Sales Pipeline Radio

This week's show is called "A Former Military Officer Talks About Teamwork and Sales/Marketing Alignment” and our guest is Drew Chapin, CMO at Hyland. We start with the backstory of how representing Xander Schauffele came to be and how this became part of the marketing mix for Highland. Drew also explains the X-Factor campaign and talks about the broader sales and marketing mix and how it has changed in the last 12 months. He tells what he had to pivot to... and now as we see a little...

This week's show is called "Driving Sales Performance in a Virtual World” and our guest is Brian Trautschold, Co-Founder at Ambition. This time we are talking about sales management intelligence. What the hell is that? What does it mean? What does it mean for your organization? Why do you need it? This and a lot more! Listen in now and/or read the full transcript on the Heinz Marketing blog starting Mon. 3/29/21 at 6am PST. Sales Pipeline Radio is sponsored and produced by Heinz...

This week's show is called "Are Partnerships Your Next Growth Engine? ” and our guest is Brendon Cassidy, Co-Founder & Co-CEO of Co-Sell.io. It seems to me one of the still underutilized go-to-market efforts is partnerships. I ask Brendon to talk a little bit about what he's seen in the market. I also ask "why have referrals been so difficult?" "Why has this been a perennial challenge for sales organizations, not just to do, but really do consistently at scale?" Some people will use the...

This week's show is called "The Perfect MarTech Stack? How to Customize Software to Your Business” and our guests are Subbu Vempati, CEO at Cuspera and Judy Ash, GTM Adviser and CMO. The idea of selecting your MarTech stack and selecting the right sales and marketing tools is something most marketers are grappling with. The problem is getting worse because there are more and more tools on a regular basis. I feel like if you go and talk to each of them, if you go to every tool's website or...

This week's show is called "The Power of Podcasts & Radio (Why You Need One Too!)” and our guest is Susan Finch, President of Funnel Media Group LLC. This week we talk about the podcast format and the power of podcasting in a digital world. In this age of video, in an age of clubhouse, we talk about the continued power and importance of audio content. Susan also shares some of the biggest hurdles people don't think enough about before they start. The biggest thing you have to know is, why...

This week's show is called "Business Activity vs Lead Generation – Where True Demand Comes From” with Justin Shriber, CMO at people.ai. We're talking about signals and trigger events you can pull out of your consolidated information to have better contextual conversations with your prospects. We have complex buying journeys that not only take a long period of time, but also sit across multiple members of the buying committee. We also have multiple people on the selling team. So if you have...

This week's show is called "Remote Selling Best Practices from the “King of Sales” and our guest is Jeffrey Gitomer, King of Sales | International Sales Trainer and Keynote Speaker | Best-Selling Author and the author of many books-- the latest of which is "Go Live" about taking your virtual connections and turning them into paying customers. Check out the book as well the podcast Jeffrey does with his wife, Jennifer called Sell or Die. Hear about the impetus for the new book and what in...

This week's show is called "He Predicted Marketing Automation and ABM. What’s Next?!" and our guest is Jon Miller, CMO at Demandbase I ask Jon how do we get beyond ABM? If this is a marketing exercise, you're neutering its impact from the beginning. The account-based revolution isn't over. There's a reason why everybody has adopted account-based, but traditional demand generation is fishing with a net, whereas account-based marketing is fishing with a spear. You throw your net out, you...

Listen in now to "Partner Marketing Best Practices with the Master" with my guest Jason Yarborough, VP of Partnerships at Terminus. @yarby As marketers, we focus so much on direct demand gen, direct sales-- we focus on this direct line of sight that marketers control and yet there is so much leverage and opportunity for so many people in their partner ecosystems. It is definitely more complicated, it's definitely less predictable, may be high risk, but lots of high reward. I ask Jason why...

This week's show is called "The Startup of You: How to Prioritize Your Brand, Career & Future" and our guest is Ben Shapiro, host of the MarTech podcast and owner of benjshap LLC which is a Brand Development & Marketing Strategy consulting firm comprised of boutique consultants that help businesses identify, reach, and monetize their customers. Accidental media mogul, Ben Shapiro, has a fascinating story of going from being a consultant and now really making his living with media properties....

This week's show is called "The Art and Science of Sales Negotiations with Jeb Blount". Jeb is the CEO of Sales Gravy. Check out his excellent books. Jeb shares what the salesperson in the future needs to get and understand and why he thinks this is the best time ever to be in sales ever because... ... in this crucible of pain that we've been through over the last year, salespeople and buyers, by the way, are being forced to learn new technology, learn new skills, step out of these...

This week's show is called "How B2B Buys Software in 2020 (and Beyond): New Research and Insights Revealed" with Russ Somers, VP of Marketing at TrustRadius. We talk about their well known and respected annual survey, The B2B Buying Disconnect. It's a survey of over a thousand software buyers and vendors to get a sense of trends. It's a deep, deep research piece. But this year, because there are so many changes in 2020, really generations shifting in terms of buying, a huge number of...

This week's show is called "The Lost Art of Note Taking" and our guest is Saro Zargarian, Senior Director of Go-To-Market Operations at Blueshift and creator of the SMART BOOK FIELD GUIDE. I am excited to have Saro on for a variety of reasons. He's been a leader in sales management and sales operations for a long time, but what really peaked my interest as a productivity organizational nerd, is what he's done with the SMART BOOK FIELD GUIDE. It's nothing like I've seen before. I'm a big...

This week's show is called "New Lessons on Agility, Leadership and Focus from 2020’s Headwinds" and our guest is Nimmy Reichenberg, CMO at Siemplify We cover a lot of ground-- talking about the unpredictable nature of this year planning for next year. And we touch a little bit on the interactivity between sales and marketing and driving predictable pipeline. I ask Nimmy what were some of the shifts they had to make in terms of creating more efficient marketing opportunities. I think A, we...

his week's show is called "Does 2020 Have any Silver Linings?" and our guest is Paul Roberts, Owner of OC Talk Radio. This time we talk about silver linings. I not only share a little bit about my experience, but also that of dozens of CMOs I've interviewed over the course of the last couple of months. We definitely identified some themes that have been helpful for them as well. So, I think it's useful for us to think about what has been good from all this as well and what that means for...

This week's show is called "What B2B Marketing and Hall & Oates Have in Common?" and our guest is Bryan Smith, Senior Marketing Manager at Tennant Company. Bryan has an interesting dichotomy where he is running advanced B2B marketing at a 150 year old manufacturing company. We talk a little bit about that juxtaposition and how he has been able to make that work. I also ask what the sales team needs for providing engagement and relationship building and if there are separate sales plays we...

This week's show is called "Part User Conference, Part Woodstock. Would it Work Online?" and our guest is Christina Mautz, CMO at Moz We talk about lessons learned, plans for next year, implications for planning 2021 events, how MozCon went this year (going completely virtual), and a lot more. I think what we're going to keep from this year's experience is definitely to focus on what is most meaningful to our community, which is superior content. Christina shares with candor and openness...

This week's show is called "Is Outbound the New Normal? How Prospecting has Changed in 2020" and our guest is Eric Quanstrom, CMO at CIENCE Technologies We talk all about outbound and how to make outbound work. We first talk about why outbound is still working and then differentiate between good outbound and all the bad outbound that we still see. I think that number one, outbound works because it's taking a very specific targeted approach to having a vendor solution provider services...

This week's show is called "Multichannel Marketing Best Practices and Success Stories" and our guest is Nick Runyon, CMO at PFL. Ryan and I are talking about tactile marketing, talking about building relationships and the value of still leaning in on a non-digital world when we can. Nick says of PFL "... we are a marketing technology company. We have a SAS solution that coordinates tactile marketing, direct mail, dimensional mail with your digital marketing efforts. So, we integrate with...

This week's show is called "Actions Sales Leaders Need to Take in a Recession" and I'm joined by Steven Benson, CEO of Badger Maps. We've all been faced with headwinds this year in terms of shifting demand, shifting way people sell, opportunity and challenges. I ask Steven about the advice he has given to the outside world and how much of that have he had to apply to his own business. Steven talks about the importance of changing your messaging to better fit with the world and the mindset...