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!

 ___________________________________________

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.  

This week's episode is entitled "Lessons on ABM from Inside the Trenches: Fine-Tune Your Strategy for 2020". We talk with Edward Roberts, Senior Director of Product Marketing at Distil Networks. 

We are really focusing today on ABM, account based marketing and all the things required in terms of elevating the game of the marketing team, but also changing the culture between sales and marketing to make that work.

Edward answers these questions below and a lot more:

• Why ABM?
• How did ABM became a priority for Distil?
• How did those conversations get started and where did you make the decision to lean in?
• What did it take to get the program off the ground?
• Was your CMO involved?
• Was the leadership of the company prioritizing this?
• What were some of the initial expectations and catalysts to making this a priority?
• How are you looking at evolving and growing the account based work into 2020?
• What are some of the bigger opportunities you see and what are some of the obstacles you see that might be something you want to keep keep in mind to try to navigate through over the next 12 to 14 months?

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

This week's episode is entitled "How Sales, Marketing and Customer Success Can REALLY Co-Exist". We talk with Kevin Knieriem, Chief Revenue Officer at Clari

Thanks to our sponsor, Intercom.com! Intercom wants more of the nice people visiting your website to give you money. So they took “that little chat bubble in the corner of a website” and packed it with automatic meeting booking, data capture on leads, conversational bots—and more! Intercom user Elegant Themes added Intercom to their site, and now convert 25% of leads through live chat. Go to Intercom.com/deals.  

I think one of the biggest challenges we've seen is the silos that exists between sales and marketing. I ask Kevin how he sees some of the leading companies addressing that.  And, how is he seeing them overcome that and actually create stronger bonds and cohesion between sales and marketing.

We also talk about how he's starting to create an operationalize revenue operations in his own company. He tells us a little bit about what he's seen and experienced including a set of best practices of how to take what can oftentimes be good strategic alignment between sales and marketing and really bringing that down to a tactical level like getting going from, "we agree to revenue responsibility across departments at S-K-O" to, what do we do on Tuesday?

He shares some keys to helping make sure that operational alignment happens on a day to day tactical level.

I think finally we're seeing a number of places where AI is having real practical applicability and it feels more accessible to organizations.

I also ask him, are there other applications of AI he sees specifically and are there additional elements that may be more theoretical now, that he thinks in the next 1-3 years are going to become more reachable?

This and a lot more!  Listen in or read the full transcript on our blog starting Mon. 11/04/19 6am PST.  

Jon Miller, CEO and Co-Founder of Engagio is interviewed by host Matt Heinz on the subject of the culture changes necessary to make ABM work.  Don’t be surprised to hear how much of the responsibility is on marketing.

• Culture is a big part of making ABM work internally.  How do you encourage people to make the right internal moves to be successful with ABM?
• This isn’t all-or-nothing, right?  How does ABM integrate with other key marketing priorities moving forward?
• One of my biggest concerns with the term ABM is the “marketing” part of it, but “everything” feels too broad.  How do you think about that? 

About our guest: Jon Miller

Jon is a marketing entrepreneur and thought leader. He is currently the CEO and Co-Founder of Engagio, an account-centric platform to orchestrate and measure Account Based Marketing and Sales Development efforts at named accounts. Previously, Jon was a co-founder at Marketo (Nasdaq:MKTO), a leader in marketing automation.

Marketing technology innovator, with previous leadership roles at Epiphany and Xchange, plus board/advisory roles at Scripted, Newscred, and Optimizely.

 ___________________________________________

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.

Today we're honored to talk with Lindsay Pedersen, Owner at Ironclad Brand Strategy and best selling author of "Forging An Ironclad Brand: A Leader's Guide"

"Today the most scarce resource that most of us have is attention. Any tool that can break through or can harness attention, whether it's a song, or a brand name, or an image, is truly a multiplier."

According to Lindsay, "There's a distinction that's probably worth making that brand strategy is simply the definition of who you are and what is the promise you bring.  So what's the stake in the ground? Why should your customer part with their hard-earned money, or time, or attention for you? So it's really the definition of the value you bring and brand marketing and the tactics for brand marketing and brand awareness building which belong in the bucket of marketing and those can be kind of in conflict, some might say, with your term "lead generation".

Brand strategy is agnostic of tactics, just like your mission is agnostic of tactics, so related but distinct as well, right? So whether it's B2B or B2C being very precise about what is the value you bring your customer is worthwhile, regardless of what kind of company you are and regardless of what stage company you are. If you're a startup and you have a small marketing budget and a small innovation budget, you probably stand to gain even more from focus-- brand strategy is simply a tool for focus. So it's not less useful, it arguably is more useful as long as you're serving human beings who have scarce attention, it's going to be really welcome to have a focus."

This and a lot more!  Listen in or read the full transcript on the Heinz Marketing blog starting Mon. 10/21 at 6am PST.