Sales Pipeline Radio

I think as people have the opportunity to just publish things off the cuff on social channels, to just write stream of consciousness on a blog platform and just click, press, go... I don't feel like we are as good at editing ourselves as we used to be. And so we talk about this.  To start I ask Lisa how she decided editing is what she wanted to do? How did she begin her career in journalism and why is that something that she's so passionate about today?

This and a lot more!

Listen in or read the entire conversation on the Heinz Marketing Blog starting Mon. 2/24/20 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.

Please join me and my guest, David Keane, Founder and CEO at Bigtincan.

We're seeing such an emergence of artificial intelligence and machine learning in sales and marketing and over the last six to eight months, we've seen a lot more companies say they feel like it's successful, something they can actually get their arms around and use. It seems to me that part of that is taking what we think of as big data and all this information out there and prioritizing the right data, prioritizing data that we can get access to quickly, that you can make a decision on it and hopefully continue to engage and mobilize the prospects.

I ask David how thinks about that and how you take big opportunity and make it real and make it right now for customers. This and a lot more! 

Listen in NOW or read the entire conversation on the Heinz Marketing blog starting Mon. 2/17 6am PST. 

Sales Pipeline Radio is hosted by Matt Heinz of Heinz Marketing which is a program on the Funnel Radio Channel.

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This week's episode is entitled "What Do Tina Fey, The Ohio State University and B2B Marketing Have in Common?" and our guest is Marilyn Cox, Vice President of Marketing at Clubessential Holdings, LLC

Sometimes I think of this term content marketing and it sort of demeans what the form and what the opportunity is. Is there a value in thinking of it as just content? How do you create content that engages, that persuades, that teaches, that makes people better? By doing that well, you're earning ongoing attention, you're earning the right to continue the conversation that might turn into a sales conversation, but is it wrong or is it counterproductive to call it content marketing or should we just create good content?  We talk about this and a lot more!

Marilyn is into WWE.  I ask about her interest overall, but also what makes these athletes such good storytellers?

I also ask her, given her diverse career, the different places she worked in marketing, what she'd say if she was sitting in front of a group of soon to graduate college students, what's some advice shed give them they might not hear from others that she thinks is important for their careers moving forward?

I think one of the biggest is ... 

I think I would agree when a lot of people say that you have to recognize that you don't have all the answers and you can't stop learning. For me, that's huge. If I were talking to people that were getting ready to graduate and were going into marketing and they were earlier in their careers, I think the one piece of advice I would give them to build on that concept is start to learn outside of marketing. Not to discourage people from reading good marketing content and best practice content, I absolutely do, but I think there is a lot to be gained from reading more on financials. I will say probably aside from, of course, aligning with a sales team, the organization that I align with the most at a company is always the financial team. The CFO is somebody that I make my best friend very, very early on.

Listen in NOW or read the entire conversation on the Heinz Marketing blog starting Mon. 2/10 at 6am PST.  

Sales Pipeline Radio is hosted by Matt Heinz of Heinz Marketing which is a program on the Funnel Radio Channel.

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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.

In this week's episode, "How ABM is Evolving: New Best Practices and Pitfalls" I talk with Nani Shaffer, Senior Director, Demand Generation & Operations at Demandbase

Demandbase is synonymous with account based marketing. They have done a ton over the years to really develop the definition of account based marketing to really set some benchmarks and drive a lot of great thought leadership around it. The concept of ABM has been around now for at least three, four plus years. Demandbase has been involved in this category now for a long time as well.

In this episode, I ask Nani:

• How she has seen ABM evolve?
• What is ABM here at the beginning of 2020?
• Can a company's marketing be applied to any target?
• Do you think for companies that continue to go down this maturity curve  this won't be a separate effort, that this will just evolve into the sort of table stakes of how companies market to their targets?
• What sales role is in driving effective ABM programs and what does it take to get a sales organization aligned with the marketing efforts to create a truly integrated ABM approach?
• What are some key lessons you've learned about what it takes to take this great idea and actually land it? (how does it work on Tuesday?)
• How do you make this not just a campaign but a culture change?
• What are some things you've learned that are key to making that work?
• And lots more!

Listen in now or read the entire conversation on the Heinz Marketing blog starting Mon. 2/3 6am PST.

Sales Pipeline Radio is hosted by Matt Heinz of Heinz Marketing which is a program on the Funnel Radio Channel.

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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.

Jonah-kai, was the Senior Director of Marketing at TUNE, when this interview was taken.  Hew is a proven leader with 15 years of experience creating content, building marketing programs and leading highly-functional teams.  He is now head of marketing Algorithmia

His experience encompasses Product Marketing, Online Marketing, Marketing Strategy, and Content Strategy for B2B focused companies. Follow Jonah-kai on Twitter

This is a five-minute extract from the longer program: 

Marketing Operations 2.0: How One Company is Managing the Next Generation of Martech Stacks

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

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Sales Pipeline Radio is hosted by Matt Heinz of Heinz Marketing which is a program on the Funnel Radio Channel.  Heinz Marketing is the sponsor of Sales Pipeline Radio.

This week's episode is entitled "How to Win (and Keep Winning) Bigger Deals" and our guest is Lisa Magnuson, Founder of Top Line Sales and the author of The TOP Sales Leader Playbook: How to Win 5X Deals.

This week's episode is entitled "How Your Board and Investors Think About Marketing" and our guest is Robert Pease Managing Director at the Cascade Seed Fund.

In this 5-minute extract from Dave Lorenzo’s interview with Matt Heinz we learn the kernel of truth that drives a new business relationship that turns into a sale or becomes a bust.  This is part of the discussion with  Dave Lorenzo about his book, "The 60 Second Sale"

This week's episode is entitled "How to Start 2020 the WRONG Way" and I banter with our MC and friend, Paul Roberts.  Football does come up (as usual), but we also talk about 2020.  

Don't go into the holiday period and into January 2nd without a plan, without knowing what your objectives are, without knowing what you are going to be focused on. 

What are you trying to achieve?

What 12 months from today, does success look like?

And what are the key things that are going to get you there?

Know what that plan is, at least going into the storm. Knowing the storm is probably going to try to tear it to pieces, but having that plan up front, if you don't have some semblance of that, it's going to be very hard to start the year off on the right track.  

Listen in below for this and more.  The full transcription will be on our blog starting Monday, 12/30/19.  

Sales Pipeline Radio is hosted by Matt Heinz of Heinz Marketing which is a program on the Funnel Radio Channel.

In this interview with Jerry Brooner, chief revenue officer for Scout RFP, host Matt Heinz discusses Brooner’s journey from investment banker to Chief Revenue Officer and his passion for learning multiple skill sets within a company.

We talk about sales and marketing working together, everything from objectives to function to culture.

• Why it is important for executives to have worked across multiple disciplines
• Why all great leaders have (many) different skill sets
• Why sales managers should have been a marketing manager in their career
• How to balance growing your career
• There is talk about the complexity and the historical pain inherent in the RFP and sourcing opportunities

The full transcript is on the Heinz Marketing Blog.  

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Sales Pipeline Radio is hosted by Matt Heinz of Heinz Marketing which is a program on the Funnel Radio Channel.  Heinz Marketing is the sponsor of Sales Pipeline Radio.