Keep your enemies close - or - Hug Your Haters.

May 9, 2016

There were t-shirts with the saying made famous by "The Godfather" movies, and Taylor recently has told us to shake it off. Either method works, but Jay's approach isn't to just keep an eye on them or blow them off but to CONVERT them into your strongest advocates and most loyal clients. Sound impossible? You need to hear this. Matt's guest, Jay Baer has given hundreds of insightful and humorous presentations. He's an author and the founder of Convince and Convert  - a strategy consulting firm that helps prominent companies gain and keep more customers through the smart intersection of technology, social media, and customer service 

You can’t be good at EVERYTHING - focus on the best.

May 2, 2016

Take advantage of the special deal Dave made with (he calls it the NetFlix of training) where you can find, in addition to Dave's 15 short but powerful videos, great training of all kinds-- 30 day free trial (normally 7 days!) go to  This is a great way to get started on making your strengths stronger and eliminating your weaknesses.

Dave Crenshaw is the master of helping business owners triumph over chaos. He has appeared in Time magazine, FastCompany, USA Today, and the BBC News. His first book,The Myth of Multitasking: How ‘Doing It All’ Gets Nothing Done, has been published in six languages and is a time management best seller. His latest book, The Focused Business: How Entrepreneurs Can Triumph Over Chaos, is also a small business best seller. As an author, speaker, and business coach,Dave has transformed thousands of businesses worldwide.  

Why practice for sales professionals is so important

April 21, 2016
We are not interested or motivated to learn something until there is something on the table that requires this knowledge. PRACTICING before you pitch is the key to success. Learn more from Mark during this episode.

Mark Magnacca, President of Insight Development Group, Inc. and, is a recognized business building coach, keynote speaker and author of "So What? How to Communicate What Really Matters to Your Audience" and "The Product is You." Mark's mission is to help sales professionals get greater results in less time by teaching his clients to put all of their communications, verbal and written, to the So What Test. By adopting a So What Mindset, clients learn to communicate and structure every message according the needs of the listener.

Inside & Field Sales: Blurred Lines and the Distinctions with Trish Bertuzzi

March 25, 2016
Trish often remarks how lucky she is to work with an amazing team at The Bridge Group, helping sales and marketing leaders make the big decisions: on implementation strategy, performance improvement process, supporting technology, and metrics and measurement.

Over the last two decades, Trish has promoted inside sales as a community, profession, and engine for revenue growth. In the process, The Bridge Group has worked with over 200 B2B technology clients to build, expand, and optimize their inside sales efforts.

Through a combination of hard work and timing, Trish and her team's research and ideas have been featured on, in Forbes, by associations like SLMA and AA-ISP, and across more than 68 sites in the sales and marketing world.

Marketing as a Profit Center: Completely change what you thought about marketing

March 13, 2016
Listen to find out what Meagen sees as the trends that will hone how B2Bmarketers focus and where she thinks B2B marketers are going to increasingly need to "lean in" to continue to be successful. Find out what her marketing stack is and how she built her team. 

Meagen brings more than 19 years of experience in the high-tech industry to her role at MongoDB. She has been recognized as one of the Top 50 most retweeted by mid-sized marketers according to AdWeek and one of the Top 25 B2B Marketing Influencers according to InsideView. In 2014, she won the Marketers that Matter award. Additionally, she won the SuperNova Award in Matrix Commerce from Constellation Research in 2012 and the Marketing Visionary Markie award within the marketing automation field in 2011. Meagen advises for several tech startups and before joining MongoDB, she was the Vice President of Customer Marketing and Demand Generation at DocuSign. She also held previous positions with ArcSight, an HP Company, TRIRIGA (acquired by IBM), Postini (acquired by Google) and IBM. Meagen has an MBA with a focus on marketing and strategy from Yale School of Management and holds a B.S. in MIS with a minor in CSC from California Polytechnic University at San Luis Obispo. 

Staying relevant, focused and EMPLOYED in Sales 2016

February 27, 2016

There’s never a dull moment in the inside sales world. This rapidly changing profession is exploding today, so how do you keep up, staff up, and prepare for the coming year?

Our trend report is 100% accurate – loaded with advice on tactics, tools and talent.

Sign up for our newsletter and receive our trend reports as an added bonus.

Matt Heinz agrees Josiane Feigon, one of his insides sales world heroes, is scary right when it comes to Inside Sales (aka "Sales") predictions and trends.  Listen in on their conversation to decide for yourself and check out Josiane's FREE trend report below from  Don't miss the end where she shares what she thinks it takes to stay relevant, focused (and employed) and how sales organizations can keep their talent happy and smart. 

Can you create something great without a struggle? - Aaron Ross

February 12, 2016

Healso explains why "if you give up too soon, or if you don’t keep takingthe steps, that’s the problem people face—or basically unfair self-criticism.You need to struggle. You can’t create something great without the struggle.It’s okay. Everyone goes through that."  

"I will say, this book is not a culture book. This book is not a management book. It’snot even a sales book. It’s a growth book."

 Listen to learn why Matt says he can’t recommend this book enough.  From Impossible To Inevitable. You can learn more about the book right now at the website You can preorder a copy.There’s a great set of gifts available to those that download the book in advance. There’s a chance to get some free tickets to the SaaStr conference,there are some other awesome resources available online. So go to to check it out. 

Rapid Fire Tools for Prospecting

February 4, 2016
On this episode of MSPradio, we chat with Win Pham, VP of Development at RapidFire Tools, about how to perform automated network assessments that will allow you to engage prospects and win more clients.

Learn how to master the art of Prospecting with Network Assessments.

Reinventing a stream of referrals with Joanne Black

January 23, 2016
  • Would you like to reach every key buyer in one call?
  • Would you like a consistent stream of qualified leads?
  • Would you like a conversion rate of prospect to client of more than 50 percent?


If you answered "yes" to any of those questions, then you're in the right place.

Our guest has written two books, owned her company for 20 years, and has won multiple awards for her social media presence.

When she's not working, she hikes, swims, travels the world, and spends a huge amount of time with the four most amazing grandchildren in the world.

Please listen to the replay with author, speaker, and sales contrarian, Joanne Black! Or, on our blog, starting 2/1/16, listen to and/or read our incredible conversation.  

Take Joanne's Referral I.Q. Quiz. It’s 14 Yes/No Questions and a checklist for referral selling. Go to and click the link on the home page. The results are anonymous and insightful.

Craig Rosenberg tell us the tools that can destroy your pipeline

January 22, 2016

Craig covers that showing tools can destroy your pipeline. "Send them a link, show them the product." That's too easy. This can cause friction in the revenue chain. He and Matt discuss common definitions and objectives. If you don't do this, everything else breaks down and failure is inevitable.

Get to know Craig - follow him everywhere:

"I help organizations sell and market more effectively. I am passionate about my customers and their success which has allowed me to create enduring, mutually beneficial relationships over the years.

You can learn more about my view of the sales and marketing universe via my blog and my work on my company blog, I have recently started posting my content on LinkedIn so stay tuned for more."

Straight Truth About Getting Exceptional Results from Your Sales Team

January 15, 2016

Mike LOVE business and LOVES sales. His specialties are new business development and sales management. His passion is creating high -performance sales teams and helping sales leaders, sales teams and salespeople acquire more new clients and net new business.

His latest book is  Sales Management. Simplified. – The Straight Truth About Getting Exceptional Results from Your Sales Team, also published by AMACOM) was just released (late September). One sales expert reviewer has called it “arguably the greatest book ever written on sales management,” and “an unequaled blueprint for leading salespeople and building high-performance sales teams.” Learn more more about the book, and get a free download of the Table of Contents, Introduction and sample chapters by clicking here.

Creating alignment and being deliberate to get results - CEOs

January 11, 2016

Keenan has over 15 years of experience in sales leadership and leading sales team. But that doesn’t get him too excited. He’ll tell you it isn’t much of an accomplishment. Keenan says, “Staying above ground and not doing anything stupid enough that would prevent a company from wanting you to run their sales organization isn’t much to brag about. Staying power isn’t impressive. What is impressive is what one absorbs from their years of experience.”

Listen in for some quick hitting tips to get you started TODAY!

Q&A Seller productivity and Pipeline Insights

December 19, 2015

In this Q&A Session, Host, Matt Heinz explores customer communications options as it relates to increasing engagement.Conrad Bayer works with early stage enterprise software companies to provide guidance, insight, and leadership to grow the business and build shareholder value. Conrad also possesses a broad range of skills focused on understanding enterprise customers and the engineering background to deliver great software products. Additionally, he has successfully created an enterprise software company which was acquired by Microsoft in 2005 and is currently the CEO and Co-Founder of Tellwise, a communication platform which delivers quality insights to help salespeople sell smarter.

Tellwise is smarter customer communication that drives significantly more customer engagement for sales teams of all shapes and sizes. From field sales and partner channels, to inside sales and customer care, Tellwise delivers a richer, more robust experience that speeds the sales cycle and creates happier customers. Seller productivity. Pipeline insights. Customer experience. That’s Tellwise.