Sales Pipeline Radio

Jonah-kai, was the Senior Director of Marketing at TUNE, when this interview was taken. Hew is a proven leader with 15 years of experience creating content, building marketing programs and leading highly-functional teams. He is now head of marketing Algorithmia

His experience encompasses Product Marketing, Online Marketing, Marketing Strategy, and Content Strategy for B2B focused companies. Follow Jonah-kai on Twitter

This is a five-minute extract from the longer program:

Marketing Operations 2.0: How One Company is Managing the Next Generation of Martech Stacks

Join us as Jonah-kai, answers some GREAT questions: Here are just a few:

• How do we get better at driving campaigns that focus on target accounts?
• How do we get better at working regionally in accounts to focus on that?
• How do we get better at measuring those things so that everything we do drives around a strategy that drives performance?
• Where are you putting focus in building systems that can directly track marketing's effectiveness and impact on the sales pipeline?
• What cadence do you use to make adjustments?
• How often are you looking at those results?
• How often are you making changes to your execution?

Read the transcript of this episode on the Heinz Marketing Blog

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Sales Pipeline Radio is hosted by Matt Heinz of Heinz Marketing which is a program on the Funnel Radio Channel. Heinz Marketing is the sponsor of Sales Pipeline Radio.

This week's show is called "The Evolution of Successful Social Selling" and our guest is Jamie Shanks, CEO @ Sales for Life and Pipeline Signals

Listen in as we discuss how social selling has evolved and matured as part of selling in general, the importance of process and systems to make self-prospecting and self-pipeline production successful for reps today, and productivity and output improvements from companies that are just smiling and dialing, versus organizations and sellers that are using signals.

Listen in now for great insights and/or read the full transcript on the Heinz Marketing Blog starting Mon. 8/30/21 at 6am PST or watch the video here.

Thank you to our sponsor, Vidyard. Vidyard is an easy-to-use video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world on your website, it’s easy to manage your video content. The solution offers robust analytics, integrations with top enterprise tools, and customization options. You can find them at vidyard.com/pipeline for a free High Conversion Virtual Sales Playbook.

Sales Pipeline Radio is sponsored and produced by Heinz Marketing.

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. For sponsorship opportunities, contact Cherie.

Manny Medina, CEO at Outreach SaaS joins us to discuss: Mistakes Sales Operations Make and how to trust your tales team with technology.

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

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.

More about our guest:

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.

Our guest is Jon Miller, CEO and Co-Founder of Engagio. Here are some of the questions Matt covers:

• When did you see the ABM wave coming? At what point did you start to realize that lead-based wasn’t going to cut it anymore?
• One of my biggest concerns with the term ABM is the “marketing” part of it, but “everything” feels too broad. How do you think about that?
• Culture is a big part of making ABM work internally. How do you encourage people to make the right internal moves to be successful with ABM?
• This isn’t all-or-nothing right? How does ABM integrate with other key marketing priorities moving forward?

About our guest: Jon Miller

Jon is a marketing entrepreneur and thought leader. He is currently the CEO and co-founder of Engagio, an account-centric platform to orchestrate and measure Account Based Marketing and Sales Development efforts at named accounts. Previously, Jon was a co-founder at Marketo (Nasdaq:MKTO), a leader in marketing automation.

Marketing technology innovator, with previous leadership roles at Epiphany and Xchange, plus board/advisory roles at Scripted, Newscred, and Optimizely.

About Engagio

Making Account Based Marketing Easy and Scalable

We help B2B marketers drive new business and expand relationships with high-value accounts. With Engagio’s Account Based Marketing Automation Platform you can execute and measure account-centric programs in one complete solution.

People and Culture

At Engagio we are united by a common vision of marketing that uses data and analytics to be more intelligent and the human touch to be more relevant. Our goal is to create the next great marketing platform.

We believe it’s important that Engagio is a place where employees enjoy working, where happiness and positivity thrives, and where excellence is rewarded. We know this is a journey, which is why we care about taking care of our people.

We believe people do the best work when they have the freedom to figure out their own tactics, combined with radical transparency and alignment on strategy and objectives.

We believe the best workplace perk is having great colleagues who focus on excellence and execution, on continuous testing and learning, and on helping each other to be great.

Great guest this week-- Marilyn Cox, Vice President of Marketing and CRM at The Second City.

In this episode, "Practical MarTech: How to Make Marketing Technology Work for You (Not against You)" Marilyn gives us some great lessons from improv as well as active listening for B2B sales and marketing.

The biggest thing, one of the core principles of improvisation is the idea of yes-and. So it is the idea of recognizing and building on the ideas of others. And a lot of us don't want to admit it, but we do have a knee-jerk reaction to shoot down an idea when somebody brings something up. And so the idea of yes-and is really at the root of everything we teach, and work on.

Many other improv principles are built into this. So the idea of bring a brick and not a cathedral-- that you are not having to do this by yourself. Rely on the team and the ensemble you have around you... there are just so many really fantastic ideas that help you engage and interact with not just those people internal to your organization, but also people that you are trying to reach, you're trying to communicate to, and those you are trying to better understand.

I also ask Marilyn how she built her marketing technology stack at Second City. How do we build what we need to manage our business? and to build our own scalable predictable sales pipeline for that?--What were your priorities? When you've been given a blank slate, how do you approach that?

Read the full transcript on the Heinz Marketing blog starting Mon. 9/2 6am PST.