Katie Bevilacqua is the Director of Operations at ConexEd, a higher ed edtech startup that migrated from Salesforce to HubSpot. Her and the team are investing in increasingly sophisticated marketing to take their product to market. Laying the right foundation is just the start. Once the finishing migrating from Salesforce to HubSpot, the work began…

Brandon Kim is the VP of Marketing at Crystal, a powerful personality data platform that sales and marketing teams are using to increase sales. It works by understanding your prospects better, primarily with the DISC assessment. Brandon shares how they believe more personalized communication is the future. Whether that's one-to-one conversations, m…

Aiden Technologies is a fast-growing IT automation platform that serves large enterprise companies. Aaron joins to talk about his enterprise sales and go to market strategy as the first marketing hire. Topics include marketing with HubSpot, cold outreach, sales-marketing alignment, and more. Aaron also talks in detail about how Aiden's sales team i…

Pete DeOlympio just implemented inbound marketing at a professional services firm with over 100 employees as the first full-time marketing hire. He shares how it's gone and what's next. He talks about how he hit the ground running, identified early wins, and is moving forward with more advanced tactics like account-based marketing (ABM) as well as …

Connie Lund is a marketer who espouses the benefits of community-led growth marketing, driving 4x ROI on campaigns and filling the sales funnel for her sales team. She talks about specific webinars, events, and other tactics she has used, and compares/contrasts them with more conventional marketing tactics. Connie outlines how B2B marketers can app…

Ryan Paul Gibson is the founder of content lift. Ryan explains how customer research can drive sales, how to make the case for marketing budget, and how to do customer research interviews that don't suck. He has worn business development hats, works alongside demand gen marketers, and really understands what it's like for organizations that are nav…

Ashley Guttuso is a Chief Strategy Officer. She joins us to talk about how to do effective content marketing that helps sales teams be successful. Her overview on content marketing is an important starting point for the conversation. Flagging where a lot of teams get started on the wrong foot. And considering what Google is really looking for these…

First, thanks so much for your support. We've seen a lot of success since switching to this new short format, interview-style show in August. Thank you helping spread the word. Second, we're going to be adding video in February. We are going to finish a queue of audio-only episodes over the next few weeks. And then in February we will start publish…

What if you could automate prospecting efforts for your sales team? UserGems' approach is based on jobs-based changes. Isaac Ware joins to share more. Isaac has an extensive background in marketing and demand gen, working in a wide range of industries and spanning both agency and in-house. He's bringing all that experience to help grow UserGems. Th…

Natalie B. Swan joins the pod to talk getting help when you're the head of marketing. Natalie shares examples of tasks big and small that can be taken off your plate. (Seriously!) She has been doing fractional marketing work since 2017 and has a lot of experience freeing up marketers to work on strategic projects by taking on important things that …

Justin Jackson is the co-founder of Transistor.fm, the podcast hosting company that hosts this podcast. In part two of our interview series, Justin talks about how to grow a podcast audience. His comments about creators, distribution, and arbitrage opportunities exceed well beyond podcasting itself, but if growing your podcast is your goal, then yo…

Justin Jackson is the co-founder of Transistor.fm, the podcast hosting company that hosts this podcast. In part one of our interview series, Justin talks about growing a podcast hosting business. He talks about their business model as a software company, how they serve podcast agencies, and provide podcast websites. He also takes a step back to pro…

Richard Lee is developing an AI-driven copywriting tool for marketers. It's called SuperCopy and it relies on one tool in particular called GPT-3. He explains how they're building for the best marketers, what this means in practice, and the long-term implications for their product. He talks through some specifics about how these GPT-3 copywriting e…

Mike Schill has worked with sales leaders like Grant Cardone and Brandon Dawson. Mike joins the Pipeline Meeting podcast to talk about getting your salespeople to care about growing your business. What do salespeople care about? The same thing as anyone else. Pursuing their dreams. Mike talks about how to root organizational goals with personal goa…

Cece Lee is the CMO at Enable Us, a seller and buyer enablement platform. She joins the Pipeline Meeting podcast to talk about her first six months as CMO, sales enablement, digital sales room software, and more. Cece walks through her journey from customer to CMO for Enable us, including her 30-, 60-, and 90-day plan, transitioning to the VP- or C…

Daniel Cafiero is a senior program manager at Seagate Technologies responsible for supporting go to market for their Lyve cloud offering. In this role, he is using an account-based marketing (ABM) approach. Daniel joins the Pipeline Meeting podcast to talk about what is account-based marketing, how it compares/contrasts with old school marketing, w…

Jennifer Durishin is the new head of marketing at Prodigal. Well, new-ish. She got through her first 90 days as head of marketing, shares how she approached it, and what other SaaS marketers might want to keep in mind. Jennifer specifically talks about a first 90-days framework that she got from Gartner, which she learned about through a community …

Bryan Clayton is the Co-Founder and CEO of GreenPal, an online marketplace that connects homeowners with local lawn care professionals. GreenPal has been called the “Uber for lawn care” by Entrepreneur magazine and has over 100,000 active users completing thousands of transactions per day. In this interview, Bryan talks about getting your first cus…

Nicholas Thickett helps salespeople and organizations with go to market strategies for social selling with training, enablement, and consulting. Their team specializes in LinkedIn and Nicholas discusses authenticity, automation, and thinking beyond content on LinkedIn. Our conversation also explores how sales is changing heading into 2023. Use the …

After launching a new short format in August, we're doubling down on it. We'll be releasing episodes every Monday and Wednesday morning. We'll keep interviewing experts and we'll keep the interviews short—15 minutes. In the new year, we're going to add video interviews and publish them on YouTube. Use the markers below to jump ahead. (00:00) - Intr…

Larry Long, Jr. founded LLJR Enterprises to help people, teams, and organizations go from good to great. He regularly speaks to organizations of all sizes, and he has been coaching sales organizations for 16+ years. He recently concluded the Flip the Script 12-city, 18-day tour across the United States speaking directly with hundreds of sales profe…

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 foc…

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 mar…

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…

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, an…

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,…

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 wa…

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 …

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 …

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 controversi…

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. sm…

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. Repeatab…

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.…

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.…

⚠️ Please note: This is an old episode of the Pipeline Meeting podcast. In August 2022, the show relaunched in a new format. For the most recent episodes, please visit the podcast page. --- This episode is just a trailer recorded November 2021. You can subscribe through the following feeds: ➔ Amazon ➔ Apple ➔ Castbox ➔ Castro ➔ Deezer ➔ Google ➔ Ov…

⚠️ Please note: This is an old episode of the Pipeline Meeting podcast. In August 2022, the show relaunched in a new format. For the most recent episodes, please visit the podcast page. ••• 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 sho…

⚠️ Please note: This is an old episode of the Pipeline Meeting podcast. In August 2022, the show relaunched in a new format. For the most recent episodes, please visit the podcast page. ••• 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 L…

⚠️ Please note: This is an old episode of the Pipeline Meeting podcast. In August 2022, the show relaunched in a new format. For the most recent episodes, please visit the podcast page. ••• 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…

⚠️ Please note: This is an old episode of the Pipeline Meeting podcast. In August 2022, the show relaunched in a new format. For the most recent episodes, please visit the podcast page. ••• 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…

⚠️ Please note: This is an old episode of the Pipeline Meeting podcast. In August 2022, the show relaunched in a new format. For the most recent episodes, please visit the podcast page. ••• 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…

⚠️ Please note: This is an old episode of the Pipeline Meeting podcast. In August 2022, the show relaunched in a new format. For the most recent episodes, please visit the podcast page. ••• 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 pr…

⚠️ Please note: This is an old episode of the Pipeline Meeting podcast. In August 2022, the show relaunched in a new format. For the most recent episodes, please visit the podcast page. ••• The team has been busy and growing over the last six weeks. Harris brought in four new people to help execute the new concierge services offering in Intro CRM, …

⚠️ Please note: This is an old episode of the Pipeline Meeting podcast. In August 2022, the show relaunched in a new format. For the most recent episodes, please visit the podcast page. ••• The Intro CRM Basecamp integration was the first one that I announced in 2020, it's live and I want to share more details about how it works. I also talk about …

⚠️ Please note: This is an old episode of the Pipeline Meeting podcast. In August 2022, the show relaunched in a new format. For the most recent episodes, please visit the podcast page. ••• Let's talk about what made it into the beta release and the problems he's trying to solve with Intro CRM. Learn how freelancers and entrepreneurs can quickly ad…

⚠️ Please note: This is an old episode of the Pipeline Meeting podcast. In August 2022, the show relaunched in a new format. For the most recent episodes, please visit the podcast page. ••• Harris shares new updates to the Intro CRM alpha that's being tested right now. New updates include a host of UI and accessibility improvements, single click im…

⚠️ Please note: This is an old episode of the Pipeline Meeting podcast. In August 2022, the show relaunched in a new format. For the most recent episodes, please visit the podcast page. ••• In this episode, Harris talks about how selling to people you know can jumpstart your business. It can also be a source of frustration as those deals may never …

⚠️ Please note: This is an old episode of the Pipeline Meeting podcast. In August 2022, the show relaunched in a new format. For the most recent episodes, please visit the podcast page. ••• In this episode, Harris shares some big personal news featuring a special guest from an eight-week old guest whose arrival caused the show to go on a short hiat…

⚠️ Please note: This is an old episode of the Pipeline Meeting podcast. In August 2022, the show relaunched in a new format. For the most recent episodes, please visit the podcast page. ••• In this episode we explore the question of who are you selling to? Building on who you are—as we explored in our last episode—it also matters who they are. Who …

⚠️ Please note: This is an old episode of the Pipeline Meeting podcast. In August 2022, the show relaunched in a new format. For the most recent episodes, please visit the podcast page. ••• The theme this week is simple: Be yourself. Can you think of ways that embracing yourself (or your business) might help you? Whether it's closing a deal, hiring…

⚠️ Please note: This is an old episode of the Pipeline Meeting podcast. In August 2022, the show relaunched in a new format. For the most recent episodes, please visit the podcast page. ••• For the first full episode, Harris put together a worksheet that you can use to go through and audit your pipeline. Whether these leads came in before or during…