Funnel Radio’s Behind the Mic

Yeah, yeah these are difficult times, but marketers are always faced with difficult times.  It is every marketer's job to over-come difficult times, be it market crashes, governments that stop buying, recessions, product failures, competitors, international meltdowns, hurricanes, tornadoes. 
As marketers, we've been there and done that and always found a way to recover because that's what we do.  That's why we were hired. We perform in the most difficult of times.  During this show Matt Heinz talks about:
"These are the times," Matt says, "Where there is a separation of marketers who understand what it is to create a market versus those in it for the quick win."
This is a time for great examples of empathetic and generous brands to create value
We will look back in six months and see those marketers that were investing in their future or which were fearful of their present
Will you accept your responsibility to rebuild your business?  Your country?  Will you be yourself, which is the builder of wealth for your company or just go after the quick win and abandon your principles?

 
Pivoting to Remote Work: How to Keep Your Team Healthy and Productive in the Wake of Coronavirus
David Kreiger, President of SalesRoads, shares his advice on how to manage your teams remotely. Kreiger has successfully used this as his business model for 13 years and has advice for large and small businesses that are confronted with this challenge.

Before books and before drawings on cave walls, there were stories. Stories of the human struggle—maybe heroic stories, personal trials, or business successes and failures that draw in listeners. When someone says they have a story to tell, others grow quiet, shift their gaze to the storyteller, and wait for what comes next. It’s a natural yearning to hear something that hasn’t been shared very often.
Yes, each of us has a thousand stories. Since getting into the business of producing podcasts, I have found that podcasting and broadcasting, in general, are a natural medium for storytellers.
For this podcast on the Funnel Radio Channel, we discussed the importance of storytelling in radio podcasting.  We know instinctively that anecdotes fuel conversation, and Darryl Praill, CMO of VanillaSoft and the host of INSIDE Inside Sales, called into the program and talked about how the beginning of each of his podcasts generally starts with a personal story of his own. He then explained how that story is interwoven with the interview of his guest.
Jeanne Hopkins, CMO of Lola.com, called into the show talked about her podcast, Table Fries, where she interviews the women in her company. Jeanne says she doesn’t tell stories herself. Instead, she likes hearing the stories of the women in the company: how they came to be a part of Lola, what they’re doing now, and what they want to accomplish.
Susan Finch, VP of Operations at the Funnel Radio Channel, talked about the joy of storytelling and its impact on the listener and the storyteller. Susan has been involved in several thousand podcasts on the channel and she said that in the process of telling a story the storyteller becomes animated and it becomes something the audience follows and enjoys.
There is something about two people brought together in a podcast, maybe separated by hundreds or thousands of miles, who discuss the problems and challenges of the day. When these thoughts are shared with thousands of others who seek to know how to overcome their own tests, it becomes personal for everyone.
While many people hope their podcast will relate to people—maybe establish their own thought leadership or enhance their personal brand or the brand of the company—most of them realize after they get into it that it’s all about storytelling.  It’s personal and compelling, sometimes humorous, and often entertaining, but seldom dull.
Today, there are official storytellers employed by companies to promote the art of storytelling in business. Some courses and workshops teach people what they already know deep down inside: people thrive on stories.
In business, old salespeople have taught young salespeople that the secret to success as a salesperson is the ability to tell a credible story about themselves or maybe about their products and services. And now, young marketers are finding out that podcasts are a natural medium for them and their companies.
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 Funnel Radio Channel is hosted byJames Obermayer, which is a   program on the Funnel Radio Channel.    

While everybody may have a book inside of them, getting it published and read are the issues.  For this episode, host James Obermayer interviews Indie Book Publisher Henry Devries. This book should be read by anyone that is contemplating writing a book. 
How to get your book written in just a few months
Why you will get an ROI on the book that is 400% - 2,000%?
What is the right length for your book and the right number of words?
Why a book is the number one strategy every consultant needs to be successful?
How to choose one of the three options to publish your book
He describes the “trifecta” which ensures a successful book
How to avoid the misery approach to publishing a book
And yes, there is a formula to publishing a book
 Henry DeVries CEO of Indie Books International
Henry DeVries, MBA, is an author, educator, and business owner. He is the CEO and co-owner of Indie Books International, a company he co-founded in 2014, which has published more than 120 titles by business leaders. He works with independent consultants who want to attract more high-paying clients by marketing with a book and a speech. As a speaker, he trains authors on 16 ways to gain more paid speech bookings. Clients who have implemented his proprietary systems have reported a marketing ROI of 400% to 2,000%, with some making more than $1 million.
DeVries is the former president of a $40-million Ad Age 500 advertising agency and was an assistant dean of continuing education for UC San Diego Extension, a $45-million non-state funded unit of the University of California. As a professional speaker, he annually trains business leaders on how to persuade prospects, job candidates, and investors through a proprietary storytelling methodology.
In the last ten years, he has helped ghostwrite, edit and co-author more than 300 business books, including his McGraw-Hill bestseller How to Close a Deal Like Warren Buffett – now in five languages including Chinese. He is a paid weekly columnist with Forbes.com and was formerly the careers columnist for the San Diego Union Tribune. He is personally the author or co-author of eleven marketing books including Closing America’s Job Gap, Self-Marketing Secrets, Marketing With a Book, Persuade With a Story, Defining You, Build Your Consulting Practice, and Client Attraction Chain Reaction.
The former president of the UC San Diego alumni association, DeVries earned his bachelor’s degree from UC San Diego in 1979, his MBA degree from San Diego State University in 1998, and completed multiple certificate programs at the Harvard Business School in the early 2000s. He has held adjunct faculty appointments at UC San Diego and Cal State University Northridge and has guest lectured at Columbia University, University of San Diego, and San Diego State University.
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 Funnel Radio Channel is hosted byJames Obermayer, which is 
 program on the Funnel Radio Channel.      
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Program title: It isn't Too Late to Have a Sales Plan for 2020
Did you know that on average only 25% of B2B sales managers have a sales plan? Aside from a forecast, compensation plan, and territory alignments and additions, 75% of sales managers aren’t creating a written, objective-strategies and tactics plan similar to a marketing plan. A sales forecast is not a sales plan.
Our guest this week, Matt McKnight, Founder of McKnight Advisors LLC, a Sales Xceleration Partner, says few managers have a SWOT, customer plan, target market programs, territory expansion strategies, a tactical action plan, customer attrition and margin calculators, product introduction schedules, or a multi-year revenue plan. In other words, they are flying blind and hoping to make forecast. Hope is not a sales plan. Listen and learn.
Our Guest Matt McKnight
Matt is the President and Founder of McKnight Advisors LLC, a Sales Xceleration Partner.  His firm helps customers launch, expand or improve their sales operations to accelerate revenue growth. With a 30-year history of sales leadership, Matt has extensive experience and success in start-up, private and public companies. His company’s approach is based on accountability, transparency, integrity, and trust focusing on the people, process and strategy to achieve sustained growth for its customers.
Matt McKnight can be reached at 847.867.5963 and at mmcknight@salesxceleration.com
LinkedIn: https://www.linkedin.com/in/matt-mcknight-2463121/
Sales Xceleration Background (www.salesxceleration.com)
With over 100 Advisors across North America, Sales Xceleration provides outsourced sales consultants to small businesses and mid-sized corporations that want to drive revenue growth.  In 2019, Inc. magazine announced that Sales Xceleration is No. 2353 on its Annual Inc. 5000 list, the most prestigious ranking of the nation’s fastest-growing private companies. 
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Funnel Radio Channel is hosted byJames Obermayer, which is a program on the Funnel Radio Channel.    

This show focuses on the advantages of personal branding by using podcasting as a medium to reach listeners on an authentic personal basis.  Contributors are Paul Roberts our producer/ station manager of the Funnel Radio Channel shows and Susan Finch, Vice President of Operations at our own Funnel Media Group.  During this program we discuss:
The definition of personal branding.
Why is it important?
How was personal branding done in the past?
What makes podcasting the most popular personal branding vehicle?
How LinkedIn fits into personal branding.
Why a resume is a person’s past performance - what have you done lately?
How personal branding is what you carry forward and plan for the future.
How podcasts are long-form storytelling media.
 Some Statistics about Podcasting:
There are 700,000 active podcasts and more than 29 million podcast episodes.
165 million people (51% of the US population) have listened to a podcast and 32% are monthly podcast listeners 
22% of Americans, about 103 million people are weekly podcast listeners
Podcasting has the best engagement rate among any consumption medium including T.V., FM/AM radio, owned music, and steamed music
Podcast listeners are 45% more likely to have a college degree and 68% more likely to have a post-graduate degree.
Podcast listeners are much more likely to be high net-worth individuals; 37% are more likely to have an income of $100,000+.
The podcasting audience is gender-balanced.
The average podcast listener listens to 7 different shows in an average week and subscribes to 6 different shows.
Weekly podcasts are the most popular for frequency and reach vs. once a month or bi-weekly.
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Funnel Radio Channel is hosted byJames Obermayer, which is a program on the Funnel Radio Channel.    

Direct Marketer and Cartoonist Stu Heinecke reveals how it is possible to use direct marketing techniques to achieve a 100% response rate by salespeople asking for meetings. In his previous book, How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing (2016) Heinecke discuss his campaign strategies which have brought his clients to unprecedented success in obtaining meetings with people unknown to the salesperson.
In ”Get the Meeting” he steps up further to reveal details about techniques and campaigns (which can be a campaign of one to one). He says that this isn’t only a marketing book. His concepts can work for an individual or hundreds of salespeople.
About Stu Heinecke
Stu Heinecke is a bestselling business author, a hall of fame-nominated marketer and one of The Wall Street Journal cartoonists.
In How to Get a Meeting with Anyone (2-2016), he introduced the world to "Contact Marketing," which uses micro-focused campaigns to connect with critically-important accounts and prospects.
Using the twenty categories of contact campaigns in the book, readers have gone on to produce explosive scaling of careers, businesses and lives. In Even More Outrageous Ways to Get a Meeting with Anyone (10-2019), Heinecke adds more techniques, tips and strategies, more than sixty illustrated case studies, an updated Contact Marketing model that sets a new baseline for response--at 100%--and introduces "Pocket Campaigns" as a replacement for business cards.
Get the Meeting!: An Illustrative Contact Marketing Playbook with detailed case studies. • Kindle$14.49 • Paperback$24.95
Stu Heinecke can be reached at CartoonLink

“A lot of companies don’t think of marketing as builders of wealth,” says Matt Heinz.  “Marketing done the right way can generate not just sales, not just revenue impact, but significant profit for the organization.”
In this fast-paced interview, Matt discusses how marketing acquires the mentality of being a profit center for the company.  He touches on how marketing must foster a culture of revenue responsibility.  He covers:
Why the leverage marketing has is enormous
Why marketing spends too much time on tactical measurement, not enough time thinking about revenue responsibility
Technology is not your strategy, technology is an enabler of your strategy
How marketing creates value across the entire funnel not just the top of the funnel
The biggest obstacle for most companies to embrace revenue marketing is external, not internal
Most marketers think of marketing as the marketing of more: more clicks, more leads, more likes more impressions, and more may not be better
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
Matt is the host of Sales Pipeline Radio
About Heinz Marketing
PIPELINE STRATEGY + MARKETING EXECUTION
Grow your B2B business. Increase your pipeline. Reach more of your customers.
Heinz Marketing is a B2B marketing and sales acceleration firm that delivers measurable revenue results. Every strategy, tactic, and action has a specific, measured purpose. Most firms focus on their activities. We promote the outcomes.
We are sales pipeline strategy people at heart – math marketers and sales strategists who embrace revenue responsibility. We know that what really matters is sales pipeline, closing business and accelerating revenue. Period.
Our proven methodology delivers real B2B results based on buyer insights, market-driven best practices, and rapid feedback loop to improve and sustain the results you see.
 DEMAND GENERATION
 PIPELINE MANAGEMENT
 SALES ENABLEMENT
 CONTENT STRATEGY
 INSIDE SALES EFFECTIVENESS
 MARKETING TECHNOLOGY
 Heinz Marketing Inc  8201 164th Ave NE #200Redmond, WA98052   877-291-0006
 www.heinzmarketing.com
Heinz on LinkedIn