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.
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
Don’t Get Comfortable in Marketing
Josh Miles, CMO for the Society for Professional Services (SMPS) talks with Stacy Gentile about the difficulties marketers are facing today with constant accelerating change, new tools, weak marketing skill sets, and the status of intentional marketing.
- Why tomorrow will be difficult for marketers
- What he means by so many tools, so little time
- Why multi-dimensional marketing skills will be crucial
- How to think differentially about marketing
- Why the position of marketing director is changing from year to year
About Josh Miles
Josh Miles is a caffeine and Twitter addict and Chief Marketing Officer at SMPS. Josh previously co-founded MilesHerndon, an Indianapolis-based branding firm specializing in brand strategy, corporate identity, website, and user interface design. His expertise is highly sought after by professional service firms including architecture firms, legal practices, engineering offices and software companies. Josh is also involved in several other start-up tech companies based in Indianapolis.
Josh’s unique point of view on branding, design, and marketing has been sought after by organizations, corporations, and university design programs.
Josh is the author of Bold Brand 2.0: How to leverage brand strategy to reposition, differentiate, and market your professional services firm. Josh Miles speaks from coast to coast on branding, digital marketing, and social media. Josh was honored as one of the Indianapolis Business Journal's 40 Under 40, and was also named 40 Under 40 by Delta Sigma Phi.
She’s serious with humor, laughs when making a thoughtful point and you know as you listen that she speaks with authority and truth.
Colleen Francis of Engaged Selling talks with host Stacy Gentile about the issues around poor, poor sales coaching. They discuss:
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CRM Systems are getting bigger and more complicated. In the process, the pivotal end user of the system, not the buyer of the system, has been ignored. And if the end user, the salesperson can’t easily use the system, nothing else matters.
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Yes, this is another rag on what our parents did wrong and from Andrea Waltz we understand the limits this has imposed on salespeople. And yet, it's easier than you think to overcome our avoidance of the word no and reprogram ourselves to embrace it.
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Buyers Have Changed: Sellers Must Change or Fail to Make Quota
Spray and Pray doesn’t work, but it’s used every day by unsuccessful salespeople. Mario Martinez Jr., president of Vengreso says that buyers only care if a salesperson can add value and the buyer can quickly tell if this is the case. In this interview with CRM Radio host Stacy Gentile, Martinez knocks down stereotypical ways of selling that are yesterdays approaches and gets into the methods of today’s most successful salesperson: Social Selling. He discusses:
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There has been a lot said about the Emotional Intelligence (EQ) of our leadership class in corporations, but little said about how the lack of emotional intelligence for salespeople affects sales performance. In this interview, host Paul Petersen speaks with Colleen Stanley, founder of SalesLeadership about the consequences of feeble emotional intelligence on the part of salespeople. They cover:
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In this free wheeling session, Trish Bertuzzi CEO of the Bridge Group discusses problems and cures for the most irritating and persistent sales issues facing C-Level Executives today. CRM Radio Host, Stacy Gentile asked Trish what advice she can give to C-level Executives and she replied, “You need to be an expert at Sales and Selling. Everything else, secondary. If you won’t get it, no one else will.”
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The host for CRM Radio, Stacy Gentile, said that of all the guests he invited this year, Dora Lutz is the one he looked forward to most. She is the author of 
