Sales Pipeline Radio

Listen in as Matt Heinz talks to Tiffani Bova, Global, Customer Growth and Innovation Evangelist at SalesForce .  You can follow her  @Tiffani_Bova

Check out the full transcription on the Heinz Marketing Blog starting Monday January 21^st.

Tiffani is the author of the recently published book, Growth IQ: Get Smarter About the Choices that Will Make or Break Your Business.    

She discussed with Matt the reasons behind the book and why she wrote it.

This is a Wall Street Journal Best Seller.    

She said that the number one thing CEOs and executives are focused on is growth.  Bova found the Growth IQ is how we get smarter about the decisions we make. What she would consistently see and hear were, we're having softness in our sales numbers or we're finding it more difficult to grow than we have in the past, and it would tend to pull the same levers. 

“Spend more marketing dollars, hire more sales people or cut costs, and that just couldn't be sustainable over time because we now have so much more data as we were just talking about the CRM systems and technologies is far advanced is where it was five or even 10 years ago.”

There were patterns, Bovi said, that she was hearing in high performance organizations and it she found she could sort these into specific patterns and she outlined 10 in the book.

She and Matt talked about what she learned about the combination and sequences of a growth pattern and the importance of implementation.    

Our advice? listen to Tiffani Bova’s Podcast.  Buy the book.

Join us for this episode which is a five-minute definition of Sales Enablement from Jim Ninivaggi, Chief Readiness Officer at Brainshark, Inc.  In this extract from the original program, Sales Enablement’s Evolution from a Front Row Seat with Jim Ninivaggi  Jim defines sales enablement in simple direct terms that can be applied at every B2B company.  Brainshark is one of the preeminent companies in the field of sales enablement.

More about our guest:  Jim Ninivaggi

Jim is an established thought leader and business analyst from his former role as the head of SiriusDecisions' sales enablement practice. He has researched and presented to business leaders around the world on advanced concepts in optimizing sales talent, maximizing rep productivity, world-class sales leadership and sales enablement technology. Jim has published more than 200 research briefs and engaged audiences at hundreds of conferences, forums, and executive presentations.

Leveraging more than 30 years of B2B sales productivity expertise, Jim leads Brainshark’s sales enablement and readiness strategy. Jim previously worked as a sales enablement analyst with SiriusDecisions, where he provided clients with data, insight and thought leadership to maximize sales effectiveness and accelerate revenues. Today, he uses his knowledge and expertise to prepare the Brainshark sales force with the knowledge and skills to optimize every buyer interaction.

More Ninivaggi on Sales Enablement

The Continued Evolution of the Sales Enablement Function

Scott Ingram of Relationship One is our guest for Sales Pipeline Radio.  Ingram is the author of the recently published book “Sales Success Stories: 60 Stories from 20 Top 1% Sales Professionals.”  Host Matt Heinz asks Scott what he learned about being a successful sales professional from the those he interviewed for his book.  They discussed:

• How to work the mental game of sales: the importance of mindset
• How the top sales producers get to the top and the skills required to stay there
• Relationship-building methods to help you win and keep customers 
• Why it comes down to momentum!
• How humility and caring linked with confidence determines the top one percent in sales
• How to avoid the ego/arrogance trap
• How Scott’s Inspired Marketing Podcast  has helped Scott develop relationships
• What Scott is doing to setup a Successful 2019

About the Book: Sales Success Stories: 60 Stories from 20 Top 1% Sales Professionals

Want to learn the insider secrets of the top 1% sales achievers? Discover the inspiring techniques of 20 sales VIPs so you can climb the ranks and bring in the biggest commissions of your career.

Fed up with the same old sales results? Tired of advice from so-called sales gurus who don't actually sell for a living? Want to learn closing techniques from real-world doers? Account director, podcast host, and top 1% achiever Scott Ingram has spent his whole life obsessed with sales. With nearly two decades of sales experience under his belt, he’s ready to share 60 inspiring stories to help you finally sell like a heavy hitter.

Sales Success Stories - 60 Stories from 20 Top 1% Sales Professionals is a powerful collection of the tales of triumph—and failure—from 20 amazing sales MVPs. Divided into four motivating sections covering mindset, relationships, sales careers, and sales processes, this book will show you how high achievers sustain stellar results on a daily basis. If you’re an ambitious and dedicated professional ready to climb the ladder to the top, then you need this road map to career victory!

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Thank you to our sponsor, MailTag.io.

MailTag.io is a Chrome browser extension for your Gmail that allows you to track and schedule your emails.

It’s a super helpful recommend if you’re in sales because you can receive real-time alerts, right on your desktop, as soon as your prospects open your emails or click links within your emails.

For more info, be sure to check out MailTag.io!

The best marketing and sales plans are the result of a process that addresses the business interests, revenue requirements and marketing goals of a company.  In this interview with TJ Waldorf, VP of Global Marketing for INAP, host Matt Heinz asks how INAP addresses the needs of the stakeholders to create a budget and plan.  In the first part of the interview we discuss the planning process, in the second half we explore how the budget is created.

 Some thoughts:

TJ....

• Starts early, in August and September
• Get all parties on the same page to allocate resources of people and dollars
• Discusses how he aligned his marketing and sales team
• Explains the value of regularly scheduled meetings between sales and marketing
• Talks about the need to develop a return on investment model that the CEO and CFO buy into
• Goes into why creating a scorecard for marketing’s impact is important for everyone

About our Guest: TJ Waldorf  Vice President, Global Marketing

TJ Waldorf leads INAP’s global marketing organization as Vice President of Global Marketing. Prior to this position, he served as Vice President of Inside Sales and Marketing at SingleHop, which was acquired by INAP.

His previous experience encompasses a broad spectrum of marketing, sales, operations and business management positions, including management roles at Phoenix NAP and Secured Servers. There, he led initiatives to increase global market share across several data centers with a broad IaaS portfolio of dedicated and virtual servers, colocation, private and hybrid cloud.

About INAP

At INAP, we make performance-driven IT transformations a reality every day.   The performance of your IT strategy depends on the performance of your infrastructure—its speed, resiliency and scalability.  But as increasingly complex data center and multicloud solutions transform the ways we power applications and connect them to people, achieving the performance vital to the purpose of your organization is no longer straightforward.   From data center location and compute environments to network security and interconnection, myriad factors dictate the performance of critical workloads and systems.

Thank you to our sponsor, MailTag.io.

MailTag.io is a Chrome browser extension for your Gmail that allows you to track and schedule your emails.

It’s a super helpful recommend if you’re in sales because you can receive real-time alerts, right on your desktop, as soon as your prospects open your emails or click links within your emails.

For more info, be sure to check out MailTag.io!

Matt Gorniak, Co-Founder of G2 Crowd joins us as we talk about the power of reviews in B2B products.  Most of us use reviews either intentionally or subtly in so many decisions we make, whether we're buying something on Amazon, buying an app on our iPhones. But reviews are just as important for complex B2B technology decisions. In this episode we talk about how reviews might be a little bit different for those complex decisions, but also what Matt has learned about how important they are, and how directly linked they are to preference and decision making.

We loved having Anil Kaul, CEO at AbsolutData join us to talk about artificial intelligence.

Read the full transcription on the Heinz Marketing blog starting Mon. 12/24/18

".... we went from using data quite literally and quite directly to now using information to make conjectures and to create new experiences for customers. I think maybe five years ago, the big buzzword in B2B was maybe "social selling," "social media." A couple years later "account based marketing" and then we start talking about AI and I think there has been a lot of interest in artificial intelligence, a lot of discussion.

I think inevitably that initial frothing turns into, "Well what exactly is it and how do we use it?" And you guys really have been at Absolutdata at the forefront of this.

Listen as Anil talks about what AI means to him and about some of the practical applications that can help more marketers or more business leaders wrap their arms around how to leverage it. 

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Thank you to our sponsor, MailTag.io.

MailTag.io is a Chrome browser extension for your Gmail that allows you to track and schedule your emails.

It’s a super helpful recommend if you’re in sales because you can receive real-time alerts, right on your desktop, as soon as your prospects open your emails or click links within your emails.

For more info, be sure to check out MailTag.io!

Read the transcript starting Mon. 12/17/18 on the Heinz Marketing Blog.

We were thrilled this last time to talk to David Priemer (a repeat guest) in an episode called, "Cerebral Selling: How Science, Art and Metrics Combine to Exceed Your Sales Quota".  

To get a glimpse of our conversation, enjoy this excerpt:

Matt:  if you think about it like science, there're scientific systems. Whether it's, you know, the water table, or the meteorological systems, they're all based on certain amounts of rules, but those systems do tend to change over time.

David:  If you're kind of an astute observer, you can see when those systems change. Certainly, over the course of the last 20 years, the world of sales has changed quite a lot. I just love applying kind of the lens of the curiosity, the why, to the world of sales. I just love seeing it evolve. That's kind of how I harmonize these two worlds.

Matt:  I love that. You know, this is changing, of course, but there traditionally have not been a lot of educational paths in sales. We're starting to see some sales certificate programs and some sales management and sales mastery programs in higher education, but I think when you think about the people that tend to get into sales, it's a different brain set. Right? I mean, it's the left brain versus right brain. That scientific approach to selling, I would argue, is in the minority. I would say, in the follow-up question I was going to ask you before, is around just the connotation of science in selling. I think you've got a lot of folks that believe, that are in sales, that sales is an art, that if you put science behind it, then you lose what works on the periphery to build relationships and rapport, and you lose the uniqueness that each individual selling opportunity requires.

But knowing your work, and seeing the work that you write, I know it's really, it's not one or the other, it's a combination of both. Talk a little bit from the science side how that really does help sellers. Then, marketers listening, as well, differentiate their work and impact.

A big shout out to our sponsor, MailTag.io.

MailTag.io is a Chrome browser extension for your Gmail that allows you to track and schedule your emails.

It’s a super helpful tool  if you’re in sales because you can receive real-time alerts, right on your desktop, as soon as your prospects open your emails or click links within your emails.

Thank you to our sponsor, MailTag.io.

MailTag.io is a Chrome browser extension for your Gmail that allows you to track and schedule your emails.

It’s a super helpful recommend if you’re in sales because you can receive real-time alerts, right on your desktop, as soon as your prospects open your emails or click links within your emails.

For more info, be sure to check out MailTag.io!

Mastering your purpose & value with Mark Magnacca

Mark Magnacca joins Matt Heinz on this episode of Sale Pipeline Radio!  

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?"

I asked Patrick Morrissey, "What are some of the keys you find to building really high performance marketing teams that can deliver results?" 

He said... "It's an interesting question because I think everybody comes to the notion of team a little bit differently. But I would say, particularly in marketing that, marketing is fundamentally a team sport. And not just on your team, but the extension of marketing into sales. So, there's a few different things I would call out in terms of focus on teams that I have found to be successful over time." 

Listen in as I talk to Gillian Muessig CEO & Founder of Outlines Venture Group.  You can follow her @SEOmom 

Check out the full transcription on the Heinz Marketing Blog starting Mon. 12/10/18.

Gillian has and tells a great story with themes of resilience and challenges throughout.  Among other things we talk about the intersection of work and family and the fact that was more of a work-life mixture than a work-life balance.  She gives some great insights and background info about her time at Moz.  

She says... "I guess the short of it is the hottest tip is, again, trust your gut. You know whom you should get into business and which ones you have to pass up. Have a rudder in the water. Know what's important to you in life and what you will prioritize and how that will change over time."

Don't miss this one!

Thank you to our sponsor, MailTag.io.

MailTag.io is a Chrome browser extension for your Gmail that allows you to track and schedule your emails.

It’s a super helpful recommend if you’re in sales because you can receive real-time alerts, right on your desktop, as soon as your prospects open your emails or click links within your emails.

For more info, be sure to check out MailTag.io!