Podcasts about sales lead management

The Covid pandemic brought about so much change in the world. People are no longer talking to one another. When it comes to sales, if people are not talking, sales are not happening.  Today I have the privilege of hosting an amazing gentleman, Alen Mayer. He is a sales guru who has eaten and slept sales for the last 29 years. Alen is among the most influential people in sales today; for his contribution to the sales industry, he was voted #2 on the list of Top 50 Most Influential People in Sales Lead Management; he was also voted as one of the Top 25 Sales Influencers. Today, Alen will be spilling beans on how we can up our sales game. Grab your notebook and pen. There is a lot to take away from this episode.  How a company culture influence mindset Company culture is essential when it comes to creating the right mindset for employees and the execution of sales processes. Without the right culture, a company could be investing millions of dollars in training and ending up with the same results. Top performers in sales versus struggling performers One thing that separates top performers from struggling performers is their level of awareness. Top performers are not afraid to reach out for help, while the struggling ones think everything is about them. They think they are successful, but they are not. Alen's Inner Superpower Alen believes that his inner superpower is his ability to read minds and be a great listener. He believes one cannot listen too much. Timestamps: [01:03] Getting to know Alen Mayer [03:49] Every business needs a human touch [06:41] The essence of mindset in sales [09:41] How a company culture influence mindset [15:54] Differences between the level of awareness in top performers and the struggling ones [18:44] Is it essential to connect with prospects? [21:02] Ego empathy balance [30:40] Alen's inner superpower Quotes: “My personal definition of sales is helping others reach their goals.” “Once you have that inner strength, you can withstand anything that comes to you on the outside.” “You have to believe in what you're doing.” “If you pay attention and if you ask good questions, people will tell you everything that's bothering them.” “If your job is to sell, guess what? You need to talk to somebody. They will not come to you.” Connect with Alen Mayer: Website: https://salesiseasy.com/  LinkedIn: https://ca.linkedin.com/in/alenmajer    If you enjoy the content that we're bringing to you, then please feel free to drop us a review on the platform you're listening to us through. :)

Repeat winner of Top 50 Most Influential People in Sales Lead Management and Top 50 Sales & Marketing Influencers, Matt Heinz stopped by the Data Basement to talk with Adam and Brian. Matt is the President and Founder of Heinz Marketing, prolific author, award-winning blogger, podcast host and dynamic speaker. Apparently he makes a killer brisket. Show Notes & Transcript: https://www.netwisedata.com/blog/podcast-definitions-metrics-and-sales-in-complex-funnels-w-matt-heinz Come hang out in the Data Basement on Slack More NetWise: Twitter | Facebook | Linkedin | Web I Blog+Newsletter --- Send in a voice message: https://anchor.fm/datadriven/message

Today's guest on The Sales Vitamin Podcast is Tibor Shanto. Tibor is the founder of Renbor Sales Solutions and voted one of the Top 30 Sales People in the world by Forbes.com.  He's a veteran sales leader and professional who started selling in the 1980's and has held every sales role imaginable.   Tibor is an expert sales leader, manager, trainer and strategist.   He's worked with some of the largest organizations in the world to help them improve their sales results and processes.   He's known as a "brilliant sales tactician" and he believes sales success is driven by  sales philosophy of Execution - Everything Else is Just Talk.  He's written 3 books,  the Objection Handling Handbook, Execution: Everything Else is Just Talk and Shift (co-written with Craig Alias).  He's been recognized in the sales profession by multiple organizations including: Top 50 Sales & Marketing Blogs 2015, 2016, 2017 - Top Sales World. Top 50 Sales & Marketing Influencers 2014, 2015, 2016- Top Sales World.Ranked 8th on the Top 30 Social Salespeople in the World - Forbes.com 2014.50 Most Influential People in Sales Lead Management 2013 & 2014. Here's what we discuss in this episode.Tango Moments.Execution - The Sales Process.Prospecting.Prospecting Modes & Messages.Hiring & Training.EDGE Sales Process.One Sales Vitamin.Connect with TiborOfficial WebsiteLinkedIn 

Wayne Bettess ( Off The Tools ) & Ettan Bazil ( Elite Heating Company ) Discuss the British Gas Fire & rehire Policy... They have collaborated to provide a free business Bootcamp to those affected. Watch on Youtube now - https://youtu.be/_qfk3WR72pkCalling all  British Gas engineers that have been forced out recently...Off The Tools is dedicated to supporting our industry, so we are going to put on a business boot camp in partnership with Elite Heating Company  ( if the interest is there) for any of the people that have been forced out by the fire and rehire policy that BG has implemented.[ http://bit.ly/BGFIREREHIRE ] This will be 100% free to attend, virtual event.Covering - Business Start-Up 101- Marketing & Sales- Lead Management - Finance & Money Management- Plus Lots More Sign up for free now - http://bit.ly/BGFIREREHIREPlease Share, Tag & Post in groups#FireRehire #BritishGas #OffTheTools #Support #Coaching #businessstartupWayne Bettess is a leading Trades Business Coach, He isn’t like traditional business coaches in regards to the fact that he still owns two businesses in the heating industry, YourNewBoiler.com & WarmaHome.com.Wayne’s story is one of many Success and Failures, Trials & Errors and he is passionately dedicated to elevating others to achieve more across their entire lives. Wayne is the Creator of “The Three B’s” and lives and breaths it on a daily basis.Support the show (https://www.patreon.com/waynebettess)

 In this special episode of Outside Sales Talk, our host Steve Benson gets interviewed by Badger Maps CSA, Pien de Meulemeester. Steve discusses what you can do to get your team through this current economic crisis. Here are some topics covered in this episode: Behavior changes sales leaders need to makeAdapting your messagingCost reduction tipsImpacts to field sales About the Guest:Steve Benson is the Founder and CEO of Badger Maps, the #1 route planner for field salespeople, and host of the Outside Sales Talk. After receiving his MBA from Stanford, Steve worked in field sales with companies like IBM, Autonomy, and Google, where he was named Google Enterprise’s Top Performing Salesperson in the World in 2009. Steve has also been named one of the Top 40 Most Inspiring Leaders in Sales Lead Management. Listen to more episodes of the Outside Sales Talk here and watch the video here! If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters! Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.Are you in? Subscribe to Badger Maps’ newsletters now!

Now that our customer conversations are remote and virtual, how do you engage as effectively as you did when in person? For answers, I turned to MariAnne Vanella, CEO and Founder of the lead gen consultancy Vanella Group, best selling author of the award-winning book "42 Rules of Cold Calling Executives , a recipient of the "20 Women Leaders in Business" award, a Top 50 Women Martech Influencers, and a Top 3 on the "40 Most Inspirational C-Level Leaders in Sales Lead Management". In this interview we explore how you can better connect with executives and engage leveraging a new toolkit, skillset and mindset. https://www.linkedin.com/in/telesales20/ #salesenablement #prospecting #leadgen #martech #salestech #salestechnology #valueselling #salesperformance #digitalselling #salestransformation #remoteselling #virtualselling #salescoaching #salesleadership

About This Episode: David Kreiger is the Founder and President of SalesRoads, a business-to-business appointment setting, lead generation and sales outsourcing company. He has been named as one of The Most Influential Leaders in Sales & Lead Management by the SLMA the last four years in a row. SalesRoad's focus is on developing and implementing high-quality, professional, business-to-business inside sales teams for its clients with its turn-key solutions. These include recruiting, training and retaining highly skilled workforces, developing powerful call approaches, rebuttal strategies and leveraging the latest technologies to build pipeline, increase sales and lower its clients' costs per sale. Find out more about David at: Sales Roads Connect with Davin in Linkedin See the Show Notes: www.jeremyryanslate.com/752 Sponsors: Gusto: This episode is sponsored by Gusto. Run your payroll the easy way, the same way we do at Command Your Brand. You'll get a. $100 Amazon Gift Card just for running your first payroll! www.jeremyryanslate.com/gusto Audible: Get a free 30 day free trial and 1 free audiobook from thousands of available books. Right now I'm reading "The Science of Getting Rich,"by Wallace D. Wattles, about building real wealth. www.jeremyryanslate.com/book  

About This Episode: David Kreiger is the Founder and President of SalesRoads, a business-to-business appointment setting, lead generation and sales outsourcing company. He has been named as one of The Most Influential Leaders in Sales & Lead Management by the SLMA the last four years in a row. SalesRoad's focus is on developing and implementing high-quality, professional, business-to-business inside sales teams for its clients with its turn-key solutions. These include recruiting, training and retaining highly skilled workforces, developing powerful call approaches, rebuttal strategies and leveraging the latest technologies to build pipeline, increase sales and lower its clients' costs per sale. Find out more about David at: Sales Roads Connect with Davin in Linkedin See the Show Notes: www.jeremyryanslate.com/752 Sponsors: Gusto: This episode is sponsored by Gusto. Run your payroll the easy way, the same way we do at Command Your Brand. You'll get a. $100 Amazon Gift Card just for running your first payroll! www.jeremyryanslate.com/gusto Audible: Get a free 30 day free trial and 1 free audiobook from thousands of available books. Right now I'm reading "The Science of Getting Rich,"by Wallace D. Wattles, about building real wealth. www.jeremyryanslate.com/book  

David Kreiger is the Founder and President of SalesRoads, a business-to-business appointment setting, lead generation and SDR outsourcing company. He has been named as one of The Most Influential Leaders in Sales & Lead Management by the SLMA. David has led SalesRoads through significant growth and the company was twice listed on the Inc 5000 list of fastest growing privately held companies. SalesRoads has been David consulted by some of the largest and fastest growing companies to help their organizations accelerate their sales through proactive prospecting

Our guest today is, Howard Sewell, President of Spear Marketing Group and one of the “50 Most Influential People in Sales Lead Management.” Unveiling current trends you can rely on in B2B marketing world due to the Pandemic, Howard and Colin Day, Managing Director of EMEA at Oktopost, dive into best practices to tighten any B2B content strategy.

The Coronavirus has disrupted businesses worldwide. Sales leader, David Kreiger, shares what he believes sales teams should focus on as they shift to remote work. Hear his ideas on how to best support clients, protect business and maintain personal health during the COVID-19 crisis.----more----ABOUT DAVID KREIGER:David Kreiger is the Founder and President of SalesRoads, a business-to-business appointment setting, lead generation, and SDR outsourcing company. Under David’s leadership, SalesRoads has grown significantly and consulted some of the largest, fastest-growing companies to help accelerate their sales through proactive prospecting. SalesRoads has also been a 100% remote work-from-home organization for the past 13 years.David is considered a leading authority on building highly effective remote work environments and was named one of The Most Influential Leaders in Sales & Lead Management by the SLMA. He’s also been featured in Fortune Magazine, Wharton Magazine, The Christian Science Monitor and CNN/Money Magazine.

  Pivoting to Remote Work: How to Keep Your Team Healthy and Productive in the Wake of Coronavirus David Kreiger, President of SalesRoads, shares his advice on how to manage your teams remotely. Kreiger has successfully used this as his business model for 13 years and has advice for large and small businesses that are confronted with this challenge. From David Kreiger Since our inception 13 years ago, SalesRoads has been an entirely remote company. Over that time, we have perfected the art of managing and motivating a remote team. We have been named to the INC5000 and been named a Great Place to Work 4 years running. We want to share our knowledge with other professionals and business leaders so they can keep their teams healthy, safe, and productive. The Knowledge We Want to Share The technological infrastructure you need to take your team remotely How to motivate and coach a remote team How to manage and hold a remote team accountable How to structure effective meetings with remote employees What good communication looks like remotely Addressing feelings of isolation and loneliness when working from home How a remote work environment can allow people to be more productive and have higher job satisfaction The benefits for an organization of having a remote work environment How to create, maintain and foster a vibrant company culture in a remote setting About David Kreiger David Kreiger is the Founder and President of SalsRoads, a B2B appointment setting, lead generation, and sales outsourcing company. He has been named as one of The Most Influential Leaders in Sales & Lead Management by the SLMA the last four years in a row. Although the health effects of the coronavirus are top of mind, there is a secondary concern hiding behind the figures on testing and fatality rates. The secondary concern is, of course, its effect on the economy. As many organizations are forced to pivot to a distributed model in order to keep their teams healthy in the wake of the coronavirus, the concern then becomes; how do I keep my team productive? To mitigate the economic effects of the new global pandemic, learning to effectively manage a remote team should be top of mind for every business leader. Funnel Radio Channel is hosted by James Obermayer, which is a program on the Funnel Radio Channel.    

There has been a steady drum-beat of an emerging category of software to manage sales leads. The category is Sales Lead Management. While Sales Lead Management is a big tent that encompasses many different disciplines and tools, if you search for the category of sales lead management software there are new entrants that say they aren’t CRM. Or are they? Are these “entrants” just CRM companies that separate themselves from a crowded field?

There has been a steady drum-beat of an emerging category of software to manage sales leads.  The category is Sales Lead Management.   While Sales Lead Management is a big tent that encompasses many different disciplines and tools, if you search for the category of sales lead management software there are new entrants that say they aren’t CRM. Or are they?  Are these “entrants” just CRM companies that separate themselves from a crowded field?  Our guest today is Ani Chiuzan head of customer marketing at Pipedrive.  Ani discusses the basics of a CRM system that salespeople like and what separates CRM from Sales Lead Management Software.  We discussed:  Why CRM abandoned its original purpose to serve the sales representatives' needs. What makes a great CRM system What salespeople dislike most about CRM systems Is Sales Lead Management Software really separated from CRM? What is the difference between CRM and SLMS, or is there a difference?  About our Guest Ani Chiuzan Ani Chiuzan is Head of Customer Marketing at Pipedrive, a global sales CRM with more than 90,000 customers worldwide. Ani is a strategic leader and marketer with deep expertise in designing and executing insight-driven marketing strategies supported by rigorous financial expertise.  Her 18-years’ experience includes working with B2C, B2B and SaaS organizations across the globe in sectors such as Telecommunications, IT, Retail, Finance across Europe, Australia, Asia, Africa, US and the Caribbean. Prior company experience includes EE Telecommunications, Velti and Barclaycards.  About Pipedrive Founded in 2010, Pipedrive is the first CRM platform developed from the salesperson's point of view. Today, Pipedrive is used by sales teams at more than 90,000 companies worldwide. Pipedrive is the top-rated CRM and has offices in Dublin; Lisbon; London; New York; Prague; Tampa/St. Pete; Tallinn and Tartu, Estonia; and, with the acquisition of Mailigen, Riga, Latvia. Learn more at Pipedrive.com. ___________________________________________ SLMA Radio is hosted by James Obermayer of Funnel Media Group which is a program on the Funnel Radio Channel.  Funnel Media Group is the sponsor of SLMA Radio    

It was just a matter of time before CRM Software took another hit with the breakoff of Sales Lead Management as a separate platform. This program is offered as a replay from CRM Radio’s show of January 23, 2020, where CRM Host Paul Petersen and Sales Lead Management Association founder, Jim Obermayer, discuss the modern definition of Sales Lead Management, how some companies are separating themselves from being defined as just CRM solutions and what salespeople expect from marketing and sales management.  They discuss the crowded fields of CRM, Marketing Automation, ABM, and the resurrected field of sales lead management.  Obermayer is also the President of the Funnel Media Group an internet radio and podcast production agency for B2B companies. Paul Petersen is the Vice President and General Manager for GoldMine CRM and is the host of CRM Radio. The original program on CRM Radio is found here: Follow My Lead – Insights for 20/20 Lead Management

It was just a matter of time before CRM Software took another hit with the breakoff of Sales Lead Management as a separate platform. This program is offered as a replay from CRM Radio’s show of January 23, 2020, where CRM Host Paul Petersen and Sales Lead Management Association founder, Jim Obermayer, discuss the modern definition of Sales Lead Management, how some companies are separating themselves from being defined as just CRM solutions and what salespeople expect from marketing and sales management.  They discuss the crowded fields of CRM, Marketing Automation, ABM, and the resurrected field of sales lead management.  Obermayer is also the President of the Funnel Media Group an internet radio and podcast production agency for B2B companies.  Jim is also the founder of the Sales Lead Management Association.  Paul Petersen is the Vice President and General Manager for GoldMine CRM and is the host of CRM Radio. The original program on CRM Radio is found here: Follow My Lead – Insights for 20/20 Lead Management  ___________________________________________ CRM Radio is hosted by Paul Petersen of Goldmine CRM by Ivanti which is a program on the Funnel Radio Channel.  GoldMine is the sponsor of CRM Radio.    

CRM Host Paul Petersen and Sales Lead Management Association founder Jim Obermayer discuss the modern definition of Sales Lead Management, how some companies are separating themselves from being defined as CRM solutions and what salespeople expect from marketing and sales management.  They discuss the crowded fields of CRM, Marketing Automation, ABM, and the resurrected field of sales lead management. Obermayer is also the President of the Funnel Media Group an internet radio and podcast production agency for B2B companies.   ___________________________________________ CRM Radio is hosted by Paul Petersen of Goldmine CRM by Ivanti which is a program on the Funnel Radio Channel.  GoldMine is the sponsor of CRM Radio.    

“A lot of companies don’t think of marketing as builders of wealth,” says Matt Heinz.  “Marketing done the right way can generate not just sales, not just revenue impact, but significant profit for the organization.” In this fast-paced interview, Matt discusses how marketing acquires the mentality of being a profit center for the company.  He touches on how marketing must foster a culture of revenue responsibility.  He covers: Why the leverage marketing has is enormous Why marketing spends too much time on tactical measurement, not enough time thinking about revenue responsibility Technology is not your strategy, technology is an enabler of your strategy How marketing creates value across the entire funnel not just the top of the funnel The biggest obstacle for most companies to embrace revenue marketing is external, not internal Most marketers think of marketing as the marketing of more: more clicks, more leads, more likes more impressions, and more may not be better About Matt Heinz A prolific author and nationally recognized, award-winning blogger, Matt Heinz is President and Founder of Heinz Marketing with 20 years of marketing, business development and sales experience from a variety of organizations and industries. He is a dynamic speaker, memorable not only for his keen insight and humor but his actionable and motivating takeaways.  Matt’s career focuses on consistently delivering measurable results with greater sales, revenue growth, product success, and customer loyalty. Matt is a repeat winner of Top 50 Most Influential People in Sales Lead Management and Top 50 Sales & Marketing Influencers.  Matt restored his 105-year-old historic farmhouse in Kirkland, Washington with his wife, Beth and shares it with three young children, a dog, two rabbits, and seven chickens Matt is the host of Sales Pipeline Radio About Heinz Marketing PIPELINE STRATEGY + MARKETING EXECUTION Grow your B2B business. Increase your pipeline. Reach more of your customers. Heinz Marketing is a B2B marketing and sales acceleration firm that delivers measurable revenue results. Every strategy, tactic, and action has a specific, measured purpose. Most firms focus on their activities. We promote the outcomes. We are sales pipeline strategy people at heart – math marketers and sales strategists who embrace revenue responsibility. We know that what really matters is sales pipeline, closing business and accelerating revenue. Period. Our proven methodology delivers real B2B results based on buyer insights, market-driven best practices, and rapid feedback loop to improve and sustain the results you see.  DEMAND GENERATION  PIPELINE MANAGEMENT  SALES ENABLEMENT  CONTENT STRATEGY  INSIDE SALES EFFECTIVENESS  MARKETING TECHNOLOGY  Heinz Marketing Inc  8201 164th Ave NE #200Redmond, WA98052   877-291-0006  www.heinzmarketing.com Heinz on LinkedIn

My extra special guest this week is Jill Konrath. She is an International Keynote Speaker, author of 4 Bestselling sales books and Linkedin's 2019's number 1 B2B sales expert to follow.  - Top 20 Social Sellers (Forbes) - Top 50 Most Influential in Sales Lead Management (6x) - Sales Thought Leader of the Year: Top Sales World - Top 25 Sales Influencers: OpenView Labs (4x) - Inducted into Sales/Marketing Hall of Fame: Top Sales World Since the day she started selling, she's been on a relentless quest to find out what works in an ever-changing business environment. She has been widely recognised as a leader in modern sales strategies and the author of 4 bestselling books: - More Sales, Less Time - Agile Selling - SNAP Selling - Selling to Big Companies Enjoy the chat

Paul Petersen interviews  CEO Matt Heinz (Heinz Marketing) and they discuss among other things that the primary job of marketing is to build a pipeline. But without metrics, no one buys a beer.   ----more---- Heinz said it isn’t marketing’s responsibility just to build more visitors, tweets, likes, etc., but to generate a sales pipeline that is valued by salespeople.   They discuss: Why it’s a struggle to get marketing to understand their goal is to build a pipeline Marketing has to put cheese in the right place Marketing has to deliver consistent results Ask versus give There has to be a good technology to bridge the gap between marketing and sales Marketing has to have the right activities, processes, and systems to deliver a pipeline Sales and marketing have to agree on what the right metrics are for them both Marketing has to generate metrics to buy a beer About Matt Heinz A prolific author and nationally recognized, award-winning blogger, Matt Heinz is President and Founder of Heinz Marketing with 20 years of marketing, business development and sales experience from a variety of organizations and industries. He is a dynamic speaker, memorable not only for his keen insight and humor but his actionable and motivating takeaways.  Matt’s career focuses on consistently delivering measurable results with greater sales, revenue growth, product success, and customer loyalty. Matt is a repeat winner of Top 50 Most Influential People in Sales Lead Management and Top 50 Sales & Marketing Influencers.  Matt restored his 105-year-old historic farmhouse in Kirkland, Washington with his wife, Beth and shares it with three young children, a dog, two rabbits, and seven chickens ___________________________________________ CRM Radio is hosted by Paul Petersen of Goldmine CRM by Ivanti which is a program on the Funnel Radio Channel.  GoldMine is the sponsor of CRM Radio.    

In this interview with Mari Anne Vanella, CEO of the Vanella Group, we discuss how an outside service can be effective in getting an appointment with the right person which leads to a sales pipeline boost.  ----more---- When asked, salespeople will always, always say that what they need is a qualified lead.  No one can deny that there is no better qualified lead than an appointment with the right person that is considering purchasing a product in their space.   About our Guest Mari Anna Vanella Mari Anne Vanella has 25+ years of sales and business management experience. As Founder/CEO of sales development firms in the Silicon Valley, her organizations have consistently delivered long-term, successful sales development programs to high tech and services industries across the United States. Her executive leadership roles in enterprise technology sales organizations with field reps, sales engineers and customer service teams contribute to in-depth knowledge and hands-on experience which results in a solution that has unmatched results. Mari Anne is listed in the #3 position in the "40 Most Inspirational C-Level Leaders in Sales Lead Management" in 2015 and is also listed in the "20 Women to Watch in Sales Lead Management" in 2017, 2016, 2015, 2014, 2013, 2012, and 2011. She was recently a speaker in featured sessions at Dreamforce on Social Selling and has been invited to speak three times recently in featured sessions. She has also been invited to represent the SMB CEO role at "LinkedIn Live" event which was co-sponsored by the regional Chamber of Commerce and focused on how SMB's can successfully leverage LinkedIn as The Vanella Group, Inc. has. She has authored the best-selling and award-winning book 42 Rules of Cold Calling Executives which is available on Amazon.com and other retail channels. About The Vanella Group, Inc. The Vanella Group, Inc. is the only provider of High-Touch/High-Quality Telesales-based Lead Generation Solutions for Enterprise Technology companies that over-achieves traditional lead gen programs 5x above industry standards. Now in their 17th year, they have delivered opportunity-based programs for companies such as HP, Hitachi, SAP, and many other enterprise technology providers. Their programs are uniquely designed to be performance-oriented using a peer-to-peer engagement model.

Altify Research Stated, "If the salesperson is a Woman you will see a 10% Greater Win Rate" which led the host Patrick Morrissey to discuss how to recruit and hire top women in sales. Morrissey smiled when he read Altify’s recent research, The Customer Revenue Optimization Benchmark Study 2019, which found that all things being equal, you can generate a 10% greater win rate if the salesperson is a woman.  And research is coming in from many directions with the same message. To discuss this topic, host Patrick Morrissey interviews Tracy Eiler from Inside View about what it takes to attract and retain women in revenue. Top players that increase revenue are in demand. Recruiting top revenue creators is taking on a new urgency as companies realize there is competition for talent and those that know how to recruit win over those that don’t know it is a skill. Patrick, therefore, suggests that companies should be hiring women if they want an increase in sales. Specifically, many companies have found that women in revenue creation and management often are judged to be especially prized as a recent report from CSO Insights - 2018-2019 SALES PERFORMANCE STUDY specifically points out. This is an annual survey of nearly 900 B2B companies that says women in revenue are especially sought and valued. Visit Women In Revenue's site. About Tracy Eiler Currently an Executive at Inside View, Tracy Eilier is a revenue-driven SaaS marketing executive with “core DNA” in demand generation and awareness. Co-author of “Aligned to Achieve: How to Unite Your Sales & Marketing Teams into a Single Force for Growth” (Wiley, 2016). Eiler has driven marketing strategy for companies with a variety of revenue models including freemium, high velocity/small business, midmarket, enterprise, and OEM. Start-up, a public company, and M&A experience. She marketed to line-of-business executives, end users, IT, and C-suite. Metrics-driven across all initiatives. She has a roll-up-the-sleeves attitude with a strategic and creative outlook. Her professional recognition includes: named a B2B Demand Marketing Game Changer, Top 20 Women to Watch in Sales Lead Management, Most Influential Women in B2B Marketing Technology, and Top 35 #WomenInSales  

In this CPSA podcast ,we'll consider ways to increase sales effectiveness and efficiencies. Our very special guest is Matt Heinz. Prolific author and nationally recognized, award-winning blogger, Matt is President and Founder of Heinz Marketing with 20 years of marketing, business development and sales experience from a variety of organizations and industries. He is a dynamic speaker, memorable not only for his keen insight and humor, but his actionable and motivating takeaways. Matt’s career focuses on consistently delivering measurable results with greater sales, revenue growth, product success and customer loyalty. Matt is a repeat winner of Top 50 Most Influential People in Sales Lead Management and Top 50 Sales & Marketing Influencers. Matt restored his 105-year-old historic farmhouse in Kirkland, Washington with his wife, Beth and shares it with three young children, a dog, two rabbits, and seven chickens

  In this session, host Patrick Morrissey interviews Tracy Eiler about what it takes to attract and retain women in revenue.  Top players that increase revenue are in demand, be it attendance at a professional game or products sold in B2B. Recruiting top revenue creators is taking on a new urgency as companies realize there is competition for talent and those that know how to recruit win over those that don’t know it is a skill. Specifically, many companies have found that women in revenue creation and management often are judged to be especially prized as a recent report from CSO Insights - 2018-2019 SALES PERFORMANCE STUDY specifically points out. This is an annual survey of nearly 900 B2B companies that says women in revenue are especially sought and valued. About Tracy Eiler Currently an Executive at Inside View Revenue-driven SaaS marketing executive with “core DNA” in demand generation and awareness. Co-author of “Aligned to Achieve: How to Unite Your Sales & Marketing Teams into a Single Force for Growth” (Wiley, 2016). Eiler has driven marketing strategy for companies with a variety of revenue models including freemium, high velocity/small business, midmarket, enterprise, and OEM. Start-up, public company, and M&A experience. Marketed to line-of-business executives, end users, IT, and C-suite. Metrics-driven across all initiatives. Roll-up-the sleeves attitude with a strategic and creative outlook. Professional recognition includes: named a B2B Demand Marketing Game Changer, Top 20 Women to Watch in Sales Lead Management, Most Influential Women in B2B Marketing Technology, and Top 35 #WomenInSales.

In this episode, host Paul Petersen interviews Heinz Marketing CEO Matt Heinz and they discuss that the primary job of marketing is to build a pipeline.   Heinz said it isn’t marketing’s responsibility just to build more visitors, tweets, likes, etc., but to generate a sales pipeline that is valued by salespeople.   They discuss: Marketing has to deliver consistent results Why it’s a struggle to get marketing to understand their goal is to build a pipeline There has to be a good technology to bridge the gap between marketing and sales Marketing has to put cheese in the right place Marketing has to have the right activities, processes, and systems to deliver a pipeline Sales and marketing have to agree on what the right metrics are You have to generate metrics to buy a beer About Matt Heinz A prolific author and nationally recognized, award-winning blogger, Matt Heinz is President and Founder of Heinz Marketing with 20 years of marketing, business development and sales experience from a variety of organizations and industries. He is a dynamic speaker, memorable not only for his keen insight and humor but his actionable and motivating takeaways.  Matt’s career focuses on consistently delivering measurable results with greater sales, revenue growth, product success, and customer loyalty. Matt is a repeat winner of Top 50 Most Influential People in Sales Lead Management and Top 50 Sales & Marketing Influencers.  Matt restored his 105-year-old historic farmhouse in Kirkland, Washington with his wife, Beth and shares it with three young children, a dog, two rabbits, and seven ___________________________________________ CRM Radio is hosted by Paul Petersen of Goldmine CRM by Ivanti which is a program on the Funnel Radio Channel.  GoldMine is the sponsor of CRM Radio.    

Steven Benson is the Founder and CEO of Badger Maps, the #1 route planner for field salespeople. After receiving his MBA from Stanford, Steve’s career has been in field sales with companies like IBM, Autonomy, and Google – becoming Google Enterprise’s Top Performing Salesperson in the World in 2009. In 2012 Steve founded Badger Maps to help field salespeople be more successful. He has also been named one of the Top 40 Most Inspiring Leaders in Sales Lead Management.  WHAT YOU WILL LEARN IN THIS EPISODE: Inspiration story of Jason Lemkin -"The Godfather of SaaS" model All-In-One: Steve's biggest success and failure How to use Storytelling techniques to overcome Sales objections   SHOW NOTES  [00:11] Intro [01:09] Welcome Steve [01:31] Business success stories that inspire him [01:40] Jason Lemkin : creating SaaStr [04:00] GPS analogy [04:50] Sales experience [05:20] How Steve got into sales [06:45] IBM training program [07:20] Sales roles at Google [08:10] Challenges faced while switching career path [09:01] Failures [09:20] Badger maps [09:50] Lacking vision [10:07] Choice of Technology industry [10:45] Dynamic nature of the technology industry [12:34] Competing in software/app world [13:37] Stories that excite his customers [13:44] Application of Badger maps in sales [14:38] Field sales [18:05] Being efficient with time [19:00] Having success stories with statistical details [20:05] Leadership circle [21:25] Identify a problem and find a solution [22:00] Objection handling [23:20] Challenges facing today’s sales leaders [25:21] The art of storytelling [26:17] Contact info [27:40] Outro   SHOW TRANSCRIPT There's so much information and so much to do and so little time today in a way that there hasn't been before, and I think it takes people's focus off things. It makes it harder to accomplish things.Speaker 2:                    00:14 This is the storytelling for sales podcast, a show about leveraging the power of storytelling to ignite your sales performance and grow your business.Ed Bilat:                        00:25 Hello, this is Ed Bilat, we have a very cool guest for you today. Steve Benson, the founder, and CEO of Badger maps, the number one route planner for field salespeople joining us today after receiving his MBA from Stanford. Steve's career has been in the field sales with companies like IBM, our autonomy, and Google. And actually, he became Google's enterprise top performing salesperson in the world in 2009.  In 2012 Steve founded Badger maps to help field salespeople to be more successful. Steve has been named one of the top 40 most inspiring leaders in sales lead management. Steve Benson, welcome to the show.Steve Benson:               01:11 Hey Ed, thanks for having me. I'm really excited to be here.Ed Bilat:                         01:13 Oh, absolutely. I can't tell you how thrilled I am to have you on the show! I listen to your podcast and I watch your videos all the time, so I can't wait to hear your story all the way from San Francisco. But before we do this, let me ask you a traditional question, which is “what business success story inspires you and why?”Steve Benson:               01:35 Well, um, you know, I guess one of my big inspirations, uh, running Badger is Jason Lemkin. I'm not sure if you're familiar with him, but he's the guy that started EchoSign, which is kind of very select DocuSign if you're familiar with that company.Ed Bilat:                         01:50 Oh yeah. Yeah. We use DocuSign all the time.Steve Benson:               01:53 Okay. He started EchoSign, which, uh, is a very similar product I guess, but they sold it. They didn't take it public as DocuSign did. They sold earlier too. Adobe, he was one of the early people that made a SAAS business and built it up from scratch and took it all the way to a very nice exit. That's what he's first known for. But then after that he started just writing blogs and kind of communicating with the world of people that start software businesses and just writing down and created some really great thoughts and content around how to do every element of running a software company like his challenges that he faced, ways he'd overcome things, and he talked to other people about how they were overcoming things in very clear, simple explanations. Yeah, two-page articles would create vast value if, from my perspective, they taught me a ton of things, and that content strategy then grew into now a huge business that's called SaaStr. Yeah, when it was just all started, he wasn't even monetizing in the beginning. He was just kind of writing about his experiences and be like, Hey, I know a lot about this and I'm just going to share my thoughts. He's a really humble guy, a really inspirational guy for me. The company that I run is based on ideas that I learned from him, Ed Bilat:                        03:11 So this was a blueprint for SAAS companies with no expectations to monetize this whatsoever and it turned out into something really, really big.Steve Benson:              03:19 Right, which works out sometimes. I don't actually know if he had the plan to build the whole SaaStr Fund staying on top of what he was starting off with. I actually suspect he just had a blog and was creating content and then so many people were following it. He was like, oh, I should have a conference. I should. All of them. They do it now. But really it just started out creating great content for what ultimately came to his user software executives.Ed Bilat:                        03:49 We're gonna circle back to that. Let's turn the spotlight on you. Now our podcast listeners know, and I think today this will be particularly relevant. I like to use the GPS analogy. Then I'm, you know, you and my guests, right? You are in this world. I know Badger maps is for sure using GPS and, as you know, in order for the application to locate you, you need at least three towers. So each tower makes a circle, triangulation technique, and it'd been able to pinpoint yourself or precisely. So then I looked at your awesome experience. I see those three circles, right? I see the sales circle, right? I see the true passion for technology in this tree, which is your circle two. And I also see your leadership drive, which is circle number three. So let's talk about all three of them. Shall We?Steve Benson:               04:48 Sounds great.Ed Bilat:                         04:49 All right, excellent. Circle one is sales experience. I look in, you've been in sales roles for many, many years. IBM, HP, Google, and currently you are founder and CEO of Badger maps and which is very unusual for a CEO. You actually host your own podcast outside of sales talk, which I think is awesome, but not many CEOs are actually doing this. And look, not many CEOs actually record sales training videos for their reps. And you do. So how did you even get into the sales world?Steve Benson:               05:22 Well, you know, originally it was because of a friend slash mentor of mine. I was in business school at Stanford looking at a bunch of more traditional roles for students coming out of business school types of things that most of them do, you know, consulting and finance, jobs like that. And I was looking at them and interviewing with them and kind of exploring the different roles that are there's, you know, tried two years away from graduation, still figuring out, you know what? Early in my time there and trying to figure out what path I would take, this guy I know it was a friend and a mentor was like, you know, you could be a consultant and he had been a consultant before. He was like, you should be a consultant in finance. We can do any of these things, but ask yourself, “are you going to be the best guy in the room? Best guy or girl in the room at this job?” And because I don't think you'll be the best finance person, I don't think you'd be the best consultant. You might go into sales and you might be the best salesperson in the room and that's kind of a natural fit for you. And everyone always focuses on showing up their weaknesses. But really in a career, you kind of want to play to your strengths.Steve Benson:               06:32 I think your strength might be the interpersonal side, the leadership side, the sales side of the business. I was like, oh, that really makes a ton of sense to me.Ed Bilat:                         06:43 Okay.Steve Benson:               06:44 So I started looking at the jobs of that nature and I ended up entering IBM that has this program where they, uh, which is like a year-long training program.Ed Bilat:                         06:54 Yes. Steve Benson:               06:55 Pretty cool. It was like, so right after business school I went into a year-long sales training program and they're kind of grooming people to be at their company for the long term, I think is what they're looking for. And they stay, invest a ton up front trying to make you a great salesperson. I didn't end up staying there after the year was over. I ended up, uh, with a software company called Autonomy, which subsequently was purchased by HP. And then I ended up, uh, moving into a sales role at Google because they're kind of on the cutting edge of SAAS.  I'd seen some SAAS that, so software as a service to shift to doing software on the cloud as opposed to traditional software. It's downloaded or solo CD, it changes the whole business model and stuff. And I, and I saw that at Autonomy a bit. We were dabbling in that model. Okay. One of the companies leading the space, Salesforce, Workday, a few others, but a Salesforce is where Google is in a really great job at that point. And so I went to them and it was kind of a part of growing very early SAAS businesses out. And so I was there for years and then I started Badger.Ed Bilat:                          08:02 And what was a major challenge early on like for sales specifically when you were rolling through the training at IBM? Steve Benson:                08:18 Well, I think some of the biggest shots, it's really not. It's been taught to you before like everyone has the natural sales abilities that you learned from when you're a small kid, you try to sell your mom on buying you some sugar. But you learned to sell and learning to influence and learn to educate others. I was fairly highly educated, but I hadn't been educated in this at all. I felt like it was a natural fit for me, but that being said, I had to kind of build all these skills from the ground up and the types of things that really differentiate great salesperson from other types of business leadership.Ed Bilat:                         08:59 Sales suddenly going to be challenging and can be stressful. Do you have a favorite failure of yours? Like, anything will happen, which was a good lesson in the retrospective?Steve Benson:               09:14 Yeah, I'd say the biggest failure of my biggest successes, the company that I run now,Ed Bilat:                         09:22 I love it.Steve Benson:               09:25 Long term, it was successful, but in the short term there were a million failures that I overcame building the business. I'd say that one of my biggest failures was not realizing how long and hard it was to get a business of this nature off the ground and going.  Everything took three times longer than I thought it would and was three times harder than I thought it would be. The failure there is, I mismanaged how long and difficult things would be and so that, that causes all kinds of problems. But then long term it did end up being a successful company here, but it was very good. But harder to get going than I thought it would have been. And that was definitely a failure of oversight.Ed Bilat:                         10:06 Let's talk about the Second circle: The technology this is your passion and commitments. Again, IBM, Google, HP and you stayed with technology for many years and yet your undergraduate degree is actually in geography. Right?Steve Benson:                10:31 I was actually looking at a bunch of industries that would be interesting. I figured out, oh, I shouldn't be on the sales side of things. There were other industries that I was also looking at the reason. So that to me was because of how fast it's changing and how dynamic it is and how it's compared to most industries. It's just having an outsized impact on the world. That's changing how things are done in business and in people's lives all the time. I mean, if you think about even 15 years ago, people didn't have cell phones or they had very basic, wasn't even have cell phones. People are just living differently. Technology has changed, business has changed people's lives a ton in the last 15 years, and it's happening really fast and quick change tends to create opportunity, my opportunity to disrupt incumbents and it's just exciting and interesting. So I think, yeah, that's how I ended up in technology, right? It's less that I've always been interested in speeds and feeds the computers or something, but more that I'm interested in the change that technology enables, and I'm interested in being a part of exciting, dynamic things.Ed Bilat:                          11:42 Uber is The largest Taxi Company in the world and they do not own any taxis. That's right. Yeah. The largest media company in the world does not write any content. I am talking about Facebook. Hospitality provider does not only new hotels, right? So like 10 years ago, if you would tell somebody, let it, a business like that would exist. They will just laugh at you saying like this is not possible. it's just physically not possible. But that didn't happen. So specifically for the mobile APP World that isn't it like really hard to compete in this space today?Steve Benson:               12:23 Yes. The bar for creating new technology is relatively low today. 16 year old can code up an APP but to build enterprise-class software is very hard if you're building something that a business is going to be using for business critical things. And if you're making that kind of application, there's a lot to it and you've gotta be able to integrate with their existing systems. You've got to be able to work perfectly solve their problems. There are a lot of apps, there are a million flashlight apps and those are easy to build, right? There are far fewer companies that are building applications successfully and software successfully that's used in business. There's a lot more today than, there used to be. There's got to be 5,000 companies that make marketing technology and 5,080 sales technology. But really it's hard to compete because there is so much going on and changes so fast. But it's easy in that if you solve a key problem that a large group of people has, you can really create a lot of value with technology very quickly. And so even if it's hard to compete and you've gotta be on your game and you can unlock a ton of value of people and therefore create a great business.Ed Bilat:                         13:36 So for your customers, like what type of stories excites them? , what do they do with the application?Steve Benson:               13:44 What Badger does is we have an application for field sales teams. We take their territories, their customers, and we put them on a map for them. We allowed them to use our tools to figure out which customers they should focus on. We give them the capability to build routes and schedule out their time when they're in the field and meeting with customers, we provide them with new leads. So we showed them where businesses are, so if you want to make this a real example, think about a company that sells something to dentists and their 800,000 dentists or whatever in America. And this company's goal is to let all these dentists know, hey, we have a cool new way of cleaning people a little bit better. We have a new thing that does that. Exactly. And then they already have a, a very large sales team. That's their business, right? So that's a field sales is a sale that occurs in the fields, right? You could also just sell it online. I mean, what if you were a new dental company and you just, you created a really nice website, put your new tool online. Maybe no dentist would show up and look at your finding new tools. So how would you get them to do it while you send out field salespeopleSteve Benson:               14:51 could also use inside sales where you're calling them on the phone, but with certain types of buyers, the best way to get in front of them is by actually going and meeting with them and explaining why your new way of doing something is better or why what you have is this and that they should start using instead of something else. It could be selling wine to restaurants or something, you know, it could be medical devices to doctors or pharmaceutical drugs, pharmaceuticals are sold this way. But the point is that we help that kind of salesperson who goes and meets their customers face to face, uh, we helped them do a whole bunch of things and they're a very mobile group of people. Obviously, they're out in the field and so our software works on, it's an application on their phone. It also works in their computer. We enabled them to do a bunch of things. We just solve a bunch of problems that they face.Ed Bilat:                         15:44 They would drive us to downtown and just dump final seven people on the street. Right. Then you have three streets that way and the fourth streets that way. And um, you know, I would take the elevator to the top of the building and then be just walking down the stairs until securities you will run out, uh, cell phones. Yeah. So it was basically finding anybody who would be interested in cellular technology, in the wireless. Right. And remember, once you have an appointments, we'll always do a T- call means that you go to the left, you go to the right and you go to the back of the business, which you just visited and say like, Hey, I was just talking JNK right next door to you. So would you be interested in this as well? Right? So like, I'm sure your software is way smarter, uh right now. So, because that was like very, very basic instincts and they actually based a lot on psychology. How, how would they feel after that appointment? Right. As if it wasn't like stressful. If they told me to go, I would be very hesitant to go to another location, you know, I would need a cup of coffee or lunch.Steve Benson:               16:57 . Most of the people that we sell cell phones, especially tricky because everybody could use those. It's very hard to filter, but like if you're selling heart stents to cardiologists, that's much more specific. Or if you're selling, you know, organic beer to organic restaurants are, and Vegan restaurants, that's much more specific. Our customers tend to be not trying to sell something to everyone, but they're selling a specific high-value thing to specific people. And so it's more about, okay, I come up with my territory, there are 800,000 dentists in the country, but my territory is just, you know, Manhattan north of you know this street. And so there are 500 dentists, this area, those are the 500 that I've got to talk to. Or they'll cover like western Kansas or something and there are 500 dentists there. And so they cover a specific group of people in a specific area.Steve Benson:                18:02 So a lot of it is about focus and knowing when to follow up with them... when it's a good time setting meetings and then being efficient with your time to kind of create value for those customers and not, not just kind of walk in and not many of our customers are kind of that early in the sales process where they're just kind of walking in and saying hi. Sometimes we see that though we do see that some, but it's especially in my experience, a hard job. If you're selling something that kind of anyone can buy like water's hard or cell phones or anything, insurance, business insurance that every business could buy. So it's like if you walk up and down Main Street USA and every single company on the street could buy your thing. It's nice because you have lots of customers, but it's also harder because you have lots of prospective customers,Steve Benson:                18:52 Well, you're having a great story that communicates how you help your customers is one of the most important things that you can do. People remember stories. You want to have those success stories about your customers. Like this customer got 50% more meetings, you know, a month because they started being organized with our product. This customer was able to sell 20% more because of the focus they were able to use in the new leads they were able to get with our product. A key thing is having statistics in your stories if you're in the business like have real numbers and the real people if I can tell another dental company that they know and compete with is using our product. I use them, she has an example because they have a bunch of customers there. It's uh, we got our first big customer there a long time ago, but then I was able to go and tell that story to other companies in that industry that don't necessarily sell the same exact thing as them, but also sell things to dentists or doctors. If you can give a very specific example of a specific company unlocking a ton of value because of your product or service. That's really one of the keys to sales is having that story.Ed Bilat:                        20:06 So let's talk about the last circle. The Leadership circle, cause obviously is the CEO of the company. All right, so you're not just a leader, you also coach and the teammate. You transition to that role and being the leader. What stories come to mind that actually helps you grow as a leader?Steve Benson:                20:26 I think great leadership. It's easier for most people that understand that great athletic coach versus a crappy, crappy athletic coach. We'll tell their basketball team, for example, you got to score more points. That's not being a good coach to yell at you and say you guys aren't scoring enough points. You've got to score more points, more baskets. A great coach is someone who is able to pull a player aside and say, Hey, I noticed on your crossover dribble on your left hand that you're leading with your foot like this. If we were to switch it to leading with your foot like this, you'd get an extra half step on the defender and that would allow you to get around them and make the layup. Here's a drill that you can practice, you know, 20 times tomorrow and really engrain doing it this way instead of that way and you'll be able to feel it. That extra step that you're going to be able to get a great coach identifies problems like that and then brings a solution and helps the person learn and uplevel their game. And that's really what I try to do. I don't just set goals and say, hey, I want know numbers to increase x percent by x date. I try to work with all the different teams and have ideas with them and listened to them and figure out where they can get that extra half step.Ed Bilat:                         22:01 When you take a specific objection when the customer says I don't have any money, like how do you deal with this? Like do you just freeze? When do you ignore it? What do you do? Because objections will come like whether we like it or not with objections will come and if you're not prepared, well guess what? Like it was going to be very awkward.Steve Benson:                22:23 Right, exactly. Yeah. I have a whole series of videos on sales skills and they just, if they're available for free on Youtube, Youtube Channel, Badger maps, it's the sales tips and tricks playlist and there's like 10 videos. They're all 10 minutes long or so, so you can, we'll get there. I'm pretty fast, but it's, it covers things like objection handling. I think we have three or four videos on that and that's everything from the way you should anticipate objections, the different types of objections you're going to run into and how to head them off and how to handle them and uh, if you're interested in that sort of thing.Steve Benson:               23:24 I think the biggest challenge is what a noisy world. It's everyone's so busy, you know, their attention being told a million different directions and it makes it harder to get things done. Makes it hard to take the next steps, getting people's attention right originally and letting them know, hey, I do x, Y, z. It creates value for people like you by doing B. C is that interesting to you? To learn more about or and getting them aware that you are a solution like you even exists is one problem. Because people have so much going on, and this is for a lot of reasons. I mean, one we productivity per employee is, has raised a ton over the last 30 years. Pay hasn't really grown for a, for most people that productivity has. And so we're basically, we're doing a lot more with less. That makes people a lot busier. I do also blend technology, right? The frantic nature of today's world. 17 hoses of information coming at you. Like I remember when I was a kid, my dad, you'd get the Chicago Tribune and read it. That was like his one hose of information. But if you, if you look at, you know, someone today, they have three social media sites and you know, 14 news aggregators and you have TV and Netflix and their phone blowing up, you know, there are eight communication applications on my phone, each one can have messages flowing into it from different types of things. And Yeah, I think it makes it a very noisy world. And I think that's the biggest challenge for selling to new people. I guess the biggest challenge to leading a team is that they're all attracted. I think it's the, it's the, it's the hardest thing about managing yourself is that you're distracted. There's so much information and so much to do and so little time today in a way that there hasn't been before. And I think it takes people's focus off things and makes it harder to accomplish things. You really have to actively combat that.Steve Benson:                25:24 The Art of storytelling is the art of communicating with whoever you want to communicate with. Doing it through stories is doing it with examples. It's about connecting to people, to connecting to the person that you're trying to communicate with. Giving rich examples, whether it's yourself or people like them, it just makes the message that you're trying to get across through the story a lot more effective and a lot stickier in people's minds. And so that's what the art of storytelling is to me. It's really the art of great communication. And I think that in general, in the modern world with low attention spans and all the distractions of the world, it's harder to have truly great communication.Ed Bilat:                          26:16 I appreciate your time. So for our listeners, what's the best way to connect with you over your brand?Steve Benson:                26:21 Um, best way to get ahold of me for your listeners, probably Linkedin search, Steve Benson at Badger I'll come right up. My podcast is outside sales talk and you've got to listen to that. If you were in hearing new sales strategies and learning new things about how to be a great salesperson, it's less me talking and more, I been on best sales leaders from around the world, thought leaders and that sort of, those sorts of people.New Speaker:                26:53 We'll make sure to include all those links on sources. Um, again, thank you so much for coming to the show, is an absolute pleasure. Steve Benson:                27:00 Yeah, I think what I can offer your listeners is,  if they are interested in sales, you get in touch with Badge.r Just let people know that you, that you heard about podcasts here, we'll give you two months free of Badger. So if you're in sales and you want to check it out, that's a reward for listening to all my, uh, my blathering here.Steve Benson:                27:38 Thanks for having me, Ed!

In this episode, host Steve Benson is being interviewed by the producer of the show, Anna Bolender, about how he started his outside sales career, why he left Google to start Badger Maps and the most important lessons he learned along the way. Steve shares valuable advice from his successful field sales career and talks about his entrepreneurial journey! Here are some of the topics covered in this episode: Sales lessons from working at IBM, Autonomy and Google Steve’s experience as sales manager at Google Hardware vs. software sales industry How to decide if you should take the leap and start a business Bootstrapping or raising VC money?   You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!   About: Steve is the host of the Outside Sales Talk Podcast, and Founder and CEO of Badger Maps, the #1 route planner for field salespeople. After receiving his MBA from Stanford, Steve’s career has been in field sales with companies like IBM, Autonomy, and Google – becoming Google Enterprise’s Top Performing Salesperson in the World in 2009. In 2012 Steve founded Badger Maps to help field salespeople be more successful. He has been named one of the Top 40 Most Inspiring Leaders in Sales Lead Management.   Website: https://www.badgermapping.com Linkedin: https://www.linkedin.com/in/stevenbenson Twitter: @SteveBenson, @BadgerMaps Facebook: https://www.facebook.com/badgermaps YouTube: https://www.youtube.com/user/BadgerMapping Instagram: @stevebensonsf   Listen to more episodes of the Outside Sales Talk here and watch the video here!  

Host Steve Benson shares his proven strategies about how to follow-up effectively after sales meetings in this special episode. So many outside sales reps are losing deals that they’re already 80% of the way to closing because they’re not doing follow-ups right. Deals are going dark on them and they lose traction after the first meeting. Learn how to master follow-ups and move deals faster and more successfully through the sales cycle!     Here are some of the topics covered in this episode: What to say in a follow-up via email vs. over the phone The best times to follow-up Steve’s 3 follow-up tricks Follow-up do’s and don’ts   For more tips about how to follow-up after sales meetings, check out Steve’s video and blog post here!   You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!   About: Steve is the host of the Outside Sales Talk Podcast, and Founder and CEO of Badger Maps, the #1 route planner for field salespeople. After receiving his MBA from Stanford, Steve’s career has been in field sales with companies like IBM, Autonomy, and Google – becoming Google Enterprise’s Top Performing Salesperson in the World in 2009. In 2012 Steve founded Badger Maps to help field salespeople be more successful. He has been named one of the Top 40 Most Inspiring Leaders in Sales Lead Management.   Website: https://www.badgermapping.com Linkedin: https://www.linkedin.com/in/stevenbenson Twitter: @SteveBenson, @BadgerMaps Facebook: https://www.facebook.com/badgermaps YouTube: https://www.youtube.com/user/BadgerMapping Instagram: @stevebensonsf   Listen to more episodes of the Outside Sales Talk here!  

In this episode we focus on how to deliver a great Customer Experience. Carlos Hidalgo is an expert at the subject and shares his knowledge and experiences. You also have the possibility to win his book "Driving Demand" Here is the article Carlos is referring to in the episode: The Value of Customer Experience, Quantified Carlos Hidalgo is founder and CEO of VisumCx, a Customer Experience Strategy Firm. Carlos has over 20 years’ experience working with B2B organizations in delivering multi-channel customer experience strategies and programs. Carlos is widely recognized for his expertise in B2B marketing, sales, content and demand generation and is an international speaker on how organizations need to transform to meet the needs of their customers and buyers. Carlos is the author of Driving Demand, has been named one of the 50 Most Influential People in Sales Lead Management for the last six years and is recognized by Onalytica as the “Most Influential Person in B2B North America in 2015.” www.visumcx.comTwitter: @cahidalgo If you would like to recommend a featured guest or topic on the PIMtalk podcast, please email us at PIMtalk@inriver.com. Want to know more about PIM? Download this free Whitepaper!

This is Part Two of the Introductions to the Explicit Content Podcast Hosts (Part One is here if you missed it).  Just a reminder of what we have put together on this podcast, we will have five different shows, rotating on a weekly basis, with two hosts for each show. Our goal is, to be frank, honest, straight to the point, and explicit. No bullshit. We will not try to lead you in a direction we don't believe in, and we won't try to pull the wool over your eyes to stroke our egos.So, what are the shows?First up is the SEO and Data show with Andy Crestodina and me.Next, Demian Ross from Social Media Examiner and Joe Cox of Pop-Marketer will dive deeper into Social Media.Melanie Deziel and I will cover Native Advertising, but let's face it, Melanie is the real star.Our fourth show, Katie Martell, and Lindsay McKinney will dive into the interworkings of the marketing team and what goes into digital marketing.And finally, veteran podcaster Pamela Muldoon and I will be jumping all over the topic of Content Marketing.Over time, our show will change. New shows will be introduced, new hosted will be added, and my hope that some of our shows will move into a weekly rotation of their own. Enterprise Marketer could not be happier about launching this show and are very proud of the hosts we have brought together.Thank you to Rev.com for being our new transcript sponsor for the Explicit Content Podcast - Get $10 off Your First Order and See What All The Buzz is About - http://emktr.co/revEnough of the yapping, let's get the team. This week, we will hear from Lindsay McKinney, Demian Ross, Pamela Muldoon, and Katie Martell.Katie Martell creates buzz and drives market demand as an on-demand marketing consultant, writer, and speaker based in Boston, MA.  Katie has been recognized as one of the top 10 marketing writers on LinkedIn, #3 Most influential B2B marketer on Twitter a “marketing expert to follow” by CIO Magazine, one of 20 Women to Watch in Sales Lead Management, and a top 100 influencer in content marketingLindsay McKinney serves as Senior Director, Brand and Strategic Marketing at Yext. A 360-degree marketer, Lindsay has managed global Demand Generation, Events, Analyst Relations, Public Relations and Content teams over her 13 years in marketing at Sitecore, Salesforce (via the acquisition of ExactTarget) and Hyland Software. Lindsay has quarterbacked high-tech organizations' analyst relations strategies with outcomes, notably Leader positioning, in a score of tier-one analyst evaluations. She has also orchestrated demand teams to exceed targets and grow quarter-over-quarter pipeline growth. Lindsay has been an active member of Forrester's Analyst Relations Council since 2006.Demian Ross, a Sales and Marketing professional with 20+ years sales and marketing experience, specializing in digital media, social engagement, public outreach and creating quality content. He professional, analytical, and results driven. Demian is adept at conceptualizing and implementing marketing campaigns for a wide variety of clients and products. Strong results are derived from tailoring a campaign to a company’s current needs while simultaneously forecasting their future ones. Pamela Muldoon brings over three decades of marketing and media experience to her various roles in the content marketing industry. Her passion is helping brands and individuals get the right content in front of the right audience at the right time. As a content strategist, she works with B2B companies to tell a better story while ensuring sales and marketing work together to reach their audience. She merges her background in radio, voiceover, and podcasting as a consultant and coach, believing that audio is still the most intimate form of content you can produce.Full Show: https://enterprisemarketer.com/podcasts/explicit-content/season-01-episode-02

In this special episode of the Outside Sales Talk podcast, host Steve Benson is addressing a very frequently asked question - what’s the best way to handle and overcome price objections in sales? You probably already know that mastering price discussions is important, but did you know, that almost six in 10 buyers want to discuss pricing on the first call? Even reps who are great at overcoming most sales objections aren’t prepared to overcome price objections – no matter how experienced they are. It throws them off their whole game.   Steve will show you how YOU can overcome a price objection and walk away from the meeting, with the deal in your pocket and without discounting your price or losing the deal because you didn’t have an answer when your customer said, “This is too expensive for me.”   Here are some of the topics covered in this episode: Identifying the 4 types of price objections How to address and overcome different types of price objections Giving discounts vs. making ‘price adjustments’   Steve is the host of the Outside Sales Podcast, and Founder and CEO of Badger Maps, the #1 route planner for field salespeople. After receiving his MBA from Stanford, Steve’s career has been in field sales with companies like IBM, Autonomy, and Google – becoming Google Enterprise’s Top Performing Salesperson in the World in 2009. In 2012 Steve founded Badger Maps to help field salespeople be more successful. He has been selected as one of the Top 40 Most Inspiring Leaders in Sales Lead Management. Steve is also a passionate life and career coach and believes his main job leading a company is to empower the people on his team to find their best career path and thrive in their role.   Website: www.badgermapping.comLinkedin: www.linkedin.com/in/stevenbensonTwitter: @SteveBenson and @BadgerMapsFacebook: www.facebook.com/badgermapsYouTube: www.youtube.com/user/BadgerMapping   You can listen to more episodes here: https://www.badgermapping.com/podcast  

Trish Bertuzzi is the President and Chief Strategist at the Bridge Group, Inc. She is also the author of The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales.  Over the last two decades, Trish has promoted inside sales as a community, profession, and engine for revenue growth.  Trish and her team’s research and ideas have been featured on Inc.com, in Forbes, by associations like SLMA and AA-ISP, and across more than 68 sites in the sales and marketing world. Trish has received many awards and recognitions including:  Top 25 Sales Influencer by OpenView Labs (3X) Top 25 Most Influential in Inside Sales by AA-ISP (3X) Top 50 Most Influential People in Sales Lead Management by SLMA (3X) Special Recognition Lifetime Contribution to Inside Sales from AA-ISP Topics Discussed: Hunters and Closers…what are they? What are some of the biggest hurdles that sales development is facing today? What are some of the best ways for sales development to get their prospects interested in them? How can sales development build a relationship of trust with their prospective audience? How AE’s and SDR’s should be working together. What is the difference between sales process and sales ownership/creativity? PTO and Sales Many tech companies are offering unlimited PTO, but sales people are not unplugging. What has the Bridge Group found in their research about the correlation between these policies and sales burnout? Software solutions discussed: Outreach SalesLoft Share This:

  Matt Heinz focuses on delivering measurable results for his clients in the way of greater sales, revenue growth, product success and customer loyalty. He held various sales positions at companies like Microsoft and Boeing before starting his own business ‘Heinz Marketing’ to help clients scale revenue and customer growth. Matt is an expert in Social Selling and shares hands-on advice on how Field Salespeople can use and leverage Social Media to nurture and grow their network, and build long-term relationships with prospects.   Here are some of the topics covered in this episode:   How you can use Social Media in Field Sales How to listen to and engage with potential buyers on Social Media Increasing trust and credibility as a seller through Social Media Finding out which Social Media channels are most effective for you Tips and best practices on how to use different Social Media channels successfully How you can stand out and get your prospect’s attention on social platforms   Listen to this episode on iTunes, Stitcher, Google Play or wherever you get your favorite podcast!   About the Guest: Prolific author and nationally recognized, award-winning blogger, Matt is President and Founder of Heinz Marketing with 20 years of marketing, business development and sales experience from a variety of organizations and industries. He is a dynamic speaker, memorable not only for his keen insight and humor, but his actionable and motivating takeaways. He has helped organizations such as Amazon, Seagate, Morgan Stanley, The Bill & Melinda Gates Foundation and many others create predictable, repeatable sales & marketing engines to fuel growth. Matt is a repeat winner of Top 50 Most Influential People in Sales Lead Management and Top 50 Sales & Marketing Influencers.  He is living through the renovation of a 105 year old historic farmhouse in Kirkland, Washington with his wife, Beth, three young children, dog, two rabbits, and seven chickens.   Blog: https://www.heinzmarketing.com/blog/ Linkedin: https://www.linkedin.com/in/mattheinz/ Books: https://www.heinzmarketing.com/resources/#books Twitter: @HeinzMarketing

Matt Heinz is the President and Founder of Heinz Marketing, with 20 years of marketing, business development, and sales experience from a variety of organizations and industries. He is also a speaker, author, and nationally recognized, award-winning blogger. Matt has helped organizations such as Amazon, Seagate, Morgan Stanley, The Bill & Melinda Gates Foundation and many others create predictable, repeatable sales & marketing engines to fuel growth and is also a repeat winner of Top 50 Most Influential People in Sales Lead Management and Top 50 Sales & Marketing Influencers. What you'll learn about in this episode: The importance of creating a business that allows you to live the life you want Why working with clients that respect your values and your team is important The power of recognizing the work of your team members on a daily basis The importance of regularly reinforcing your core values Why Matt creates a “daily do” list each day The importance of staying calm in moments of turmoil Why you need to define and understand your “why” Why you need to create your business with intentionality The benefit of changing your mindset from the fear of missing out, to the joy of missing out The importance of having a list of daily priorities to ensure the most critical tasks get done Ways to contact Matt: Website: www.heinzmarketing.com Twitter: @HeinzMarketing Email: Matt@HeinzMarketing.com

Data-driven communication is the buzz word in marketing as we are being held accountable for our efforts and our budgets. Metrics, measurement, and milestones are the vocabulary of today, but does that mean awareness, engagement and loyalty no longer matter? In our focus on big data and data science, have we dehumanized marketing? Today we talk with Susan Emerick, a long standing social media advocate to understand how being a data-driven marketer improves and enhances your social presence and infuses the soul of marketing.   ----more---- YOUR HOST CYNDI GREENGLASS Cyndi W. Greenglass is a founding partner and Senior Vice President Strategic Solutions at Diamond Communication Solutions, a data driven communications firm specializing in Healthcare, Financial Services and direct response solutions. Cyndi was recently recognized as among the Top 10 Most Inspiring People in Sales Lead Management, as well as Tope 20 Women to Watch in Sales Lead Management. She  has twice been named into the Top 100 Influential BTB Marketers by Crain’s BtoB Magazine, and was the 2012 CADM Chicago Direct Marketer of the Year. Cyndi is a member of the Executive Management team at Diamond Marketing Solutions where she is responsible for the strategic planning process, participates in strategic acquisitions, and manages the agency services division. Cyndi is delighted to be part of the WVU faculty as an online adjunct instructor in their Masters of Science DMC program. OUR FIRST GUEST – SUSAN EMERICK Susan is the Principal and founder of Brands Rising, where she works with Fortune 100 companies, providing expertise in strategy, engagement and measurement methods. A passionate data-driven marketing change agent, Susan Emerick has navigated the evolution of internet marketing since its inception. An early pioneer in digital and social networking for business, she was instrumental in creating IBM’s social insights practice to continuously apply social listening insights to marketing planning and engagement strategies. As a result, IBM was awarded the 2010 SAMMY (Social Advertising, Media and Marketing) for Best Socialized Business. Susan has served on several advisory boards and she is the author and co-author of several books including “The Most Powerful Brand on Earth: How to Transform Teams, Empower Employees, Integrate Partners and Mobilize Customers to Beat the Competition in Digital and Social Media” - a must read for anyone striving to build brand advocacy. Susan is also part of the exemplary WVU faculty as an online adjunct instructor in their Masters of Science DMC program.

Guest Bio: Matt Heinz is a Prolific author and nationally recognized, award-winning blogger. He is also President and Founder of Heinz Marketing with 15 years of marketing, business development and sales experience from a variety of organizations and industries. He is a dynamic speaker, memorable not only for his keen insight and humor, but his actionable and motivating takeaways.  Matt’s career focuses on consistently delivering measurable results with greater sales, revenue growth, product success and customer loyalty. Matt is a repeat winner of Top 50 Most Influential People in Sales Lead Management and Top 50 Sales & Marketing Influencers. Matt is living through the renovation of a 105-year old historic farmhouse in Kirkland, Washington with his wife, Beth and three young children.

On this episode of the Pharmacy Marketing Simplified Podcast, Nicolle interviews Marketing guru and Founder of Heinz Marketing -- Matt Heinz about the power of Networking with other businesses in your community.  About Matt: Prolific author and nationally recognized, award-winning blogger, Matt Heinz is President and Founder of Heinz Marketing with 15 years of marketing, business development and sales experience from a variety of organizations and industries. He is a dynamic speaker, memorable not only for his keen insight and humor, but his actionable and motivating takeaways.  Matt’s career focuses on consistently delivering measurable results with greater sales, revenue growth, product success and customer loyalty. Matt is a repeat winner of Top 50 Most Influential People in Sales Lead Management and Top 50 Sales & Marketing Influencers.  Matt is living through the renovation of a 105-year old historic farmhouse in Kirkland, Washin

On this episode of the Pharmacy Marketing Simplified Podcast, Nicolle interviews Marketing guru and Founder of Heinz Marketing -- Matt Heinz about the power of Networking with other businesses in your community.  About Matt: Prolific author and nationally recognized, award-winning blogger, Matt Heinz is President and Founder of Heinz Marketing with 15 years of marketing, business development and sales experience from a variety of organizations and industries. He is a dynamic speaker, memorable not only for his keen insight and humor, but his actionable and motivating takeaways.  Matt's career focuses on consistently delivering measurable results with greater sales, revenue growth, product success and customer loyalty. Matt is a repeat winner of Top 50 Most Influential People in Sales Lead Management and Top 50 Sales & Marketing Influencers.  Matt is living through the renovation of a 105-year old historic farmhouse in Kirkland, Washington with his wife, Beth and three young children. Matt Heinz Speaking Engagements You can read more from Matt on his blog, Matt on Marketing, follow him on Twitter, or check out his books (listed below) on Amazon.com. Full Funnel Marketing Modern Marketing Field Guide Contact Nicolle McClure 2929 Westown Pkwy., Suite 100, West Des Moines, IA 50266 515.440.1270 See omnystudio.com/listener for privacy information.

MWR Life Inspiration Ambassador and Napoleon Hill Foundation Certified Instructor Tom Cunningham (too tall) interviews Cheryl Scoffield. Cheryl Scoffield is The Follow Up Specialist, helping clients develop a systematic approach to stay connected to the 5th - 12th contact where 80% of sales are WON.  The FORTUNE really is in the follow up . . . . . . but it doesn't just happen by coincidence! As a Prospecting Expert Cheryl trains and speaks on List Building, Sales Lead Management and Business Networking globally through online summits and live training seminars. Cheryl uses a co-creative methodology (a blend of strategic consultation, business development training and tactical application) to simplify the process of consistently staying in front of your prospects without ever feeling like a pest. JOURNEY TO SUCCESS SPONSOR  www.mastermindwith2tall.com