Sales Pipeline Radio

Sales Pipeline Radio header image 1

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

Tweets-instream-images-800x450-Shanks.jpg

 

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

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

_______________________________________________________________________________________________________

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: [email protected].

Baseball and B2B: Sales Lessons from the Seattle Mariners

Tweets-instream-images-800x450-Traisman.jpg

This week, Frances Traisman, Senior VP of Sales for the Seattle Mariners joins me as we uncover some great B2B lessons from baseball that apply to all businesses. 

Listen in now and/or you can also read the full transcript on the Heinz Marketing Blog starting Mon. 3/18 at 6am PST.  

Here's just a taste of Frances' insights:

So as far as a strategy when it comes to sales, first and foremost if we're talking from a B2B standpoint we're listening to them about what's important to them. So for instance, if employees are important and they want employee engagement, we have opportunities for them to come and create a fun experience out at the ballpark that they couldn't necessarily get at a park... when else can you sit with your prospective client or even your best client and have an opportunity at a leisurely pace while being entertained, to talk business. So we really do have opportunities for anyone that we're talking with. That can be a blessing and a curse. So trying to stay focused on what our overall goals are can be challenging. It's a little overwhelming actually how many options we have to offer and so that's where we come in as leaders on the sales team to really help our sales team focus on where we need to have those opportunities go.

 

Learn more about The Seattle Mariners

Follow Frances on Twitter @FrancesTraisman

_______________________________________________________________________________________________________

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: [email protected]

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

Tweets-instream-images-800x450-Slayton.jpg

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.

The Hidden Inefficiencies that are Killing Your Sales Workflow and Conversion Rates

Tweets-instream-images-800x450-herring.jpg

Our guest this time is Shawn Herring, VP of Marketing at PandaDoc in an episode called, The Hidden Inefficiencies that are Killing Your Sales Workflow and Conversion Rates

As a new head of marketing at a startup, there's a thousand things to focus on. I asked Shawn (among other things):

  • What are the places you try to look at first when you're joining a new company?
  • What are the priorities you think are most important to drive some wins as a new head of marketing?

In early stage companies, they don't often starve. They drown. There's a thousand things to look at, right? As you think about the brand, you think about awareness, you think about leads, you think about supporting the sales team, you think about future opportunities.  I also asked Shawn:

  • As you look into the future, how do you think about those different priorities?
  • And how does a startup in a marketing environment balance traditional awareness, brand goals with really driving measurable pipeline as well?

What I've been focused on in the first six weeks as well as leading up to joining PandaDoc is trying to understand where is all the revenue coming from? What is the ideal customer profile, like just the traditional foundational items. And I get less concerned with leads. I get less concerned with MQLs. And I really get focused on pipeline, and then pipeline to close.

This is just a taste.... listen in now.  For the full transcript check out the Heinz Marketing blog starting Mon. 3/4/19.  

____________________________

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: [email protected]

Outbound Lives: Take Control of your Pipeline and Beat Your Competitors to Market

Tweets-instream-images-800x450-Iannarino.jpg

 

I was honored to talk with Anthony Iannarino in this episode called, Outbound Lives: Take Control of your Pipeline and Beat Your Competitors to Market.

Anthony is at TheSalesBlog.com. He's an author of numerous books including the most recent book, Eat Their Lunch: Winning Customers Away From Your Competition. He is one of the co-founders of the OutBound Conference, which we discuss but I started out by asking, "Anthony, we've got to get the elephant in the room. We got to cover it first. Why, Anthony Iannarino, do you hate social selling?"

Anthony's give us his answer:  Here's a taste... listen in for his whole response and a lot more!

I don't know if you know this or not, but social selling is dead, and I would challenge you to go find anybody that's really talking about it even on LinkedIn anymore. It all went away and was replaced by account-based marketing and now what is being called the digital transformation of sales, which so far nobody can explain to me.

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

Tweets-instream-images-800x450-shootman.jpg

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

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

Tweets-instream-images-800x450-guest-Nilssen.jpg

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

Is Failure Your Friend? How One CEO Uses Failure as an Asset and Opportunity

Tweets-instream-images-800x450-Scudamore.jpg

 

I'm really very excited to have with us Brian Scudamore. He's the founder and CEO of O2E Brands, which may not sound like a name that you know but I guarantee you know some of his businesses.

We talk about his new book, WTF, Willing to Fail, How Failure Can Be Your Key to Success.

You'll learn how his entrepreneurial journey got started and a lot more!

"... as entrepreneurs you take risks, but you've got to be willing to pivot every step of the way and change as your customers need you to change or as the environment changes when you see new opportunities."

How Lifelong Learning Plus Humility Can Lead to Marketing Success

Tweets-instream-images-800x600-Rosen.jpg

 

Listen in on this special, on-demand episode when I talk with Steven Rosen, executive coach, author, speaker, and founder of Star Results.  

Have you had or soon will have your 2019 sales kick off?  Either way, Steven shares his best tips for a successful sales year. 

Steven shares a ton of wisdom and practical tips in this short 17 minute show.  He'll touch on, how in sales execution, we often try to do too much and the importance of identifying and focusing on 2-3 key things to prevent losing focus. 

You'll love Steven's point of view about self discipline, learn why he believes "Sales is a discipline" and A LOT MORE! 

Can Knuckle-Dragging Salespeople Still Succeed? 

Tweets-instream-images-800x600-Crowley.jpg

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.