Sales Pipeline Radio

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Can Salespeople be Trusted?

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Manny Medina, CEO at Outreach SaaS joins Matt Heinz to discuss:  Can You Trust Your Sales Team with Technology?  Outreach Thinks So

He's the CEO and founder of Outreach, a fantastic sales enablement and sales engagement and acceleration platform.

Manny Shares

We have a great discussion... at one point I tell Manny, "You're opening up the kimono a little bit, things that not everyone thinks about or has to experience but I appreciate you sharing..."

You'll love Manny's answer to this question: "What should companies be looking for? What should sales leaders be looking for in platforms to ensure they're getting results and ensure that it's additive to their productivity versus negative?"

You'll also hear what he thinks is one of the most common mistakes he sees sales operations teams make.

And, listen to the end to hear some great examples about a couple of their core values:  Grit and Diversity.  

About Manny Medina

Manny co-founded Outreach in 2014 and now serves as CEO. Prior to Outreach, Manny was employee number three on Amazon’s AWS team, and led the Microsoft mobile division from launch to $50M in annual revenue. He holds an MBA from Harvard and a Masters in Computer Science from the University of Pennsylvania. Manny is a model of vulnerable and transparent leadership to his employees, from his heartfelt weekly email to his employees, to the traditional Friday get-together where the whole company shares their highs and lows of the week. He is a proponent of saving the planet by consuming less and purchasing second-hand whenever possible (he might be the only CEO to take the stage at industry events in shirts purchased from Goodwill). Manny grew up in Ecuador and now lives with his wife and three children in Seattle.

How to enable your entire go-to-market team: Best practices and advice to increase conversion rates and sales success

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Don't miss this week's guest, Jen Spencer, VP of Sales & Marketing at SmartBug Media. 

We'll be live at 11:30 PST Thurs. 1/4.  Check back here for the recording no later than 1/8/18 and read the transcript on the Heinz Marketing blog on Mon. 1/15/18.  

We'll talk about: 

How to enable your entire go-to-market team: Best practices and advice to increase conversion rates and sales success

Some Highlights:

Intelligent Inbound

- Data-oriented

- Not just blogs and whitepapers -- web design, PR, sales enablement, creative working together to grow revenue and marketing ROI

- Importance of the marketing to sales handoff with inbound

- Evolution of public relations; how to use it to enhance inbound strategy

MORE ABOUT OUR GUEST: 

Jen Spencer is Vice President, Sales & Marketing for SmartBug Media, a leading intelligent inbound marketing agency that assists businesses in generating leads; increasing awareness; and building brand loyalty through inbound marketing, digital strategy, design, marketing automation, and PR.

Prior to her role at SmartBug, Jen was the VP of Sales and Marketing at Allbound, a partner sales acceleration software-as-a-service solution provider. She was responsible for developing and executing an inbound demand generation strategy, raising brand and market awareness for Allbound, and channel sales and marketing. She helped the company reach 50 percent growth in year-over-year traffic and a 363 percent increase in sales leads.

While serving as Director of Marketing at nettime solutions, acquired by Paychex in June 2014, Jen developed and executed an inbound lead generation and content marketing strategy while supporting a channel of referral, reseller, co-branded, and white-labeled partners. Through her role, the company saw a 103 percent increase in website traffic, a 415 percent increase in direct sales leads, and an 89 percent increase in revenue.

Whether she’s writing a blog, delivering a speech, interviewing clients or managing agency relationships, aligning with her audience is always at the forefront of her mind. Jen subscribes to the notion that “we’re all in this together,” and great communication leads to great partnership. 

In her free time, Jen serves on the Board of Girls in Tech - Phoenix, a local chapter of the global non-profit focused on the engagement, education and empowerment of girls and women who are passionate about technology. 

If you get to know Jen, you'll discover she loves animals, technology, the arts, and really good Scotch. She's also the mother of twin teenage boys which means there's likely a lone dirty sock in every room of her house.

Sales Call Coaching Done Right: Q&A with Steve Richard

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Reviewing your pipeline, making sure you have your fundamentals in place, taking a look at what’s working and making sure your reps and your team are performing optimally...all are vital to your sales success. Today’s guest, Steve Richard, is a perfect fit for our recent conversations.

Steve Richard is the founder of Vorsight and Chief Revenue Officer of ExecVision. “Chop the dead wood out of your pipeline.” 

Sales managers should be identifying what reps could be doing in the field to improve - more isn’t always better. The conversations sales reps have with customers is an asset. Get them into your CRM system. 

Get Steve’s advice on how to coach your sales reps and make sure they are taking ownership of their own work - listen to one of your own sales calls per week. Cull the time spent on coaching. Even the best need coaching - continual improvement is the key. Ask yourself: What do my best reps do differently?

This is a powerful episode filled with actionable tips for making the most out of your reps’ sales calls. Don’t miss it!