Sales Pipeline Radio

What are we really doing to get prepared for the next selling season?

Brian Hansford has been with Heinz Marketing for over four years running their marketing department. He's the head of Marketing Technology. They started with the overall landscape and Matt asked: How do you recommend a strategy?

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

Our Guest this week: Sanjay Puri, Co-founder & Partner at 9Mile Labs

9Mile Labs is a high-tech accelerator based in Seattle, WA, focused on Enterprise / B2B software and cloud technologies.

Are there fewer start ups in the B2B space?

If so, why?

Consumer side startups sometimes have good crazy and some bat-poop crazy ideas - that's what innovation and entrepreneurship are about. The ideas flow freer with B2C.

Enterprise level B2B start ups usually started out in the industry for year seeing the pain experienced and wanted to solve those pain points.

It has to do with a vision around a product. But what is lacking is the customer conversation and intimacy to take the initial idea and taking it to a bankable product or service.

It has to be incessant customer conversations involving insights as to how this idea will be shaped moving forward.

You need to listen to this show for the insights and experience by 9Mile Labs and Sanjay directly.

Sanjay started his career building database applications at Oracle. Sanjay co-founded thinkIndia.com in 1999 which exited successfully in 2001. As a products executive at startups (iConclude, Opsware, Edifecs) and large companies (Microsoft and HP), Sanjay has helped companies achieve successful exits and exceptional revenue growth. Sanjay holds a B.S. in Electrical Engineering and an MBA.

Listen in on our lively discussion. 

Join us as we talk to Dave Stein, co-author of BeyondTheSalesProcess.com.

Sales people are focused on the immediate deal. We get that. You may win that deal, but that isn’t the way to build a long-term relationship with your customer. And we all know that acquiring the next new customer is far more expensive than growing with your exiting ones.

Dave and Steven’s book has some very positive and in-depth reviews on Amazon,and it’s certainly clear readers are finding immediate takeaways. Check out their customer-focused book, which includes some top-notch companies and industry leaders from across the globe. Each one talks about a customer, and even brings their customer into their case study. The reader is taken on a journey starring real companies,real people and their real customers. Learn about their 12 strategies that illustrate the Engage/Win/Grow approach. Words like customer, trust and success seem to jump off the pages and this book doesn’t relentlessly focus on closing deals as some sales authors do. On Monday, 5/30, find the full transcript and links at Heinz Marketing.com.

Live on Thurs. 5/26, Listen in at 11:30 am PT when the Queen of Social Selling, Jill Rowley joins Matt Heinz live here on Sales Pipeline Radio.  

Guest Jay Baer, to most, needs no introduction.  We know he helps business people fundamentally rethink their approach to marketing and customer service, helping them gain more customers and keep those they’ve already earned.

Listen in on Dave Crenshaw's discussion with Influencer,