Pipeline Meeting

Pipeline Meeting

Where B2B marketers come to talk sales. 15-minute interviews published every Monday morning. For heads of marketing and founders who support a sales team.

Episodes

November 21, 2022 14 min

How do you think and act like an owner as a marketer? Lisa Cox at Teak & Twine shares her approach and how it informs everything from coming up with campaigns to running revenue reporting. Highlights include:

* Balancing business growth and personal goals. Lisa shares how her past experience as a business owner taught her how important it is to focus on business growth. Now that she's in-house, she finds ways to also drive p...

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Madison Zimmerman has taken full lifecycle marketing on as head of marketing at Property Meld, a proptech (property technology) B2B SaaS company. Our discussion includes:

* Generating new leads through webinars. Making webinars that people actually show up to and find interesting -- it's true, it's possible.
* Managing inbound with HubSpot. How marketing and their outbound BDR team use HubSpot for marketing and sales automati...

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Jenn Steele recently became the CEO of Kissmetrics, an advanced product and marketing analytics platform. She talks about marketing and product analytics, using data, and how other marketers can become CEO themselves.

  • Marketing and product analytics. Jenn spent tens of thousands of dollars when she didn't have to. She talks about why. How marketing and product analytics can work together.
  • CMO to CEO transition. Jenn shares her ...
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    Janelle Amos helps companies craft--and execute--demand gen strategy. Not just any companies, though. She specializes in working with B2B SaaS startups that are anywhere from seed stage to series C rounds. We discuss:

  • Who she helps. There are three typical scenarios when a head of demand gen might be called in to help. She talks about all three, and two tend to work better than the third.
  • Why marketing first. Janelle explains why s...
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    Lucas helps HubSpot partners and customers identify the best ways to attract, engage, and delight their customers. He joins the Pipeline Meeting podcast to talk specifically about how sales and marketing teams can work better. Topics include:

  • Bringing sales in the loop: Even a high performing marketing team using marketing automation, lead scoring, and analytics is going to want to bring their sales team onto the same platform to m...
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    Emma was the first marketing hire at Mystery, and in her time with the company, it has evolved a lot. They've gone from only 10 people to 70 and counting and she shares what she's learned along the way.

  • Measuring brand marketing: Never an easy topic, Emma shares how brand is rooted in everything they do and has been from the beginning. There are ways they measure though, like impressions, visits, and through the success of ...
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    October 10, 2022 10 min

    James' partner sales responsibilities run the gamut, from identifying partners and to co-marketing and helping them succeed. He shares his insights building this program, including:

  • Ways to partner: Close offers three distinct partner programs: Affiliates, experts, and integrations. James walks through how each works and how they are incentivizing and engaging growth levers that were previously underutilized.
  • Integrations: This...
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    We're joined by Tara Pawlak, head of marketing at GetAccept. For starters, this episode kicked off when Tara posted the following tactical exercise on LinkedIn, encouraging people to rethink how they do events:

    https://www.linkedin.com/posts/tara-pawlak_marketers-sales-salesteam-activity-6976547555996225536-uvHo/

    In this episode, we cover a lot of ground.

  • Sales-marketing alignment for events and trade shows. How Tara has flipped...
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    Stuart shares incredible insights into the new customer onboarding process, topics include:

  • Sales-Marketing-Service Alignment: Gaps in this area aren't because of your internal teams per se, but because of not knowing your customer. And they feel it. He shares valuable advice on how to avoid this trap.
  • Failed Onboarding: This has proven controversial online, but the Arrows team is opinionated about it. Onboarding can be conside...
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    In this episode, Harris asks Sam to share his thoughts on a few topics: 

  • Understanding buyers: Sam tells the story of a lead that came in—an intern. Why this lead could have been considered disqualified, but he encouraged the client to take the meeting and it ended up in a meeting with the prospects' CEO. Hear the whole story in the show.
  • Big vs. small companies: There's a difference between decision-making and buyers commi...
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    In this episode, Harris asks Marc to share his thoughts on a few topics: 

  • Role of sales: How does he see the overlap between sales and marketing, and in particular, are there certain companies where salespeople don't make sense? Short answer: Yes, listen to the episode or read the transcript for the reply, because it's a little complicated.
  • Repeatability in sales: When has a company achieved repeatability in their sales pro...
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    We've thrown a lot of ideas at the wall to see what levers companies can pull for growth. After seeing exceptional results with Hubspot, we decided to get certified as a Hubspot solutions partner. Hear why and what that means for the company.

    For more information, you can read the blog post announcing the news here.

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    In this podcast, we talk about sales.

    Sales is not the right way to grow every single company. And when I say sales, I'm talking about the process of having conversations with your customers, explaining how your product works, helping them see value and how you can take them from where they are today, to where they want to go. This involves people. But there are a lot of companies that grow without this type of sales motion.

    Th...

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    November 20, 2021 1 min

    This episode is just a trailer recorded November 2021.

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    Or search for Pipeline Meeting wherever you get your podcasts.

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    November 16, 2021 4 min

    In today's episode, Harris shares two big updates. The first update is both major and minor: We're changing our name. And we're expanding the format of this show to include more team interviews, guests, and additional voices. 

    With the name change, Intro CRM is now simply Intro. It's been 10 months since we stopped developing our CRM. The pivot to tech-enabled services has gone well and we are fully embracing this ne...

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    October 17, 2021 9 min

    Harris is on the mic this episode to share our new offering, Lead Reply. He discusses what it is, who it's for, and how it is going for customers so far. 

    With Lead Reply, we respond quickly, as if we are a member of your team. We develop clear messaging and a clear call to action. And the follow through. For most customers, this means taking an opportunity, qualifying it (e.g. making sure it's a fit), and then booking a tim...

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    In our first-ever Meet the Team interview, we are joined by Sailja. Sailja and Harris ask each other three questions to take you behind the scenes to learn more about our company, customers who are succeeding, and where we're going next.

    Harris asks Sailja to to reflect back on what it was like when we first started our work together, how things have changed, and what it looks like for our clients who are achieving success in th...

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    September 22, 2021 11 min

    Harris introduces you to Lead Rater, the new app from Intro CRM that is currently in beta with paying customers.

    Lead Rater is part of our outbound offering and puts founders and early stage sales leaders in charge of the demand generation process. We believe that high quality, filtered lead lists are the best way to test outbound sales is a channel. This is for low-volume, omni channel testing.

    In this episode, Harris shares how ta...

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    September 14, 2021 8 min

    Harris has three big updates today as we get back into the swing of things this fall. He talks through:

  • Intro CRM's new software product called Lead Rater—built with no-code!
  • A recently introduced new lead qualification and scheduling offering.
  • The ongoing pipeline management offering that started when Harris was solo consulting.
  • We're going to go into more of each of these areas in upcoming episodes, but this welcome back give...

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    April 26, 2021 9 min

    As we bring new customers onboard at Intro CRM, we were thinking about the best way to do it. Along came Arrows, a tool that elevates the customer onboarding process. In this episode, we talk through who needs to think about onboarding, what constitutes a good customer onboarding process, and three things we like about Arrows. Plus, an unexpected use case. Read the episode transcript here.

    On the Intro CRM YouTube channel: Customer ...

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