Sales Pipeline Radio

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Video marketing best practices

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Matt's guest is Caren Cioffi, Excecutive Vice President and General Maanger, Enterprise & Digital Marketing Business for Brightcove.

In this episode Matt and Caren will not only talk about general best practices for video marketing, but where to apply it, how it works, why it's easy and how to convert it into pipeline.  Caren is passionate about unleashing the power of video to drive reach, engagement and conversion for brands everywhere. Tune in to get her expert tips and takes on this topic.

 

7 Essential Building Blocks for High Performance Sales Development

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We spend a considerable amount of time working with clients on their sales outreach and engagement processes here at Heinz Marketing.  This has been more recently defined as the discipline of “Sales Development” and is something we believe every company should have a competency around. 

How you identify, engage, and convert new customers is fundamental to business operations and there are so many ways to do it poorly that end up frustrating prospects, employees, and sales leaders.

To avoid the frustration and to get maximum return out of your sales development efforts, we have developed the following seven essential building blocks for high performance sales development. Host, Robert Pease, will be going through the list in this episode. Be ready to take copious notes. You'll be glad you tuned in.

Original post on this framework is here > This episode dives in deeper based on reader feedback and questions.

How Marketing Should Measure and Drive Revenue Performance

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Brian Hansford is coming off the bench this week to fill in for Matt Heinz for tomorrow's episode. Joining Brian is Dave Rigotti, VP of Marketing from Bizible. Bizible provides a powerful platform that measures marketing performance in driving revenue.  Brian and Dave will discuss how new analytics and attribution technologies help marketers measure where revenue is coming from, the best performing channels, and the ROI for demand generation. These tools are giving marketers powerful insights to align closely with sales and pursue a common goal!

How to create a Channel Engagement framework

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Let's start with what channel marketing is. It's called many things: local marketing, indirect marketing. It's someone that sells your product outside of your organization. It is a severely under-resourced segment with most marketing departments.

If you pay a person to sell, and they hit the market with a number/goal, you know you either got your investment in them back, or surpassed, or lost the investment. When you go to indirect model:  Product/thought leadership at one company or selling and marketing at another company,  you now have two companies to align.

$1000 invested  - what does that turn into?
Did it convert to $10000 or is it $1000 I didn't get back?

This makes companies hesitant to invest in it. So, typically companies put one person on channel marketing. Example of a $2.2B company with 35K employees, 40% of revenue comes from channel, and they have ONE marketing resource. How can you be effective with that type of opportunity?

For Example: marketing resource, Janet, is reactive to channel requests and does random acts of marketing. Everything she does is NOT strategic. She needs help with scale and a platform and infrastructure so they can market on their own. Cobrand, launch.

Averetek does this in a frictionless way. This allows Janet to drive more through the channel because they can get their own materials.

Listen to the show to find out where you and your company may be missing opportunities by not allocating resources effectively.  This can be HUGE. 

About our guest:

Peter Thomas is the founder and CEO of Averetek. This team of marketers, engineers, and product developers seek new ways to engage channel partners through software and services. Since its beginning in 2000, Averetek has grown to manage more than 70,000 reseller organizations and 300,000 registered users.

In Averetek’s work with brands, Peter has found that companies focus too much time and money on the top 10% of their channel partners. The remaining partners simply need the right nudge to shift from opportunistic to strategic sellers. When brands devote more attention to the 90% segment, they drive more leads, close more sales, and grow their business.

Peter combines his observations with partner behavior data from the Averetek platform, sharing this knowledge to help clients attract, engage, and monetize their partners more effectively.

Leveraging Sales-Specific Emotional Intelligence to Close the Complex Deal

episode-card-250-jeb-blount.jpgMatt's guest in this episode is Jeb Blount. Jeb Blount is the best-selling author of eight books including Sales EQ, Fanatical Prospecting, People Follow You, People Buy You. He is a Sales Acceleration specialist who helps organizations reach peak performance fast by optimizing talent, leveraging training to cultivate high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design. 

Through his companies – Sales Gravy, Channel EQ, and Innovate Knowledge - he advises many of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on sales, leadership, customer experience, channel development, and strategic account management. Under Jeb’s leadership Sales Gravy has become a global leader in sales acceleration solutions including sales recruitment and staffing, sales on-boarding automation, custom sales training curriculum development and delivery, sales coaching, and online learning. As a business leader Jeb has more than 25 years of experience with Fortune 500, SMBs and start-ups.

He has been named one of the top 50 Most Influential Sales and Marketing Leaders (Top Sales Magazine), a Top 30 Social Selling Influencer (Forbes), a Top 10 Sales Experts to Follow on Twitter (Evan Carmichael), a Top 100 Most Innovative Sales Blogger (iSEEIT), a Top 20 must read author (Yes Magazine & Huffington Post), and the most downloaded sales podcaster in iTunes history; among many other accolades. His flagship website, SalesGravy.com, is the most visited sales specific website on the planet.

You need to tune in to this episode. Thursday, March 23 11:30am Pacific.

ABM Noise Making you Kranky?

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episode-card-250-marketing-kranks.jpgIf you haven't caught their podcast yet, it's not too late to binge listen to Robert Pease & Brian Hansford's show - Marketing Kranks on SoundCloud . Today they are taking over the show for Matt, who is traveling. The topic? All the ABM Noise.... the good, the bad, the ugly.

 

Content Marketing, What’s working?

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episode-card-250-shannon-dougall.jpgMatt's guest in this episode is Shannon Dougall, Vice President of Marketing at Uberflip. They just returned from the annual Content to Conversion Conference in Scottsdale, AZ. It combines content and demand generators together.

What are you seeing in the field and trends?

Seeing overall that B2B marketers believe that content is more important than ever. 84% of B2B marketers are looking to increase their investment in content this year. 55% of marketing budgets are spent in content investment. But they are saying their content is under-performing. Why? Possible answers are:

1. Their content isn't very good.

2. The experience surrounding the content isn't peforming.

3. OR they are not able to see the results to properly measure the success.

For content to be successful, it definitely needs to be engaging. To do this, need to consider the medium - read, interact - either way, it needs to be insightful, relevant and something other than what the "other guys" are producing. The content has to be action-oriented. You have to have a piece of content that you expect something to happen at the end. This should be common sense, but it is often forgotten in the rush to meet the content quota and flood the venues.

Get an actionable list of insights from Shannon from the full episode. Listen now.

 

About our guest:

Shannon Dougall has been called, “a marketer of the future.” She is an adventurer, scientist, and artist in the field of marketing. She had been compared to a Swiss Army Knife, using her experiences and learnings towards an all-in-one type of demand generation and customer acquisition that includes storytelling, blogging, lifecycle marketing, digital marketing, SEO, paid advertising, email marketing, social media marketing, positioning, pre-product/product marketing, app store marketing, content marketing, growth hacking, and analytics just to name a few. Shannon’s true north is to help business’ transform to realize their true potential.

How consolidating your integrated communications can accelerate awareness.

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episode-card-250-kevin-akeroyd.jpgMatt Heinz and Kevin Akeroyd, CEO of Cision tell more of the story. Introducing the B2B Marketing Communications Cloud – how consolidating your integrated communications can accelerate awareness, interest and sales pipeline contribution.

About our guest:

Kevin Akeroyd oversees the Cision executive management team across operations globally.

He has more than 25 years of experience in reshaping modern digital, social and mobile marketing globally. Prior to Cision he was general manager and senior vice president at Oracle Marketing Cloud. Akeroyd and Oracle created the Enterprise Marketing Platform category and led it from the onset. Prior to Oracle, he held senior leadership positions at several companies, including Data.com, Salesforce.com, RR Donnelley, and Jigsaw.

Secrets to effective, high performing B2B content

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episode-card-250-shannon-dougall.jpgMatt's guest in this episode is Shannon Dougall, Vice President of Marketing at Uberflip. They just returned from the annual Content to Conversion Conference in Scottsdale, AZ. It combines content and demand generators together. Some of the points they are covering are:

  • Results from research highlighting the most important content features
  • Examples of successful, sales-converting content campaigns
  • Key B2B content trends for 2017

What are you seeing in the field and trends?

Seeing overall that B2B marketers believe that content is more important than ever. 84% of B2B marketers are looking to increase their investment in content this year. 55% of marketing budgets are spent in content investment. But they are saying their content is under-performing. Why? Possible answers are:

1. Their content isn't very good.

2. The experience surrounding the content isn't peforming.

3. OR they are not able to see the results to properly measure the success.

For content to be successful, it definitely needs to be engaging. To do this, need to consider the medium - read, interact - either way, it needs to be insightful, relevant and something other than what the "other guys" are producing. The content has to be action-oriented. You have to have a piece of content that you expect something to happen at the end. This should be common sense, but it is often forgotten in the rush to meet the content quota and flood the venues.

Get an actionable list of insights from Shannon from the full episode. Listen now.

 

About our guest:

Shannon Dougall has been called, “a marketer of the future.” She is an adventurer, scientist, and artist in the field of marketing. She had been compared to a Swiss Army Knife, using her experiences and learnings towards an all-in-one type of demand generation and customer acquisition that includes storytelling, blogging, lifecycle marketing, digital marketing, SEO, paid advertising, email marketing, social media marketing, positioning, pre-product/product marketing, app store marketing, content marketing, growth hacking, and analytics just to name a few. Shannon’s true north is to help business’ transform to realize their true potential.

Is sales something you’re born with?

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episode-card-250-ron-brock.jpgSome of the questions Matt asked our guest, Ronald Brock included: 

Is sales something you’re born with? Is it something you can learn? And I think the perspective you take in this book is very much, I am quoting here you say you can take someone who is untrained, otherwise someone ordinary, sort of an average person who is starting in sales and transform them into someone of in your words – notable superiority. And so this idea includes a number of best practices and or secrets if you will to do that, is that still inaccurate representation? 

He starts out by telling us, "Well, every salesman did during my time period; reading a few books about selling then having no knowledge whatsoever and developing my own style. And what I discovered was it was fine but it worked for me and not for the people that I was trying to turn into salesman when I became a sales manager. And that involved me moving into developing a format that anyone could use rather than just the what you think of as the born salesman. So if you take someone who has very little charisma, they can be turned into a great salesman." 

Another tidbit from the show:

Matt covered, "On one hand I think there’s a lot of great new intelligence and understanding of how sales operates in an increasingly complex world but on the other hand we are still people selling to people and I think some of the fundamentals of selling from Dale Carnegie, from Zig Ziglar can sometimes get lost. Are there any best practices or advice you would give people the sort of balance those two approaches, sort of the traditional with the new?"

Ron says, "Well those particular complications dealt heavily with how to develop yourselves to be the kind of person that people want to deal with. It’s referred to as a halo effect. If you are a really attractive person, in some ways that means you’re also honest and forthright so somebody you should deal with."

You'll have to listen to the episode for the full story and insights.

Ronald Brock is the author of the book Gamebreaker: A guide to world-class selling. You can find it on Amazon.com you can also check it out and learn more about Ron at www.gamebreakerbook.com.