Sales Pipeline Radio

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.

This week's episode is entitled "What Do CRM and Spirituality Have in Common?  A Wide-Reaching Conversation with Jon Ferrara".  

I asked Jon Ferrara, CEO at Nimble, what are some of the key highlights you would say are the bigger waves that have really had a big impact over the last 10 plus years, that are impacting successful sellers today?

Anil Kaul, CEO at AbsolutData joined host Matt Heinz for an in-depth talk about artificial intelligence.  The three things he expects from AI are :

1. Sensing the meaning behind data
2. Understand text
3. The ability to recommend complex decisions. 

In "From Process to Profits: How Systems Will Increase Your Sales", I'm talking about sales strategy with Bethany Fagan, CMO at PandaDoc. Full disclosure, I am a PandaDoc customer and a very happy one.  I wanted to have her on to talk about templates as part of the sales process. Sometimes things like templates can be perceived as perhaps less exciting parts of the process. It's not as exciting as the creative. It's not as exciting as let's go make more dials or figuring out how to get reps to engage with our prospects, to engage with our reps. But process and systems are the backbone of successful, predictable, scalable sales organizations.

We talk about what PandaDoc has seen on this and how important process and templates are. This and a lot more! 

Listen in and/or read the full transcript on our blog starting Mon. 12/02/19 6am PST.  

This show is all about taking an idea into execution from the individual pieces, people and departments.

• From vision to results
• How to decide if a campaign is even possible

Listen in as Matt talks with our own Josh Baez, Engagement Manager at Heinz Marketing in an episode called, "You Can’t Execute Anything from a PPT Deck  – Josh Baez and Matt Heinz Podcast". This is Josh's third appearance on Sales Pipeline radio, and just like SNL, Matt says he will get a special jacket when he hits five appearances. 

Josh is a plant dad. He is a Death Cab for Cutie super fan.

Matt and Josh talk about how to take things from strategy into execution, doing it the right way, and taking the time to think through all the details.  They also touch upon sales and marketing collaboration. This and a lot more!

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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 "This Man Can Pitch Anything! Now, See How He's Flipped the Script..." a great conversation with Oren Klaff, who is the Managing Director at Intersection Capital and Bestselling Author of Pitch Anything and FLIP THE SCRIPT.

Some people ask "How do you sell a commodity and really differentiate and even charge a higher price?" Well, it's not necessarily in that case about the commodity, it's about what people are going to do with it. I ask Oren to share his best practices for taking something that might feel like it doesn't have a lot of competitive differentiation and how to still get that sold at a premium.  

He talks (among other things) about the idea of getting people to believe in what you're trying to say, getting them to think that that is their idea and getting them to believe that there is something that's worth changing, something worth doing is a very, very powerful concept. Of course we talk about his most recent book and also what he is seeing in the marketplace, with his clients and business that that made this the next topic to write about.  

Listen in and/or read the full transcript on our blog starting Mon. 11/25/19 at 6am PST.  

This week's episode is entitled "Incremental vs Exponential Thinking: Why It Matters & How to Do It".  It's just me and our MC and producer, Paul Roberts of OC Talk Radio.  Find out what wave machines and authors Hemingway and Chandler have to do with anything.   

The topic today I've been thinking a lot about is this difference between incremental and exponential thinking and what that difference is, what it means, why it's important.

Sales and marketing folks talk a lot about small tactical problems that provide incremental change, but... 

...We're not always taking the time to step back and think about the monumental changes that may be in front of us that if we could think more strategically about those, we might be able to move forward more efficiently.

Among other things, we also tackle the notion of a world without email.  If we assume email is no longer a channel, how would we think about other channels? How would we think about other means of communicating? If we could envision a world where something is no longer true, does that help us think not just incrementally but exponentially? And it's not to say that email is going away.

Listen in and/or read the full transcript on our blog starting Mon. 11/18 at 6am PST.