Sales Pipeline Radio

In this episode entitled "Selling Across Channels and Industries: Hitting Your Number No Matter the Conditions", We're talking to Todd Rychecky. He's the Vice President of America sales for Opengear. We talk about keys to developing a successful reseller strategy and talk a little bit about what it takes to build a team and getting that channel up and running. Part of the keys to success for those building out a channel program is really effective communication and coordination between yourself and between the channels. We talk about what that requires from a marketing perspective as well. For organizations used to having more direct control over the sales organization, you lose a little control with the channel side, which makes communication and messaging that much more important. He shares some keys to make sure that runs smoothly... this and a lot more!

The full transcript will be on the Heinz Marketing blog starting Mon. 10/07 at 6am PST.  

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 to jump on customer intent in the moment. Then see everything else Intercom can do.

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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.

Jocelyn talks about customer evangelism and lessons learned from Eloqua that she is applying today.

Having spent more than 18 years in the B2B and SaaS spaces, Jocelyn brings extensive experience building and managing high-performing customer success teams that drive recurring revenue and value, and develop life-long customers. Most recently she spent 9 years at Eloqua in customer success and global market readiness roles.

Our Guest, as SVP of Customer Success at Allocadia, Jocelyn Brown is dedicated to helping Allocadia’s customers achieve the highest levels of Marketing Performance Management and maximize the business value of their investments. In her role, she guides customers through their continued growth and progression through the stages of budgeting, planning and performance excellence, and elevates their experience throughout the journey.

This show discusses:

• What happens when you have to earn the customer business every day
• The economics of the SaaS business when customers lead marketing
• When the (continuing) customer is the center of the business model
• Why the customer is always in the “room” at her company
• When marketing is led by the voice of the customer
• How her experience at Eloqua has guided her philosophy

Jocelyn Brown

SVP, Customers & Revenue

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• Twitter

As SVP, Customers, and Revenue, Jocelyn Brown is dedicated to helping Allocadia’s customers achieve the highest levels of Marketing Performance Management and maximize the business value of their investments.

In her role, she oversees marketing, sales, partner and customer success teams to provide an exceptional customer experience. Her teams provide a seamless and value-driven experience to every customer, from initial interest through their continued growth, to best support their progression through the stages of budgeting, planning and performance excellence.

Having spent more than 17 years in the B2B and SaaS spaces, Jocelyn brings extensive experience building and managing high-performing customer success teams that drive recurring revenue and value, and develop life-long customers. Most recently she spent 9 years at Eloqua in customer success and global market readiness roles.

 Read the  transcription 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.

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 to jump on customer intent in the moment. Then see everything else Intercom can do.

Listen in as I talk with our own Josh Baez, Engagement Manager at Heinz Marketing in an episode called, "From Great Ideas to Complex Execution: Taking ABM from 10,000 feet to the Ground Level".  Josh is a plant dad. He is a Death Cab for Cutie super fan.

We talk about how to take things from strategy into execution.  We talk about doing it the right way, taking the time to think through all the details.  And we also touch on 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.

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.