Sales Pipeline Radio

This week's show is called "How a “Velocity Mindset” Can Accelerate Sales and Life Success" and our guest is Ron Karr, Keynote Speaker/CEO Best Selling Author | Creator of the Velocity Mindset® at Karr Associates, Inc. Join us as we discuss how Ron came to write his new book, The Velocity Mindset, the true definition of velocity and being purpose driven, the art of the pause, best practices for listening to your market, and more. Listen in now for great insights and/or read the full transcript on the Heinz Marketing blog starting Mon. 8/23 at 6am PST or watch the video here right now! Thank you to our sponsor, Vidyard. Vidyard is an easy-to-use video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world on your website, it’s easy to manage your video content. The solution offers robust analytics, integrations with top enterprise tools, and customization options. You

This week's show is called "How to Orchestrate a Hybrid Experience for Your Customers and Prospects" and our guest is Marne Reed, Chief Evangelist, Brand Experiences at PFL.com Join Marne and I as we discuss the things that create and maintain the PFL culture, the importance of the integrated experience between marketing channels and the body of work, the importance of having a personality as a brand, some best practices for enabling experience across go-to-market teams, plus more about hybrid experiences. Listen in now for great insights and/or read the full transcript on the Heinz Marketing blog starting Mon. 8/16/21 at 6am PST or watch the video here. Thank you to our sponsor, Vidyard! Vidyard is an easy-to-use video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world on your website, it’s easy to manage your video content. The solution offers robust analytics,

This week's show is called "Omnichannel Experiences: Best Practices for Tactile & Direct Mail" and our guest is Kris Rudeegraap, CEO of Sendoso. Join Kris and I as we talk about Sendoso and the change that the pandemic brought, the worth of investing more into prospects, and the mindset towards what marketing spends and ROI. Listen in now for great insights and/or read the full transcript on the Heinz Marketing blog.   Click here to watch the video. Technically I don't need to do this until August, but we have a new sponsor on Sales Pipeline Radio. I'm just really excited and just wanted to give him a little bit of love. I want to give a special thanks to our new sponsor, Vidyard. For those of you not familiar with Vidyard, easy-to-use video solution, simple videos. It's another great tool that your sales team can use individually. It's a tool that you can use as a marketing organization to create easy, trackable video tools, see the performance, see the impact it's having. Sales Pipeline Radio is pro

This week's show is called "A New Guide to Finding and Activating Innovation" and our guest is Carla Johnson, Global Keynote Speaker :: 10x Author :: Marketing & Innovation Strategist. Join Carla and I as we dive in and discuss her new book Re:Think Innvoation, balancing continual ideas while operationalizing innovation, the relationship between innovation and fear, and how to create a culture of innovation on your team. Listen in now and/or read the full transcript on the blog starting Mon. 7/12/21 6am PST.   Sales Pipeline Radio is sponsored and produced by Heinz Marketing. 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. For sponsorship opportunities, contact Cherie.

This week's show is called "Best Practices in Professional Development" and our guest is Shawn LaVana, VP of Global Marketing at Cloud Academy, Inc. Join Shawn and I as we discuss professional development and the importance of personalized in-depth skill development, training and development with hybrid work models, why people don't invest in it, and informal vs. formal training. Listen in now to hear her great insights and/or read the full transcript below: Sales Pipeline Radio is sponsored and produced by Heinz Marketing. 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. For sponsorship opportunities, contact Cherie.  

This week's show is called "Building a Predictable Pipeline From Scratch: Startup Lessons and Best Practices" and our guest is Christel Grizaut Billault, Senior Vice President of Marketing at YOOBIC Join us as Christel shares some best practices on how she prioritizes all the different marketing requirements in an early stage company as well as how she is setting up the marketing organization and priorities internally.  I ask her, among other things, "How do you start to build more internal confidence that you are on the right track, that you are selling, not just seeing marketing success, but getting the right product to market and have a scalable future?"  Watch and comment at 11:30am PT (2:30 ET) Live every Thursday on LinkedIn.  Click here for the on-demand video of this episode.   Listen in to hear hear her great insights and/or read the full transcript on the blog. Sales Pipeline Radio is sponsored and produced by Heinz Marketing. I interview the best and brightest minds in sales and Marketing. 

This week's show is called "The Power of Resilience in Marketing" and our guest is Cay Gliebe, SVP Marketing and Product Management for OneSource Virtual Cay gives us some great insight as she and Matt discuss some of the benefits of sales and marketing alignment, addressing the baggage brought to the table by both marketing and sales, some best practices to create more natural alignment, and making products a part of sales and marketing alignment.  Listen in now and/or read the full transcript on the Heinz Marketing blog starting Mon. 6/17/21 at 6am PST. Sales Pipeline Radio is sponsored and produced by Heinz Marketing. 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. For sponsorship opportunities, contact Cherie.

  This week's show is called "How Forrester is applying the SiriusDecisions frameworks both within the organization and across the revenue engine to drive results" and our guest is Kelley Hippler, Chief Sales Officer at Forrester. Join us as Kelley tells us a little bit about this years’ Forrester B2B Summit, formerly known as SiriusDecisions and then dives into the new concept of B2B revenue waterfall and its effect on marketing and sales working together in an account-based environment. Sales Pipeline Radio is sponsored and produced by Heinz Marketing. 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. For sponsorship opportunities, contact Cherie.  

This week's show is called "Why You Need To Be Part Of The Company Thought Leadership Trend" and our guest is Karen Tiber Leland, CEO of Sterling Marketing Group Join us as Karen shares what thought leadership really entails, the difference between individual thought leadership and corporate thought leadership and how Karen’s “wannabe cowgirl” enthusiasm relates to it. Listen in and/or read along with the transcript on the Heinz Marketing blog starting Mon. 5/17/21.   Sales Pipeline Radio is sponsored and produced by Heinz Marketing. 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. For sponsorship opportunities, contact Cherie.

This week's show is called "How to Get and Leverage Industry Experience to Accelerate Sales" and our guest is Bobby Martin, President & Co-Founder of Vertical IQ Join us, as Bobby Martin shares about the idea of industry experience and how important having industry experience and industry perspective is, especially when selling in a commodity market. Listen in and/or read the full transcript on the Heinz Marketing Blog. Sales Pipeline Radio is sponsored and produced by Heinz Marketing. 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. For sponsorship opportunities, contact Cherie.

This week's show is called "What Does “Content Experience” Mean? (and Why it’s Vital to Marketing Success)!" and our guest is Randy Frisch, CMO at Uberflip. Learn about Randy's perspective and insight on the evolution of content marketing from the focus on creation to the lack of utilization. Content marketing has become a team effort, made up of more than just marketers.  Listen in now for this and a LOT MORE!  Sales Pipeline Radio is sponsored and produced by Heinz Marketing. 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. For sponsorship opportunities, contact Cherie.

This week's show is called "A Bottoms-Up Approach to SaaS for Sales: What It Is, How it Could Help You" and our guest is Pouyan Salehi, CEO & Co-Founder of Scratchpad We've been doing sales enablement research for years. One of the first surveys we did, we asked people in sales what are the biggest time-wasters? What are the things that keep you from spending more time actively selling? Pouyan joins me in this conversation to give some perspective and insight on the challenges and why Salesforce isn't efficient for sales reps. We take some time to discuss why CMO's should prioritize a sales engagement and acceleration tool like Scratchpad and the inspiration behind the creation of Scratchpad. Listen in and/or read the transcript on the Heinz Marketing blog.

This week's show is called "Getting Sales Enablement Right: More Important Than Ever Before!" and our guest is Russell Wurth, Vice President Sales Enablement at Showpad Listen in to find out Russell's definition of what sales enablement is, how he measures it and his input on how its evolving and affecting the sellers and buyers journey. This and a lot lot more.  Read the full transcript on the blog starting Monday, 4/19/21 at 6am PST. Sales Pipeline Radio is sponsored and produced by Heinz Marketing. 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. For sponsorship opportunities, contact Cherie.

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 light at the end of the tunnel, what adjustments may become fixtures for his marketing mix moving forward. We also talk about something that comes up a lot when we talk to CMOs and marketing leaders, especially with fast growing companies, and it's marketing's role in M&A. He shares a what that means for a marketing team. When you're trying to drive growth, when you're trying to drive pipeline, acquisitions can be a distraction, and they can be an accelerator. sometimes both, sometimes one of the other. Listen in for thi

    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 Marketing. 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. For Sponsorship opportunities, reach out to Cherie.  

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 term partner marketing and channel marketing interchangeably as if they're the same things. Brendon tells what he sees as the difference between having a partner referral introduction approach and what a lot of people think of the sales channel channel approach.  This and a lot more! Listen in now and/or read the full transcript on the Heinz Marketing blog starting Mon. 3/22/21 at 6am PST.   Sales Pipeline Radio is sponsored and produced by Heinz Marketing. I interview the best and brightest minds in sales and Marketi

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 you see them in a trade show (eventually we'll see them at trade shows again), you go to their website and you hear from them-- everybody individually has a great story. It sounds like a good pitch. Sounds like a good opportunity, interesting, but you can't buy 7,000 tools. So the idea of selecting which tools are important to you, which vendors are going to be best for your business and for your stack is a real challenge. I ask Subbu to talk a little bit about why he decided to go down the route of creating a tool

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 are you doing this? And be so brutally honest. Learn more about what goes into the before and after to do a podcast well. If you are literally at square zero, what do you do to get started? She shares why is it useful to have a third party like Funnel Media Group come and help you build this foundation from scratch.  Listen in to hear Susan's go-to for transcripts and time stamping too and A LOT MORE. To learn more, we highly recommend you reach out to Susan at Susan@funnelradio.com. Sales Pipeline Radio is sponsore

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 an insight, it's not as binary as saying, "Well, let's put that into an email sequence," or, "Hey sales person, go mention this on your call." Ideally it's integrated across multiple channels in an appropriate sequenced way. Justin and I talk about how sales and marketing are increasingly embracing that complexity and he shares some keys to helping companies integrate those insights and those triggers into that more complex nuanced sequence.  Listen to the end to hear some great lessons he's taken away from COVID and f

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 includes.  I also ask Jeffrey, for those who feel reticent to do go live, get out there (consistently) and who say, "Well I've been nervous about putting myself out there and what am I actually going to say?" Hear his response and get some great tips. We also talk about what he's noticed about the level of motivation and whether it is more difficult for sellers right now.  This and a lot more! Listen in now and/or read the transcript on the Heinz Marketing blog starting Monday, 2/15/21 at 6am PST.  To be considered or no