OC Talk Radio

Listen in as we hear from Scott Salkin, Founder and Chief Innovative Officer at Allbound, Inc. about Sales Enablement.

Channel touches a ton of pieces of your business, which is part of why it's so complex, but also part of why it can be so effective if you do it right.

Matt and Scott had just come off of Dreamforce 2017 having spoke on the same panel about Sales Enablement. 

In this episode, they ask and answer some great questions including:

Identifying one of the most important things that goes along with growing a great channel.

Scott answers:

What do you see in the market?

Where do you see the best companies investing and positioning to create a more effective channel?

Find out what he thinks is "the coolest thing and most exciting thing."

Matt also asks: 

What is influencing deals to move through the pipeline and actually close?

How are things being influenced throughout your pipeline and how are you measuring those things and relating it back?

Scott also reveals the people he would put up on his personal Mount Rushmore of sales. 

Lastly--- they coin a new phrase - Account-Based Partnering.... you heard it here first!

Listen in now or read the transcript on the Heinz Marketing blog on Monday, 11/20/17.  

More about our Guest:

Scott Salkin is the Founder and CEO of Allbound, a next generation platform that helps companies accelerate revenue through their channel partner programs by replacing portals and PRM with a smart SaaS solution that guides partners to more closed deals and renewals.Scott’s high-tech career started at the nonprofit San Diego Regional Technology Alliance (SDRTA), providing technology equipment and training to underprivileged communities throughout the region. His next stops were at Cisco Systems and NetPro Computing (now Dell Software), before launching his first startup, IDS Technology Marketing, in 2007.Scott has been listed by the Arizona Republic as one if its “Top 35 Entrepreneurs Under 35," as one of the Phoenix Business Journal’s “40 Under 40” and was featured as one of AZ Business Magazine’s "Generation Next Business Leaders.” He was honored as the Phoenix Business Journal and Business Marketing Association (BMA) Marketer of the Year as as a finalist for Arizona's Tech CEO of the Year.Scott also served as board president for the Phoenix chapter of the Business Marketing Association (BMA), as Chairman for the Arizona Technology Council’s Startup and Entrepreneurship Committee, and as a board member for Playworks Arizona and for the Arizona Technology Council Foundation.

Matt and Ashley give you some great ideas and the WHYS for this subject. 

Why we need to bring the science of quality from manufacturing process to sales and marketing processes

How we do it - 

culture

daily habits

view your problems as process, not people

Ashley is offering a bootcamp for 5 local small to medium businesses in SLC & OC. Each attendee will leave with a documented & optimized sales process to increase conversion rate & profit.

More about our guest on LinkedIn

View the offer details here >

It’s one thing to talk about AI and machine learning and try to filter out the nonsense claims of a hundred companies that say they can deliver information about customers, buyers, competitors and your mom and dad; it’s another thing to find someone that has a platform that makes sense of the flood of gobbledygook flowing into your company. In this interview with Katie Bullard, Chief Growth Officer atDiscoverOrg we discuss what a marketing intelligence platform is and isn’t and why to compete going forward you have to make some decisions on employing an intelligence platform. The host is Jim Obermayer.

Katie Bullard, Chief Growth Officer, Chief Growth Officer at DiscoverORG

Katie is responsible for leading the global marketing, product management, and partnership functions at DiscoverOrg. She brings 15 years of marketing, product, and strategy experience in global, high-growth technology businesses to her role at DiscoverOrg. Prior to joining DiscoverOrg, Katie served in executive leadership roles at Mitratech, Accruent, and Hoover’s. She has a bachelor’s and masters degree from the University of Virginia.

DiscoverOrg’s

DiscoverOrg is the leading global sales and marketing intelligence tool used by 4,000 of the world’s fastest growing companies to accelerate growth. The company itself has been named an Inc. 5000 fastest-growing company seven times. DiscoverOrg’s award-winning solutions provide a stream of accurate and actionable company, contact, and buying intelligence that can be used to find, connect with, and sell to target buyers more effectively – all integrated into the leading CRM, SDR, and Marketing Automation Tools in the market. DiscoverOrg’s team of over 250 researchers refreshes every data point at minimum every 60 days – ensuring customers reach the right buyers with the right message at the right time.

SLMA Radio Sponsorship

 Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. Call 888 784 2929 or visit us at www.validar.com

This is an on-going series of interviews with executives on SLMA Radio and CRM Radio.

Matt Heinz looks back on his business and how it intersects with his personal life and finds that balance has become his watch word, selling the benefits of his services (selling the hole not the drill) has been equally important.  Empathy for his clients and employees through active listening has brought him eye opening huge benefits.  And eventually servant leadership has played a part.  He admits this passage so far has been filled with learning moments (some from his mentors) which he names. Matt is funny, serious and thoughtful in this interview.   18 minutes and worth it.

About Matt Heinz

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.

Listen ... Learn .. lead!!! Incredible interview with Linda Adams and Abby Curnow-Chavez two of the authors of The Loyalist Team - How to build trust, candor and relationships. Very informative interview on the four types of teams and how to move your team from being a sabotage team to being a high performance loyal team. If you are looking to create loyal customers, build rock star teams and fast track your results ... you need to listen to this interview today! Please share your with your fellow leaders!!!

Very informative Women Kicking Glass Radio interview with Dr Joan Connell, author of Flying Without a Helicopter – How to Prepare Young People for Work and Life.

Are you a parent trying to raise strong and independent kids?

Do you struggle with working with Millennials at work?

Are you a Millennial who is trying to fit in and make a difference?

If you answered “Yes” to any of these questions, you need to watch the U Tube video or listen to the podbean recording of this very informative show discussing how to raise kids and prepare them for the workplace.

Life is full of transitions, some planned and some a surprise. Based on her personal experiences Michelle shares how to approach major transitions that occur in your life, how you know you are on the right track and what and where you can find help so you do not have to do this alone. In this very personal conversation, Michelle talks about how she handled becoming a widow, a single mom with seven children, and started her own gift company. From tragic to hilarious, she shares her stories that will help and inspire you to handle the challenges in your own personal life and in your business. Listen in as she gives tips on how to get clarity on what you want, create a vision, combine your passion and purpose in life and maintain an excitement and confidence that lets you laugh at yourself all the time.

Take-A-Ways:

Be willing to be messy

Be willing to ask questions

Be willing to make mistakes

Be willing to ask for help

Take your own advice

Resources:

Nifty Package Co

The Widow Maven Life Coach 

Listen to the podcast at www.TheCoachingPerspective.com

Burl discusses this uniquely focused Real Estate Securities marketplace strategy.  A Long/Short strategy focused on companies that are able to have a monopolistic pricing model, enabling them to raise prices more often than usual.  An example is the cell phone tower business, with less price competition, limited suppliers, and barrier to exit, and secular demand drivers, and seek to hedge with the short positions.  They like to invest in real estate that invests in the internet of things.  Looking to benefit from "Pricing Power."  This is indeed a most interesting interview that you won't want to miss.

Ben Orloff from UC Irvine Dicusses D1 baseball. What do colleges look for in a player. How to be seen , when can you talk with a coach, when can you sign. What is a day like at school, at practice  and much more

Listen Wednesday 5:00pm www.octalkradio.com