Sales Pipeline Radio

So many topics were covered in this episode - some could be career or future changing for listeners.

In this episode, Matt talks with Guidant Financial CEO David Nilssen. They discuss his entrepreneurial journey and an important moment in time when he knew he had to pivot to a new business.

What does insight driven messaging look like for sales?

Like a whole lot more deals, fast.

Jump on high intent leads in the moment with Intercom, the business messenger that extends the reach of your team 24/7.

Intercom creates more opportunities for you by booking meetings and collecting data from leads automatically.

Take Intercom user Elegant Themes. They now convert 25% of leads through Intercom's messenger.

Deals don't wait. Get them with Intercom. Go to intercom.com/deals

Daniil Krets, Account Development Rep at Skilljar has been successfully in the trenches developing new business.  We cover a lot of great points.  Here are just a few.  I ask him about the evolution of sales for SaaS companies and the evolution of the BDR, the ADR role and he shares what he's seen.

This week I talk to Dan Fantasia, President & CEO of Treeline one of the largest sales search firms in the country. I wanted to have him on to talk specifically about recruiting and the hiring market for B2B salespeople right now. Because I feel like every company we're working with is looking at entire sales reps, of looking to hire inside sales, BDR reps. It continues to be a hot market, and the right candidates, the best candidates continue to be elusive, I would say. Listen in to get his take on the hiring environment right now in the market and a lot more!  

Huge thanks to our sponsor!

What does insight-driven messaging look like for sales? Like a whole lot more deals. Fast. Jump on high intent leads in the moment with Intercom, the business messenger that extends the reach of your team 24/7. Intercom creates more opportunities for you by booking meetings and collecting data from leads automatically. Take Intercom user elegant themes. They now convert 25% of leads through Intercom's messenger. Deals don't wait. Get them with Intercom. Go to intercom.com/deals

Our guest is Natalie Severino, VP of Marketing at Chorus.ai.  Among other things, I asked Natalie, over the course of the last few years, what have you seen as the evolution of the balance of those roles [Marcom, product marketing, demand gen, sales development], especially in a startup organization? How do you balance the need for good product marketing and effective clear marketing communications with sort of the continual drumbeat of we need more leads, we need more pipeline?  How do you balance all that?  

Trish Bertuzzi, President & Chief Strategist is Matt Heinz's guest as they discuss the status of inside and outside sales careers and why today's buyers prefer working with inside salespeople. 

We were thrilled this last time to talk to Dan Englander, in an episode called, "The Death & Bright Future of Marketing Agencies"

Big, huge thanks to our sponsor, Intercom.com

Listen in for another great episode, this time with Raviv Turner, CEO at CaliberMind.  In addition to being the Co-Founder & CEO of CaliberMind, Raviv is also an angel investor and mentor at Techstars and a regular speaker at marketing & AI events.

Jill Konrath joins Matt Heinz to talk about her latest book, More Sales, Less Time.   She also discusses her famous line: Sell Like A Girl. 

Jill Konrath’s career is defined by her relentless search for fresh strategies that actually work in today’s sales world.

We are very excited to have with us Mark Nardone, Executive Vice President at PAN Communications.  At Heinz Marketing we were honored to partner with PAN Communications on their well known and regarded annual Content Fitness Report. Mark will talk a little bit about where the report came from and discuss key highlights.

You can also read the transcript (and listen to this episode) on the Heinz Marketing Blog 

Listen in on a great discussion about Integrated Marketing.  Joe believes marketing (and economics) are about the audience and never about you.  Find out how a Government Major ended up in B2B Marketing and if he cares about events like Webinar World making money or not.