Sales Pipeline Radio

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.

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

What an honor to have Jill Rowley with us, the queen of social selling herself.   Keynote Speaker ** Social Selling Evangelist ** Startup Advisor ** Modern Marketing Expert ** Change Agent During this episode Jill shared her thoughts on social selling and the fact that it can be a differentiator, but it is sitll an incremental channel. Traditional channels are not dead: phone, email.  Social selling is a refined and updated way of selling.   Jill lives by a few hashtags, this one, in particular:  #knowthybuyer - you need to understand the world in which your buyer lives: demographics, industry. She saw the changing buyer, how they were transforming by doing research on the web. leveraging content to self-educate. Buyers are allergic to being sold.  She tells us, "My job is to help you, not sell to you. My job is to BUILD relationships of credibility and trust. The modern seller has to be one that is willing to help." Find Jill's original content via LinkedIn and all things Jill on JillRowley.com L

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.

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. Jay and Matt talk about Jay's book"Hug Your Haters"  Jay Baer is: An experienced pro, having given hundreds of insightful, humorous presentations world-wide to audiences as large as 10,000 A renowned business strategist A popular emcee and event host A New York Times best-selling author of five books An advisor to more than 700 companies since 1994, including Caterpillar, Nike, The United Nations and 32 of the FORTUNE 500 An entrepreneurial success story, having started five multi-million dollar businesses from scratch Founder of Convince & Convert, a strategy consulting firm that helps prominent companies gain and keep more customers through the smart intersection of technology, social media, and customer service A media brand. Jay’s Convince & Convert Media division runs

Listen in on Dave Crenshaw's discussion with Influencer,  Matt Heinz as they touch on (among other things): Dave Crenshaw's connection to Chuck Norris Focusing on what you do best Why it makes sense to make your strengths stronger vs. working on your weaknesses How to create a rhythm in your schedule and allocate, protect, and devote time to the things most important to you Keys on how to make the change Why it's not discipline as much as conditioning as a result of repitition What's new with Dave-- is the rumor about a new book true?  Take advantage of the special deal Dave made with Lynda.com (he calls it the NetFlix of training) where you can find, in addition to Dave's 15 short but powerful videos, great training of all kinds-- 30 day free trial (normally 7 days!) go to www.davecrenshaw.com/free.   About our Guest: Dave Crenshaw is the master of helping business owners triumph over chaos. He has appeared in Time magazine, FastCompany, USA Today, and the BBC News. His first book,The Myth of Multitasking:

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?". “Allego provides an intuitive just-in-time sales learning platform that boosts sales performance by harnessing the power of mobile devices to transform enablement and training through video content sharing.” Mark Magnacca, President of Insight Development Group, Inc. and markmagnacca.com, is a recognized business building coach, keynote speaker and author of "So What? How to Communicate What Really Matters to Your Audience" and "The Product is You." Mark's mission is to help sales professionals get greater results in less time by teaching his clients to put all of their communications, verbal and written, to the So What Test. By adopting a So What Mindset, clients learn to communicate and structure every message according the ne

Matt Mayberry, a former NFL linebacker for the Chicago Bears joins Matt Heinz on today's episode.    Matt Mayberry is currently one of the most read columnists for Entrepreneur Magazine, as well as an acclaimed keynote speaker, consultant and peak performance strategist. As the CEO of Matt Mayberry Enterprises, a training and consulting company, he specializes in maximizing the performance of individuals and organizations all over the world. Matt is Indiana University’s current record holder for most sacks in a single game and was the team recipient of the prestigious Howard Brown Award, which exemplifies leadership, courage and work ethic. With a 4.45 forty yard dash, Mayberry was signed by the NFL Chicago Bears in 2010. Reaching the pinnacle of his sport, he suffered a life-changing injury. It was this event that inspired Mayberry to embrace his true passion—his true gift—helping others achieve massive success by learning how to turn failures into gifts. As an in-demand keynote speaker, Matt is known for hi

We have a great author, Rick Cheatham a co-author of the new book – Selling Vision: The X-XY-Y Formula for Driving Results by Selling Change. Rick Cheatham leads the US Sales Practice for BTS. He works with clients such as Google, Salesforce.com, and IBM to drive their sales efforts into the future. Rick leads a team of over 20 consultants and conceptualizes many of the BTS solutions deployed in the US. He is passionate about making work a place salespeople come to be successful, is totally pragmatic and experienced in getting results through being a purpose-driven leader, and has an uncommon balance between vision and how things really get done.  Prior to BTS Rick was a sales leader for both regional and global account teams. Ultimately he led the sales force of a $1B business unit through a restructuring and shift in how they sold has shaped his thinking on how organizations can change what and how they sell faster and more effectively.  Rick lives in Austin with his wife, Jen, and four kids.

TRISH BERTUZZI President & Chief Strategist Novelist Jonathan Franzen said, "One-half of a passion is obsession, the other half is love." With that in mind, ask anyone who's met Trish and they'll tell you - she is passionate about inside sales. Trish often remarks how lucky she is to work with an amazing team at The Bridge Group, helping sales and marketing leaders make the big decisions: on implementation strategy, performance improvement process, supporting technology, and metrics and measurement. Over the last two decades, Trish has promoted inside sales as a community, profession, and engine for revenue growth. In the process, The Bridge Group has worked with over 200 B2B technology clients to build, expand, and optimize their inside sales efforts. Through a combination of hard work and timing, Trish and her team's research and ideas have been featured on Inc.com, in Forbes, by associations like SLMA and AA-ISP, and across more than 68 sites in the sales and marketing world. Author of the #1 Amazon b

I have a very special guest Meagen Eisenberg, who is the CMO of MongoDB. She has just done so many things in the B2B marketing world. We’ve been featuring guest experts on the sales side,so finally we’re going to spend a little time in the next couple episodes on the marketing side of the business and talk particularly to marketers that are embracing revenue responsibility, that are taking advantage of the opportunity from a cost center into a profit center. It’s so important in B2B marketing these days to make sure that what you’re doing is driving to business results,and I can’t think of a better person to feature than Meagen from MongoDB. Listen to find out what Meagen sees as the trends that will hone how B2Bmarketers focus and where she thinks B2B marketers are going to increasingly need to "lean in" to continue to be successful.  Find out what her marketing stack is and how she built her team.  Meagen brings more than 19 years of experience in the high-tech industry to her role at MongoDB. She has be

Matt Heinz agrees Josiane Feigon, one of his insides sales world heroes, is scary right when it comes to Inside Sales (aka "Sales") predictions and trends.  Listen in on their conversation to decide for yourself and check out Josiane's FREE trend report below from Tele-Smart.com.  Don't miss the end where she shares what she thinks it takes to stay relevant, focused (and employed) and how sales organizations can keep their talent happy and smart.  Inside Sales Trend Reports There’s never a dull moment in the inside sales world. This rapidly changing profession is exploding today, so how do you keep up, staff up,and prepare for the coming year? Our trend report is 100% accurate – loaded with advice on tactics, tools and talent. Sign up for our newsletter and receive our trend reports as an added bonus. – Download the 16 in 2016 Inside Sales Trend Report here–

Not just a book review,Hear Aaron Ross highlight the seven parts of his new book, "From Impossible to Inevitable". Aaron tells Matt,  the different parts are really the template for growth that a lot of the fastest growing companies in the world follow. He also explains why "if you give up too soon, or if you don’t keep taking the steps, that’s the problem people face—or basically unfair self-criticism.You need to struggle. You can’t create something great without the struggle.It’s okay. Everyone goes through that." I will say, this book is not a culture book. This book is not a management book. It’snot even a sales book. It’s a growth book." Listen to learn why Matt says he can’t recommend this book enough.From Impossible To Inevitable. You can learn more about the book right now at the website www.fromimpossible.com. You can pre-order a copy.There’s a great set of gifts available to those that download the book in advance. There’s a chance to get some free tickets to the SaaStr conference,there are so

Keenan has over 15 years of experience in sales leadership and leading sales team. But that doesn’t get him too excited. He’ll tell you it isn’t much of an accomplishment. Keenan says, “Staying above ground and not doing anything stupid enough that would prevent a company from wanting you to run their sales organization isn’t much to brag about. Staying power isn’t impressive. What is impressive is what one absorbs from their years of experience.” Listen in for some quick hitting tips to get you started TODAY!

Would you like to reach every key buyer in one call? Would you like a consistent stream of qualified leads? Would you like a conversion rate of prospect to client of more than 50 percent? If you answered "yes" to any of those questions, then you're in the right place. Our guest has written two books, owned her company for 20 years, and has won multiple awards for her social media presence. When she's not working, she hikes, swims, travels the world, and spends a huge amount of time with the four most amazing grandchildren in the world. Please listen to the replay with author, speaker, and sales contrarian, Joanne Black!Or, on our blog, starting 2/1/16, listen to and/or read our incredible conversation.

In this Q&A Session, Host, Matt Heinz explores customer communications options as it relates to increasing engagement. Conrad Bayer works with early stage enterprise software companies to provide guidance, insight, and leadership to grow the business and build shareholder value. Conrad also possesses a broad range of skills focused on understanding enterprise customers and the engineering background to deliver great software products. Additionally, he has successfully created an enterprise software company which was acquired by Microsoft in 2005 and is currently the CEO and Co-Founder of Tellwise, a communication platform which delivers quality insights to help salespeople sell smarter. Tellwise is smarter customer communication that drives significantly more customer engagement for sales teams of all shapes and sizes. From field sales and partner channels, to inside sales and customer care, Tellwise delivers a richer, more robust experience that speeds the sales cycle and creates happier customers. Se

Mike LOVE business and LOVES sales. His specialties are new business development and sales management. His passion is creating high -performance sales teams and helping sales leaders, sales teams and salespeople acquire more new clients and net new business. His latest book is Sales Management. Simplified. – The Straight Truth About Getting Exceptional Results from Your Sales Team, also published by AMACOM) was just released (late September). One sales expert reviewer has called it “arguably the greatest book ever written on sales management,” and “an unequaled blueprint for leading salespeople and building high-performance sales teams.” Learn more more about the book, and get a free download of the Table of Contents, Introduction and sample chapters by clicking here

Craig covers that showing tools can destroy your pipeline. "Send them a link, show them the product." That's too easy. This can cause friction in the revenue chain. He and Matt discuss common definitions and objectives. If you don't do this, everything else breaks down and failure is inevitable. Get to know Craig - follow him everywhere: "I help organizations sell and market more effectively. I am passionate about my customers and their success which has allowed me to create enduring, mutually beneficial relationships over the years. You can learn more about my view of the sales and marketing universe via my blog www.funnelholic.com and my work on my company blog,http://blog.topohq.com/. I have recently started posting my content on LinkedIn so stay tuned for more."