Sales Pipeline Radio

What are we really doing to get prepared for the next selling season? We’re taking a look at why a lot of people don’t hit their number. Any time there’s an end of month or end of quarter, it’s a good time to reflect on what went well and perhaps what didn’t.  We’ll take a look at some things companies can do monthly or quarterly to review how sales and marketing is working. “Everyone has a plan until you get punched in the mouth." Why aren’t you making your sales goals?  1. You don’t have a plan to begin with - Setting a sales goal is NOT a plan. 2. You don’t commit the resources required to sell - do you understand what you need? No guest today, but we took live calls, which is a first for us - we tried something new for this show. Matt covers topics including, “How big does your pipeline need to be?” and “How many qualified leads do I need?” Don’t miss this episode! It’s basically a free consultation.

Listen in as we hear from Sedric Hill, Entrepreneur, Author, Thought Leader, Business Coach, Consultant, Sales Expert. The journey to creating a more profitable business can only begin when people identify specific knowledge and skills that are necessary to skyrocket their businesses. In order to do so, they must learn how to unlock implicit cognitive skills present in everyone. Consciously applying these skills will help to increase profitable sales as well as overall personal success. In order to avoid wasting valuable selling time, business professionals must harness what the author calls “the expert advantage.” Simply put, they must learn how to communicate persuasively with clients, prospects and other stakeholders. Connecting with their audience is simple once the essentials that most influence successful outcomes are learned. Cognitive-based skills for communications are rarely taught today, especially in the sales and marketing fields. Hill, however, believes such skills are critical for anyone whose success depends on persuasive communication. He proposes two methods for increasing these mental skills, one cognitive and one app-based, that enhances skills with minimal time and effort. Novice and experienced salespeople can both learn from the strategies Hill presents in this book. Additionally, trial lawyers or people in any field requiring the use of persuasive communication will find Hill’s suggestions beneficial. Succes http:// s in selling is not reserved for the experts; with the right tools, anyone can cross the bar to the next level of sales performance. If you would like more information about this topic, or to schedule an interview with Sedric Hill, please call Nickcole Watkins at 516.900.5674. About the Author: Sedric Hillhas twenty-five years’ experience working in sales, training and development, and senior management. He has written several articles for mailing industry publications. Additionally, he is president and co-founder of Sales Development and Performance, a sales training and consulting firm located in Irvine, California. Expert Selling: A Blueprint to Accelerate Sales Excellence by Sedric Hill was released by Morgan James Publishing on May 3 2016. Expert Selling—ISBN 978-1630477165—has 254 pages and is being sold as a trade paperback for $17.95.

Brian Hansford has been with Heinz Marketing for over four years running their marketing department. He's the head of Marketing Technology. They started with the overall landscape and Matt asked: How do you recommend a strategy? Brian says to: Assess your current state: what people, what workflow, what tools, what data, are you currently using. Identify what are your objectives are: customer engagement, revenue objectives. Think about these first and the technology after. That path will lead you to a technology structure that will support your objectives. Keep it simple to start with. You want to make sure you have good utilization of your CRM and then move on to your marketing automation. If you start buying these niche platforms you'll end up with a ball of gum. It will be hard to measure success and efforts coordinated.  Continue this conversation with Brian on Twitter: @remarkmarketing How do Martech & Salestech work together? How do you prioritize? How do sales teams prioritize to maximize their active sales time? You'll have to listen to get the answers. Logical tips and steps you can implement and explore immediately.

Joining us for this episode is Norman Behar, CEO & Managing Director at Sales Readiness Group and co-author of:  The-High Impact Sales Manager.   This book draws on over 30 years of personal experience and our proven sales management training methodology. What makes this book unique is that it is highly practical and provides sales managers with the systems,processes, skills, and techniques to: Hire the best people and hold them accountable. Manage sales performance by focusing on the underlying behaviors that drive results. Manage the sales pipeline and produce accurate sales forecasts.  Provide personalized sales coaching that results in better skills and hire win rates. Lead, motivate, and inspire their sales team.

Our Guest this week: Sanjay Puri, Co-founder & Partner at 9Mile Labs 9Mile Labs is a high-tech accelerator based in Seattle, WA, focused on Enterprise / B2B software and cloud technologies.Are there fewer start ups in the B2B space?If so, why?Consumer side startups sometimes have good crazy and some bat-poop crazy ideas - that's what innovation and entrepreneurship are about. The ideas flow freer with B2C.Enterprise level B2B start ups usually started out in the industry for year seeing the pain experienced and wanted to solve those pain points.It has to do with a vision around a product. But what is lacking is the customer conversation and intimacy to take the initial idea and taking it to a bankable product or service.It has to be incessant customer conversations involving insights as to how this idea will be shaped moving forward.You need to listen to this show for the insights and experience by 9Mile Labs and Sanjay directly.Sanjay started his career building database applications at Oracle. Sanjay co-founded thinkIndia.com in 1999 which exited successfully in 2001. As a products executive at startups (iConclude, Opsware, Edifecs) and large companies (Microsoft and HP), Sanjay has helped companies achieve successful exits and exceptional revenue growth. Sanjay holds a B.S. in Electrical Engineering and an MBA.Listen in on our lively discussion.

What an honor to have Jill Rowley with us, the queen of social selling herself.   Keynote Speaker ** Social Selling Evangelist ** Startup Advisor ** Modern Marketing Expert ** Change Agent During this episode Jill shared her thoughts on social selling and the fact that it can be a differentiator, but it is sitll an incremental channel. Traditional channels are not dead: phone, email.  Social selling is a refined and updated way of selling.   Jill lives by a few hashtags, this one, in particular:  #knowthybuyer - you need to understand the world in which your buyer lives: demographics, industry. She saw the changing buyer, how they were transforming by doing research on the web. leveraging content to self-educate. Buyers are allergic to being sold.  She tells us, "My job is to help you, not sell to you. My job is to BUILD relationships of credibility and trust. The modern seller has to be one that is willing to help." Find Jill's original content via LinkedIn and all things Jill on JillRowley.com Leveraging other people's content from the industry. Great way to build relationships and share posts of value. Best of the best curated content. Learn from her example - sharing other people's content broadens your views, knowledge and shows your value to your readers and those who produce the content you share. What does that mean for traditional channels like phone and email? Prospects are used to the old way of: Call, email, call, email. And they respond with: Ignore, delete, ignore, delete. Give them something VERY specific to that individual, company or industry that gives an insight - something of VALUE to them - then they respond. Social is the channel to do research to be relevant, to build relationships.  You'll have to listen to the show to get the rest of her insights and tips.

Join us as we talk to Dave Stein, co-author of BeyondTheSalesProcess.com. Sales people are focused on the immediate deal. We get that. You may win that deal, but that isn’t the way to build a long-term relationship with your customer. And we all know that acquiring the next new customer is far more expensive than growing with your exiting ones. Dave and Steven’s book has some very positive and in-depth reviews on Amazon,and it’s certainly clear readers are finding immediate takeaways. Check out their customer-focused book, which includes some top-notch companies and industry leaders from across the globe. Each one talks about a customer, and even brings their customer into their case study. The reader is taken on a journey starring real companies,real people and their real customers. Learn about their 12 strategies that illustrate the Engage/Win/Grow approach. Words like customer, trust and success seem to jump off the pages and this book doesn’t relentlessly focus on closing deals as some sales authors do. On Monday, 5/30, find the full transcript and links at Heinz Marketing.com. Live on Thurs. 5/26, Listen in at 11:30 am PT when the Queen of Social Selling, Jill Rowley joins Matt Heinz live here on Sales Pipeline Radio.  

Guest Jay Baer, to most, needs no introduction.  We know he helps business people fundamentally rethink their approach to marketing and customer service, helping them gain more customers and keep those they’ve already earned. Jay and Matt talk about Jay's book"Hug Your Haters"  Jay Baer is: An experienced pro, having given hundreds of insightful, humorous presentations world-wide to audiences as large as 10,000 A renowned business strategist A popular emcee and event host A New York Times best-selling author of five books An advisor to more than 700 companies since 1994, including Caterpillar, Nike, The United Nations and 32 of the FORTUNE 500 An entrepreneurial success story, having started five multi-million dollar businesses from scratch Founder of Convince & Convert, a strategy consulting firm that helps prominent companies gain and keep more customers through the smart intersection of technology, social media, and customer service A media brand. Jay’s Convince & Convert Media division runs the world’s #1 content marketing blog, multiple podcasts, and many other education resources for business owners and executives An active venture capitalist and technology advisor, as well as an avid tequila collector The world’s most retweeted person by digital marketers The world’s #2 most retweeted person by B2B marketers A go-to source for the press including NPR USA Today,Time, Real Simple, CBC Host of the popular Social Pros podcast, named the best marketing podcast in the 2015 Content Marketing Awards

Listen in on Dave Crenshaw's discussion with Influencer,  Matt Heinz as they touch on (among other things): Dave Crenshaw's connection to Chuck Norris Focusing on what you do best Why it makes sense to make your strengths stronger vs. working on your weaknesses How to create a rhythm in your schedule and allocate, protect, and devote time to the things most important to you Keys on how to make the change Why it's not discipline as much as conditioning as a result of repitition What's new with Dave-- is the rumor about a new book true?  Take advantage of the special deal Dave made with Lynda.com (he calls it the NetFlix of training) where you can find, in addition to Dave's 15 short but powerful videos, great training of all kinds-- 30 day free trial (normally 7 days!) go to www.davecrenshaw.com/free.   About our Guest: Dave Crenshaw is the master of helping business owners triumph over chaos. He has appeared in Time magazine, FastCompany, USA Today, and the BBC News. His first book,The Myth of Multitasking: How ‘Doing It All’ Gets Nothing Done, has been published in six languages and is a time management best seller. His latest book, The Focused Business: How Entrepreneurs Can Triumph Over Chaos, is also a small business best seller. As an author, speaker, and business coach, Dave has transformed thousands of businesses worldwide. Website: http://www.DaveCrenshaw.com LinkedIn: http://www.LinkedIn.com/in/DaveCrenshaw Twitter: http://www.Twitter.com/DaveCrenshaw

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?". “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, straightforward idea that will radically change the way you communicate. Learn the skills that George Lucas, Lee Trevino and Walt Disney used to become successful. Read So What? How To Communicate What Really Matters to Your Audience.