Sales Pipeline Radio

Sales Pipeline Radio header image 1

The power of relationship selling: New research, insights and opportunities for B2B organizations

Tweets-instream-images-800x450-Michaud.jpg

My guest this time is Liz Michaud, Senior Product Marketing Manager for Sales at Microsoft Dynamics 365. She shared her insights into the current trends, good and bad that they are noticing. Role specialization in particular seems to be causing an over-emphasis on teams to take on the productivity piece. This causes a loss in that personal touch and building strong relationships. We are still people buying from people. 

"Over 80% of our respondents in the study who said that they were effective at building relationships across the buying committee with multiple people, they were the ones who also said that they were effective at achieving their desired sales goals."

Naturally integrating Microsoft's CRM and LinkedIn it creates efficiency for the sales rep to get back out of the tool and get back to actively selling.Having a full picture of the buyer and their timing to be able to synchronize all the data. This looks different in each organization, depending on the tools, but it is critical in every setting.

"It is so important that a marketer knows the tactics and strategies that they're using are actually working. And you can bring in all the leads in the world, but if they're not quality, then your sales team, is going to be pretty unhappy."

Listen to the full episode.

Make it Easy for Sales Reps to Learn - Magnacca & Heinz 5 Minute Podcast

episode-card-250-magnacca.jpg

Mark Magnacca discusses one thing that can dramatically increase a salesperson's success while in-front of a prospect. 

This five minute learning session is from the full show which can be found here:

Are you good enough? Mastering your purpose & value with Mark Magnacca

Mark is the author of "So What?" and President and Founder of Allego, Inc. 

Listen in to see why practice for sales professionals is so important and as Matt and Mark ask the question-- "Are you good enough?".

Allego provides an intuitive just-in-time sales learning platform that boosts sales performance by harnessing the power of mobile devices to transform enablement and training through video content sharing.”

Mark Magnacca, President of Insight Development Group, Inc. and markmagnacca.com, is a recognized business building coach, keynote speaker and author of "So What? How to Communicate What Really Matters to Your Audience" and "The Product is You." Mark's mission is to help sales professionals get greater results in less time by teaching his clients to put all of their communications, verbal and written, to the So What Test. By adopting a So What Mindset, clients learn to communicate and structure every message according the needs of the listener.

Insight Development Group specializes in training clients to create crisp, concise and compelling reasons to set themselves apart from their competitors. By creating a personal brand and effectively articulating their value proposition, clients of Insight Development Group gain a huge competitive advantage and accelerate the sales process.

So What? How to Communicate What Really Matters to Your Audience

This concise book will help dramatically increase your effectiveness in any sales situation. Learn ten ways to apply the powerful So What Mindset in two hours or less. So What? is a seductively simple, straightforward idea that will radically change the way you communicate. Learn the skills that George Lucas, Lee Trevino and Walt Disney used to become successful. Read So What? How To Communicate What Really Matters to Your Audience.  

How to Convert Marketing from a Cost to a Profit Center

Tweets-instream-images-800x450-eisenberg.jpg
Our guest is Meagen Eisenberg. We’ve been featuring guest experts on the sales side, so finally we’re going to spend a little time in the next couple episodes on the marketing side of the business and talk particularly to marketers that are embracing revenue responsibility, that are taking advantage of the opportunity from a cost center into a profit center.

Read the rest of this entry »

How Sales Leaders Can Get More Out of Their Salespeople - Keenan and Heinz

episode-card-keenan.jpg

Keenan has over 15 years of experience in sales leadership and leading sales team. But that doesn’t get him too excited. He’ll tell you it isn’t much of an accomplishment. Keenan says, “Staying above ground and not doing anything stupid enough that would prevent a company from wanting you to run their sales organization isn’t much to brag about. Staying power isn’t impressive. What is impressive is what one absorbs from their years of experience.” 

Listen in for some quick hitting tips to get you started TODAY!

Read the rest of this entry »

Selling with Spears: Account-Based Sales Development Best Practices with Jamie Shanks

Tweets-instream-images-800x450-Shanks.jpg

 

I talk this week with one of the masters of B2B sales, digital selling, a good friend, Jamie Shanks (CEO at Sales for Life) in an episode I call Selling with Spears: Account-Based Sales Development Best Practices with Jamie Shanks

Read the rest of this entry »

Baseball and B2B: Sales Lessons from the Seattle Mariners

Tweets-instream-images-800x450-Traisman.jpg

This week, Frances Traisman, Senior VP of Sales for the Seattle Mariners joins me as we uncover some great B2B lessons from baseball that apply to all businesses. 

Listen in now and/or you can also read the full transcript on the Heinz Marketing Blog starting Mon. 3/18 at 6am PST.  

Here's just a taste of Frances' insights:

So as far as a strategy when it comes to sales, first and foremost if we're talking from a B2B standpoint we're listening to them about what's important to them. So for instance, if employees are important and they want employee engagement, we have opportunities for them to come and create a fun experience out at the ballpark that they couldn't necessarily get at a park... when else can you sit with your prospective client or even your best client and have an opportunity at a leisurely pace while being entertained, to talk business. So we really do have opportunities for anyone that we're talking with. That can be a blessing and a curse. So trying to stay focused on what our overall goals are can be challenging. It's a little overwhelming actually how many options we have to offer and so that's where we come in as leaders on the sales team to really help our sales team focus on where we need to have those opportunities go.

 

Learn more about The Seattle Mariners

Follow Frances on Twitter @FrancesTraisman

_______________________________________________________________________________________________________

Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel.  Each week at 11:30 am Pacific time (plus 8 hours UTC Time) Matt Heinz interviews 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: [email protected]

The State of ABM in 2019: Stay Ahead & Drive Revenue Impact

Tweets-instream-images-800x450-Slayton.jpg

The future of marketing’s leadership role is the central topic between Derek Slayton, CMO of Terminius, the ABM Platform company, and the host Matt Heinz. As they discuss the future of account-based marketing, they side-track into the important area of marketing’s revenue responsibility.  Derek contends that B2B marketing is no longer a red balloon versus a blue balloon’s discussion just about lead generation; today it’s about the partnerships between sales, marketing and the CFO with the focus on revenue.  

Derek says Marketing has to be forward leaning into the revenue discussion and held accountable for holding up their part of the revenue bargain.  “We get lost in our to-do list,” and the most notable CMO’s balance the use of tools and leadership to advance the strategic goals of the company.  This is a program every marketing leader should listen to more than once.

Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel.  Each week at 11:30 am Pacific time (plus 8 hours UTC Time) Matt Heinz interviews 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: [email protected]

The Hidden Inefficiencies that are Killing Your Sales Workflow and Conversion Rates

Tweets-instream-images-800x450-herring.jpg

Our guest this time is Shawn Herring, VP of Marketing at PandaDoc in an episode called, The Hidden Inefficiencies that are Killing Your Sales Workflow and Conversion Rates

Read the rest of this entry »

Outbound Lives: Take Control of your Pipeline and Beat Your Competitors to Market

Tweets-instream-images-800x450-Iannarino.jpg

 

I was honored to talk with Anthony Iannarino in this episode called, Outbound Lives: Take Control of your Pipeline and Beat Your Competitors to Market.

Anthony is at TheSalesBlog.com. He's an author of numerous books including the most recent book, Eat Their Lunch: Winning Customers Away From Your Competition. He is one of the co-founders of the OutBound Conference, which we discuss but I started out by asking, "Anthony, we've got to get the elephant in the room. We got to cover it first. Why, Anthony Iannarino, do you hate social selling?"

Anthony's give us his answer:  Here's a taste... listen in for his whole response and a lot more!

I don't know if you know this or not, but social selling is dead, and I would challenge you to go find anybody that's really talking about it even on LinkedIn anymore. It all went away and was replaced by account-based marketing and now what is being called the digital transformation of sales, which so far nobody can explain to me.

__________________________________

Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel.  Each week at 11:30 am Pacific time (plus 8 hours UTC Time) Matt Heinz interviews 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: [email protected]

Hitting Your Number and Doing it the Right Way: This and More Advice from Workfront CEO Alex Shootman

Tweets-instream-images-800x450-shootman.jpg

Alex Shootman, CEO of Workfront joins us this time as we talk about principals of doing things "The Right Way".  Check out his book, Done Right: How Tomorrow's Top Leaders Get Stuff Done.

It pulls from over thirty original interviews with experienced leaders across a variety of industries to show how tomorrow's leaders can effectively navigate the modern workforce.

"... this notion of getting it done and doing it right-- and mentally, if you think about a two by two grid, with a vertical axis being getting it done in a horizontal axis, being doing it right, it's a notion of ... the vertical axis is low to high. Are you getting it done or are you not getting it done? Doing it right is are you living up to the values of an organization or are you not living up to the values of an organization? It's this notion of if you're not getting it done but not doing it right, it's probably not great place for you. If you're doing it right, but you're not getting it done, you have the values of the organization, but you might need some coaching on how to objectively accomplish the role that you've been given."

"If you're getting it done and you're doing it right, you're the person that everybody ought to see their name in lights. The tough one is if you're getting it done, but you're not doing it right, you probably ought to be fired faster than anybody in the organization, because nothing destroys the pursuit of the culture that you want in a company faster than being willing to tolerate people who can accomplish their goals but don't live up to the values of the organization."

"What I found over time is I believe people are good and people want to do the right thing. A lot of times they just haven't been given the space to put a premium on values."

Learn more at DoneRightBook.com

Follow Alex on Twitter @shootman

____________________________

Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel.  Each week at 11:30 am Pacific time (plus 8 hours UTC Time) Matt Heinz interviews 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 @ Heinzmarketing dot com