Sales Pipeline Radio

Join us for this episode which is a five-minute definition of Sales Enablement from Jim Ninivaggi, Chief Readiness Officer at Brainshark, Inc.  In this extract from the original program, Sales Enablement’s Evolution from a Front Row Seat with Jim Ninivaggi  Jim defines sales enablement in simple direct terms that can be applied at every B2B company.  Brainshark is one of the preeminent companies in the field of sales enablement. More about our guest:  Jim Ninivaggi Jim is an established thought leader and business analyst from his former role as the head of SiriusDecisions' sales enablement practice. He has researched and presented to business leaders around the world on advanced concepts in optimizing sales talent, maximizing rep productivity, world-class sales leadership and sales enablement technology. Jim has published more than 200 research briefs and engaged audiences at hundreds of conferences, forums, and executive presentations. Leveraging more than 30 years of B2B sales productivity expertise, Jim leads Brainshark’s sales enablement and readiness strategy. Jim previously worked as a sales enablement analyst with SiriusDecisions, where he provided clients with data, insight and thought leadership to maximize sales effectiveness and accelerate revenues. Today, he uses his knowledge and expertise to prepare the Brainshark sales force with the knowledge and skills to optimize every buyer interaction. More Ninivaggi on Sales Enablement The Continued Evolution of the Sales Enablement Function

Scott Ingram of Relationship One is our guest for Sales Pipeline Radio.  Ingram is the author of the recently published book “Sales Success Stories: 60 Stories from 20 Top 1% Sales Professionals.”  Host Matt Heinz asks Scott what he learned about being a successful sales professional from the those he interviewed for his book.  They discussed: How to work the mental game of sales: the importance of mindset How the top sales producers get to the top and the skills required to stay there Relationship-building methods to help you win and keep customers  Why it comes down to momentum! How humility and caring linked with confidence determines the top one percent in sales How to avoid the ego/arrogance trap How Scott’s Inspired Marketing Podcast  has helped Scott develop relationships What Scott is doing to setup a Successful 2019 About the Book: Sales Success Stories: 60 Stories from 20 Top 1% Sales Professionals Want to learn the insider secrets of the top 1% sales achievers? Discover the inspiring techniques of 20 sales VIPs so you can climb the ranks and bring in the biggest commissions of your career. Fed up with the same old sales results? Tired of advice from so-called sales gurus who don't actually sell for a living? Want to learn closing techniques from real-world doers? Account director, podcast host, and top 1% achiever Scott Ingram has spent his whole life obsessed with sales. With nearly two decades of sales experience under his belt, he’s ready to share 60 inspiring stories to help you finally sell like a heavy hitter. Sales Success Stories - 60 Stories from 20 Top 1% Sales Professionals is a powerful collection of the tales of triumph—and failure—from 20 amazing sales MVPs. Divided into four motivating sections covering mindset, relationships, sales careers, and sales processes, this book will show you how high achievers sustain stellar results on a daily basis. If you’re an ambitious and dedicated professional ready to climb the ladder to the top, then you need this road map to career victory! ___________________________________________ Thank you to our sponsor, MailTag.io. MailTag.io is a Chrome browser extension for your Gmail that allows you to track and schedule your emails. It’s a super helpful recommend if you’re in sales because you can receive real-time alerts, right on your desktop, as soon as your prospects open your emails or click links within your emails. For more info, be sure to check out MailTag.io!

  The best marketing and sales plans are the result of a process that addresses the business interests, revenue requirements and marketing goals of a company.  In this interview with TJ Waldorf, VP of Global Marketing for INAP, host Matt Heinz asks how INAP addresses the needs of the stakeholders to create a budget and plan.  In the first part of the interview we discuss the planning process, in the second half we explore how the budget is created.  Some thoughts: TJ.... Starts early, in August and September Get all parties on the same page to allocate resources of people and dollars Discusses how he aligned his marketing and sales team Explains the value of regularly scheduled meetings between sales and marketing Talks about the need to develop a return on investment model that the CEO and CFO buy into Goes into why creating a scorecard for marketing’s impact is important for everyone About our Guest: TJ Waldorf  Vice President, Global Marketing TJ Waldorf leads INAP’s global marketing organization as Vice President of Global Marketing. Prior to this position, he served as Vice President of Inside Sales and Marketing at SingleHop, which was acquired by INAP. His previous experience encompasses a broad spectrum of marketing, sales, operations and business management positions, including management roles at Phoenix NAP and Secured Servers. There, he led initiatives to increase global market share across several data centers with a broad IaaS portfolio of dedicated and virtual servers, colocation, private and hybrid cloud. About INAP At INAP, we make performance-driven IT transformations a reality every day.   The performance of your IT strategy depends on the performance of your infrastructure—its speed, resiliency and scalability.  But as increasingly complex data center and multicloud solutions transform the ways we power applications and connect them to people, achieving the performance vital to the purpose of your organization is no longer straightforward.   From data center location and compute environments to network security and interconnection, myriad factors dictate the performance of critical workloads and systems. Thank you to our sponsor, MailTag.io. MailTag.io is a Chrome browser extension for your Gmail that allows you to track and schedule your emails. It’s a super helpful recommend if you’re in sales because you can receive real-time alerts, right on your desktop, as soon as your prospects open your emails or click links within your emails. For more info, be sure to check out MailTag.io!  

Matt Gorniak, Co-Founder of G2 Crowd joins us as we talk about the power of reviews in B2B products.  Most of us use reviews either intentionally or subtly in so many decisions we make, whether we're buying something on Amazon, buying an app on our iPhones. But reviews are just as important for complex B2B technology decisions. In this episode we talk about how reviews might be a little bit different for those complex decisions, but also what Matt has learned about how important they are, and how directly linked they are to preference and decision making.

We loved having Anil Kaul, CEO at AbsolutData join us to talk about artificial intelligence. Read the full transcription on the Heinz Marketing blog starting Mon. 12/24/18 ".... we went from using data quite literally and quite directly to now using information to make conjectures and to create new experiences for customers. I think maybe five years ago, the big buzzword in B2B was maybe "social selling," "social media." A couple years later "account based marketing" and then we start talking about AI and I think there has been a lot of interest in artificial intelligence, a lot of discussion. I think inevitably that initial frothing turns into, "Well what exactly is it and how do we use it?" And you guys really have been at Absolutdata at the forefront of this. Listen as Anil talks about what AI means to him and about some of the practical applications that can help more marketers or more business leaders wrap their arms around how to leverage it.  ___________________________________________ Thank you to our sponsor, MailTag.io. MailTag.io is a Chrome browser extension for your Gmail that allows you to track and schedule your emails. It’s a super helpful recommend if you’re in sales because you can receive real-time alerts, right on your desktop, as soon as your prospects open your emails or click links within your emails. For more info, be sure to check out MailTag.io!

Read the transcript starting Mon. 12/17/18 on the Heinz Marketing Blog. We were thrilled this last time to talk to David Priemer (a repeat guest) in an episode called, "Cerebral Selling: How Science, Art and Metrics Combine to Exceed Your Sales Quota".   To get a glimpse of our conversation, enjoy this excerpt: Matt:  if you think about it like science, there're scientific systems. Whether it's, you know, the water table, or the meteorological systems, they're all based on certain amounts of rules, but those systems do tend to change over time. David:  If you're kind of an astute observer, you can see when those systems change. Certainly, over the course of the last 20 years, the world of sales has changed quite a lot. I just love applying kind of the lens of the curiosity, the why, to the world of sales. I just love seeing it evolve. That's kind of how I harmonize these two worlds. Matt:  I love that. You know, this is changing, of course, but there traditionally have not been a lot of educational paths in sales. We're starting to see some sales certificate programs and some sales management and sales mastery programs in higher education, but I think when you think about the people that tend to get into sales, it's a different brain set. Right? I mean, it's the left brain versus right brain. That scientific approach to selling, I would argue, is in the minority. I would say, in the follow-up question I was going to ask you before, is around just the connotation of science in selling. I think you've got a lot of folks that believe, that are in sales, that sales is an art, that if you put science behind it, then you lose what works on the periphery to build relationships and rapport, and you lose the uniqueness that each individual selling opportunity requires. But knowing your work, and seeing the work that you write, I know it's really, it's not one or the other, it's a combination of both. Talk a little bit from the science side how that really does help sellers. Then, marketers listening, as well, differentiate their work and impact. A big shout out to our sponsor, MailTag.io. MailTag.io is a Chrome browser extension for your Gmail that allows you to track and schedule your emails. It’s a super helpful tool  if you’re in sales because you can receive real-time alerts, right on your desktop, as soon as your prospects open your emails or click links within your emails. Thank you to our sponsor, MailTag.io. MailTag.io is a Chrome browser extension for your Gmail that allows you to track and schedule your emails. It’s a super helpful recommend if you’re in sales because you can receive real-time alerts, right on your desktop, as soon as your prospects open your emails or click links within your emails. For more info, be sure to check out MailTag.io!

Mastering your purpose & value with Mark Magnacca Mark Magnacca joins Matt Heinz on this episode of Sale Pipeline Radio!   Mark is the author of "So What?" and President and Founder of Allego, Inc.  Listen in to see why practice for sales professionals is so important and as Matt and Mark ask the question-- "Are you good enough?" ----more---- “Allego provides an intuitive just-in-time sales learning platform that boosts sales performance by harnessing the power of mobile devices to transform enablement and training through video content sharing.” Mark Magnacca, President of Insight Development Group, Inc. and markmagnacca.com, is a recognized business building coach, keynote speaker and author of "So What? How to Communicate What Really Matters to Your Audience" and "The Product is You." Mark's mission is to help sales professionals get greater results in less time by teaching his clients to put all of their communications, verbal and written, to the So What Test. By adopting a So What Mindset, clients learn to communicate and structure every message according the needs of the listener. Insight Development Group specializes in training clients to create crisp, concise and compelling reasons to set themselves apart from their competitors. By creating a personal brand and effectively articulating their value proposition, clients of Insight Development Group gain a huge competitive advantage and accelerate the sales process. So What? How to Communicate What Really Matters to Your Audience This concise book will help dramatically increase your effectiveness in any sales situation. Learn ten ways to apply the powerful So What Mindset in two hours or less. So What? is a seductively simple concept. More Essential Guide to Modern Sales Onboarding 4 Ways to Measure The ROI of Sales Training Technology  

I asked Patrick Morrissey, "What are some of the keys you find to building really high performance marketing teams that can deliver results?"  He said... "It's an interesting question because I think everybody comes to the notion of team a little bit differently. But I would say, particularly in marketing that, marketing is fundamentally a team sport. And not just on your team, but the extension of marketing into sales. So, there's a few different things I would call out in terms of focus on teams that I have found to be successful over time."  ----more---- "One is as a general rule when you're trying to put together a team, I would have a strong bias for athletes versus experts. Because, the pace of change across every business and across every market is so quick now, that there are a lot of people who may be an expert in a particular sub-discipline, who can't transfer those skills and can't help other members of the team. So one, I'd look for athletes not experts and people who can really work to solve the problem."  "The second thing, when you're thinking about marketing is really having an understanding and a focus on learning to try to understand the customer in the market. And a lot of that comes out of my heritage in product marketing, but also I think there's a lot of bias that people, particularly on the sales sides of this discussion have, that marketing does a lot of hand waving, doesn't really actually understand what's going on. And so you need people across the entirety of the team to really be focused on, not just the mission of the company and trying to produce a result, but really understanding the customer in the market." "And then the third thing I would say... specifically that helps inform teams, is look for people who have sales DNA. Because more often than not, the ... Having lived the life of somebody in sales and you had a great example, Elissa Fink was on with you a couple weeks ago from Tableau. She is a great example that proves the pieces in my mind, which is people who started early in their career or who have had experience in selling, have a lot more empathy for the realities of what it takes to generate an opportunity to get a deal done. But, also what results look like as measured by revenue, and I think all those things are important." Listen in to hear more! More from Patrick:   I am a growth-driven marketing, sales and business development executive in high technology focused on building high performing teams, building lasting relationships and delivering results. I am also an advisor to innovative start up companies. I run marketing, alliances and channels at Altify. We focus on making the lives of sales people better by delivering great software that help strategic sellers win the deals that matter. You May Also Like:    Predict Revenue Radio by Patrick Morrissey   Thank you to our sponsor, MailTag.io. MailTag.io is a Chrome browser extension for your Gmail that allows you to track and schedule your emails. It’s a super helpful recommend if you’re in sales because you can receive real-time alerts, right on your desktop, as soon as your prospects open your emails or click links within your emails. For more info, be sure to check out MailTag.io!

Listen in as I talk to Gillian Muessig CEO & Founder of Outlines Venture Group.  You can follow her @SEOmom  Check out the full transcription on the Heinz Marketing Blog starting Mon. 12/10/18. Gillian has and tells a great story with themes of resilience and challenges throughout.  Among other things we talk about the intersection of work and family and the fact that was more of a work-life mixture than a work-life balance.  She gives some great insights and background info about her time at Moz.   She says... "I guess the short of it is the hottest tip is, again, trust your gut. You know whom you should get into business and which ones you have to pass up. Have a rudder in the water. Know what's important to you in life and what you will prioritize and how that will change over time." Don't miss this one! Thank you to our sponsor, MailTag.io. MailTag.io is a Chrome browser extension for your Gmail that allows you to track and schedule your emails. It’s a super helpful recommend if you’re in sales because you can receive real-time alerts, right on your desktop, as soon as your prospects open your emails or click links within your emails. For more info, be sure to check out MailTag.io!

Our guest is Eric Spatzer, WW Sr. Manager Enablement Tools & Services at Citrix.  This program is an important eight-minute segment that talks about what it means to have the right sales funnel for your business. This is part of a previous interview about Sales Enablement at Enterprise Scale: How Citrix Does It ----more---- The host is Matt Heinz.  What is the right funnel for your business Making Content Count Across the Funnel Selling the Right Product for the right customer use cases About Eric Spatzer Experienced Business Development Leader with a demonstrated history of working in the computer software industry. Skilled in Analytical Skills, Coaching, Sales, Customer Relationship Management (CRM), and Management. Strong program and project leader with a Master of Business Administration (M.B.A.) focused in Finance, from Rollins College - Crummer Graduate School of Business. Citrix About Citrix Citrix (NASDAQ:CTXS) is powering a better way to work with unified workspace, networking, and analytics solutions that help organizations unlock innovation, engage customers, and boost productivity, without sacrificing security. With Citrix, users get a seamless work experience and IT has a unified platform to secure, manage, and monitor diverse technologies in complex cloud environments. Citrix solutions are in use by more than 400,000 organizations including 99 percent of the Fortune 100 and 98 percent of the Fortune 500.  You may also like:  Sales Enablement Live: New Insights & Research from Miller Heiman CEO Byron Matthews The many challenges of channel sales enablement & engagement with Justin Johnson ____________________________ Thank you to our sponsor, MailTag.io. MailTag.io is a Chrome browser extension for your Gmail that allows you to track and schedule your emails. It’s a super helpful recommend if you’re in sales because you can receive real-time alerts, right on your desktop, as soon as your prospects open your emails or click links within your emails. For more info, be sure to check out MailTag.io!