Sales Pipeline Radio

You can also read the transcript (and listen to this episode) on the Heinz Marketing Blog  Listen in on a great discussion about Integrated Marketing.  Joe believes marketing (and economics) are about the audience and never about you.  Find out how a Government Major ended up in B2B Marketing and if he cares about events like Webinar World making money or not.   ----more---- Listen to the end to learn who has inspired and influenced Joe in his marketing career.    As CMO, Joe Hyland is responsible for driving the global marketing, communication and brand strategy for ON24. He has over a decade of experience creating and marketing innovative products in the enterprise and SaaS software markets. Before joining ON24, Hyland was the CMO at Taulia, the SaaS market-leading financial supply chain company. He holds a Bachelor’s degree from Dartmouth College.  

This week our own Josh Baez, Marketing Engagement Manager at Heinz Marketing joins us in an episode called, "The Power and Pitfalls of Commercial Insights" We talk about (among other things): ----more---- The importance of research and commercial insights in the market today and some best practices and related pitfalls   What goes into creating good research (valid research that can stand up) Statistical significance Creation of content Promotion of content When you get it done, what do you do with it to get the most out of it and to have the best impact on your business Context Curiosity Read the full transcription 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.

We were thrilled this last time to talk to Jerry Brooner, chief revenue officer for Scout RFP, in an episode called, "From Investment Banker to CRO: Lessons about Career Pivots and Managing Pipelines".  We talk about sales and marketing working together, everything from objectives to function to culture. We also talk about the complexity and the historical pain inherent in the RFP and sourcing opportunities as well as how to balance growing in your career, giving back.... and more!   The full transcript will be on the Heinz Marketing Blog starting 7/29/19 at 6am PT.  

Listen in when we'll discuss The Power of Storytelling in B2B Marketing. Host Matt Heinz talks with Lauren Patrick about: ----more---- How Terminus led the charge into ABM Why storytelling is an important function of branding for startups Why aligning content to every stage of the customer journey is so important Why Customers don’t care about you until you care about them Defining a Revenue Focused Marketer Why people want to hear stories they care about  Lauren Patrick, Storyteller at Terminus.   Lauren Patrick is the Storyteller at Terminus, and Editor at PrettySouthern.com.  She was employee #12 at Terminus, the leader of the account-based marketing (ABM) movement. Lauren joined the company in 2015 right after they raised their seed round. Today, the company has more than 120 employees, 400 customers, and rapidly growing. Lauren is a graduate of the University of Georgia's Grady College of Journalism & Mass Communication and she discovered her passion for niche marketing during her time as editor of UGA's newspaper, The Red & Black. Before coming into the digital world, she worked for print publications Gwinnett Daily Post, Jezebel Magazine, AutoTrader.com, plus managing the Services category for RaceTrac Convenience Stores. 

Our guest is Henry Schuck, co-founder, and CEO of DiscoverOrg, the leading sales, and marketing intelligence platform. Under Henry's leadership, DiscoverOrg continues its exponential growth path. ----more---- What to expect: Journey to 24k Demos/Year from the SDR team: Implemented new hiring methods Created new inbound/outbound team structure Better aligned SDR team w/ Marketing Invested in new Marketing leadership The tech stack:  Highest quality data available remained the foundation SDR incentives:  competitions, awards, clear career path Created a culture of “No politics. No B.S.  No a-holes ”Challenged SDRs to become 1% better each day Bring  Finance team in as an accountability partner Metrics:  What we look for from inbound and outbound teams Henry’s involvement: from “When it’s bad” to “When it can get better” Personal attention, mentorship, and encouragement are all key to keeping the team on track Encourages the rest of the team to stay accountable, hold one another accountable Why being paranoid when it’s good….is good Need to ensure repeatability of excellence The results:  24,000 demos booked in a single year About Henry Schuck: Henry Schuck is a leading entrepreneur in sales intelligence and lead generation. Having founded DiscoverOrg in 2007 when he was 23, he has led the company on a rapid growth path including funding investments from the likes of TA Associates, Goldman Sachs BDC, FiveW Capital, and NXT Capital. Under Henry’s leadership, DiscoverOrg built the industry’s most accurate, highest-quality contact database, through a mix of technology and a team of live researchers who continually call into thousands of IT, marketing, HR, and finance departments. DiscoverOrg was recognized for the quality of its datasets with both a Stevie® and a CODIE award. It was also named a Leader and ranked Number One in customer service by G2 Crowd. Before founding DiscoverOrg, Henry managed marketing and research at iProfile leading the company to a successful private equity sale. He is a cum laude graduate of the University of Nevada, Las Vegas where he was selected in 2013 as the Honors College Alumni of the Year. He also holds a Juris Doctorate degree cum laude from The Ohio State University Moritz College of Law and has studied comparative law at Oxford University. He is a licensed attorney in Washington and Nevada.  

This time we have one of the most famous, one of the most, in my perspective, inspirational sales authors, speakers in the circuit today, Mike Weinberg, who is the author of New Sales Simplified and the new book Sales Truth.  I'm calling this one Sales Truth: Blunt, No Nonsense Advice from Mike Weinberg ----more---- One of the things I've always really appreciated about his content and approach is that it is no-nonsense. It is no spin. It is direct to the truth.  Plus, we talk some sports too! Listen in now and/or read the full transcript on our blog starting Monday, 7/8 at 6 am pst.   I keep reading ...everything in sales has changed and that nothing that used to work still works today. That's the furthest thing from the truth I can imagine.

Maureen Ezekwugo, Executive Vice President of Doctor Community and RealSelf. is interviewed by host Matt Heinz. Get pointers on how to take your sales career to the next level. Points to include: ----more---- Where to start if you want to take your sales career to the next level Four traits or skills needed to make it in sales management. How to position yourself for the next opportunity to advance your sales career. If you don't know Maureen yet, here's a bit about her: Entrepreneurial senior sales management and operations leader with a record of achievement and demonstrated success driving customer acquisition and multimillion-dollar sales growth in an inside sales and call center.

Can You Predict Your Next Customer? Exploring the Intersection Between AI & ABM Host Matt Heinz interviews MRP CEO Kevin Cunningham and they discuss the results that an enterprise-class account-based marketing platform can bring a company’s pipeline and revenue. They talk about: ----more---- How to leverage predictive analytics (PA) and AI to help companies better understand their target markets Why PA and AI have allowed marketing to scale an entire target market The value of AI which can look at a lot more data than has been possible in the past Why the PA and AI combination shortens the whole process of getting prospects into the pipeline How PA and AI find the right buyers at the right time Why Predictive and ABM go hand in hand Why AI is table stakes Intent versus Predictive as a data source Why Predictive improves the effectiveness of targeting ability Why ABM powered by Predictive Analytics impacts sales About Kevin Cunningham  CEO, President & Co-Founder of MRP Kevin co-founded MRP in 2002. After years of successful growth in the US market, Kevin led the First Derivatives, PLC acquisition of MRP in 2008.  In addition to his role as CEO, Kevin serves on the board of Executive Management for First Derivatives. Since 2007, he has also served on the Board of Trustees of Settlement Music School, the largest community school of the arts in the United States. Prior to founding MRP, Kevin held several sales and consulting positions with technology companies now owned by Infor and Oracle, and began his career with PriceWaterhouseCoopers. He has a bachelor’s degree in accounting from the University of Delaware and earned his CPA license. Kevin enjoys music, cycling and traveling. About MRP Founded as a company focused on providing net new sales opportunities for marketing and sales teams, MRP has evolved into a leading global predictive intelligence organization, combining cutting-edge predictive analytics with a full suite of account-based marketing services to acquire new customers, faster. Alongside Kx , MRP is a division of First Derivatives plc. As a global technology provider with over 20 years of experience working with some of the world’s largest institutions, Kx technology delivers the best possible performance and flexibility for high-volume, data-intensive analytics, and applications across multiple industries, and is the driving force behind MRP Prelytix.

Listen in as I to talk to Ryan Luckin, VP of Marketing at LevelTen Energy in this episode called, "Balancing Brand and Demand: How to Drive Short and Long Term Marketing Objectives" ----more---- After some fun sports talk ... we talk about balance between brand and demand ... about the intersection of brand and demand and how important, I think brand has always been quite frankly, the driving of demand. But now more and more markers, more and more companies, are realizing that that needs to be a defined and measured and a prominent part of their marketing mix.  I ask Ryan, at LevelTen now for almost two years, how they are thinking about that balance that is investing in the brand but also feeding a sales organization and driving some revenue responsibility? Ryan says "Let's really focus on the demand generation but the brand (and I'm using air quotes, realizing nobody can see it). The brand has to be a bi-product of that. So what does it look like? What are the messages you're actually saying? And how are you saying them?"  Listen in for these answers and a lot more!   The full transcript and recording will be on the Heinz Marketing blog starting 6/24/19 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.

Talking today with Kris Rudeegraap, CEO of Sendoso, a fast-growing MarTech company that really helps create better customer experiences and is improving communication and getting attention from your target prospects. ----more---- We talk about the idea of personalization at scale. And personalization at scale doesn't mean you're doing everything in an automated way. Sometimes it simply means you have a system and a process to allow you to more efficiently personalize what you're doing, and it makes a difference. I think when you've got a set of target accounts, the question you need to ask isn't how much does it cost. The question more is "what is it worth?", "what is it worth to maybe not necessarily just spend more money, but also spend a little extra time creating something special?". And I think that's part of why I think creating a systematic way to really make a mark and stand out is so popular right now. Sometimes it's not just about getting the demo or getting you to come to our webinar. Sometimes it's creating a unique experience that is memorable.  Listen in now for this and a lot more.  Read the full transcript on the Heinz Marketing Blog starting Mon. 6/17/19.