Show cover of 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.

Tracks

How to motivate sales teams with Larry Long Jr. at LLJR Enterprises
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 professionals. Our conversation touches on the event, his book, motivating salespeople in the current environment, and timeless principles about sales. If you want to learn how to motivate sales teams, listen to Larry Long Jr.'s interview on the Pipeline Meeting podcast. Hear lessons here for founders, marketers, and sales managers looking to engage sales reps, help them hit their numbers, and meet their personal goals.Learn more about Larry Long Jr.: https://www.linkedin.com/in/longjr7/Learn more about LLJR Enterprises: https://larrylongjr.com/
14:12 11/28/2022
Think and act like an owner with Lisa Cox at Teak & Twine
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 personal growth and take risks.* Their most successful paid ad. It's a meme. Seriously. And they haven't been able to top it. Lisa shares how they develop creative concepts. They went too far but pulled it back and are striking the right tone.* B2B doesn't have to be boring. Beyond any one ad, they engage with the human-side of their prospects which include HR teams and other marketers. While also supporting a smaller DTC segment of their ecommerce business.* Expanding their definition of success. Strictly speaking, Lisa is responsible for sales pipeline. But she has gone rogue to build her own reports and track revenue since she knows what's what really matters. * Experimenting with ABM. Not wanting to invest heavily in data or tech, they found a scrappy way to experiment with ABM (account-based marketing) and achieved some pretty incredible results. Like a 50% meeting rate! Hear how.Find Lisa Cox: https://www.linkedin.com/in/lisa-a-cox/Find Teak & Twine: https://www.teakandtwine.com/
14:39 11/21/2022
Customer lifecycle marketing with Madison Zimmerman at Property Meld
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 automation.* Quantifying pain to justify pricing. Their custom scorecard drives their sales process and helped them increase their prices. * Coordinating with customer success. Beyond generating leads, their marketing team focuses on win rates and retention, all in HubSpot.* Trying new technologies. They implemented a new lead concierge tool called Chili Piper. It works and they learned something else, too.Find Madison Zimmerman on LinkedIn: https://www.linkedin.com/in/madisonzimmerman/Learn more about Property Meld: https://propertymeld.com/
15:46 11/14/2022
From CMO to CEO with Jenn Steele at Kissmetrics
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 background working at HubSpot, with private equity firms, MIT, and a bunch of other places.  Kissmetrics as a Google Analytics 4 alternative. Jenn talks about how they're adapting their go to market strategy to capitalize on changes to Google Analytics (GA4, specifically). Rebuilding sales and marketing from scratch. Without having any players in sales or marketing seats, Jenn has been recreating those those, recreating processes, and hiring specialists to take these things off her plate. First 90 days as CEO. She walks us through the myriad of tasks on her plate as a new CEO, some of which are not her area of expertise. Like taxes. And all the ways she wants to fire herself. That's not all. We also reminisce about T-shaped marketers. How companies like Carvana use Kissmetrics. And a big risk of her marketing background: Spending too much time on marketing. Jenn Steele: https://www.linkedin.com/in/jennsteele/Kissmetrics: https://www.kissmetrics.io/ 
14:49 11/07/2022
Demand gen strategy with Janelle Amos at Elevate Growth
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 she thinks marketing, and demand gen strategy, should come first when a startup is starting to see traction. She contrasts this to a sales-first approach. Why marketing now. She explains how timing is key. There are several specific things she looks for in the market and the product that help her understand if demand gen strategy can help. Supporting sales. Janelle shares interesting insight into how the right demand gen strategy can set up the sales team for success. And beyond a nice to have, it may be vital for the success of that sales team. When done right, they can jump in and do their job--selling! The ideal tech stack: Always a tricky topic, but Janelle talks about a few different popular tools and how they come together like HubSpot, Salesforce, Marketo, Outreach, and Salesloft. We cover more topics like the specific tactics she recommends in B2B SaaS, repurposing long form content, sales cycles, message testing, and internal communications for your campaigns. Janelle Amos on LinkedIn: https://www.linkedin.com/in/janelleamos/ Elevate Growth: https://elevate-growth.com/ 
15:44 10/31/2022
B2B sales and marketing alignment with Lucas Stacey at HubSpot
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 make the most of it.  Sales and customers win: Lucas shares how both sales teams and customers benefit when marketing insights are fully incorporated into the buyer's journey.  Marketing has skin in the game: Having visibility into sales activities and the full sales pipeline also means marketers can make better, data-driven, and revenue-informed decisions about how they spend their time. Operations, or RevOps, is the glue: These two teams can connect with other platforms, tools, and other teams through HubSpot's OpsHub. You can also automate things like data cleaning and enrichment across your CRM. Partners are key. HubSpot is a powerful platform. But the average scaling company is using 242 pieces of software in their tech stack. HubSpot both plays well with others and can handle some of these workflows. We also talk about emerging tools like Arrows, built for onboarding, which is a native HubSpot app. Lucas Stacey on LinkedIn: https://www.linkedin.com/in/lucas-stacey/HubSpot on LinkedIn: https://www.linkedin.com/company/hubspot/Learn more about HubSpot: https://www.hubspot.com/Why Choose HubSpot: https://www.hubspot.com/why-choose-hubspotWhat's New in HubSpot's Software: https://www.hubspot.com/new
15:32 10/24/2022
Virtual events with Emma Biskupiak at Mystery
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 their product and growth marketing teams. Why now for virtual events: The company has seen a lot of growth, in part because people are more interested in virtual events than ever. Think Zoom fatigue and quiet quitting being major headlines in the press. Demos that don't suck: They make an experiential product. Emma talks about how they've used this to their advantage in the process of introducing new prospects to their product.  Experience design plus data science: There's an interesting angle they're taking which is bringing principles of data science to make virtual events that scale. Emma explores this. Connecting sales and marketing: Sometimes the best way for your sales and marketing teams to talk to each other is for them to... Talk to each other. Mystery uses their own product to bring the two teams together. Learn how it impacts sales and marketing alignment. (Hint: It works!) Emma Biskupiak on LinkedIn: https://www.linkedin.com/in/ehunsaker/Mystery on LinkedIn: https://www.linkedin.com/company/trymystery/ Learn more about Mystery: https://www.trymystery.com/
16:07 10/17/2022
Partner sales with James Urie at Close
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 is a hot topic and an increasingly important one in the SaaS (software as a service) world. James shares an example of their partnership with QuotaPath, how they identified the opportunity, executed on it, and how it's going. (Hint: It's going well!) Incentives: Several times in our conversation James talks about incentivizing partners and how financial motivation is an important part of the equation for partner sales... But it's not the only one. Sales support and training is another important consideration. Complementing vs. Competing: One area we explore is that it looks like to have a complementary partner sales relationship versus a competitive one. Product roadmap, customer base, and other factors come into play.  One to Many: When it comes to integrations, if you build one, chances are you are going to build another. So how do you know where to start? And how does that affect your sales and go to market motions?  James Urie on LinkedIn: https://www.linkedin.com/in/james-urie/Close on LinkedIn: https://www.linkedin.com/company/close-crm/Learn more about Close: https://close.com/
10:48 10/10/2022
Digital sales rooms with Tara Pawlak at GetAccept
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 the conventional way of doing events on its head and is including the sales team with digital sales rooms. Plus the one key that is required for this to work. How outbound sales can complement marketing's events strategy. That's right, when coordinated appropriately, outbound sales efforts can co-exist with marketing's conventional event and trade show strategies.  Digital sales rooms. It's an emerging category and Tara talks about GetAccept thinks about this new tool for salespeople and how they interact across the org chart. And she makes the case for how digital sales rooms can help salespeople sell more! Sales-marketing communication around events. If marketers often use project management software and salespeople often use CRM software, how do they meet in the middle? Hear how they do it at GetAccept. Revenue goals. Tara shares her personal experience that led her to become a marketer who is not only comfortable talking about sales, who wants a revenue number. Find Tara on LinkedIn: https://www.linkedin.com/in/tara-pawlak/Learn more about GetAccept: https://www.getaccept.com/Discover HubSpot INBOUND: https://www.inbound.com/
15:23 10/03/2022
New customer onboarding with Stuart Balcombe at Arrows
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 considered either a success or a failure. What does this mean in practice? Stuart breaks it down. Cost of Failure: It's easy to think about new customer onboarding as a short-term concern. However, there are long-term financial ramifications of failing to retain customers. And it could cost you your business. Who Owns Onboarding: This is a tricky one. Stuart talks through the nuances of sales or service teams owning new customer onboarding, and in particular, what that looks like in HubSpot (in deals vs. tickets). Onboarding Velocity: This is the one metric that Stuart is thinking about right now. He explains what it means, how they think about this at Arrows, and why it matters. Learn more about Arrows: https://arrows.to/Find Stuart on LinkedIn: https://www.linkedin.com/in/stuartbalcombe/
15:40 09/26/2022
Misleading leads with Sam Kuehnle at Refine Labs
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 committees at companies with 10 vs. 10,000 employees. Sam shares how the focus on the person that literally signs the contract can be misguided.  Defining your ICP: Refine Labs has a unique process for defining an ideal customer profile. Sam sheds a little bit of light on how they think about it, and more importantly how they consider it a living document—not a static one. Using the CRM: When looking back, using CRM data, you can conduct win-loss analyses and expand your understanding of who the buyer and buyer's committee are. Sam also talks about leading CRMs like HubSpot. Human touch: Sam and Harris talk about the balance between automation and human intervention, and how high intent vs. low intent actions should weigh into how you route and respond to leads. They touch on lead scoring and using group updates as tactics to consider. Following up: When you have an exciting lead come in, how do you handle the follow-up to ensure the lead doesn't fall flat? Defining demand generation: Lastly, as leaders in the space, Sam defines demand generation from Refine Labs' perspective. If you found this episode interesting, learn more by visiting introcrm.comLearn About Our GuestRefine Labs helps companies consistently launch new revenue programs, improve the buyer experience, and build a sustainable competitive advantage with Revenue R&D.Visit Refine Labs to learn more about their work.As VP of Demand Generation, Sam works with Refine Labs' clients to make demand generation their competitive advantage.Find Marc Thomas on LinkedIn.
15:32 09/19/2022
Your first sales hire with Marc Thomas at Powered by Search
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 process, where they feel they are getting closer to Product Market Fit (PMF)? How can you measure that? Beyond Product Market Fit: Even if you've got a sense of PMF, is that enough? Marc says you must look at the market part of the equation before proceeding.  Steps after getting traction: Now that you're scaling, what are the next steps to take in sales and marketing alignment? How do you drive conversion, where would you go next with site content and marketing strategies? Marc's low-volume keyword strategy is an interesting one. Listen or read to hear him explain it. One thing to improve all your marketing: To keep it simple, Marc concludes by sharing the one thing that will improve everything about your marketing: Focusing on pain points.  If you found this episode interesting, learn more by visiting introcrm.comLearn About Our GuestPowered By Search helps B2B SaaS companies with solid product-market fit who want to make building demand a priority scale MRR at record-breaking speeds.Visit Powered By Search to learn more about their work.As director of growth, Marc Thomas works with their clients between $5M ARR and $75M ARR, delivering strategic demand gen programs for companies like Basecamp, OpenPhone, AdvisorEngine, Rally, Reltio and MyCase, and he's building a predictable high-quality pipeline for Powered By Search through their own marketing efforts.Find Marc Thomas on LinkedIn and on Twitter. 
14:42 09/12/2022
[NEWS] Intro is officially a HubSpot solutions partner
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.
08:45 08/25/2022
Product led vs. sales led growth with Aazar Shad
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. This movement is called product led growth. And there's a tension between sales led and product led growth. Usually people are in one camp or the other, depending on which category they're in and how their product works. I'm excited because in this episode, we're going to talk with Aazar Shad, who has experience with both.This interview was inspired by a podcast that Aazar recorded entitled "Wins & Losses: Behind-the-scenes of Sales-Led to Product-Led Experiment That I Did."Follow Aazar Shad's work: Newsletter ➔ Podcast ➔  Twitter ➔ LinkedIn ➔
19:39 02/07/2022
Trailer (November 2021)
This episode is just a trailer recorded November 2021. You can subscribe through the following feeds:➔ Amazon➔ Apple➔ Castbox➔ Castro➔ Deezer➔ Google➔ Overcast➔ Pandora➔ PlayerFM➔ Pocket Casts➔ Podcast Addict➔ Podcast Index➔ RSS➔ Stitcher➔ Spotify➔ TuneIn➔ TwitterOr search for Pipeline Meeting wherever you get your podcasts.
01:02 11/20/2021
Introducing... Intro
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 new model for our business. Note that our domain and social media handles will remain unchanged for the foreseeable future. Harris shared more background in a thread on Twitter. With the show, we're bringing more voices into the conversation. Things have come up in our work with customers that we want to share, customers have questions we don't have great answers for, and there are new things we're learning every day. Stay tuned because we have exciting conversations in store, like with Justin Jackson (Co-Founder of Transistor) and James Urie (Head of Partnerships at Close). Note that we will be keeping the podcast short format and audio-only for now. 
04:56 11/17/2021
Introducing Lead Reply
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 time on your calendar.The best part? Pricing is largely performance-based. So we align our incentives with yours.Listen to the whole episode to hear more. 
09:31 10/18/2021
Meet the Team: Sailja Talks About How Things Have Changed
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 their sales efforts.Sailja was one of the first people to join the Intro CRM team in early 2020, so she has unique insights to share. And she asks Harris interesting questions about the company's asynchronous work culture and why company culture matters so much to him. 
15:32 10/12/2021
Introducing Lead Rater
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 talking to founders led to our minimal viable version of this service—delivered with spreadsheets. How we leveled up that process. And ultimately built Lead Rater with no-code on using Glide, in collaboration with our friends at Low Code Agency.If you are bootstrapping (or self-funding) a business and want to go from services to productized services, then this episode is worth a listen. To see the first-look at Lead Rater, subscribe to the Intro CRM YouTube channel  →Or catch screen shots by following Intro CRM on Twitter →
11:59 09/22/2021
We're back!
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 gives you a quick walk through each of them to get you acclimated. You are hearing this all here on the Intro CRM podcast first, so don't be surprised when the updates start rolling out on the website next. 
08:53 09/15/2021
Our New Customer Onboarding Process
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 Onboarding Process Demo of Arrows →On the Intro CRM blog: Your customer onboarding process with Arrows →Learn more: Visit Arrows' website to sign up for a free trial →Meet Daniel Zarick: Follow Daniel on Twitter →Meet Benedict Fritz: Follow Benedict on Twitter →Listen to their podcast: Keep Going podcast →
09:39 04/27/2021
Your virtual sales assistant
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, which is that we literally help you with sales. Think building a lead list, qualifying inbound leads, preparing proposals, and more. In this episode, you'll get a sense of where we're going next.Announcing a new offering from Intro CRM: Introducing Concierge Services → Meet the newly expanded team: About Intro CRM →Tyler Tringas explaining Empty SaaS in his 2021 SaaS predictions →Justin Jackson explaining the Jobs to be Done framework in What is Jobs to be Done → If you're interested in learning more, find Harris on Twitter @harriskenny.
06:40 03/26/2021
Intro CRM Basecamp Integration
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 Jason Fried, DHH, and some of the other members of the Basecamp team who have inspired my work over the years.  Read more about Intro CRM's Basecamp CRM integration → Read the getting started Intro CRM Basecamp documentation → Learn more and sign up for Basecamp → Subscribe to the Rework podcast → The sales topic today is a challenge for you. How much do you need to know about your product to be successful selling it? In my experience, you might need to know a lot less than you think. So does it make sense for people to be so focused on getting their salespeople to be more active in Slack, attend more meetings, and more involved in internal processes? Maybe not. Lastly, I made a series of upgrades to the equipment that I use to record this show. Are you experiencing any issues with the audio? If you're a regular listener, do you notice a difference? Please let me know. 
10:38 02/12/2021
Intro CRM Beta Release
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 add deals; integrate with tools like Basecamp, Trello, and Asana; and forecast your cash flow.The overall theme for the episode is making the most of the leads you have. If you have a leaky funnel, it's not much good pouring more leads into it—particularly if you're bootstrapping.Harris is looking for ideas and feedback about how to make Intro CRM better. He's been able to generate interest and traffic, convert sign ups, but once people are in the app they aren't as active as he'd like to see. He needs to get folks to activate and use Intro CRM before leaving. Setting up their account, adding deals, etc. He shares how he's doing it right now and past approaches... But now clearly it's time for something new. Get a sense of the current process by signing up for Intro CRM.Sign up for Intro CRM →See how the Basecamp CRM integration works → There's also a new social platform called Clubhouse. Harris received an invitation and is trying to get the hang of it. Are you on Clubhouse? Find him @harriskenny.This show also won an award! Pipeline Meeting was given Honorable Mention in the 2020 SaaS Podcast Awards. Sincere thanks to the MicroConf community for their support. There were so many good shows, including a few that I listen to regularly:IndieHackers by Courtland Allen →Build Your SaaS by Justin Jackson and Jon Buda →Software Social Podcast by Michelle Hansen and Colleen Schnettler →See all the award-winners and honorable mentions →Learn more about MicroConf →
10:28 01/27/2021
Do grants count as sales?
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 importing, and the ability to configure deal stages to refine your sales and go to market process. There's also a big announcement:Alpha testers will get one year of Intro CRM for free. If you are interested in trying Intro CRM, you have until the end of December to join the alpha testing group! The project will move into private beta in January.Harris also talks about grants! Do they count as sales? He recently learned of the MakerPad community's Creator Grants program for nocode projects, which he applied for. But there are lots of other grant programs too. In the United States, things like the SBIR program and Coronavirus relief at the state and local level. How should you think about non-dilutive sources of funding like this? Harris also shares one example from a current client.Creator Grants by MakerPad →---Pipeline Meeting is a podcast brought to you by Intro CRM, a simple, privacy-friendly CRM for entrepreneurs and freelancers. Hosted by Harris Kenny.Intro CRM Website →Twitter Profile @IntroCRM →LinkedIn Company Page →
10:20 12/09/2020
Should you sell to people you know?
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 close. Whether it's friends and family or past colleagues, these are people you know and who you in return. So, should you avoid selling to people you know? Harris shares two tips that can make this source of sales worthwhile. This episode also kicks off a series focusing on tools that you can use to grow your business like Transistor, an independent and bootstrapped company that makes a tool you can use to start your own podcast. Transistor is a great company, they make a beautiful product, and they make it easy for you to publish and distribute your podcast.Lastly, we touch on the latest features in Intro CRM. These features are built for freelancers, solopreneurs, and early stage founders who may not necessarily think of their deals in terms of revenue. Maybe you don't know what deals are worth, or are focusing on your sales in a different way to hit traction. Maybe your prices are locked in and it's really the number of clients that matters. In any case, Intro CRM makes it easy to track your deals.How to start a podcast -->---Pipeline Meeting is a podcast brought to you by Intro CRM, a simple, privacy-friendly CRM for entrepreneurs and freelancers. Hosted by Harris Kenny.Website: https://introcrm.comTwitter: https://twitter.com/introcrmLinkedIn: https://www.linkedin.com/company/introcrm
12:05 11/30/2020
Personal News
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 hiatus. Next an update on Intro CRM. The CRM integration with project management tools like Basecamp, Asana, and Trello is complete and available for alpha testers. Harris talks through the rationale of how the integrations work today. If you don't want to spend all day in your CRM, then this tool might be for you. Whether you are a solopreneur or small team, you might want a CRM for small business. Finally, Harris recaps his pipeline and how his strategic plan for 2020 shaped up. He took some big chances in changing the business model to ensure that it was providing the lifestyle he wanted—how'd it go? What's next? And how are you thinking about your business going into 2021?Learn more about the project management tools at their websites below:https://asana.com/https://basecamp.com/https://trello.com/---Pipeline Meeting is a podcast brought to you by Intro CRM, a simple, privacy-friendly CRM for entrepreneurs and freelancers. Hosted by Harris Kenny.Website: https://introcrm.com/Twitter: https://twitter.com/introcrm/LinkedIn: https://www.linkedin.com/company/introcrm/
05:35 11/23/2020
Who are they?
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 is on the other side of the table? That can affect whether or not a deal is viable from the get-go. There are red herrings, or false leads that may present as quality leads but that don't materialize. We explore an example of that. We also begin to explore the concept of customer development. And the differences in needs for a needs a CRM for a single person business; perhaps a solopreneur, or someone with dreams to hire more people. Customer development is what happens in the early days. It's how you discover repeatability.Once you have repeatability, you're ready to lock in the sales process and scale the sales organization. What does it look like to use a tool that's built to support that use case, and how are we thinking about that in Intro CRM?See the new OSHdata website by visiting: https://oshdata.com/Harris mentions Simon Sinek's iconic TEDxPuget Sound talk "Start with Why" which you can watch here: https://www.youtube.com/watch?v=u4ZoJKF_VuALearn more about EmailOctopus and support Intro CRM by using this referral link: https://emailoctopus.com/?ali=40e81749-ec6f-11ea-a3d0-06b4694bee2a---Pipeline Meeting is a podcast brought to you by Intro CRM, a simple, privacy-friendly CRM for entrepreneurs and freelancers. Hosted by Harris Kenny.Website: https://introcrm.com/Twitter: https://twitter.com/introcrm/LinkedIn: https://www.linkedin.com/company/introcrm/
11:31 09/16/2020
Who are you?
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 someone, or just navigating a tough situation with a little more grace. This episode features the first guest submission from friend of the show Alex Medick. Alex is a freelance full stack digital marketer—or at least, that's how he describes himself these days. Learn about that evolution and how his business is up nearly 50% as a result.Learn more about Alex's work by visiting his website: https://alexmedick.com/ You can also find Alex on Twitter @alexjmedick.---Pipeline Meeting is a podcast brought to you by Intro CRM, a simple, privacy-friendly CRM for entrepreneurs and freelancers. Hosted by Harris Kenny.Website: https://introcrm.com/Twitter: https://twitter.com/introcrm/LinkedIn: https://www.linkedin.com/company/introcrm/
11:31 09/03/2020
Audit Your Pipeline
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 the Coronavirus pandemic, it's worth taking a step back and getting a sense of what you're really working with.He put together a framework that will help you put those leads into one of six buckets, so you get take control. If you have leads that feel stuck, try this out. Listen to the episode or read the episode transcript.Download the spreadsheet in XLSX or ODS format below:https://introcrm.com/wp-content/uploads/2020/08/covid-pipeline-audit.xlsxhttps://introcrm.com/wp-content/uploads/2020/08/covid-pipeline-audit.odsHarris shares his planned the format for the show, his own pipeline, and some exciting personal news.This episode includes references to:Justin Jackson and Jon Buda's podcast Build Your SaaS. (They're the co-founders of Transistor.fm!) Listen to the referenced episode:https://saas.transistor.fm/episodes/talking-about-an-acquisitionHarris' other podcast, Hello Blink Show, which he co-hosts with Shawn Hymel and you can find online here:https://helloblinkshow.com/---Pipeline Meeting is a podcast brought to you by Intro CRM, a simple, privacy-friendly CRM for entrepreneurs and freelancers. Hosted by Harris Kenny.Website: https://introcrm.com/Twitter: https://twitter.com/introcrm/LinkedIn: https://www.linkedin.com/company/introcrm/
12:51 08/26/2020