Sales Pipeline Radio

Sales Pipeline Radio header image 1

Why Buyers Prefer Working with Inside Sales People - Trish Bertuzzi Podcast

Tweets-Bertuzzi-images-800x450.jpg

Trish Bertuzzi, President & Chief Strategist is Matt Heinz's guest as they discuss the status of inside and outside sales careers and why today's buyers prefer working with inside salespeople. 

Read the rest of this entry »

Personal Touch at Scale: How to Make Your Marketing (and Sales) Irresistible

Tweets-instream-images-800x450-Rudeegraap.jpg

Talking today with Kris Rudeegraap, CEO of Sendoso, a fast-growing MarTech company that really helps create better customer experiences and is improving communication and getting attention from your target prospects.

Read the rest of this entry »

Sales Enablement In The Wild: How Blackbaud Is Improving Sales Productivity & Impact

Tweets-instream-images-800x450-Ivory.jpg

Listen in as I talk to Raymond Ivory, Senior Manager of Sales Enablement at Blackbaud in this episode called "Sales Enablement In The Wild: How Blackbaud Is Improving Sales Productivity & Impact" 

Read the full transcript on the Heinz Marketing blog.

A lot of people have different definitions of what sales enablement means to them. I ask Raymond what sales enablement means to him; what it means to Blackbaud?

Hear the story of how this got started and where it came from. In terms of sales enablement at Blackbaud today, find out some of the main components and tactics they're following as well as key components of their program Raymond believes have driven the most success.  We'll also talk a little bit about the balance between the technology and the process... and A LOT MORE!

The Rise of Revenue Operations: How an Integrated Approach can Accelerate Results

tweets-instream-images-800x450-steele.jpg

So glad to have Karen Steele, CMO at LeanData on this time talking about what "Revenue Operations" really means.  

LeanData has done a great job of evangelizing an integrated, cohesive Revenue Operations strategy. I ask Karen what that means and what it looks like.

I also ask her about the balance of activities for marketing teams when you've got those so focused on demand generations and getting more leads and getting more MQLs, versus focusing on some of the Sales Enablement and Revenue Operations tasks and priorities. 

It's not just about the sales funnel-- revenue implies impacting the entire customer life cycle. I asked her to share how the concept of Revenue Operations can now span beyond acquisition marketing as well as sales and how it can impact customer success and account management teams as well.   

Listen in for this and a lot more! 

You can also listen in and read the transcript on the Heinz Marketing Blog starting Monday, 5/13/19 at 6am PST as well.. and catch the recording everywhere podcasts play! 

Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel.  I interview the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to Sheena.

Cerebral Selling: How Science, Art and Metrics Combine to Exceed Your Sales Quota

Tweets-instream-images-800x600-Priemer.jpg

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!

Augmented Intelligence vs. Predictive Analytics with Lara Shackelford

episode-card-250-lara-shackleford.jpgOur guest is Lara Shackelford of Altify. Altify sells to sales professionals. With their software, every sales rep can sell like your BEST sales rep. More reveals followed at DreamForce as it ties to AI and Einstein.

Matt asked what AI means to sales and marketing leaders. Lara told us, "It's important to bring the augmented intelligence piece to help humans perform better. An example - a sales rep is working 4-5 deals critical for the quarter, with our software they can be notified if a change is noticed affecting their influence on the sales decisions by looking at more than past data." 

Matt then asked if there is there a difference between augmented and predictive analytics and intelligence. Lara gave a quick overview:
  • Predictive - predicts what will happen in the future based on a lot of data. This involves high quantity of data.
  • Augmented takes knowledge and context into providing a solution and be able to flag insights to alert the human to be more effective and generate results based on the data and knowledge.
This has been the missing piece - the CONTEXT. This helps guide the next best step. Catch the replay of this show to get more insights from Lara Shackelford.

More about Lara Shackelford:

Lara is a leader in marketing strategy, innovation and execution, building market prominence for some of the largest technology enterprise companies as well as the most innovative Silicon Valley startups. She is known for creating a culture of success that enables brands to clarify, amplify and elevate their share of voice in a crowded marketplace. As EVP and CMO of Altify (Formerly The TAS Group), Lara is responsible for driving market leadership, global awareness, alliances and channels, demand generation, product marketing, content marketing strategy, and strategic events.