Sales Pipeline Radio Feed

Is Channel Marketing Just Random Acts of Marketing? Peter Thomas of Averetek - Sales Pipeline Radio

 

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Let's start with what channel marketing is.

  • It is a severely under-resourced segment with most marketing departments. 
  • It's someone that sells your product outside of your organization.
  • It's called many things: local marketing, indirect marketing.

If you pay a person to sell, and they hit the market with a number/goal, you know you either got your investment in them back, or surpassed, or lost the investment. When you go to indirect model: Product/thought leadership at one company
Selling and marketing at another company, so now you have two companies to align.

$1000 invested  - what does that turn into?
Did it convert to $10000 or is it $1000 I didn't get back? 

This makes companies hesitant to invest in it. So, typically companies put one person on the channel marketing.

Example: a $2.2B company with 35K employees, 40% of revenue comes from channel, and they have ONE marketing resource. How can you be effective with that type of opportunity.

Continue reading "Is Channel Marketing Just Random Acts of Marketing? Peter Thomas of Averetek - Sales Pipeline Radio" »


Yes, there are secrets to high performing content: Shannon Dougal on Sales Pipeline Radio

Secrets to effective, high performing B2B content

 
Matt Heinz' guest for this episode is Shannon Dougall. Some of the points they are covering are:
  • Results from research highlighting the most important content features
  • Examples of successful, sales-converting content campaigns
  • Key B2B content trends for 2017

Episode-card-250-shannon-dougallAbout Shannon Dougall:

She has been called, “a marketer of the future.” She is an adventurer, scientist, and artist in the field of marketing. She had been compared to a Swiss Army Knife, using her experiences and learnings towards an all-in-one type of demand generation and customer acquisition that includes storytelling, blogging, lifecycle marketing, digital marketing, SEO, paid advertising, email marketing, social media marketing, positioning, pre-product/product marketing, app store marketing, content marketing, growth hacking, and analytics just to name a few. Shannon’s true north is to help business’ transform to realize their true potential.

Sales Pipeline Radio is produced by Heinz Marketing.

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Sales Pipeline  Radio and Podcasting is one of five programs offer or produced by the Funnel Radio Channel.    

Funnel-media-logo-300tmFunnel Radio is accepting applications for program hosts for marketing and sales subjects covering a 30 minute weekly and bi-weekly time slot on the Funnel Radio Channel.  

Submit your application  to jobermayer@funnelmediagroupllc.com to see if you qualify to stand out from the crowd.  We have great hosts such as Matt Heinz, Steve Gershik, David Lewis with interesting programs that solve marketing and sales problems.  All live streaming programs are available as podcast replays. 


Do you really understand your Customer? Don Gregory said most often the answer is no. Sales Pipline Radio with Matt Heinz

High-level trends and intimacy of insight.

Don Gregory of OnTarget Consulting + Research is a guest on Sales Pipeline Radio with Matt Heinz.

Some of the points covered are:

  • The importance of gathering market insights and marketing intelligence
  • Doing research to understand what the markets are interested in
  • The importance of having those insights at the front of the process to guide and help navigate product development, message development

Episode-card-250-don-gregoryMatt Heinz asked, "Why is it so important to make sure you are approaching this research right? Maybe a different way of asking that is went it is sometimes dangerous to have company insiders do their own research?"

Don responded with, "Their bias to start with. And they don’t know that many… I do the research completely inside and go out I bring a natural bias to me, with me as I do that investigation. And the rigor has to be impartial and has to be neutral. When I am looking for an answer to a question, I have to have integrity in process and in actions to make sure that I work an honest answer to what I am looking for versus – here is my assumption on what the answer is therefore am going to ask the question to assume and get the answer that I am looking for.

"If you are highly confident that you know your customer, you know your marketplace, your competition, and emerging trends with your consumers, you can argue that you don’t need to get insight early on in the process of going to market... The reality is that most companies and most leaders really don’t have that insight."

Don Gregory, OnTarget Consulting + Research

Continue reading "Do you really understand your Customer? Don Gregory said most often the answer is no. Sales Pipline Radio with Matt Heinz" »


How Marketing Gets A Blank Check! Matt Heinz tells how on SalesPipeline Radio

                                           

                                    

Matt Heinz and Sales Pipeline Radio producer, Paul Roberts talk about Profit Center Marketing. Here's how you know if you are doing it right.

IF you can related to any of the next three points, it's time to make a change:

  1. If your marketing team is more focused on picking the right t-shirts for an event, rather than driving opportunities into the sales organization.
  2. If your marketing department resembles an arts and crafts department.
  3. When you report on operational metrics as opposed to business metrics.

Why it Matters!

"What do we have to do to get a blank check from the CFO of marketing? 'Give me a dollar and I'll make you three'   THAT will gain their interest and they will then ask, ' How long can you do that? Can you do it every month?'   THIS is how you get the blank check".

Matt Heinz,  CEO Heinz Marketing

CEOs don't care about clicks and retweets, about your open rates and probably don't care about your qualified leads. So changing the thinking to become a profit center requires this question:  What do we have to do to get a blank check from the CFO of marketing? "Give me a dollar and I'll make you three." THAT will gain their interest and they will then ask, "How long can you do that? Can you do it every month?" THIS is how you get the blank check.

Keep listening. Matt will give you a to-do list to head toward this goal.

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Underground B2B Content Marketing tips from Joe Chernov: Sales Pipeline Radio with Matt Heinz

Underground B2B Content Marketing tips from Joe Chernov

SalesPipeline Radio's guest is Joe Chernov, VP of Marketing @InsightSquared. He also lends a hand to startups and wildlife causes when he can. Diving right in, he says, "It's unbelievable what you can get done if you don't care if you get fired!" Talking about his experience at Eloqua, "If we were to publish something that is valuable, we could edge our way into deeper coverage by the media."

Continue reading "Underground B2B Content Marketing tips from Joe Chernov: Sales Pipeline Radio with Matt Heinz" »


Obvious Reasons Why Companies Fail to Hit Their Numbers! Rosen and Heinz on SalesPipeline Radio

An interview with Steve Rosen and SalesPipeline Radio host Matt Heinz.  Rosen tells it like it is.

Highlights:

It starts with the sales managers, and it then goes to the training, coaching and support THOSE managers receive. How can they pass it down unless they know it as well they breathe?

Continue reading "Obvious Reasons Why Companies Fail to Hit Their Numbers! Rosen and Heinz on SalesPipeline Radio" »


Master the Mental Game of Sales - Sedric Hill on Sales Pipeline Radio with Matt Heinz

Listen While You Work!  Hill's strategies aren't just for salespeople. Marketing people can use a dose of his expertise and advice.

Sales Pipeline Radio host Matt Heinz banters easily with real sales expert Sedric Hill about mastering the game of sales.  Hill says it's all about creating a more profitable business by reaching the sales person's potential.

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“Everyone has a plan until you get punched in the mouth" Pipeline Mgmt - Matt Heinz - Listen While You Work

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In this episode of Sales Pipeline Radio Matt Heinz discusses with us the reasons for pipeline failure and what to do about it.   

 Matt covered topics including, “How big does your pipeline need to be?” and “How many qualified leads do I need?”

 Matt takes a look at the things companies can do monthly or quarterly and how sales and marketing is working.   He discusses  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 what didn’t. Why are you failing?   He attributes two things that cause issues. 

 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?
 
 Listen while you work each week as Matt Heinz tackles Sales Pipeline issues at 11:30 am pacific US time.  
 
Matt Heinz helps us puzzle through the pipeline process to understand what is causing failures. 
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Funnel-radio-logo500Sales Pipeline Radio is one of many streaming live internet radio programs on the Funnel Radio Channel that play sequentially on Thursday mornings.   The Funnel Radio Channel is seeking radio personalities and talk show hosts for their specific area of expertise.  Talk radio personalities often discuss products, technology and management from a particular point of view.  
 
Contact James Obermayer, Publisher and President of the Funnel Media Group TM LLC.

Sales Coaches Need Coaching or Sales Suffer: Matt Heinz Interviews Norman Behar

This is a book review of "The High Impact Sales Management."  Program host Matt Heinz discusses the books findings and with one of the authors,  Norman Behar.  They explore how coaching the coach will have a dramatic impact on sales   Drawing on over 30 years of personal experience Behar discusses a  proven sales management training methodology.

Book_Cover_GraphicThis book unique because 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.

Download a Free Chapter here

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 This blog is supported by the generous sponsorship of  OMI - Outward MediaVanillaSoft and Goldmine CRM Software


Beyond the Sales Process with David Stein: Listen While You Work

How relationships lead to greater performance & conversions with Matt Heinz on Sales Pipeline Radio.

Episode-card-250-andersen-stein Sales people are focused on the immediate deal.  They may win a deal, but that isn’t the way to build a long-term relationship.  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.

Continue reading "Beyond the Sales Process with David Stein: Listen While You Work" »


Sales Pipeline Radio: Matt Mayberry: “...Win in your mind before you win at your profession” Listen While You Work.

Matt Mayberry, a former NFL linebacker for the Chicago Bears joins Matt Heinz on today's episode from Sales Pipeline Radio, a program on the SLMA Live Channel.  Mayberry recounts how he turned his life around from drugs at 16 years old and eventually joined the Chicago Bears and responded to a career ending injury. 

They discuss the mental game of sales:

  • Why ridiculous self-belief in your self must come first, but there is the need to avoid a selfish mentality.
  • Failure is a different result of your goal
  • How to get a killer mentality
  • Why tuning out negatives is the road to success
  • Having a passion for what you do is the most important aspect of your business
  • Mayberry's attitude is to take massive action in his business
  • They discuss Mayberry's soon to be released book: Winning Plays - Sept 2016

Continue reading "Sales Pipeline Radio: Matt Mayberry: “...Win in your mind before you win at your profession” Listen While You Work." »


Sales Pipeline Radio Launches Weekly Program on the SLMA Live Channel

 Sales Pipeline Radio, a talk show program with experts on sales pipeline building, is hosted by Matt Heinz

 
ShowcardApril 12, 2016 - -
Lynden, WA - - SLMA Live, an internet radio channel produced by the Sales Lead Management Association (SLMA), announced that Sales Pipeline Radio, produced by Heinz Marketing, has launched a weekly talk show program that airs at 11:30 a.m. PST every Thursday.  James Obermayer, senior producer for SLMA Live said, “Sales Pipeline Radio is a huge win for our at-work listeners.  On this program, Matt Heinz interviews sales and marketing leaders who understand that pipeline building is revenue management, which is the joint responsibility of marketing and sales management.” 

Program host and president of Heinz Marketing Inc, Matt Heinz, said, “I’m thrilled about the accelerating interest and rapid listener growth for Sales Pipeline Radio in such a short amount of time.  The SLMA team produces the show with the highest level of professionalism, which reflects well on our brand and with our program guests.”

Continue reading "Sales Pipeline Radio Launches Weekly Program on the SLMA Live Channel " »