Sales Pipeline Radio

In this special episode of Sales Pipeline Radio from the Forrester B2B Summit 2026 marketplace floor, Matt spoke with Ed Grossman, Co-Founder & Chief Data Nerd, DemandArc (formerly Navigate IQ).

Matt interviews the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to acceleration@heinzmarketing.com.

Sales Pipeline Radio was recently listed as one of 30 Best Sales Management Podcasts and Top 60 Sales Podcasts

Don't miss an episode! You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! You can even ask Siri, Alexa and Google or search on Audible!

This week's show is entitled, "The Tactical Execution of Your Go-To-Market (GTM) Strategy" and my guest is John E Flannery, President, Flannery Sales Systems.

Tune in as we discuss...

Your sales process is only as good as your understanding of how buyers actually buy. If your process doesn’t match how your customers make decisions, you’re creating friction that kills deals before they start.

Every company says they have a commercial strategy. The real question is what your customer-facing people are actually doing, conversation by conversation, once they walk out the door.

Entrepreneurship isn’t a rocket ship, it’s a slog. But when you get clear on what you’re working toward, the hard work starts to mean something.

Listen Now | Watch the video HERE

Matt interviews the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to acceleration@heinzmarketing.com.

Sales Pipeline Radio was recently listed as one of 30 Best Sales Management Podcasts and Top 60 Sales Podcasts

You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! You can even ask Siri, Alexa and Google or search on Audible!

This week's show is entitled, "DNA of Sales EXCELLENCE" and my guest is Dave Brock, Author, The DNA of Sales Excellence, CEO of Partners In EXCELLENCE.

Tune in as we discuss...

What separates top performers isn’t the tools, training, or technology — everyone has those. The real difference comes down to a handful of behavioral traits: curiosity, caring, customer centricity, discipline, accountability, and purpose.

There’s a big difference between “I do sales” and “I am a sales professional.” How you see yourself shapes how you show up for your customers, your organization, and your own potential.

Most companies are using AI to hit the easy button, automating the same mediocre work at greater scale. The organizations actually getting somewhere are asking a different question: what could we do now that we couldn’t do before, and where does AI fit into that?

Listen Now | Watch the video HERE

Matt interviews the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to acceleration@heinzmarketing.com.

Sales Pipeline Radio was recently listed as one of 30 Best Sales Management Podcasts and Top 60 Sales Podcasts

You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! You can even ask Siri, Alexa and Google or search on Audible!

This week's show is entitled, "Modern Partnership Best Practices" and my guest is Jason Yarborough, Co-Founder of Arcadia.

Tune in as we discuss...

Partnerships are a bigger, better, faster path to revenue. When partner data and tactics get natively built into what sales and marketing teams are already doing, the numbers follow.

The modern leadership trap is that we have confused stimulation for fulfillment. Better titles, more followers, more Slack notifications than anyone should have to endure, and yet many leaders feel more disconnected from themselves than ever.

The environment you put people in changes the conversation they are willing to have. Take leaders out of a conference room, put them outside in nature, and something shifts. The noise quiets, defenses drop, and the conversations that actually matter have a chance to happen.

Listen Now | Watch the video HERE

Matt interviews the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to acceleration@heinzmarketing.com.

Sales Pipeline Radio was recently listed as one of 30 Best Sales Management Podcasts and Top 60 Sales Podcasts

You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! You can even ask Siri, Alexa and Google or search on Audible!

This week's show is entitled, "Seven AI Agent Archetypes for B2B GTM" and my guest is Jessie Johnson, Principal Analyst at Forrester.

Tune in as we discuss...

AI isn’t replacing marketers, it’s reshaping what they do. The fear of being replaced is shifting toward a more useful question: what do I bring to this that AI can’t?

Not all AI agents are created equal. Forrester’s seven AI agent archetypes give go-to-market teams a practical way to think about which type of AI they need and where it actually belongs in their workflow.

Trust AI aggressively, but verify religiously. The teams winning with AI aren’t the ones who set it and forget it…they’re the ones who stay deeply in the loop, questioning outputs until the trust is truly earned and the sources are transparent.

Listen Now | Watch the video HERE

Matt interviews the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to acceleration@heinzmarketing.com.

Sales Pipeline Radio was recently listed as one of 30 Best Sales Management Podcasts and Top 60 Sales Podcasts

You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! You can even ask Siri, Alexa and Google or search on Audible!