Sales Pipeline Radio

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. Ryan say 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...

This week's show is entitled"Creating a Predictable Pipeline with Special Guest, Cheri Keith" Cheri Keith is Head of Strategy for ON24. I think a lot about making sure, even though I'm no longer in an operational marketing leadership role inside a company, I maintain that edge. I have to make sure I still understand what operational marketers are going through, what the current issues are. I ask Cheri what where her best practices doing that as an analyst and what are some of her best...

This week's show is called "Wanna Be CMO of a B2B Travel Company Right Now? Here’s How One is Pivoting and Winning" and her name is Wendy White, VP of Global Marketing at Egencia. As a marketing leader, not only in travel, but in B2B travel, this has been an interesting year. I ask Wendy to share a little bit about what it was like mid-March as the you-know-what started hitting the fan and what that was like internally for her. As business leaders, we're going to have to figure out how to...

This week's show, "How Design Thinking Can Help You Sell More" features Ashley Welch, Co-Founder of Somersault Innovation. Ashley starts us out describing her business and tells us what design thinking means as it relates to effective sales teams. Somersault Innovation is a sales enablement firm who has pioneered bringing the tools, techniques, and mindsets from the world of design thinking into the sales environment to help sellers at all levels in the sales organization, and really stay...

Don't miss this one. We pack a lot of great information into a short amount of time! Listen in now or read the transcript on the Heinz Marketing blog starting Monday, 8/24/20 at 6am PST. Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel. I interview 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.

This week's episode is entitled "Successful Event Pivots: Best Practices and Lessons from Will Curran" Will is the Founder and Chief Event Einstein at Endless Events. We talk about what it's looked like the last few months as he's worked with clients to create engaging events online. Will has so much energy and enthusiasm. I ask him how much of that is a key part of the recipe for success. "...you have to do start with really good content. You can't just come in and say like, "Oh, we'll...

This week's episode is entitled "What Cognitive Behavioral Therapy Has to do with Sales, Rollow-Up and Emotional Connections" and our guest is Jeff Shore, president of Shore Consulting. Jeff has been a sales expert, author, speaker and executive coach for more than three decades. He's guided executives and sales teams in large and small companies across the globe to embrace their discomforts and grow in ways never thought possible. ----more---- We talk about the new book, Follow Up and...

In today's show called "Learn How Personal Branding Can Have an Impact on Personal Selling" I talk with Mike Orr, Co-Founder of Grapevine6. Personal brand has been something we've heard about in selling for a while, especially in professional services. It's a big topic I think sometimes can feel a little obtuse. How do you define a personal brand and why is it important for sales professionals? "Personal brand is the sum total of your external communications about yourself--how you...

In this week's episode ("How to Personalize ABM: A Blueprint for Sales Executives") my guest is Kristina Jaramillo, President at Personal ABM. I ask her to describe her approach and what her firm does. I love the angle they're taking, we don't see it often enough. "We actually personalize everything from profiles, content, messaging, sales communications, because we want to get down to the level of the actual individual. Who is responsible within that account for different things? They're...

This week's episode is entitled "Your most important sales meetings just went virtual. How do you differentiate and still win." Join me as I talk with Tim Riestererwho is the Chief Strategy Officer at Corporate Visions A lot of Tim's talks really center on the idea of conversations. Conversations in marketing, conversations and sales. I ask Tim to talk a little about the origin of that as a focus area, and why the concept of conversation is so important to effective sales and...

This week's episode is entitled "What’s Old is New (Again): Timeless (and Pandemic-Proof) Sales Advice from Joanne Black". Joanne is the Founder of No More Cold Calling I can't imagine a time when referrals or referrals and sales, referrals and business has been more important when channels are shrinking, budgets are shrinking. Joanne's been beating this drum for a long, long time and it's been important and prescient that entire time, and I would imagine she's hearing more from companies...

This week's episode is entitled "You’re Hired, Just in Time for a Pandemic! a lively Q & A with Chorus.ai CEO Jim Benton". Jim was new to Chorus when the pandemic hit! Jim has a front row seat in terms of seeing how conversations have changed. I ask him what prospects are talking about and how sales teams are pivoting some of their messages as well. We talk about what he has seen by mining their own data and by listening to those changes and what they're finding about the way sales teams...

This week's episode is called "Brand Management in Uncertain Times". Our guest, Karen Leland, is the President at Sterling Marketing Group. Listen now for a lot of really great advice on brand framework, brand development, and even care and feeding of your brand, whether it's your personal brand, your team brand, your corporate brand. A lot of what we're talking about today is in her book, The Brand Mapping Strategy. Check it out, for sure. We talk about building stronger personal,...

This week's episode is entitled "Reinventing Events and Social Hackathons: Innovative Ideas with Corey McCarthy". Corey is the CMO at Socia. I was so impressed with my recent experience at EventHack 2020. A must see (watch it on demand) "Hacking the Future of Virtual Events". We had a great conversation about Corey's role and what Socio is, and what they had to face head on (with great success) just a couple of months ago with the onset of the pandemic. I ask her "What were some of the...

This week's episode is entitled "What’s your Noble Sales Purpose? Best Practices from Lisa McLeod". Lisa is the founder of McLeod & More as well as the Author of Selling with Noble Purpose. We have vision and mission. We have objectives and sales. We know what we want to get done, sometimes we happen to think about what the prospect wants out of this as well, but that's different than having a noble selling purpose. Noble sales purpose-- what is it and why is it so important? When you have...

This week's episode is entitled "Selling with Empathy and Integrity (Right Now and Always)" and we are pleased to have as our guest, Mike Schultz, President of RAIN Group and author of multiple best-selling books. His new book coming July 2020, Virtual Selling, is available for pre-order, along with other books, Rainmaking Conversations, Insight Selling. Folks, do yourself a favor, go to the website for tons of resources, research, webinars, blog posts. These guys do a great job when it...

This week's episode is entitled "More Sleep, More Sales: The Direct, Science-based Connection Between Sleep and Revenue". Our guest is Jeff Kahn is CEO and Co-Founder of RISE. In this current world of uncertainty, and stress, and work from home, and homeschooling from home, and all this crazy stuff, getting a better night's sleep is crazy important. Jeff has been at Rise Science now for over six years. I ask him why sleep is such a passion and why he created a business around this. It was...