Sales Pipeline Radio

Can You Predict Your Next Customer? Exploring the Intersection Between AI & ABM

Host Matt Heinz interviews MRP CEO Kevin Cunningham and they discuss the results that an enterprise-class account-based marketing platform can bring a company’s pipeline and revenue. They talk about:

Listen in as I to talk to Ryan Luckin, VP of Marketing at LevelTen Energy in this episode called, "Balancing Brand and Demand: How to Drive Short and Long Term Marketing Objectives"

Talking today with Kris Rudeegraap, CEO of Sendoso, a fast-growing MarTech company that really helps create better customer experiences and is improving communication and getting attention from your target prospects.

Listen in to hear the latest research and insights from SiriusDecisions Summit 2019 from Chief Sales Officer, Strategies at SiriusDecisions, Phil Harrell.  You can read the full transcript on the Heinz Marketing blog starting Mon. 6/3 at 6 am PST.

We talk about the theme of Together... strategically it sounds like a great idea. Operationally, not always so easy. I ask Phil to talk about that difference a little bit.

Our guest is John Hall, author of Top of Mind and Co-founder and CEO of Influence & Company. Business is never “just” business. It’s always about relationships. It’s always about a human connection. When you’re viewed as a valuable, trustworthy partner, the opportunities are endless. Position yourself for success by establishing and developing content-driven relationships that keep you and your brand Top of Mind.

This will be a great conversation for you to walk away with tips and nuggets. Join us.

Influence & Co., is a company focused on helping brands and individuals extract and leverage their expertise to create, publish, and distribute content to gain influence, visibility, and credibility with their key audiences. In less than three years, John has grown Influence & Co. into one of the largest providers of high-quality expert content to the world’s top publications, ranking No. 72 on Forbes’ “Most Promising Companies in America” list and named Empact’s “Best Marketing and Advertising Company of 2014” at the United Nations.

John has a weekly column for Forbes and Inc. and has contributed to more than 50 publications, including Business Insider, The Washington Post, and Harvard Business Review. He is the author of the best-selling book, 'Top of Mind'.

Listen in as I talk to Raymond Ivory, Senior Manager of Sales Enablement at Blackbaud in this episode called "Sales Enablement In The Wild: How Blackbaud Is Improving Sales Productivity & Impact" 

Read the full transcript on the Heinz Marketing blog.

A lot of people have different definitions of what sales enablement means to them. I ask Raymond what sales enablement means to him; what it means to Blackbaud?

Hear the story of how this got started and where it came from. In terms of sales enablement at Blackbaud today, find out some of the main components and tactics they're following as well as key components of their program Raymond believes have driven the most success.  We'll also talk a little bit about the balance between the technology and the process... and A LOT MORE!

So glad to have Karen Steele, CMO at LeanData on this time talking about what "Revenue Operations" really means.  

LeanData has done a great job of evangelizing an integrated, cohesive Revenue Operations strategy. I ask Karen what that means and what it looks like.

I also ask her about the balance of activities for marketing teams when you've got those so focused on demand generations and getting more leads and getting more MQLs, versus focusing on some of the Sales Enablement and Revenue Operations tasks and priorities. 

It's not just about the sales funnel-- revenue implies impacting the entire customer life cycle. I asked her to share how the concept of Revenue Operations can now span beyond acquisition marketing as well as sales and how it can impact customer success and account management teams as well.   

Listen in for this and a lot more! 

You can also listen in and read the transcript on the Heinz Marketing Blog starting Monday, 5/13/19 at 6am PST as well.. and catch the recording everywhere podcasts play! 

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.

Paul Teshima, co-founder of Nudge.ai is interviewed by Sales Funnel Radio host Matt Heinz. Paul is a believer that culture eats strategy for breakfast, and business culture can be built through storytelling. He has always have been a leader with a strong focus on sales and customer engagement.

He is a successful technology executive who has run services, customer success, account management, support and product management.

• Helped lead Eloqua (marketing automation) as part of the executive team from $0 to over $100 million in revenue, through IPO and a successful acquisition for $957 million by Oracle.
• Now co-founder and CEO of Nudge.ai, a modern sales platform that uses A.I. to find actionable insights on your customers.
• Passion for building great teams and products that help customers grow their businesses.
  
  Twitter: @paulteshima

About Nudge.ai

Nudge was co-founded in 2014 by former Eloqua executives, Paul Teshima and Steve Woods. After having successfully guided Eloqua to a market leading position in marketing automation from $0 to over $100 million in revenue, then through IPO and acquisition by Oracle for $957 million, Teshima and Woods recognized another massive challenge to solve – this time, however, it was on the sales side.

The best sales professionals understand that people buy from people they know, like and trust. In a world that’s becoming overloaded with information, it’s becoming harder to build trusted, authentic relationships with buyers and customers. This is where Teshima and Woods saw the challenge, and the biggest opportunity yet to be solved.

On this episode, "Defining Sales Enablement: Increasing Salesforce Efficiency and Effectiveness" I talk to John Raguin, CMO at Seismic Software. 

"Sales Enablement" is a now a very mainstream category, almost table stakes for B2B companies but this wasn't the case just four years ago.  I ask John how Seismic sees that.  

Oh, it's unbelievable The growth. So over, it's exactly like you said, over the last four years, we've essentially had, we went... if you looked at LinkedIn, just on job titles, just looking at job titles, you'd find that there was 188-80% increase in LinkedIn search results for sales enablement, where people were searching in LinkedIn. And then 118% increase just in the last two years of people with sales enablement in their job titles. And the astounding part we even saw further, is that there are just about as many people with job titles that have sales enablement in it as there are open job wrecks. So that really tells you that sales enablement has... that's one of many statistics that is important in looking at how sales enablement has become such a big thing and importance to organizations.

But I also ask John what is sales enablement? What does it encompass? When companies see it, what are the functions they should be thinking about?

Listen in to find out this and a lot more.  The full transcript will be also be on our blog on Monday, 5/6 starting at 6am pst.