Sales Pipeline Radio

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Creating a Predictable Pipeline with Special Guest, Cheri Keith

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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 practices for staying sharp.

 

The best practice for me was really just listening as much as humanly possible ... Ask for feedback really early on. People think you have all the answers, but you won't, so you may as well just go in very early and as part of a research process, whether you're creating a technology report or something that's more model and framework based and say, "I'd love your feedback on this." .

And there's lots more all about creating predictable pipeline!  Listen in now or read the full transcript on the Heinz Marketing blog starting Mon. 9/21/20 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.

Wanna Be CMO of a B2B Travel Company Right Now?  Here’s How One is Pivoting and Winning

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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 lead through this. I ask Wendy how she helped the team learn how to lead the customer, lead prospects, really be a voice of leadership and thought leadership to help figure out how to get through this together.  

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How Design Thinking Can Help You Sell More

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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 customer centric, stay co-creative with their customers and then accelerate the deal cycle.

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Best Practices for Managing the B2B Prospect Exeperience

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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.

Successful Event Pivots: Best Practices and Lessons from Will Curran

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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 just create a high energy experience," and not have this thought-provoking, good content, good ideas and things like that as well."

What Cognitive Behavioral Therapy Has to do with Sales, Rollow-Up and Emotional Connections

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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.

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Learn How Personal Branding Can Have an Impact on Personal Selling

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 represent yourself, the things you talk about in a public forum--even the things you talk about in private forums--how you represent yourself in the interactions you have with your prospects and customers. That sum total is really what represents your brand."

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How to Personalize ABM: A Blueprint for Sales Executives

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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 all going to have the end goal of increasing revenue for their company. But a sales rep is going to have a different goal than the SVP of Sales. Or whoever you're targeting, whatever decision making group you're targeting, they're all going to have different goals and we want to make sure to speak to all of them, so you can create that collective buy-in and change why they should be working with you versus maybe a competitor or why they even need to change at all."
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Your most important sales meetings just went virtual. How do you differentiate and still win?

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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 marketing.

"....oftentimes products sound the same, products look the same, product smell the same. And the real winner is the one who can tell the best story, the one who can articulate value."

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What’s Old is New (Again): Timeless (and Pandemic-Proof) Sales Advice from Joanne Black

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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 right now saying, "How do I build that referral culture?" I ask Joanne why she thinks it's coming up more often now and how has her answer changed or evolved over time?

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