This week's show is called "Business Activity vs Lead Generation – Where True Demand Comes From” with Justin Shriber, CMO at people.ai. We're talking about signals and trigger events you can pull out of your consolidated information to have better contextual conversations with your prospects.
We have complex buying journeys that not only take a long period of time, but also sit across multiple members of the buying committee. We also have multiple people on the selling team. So if you have an insight, it's not as binary as saying, "Well, let's put that into an email sequence," or, "Hey sales person, go mention this on your call." Ideally it's integrated across multiple channels in an appropriate sequenced way.
Justin and I talk about how sales and marketing are increasingly embracing that complexity and he shares some keys to helping companies integrate those insights and those triggers into that more complex nuanced sequence.
Listen to the end to hear some great lessons he's taken away from COVID and from other experiences like it as well. This and a lot more!
Listen in now and/or read the transcript on the Heinz Marketing blog starting 3/1/21 at 6am PST.
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.
Is it Possible to Have A Full-Service Agency Today? Hear Dan Englander Say Yes, and No!
How a Nurse Practitioner Turned Sales Rep is Selling into Health Care Right Now
Virtual Sales Training: How To Support Your Now Entirely Virtual Team
Selling from Scratch: Foundations and Fundamentals for Building Your Sales Team
Coronavirus, Trade Shows and Value vs Venue
Successful Selling for Professional Services: An Unstoppable Approach from Steve Gordon
The Importance and Power of Editing: A B2B Masterclass (in 30 Minutes!)
Will AI Replace Sales Professionals? Finding The Right Balance Between Sales Automation and a Human Touch
What Do Tina Fey, The Ohio State University and B2B Marketing Have in Common?
How ABM is Evolving: New Best Practices and Pitfalls
How TUNE Marketing Aligns With Sales for Lead Mgmt and Conversion 5 Minute Podcast
How to Win (and Keep Winning) Bigger Deals
How Your Board and Investors Think About Marketing
How to Win at Bat to Win the Game – Dave Lorenzo 5 minute Podcast
How to Start 2020 the WRONG Way
To Lead Sales You Must Know How to Leverage Marketing – Jerry Brooner
What Do CRM and Spirituality Have in Common? A Wide-Reaching Conversation with Jon Ferrara
Three Things AI Must Do and It Doesn’t Include Replacing Salespeople
From Process to Profits: How Systems Will Increase Your Sales
You Can’t Execute Anything From a PPT Deck – Josh Baez and Matt Heinz Podcast
Create your
podcast in
minutes
It is Free
The Commercial Edge: Unleash the Power of People
The emPOWERed Half Hour
The Marketing Secrets Show
Right About Now with Ryan Alford
The Agile Brand™ with Greg Kihlstrom
B2B Agility™ with Greg Kihlström
The Goal Digger Podcast