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We feature the brightest minds in B2B sales and marketing, sharing secrets to driving greater volume, velocity and conversion of sales pipelines in any industry. We cover the entire pipeline– demand generation, lead management, sales effectiveness, technology and more– all focused on helping you find, manage and win more business.
Episodes

Tuesday Dec 20, 2016
Profit Center Marketing
Tuesday Dec 20, 2016
Tuesday Dec 20, 2016
Matt Heinz and Sales Pipeline Radio producer, Paul Roberts talk about Profit Center Marketing. Here's how you know if you are doing it right. IF you can related to any of the next three points, it's time to make a change:
- If your marketing team is more focused on picking the right t-shirts for an event, rather than driving opportunities into the sales organization.
- If your marketing department resembles an arts and crafts department.
- When you report on operational metrics as opposed to business metrics.
CEOs don't care about clicks and retweets, about your open rates and probably don't care about your qualified leads.
So changing the thinking to changing it up to become a profit center requires this type of question: What do we have to do to get a blank check from the CFO of marketing?
"Give me a dollar and I'll make you three." THAT will gain their interest and they will then ask, "How long can you do that? Can you do it every month?" THIS is how you get the blank check. Keep listening. Matt will give you a to-do list to head toward this goal.

Wednesday Dec 14, 2016
Selling ABM Internally with Jessica Fewless
Wednesday Dec 14, 2016
Wednesday Dec 14, 2016
The buying committee internally is getting larger and more complex. We are talking about account based marketing and strategies to get into the fold of these more complex groups of decision makers.
What is Account Based Marketing to you?
Jessica says, "Account Based Marketing (ABM) is really understanding who is your target audience and building a marketing mix around going after that target audience. And, along the way, building your sales force in the mix so you can align the sales messages with the marketing strategy. THis helps them close more deals, faster and with a larger contract value. It makes your entire sales orgnaization more efficient. Instead of throwing them over the wall and hoping they make it, ABM lines up the budget behind those targets and budgets with these goals."
A number being quoted regularly is that six people are typically involved in the purchase process. Many times it's way more than that in enterprise companies.
You need to focus on the person who is actually signing the contract, but you have to gain buy-in by the committee. This reuqires that sales brings the same message developed by marketing. Jessica has a list of tips in this show. Get your pen out.
About Jessica Fewless, DemandBase
After 3.5 years at Demandbase (and 20+ years in B2B Marketing), Jessica has seen it all when it comes to Account-Based Marketing. Playing an instrumental role in Demandbase’s rollout of an ABM strategy, and educating over 1000 B2B marketers on the principles of ABM over the last 18 months, Jessica has become a resident expert. From building the right target account list and understanding the impact of ABM on marketing programs, to selling ABM within an organization and finding budget for your strategy, Jessica has worked with organizations to build, hone and measure the success of their own ABM strategies.

Tuesday Nov 29, 2016
Sales Story vs. Sales Pitch - Quick tips to create both
Tuesday Nov 29, 2016
Tuesday Nov 29, 2016
Storytelling is a compelling way to build interest, get to know prospects, build trust and create connections. Paul Smith is THE utlimate storytelling coach. He's a best selling author of three books on this topic. Learn this tool to put everyone at ease, give you more enjoyment from prospecting and building relationships and make you more memorable.
Some of the questions Matt will be asking Paul Smith:
- What exactly is a sales story? How is it different from a sales pitch and can you give us an example?
- Why do you think stories are so effective?
- What separates a great sales story from a simply good or average or boring one?
- Would you share tips on how to choose the right story to tell, and how to determine the right time to tell it?
- You suggest in the book that great stories -- even great sales stories -- have a surprise ending. Why is that necessary? And how do you create a surprise ending in a story that isn’t surprising?
- How long should a sales story be?
- One of the questions you asked professional buyers when you interviewed them was, “What is it that makes a sales pitch sound like a sales pitch?” How did they answer that question? And how can you avoid sounding like that?
- What are some of the most common mistakes you see in storytelling?
- Is it okay to make up a sales story? Or does everything in a story need to be 100% true?
About our guest:
Paul Smith is one of the world’s leading experts on organizational storytelling. He’s a keynote speaker, storytelling coach, and author of the books Sell with a Story, Parenting with a Story, and the bestseller Lead with a Story already in its 8th printing and available in 6 language around the world. Paul is also a former consultant at Accenture and former executive and 20-year veteran of The Procter & Gamble Company.
As part of his research on the effectiveness of storytelling, Paul has personally interviewed over 250 CEOs, executives, leaders, and salespeople in 25 countries, documenting over 2,000 individual stories. Leveraging those stories and interviews, Paul identified the components of effective storytelling, and developed templates and tools to apply them in practice. His work has been featured in The Wall Street Journal, Inc. Magazine, Time, Forbes, The Washington Post, PR News, and Success Magazine, among others.
Paul delivers professional workshops and keynote addresses on effective storytelling for leaders and salespeople. His clients include international giants like Hewlett Packard, Ford Motor Company, Bayer Medical, Abbott, Novartis, Progressive Insurance, Kaiser Permanente, and Procter & Gamble.

Monday Nov 21, 2016
The Perfect Close and 7 Deadly Sins of Closing - James Muir
Monday Nov 21, 2016
Monday Nov 21, 2016
James Muir, the author of The Perfect Close. He's an accidental salesperson. Started out in operations assisting the sales team. He was drafted without knowing how to advance a meeting to the next stage. He created this method as an outcome of his own experience.
Statistically, what happens is no question is asked to advance the sales. 50-90% of sales meetings end without a salesperson asking for any commitment, depending on the industry. This number is way higher than those who ask "incorrectly" - at least they ASK.
What is it in the psychology of sales or people that prevents them from asking for the sale? If salespeople are not comfortable with the method they've been taught - manipulative - they won't do it at all.
Teach them away that is in alignment with their personal values, there is no difficulty asking
Visit puremuir.com - free report - 7 Deadly Sins of Closing
In this episode, James Muir covered:
1. Fear of asking too early or being pushy.
2. Fear of the "No".
Both of these involved in feeling manipulative or moving the process too fast. You need to have an idea of your ideal outcome of the meeting, but you should also have a couple of positive alternatives.
Catch this full episode for more tips and check out James' site - puremuir.com

Monday Nov 21, 2016
Monday Nov 21, 2016
Host, Robert Pease welcomed Justin Johnson, CEO LeadMethod. This is about the challenges and opportunities of a scaled distribution model - through partners, resellers, distributors, outside reps.
Some of what LeadMethod tackles is the fundamental challenge unique to channel partners distribution vs. opt in, direct method. To get the critical feedback to better understand who is where in your pipeline. This is a challenge they tackle to add to your efficiency.
There are so many different elements that companies are creating in order to come together to collaborate and communicate that sometimes it falls apart.
How do you get enough data to draw conclusions on what is actually working with partner networks? It becomes a black hole of information.
Engaging the distribution group and collecting the critical feedback --THIS is key.
You have to look at why CRMs were built. Understanding what the the customer bought, who they bought it from; and then it morphed into a lead management system. But they take a lot of training.
Listen to more of the clarification and reasoning behind channel sales enablement in this episode.

Tuesday Nov 08, 2016
The Continued Evolution of the Sales Enablement Function
Tuesday Nov 08, 2016
Tuesday Nov 08, 2016
- How do you define sales enablement?
- Can you walk us through the evolution of the sales enablement function? What did it look like five years ago? What’s the state of sales enablement today?
- Where do you see sales enablement one year from now?
- What are some key, top-of-mind issues that sales enablement leaders are focused on?
- What are some issues they may not be focused on but should be?
- Brainshark, Inc. (www.brainshark.com) – a leading provider of sales enablement solutions for training, coaching and buyer engagement, helping companies close more deals faster.
- Brainshark Integration Engine – newly announced, this connects all the content, data and applications in organizations’ sales enablement ecosystems.
- Continual enhancements to Brainshark for Coaching, Brainshark’s award-winning sales coaching solution. Brainshark for Coaching empowers sales managers to coach their teams anytime, anywhere – so reps are prepared to capitalize on every sales interaction.

Monday Oct 24, 2016
Unpacking insights from a bounced email to create 4 connections using ABM
Monday Oct 24, 2016
Monday Oct 24, 2016

Tuesday Oct 18, 2016
Social Selling Mastery Tips from Jamie Shanks.
Tuesday Oct 18, 2016
Tuesday Oct 18, 2016
- Insight based selling
- Trigger based selling
- Referral based selling
05:45

Tuesday Oct 11, 2016
Stop selling & start leading - dialogic vs. diagnostic
Tuesday Oct 11, 2016
Tuesday Oct 11, 2016

Tuesday Oct 11, 2016
Augmented Intelligence vs. Predictive Analytics with Lara Shackelford
Tuesday Oct 11, 2016
Tuesday Oct 11, 2016
Our guest is Lara Shackelford of Altify. Altify sells to sales professionals. With their software, every sales rep can sell like your BEST sales rep. More reveals followed at DreamForce as it ties to AI and Einstein.
- Predictive - predicts what will happen in the future based on a lot of data. This involves high quantity of data.
- Augmented takes knowledge and context into providing a solution and be able to flag insights to alert the human to be more effective and generate results based on the data and knowledge.