Sales Pipeline Radio

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It takes 6.8 Buyers to get a decision made.

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In this replay, we are very excited to talk with Jessica Fewless who joins us from DemandBase. We are going to be talking about the increased complexity of selling into B2B marketing; into B2B targets; the fact that the buying committee internally is getting larger, more complex. More than just picking off the right targets and speaking more precisely to the right people, organizing consensus inside of an organization to help increase sort of focus and velocity is what Matt thinks is a key part of ABM as well. He asked Jessica to talk a little bit about what that means and sort of that internal buying committee and how effective ABM can make sense of that.

Jessica told Matt,"this is really where sales can feel the most support from marketing is around this entire buyer’s committee because typically what they are going to be doing is they are going to be focusing on that person with the budget authority, need and the time light, right? That whole BAND model, because that’s a person who is going to sign the contract, right? So that is generally where their efforts are spent; one – because that’s the only person they actually have access to. So sometimes they act as a gatekeeper to the rest of that stakeholder committee but two – they only have so much bandwidth so they need to focus on that person who eventually is going to sign their contracts."

It was such a rich episode, we felt a replay was in order.

About Jessica Fewless, DemandBase

After 3.5 years at Demandbase (and 20+ years in B2B Marketing), Jessica has seen it all when it comes to Account-Based Marketing. Playing an instrumental role in Demandbase’s rollout of an ABM strategy, and educating over 1000 B2B marketers on the principles of ABM over the last 18 months, Jessica has become a resident expert. From building the right target account list and understanding the impact of ABM on marketing programs, to selling ABM within an organization and finding budget for your strategy, Jessica has worked with organizations to build, hone and measure the success of their own ABM strategies.  

How to increase your results 10X with Grant Cardone

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If you don't know him yet, it's time to know Grant Cardone. Join us for the provocative, maybe controversial conversation with a sales legend. While you are waiting for the show, don't miss his core package of MP3 books for your commute or flights. His success is legendary, his energy infectious. You do not want to miss this.

Conversational Sales Presentations

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Matt is inteviewing Nadjya Ghausi, Vice President of Marketing for Prezi. They'll take the topic of conversational sales presentations further. How a new approach to pitches can transform your engagement and results.

With a shift in approach, presenters can turn their presentations into dialogues, making them interactive and interesting enough to keep viewers tuned in while their pocket-sized screens remain in the pockets where they belong.

"They will also be touching on the recent study from Harvard University researchers, which sought to answer the question, "Does a presentation's medium affect its message?" The full content of that study can be found here."

Tune in for this conversation of ideas. Prezi would like to give you a gift for listening - their Conversational Presenting eBook.

About Matt's guest, Nadjya Ghausi

As Prezi's VP of Marketing, Nadjya loves building all-star teams with the power to drive global market leadership. One of the things she values most at Prezi is the ability to combine technology, data, and innovative storytelling to develop an authentic brand.

Before joining Prezi, Nadjya held leadership roles at E2open, Salesforce.com, Agile Software, and IBM, and was a management consultant at Gemini. She holds an MBA from the University of Chicago Booth School of Business, with an undergrad degree in Industrial Engineering (BSIE) from the University of Michigan.

Nadjya believes the secret to staying motivated is having a list of dreams that’s always a little bit longer than her list of achievements.

 

Marketing Performance Management Report Results

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We surveyed over 250 B2B sales and marketing pros to learn how they achieve and measure revenue success. Through their insights we’ve learned how B2B marketing teams are managing, optimizing and reporting their results under increasing revenue accountability.

Our research shows the best-performing companies have marketing organizations that share revenue accountability with sales teams. Companies are missing sales goals when their marketing teams don’t have revenue accountability or responsibility!  Matt is traveling, so we are fortunate to have our on VP of Client Services, Brian Hansford to host this week and go over the highlights from the report. 

Some of the points he'll be covering include:

• 64.2% of respondents report their marketing organizations have increased revenue responsibility and are achieving or exceeding revenue goals
• 71.3% of marketing organizations have increased accountability for revenue goals
• 61.8% achieve or exceed revenue goals because their marketing org has increased revenue accountability
• 63.6% experience improved sales performance their marketing org has increased revenue accountability
• 75% do not achieve revenue goals when marketing doesn’t have increased revenue accountability
• The #1 ranked success factor in achieving revenue goals is an effective marketing and sales partnership

Listen live, catch the replay or catch up on the report in the meantime here >

Influence – how to get it, earn it and keep it in B2B sales & marketing

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Matt's guest is Author of Top of Mind and he is the Co-founder and CEO of Influence & Company. Business is never “just” business. It’s always about relationships. It’s always about a human connection. When you’re viewed as a valuable, trustworthy partner, the opportunities are endless. Position yourself for success by establishing and developing content-driven relationships that keep you and your brand Top of Mind.

This will be a great conversation for you to walk away with tips and nuggets. Join us.

John Hall is the co-founder and CEO of Influence & Co., a company focused on helping brands and individuals extract and leverage their expertise to create, publish, and distribute content to gain influence, visibility, and credibility with their key audiences. In less than three years, John has grown Influence & Co. into one of the largest providers of high-quality expert content to the world’s top publications, ranking No. 72 on Forbes’ “Most Promising Companies in America” list and named Empact’s “Best Marketing and Advertising Company of 2014” at the United Nations.

John has a weekly column for Forbes and Inc. and has contributed to more than 50 publications, including Business Insider, The Washington Post, and Harvard Business Review. He is the author of the best-selling book, 'Top of Mind'.

Omnichannel marketing, online and offline

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Best practices for tactile marketing, direct mail and more. Matt's guest today is Daniel Gaugler, CMO of PFL.com. Some of the talking points will be including:

Why is direct mail back?

What problem does PFL solve for its customers?

When people say that direct mail is old school or irrelevant, how do you typically respond?

Tell us how PFL is taking an offline channel and making it high tech.

Demonstrating ROI is a key priority for marketers. What’s the biggest mistakes marketers make when measuring the success of their campaigns?

Marketing changing rapidly over the past several years. What can marketers do to keep up?

A bit about our guest, Daneil Gaugler:

Daniel is a business-driven, entrepreneurial-minded marketer with an extensive background in: marketing automation, integrated marketing programs, direct mail, search engine marketing, eCommerce, email, and direct sales. He has a proven track record of implementing multi-channel marketing systems that leverage technology to drive awareness, acquire customers, grow sales, and improve the customer experience.

Connect with him on Twitter

Real talk with a successful B2B inside sales rep

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Matt's guest is Morgan J Ingram. Some of the talking points they are covering include:

  • How to use video to create a great connection with your prospects
  • Using social to build a relationship before the call or email
  • Creating a brand by utilizing content throughout proper networks
  • How ABM strategies can help sales and SDRs

A bit about Morgan:

He's a sales development manager at Terminus, where he builds the sales development team professionally and personally. He also does motivational speaking by helping people remove their negative thoughts to unlock their inner potential and stress the importance of not making excuses in their life.

Talking about the Demand Unit Waterfall

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Some of the points Matt will be covering with Terry Flaherty and Kerry Cunningam of SiriusDecisions will include:

  • Why did SiriusDecisions update the demand waterfall?
  • What's a Demand Unit and why does it matter?
  • What's a Demand Map and what value does it deliver?
  • What are the major changes/differences that Sirius introduced in this version of the waterfall?
  • What has the reaction been to the new waterfall?
  • What are some of the major things to consider when implementing the Demand Unit waterfall?

The Power of Relationship Marketing in a Distracted World.

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A bit about our guest, Paul Teshima:

He is a successful technology executive who has run services, customer success, account management, support and product management.

Paul is a firm believer that culture eats strategy for breakfast, and business culture can be built through storytelling. He has always have been a leader with a strong focus on sales and customer engagement.

  • Helped lead Eloqua (marketing automation) as part of the executive team from $0 to over $100 million in revenue, through IPO and a successful acquisition for $957 million by Oracle.
  • Now co-founder and CEO of Nudge.ai, a modern sales platform that uses A.I. to find actionable insights on your customers.
  • Passion for building great teams and products that help customers grow their businesses.

    Twitter: @paulteshima

Is ABM a fad or here to stay? We’ll ask one of the godfathers of ABM…

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Some of the points Matt and Sangram are covering:

  • In case some listeners have been living under a rock, what is account-based marketing and why does everyone in B2B need to know about this trend?
  • Tell us about the Terminus technology. What problem does Terminus solve for its customers?
  • Terminus just raised its Series B of $10.3M (total funding to date about $20M with Seed + Series A) can you tell us about the process and what you've learned working with VCs and angel investors?
  • In 2016, you wrote "Account-Based Marketing for Dummies", launched #FlipMyFunnel, and were named to the Direct Marketing News 40 Under 40 list. You helped build a category for ABM. What can you tell your fellow entrepreneurs about product-market fit and the importance of being part of a larger community in your industry?
  • Terminus has won a ton of awards. #1 Best Place to Work from the Atlanta Business Chronicle in 2016. Startup of the Year in 2016 and 2017 from the AMA Atlanta, #1 in Employee Appreciation from the AJC and #3 for its Top Workplaces. What's your secret to building such a great company?
  • What's next for you and Terminus?

BONUS:

Terminus just announced their Series B and Top 45 ABM Superheroes .