Sales Pipeline Radio

Learning from the King: Sales Lessons & Musings from Jeffrey Gitomer @gitomer

I am beyond excited and humbled to share this episode and Q & A with Jeffrey Gitomer. He is the King of Sales. If you're in sales, he is a household name. He literally wrote The Little Red Book of Selling and has published a number of different books. He is the author of the recently published ... in fact, published last week ... came out, Truthful Living: The First Writings of Napoleon Hill. Here's just a snippet: 

Our guest, Jeb Blount CEO at Sales Gravy joins Matt Heinz to discuss his new book,

 Objections, The Art and Science of Getting Past No and a lot more!  

Check out the full transcript starting Mon. 11/12/18, 6am PST on the Heinz Marketing Blog.

"The one thing that every one in sales faces is objections ...You get objections when you prospect. You get objections when you ask for next steps. You get objections when you ask people to buy and no one's immune. So it doesn't make a difference what you sell, it doesn't make a difference if you're short cycle/long cycle, if you're enterprise, if you're less complex. It doesn't make a difference if you're an SDR or you're an AE or you have a full desk. It doesn't matter. Every single person that sells is going to face objections. So it's important that you understand how to deal with them and get past them so you can be successful in your role."

"I think it applies to people from all walks of life."


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!

Joining us for this episode is Norman Behar, CEO & Managing Director at Sales Readiness Group and co-author of:  The-High Impact Sales Manager.  

This book draws on over 30 years of personal experience and our proven sales management training methodology.

What makes this book unique is that it is highly practical and provides sales managers with the systems, processes, skills, and techniques to:

 Hire the best people and hold them accountable.

• Manage sales performance by focusing on the underlying behaviors that drive results.
• Manage the sales pipeline and produce accurate sales forecasts. 
• Provide personalized sales coaching that results in better skills and hire win rates.
• Lead, motivate, and inspire their sales team.

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 full transcription on the Heinz Marketing Blog on 11/05/18 starting at 6am PST.  

This episode:  Style vs Function: The Importance of Design and UX in B2B Applications.

What a great conversation with Andrew Halley, CMO of Allego!

When you think about the conversation you have with your customer, you know what's produced from marketing is just a fraction of what actually gets communicated and so creating integration across the company to improve consistency and value of that conversation is one thing. Getting feedback from the field, feedback from those people that are in front of the customers more often.. is another.  Marketing isn't talking to the customer nearly enough by default as sales and account management is.  I think you can tell first hand which companies tend to prioritize function, which of them tend to prioritize the usability, and which of them are just flinging out features. 

We talk about Andrew's perspective on this and how one can balance style and function in a B2B application.... and a lot more, listen in!

A big thanks 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.

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

                                        Read the full transcript on the Heinz Marketing blog starting Mon. 10/29/18 - 6am PST.

Another great episode, "The B2B Event Marketing Gap That Will Make or Break Your Success." Matt Heinz talks with Laura Vogel.

"....a lot of event managers these days ... are great at being able to produce an event. But that's just step one. And what they really have to do is get butts in seats. ... how do we get the people there? How do we make sure we've got 2000, 3000, 5000 people in the room because what's really happening is you think about the spring or you think about the fall, especially if these are marketing events, there has never been more competition than there is today.

"...So the number one thing I tell people is they have to really start with their marketing campaign when they start thinking about their content. I think what people tend to do is they start thinking about the marketing far too late in the game, and they really have to take it way back. And it really starts to happen when they're thinking about their content which tends to come first. They start thinking about their content a year in advance and they say, "okay, what's going to be our theme?" "How are we going to create our agenda?" And "How are we going to do those things?" When you do that, that's when you're thinking about your marketing. Because those two things go hand in hand.

Listen in to also hear about the importance of the website and networking and more!

I want to give a huge 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 that I highly 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!

James Muir, the author of The Perfect Close. He's an accidental sales person. Started out in operations assisting sales team. He was drafted without knowing how to advance a meeting to the next stage. He created this method as an outcome of his own experience.

Statistically, what happens is that no question is asked to advance the sales. 50-90% of sales meetings end without a salesperson asking for any commitment, depending on industry. This number is way higher than those who ask "incorrectly" - at least they ASK.

What is it in the psychology of sales or people that prevents them from asking for the sale? If sales people are not comfortable with the method they've been taught - manipulative - they won't do it at all.

Teach them away that is in aligment with their personal values, there is no difficulty asking

Visit puremuir.com - free report - 7 Deadly Sins of Closing

In this episode, James Muir covered:

1. Fear of asking to early or being pushy.

2. Fear of the "No".

Both of these involved in feeling maninupulative or moving the process too fast. You need to have an idea of your ideal outcome of the meeting, but you should also have a couple of positive alternatives.

Catch this full episode for more tips and check out James' site - puremuir.com 

In this episode, "Here’s Your Event Marketing Playbook for 2019" we talk to Kristen Alexander, CMO at Certain.

Recently we worked together on an Event Marketing Playbook. We'll talk about that.  We're going to get tactical, we will talk strategy.

It's real, practical advice to drive real results in organizations that are doing events. I think a lot of people when they do events just do the same old stuff. You get a sponsorship, you get your booth, you go through the motions, and then you're wondering where the revenue is and why you spent all that money.

Kristen will talk about some of the pitfalls she sees from event marketers that aren't getting the kind of ROI they need from events today.

We'll also double down a little bit on the discussion of data strategy for events because I don't think a lot of event marketers and event managers are thinking about what their data strategy is. We'll also talk about some examples of why managing data, using the right data is so important to getting results out of an event.

Read the entire transcript on the Heinz Marketing Blog

I want to give a huge shout out to today’s 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.

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

We were thrilled to talk with Tracy Eiler, CMO at InsideView Technologies in this episode called, "Managing Massive MarTech Migrations:  Strategic & Tactical Best Practices with Tracy Eiler

She is the author of her own book, Aligned to Achieve ... I highly encourage you checking that out on Amazon.

Tracy's Dreamforce deck, referred to on the show, is Here.  Definitely take a look while listening (or later)!

This info. is helpful not only for those thinking about a transition but for prioritizing MAP objectives/needs no matter what platform you use.

We talk about, among other things, requirements that go into why you make a marketing automation transition. Tracy talks about gathering requirements and thinking through strategy and needs from demand gen and from marketing ops. 

Listen in to hear her explain how the sales team is involved and how should you help manage people through the change management AND keep morale high throughout the process as well.