Sales Pipeline Radio

Will this be Trish's last book?  The Sales Development Playbook. Listen in as Trish and Matt discuss the distinctions and blurred lines of inside sales and field sales.  Is one superior to the other? The buyers have changed the game.  Learn what they want and what it means for you.  Originally aired 3/17/16.  

Matt Mayberry, a former NFL linebacker for the Chicago Bears joins Matt Heinz on today's episode.    Matt Mayberry is currently one of the most read columnists for Entrepreneur Magazine, as well as an acclaimed keynote speaker, consultant and peak performance strategist. As the CEO of Matt Mayberry Enterprises, a training and consulting company, he specializes in maximizing the performance of individuals and organizations all over the world. Matt is Indiana University’s current record holder for most sacks in a single game and was the team recipient of the prestigious Howard Brown Award, which exemplifies leadership, courage and work ethic. With a 4.45 forty yard dash, Mayberry was signed by the NFL Chicago Bears in 2010. Reaching the pinnacle of his sport, he suffered a life-changing injury. It was this event that inspired Mayberry to embrace his true passion—his true gift—helping others achieve massive success by learning how to turn failures into gifts. As an in-demand keynote speaker, Matt is known for his innovative ideas on how to dominate, turn failure into gifts, improving sales effectiveness, and elevating human potential. Matt delivers keynote speeches with a strong focus on delivering actionable ideas and strategies designed to maximize business and personal performance. He addresses tens of thousands of men and women each year – on the subjects of peak performance, overcoming adversity, motivation, culture, and teamwork. Growing numbers of people are taking notice of Matt Mayberry. His clients include major corporations, Fortune 500 companies, NFL and NBA teams, government, civic and nonprofit organizations, professional associations, hospitals, and universities. Matt is extremely passionate about creating an unforgettable experience for every audience that he speaks to. He inspires audiences with a combination of powerful stories, current research, and past experiences from his own life and athletic success that resonate long after each event comes to an end. Attendees leave every event with a detailed and specific action plan for applying their new ideas once they get back into their own routine. Matt has been rated one of the top speakers at every event he’s keynoted. Throughout his career, he has been featured on numerous media outlets including NBC, Fox News, Business Insider, MSN Lifestyle, Fox Business, ABC, and ESPN to name a few. A partial list of his clients include Fifth Third Bank, USA Hockey, DuPont, Union Pacific Railroad, and Lowe’s. Matt is writing his first book, Winning Plays, planned for release in September 2016. He currently resides in Chicago, Illinois. His personal interests include sports, fitness, golf, reading, the arts, spirituality, and spending time with his family and friends.

We have a great author, Rick Cheatham a co-author of the new book – Selling Vision: The X-XY-Y Formula for Driving Results by Selling Change. Rick Cheatham leads the US Sales Practice for BTS. He works with clients such as Google, Salesforce.com, and IBM to drive their sales efforts into the future. Rick leads a team of over 20 consultants and conceptualizes many of the BTS solutions deployed in the US. He is passionate about making work a place salespeople come to be successful, is totally pragmatic and experienced in getting results through being a purpose-driven leader, and has an uncommon balance between vision and how things really get done.  Prior to BTS Rick was a sales leader for both regional and global account teams. Ultimately he led the sales force of a $1B business unit through a restructuring and shift in how they sold has shaped his thinking on how organizations can change what and how they sell faster and more effectively.  Rick lives in Austin with his wife, Jen, and four kids.

TRISH BERTUZZI President & Chief Strategist Novelist Jonathan Franzen said, "One-half of a passion is obsession, the other half is love." With that in mind, ask anyone who's met Trish and they'll tell you - she is passionate about inside sales. Trish often remarks how lucky she is to work with an amazing team at The Bridge Group, helping sales and marketing leaders make the big decisions: on implementation strategy, performance improvement process, supporting technology, and metrics and measurement. Over the last two decades, Trish has promoted inside sales as a community, profession, and engine for revenue growth. In the process, The Bridge Group has worked with over 200 B2B technology clients to build, expand, and optimize their inside sales efforts. Through a combination of hard work and timing, Trish and her team's research and ideas have been featured on Inc.com, in Forbes, by associations like SLMA and AA-ISP, and across more than 68 sites in the sales and marketing world. Author of the #1 Amazon bestseller:The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales

I have a very special guest Meagen Eisenberg, who is the CMO of MongoDB. She has just done so many things in the B2B marketing world. We’ve been featuring guest experts on the sales side,so finally we’re going to spend a little time in the next couple episodes on the marketing side of the business and talk particularly to marketers that are embracing revenue responsibility, that are taking advantage of the opportunity from a cost center into a profit center. It’s so important in B2B marketing these days to make sure that what you’re doing is driving to business results,and I can’t think of a better person to feature than Meagen from MongoDB. Listen to find out what Meagen sees as the trends that will hone how B2Bmarketers focus and where she thinks B2B marketers are going to increasingly need to "lean in" to continue to be successful.  Find out what her marketing stack is and how she built her team.  Meagen brings more than 19 years of experience in the high-tech industry to her role at MongoDB. She has been recognized as one of the Top 50 most retweeted by mid-sized marketers according to AdWeek and one of the Top 25 B2B Marketing Influencers according to InsideView. In 2014, she won the Marketers that Matter award. Additionally, she won the SuperNova Award in Matrix Commerce from Constellation Research in 2012 and the Marketing Visionary Markie award within the marketing automation field in 2011. Meagen advises for several tech startups and before joining MongoDB, she was the Vice President of Customer Marketing and Demand Generation at DocuSign. She also held previous positions with ArcSight, an HP Company, TRIRIGA (acquired by IBM), Postini (acquired by Google) and IBM. Meagen has an MBA with a focus on marketing and strategy from Yale School of Management and holds a B.S. in MIS with a minor in CSC from California Polytechnic University at San Luis Obispo.

Matt Heinz agrees Josiane Feigon, one of his insides sales world heroes, is scary right when it comes to Inside Sales (aka "Sales") predictions and trends.  Listen in on their conversation to decide for yourself and check out Josiane's FREE trend report below from Tele-Smart.com.  Don't miss the end where she shares what she thinks it takes to stay relevant, focused (and employed) and how sales organizations can keep their talent happy and smart.  Inside Sales Trend Reports There’s never a dull moment in the inside sales world. This rapidly changing profession is exploding today, so how do you keep up, staff up,and prepare for the coming year? Our trend report is 100% accurate – loaded with advice on tactics, tools and talent. Sign up for our newsletter and receive our trend reports as an added bonus. – Download the 16 in 2016 Inside Sales Trend Report here–

Not just a book review,Hear Aaron Ross highlight the seven parts of his new book, "From Impossible to Inevitable". Aaron tells Matt,  the different parts are really the template for growth that a lot of the fastest growing companies in the world follow. He also explains why "if you give up too soon, or if you don’t keep taking the steps, that’s the problem people face—or basically unfair self-criticism.You need to struggle. You can’t create something great without the struggle.It’s okay. Everyone goes through that." I will say, this book is not a culture book. This book is not a management book. It’snot even a sales book. It’s a growth book." Listen to learn why Matt says he can’t recommend this book enough.From Impossible To Inevitable. You can learn more about the book right now at the website www.fromimpossible.com. You can pre-order a copy.There’s a great set of gifts available to those that download the book in advance. There’s a chance to get some free tickets to the SaaStr conference,there are some other awesome resources available online. So go to www.fromimpossible.com to check it out.

Keenan has over 15 years of experience in sales leadership and leading sales team. But that doesn’t get him too excited. He’ll tell you it isn’t much of an accomplishment. Keenan says, “Staying above ground and not doing anything stupid enough that would prevent a company from wanting you to run their sales organization isn’t much to brag about. Staying power isn’t impressive. What is impressive is what one absorbs from their years of experience.” Listen in for some quick hitting tips to get you started TODAY!

Would you like to reach every key buyer in one call? Would you like a consistent stream of qualified leads? Would you like a conversion rate of prospect to client of more than 50 percent? If you answered "yes" to any of those questions, then you're in the right place. Our guest has written two books, owned her company for 20 years, and has won multiple awards for her social media presence. When she's not working, she hikes, swims, travels the world, and spends a huge amount of time with the four most amazing grandchildren in the world. Please listen to the replay with author, speaker, and sales contrarian, Joanne Black!Or, on our blog, starting 2/1/16, listen to and/or read our incredible conversation.

In this Q&A Session, Host, Matt Heinz explores customer communications options as it relates to increasing engagement. Conrad Bayer works with early stage enterprise software companies to provide guidance, insight, and leadership to grow the business and build shareholder value. Conrad also possesses a broad range of skills focused on understanding enterprise customers and the engineering background to deliver great software products. Additionally, he has successfully created an enterprise software company which was acquired by Microsoft in 2005 and is currently the CEO and Co-Founder of Tellwise, a communication platform which delivers quality insights to help salespeople sell smarter. Tellwise is smarter customer communication that drives significantly more customer engagement for sales teams of all shapes and sizes. From field sales and partner channels, to inside sales and customer care, Tellwise delivers a richer, more robust experience that speeds the sales cycle and creates happier customers. Seller productivity. Pipeline insights. Customer experience. That’s Tellwise.