18 years in the B2B and SaaS spaces, Jocelyn brings extensive experience building and managing high-performing customer success teams that drive recurring revenue and value, and develop life-long customers. Most recently she spent 9 years at Eloqua in customer success and global market readiness roles.

Sales Enablement at Enterprise Scale: How Citrix Does It




Our guest will be Eric Spatzer, WW Sr. Manager Enablement Tools & Services at Citrix and we'll talk about Sales Enablement at Enterprise Scale: How Citrix Does It

We'll cover:

  • What is the right funnel for your business
  • Making Content Count Across the Funnel
  • Selling the Right Product for the right customer use cases

FYI, Eric is searching for sales people to collect sneakers to support environmental and global sustainability... go to to learn more. 

More about Eric here.

How to do PR for B2B: Driving Awareness, Thought Leadership AND Leads



For a transcription of this episode, check out the Heinz Marketing Blog on 2/5.

Our guest is Ryan Bonnici, CMO at G2 Crowd.

I’m super impressed with how effective G2 Crowd lists have been, both the overall top XXX lists by segment as well as the metro area lists.  We'll talk about Ryan's approach to B2B PR, how that impacts sales pipeline (directly and indirectly).  Check it out and learn more about G2 Crowd here.

More about Ryan:

► Incredibly passionate, self-directed and confident senior executive leader with fortified marketing, management and organizational skills evidenced by ongoing customer, partner and team success.

► Extensive experience across B2B and B2C marketing and sales development has led to a strong understanding of the processes behind the job, refined interpersonal skills and an advanced understanding and track record in achieving strong positive return-on-marketing-investment and business growth.

The Power of Storytelling in B2B Marketing



Join us live Thurs. 1/18/18 11:30 am PT (12:30 MT, 1:30 CT, 2:30 ET) when we are joined by Lauren Patrick, Storyteller at Terminus.  

Check back here no later than 1/23 for the on-demand recording or find the recording and transcription on the Heinz Marketing Blog on Mon. 1/29/18. 

Listen in when we'll discuss The Power of Storytelling in B2B Marketing and: 

- How in 2018, marketing and sales truly need to form #OneTeam for account-based marketing (ABM)

- How and why the white-hot growth at Terminus is thanks to a #OneTeam mindset, with everyone at Terminus being focused on ABM and customer success

Lauren Patrick is the Storyteller at Terminus, and Editor at  She was employee #12 at Terminus, the leader of the account-based marketing (ABM) movement, and joined the company in 2015 right after they raised their seed round. Today, the company has more than 120 employees, 400 customers, and rapidly growing. Lauren is a graduate of the University of Georgia's Grady College of Journalism & Mass Communication, she discovered her passion for niche marketing during her time as editor of UGA's newspaper, The Red & Black. Before coming into the digital world, she worked for print publications Gwinnett Daily Post, Jezebel Magazine,, plus managing the Services category for RaceTrac Convenience Stores.