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

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

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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.

Join host Paul Petersen and Amy Guarino, COO of Kyndi as they discuss the current state of AI, how it's progressed, trends – and when companies can expect see it applied in their business. They will also talk about who companies might deal with that are using it. The underlying topic is explainable AI.

• How AI is the alternative to deep learning

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About our guest Amy Guarino:

Over the past 25 years, Amy has been an accomplished business leader who uses sales, marketing and management methods learned at IBM to quickly drive results at startup and mid-size companies. Prior to joining Kyndi as Chief Operating Officer, she spent eight years at Marketo, as the Vice President of Business Development.

Amy has a B.A. from the University of Notre Dame. She was selected to the Forbes Forty over 40 list, and recognized as one of the Top 100 Women of Influence in the Silicon Valley. She has served on numerous boards, in addition to advising Silicon Valley startups.

Kyndi is an artificial intelligence company that’s building the first Explainable AI platform for government, financial services, and healthcare. Our product exists because critical organizations cannot use “black box” machine learning when they are required to explain the reason for any decision. With its mission to optimize human cognitive performance, Kyndi is transforming business processes by offering auditable AI systems. Kyndi’s products and solutions also help to mitigate the human bias that can arise in the process of extracting knowledge and answers from data.

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CRM Radio is hosted by Paul Petersen, G.M. an Vice President of GoldMine CRM.  CRM Radio is sponsored by GoldMine CRM.  

Paul Petersen interviews Jill Konrath, author of the book, "More Sales in Less Time." Jill Konrath’s career is defined by her relentless search for fresh strategies that actually work in today’s sales world. Konrath and host Paul Petersen discuss how digital dementia is affecting both the seller and the buyer. The talk about:

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• Digital dementia which attacks a sales person’s productivity

The Guest Jill Konrath of Sales Accelerated

Jill Konrath is also a frequent speaker at sales conferences and kick-off meetings. Sharing her fresh sales strategies, she helps salespeople to speed up new customer acquisition and win bigger contracts. Her clients include IBM, GE, Microsoft, Wells Fargo, Staples and numerous mid-market firms.

Author

See Jill Konrath’s best-selling ( really, best-selling) books here.

Jill’s newsletters are read by 125,000+ sellers worldwide. Her popular blog has been syndicated on numerous business and sales websites. Jill is the author of three bestselling, award-winning books. Her newest book, Agile Selling shows salespeople how to succeed in a constantly changing sales world. SNAP Selling focuses on what it takes to win sales with today’s crazy-busy buyers. And Selling to Big Companies provides step-by-step guidance on setting up meetings with corporate decision makers.

Thought Leader

As a business-to-business sales expert, Jill’s ideas and insights are ubiquitous in multiple forums, both on and offline.

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GoldMine CRM Radio is sponsored by GoldMine CRM.  The host is Paul Petersen the Vice President and General Manager for GoldMine. Discover why GoldMine is a great place to start.

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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.

Jay Baer is the author of six books, well known as  keynote speaker, and the principle of Convince & Convert a consultancy. During this interview with host Paul Petersen, Jay discusses his new book and how to get your company to be talkable.

Talk Triggers: The Complete Guide to Creating Customers with Word of Mouth 

• Why companies fall into a trap believing they only have to be competent

 About our guest, Jay Baer:

A fixture in social media, Jay is the most retweeted person in the world among digital marketers, and the second most retweeted person in the world among B2B marketers. He is also an active venture capitalist, and is an investor or advisor to 25 early stage technology and social media companies.

Jay Baer, CSP, CPAE has spent 25 years in digital marketing and customer experience, consulting for more than 700 companies during that period, including 34 of the FORTUNE 500. His current firm – Convince & Convert – provides word of mouth, digital marketing, and customer experience advice and counsel to some of the world’s most important brands. Jay speaks approximately 60 times per year world-wide, often with lessons about how business people can use today’s shifts in technology and consumer expectations to gain or keep more customers.

Jay’s Convince & Convert blog was named the world’s #1 content marketing blog by the Content Marketing Institute, and is visited by more than 250,000 marketers each month. Jay also hosts and produces the Social Pros podcast, which is downloaded 65,000 times monthly and was named 2015’s best marketing podcast by the Content Marketing Awards.

CRM Radio host Paul Petersen interviews Gene Marks. In this program Marks says that if companies want to succeed with their CRM system they need to invest in their people first. The result is a successful CRM system, growing sales, a clean database and a high value for the company.

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Additionally, host Paul Petersen and Marks discuss the future of small business in a growing and occasionally chaotic economy.

With his background in customer relationship management and SMBs Marks is a good sounding board as he and Paul explore the future of CRM in an AI world. Marks writes daily for The Washington Post newspaper and weekly for Forbes magazine, The Huffington Post website, Inc. magazine, Entrepreneur.com, Fox Business and Philadelphia Magazine.

About Gene Marks Speaker. Columnist. Small Business Expert

Small business keynote speaker Gene Marks helps small business owners, executives and managers understand the political, economic and technological trends that will affect their companies so they can make profitable decisions. As a professional speakerand small business expert, Gene has talked at industry conventions, corporate events and professional trade shows.

Gene is also a small business writer. He has authored multiple books for small business owners, and is a featured small business columnist in many national online publications.

Gene has talked at annual meetings, industry conferences, and corporate events.

Marks owns the Marks Group, a Bala Cynwyd, Pa.-based consulting firm that helps clients with customer relationship management. Marks is an author and a certified public accountant, and he writes regularly for The Post’s On Small Business blog. For more about Marks, visit genemarks.com.

With over 300,000 social fans and followers, and an intimate understanding of the intricacies of social technologies and social behaviors, Bryan is both a practitioner and authority on the subject of being human on- and offline.

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In January 2014, Bryan’s first book “There is No B2Bor B2C: It’s Human to Human #H2H” rose to the #1 top selling spot in Business Books on Amazon in its first week. In January 2015, #H2H was named as the number 1 buzzword for 2015 by The Writer, and as a “Top 7 Game Changing Terms” by Sprout Social in 2016.

His latest book, “Shareology: How Sharing is Powering the Human Economy”, published by Morgan James Publishing, made USA Today’s Top 150 Book List the week of its release, as well as #1 on Amazon in four categories. In 2016, the book was translated and syndicated in China. Shareology explores the history, art and science of sharing, and illustrates why sharing is what gives us a unique competitive advantage as individuals and brands.

A San Jose native, Bryan is also a renowned global speaker, consultant and trainer. In a unique sharing experiment conducted in his TED Talk @ IBM titled “Why Sharing is Reimagining Our Future”, Bryan demonstrated the true power of sharing when inspiration combined itself with reach and technology. The results were stunning – 21 million impressions in just 4 hours from people in over 10 countries.

Our podcast guest is Chris Reid of Constant Content - join us as we discuss how to tell your brand story, drive SEO and win sales! Chris discusses:

• What is good content?

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About our Guest:

Chris Reid is the Director of Business Development at Constant Content. Chris also has years of experience helping SMB’s to Fortune 500 companies improve their content creation process with a focus on quality and scalability. Chris has a unique understanding of what it takes to build a world-class content strategy and how to produce the high-quality content needed to support that strategy.

Company Bio: 

Constant Content is a content creation service that specializes in creating high-quality, unique content for businesses. Our easy to-use, collaborative platform and managed enterprise services allow us to help businesses of any size to scale and improve their content creation. Constant Content connects you with thousands of professional writers able to create articles, ebooks, product descriptions, and other assets to tell your brand story, drive SEO, and win sales.

• We chat with Brian about his podcast on the business value of Facebook and Instagram: we will discuss the key takeaways and why this was so popular.

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Over these last two years that Brian has dedicated to telling his story, becoming an industry influencer and thought leader and a global speaker he’s grown his digital footprint to almost 200k followers including the iSocialFanz twitter account to over 100k followers. Brian credits this growth and success in such a short period of time to his dedication to being transparent and authentic with his followers while not focusing on building just a following on social media channels rather a digital community of friends, fans and thought leaders that support and follow him to events wherever he goes.

Brian credits his success to what he calls “A Millennial Mindset” that comes down to living his 3 C’s.  Embracing Change, empowering and building Communities and driving a culture of Collaboration.

Digital Marketing has suffered in recent years from vanity metrics (likes, followers, etc.) and some channels not living up to their hype.

Marketers are returning to traditional branding - but that shouldn’t eliminate digital. Digital marketing enables faster research, testing, agility, and can ultimately be the baseline for every traditional effort.

Join Paul Petersen and his guest, Douglas Karr as they dive into the pressing issues of the struggles of SMB marketers.

The original 30 minute program is here:

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Some of what they will cover includes:

• What are the overall trends you are seeing  (big picture, what you are working on)

About our Guest, Douglas Karr:

Douglas Karr owns DK New Media. They did due diligence for $3 billion worth of acquisitions in the space and helped countless companies become successful – including SmartFocus, Angie’s List, GoDaddy, Chase Paymentech, Salesforce Marketing Cloud, Compendium, and dozens of startups that they work with.

• Wiley Published Author: Corporate Blogging for Dummies

Douglas Karr and his team work with the world’s leading brands grow their business online organically, driving down cost per lead and building their online authority. Douglas can provide leadership, drive your strategy, help develop your team, or even bring in the necessary partners to execute measureable success.

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You have been listening to CRM Radio a bi-weekly program on the Funnel Radio Channel. Podcasts of this live program are available from the CRM Radio site as well as the GoldMine CRM site.  The sponsor for this program is GoldMine CRM. Never miss an episode? Subscribe on iTunes, GooglePlay, Blubrry or on our CRMRadio.today website for new episodes emailed to you.

Jay Baer is the author of six books, well known as  keynote speaker, and the principle of Convince & Convert a consultancy. During this interview with host Paul Petersen, Jay discusses how to use technology in new and different ways to bring a sustainable advantage to your company.

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About our guest, Jay Baer:

A fixture in social media, Jay is the most retweeted person in the world among digital marketers, and the second most retweeted person in the world among B2B marketers. He is also an active venture capitalist, and is an investor or advisor to 25 early stage technology and social media companies.

Jay Baer, CSP, CPAE has spent 25 years in digital marketing and customer experience, consulting for more than 700 companies during that period, including 34 of the FORTUNE 500. His current firm – Convince & Convert – provides word of mouth, digital marketing, and customer experience advice and counsel to some of the world’s most important brands. Jay speaks approximately 60 times per year world-wide, often with lessons about how business people can use today’s shifts in technology and consumer expectations to gain or keep more customers.

Jay’s Convince & Convert blog was named the world’s #1 content marketing blog by the Content Marketing Institute, and is visited by more than 250,000 marketers each month. Jay also hosts and produces the Social Pros podcast, which is downloaded 65,000 times monthly and was named 2015’s best marketing podcast by the Content Marketing Awards.