Sales Pipeline Radio

This week's show is called "Is Outbound the New Normal? How Prospecting has Changed in 2020" and our guest is Eric Quanstrom, CMO at CIENCE Technologies

We talk all about outbound and how to make outbound work.

We first talk about why outbound is still working and then differentiate between good outbound and all the bad outbound that we still see. 

I think that number one, outbound works because it's taking a very specific targeted approach to having a vendor solution provider services based company that wants to land a specific logo or specific logos going forward. And then backfills with all of the motions necessary to create sales opportunities for themselves with that targeted group. And that's really the secret sauce if you will.

This AND A LOT MORE.  Listen in now and/or read the full transcript on the Heinz Marketing Blog starting Mon. 10/12/20 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.

This week's show is called "Multichannel Marketing Best Practices and Success Stories" and our guest is Nick Runyon, CMO at PFL.

Ryan and I are talking about tactile marketing, talking about building relationships and the value of still leaning in on a non-digital world when we can.

Nick says of PFL "... we are a marketing technology company. We have a SAS solution that coordinates tactile marketing, direct mail, dimensional mail with your digital marketing efforts. So, we integrate with your CRM or marketing automation platform to have a true multi-channel experience by that coordination, the orchestration of the physical and the digital. And, we leverage a long history of printing expertise in order to have that entire vertical integration operating at peak capacity for all of our customers."

What we've seen is what you would expect that the warmer the contact, the more relationship that you have there, the more impactful it is. And the more quickly you can connect with a prospect and carry that conversation forward, what we've seen is what you would expect-- the warmer the contact, the more relationship you have, the more impactful it is. And the more quickly you can connect with a prospect and carry that conversation forward.

This and a lot more!  Listen in now and/or read the full transcript on the Heinz Marketing blog starting Monday, 10/05/20 at 6am PST.    

Listen to full recordings of past shows everywhere you listen to podcasts! Spotify,  iTunes, Blubrry, Google Play, iHeartRADIO, Stitcher and now on Amazon music.  

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.

This week's show is called "Actions Sales Leaders Need to Take in a Recession" and I'm joined by Steven Benson, CEO of Badger Maps.

We've all been faced with headwinds this year in terms of shifting demand, shifting way people sell, opportunity and challenges. I ask Steven about the advice he has given to the outside world and how much of that have he had to apply to his own business. 

Steven talks about the importance of changing your messaging to better fit with the world and the mindset customers and prospects are in, in a down economy versus a good one.  Specifically, helping companies to do more with less. And then, showing prospects exactly how much in terms of dollars, you'll be able to help them do more with less.

It could be less money, manpower, resources, whatever. We went through this exercise ourselves. It's a good example, but when times are good, the sales team and the marketing team at Badger, their messages is, "Hey, we're going to... We'll help you sell 20% more with your field sales team". And we shifted that messaging to, with Badger Maps, your outside sales team can generate the same revenue, even though your team is 20% smaller. And there's a huge difference in these two things, even though it's basically saying the same thing we're going to help you do better, but then one of these messages resonates way more with prospects in a down economy than the other.

This and A LOT MORE!  Listen in now and/or read the full transcript on the Heinz Marketing blog starting Mon. 9/28 at 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

This week's show is entitled"Creating a Predictable Pipeline with Special Guest, Cheri Keith" Cheri Keith is Head of Strategy for ON24.

I think a lot about making sure, even though I'm no longer in an operational marketing leadership role inside a company, I maintain that edge. I have to make sure I still understand what operational marketers are going through, what the current issues are. I ask Cheri what where her best practices doing that as an analyst and what are some of her best practices for staying sharp.

The best practice for me was really just listening as much as humanly possible ... Ask for feedback really early on. People think you have all the answers, but you won't, so you may as well just go in very early and as part of a research process, whether you're creating a technology report or something that's more model and framework based and say, "I'd love your feedback on this." .

And there's lots more all about creating predictable pipeline!  Listen in now or read the full transcript on the Heinz Marketing blog starting Mon. 9/21/20 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.

This week's show is called "Wanna Be CMO of a B2B Travel Company Right Now?  Here’s How One is Pivoting and Winning" and her name is Wendy White, VP of Global Marketing at Egencia.

As a marketing leader, not only in travel, but in B2B travel, this has been an interesting year. I ask Wendy to share a little bit about what it was like mid-March as the you-know-what started hitting the fan and what that was like internally for her.  

As business leaders, we're going to have to figure out how to lead through this. I ask Wendy how she helped the team learn how to lead the customer, lead prospects, really be a voice of leadership and thought leadership to help figure out how to get through this together.  

This week's show, "How Design Thinking Can Help You Sell More" features Ashley Welch, Co-Founder of Somersault Innovation.

Ashley starts us out describing her business and tells us what design thinking means as it relates to effective sales teams.

Somersault Innovation is a sales enablement firm who has pioneered bringing the tools, techniques, and mindsets from the world of design thinking into the sales environment to help sellers at all levels in the sales organization, and really stay customer centric, stay co-creative with their customers and then accelerate the deal cycle.

Don't miss this one.  We pack a lot of great information into a short amount of time!  Listen in now or read the transcript on the Heinz Marketing blog starting Monday, 8/24/20 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.

This week's episode is entitled "Successful Event Pivots: Best Practices and Lessons from Will Curran"  Will is the Founder and Chief Event Einstein at Endless Events.

"...you have to do start with really good content. You can't just come in and say like, "Oh, we'll just create a high energy experience," and not have this thought-provoking, good content, good ideas and things like that as well."

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.

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."