Sales Pipeline Radio

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How Design Thinking Can Help You Sell More

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This week's show, "How Design Thinking Can Help You Sell More" features Ashley Welch, Co-Founder of Somersault Innovation.

Ashley starts us out describing her business and tells us what design thinking means as it relates to effective sales teams.

Somersault Innovation is a sales enablement firm who has pioneered bringing the tools, techniques, and mindsets from the world of design thinking into the sales environment to help sellers at all levels in the sales organization, and really stay customer centric, stay co-creative with their customers and then accelerate the deal cycle.

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Best Practices for Managing the B2B Prospect Exeperience

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Don't miss this one.  We pack a lot of great information into a short amount of time!  Listen in now or read the transcript on the Heinz Marketing blog starting Monday, 8/24/20 at 6am PST. 

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.

Successful Event Pivots: Best Practices and Lessons from Will Curran

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This week's episode is entitled "Successful Event Pivots: Best Practices and Lessons from Will Curran"  Will is the Founder and Chief Event Einstein at Endless Events.

We talk about what it's looked like the last few months as he's worked with clients to create engaging events online. Will has so much energy and enthusiasm.  I ask him how much of that is a key part of the recipe for success.
"...you have to do start with really good content. You can't just come in and say like, "Oh, we'll just create a high energy experience," and not have this thought-provoking, good content, good ideas and things like that as well."

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What Cognitive Behavioral Therapy Has to do with Sales, Rollow-Up and Emotional Connections

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This week's episode is entitled "What Cognitive Behavioral Therapy Has to do with Sales, Rollow-Up and Emotional Connections" and our guest is Jeff Shore, president of Shore Consulting.  Jeff has been a sales expert, author, speaker and executive coach for more than three decades.  He's guided executives and sales teams in large and small companies across the globe to embrace their discomforts and grow in ways never thought possible.

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Learn How Personal Branding Can Have an Impact on Personal Selling

In today's show called "Learn How Personal Branding Can Have an Impact on Personal Selling" I talk with Mike Orr, Co-Founder of Grapevine6.

Personal brand has been something we've heard about in selling for a while, especially in professional services.  It's a big topic I think sometimes can feel a little obtuse. How do you define a personal brand and why is it important for sales professionals?

 "Personal brand is the sum total of your external communications about yourself--how you represent yourself, the things you talk about in a public forum--even the things you talk about in private forums--how you represent yourself in the interactions you have with your prospects and customers. That sum total is really what represents your brand."

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How to Personalize ABM: A Blueprint for Sales Executives

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In this week's episode ("How to Personalize ABM: A Blueprint for Sales Executives") my guest is Kristina Jaramillo, President at Personal ABM.

I ask her to describe her approach and what her firm does. I love the angle they're taking, we don't see it often enough.

"We actually personalize everything from profiles, content, messaging, sales communications, because we want to get down to the level of the actual individual. Who is responsible within that account for different things? They're all going to have the end goal of increasing revenue for their company. But a sales rep is going to have a different goal than the SVP of Sales. Or whoever you're targeting, whatever decision making group you're targeting, they're all going to have different goals and we want to make sure to speak to all of them, so you can create that collective buy-in and change why they should be working with you versus maybe a competitor or why they even need to change at all."
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Your most important sales meetings just went virtual. How do you differentiate and still win?

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This week's episode is entitled "Your most important sales meetings just went virtual. How do you differentiate and still win." Join me as I talk with Tim Riestererwho is the Chief Strategy Officer at Corporate Visions

A lot of Tim's talks really center on the idea of conversations. Conversations in marketing, conversations and sales.  I ask Tim to talk a little about the origin of that as a focus area, and why the concept of conversation is so important to effective sales and marketing.

"....oftentimes products sound the same, products look the same, product smell the same. And the real winner is the one who can tell the best story, the one who can articulate value."

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What’s Old is New (Again): Timeless (and Pandemic-Proof) Sales Advice from Joanne Black

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This week's episode is entitled "What’s Old is New (Again): Timeless (and Pandemic-Proof) Sales Advice from Joanne Black".  Joanne is the Founder of No More Cold Calling 

I can't imagine a time when referrals or referrals and sales, referrals and business has been more important when channels are shrinking, budgets are shrinking. Joanne's been beating this drum for a long, long time and it's been important and prescient that entire time, and I would imagine she's hearing more from companies right now saying, "How do I build that referral culture?" I ask Joanne why she thinks it's coming up more often now and how has her answer changed or evolved over time?

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“You’re Hired, Just in Time for a Pandemic!”

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This week's episode is entitled "You’re Hired, Just in Time for a Pandemic! a lively Q & A with Chorus.ai CEO Jim Benton".

Jim was new to Chorus when the pandemic hit!  Jim has a front row seat in terms of seeing how conversations have changed.  I ask him what prospects are talking about and how sales teams are pivoting some of their messages as well.  We talk about what he has seen by mining their own data and by listening to those changes and what they're finding about the way sales teams have really pivoted in this time.

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Brand Management in Uncertain Times 

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This week's episode is called "Brand Management in Uncertain Times".  Our guest, Karen Leland, is the President at Sterling Marketing Group.

Listen now for a lot of really great advice on brand framework, brand development, and even care and feeding of your brand, whether it's your personal brand, your team brand, your corporate brand. A lot of what we're talking about today is in her book, The Brand Mapping Strategy.  Check it out, for sure.

We talk about building stronger personal, business, and team brands. I ask Karen to talk about those and how those are different and why it's important to differentiate between them.

Everyone has a personal brand and in the world we're in today, I mean, think about it, there are eyeballs than ever looking at people online. I mean, especially, with where we are now.

When we're working with teams to build better alignment between sales and marketing teams, we're very clear with people upfront that the cultural impact, the cultural requirements for change are critical.  We have to be able to clarify very articulately and in language, for ourselves and for other people, what exactly is our brand.  And my sense is, there's a level of regular disciplined, care and maintenance that goes along with this. I ask Karen, "What does that typically look like?" "What are the ways that people, day to day, week to week, need to think about managing their brand?"

This and a lot more!  Read the full transcript on our blog starting Monday, 6/22/20 at 6am PST. 

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.

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