Sales Pipeline Radio

This week's show is called "How Forrester is applying the SiriusDecisions frameworks both within the organization and across the revenue engine to drive results" and our guest is Kelley Hippler, Chief Sales Officer at Forrester.

Join us as Kelley tells us a little bit about this years’ Forrester B2B Summit, formerly known as SiriusDecisions and then dives into the new concept of B2B revenue waterfall and its effect on marketing and sales working together in an account-based environment.

Sales Pipeline Radio is sponsored and produced by Heinz Marketing.

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. For sponsorship opportunities, contact Cherie.

This week's show is called "Why You Need To Be Part Of The Company Thought Leadership Trend" and our guest is Karen Tiber Leland, CEO of Sterling Marketing Group

Join us as Karen shares what thought leadership really entails, the difference between individual thought leadership and corporate thought leadership and how Karen’s “wannabe cowgirl” enthusiasm relates to it.

Listen in and/or read along with the transcript on the Heinz Marketing blog starting Mon. 5/17/21.  

Sales Pipeline Radio is sponsored and produced by Heinz Marketing.

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. For sponsorship opportunities, contact Cherie.

This week's show is called "How to Get and Leverage Industry Experience to Accelerate Sales" and our guest is Bobby Martin, President & Co-Founder of Vertical IQ

Join us, as Bobby Martin shares about the idea of industry experience and how important having industry experience and industry perspective is, especially when selling in a commodity market.

Listen in and/or read the full transcript on the Heinz Marketing Blog.

Sales Pipeline Radio is sponsored and produced by Heinz Marketing.

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. For sponsorship opportunities, contact Cherie.

This week's show is called "What Does “Content Experience” Mean? (and Why it’s Vital to Marketing Success)!" and our guest is Randy Frisch, CMO at Uberflip.

Learn about Randy's perspective and insight on the evolution of content marketing from the focus on creation to the lack of utilization. Content marketing has become a team effort, made up of more than just marketers.  Listen in now for this and a LOT MORE! 

Sales Pipeline Radio is sponsored and produced by Heinz Marketing.

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. For sponsorship opportunities, contact Cherie.

This week's show is called "A Bottoms-Up Approach to SaaS for Sales: What It Is, How it Could Help You" and our guest is Pouyan Salehi, CEO & Co-Founder of Scratchpad

We've been doing sales enablement research for years. One of the first surveys we did, we asked people in sales what are the biggest time-wasters? What are the things that keep you from spending more time actively selling?

Pouyan joins me in this conversation to give some perspective and insight on the challenges and why Salesforce isn't efficient for sales reps. We take some time to discuss why CMO's should prioritize a sales engagement and acceleration tool like Scratchpad and the inspiration behind the creation of Scratchpad.

Listen in and/or read the transcript on the Heinz Marketing blog.

This week's show is called "Getting Sales Enablement Right: More Important Than Ever Before!" and our guest is Russell Wurth, Vice President Sales Enablement at Showpad

Listen in to find out Russell's definition of what sales enablement is, how he measures it and his input on how its evolving and affecting the sellers and buyers journey.

This and a lot lot more.  Read the full transcript on the blog starting Monday, 4/19/21 at 6am PST.

Sales Pipeline Radio is sponsored and produced by Heinz Marketing.

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. For sponsorship opportunities, contact Cherie.

This week's show is called "A Former Military Officer Talks About Teamwork and Sales/Marketing Alignment” and our guest is Drew Chapin, CMO at Hyland.

We start with the backstory of how representing Xander Schauffele came to be and how this became part of the marketing mix for Highland. Drew also explains the X-Factor campaign and talks about the broader sales and marketing mix and how it has changed in the last 12 months.

He tells what he had to pivot to... and now as we see a little light at the end of the tunnel, what adjustments may become fixtures for his marketing mix moving forward.

We also talk about something that comes up a lot when we talk to CMOs and marketing leaders, especially with fast growing companies, and it's marketing's role in M&A. He shares a what that means for a marketing team.

When you're trying to drive growth, when you're trying to drive pipeline, acquisitions can be a distraction, and they can be an accelerator. sometimes both, sometimes one of the other.

Listen in for this and a lot more or read the full transcript on the Heinz Marketing blog starting Monday, 4/6/21 6am PST.

Listen in now and/or read the full transcript below.

This week's show is called "Driving Sales Performance in a Virtual World” and our guest is Brian Trautschold, Co-Founder at Ambition. This time we are talking about sales management intelligence. 

What the hell is that? What does it mean? What does it mean for your organization? Why do you need it?

This and a lot more!

Listen in now and/or read the full transcript on the Heinz Marketing blog starting Mon. 3/29/21 at 6am PST.  

Sales Pipeline Radio is sponsored and produced by Heinz Marketing.

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. For Sponsorship opportunities, reach out to Cherie.  

This week's show is called "Are Partnerships Your Next Growth Engine? ” and our guest is Brendon Cassidy, Co-Founder & Co-CEO of Co-Sell.io.

It seems to me one of the still underutilized go-to-market efforts is partnerships. I ask Brendon to talk a little bit about what he's seen in the market.

I also ask "why have referrals been so difficult?" "Why has this been a perennial challenge for sales organizations, not just to do, but really do consistently at scale?"

Some people will use the term partner marketing and channel marketing interchangeably as if they're the same things. Brendon tells what he sees as the difference between having a partner referral introduction approach and what a lot of people think of the sales channel channel approach. 

This and a lot more!

Listen in now and/or read the full transcript on the Heinz Marketing blog starting Mon. 3/22/21 at 6am PST.  

Sales Pipeline Radio is sponsored and produced by Heinz Marketing.

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.

This week's show is called "The Perfect MarTech Stack?  How to Customize Software to Your Business” and our guests are Subbu Vempati, CEO at Cuspera and Judy Ash, GTM Adviser and CMO.

The idea of selecting your MarTech stack and selecting the right sales and marketing tools is something most marketers are grappling with.

The problem is getting worse because there are more and more tools on a regular basis. I feel like if you go and talk to each of them, if you go to every tool's website or you see them in a trade show (eventually we'll see them at trade shows again), you go to their website and you hear from them-- everybody individually has a great story.

It sounds like a good pitch. Sounds like a good opportunity, interesting, but you can't buy 7,000 tools. So the idea of selecting which tools are important to you, which vendors are going to be best for your business and for your stack is a real challenge.

I ask Subbu to talk a little bit about why he decided to go down the route of creating a tool to help people make better technology decisions. 

We also talk about the importance of knowing what are the outcomes you are trying to achieve as well as what capabilities you need and how peer feedback can really help us.  Don't miss Judy's insights! 

This and A LOT MORE.  Listen in now and/or read the full transcript on the Heinz Marketing blog starting 3/15/21 at 6am PST.

Sales Pipeline Radio is sponsored and produced by Heinz Marketing.

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.