 This week's show is called "The Lost Art of Note Taking" and our guest is Saro Zargarian, Senior Director of Go-To-Market Operations at Blueshift and creator of the SMART BOOK FIELD GUIDE. I am excited to have Saro on for a variety of reasons. He's been a leader in sales management and sales operations for a long time, but what really peaked my interest as a productivity organizational nerd, is what he's done with the SMART BOOK FIELD GUIDE. It's nothing like I've seen before. I'm a big Getting Things Done fan with David Allen, I've used a variety of journaling tools, full focus planners, et cetera, but I've never seen something specifically for salespeople. I ask Saro what was the impetus behind putting this together and where it came from.  It is a beautiful physical guide to helping sales leaders manage their day.  Plan with Intent, Execute with Conviction Saro talks about what that means and why intent and conviction are so important.  This and a lot more! To learn more about Saro check out his website.  Listen in now and read the full transcript on the Heinz Marketing blog starting Mon. 11/30/20 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.

Sales Pipeline Radio

The Lost Art of Note Taking

 This week's show is called "New Lessons on Agility, Leadership and Focus from 2020’s Headwinds" and our guest is Nimmy Reichenberg, CMO at Siemplify We cover a lot of ground-- talking about the unpredictable nature of this year planning for next year. And we touch a little bit on the interactivity between sales and marketing and driving predictable pipeline. I ask Nimmy what were some of the shifts they had to make in terms of creating more efficient marketing opportunities. I think A, we came up with content that was relevant for what our target market was going through. The second thing we did is what I call, embrace the suck. Listen in now for this and a LOT MORE-- or read the full transcript on the Heinz Marketing blog starting Mon. 11/09/20 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.

New Lessons on Agility, Leadership and Focus from 2020’s Headwinds

his week's show is called "Does 2020 Have any Silver Linings?" and our guest is Paul Roberts, Owner of OC Talk Radio.This time we talk about silver linings. I not only share a little bit about my experience, but also that of dozens of CMOs I've interviewed over the course of the last couple of months.  We definitely identified some themes that have been helpful for them as well. So, I think it's useful for us to think about what has been good from all this as well and what that means for you going into next year and beyond.Listen in now and/or read the full transcript on the Heinz Marketing blog. 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.

Does 2020 Have Any Silver Linings?

 This week's show is called "What B2B Marketing and Hall & Oates Have in Common?" and our guest is Bryan Smith, Senior Marketing Manager at Tennant Company. Bryan has an interesting dichotomy where he is running advanced B2B marketing at a 150 year old manufacturing company. We talk a little bit about that juxtaposition and how he has been able to make that work. I also ask what the sales team needs for providing engagement and relationship building and if there are separate sales plays we need to put together that can be marketing supported to still help the sales team engage the field.  He shares if that is purely digital or going to expand beyond digital.   What I do know for sure is that going into 2021, I think with the continued uncertainty, we're going to have to get really focused. And I think as we're planning for next year, we're looking at doing fewer things better, and really trying to focus on the parts of our business that are the most... First of all, the most lucrative, and then also the most differentiating in where marketing can make the most difference. I also ask what have been some of the successful key components of his journey.  I guarantee we have listeners who are frustrated at the lack of progress between sales and marketing. Bryan shares some things he thinks have been particularly useful... This and a LOT MORE.  Listen now and/or read the full transcript on the Heinz Marketing blog starting Mon. 10/26/20 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.

What B2B Marketing and Hall & Oates Have in Common

 This week's show is called "Part User Conference, Part Woodstock. Would it Work Online?" and our guest is Christina Mautz, CMO at Moz We talk about lessons learned, plans for next year, implications for planning 2021 events, how MozCon went this year (going completely virtual), and a lot more. I think what we're going to keep from this year's experience is definitely to focus on what is most meaningful to our community, which is superior content. Christina shares with candor and openness about making the pivot Moz did--what worked, the things they found important, and shared implications for next year. We also took a quick pivot into culture.  For MozCon and for Moz customers, maintaining a community and really actively fostering a culture of diversity and openness and creativity within that culture is important. Christina shares some of the keys they've found to helping manage and maintain that culture and connectedness of employees when all of a sudden everyone was dispersed full-time working from home. What we really did was just stay true to our culture. We have culture principles called TAGFEE. It's an acronym. Transparency, Accountability, Generosity, Fun, Empathy, and Expertise. Listen in now and/or read the full transcript on the Heinz Marketing Blog starting Mon. 10/19/20 at 6am PST.   To learn more go to moz.com. Be sure to do a search on their blog for MozCon. You will also find links about the videos mentioned in the show and a ton of free content and training all about SEO and more. 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.

Part User Conference, Part Woodstock. Would it Work Online?

 This week's show is called "Is Outbound the New Normal? How Prospecting has Changed in 2020" and our guest is Eric Quanstrom, CMO at CIENCE Technologies We talk all about outbound and how to make outbound work. We first talk about why outbound is still working and then differentiate between good outbound and all the bad outbound that we still see.  I think that number one, outbound works because it's taking a very specific targeted approach to having a vendor solution provider services based company that wants to land a specific logo or specific logos going forward. And then backfills with all of the motions necessary to create sales opportunities for themselves with that targeted group. And that's really the secret sauce if you will. This AND A LOT MORE.  Listen in now and/or read the full transcript on the Heinz Marketing Blog starting Mon. 10/12/20 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.

Is Outbound the New Normal? How Prospecting has Changed in 2020

 This week's show is called "Multichannel Marketing Best Practices and Success Stories" and our guest is Nick Runyon, CMO at PFL. Ryan and I are talking about tactile marketing, talking about building relationships and the value of still leaning in on a non-digital world when we can. Ryan say of PFL "... we are a marketing technology company. We have a SAS solution that coordinates tactile marketing, direct mail, dimensional mail with your digital marketing efforts. So, we integrate with your CRM or marketing automation platform to have a true multi-channel experience by that coordination, the orchestration of the physical and the digital. And, we leverage a long history of printing expertise in order to have that entire vertical integration operating at peak capacity for all of our customers." What we've seen is what you would expect that the warmer the contact, the more relationship that you have there, the more impactful it is. And the more quickly you can connect with a prospect and carry that conversation forward, what we've seen is what you would expect-- the warmer the contact, the more relationship you have, the more impactful it is. And the more quickly you can connect with a prospect and carry that conversation forward. This and a lot more!  Listen in now and/or read the full transcript on the Heinz Marketing blog starting Monday, 10/05/20 at 6am PST.     Listen to full recordings of past shows everywhere you listen to podcasts! Spotify,  iTunes, Blubrry, Google Play, iHeartRADIO, Stitcher and now on Amazon music.   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.

Multichannel Marketing Best Practices and Success Stories

 This week's show is called "Actions Sales Leaders Need to Take in a Recession" and I'm joined by Steven Benson, CEO of Badger Maps.We've all been faced with headwinds this year in terms of shifting demand, shifting way people sell, opportunity and challenges. I ask Steven about the advice he has given to the outside world and how much of that have he had to apply to his own business.  Steven talks about the importance of changing your messaging to better fit with the world and the mindset customers and prospects are in, in a down economy versus a good one.  Specifically, helping companies to do more with less. And then, showing prospects exactly how much in terms of dollars, you'll be able to help them do more with less. It could be less money, manpower, resources, whatever. We went through this exercise ourselves. It's a good example, but when times are good, the sales team and the marketing team at Badger, their messages is, "Hey, we're going to... We'll help you sell 20% more with your field sales team". And we shifted that messaging to, with Badger Maps, your outside sales team can generate the same revenue, even though your team is 20% smaller. And there's a huge difference in these two things, even though it's basically saying the same thing we're going to help you do better, but then one of these messages resonates way more with prospects in a down economy than the other. This and A LOT MORE!  Listen in now and/or read the full transcript on the Heinz Marketing blog starting Mon. 9/28 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

Actions Sales Leaders Need to Take in a Recession

 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.

Creating a Predictable Pipeline with Special Guest, Cheri Keith

 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.   "...bring your empathy to the fore and start putting yourself in the shoes of those customers. We asked ourselves what message is changing right now? What do clients and prospects need to hear? And we decided for us the best thing we could do was be a source of information and education." We also talk about how resiliency is super important in a leader.  This AND A LOT MORE.  Listen now and/or read the full transcript on the Heinz Marketing blog starting Mon. 9/7 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

 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. Even though many people haven't heard of it, most people have been a beneficiary of it. Design thinking is an innovation process. I ask Ashley if there are particular organizations better suited for this approach.  Also, are there some were she sees particular red flags or warning signs or signals that this approach would be particularly useful? I think the more complex a sale is the more useful this approach is.  Let's say you're selling something very simple, like water filters and you don't have a whole lot of options here, and it's not that complex in terms of the need, then you don't need to go into this, co-creative mode. You don't need to do deep discovery. Whereas if you're selling a complex, say software system, you really do need to be on the same side of the table as your customer to figure it out together. There's so much unknown. There's so much ambiguity. And that's where I think some of these tools become particularly useful. We talk a little bit about the discovery process in this approach and  how it sometimes differs from the typical list of discovery or qualification questions that a seller might use. This and a LOT MORE!  Listen in now and/or read the transcript on the Heinz Marketing blog starting Monday, 8/31/20 at 6am PDT.  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 contact Sheena. 

How Design Thinking Can Help You Sell More

 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.

Best Practices for Managing the B2B Prospect Exeperience

 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." I think where the last couple of months have shifted, since in-person experiences have dissipated and now we're a hundred percent virtual, is that people are also recognizing that there needs to be production value. I think that when people are now getting so much webinar fatigue and Zoom fatigue that they don't want to sit and watch a square box with someone talking with slides right next to it, they're looking for something high energy, and exciting, and, more importantly, different, I think, than anything.    I also ask Will what are we doing today in a virtual format that he thinks will sustain when we can get back together again... and if there are certain components of great events he thinks are at the top of the list, in terms of, if you nail this, it's more likely to be a top notch event. In other words, what are some of the foundations of great virtual events right now?   Listen in now for this and a lot more and/or read the transcript on the Heinz Marketing blog starting Mon. 8/17/20 at 6am PST. to hear Will get super tactical (Yes, start with the strategy, then move into tactics).   _______________________________________________________________________________________________ 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

 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. We talk about the new book, Follow Up and Close the Sale: Make Easy (and Effective) Follow-Up Your Winning Habit. And we talk about the work he's doing around customer experience and the law and the entire customer life cycle as well. We don't get a lot of people on the show that can talk about cognitive behavioral therapy. We also talk about his background and experience around research in this area and how it relates to sales. This and a lot more!  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.

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

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." One of the things we're talking about now is shifting from just looking at it as your brand to really what's your digital presence? How do you show up when someone's trying to look you up digitally? Because that's where everyone's starting now. What should my brand be? Should people be thinking about certain focus areas or certain areas of consistency? Should they alternatively just say, "Hey, listen, just be yourself," and that's who you are? What are some things you recommend to help be consistent in sharing content? What are some best practices you recommend to just be better at sharing consistently? I think social is fundamentally the best starting point for building a personal brand because it's interactive. Mike answers these questions, shares what is and isn't working, and a lot more.  Listen in now or read the full transcription on the Heinz Marketing blog starting Mon. 8/3/20 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. 

Learn How Personal Branding Can Have an Impact on Personal Selling

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.

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Sales Pipeline Radio

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