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Where you go to listen to the best of B2B podcasts from respected expert hosts.
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6 days ago
Before You Commit to Creating a Podcast You May Want to Consider These Items
Before You Commit, Know the Answers to These Questions
* WHY ARE YOU DOING THIS? Is it to launch an initiative? Build reputation? Boost egos of your executives or clients? Give value to your existing clients? Open the door for new clients/prospects? Have fun with your lighter side?
* WHO WILL HELP? Anyone involved needs to know and commit to the time and tasks for their portion of the podcast’s success. Then you have to decide: If you have the money but not the time, how much can you outsource?
* WHO IS YOUR AUDIENCE? Once you know this, you can determine where you can find them listening to podcasts, their habits, do they “listen” or read captions? At work or on the treadmill. What are you competing with when they hit play? Do they binge-listen? This is CRITICAL and where a lot of podcasts fail before the first episode. You MUST be realistic.
* IDEAL LENGTH? Once you know all the players, the tasks, the audience you can determine the length. I have some shows that are always 25 – 35 minutes – a good “lunch” episode. Others do quick micro episodes of 4-7 minutes. Many combine – do the full show and later extract a nugget and create a new “highlight” episode from that. This will help you plan the time needed to record and edit.
* CAN YOU COMMIT? WHO IS THE TALENT? WHO IS THE TEAM? Potential hosts - this is where you may have to tell a hard truth or two. Just because they are good leaders, doesn’t mean they know how to lead an interesting interview. Some will be better than others. You may have to have a “casting call of unexpected hosts.
What if you are getting help from an outside company?
If companies simply send you links, videos and pdfs, you have to decide if that’s how you want to communicate with your producers. I know for Funnel Media Group, our hosts love the relationships we have with them and that we are very open helping them improve. Sometimes people have speech patterns or bad habits such as “EXspecially, rather than especially. This may not matter to you. But, if you are sharing this with your networks, prospects, investors, clients, it may matter so that you are not distracting because of these patterns. Can you hear the excitement in their voices. Will they will be coming up with ideas on the spot as they get to know you and your goals. How do they share those ideas? If they have no new ideas regularly, they are not thinking about your account.
* What is included?
* Host coaching. Will they tell you the truth when you need to improve? Do they care? Someone has to have the experience to help you improve fast.
* Pre episode prep – testing with the guest? Creating a preview of the episode before publishing? Live option – If you want that. Vetting guests. Writing the post. Voiceover work? Template for each episode.
* Production – are they in the recording session? Voiceover work as the overall host – intro, commercial, outro?
* Editing – what type of editing? How detailed? Can they correct bad audio when the guest chooses to show up from their car or in an airport? How do they recommend recording?
* Publishing – posting the episode to hit all podcast apps, creating guest packages – what’s included in the guest package? What about a type of “Boost” package for host and guest teams to share it out.
* Who orders the transcripts? Do they provide transcripts? What is the quality – AI or by hand?
* Who pays for hosting? Who owns all the hosting accounts, feeds, materials? Music license.
* Post – 2-3 months later – how are they going to help you use the content? Create a round-up post? What about milestones in your show – so many episodes, so many listeners, focus on topics – will they write those posts for you or will you?
* Ask to talk to some of their hosts. Are they pleased with the results? What would they wish they’d known before they started this? Check out their presence on ListenNotes, Podchaser – are they all around?
* Do they charge to update your commercials, intros/outros each time? What about if a host changes?
* What is the turnaround time?
* Is one person assigned to my account that we can talk with or is it all via email? Can we have recap meetings included?
Learn more about my courses at https://dmanc.org
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Oct 19, 2021
Programmatic media buying has changed everything
We are regularly asked at Funnel Media Group how to jump-start a show's reach into new markets, and reach new audiences. This episode covers advertising, sponsors, and the change in best practices over the past two years. Consumer behaviors have changed - how they consume media. This is where our guest, Mary Ann Pruitt shines through her agency, Mosaic Media Agency. You will want to consider all of her insights and advice, as well as some great suggestions you can get started with today.
Who are we targeting?
How are we targeting?
What about the third-party cookie thing?
First-party data is available to you - you just don't realize it. It's time to invest in collecting your own first-party data.
Listen to this episode: Programmatic media buying has changed everything.
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About Mary Ann Pruitt
Mary Ann Pruitt is the CEO and President of Mosaic Media, a collection of media buying experts and creative strategists who negotiate, purchase, and monitor advertising space and airtime. Mary Ann started her career in media by working as a senior sales executive for some of the nation’s largest media outlets. After discovering her talent and love for all things media strategy, she founded Mosaic as a way to provide niche expert experience to agencies and marketing departments across the country.
Her hard work and savvy strategy skills have led Mosaic to year-over-year growth and has expanded her impact as an industry leader in all things traditional, digital, and everything in between. Reflecting this is a 2020 award from Cynopsis Media naming her as a Top Woman in Media.
Mary Ann has helped develop effective marketing strategies for agencies of all sizes, small businesses, service businesses, private educational institutions, and legal and professional services businesses along with many others. She is passionate about passing on the experience that she has gained to eager professionals looking for actionable marketing tips.
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Sep 8, 2021
What is a Podcast Guest Management Firm?
This episode was inspired by the great guests Interview Valet has been sending us for our hosts, and by a blog post, "Checklist Before You are a Guest on a Podcast". This episode covers expectations for guests hiring a podcast guest management firm, for those being contacted by them to have their clients on your shows, and what should be expected of all for a successful appearance on a show. You can read the post here. Listen to this conversation with my guest, Lasina Jensen, Client Success Team Manager at Interview Valet.
Please listen to this episode and share it out to your circles that are podcasts guests and hosts.
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About Interview Valet:
Interview Valet is the concierge-level podcast guest marketing service providing the fastest way for authors, speakers, coaches, consultants, and brands to maximize the benefits of podcasting.
Our premium white-glove solution takes care of everything but the speaking to reach your ideal audience with the least amount of snags or hassle.
Interview Valet's all-inclusive system empowers clients with interview preparation, Certified Guest™ training, and personalized attention that ensures you, the podcast guest and host, the best experience in the podcast industry.
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Jul 28, 2021
We all have our favorite podcast equipment - what are yours?
In this 13 minute episode we cover our favorite podcast equipment and the reasons we prefer one over another. There are some additional items we suggest to give you a more professional look and sound.
* Podcast Microphones - Rode USB Condenser mic , Yeti
* RiversideFM has more ideas:
If you’re on a tight budget or just want a mic that doesn’t have a huge learning curve, consider one of these plug-and-play USB microphones:
* Rode Procaster ($250)
* Rode NT-USB ($177)
* Audio-Technica ATR2100-USB ($80)
* Webcams - Logitech BRIO
* Pop Filters and Mic Muffs
* Sound Panels
* Backgrounds vs. greenscreens (no link tells you we are not fans of greenscreens)
* Lighting kits article
* Recording Zoom vs. Riverside.fm
* Mixing boards article
* Amazon, BHPHOTO
* Headsets for recording and editing
* Teleprompters
RiversideFM has additional podcast equipment lists you may find helpful.
Need help with your set up or editing, let us know. susan@funnelradio.com
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Jul 19, 2021
Tell us why you might ask your guest for a do-over.
This episode covers one of the questions from the recent one with EJ and Nina in Funnel Feud. These are the top 8 answers given by 100 podcast hosts, guests, and team members. Aside from swearing, revealing too much, and other simple editing issues, why would a podcast host ask the guest for a do-over? We'll give you tips on how to work around these 8 common issues in this 13-minute episode. Email me for the recap graphic. If you have additional reasons, please tell us. You can find me on LinkedIn here or email me susan@funnelradio.com.
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Jul 5, 2021
Funnel Feud and 3 Questions We Asked Podcast Teams
You know the music, you know how it works. Play along with our version - Funnel Feud to hear the answers to these questions:
1. What is a reason you would want a do-over with a guest?
2. What is the reason your podcast failed?
3. What is your favorite podcast equipment?
We asked 100 podcast hosts, producers and teams and the answers in this episode are what they said. You can get the full list from us - just email us. If you want to know our favorite equipment, we'll tell you that, too! It will be part of another upcoming episode on Behind The Mic - Funnel Media Group's favorite equipment and tools for producing podcasts.
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Mar 24, 2021
Podcast Editing Tips for Hosts, Guests, and Editors
Podcasting editors' tips from EJ Albaugh. EJ reminds us that if we can do a bit of practice we can save time and money with our editing solutions. Don't be afraid of a retake, and beware of Zoom twang when there are bandwidth issues for your host or your guest, or your producer. If you listen to this and would like the podcaster's checklist magnet from Funnel Media Group, email producer@funnelradio.com with your mailing address and we'll get one to you. While you're at it, send us your podcast URL so we can check it out!
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Dec 21, 2020
Building Community Through Podcasting and Podchaser
Taking advantage of search engine goodness, building communities of podcasters and their teams, as well as profiles for creators is what Podchaser's Dave Keine and Susan Finch talked about today on Behind the Mic. Do not miss the list of free tools, tips and ways to build your listenership and expand your audience demographics.
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Dec 3, 2020
Gifts for Podcasters - Playlists and Profiles
Tune in for this packed episode with free tools podcasters can use to expand their reach. There are two free tools we are going to cover in this episode:
Using Playlists to increase your exposure in the podcast venues including Spotify, Apple Podcasts/playlists, Podchaser, and the rest that give you that option.
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Using Podcast venue profiles to engage with a new audience, in particular Podchaser's creator and claim your podcast feature. There are so many ways just on Podchaser's site. By registering, you are able to make the news feed with your activity including Trending lists - How can you create a list that isn't just, "listen to me! Listen to me!"?
If you need help cultivating these lists, at least to start, contact Susan Finch at Funnel Media Group.
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Nov 11, 2020
Slow Show Time is the Time to Review and Improve
Sometimes guests are hard to secure during the holidays. Sometimes you are pulled in many directions and don't have the same time for your show. That's OK. Make the use of this time to improve your podcast for next season. Listen to these 10 tips you can start right away.
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You can listen, or just jump to this list without the logic behind it:
* Review all posted episodes for typos, check links.
* Review your music, commercial, intro, outro. Is it time to freshen them up?
* Is host info still current?
* Verify your host and team have added to their LinkedIn profiles.
* Can you do a few recap episodes - highlight reels to save production time during the holidays and year-end?
* If these are in a drip campaign, test each drip, links, graphics to make sure they all work.
* How does your show look in all the podcast venues?
* Have you missed any or have new ones been added like Podchaser that you want to be listed in - it's free.
* What about a "tell us your favorite episode" contest on social. Have them tell you a quote and a timestamp from an episode. Give out show swag. T-shirts, caps, etc.
* Look at your stats and do a post on the top episodes for the year and top episodes for all time to link back to them - don't forget to mention those guests, their companies, and THANK THEM!
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Nov 4, 2020
Need to Move Your Podcast? Slow down so you don't botch up your good work.
You created this great podcast, or so you thought, and you liked how it was set up, but not really. And you have new team members and they say, "I hate that software, I hate that platform, let's do something better." Or maybe even that platform went away or stopped being as effective, whatever the reason there's a need for a move. But there are some different types of moves. This episode is going to cover what you need to be aware of, how you can prep, and how you can avoid getting missed listeners and losing all your subscribers.
If you do need to move your show and this list is too daunting, reach out to Susan@funnelradio.com - The team at Funnel Media Group can help you with this transition so nothing is missed.
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Oct 19, 2020
Why be a lone ranger with a surly sidekick when you could be part of a family.
Let's talk about television families.
The good: The Brady, the Flintstone, Huxtable, Barone, Evans, Drummond & Jackson, Addams, Munster, Cleaver, Duke, Clampett, Arnolds, Jetsons, Partidge, Carwright, Bradford, Cunningham, Ingals, and Kyle Families
Then the not so good but lovable Bluth, Simpson, Griffin, Bunker, Bundy, Belcher
And the bad. Soprano, Ewing, Roy, Dutton, Carrington, House of Lannister, and Fisher Families
When we talk about the Lone Ranger, yes, he had one support team member, surly as he could be from time to time. I'm sure he also shook his head at the guy he worked with at how ridiculous and helpless he could be.
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Now suppose instead, there was a group of equally intelligent, enthusiastic, genuine, articulate people that wanted you to succeed and that you wanted to succeed. If there was a plan in place for all to support and succeed with minimal effort, wouldn't that be appealing?
What if there was a small group comprised of fans of all of you, and…
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Sep 30, 2020
How to be a Great podcast Host People Will Want to Listen To
It's as much about the content as it is your voice. Many times I hear hosts that think they can just randomly start talking. Sometimes it's difficult to follow as they dart around taking tangents without ever completing a point or thought. They may have a fabulous voice, but what am I gaining by listening? I almost need a whiteboard to draw pictures and take notes to track them.
Other hosts don't even realize how organized their thoughts are and naturally speak in a logical order providing a ton of helpful information, but their speech patterns, ambient noises, poor equipment make it difficult to hear their wisdom and insights.
Both of these issues can be hedged off with a few simple tips.
Funnel Radio Channel is hosted by Susan Finch which is a program on the Funnel Radio Channel.
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Sep 8, 2020
Why Podcasts Fail to Get Beyond the 8th Episode
There are over 1,000,000 podcasts, the vast majority, however, fail to get beyond the 8th podcast. Veteran radio and podcast producer Paul Roberts discuss with Jim Obermayer how to avoid being in the graveyard of podcasters.
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This week’s Behind the Mike with Jim and Paul
Paul Roberts is the founder and station manager of OC Talk Radio, the powerhouse internet radio and podcasting channel for Southern California with over one million listeners a year. Jim Obermayer is the founder of the Funnel Media Group which produces internet radio and podcasting programs for thirteen companies. FMG has reached half a million listeners since its inception.
Funnel Radio Channel's Behind the Mic is hosted by James Obermayer, which is a program on the Funnel Radio Channel.
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Aug 25, 2020
How To Get More Listeners for Your Podcast
Everyone wants more listeners, but realistically, you want more of the RIGHT listeners - those that will be affected by what you say, those that will share your show, and possibly consider your company and products to solve their problems.
But before we get to the list, let's go through a short checklist of what you should be doing to increase your reach in search, and increase your fans.
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1. Do you have catchy titles that give a clue what it is about? 2. Do you have a catchy 150 character description that tells what they will hear, the problem it will solve, and who the guest is? 3. Are you editing so everyone sounds good and you don't irritate listeners? 4. Are your topics and guests compelling to your target audience?
Here are the tips:
* Create a way for listeners to sign up and receive updates via email when you post a new episode? RSS to email using GetResponse or similar.
* Automatically post to your social accounts when you publish a new episode. IFTTT.com…
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Aug 12, 2020
How to be a Great and Memorable Podcast Host
This is one of the reasons podcasts fail - the host is selfish, lazy, inconsiderate. Listen in to learn how to avoid those pitfalls. Fair warning, you'll have some work to do including creating follow up schedules, promotions, writing a thank you note, spending money on editing and transcripts, and more. Join Susan Finch and Paul Roberts for this episode.
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Aug 4, 2020
Ten Steps to Start a Podcast in Two Weeks
Many people want to do a podcast, but most don't know how to start. Funnel Media Group's VP of Operations, Susan Finch teaches regular courses through the DMANC - Direct Marketing Association's Northern California Chapter. Her most popular courses are on podcasting fundamentals and advanced troubleshooting for podcasts. This week she'll give us her 10 basic steps to launching a podcast in two weeks. It's not your typical list. This episode is for anyone tasked with revving up a podcast for their company, resurrecting a failed on, or exploring podcasting as a service to offer their clients.
Funnel Radio Channel is hosted byJames Obermayer, which is a program on the Funnel Radio Channel.
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Jul 21, 2020
How to Get a Guest for Your Podcast
Some say getting a guest for your podcast is easy, some say not so easy. To understand how to get guests and manage expectations for both guest and host we talked with Sheena McKinney, executive assistant, and producer for Matt Heinz’s popular podcast Sales Pipeline Radio. McKinney gives us a look behind the mic with guidelines and tips for guest acquisition for podcast producers.
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About Sheena McKinney
Sheena McKinney is the Executive Assistant to B2B Influencer (and busy) Matt Heinz, President of Heinz Marketing and host of Sales Pipeline Radio. She thrives on utilizing both natural and honed people plus, project management skills. For the Heinz Marketing headquarters, Sheena is the glue that holds everything together and one who makes things happen.
With over 30 years of executive admin experience from a variety of sectors, she brings a wealth of knowledge and experience to help keep everything running smoothly and does it with a smile. One of her creative outlets…
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Jul 13, 2020
How Hosting a Podcast Helped Mark Coronna at Chief Outsiders
We know podcasting helps businesses establish thought-leadership. During this program, Mark Coronna from Chief Outsiders reveals how his new podcast has helped his visibility. This show will appeal to those seeking thought-leadership branding for their company and themselves in a crowded market place.
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About Mark Coronna - Chief Outsiders
Mark Coronna is an Area Managing Partner & CMO for Chief Outsiders. He is a globally experienced executive with a track record of helping businesses diversify, grow, and adopt innovative, cost-effective, high return marketing strategies. With his experience as a Marketing, Sales, and Operations executive, Mark helps transform go-to-market programs. His passion is to help leadership teams accelerate revenues and profits.
He is also the host for the radio/podcast The Practical CMO.
Coronna has authored over 35 articles and four eBooks on topics such as building compelling value propositions, account-based marketing, and improving lead g…
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Jul 6, 2020
Learn About the Many Types of Popular Podcasts
There are many types of Podcasts, from drama to advice, and brand building to training. The behind the Mic Guys, Paul Roberts and Jim Obermayer, discuss the many types of podcasts that are popular with listeners. This is for marketing and sales management in B2B companies.
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This week’s Behind the Mike with Jim and Paul
Paul Roberts, founder and station manager of OC Talk Radio, the powerhouse internet radio and podcasting channel for Southern, California with over one million listeners a year. Jim Obermayer is the founder of the Funnel Media Group which produces internet radio and podcasting programs for thirteen companies. FMG has reached half a million listeners since its inception.
Funnel Radio Channel is hosted byJames Obermayer, which is a program on the Funnel Radio Channel.
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Jun 30, 2020
Podcasts are the Number One Source for Multi-Use Content
Marketers crave content, they are desperate for content, sometimes too desperate. For this episode, the Behind the Mic Guys talk about why podcasts are the largest available source of content. This podcast is for anyone that wants to offer insincere, storytelling, testimonial building, brand building, authentic content that can be used in 16 ways.
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Behind the Mic's Podcast Guys
Jim Obermayer is the founder of the Funnel Media Group which produces internet radio and podcasting programs for thirteen companies. FMG has reached half a million listeners since its inception.
Paul Roberts, founder and station manager of OC Talk Radio, the powerhouse internet radio and podcasting channel for Southern, California with over one million listeners a year. Read the Transcript (Literal). You can use quotes but please attribute it correctly to the podcast.
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Introduction: You're listening to Behind the Mic on the Funnel Radio Channel. Listen as Paul Roberts, Susan Finch,…
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Jun 5, 2020
Balancing the Rise of the Cost of Marketing with a Smaller Staff
The demands on marketing are increasing exponentially. Technology and AI are opening new lead gen, and branding opportunities, finding staff to use the technology is outgrowing a company’s ability to pay for them. Our guest is Stacy Gentile, partner at Martivia. This program is for C-Level Executives and Marketing Management.
About Martivia: Marketing on Demand
Funnel Radio Channel is hosted by James Obermayer, which is a program on the Funnel Radio Channel.
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May 27, 2020
Narrowcast Podcasting for B2B Marketers
B2B Podcasts have matured to reach a passionate narrowcast audience. The Two Podcast Guys, Paul Roberts, and Jim Obermayer discuss the differences between broadcasting and narrowcasting and the benefits of narrowcasting for B2B Makreters. This program’s audience is every B2B marketer.
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This week’s Podcast Guys
Jim Obermayer is the founder of the Funnel Media Group which produces internet radio and podcasting programs for thirteen companies. FMG has reached a half a million listeners since its inception.
Paul Roberts, founder and station manager of OC Talk Radio, the powerhouse internet radio and podcasting channel for Southern, California with over one million listeners a year.
Funnel Radio Channel is a program on the Funnel Radio Channel. It is hosted by James Obermayer, Paul Roberts and Susan Finch.
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Apr 29, 2020
Predictions for Post Pandemic Business
We’d all like to know the immediate future. Marketing veteran Darryl Praill predicts what will occur in the world of sales in this episode of Funnel Radio. This short episode is for C-Level executives, specifically sales managers and salespeople.
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About Darryl Praill
Praill is the host of the hugely popular podcast, INSIDE Inside Sales on the Funnel Radio Channel.
He also serves as Chief Marketing Officer of VanillaSoft, is a high-tech marketing executive with over 25 years’ experience spanning startups, re-starts, consolidations, acquisitions, divestments, and IPO’s. He has been widely quoted in the media including television, press, and trade publications. He is a guest lecturer, public speaker, and radio personality and has been featured in numerous podcasts, case studies, and best-selling books.
Praill is a former recipient of the coveted Forty Under 40 Award and has held senior executive roles in leading companies including Sybase, Cognos (now IBM), webPLAN…
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Apr 6, 2020
This Exciting Time in Marketing is What You Were Hired to Do
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, wh…
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Mar 23, 2020
How to Manage Teams Remotely – PSA from David Kreiger
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.
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From David Kreiger
Since our inception 13 years ago, SalesRoads has been an entirely remote company. Over that time, we have perfected the art of managing and motivating a remote team. We have been named to the INC5000 and been named a Great Place to Work 4 years running.
We want to share our knowledge with other professionals and business leaders so they can keep their teams healthy, safe, and productive.
The Knowledge We Want to Share
* The technological infrastructure you need to take your team remotely
* How to motivate and coach a remote team
* How to manage and hold a remote team accountable
* How to structur…
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Mar 4, 2020
The Magic of Podcasting Is in Storytelling
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…
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Feb 17, 2020
How to Successfully Publish Your Book
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…
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Jan 10, 2020
On average 75% of Sales Managers Don't Have a Sales Plan, But It Isn’t Too Late
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…
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Dec 20, 2019
How Podcasting Enhances Personal Branding
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 podca…
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Dec 20, 2019
How to get a 100% Meeting Response – Stu Heinecke
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 critica…
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Nov 12, 2019
Why Marketers are the Builders of Wealth – Matt Heinz
“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 ma…
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Nov 11, 2019
How to Manage Prospects in a New and Productive Way
In the chaos of the marketing and sales tech stack, it is easy for marketing management to be misled into thinking the prospect’s experience is taken care of by the CRM system, Marketing Automation and eventually salespeople, but this isn’t the case.
Author, sales guru, and lead generation professional Dan McDade, is our guest from Prospect-Experience and he discusses the over-looked field of prospect experience management. McDade says this failure is needlessly costing companies 10-20% of closed sales every month.
McDade has a history of knowledge in the sales lead management and lead generation fields having been the CEO of PointClear for 20 plus years. He is now the managing partners of Prospect-Experience which solves the weaknesses in B2B companies he sought to repair when the leads he created for clients went begging for attention from his clients sales and marketing people.
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Jul 8, 2019
CSO Insight Study Results are Troubling – Has the Canary Died Yet?
CSO Insight Study Results are Troubling – Has the Canary Died Yet?
Seleste Lunsford, Chief Research Officer of CSO Insights discusses the startling results of their latest World-Class Sales Performance Study: All that Glitters is Not Gold, with Funnel Radio host Jim Obermayer. Lunsford talks about how the respondents in the study reported increases in quota attainment and revenue last year, however, key metrics show a decrease in adherence to sales best practices from previous studies. The authors of the study state that there is possibly a misleading nature of sales effectiveness metrics collected from the nearly 1,000 sales organizations. Is this a canary in the coal mine scenario?
The survey shows that world-class sales organizations have systems driving performance that smaller organizations lack.
* Why is the report so important this year?
* What was the triggering event that prompted the study?
* Is this study generally only about companies with large ticket products a…
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Jun 4, 2019
When No One in Your Company Agrees about the Definition of a Qualified Lead
It is easy for marketing management to be misled into thinking the prospect’s experience is taken care of by the CRM system, Marketing Automation and eventually salespeople, but this isn’t the case.
The more we automate the more we rely on software to do a job that needs a personal touch.
Author, sales guru, and lead generation professional Dan McDade, is our guest from Prospect-Experience and he discusses the over-looked field of prospect experience management. McDade says this failure is needlessly costing companies 10-20% of closed sales every month. This except is taken from his original program which can be heard here:
The Prospect Experience Isn’t Marketing Automation or CRM
McDade has a history of knowledge in the sales lead management and lead generation fields having been the CEO of PointClear for 20 plus years. He is now the managing partners of Prospect-Experience which solves the weaknesses in B2B companies he sought to repair when the leads he created for…
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May 6, 2019
How to Use Your Leadership Superpowers
Let’s face it, we’d all like to think we’re great leaders, but thinking isn’t getting and I’ve heard managers admit that deep inside, they have doubts about their ability to lead. Our guest today, Professor Bryan Bennett, believes that inside of every manager there can be Superpowers if tapped and nurtured. In this program with host Jim Obermayer, Professor Bennett tells us why you have superpowers that can be accessed and appreciated by your team. Professor Bennett is an author, professor, consultant and data scientist.
* What are leadership superpowers?
* How did you arrive at this concept?
* How many of these superpowers does a leader need to have to be effective?
* Explain how leaders can obtain these superpowers?
* Who are some of the leaders you’ve met who possess some of these superpowers?
* Are there any limitations to these superpowers?
About Our Guest
Professor Bennett is the Executive Director and founder of the Healthcare Center of Excellence. He…
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Apr 11, 2019
Scout by Miller Heiman Drives Seller Actions and Changes Outcomes with Microsoft Dynamics 365
Miller Heiman Group, the flagship 40-year-old company in the sales training and consulting space, has introduced integration of “Scout” for Microsoft Dynamics. In this program, Dana Hamerschlag, Chief Product Officer of Miller Heiman Group, discusses how Scout improves daily sales productivity and CRM compliance which frees up face to face sales time. Hamerschlag also explains what tools sellers should focus on to get the most out of their CRM.
About our Guest
Dana Hamerschlag is the Chief Product Officer with Miller Heiman. In her role at Miller Heiman Group, Dana leads the global product organization and is driving the continued innovation of technology solutions.
Dana brings more than 15 years of experience in technology companies backed by venture capital and private equity, where she has run product management, product marketing, strategy, and operations. Previously, she served as Vice President of Product Management at Ellucian, where she led the CRM business and significa…
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Feb 19, 2019
CSO Insights’ Surprising Results: Revenue Up, Performance Down
Seleste Lunsford, Chief Research Officer of CSO Insights discusses the surprising results of their latest Sales Performance study with Funnel Radio host Jim Obermayer. She talks about how the 900 companies in the study report that 95% are on their revenue plan and yet other parts of the report show some disturbing sales performance outcomes that show there could be trouble on the horizon. It appears companies are hiring more sales reps, but sales performance is down per rep; this means sales expenses are up and with any downturn there will be large problems.
About the report and how to get a copy:
Selling in the Age of Ceaseless Change: 2018-2019 Sales Performance Study.
Sections:
* Revenue Are up Sales Performance is Not.
* Customer-Centricity Separates Top-Performing Organizations
* Lead Generation Suffers from Organization Silos
* Planning improves New Account Capture
* Account Renewals Dominate Revenues
* Win Rates of Forecasted Deals Vex Sales Leader…
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Feb 13, 2019
Is There an ROI for Sale Enablement?
Ahh, the sweet promise of Sales Enablement. If only the right content could be created to support what salespeople really need to sell. If only sales training were more than product training. If only sales enablement enabled salespeople to be the best that they can be. If only the marketing and sales people could talk to each other to discuss sales enablement. If only sales enablement would benefit the prospect.
Our guest this week, the Chief Readiness Officer at Brainshark says all of this is not only possible but when solved it brings a ROI that any CFO would be proud to claim. Find out about the three baskets of measurement that Jim and Brainshark say are not only possible, but expected when Sales Enablement is done right.
Jim Ninivaggi Chief Readiness Officer
Leveraging more than 30 years of B2B sales productivity expertise, Jim leads Brainshark’s sales enablement and readiness strategy. Jim previously worked as a sales enablement analyst with SiriusDecisions, where he provide…
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Feb 6, 2019
The Prospect Experience Isn't Marketing Automation or CRM
In the chaos of the marketing and sales tech stack, it is easy for marketing management to be misled into thinking the prospect’s experience is taken care of by the CRM system, Marketing Automation and eventually salespeople, but this isn’t the case.
Author, sales guru, and lead generation professional Dan McDade, is our guest from Prospect-Experience and he discusses the over-looked field of prospect experience management. McDade says this failure is needlessly costing companies 10-20% of closed sales every month.
McDade has a history of knowledge in the sales lead management and lead generation fields having been the CEO of PointClear for 20 plus years. He is now the managing partners of Prospect-Experience which solves the weaknesses in B2B companies he sought to repair when the leads he created for clients went begging for attention from his clients sales and marketing people.
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Dec 15, 2018
Funnel Radio Channel: Nov 29th: Singer, Sixsmith, Marks, Muessig, O'Connel and Stulz
For those with a long workout or miles to go before you sleep hike, listen to six programs on the Funnel Radio Channel.
Click to hear all programs sequentially. Or click on the program links below to listen to individual 25 minute podcast replays of the live program.
These are the Funnel Radio Channel Programs for November 29th, 2018. They are offered sequentially as broadcast.
Quite a broadcast day for our 5th Thursday of the month. Patrick Morrissey and Mat Singer kick it off on Predictable Revenue Radio with the topic - Making Sales Enablement Work for 2,000 salespeople. Mari Anne Vanella welcomes Dan Sixsmith on Outstanding Outbound tackling What Sales Leadership is in Denial About. Insights from Leading SMB & CRM Pundit Gene Marks on CRM Radio with host, Paul Petersen. Matt's guest is Gillian Muessig, CEO & Co-Founder Outlines Venture Group @SEOmom Topic: B2B Start-up Sales Lessons, Mistakes & Best Practices. Kyla and John talk about Five Factors Creating Elite Sales Mindsets o…
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Dec 6, 2018
5 Podcast Pre-Launch Tips
Podcasts continue to be a hot digital vehicle to reach at-work and away from work listeners. As webinars have waned in usefulness, radio podcasts have surged as the digital media with long tails to build thought leadership, a personal brand and a network that knows of you and your company. It is a friendly, entertaining, non-threatening, fountain of information.
Podcasts break through social media and lead generation clutter by connecting with the audience in an authentic manner. Some say social media and podcasting are the new resume.
But before you jump in-front of a microphone and spend 2-4 hours of recording and editing, give some thought about what it takes to be a successful podcaster.
For those new to podcasting, you probably may not realize it, but B2B podcasts from you and your company create multi-use content, testimonials, thought leadership, and relationships with industry leaders. Plus, podcasts create a personal brand for the host. Podcasts introduce you and your produ…
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Nov 28, 2018
Shortcut to Your Personal Brand
Having your own personal brand, beyond words on a resume or your company biography, makes sense, is required and expected. It could be a sales management job, marketing management (of course); even CEOs, CIOs, CFOs and presidents have personal brand considerations. When you consider creating your own personal brand, you’re investing in yourself and your future.
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Your basic social media activities have their place, but we’re talking about something beyond table stakes. What I’m referring to is the need to have marketplace visibility for your thoughts, philosophies, problem solving skills, and leadership. A personal brand demonstrates what you stand for and what do others think of you.
The questions are, how can you break away from the crowd and make yourself visible in a sea of talented people? How can you expand your network – the people who know and follow you?
In Albert-László Barabasi’s book, The Formula = The Universal Laws of Success, he says hard resea…
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Nov 20, 2018
Funnel Radio Channel Shows from November 18, 2018
Click to hear all programs sequentially. Or click on the program links below to listen to individual 25 minute podcast replays of the live program.
These are the Funnel Radio Channel Programs for November 15th, 2018. They are offered sequentially as broadcast.
----more---- 9:00 am Pac: Predictable Revenue Radio by ALTIFY hosted by @PatMorrissey Guest: Glenn Davis, Sr. VP, Growth Execution and Client Engagement UnitedHealth Group Topic: Why is 78% of Sales Rep time spent on Non-Selling Activities?
https://goo.gl/wTiQnL 10:30 am Pac: Ready, Set, Grow! with host Laura Patterson @lauravem by VisionEdge Marketing Guest: Greg Stock, CEO Zenoss @GregStock
https://goo.gl/zfpcEP 11:00 am Pac: Sales Enablement Radio by @thebrevetgroup hosted by Ralph Grimse Guest: John Krumheuer - Vice President of North American Sales, SmartDrive Topic: What Every Sales Leader Wants Sales Enablement to Know
https://goo.gl/qwHCm3 11:30 am Sales Pipeline Radio hostet by Matt Heinz @heinzmarketing Guest: Joe…
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Nov 12, 2018
Nov 8 Podcasts: Sales Mastery, Entrepreneurs Money, Email BP, $50,000 Throw Down, Buyer Enablement and Brands in Motion
Click to hear all programs sequentially. Or click on the program links below to listen to individual 25 minute podcast replays of the live program.
These are the Funnel Radio Channel Programs for November 85th, 2018. They are offered sequentially as broadcast on November 8th.
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9:00 am Pac: INSIDE Inside Sales with Host, Darryl Praill @vanillasoft @ohpinion8ted Guest: Brian Smith, Jr., Member Services Exce, AA-ISP @iammrsmith__ Topic: In the pursuit of sales mastery
https://goo.gl/QRBzZ3
Brian Smith Jr recently shared that the biggest mistake he’s ever made in his sales career was trying to master every aspect of selling. Can you relate? Do you find yourself frustrated by your lack of knowledge? Do you think you’re that close to being a sales rockstar if you just knew a little more, or read another book, or watched another video? Perhaps you already know more than you need. Check out Brian’s epiphany and learn how it changed his life. It just might impact you th…
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Nov 8, 2018
Funnel Radio Channel Shows from November 1, 2018
These are the Funnel Radio Channel Programs for November 1st 2018. The programs are offered to you in sequence. ----more---- 9am Pacific: Predictable Revenue Radio with host, Patrick Morrisey by Altify @PatMorrissey Guest: John Kreisa, VP Marketing at Hortonworks @marked_man Topic: Going from Technology Innovation to Owning a Category
https://goo.gl/FmND48
Live Nov 1 from Dublin, Ireland and San Jose, CA: How do you go from innovative new technology to building and owning a category? That’s the question will dig into with John Kreisa, VP Marketing at Hortonworks – one of the fastest growing tech companies in history. We’re going to talk about the ins and out, challenges and difficulties of creating and scaling a category
10:30 am - Revenue Rebels by DemandLab with host, Rhoan Morgan @demandlab Guest: Darryl Praill, VP Marketing, VanillaSoft @ohpinion8ed @vanillasoft Topic: 4 Steps to Accelerating Company Growth
https://goo.gl/RC68pA
Revenue Rebels spotlights rule-breakin…
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