{"id":10574,"date":"2022-02-07T14:33:06","date_gmt":"2022-02-07T14:33:06","guid":{"rendered":"https:\/\/mailinvest.blog\/index.php\/2022\/02\/07\/sales-pipeline-radio-episode-307-q-a-with-eric-wittlake-wittlake\/"},"modified":"2022-02-07T14:33:06","modified_gmt":"2022-02-07T14:33:06","slug":"sales-pipeline-radio-episode-307-q-a-with-eric-wittlake-wittlake","status":"publish","type":"post","link":"https:\/\/mailinvest.blog\/index.php\/2022\/02\/07\/sales-pipeline-radio-episode-307-q-a-with-eric-wittlake-wittlake\/","title":{"rendered":"Sales Pipeline Radio, Episode 307: Q &#038; A with Eric Wittlake @wittlake"},"content":{"rendered":"<p> <a href=\"https:\/\/go.fiverr.com\/visit\/?bta=1052423&nci=17043\" Target=\"_Top\"><img loading=\"lazy\" decoding=\"async\" border=\"0\" src=\"https:\/\/mailinvest.blog\/wp-content\/themes\/breek\/assets\/images\/transparent.gif\" data-lazy=\"true\" data-src=\"https:\/\/fiverr.ck-cdn.com\/tn\/serve\/?cid=40081059\"  width=\"601\" height=\"201\"><\/a>\n<\/p>\n<div>\n<p><em>By <a href=\"http:\/\/tiny.cc\/e8zv4x\">Matt Heinz<\/a>, President of Heinz Marketing<\/em><\/p>\n<p>If you\u2019re not already subscribed to <a href=\"https:\/\/www.salespipelineradio.com\">Sales Pipeline Radio<\/a>, or listening <a href=\"https:\/\/www.linkedin.com\/in\/mattheinz\/detail\/recent-activity\/\">live every Thursday at 11:30 a.m Pacific on LinkedIn<\/a> (also on demand) you can find the transcription and recording here on the blog every Monday morning.\u00a0 The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales &amp; marketing professionals.<\/p>\n<p>We cover a wide range of topics, with a focus on sales development and inside sales priorities. You can subscribe right at Sales Pipeline Radio and\/or listen to full recordings of past shows everywhere you listen to podcasts!\u00a0<a href=\"https:\/\/open.spotify.com\/show\/2Fc9NjVsKByEHRAjNAI24h\">Spotify<\/a>, \u00a0<a href=\"https:\/\/itunes.apple.com\/us\/podcast\/sales-pipeline-radio\/id1095867926\">iTunes<\/a>,\u00a0<a href=\"https:\/\/www.blubrry.com\/sales_pipeline_radio\/\">Blubrry<\/a>, <a href=\"https:\/\/play.google.com\/music\/listen?u=0#\/ps\/Igv53hxkta7ps4o5gckvloevoaa\">Google Play<\/a>, <a href=\"https:\/\/www.iheart.com\/podcast\/966-sales-pipeline-radi-29164431\/\">iHeartRADIO<\/a>, <a href=\"https:\/\/www.stitcher.com\/podcast\/matt-heinz\/sales-pipeline-radio\">Stitcher <\/a>and now <a href=\"https:\/\/music.amazon.com\/podcasts\/080c9c48-9c90-4816-a15e-ca9f26c70642\/Sales-Pipeline-Radio\">on Amazon music<\/a>.\u00a0 You can even ask Siri, Alexa and Google!<\/p>\n<p>This week\u2019s show is called <em><strong>\u201cHow the Dark Web Can Shine a Positive Light on Your Sales Pipeline\u201d<\/strong><\/em>.\u00a0 My guest is <a href=\"https:\/\/www.linkedin.com\/in\/ericwittlake\/\">Eric Wittlake<\/a>, Sr. Product Director at <a href=\"https:\/\/6sense.com\/\">6sense<\/a>.<\/p>\n<p>Join the discussion with us to unpack what the dark funnel of B2B marketing is and its relationship to a buyer\u2019s journey. You\u2019ll learn:<\/p>\n<ul>\n<li>The importance of building trust and preferences in the early-stages of a buyer\u2019s journey<\/li>\n<li>Intentionality in measuring B2B marketing analytics<\/li>\n<li>How 6sense is providing accessibility to data visibility for organizations<\/li>\n<\/ul>\n<p>Listen in now, read below, or <a href=\"https:\/\/www.linkedin.com\/posts\/mattheinz_activity-6893997579324006400-rGqw\">watch the video<\/a>!<\/p>\n<p><iframe loading=\"lazy\" style=\"border: none; min-width: min(100%, 430px);\" title=\"How the Dark Web Can Shine a Positive Light on Your Sales Pipeline\" data-lazy=\"true\" data-src=\"https:\/\/www.podbean.com\/player-v2\/?i=rx6dj-1193bfc-pb&amp;from=pb6admin&amp;share=1&amp;download=1&amp;rtl=0&amp;fonts=Arial&amp;skin=8&amp;font-color=&amp;btn-skin=1\" width=\"100%\" height=\"150\" scrolling=\"no\" data-name=\"pb-iframe-player\"><\/iframe><\/p>\n<p><strong>Matt<\/strong>:\u00a0 All right. Welcome everybody to another episode of Sales Pipeline Radio. My name is Matt Heinz, your host. Thank you for joining us. If you\u2019re watching us live today on LinkedIn, hello. Thank you for joining us live in the middle of your work week. Welcome to February. Welcome to a new fiscal year for those of you in a February through January fiscal. exciting to finish the year, but then you\u2019re back to zero, which I know is like, it sounded like Sisyphus, Eric. We keep doing new fiscal years all the time, but that\u2019s how we roll.<\/p>\n<p>If you are watching and participating live today, feel free to comment. Feel free to ask questions. We will see those as we go, and we will throw those up on screen and make you part of the show and maybe even ask our guest some of your questions as well.<\/p>\n<p>If you\u2019re watching or listening on demand, thank you for subscribing and listening. This is episode, I think, 330 on Sales Pipeline Radio over from the last few years. If you\u2019re interested in what we talk about here, we cover B2B sales and marketing. We don\u2019t take ourselves too seriously. And every episode of Sales Pipeline Radio past present future available at salespipelineradio.com.<\/p>\n<p>Today, featuring one of my favorites in the B2B space, Eric Wittlake, who has been an analyst, he\u2019s been an agency consultant, he\u2019s been a practitioner and now is an\u2026 I don\u2019t know what is your title? I think of you as just the B2B whisperer. I don\u2019t know if that\u2019s an actual title, but Eric Wittlake, thank you for joining us today.<\/p>\n<p><strong>Eric<\/strong>: Maybe I now have a review request. That sounds like an awesome title to have. I\u2019m in product marketing at 6Sense came in really with a focus on already on the category we were in. And so that\u2019s just a place within the organization where I can bring to bear some of that historical experience and connections and perspective that I think you\u2019ve probably heard too much of from me over the course of the last few years. Thank you for inviting me and being open to hearing a little more.<\/p>\n<p><strong>Matt<\/strong>: Well, I can never hear too much from you, Eric. And I think that\u2019s why you tend to be in such high demand. I think I met you when you were at an agency, you were at Topo for a while, then obviously at Gartner post-acquisition and Six Sense is doing something I expect more companies to do, which is basically building an analyst expertise in house between yourself and Carrie Cunningham, super smart to be doing that. I want to be able to talk about some of the things you\u2019re seeing and some of maybe the research that you\u2019re thinking about for this year. One of the topics we wanted to cover today is this concept of the dark funnel.<\/p>\n<p>And it\u2019s like, we got to call things something. I didn\u2019t like the fact that we were saying things were marketing automation, because none of it was really automated. The account based marketing is terrible, because it implies it\u2019s just marketing. Dark funnel just makes me think we\u2019re in a Harry Potter movie somewhere, but I think the concept behind it is really, really important. So for those that haven\u2019t heard about dark funnel, can you shed some light on the dark funnel?<\/p>\n<p><strong>Eric<\/strong>: Oh man. I\u2019m sorry to everybody listening. There\u2019s Matt for you. All right. So I guess maybe let me start with just a little bit of context for it. As marketers and as revenue teams, we need to understand our market. And one of the things that we need to understand about our market is, where are their opportunities for us. And that\u2019s a time sensitive thing. That changes every week, every month, every quarter where there\u2019s opportunities for us. And so we oftentimes talk about funnel, if you want to do awareness, interest, consideration decision, whatever funnel construct that you use, it almost always starts with awareness when people talk about a funnel. And the reality is when we think about our own internal buyer journey, funnel view that we have, we don\u2019t actually see awareness.<\/p>\n<p>We don\u2019t know when someone is aware of us and when they\u2019re not, we don\u2019t often know when they first start doing their research start, they\u2019re now interested. They already need to spend time and attention, but they\u2019re not spending it with us so we don\u2019t know about it. And so that\u2019s where the dark funnel, the piece that is before they\u2019re in the traditional funnel, we can have as marketing, as sales, as revenue teams, they\u2019re already doing their work. That\u2019s the piece they\u2019re in their journey, but it\u2019s before they get to our funnel view of where they\u2019re at. And so how do we get visibility into the start of their interest, the start of their research? Because, most of the time we all spend on a purchase decision. Most of the time we spend on a purchase decision is time that we are on third party sites that we\u2019re on review sites that were on a blog that talks about somebody\u2019s experience.<\/p>\n<p>I don\u2019t start with a vendor site. In many times in many cases, I don\u2019t even know who the vendors are when I get started. And so how do we, as an organization start to see that early activity. So that\u2019s the dark funnel that time that I spend there. And then the question is, is what can I get for information that gives me visibility into the dark funnel? And that\u2019s where the data that we capture at 6Sense, the data that\u2019s becoming more accessible to organizations today gives us visibility before people engage directly with us.<\/p>\n<p><strong>Matt<\/strong>: Yeah. There\u2019s a lot to unpack there. And one of the things that I wrote down here is just the idea of track versus enable. And so I think for sure, I want to get to attribution and what get to track and what you\u2019re doing to identify and have an intense signal from the dark funnel or from something that is not overt. It\u2019s not a hand raise. It\u2019s not let me download your white paper, but what are we watching for and why do we find it? How do we track it? What do we do with it? But I Think sometimes we\u2026<\/p>\n<p><strong>Eric<\/strong>: Sidebar, who says, please let me download your white paper.<\/p>\n<p><strong>Matt<\/strong>: Look there\u2019s value in white paper. You and I both know good research, good insights, but just because I downloaded your white paper doesn\u2019t mean I want to demo. It doesn\u2019t mean I need you to follow up or what talks about lead response time. If I downloaded your white paper, I don\u2019t need you to call me in 15 seconds from my perspective, transaction over. Now you got to build extra value, whole other, maybe a whole other show, but this idea of track versus enable, I want to talk about. So sometimes we get so focused on what can we track. We forget that we have to actually create those moments in the first place. And I think just in even related to this rant about like, what can I get people to download? What forms can I get people to fill, there\u2019s value in enabling discovery and enabling people to have those dark funnel conversations, even if we can\u2019t track all of them. And I would posit that we will never track everything that happens in the funnel. I mean this there\u2019s conversations that happen offline. It will continue to happen in person that are not in a CRM system. Talk about this idea of track versus enable, where do you see companies putting a focus on programs that are creating more of those dark funnel moments, that are creating more of those intense signals to begin with?<\/p>\n<p><strong>Eric<\/strong>: Well, my mind on that goes immediately to all of the misplaced maybe brand investments that a lot of B2B marketers make. And I say it\u2019s misplaced because I think that oftentimes in particularly in like mid-market B2B, we just don\u2019t have a great understanding of what it takes to truly change someone\u2019s perception, change someone\u2019s point of view from an awareness program and investment for perspective, oftentimes those programs are smaller than they probably need to be in order to accomplish the goals that we have in our mind, but haven\u2019t figured out how to put numbers to. But what\u2019s happening when I go: what more people are aware of what I do? more people are aware of the problems. In some cases, we\u2019re trying to convince people that there\u2019s a problem or that there\u2019s a solution to a problem that they\u2019ve just assumed is a pain of being alive or doing business.<\/p>\n<p>How do I change people\u2019s perspectives enough that they start going, I\u2019m interested. I\u2019m starting to look at that. I\u2019m starting to read about it. You got my interest. I want to learn a bit more, maybe not from you not to begin with, maybe from what\u2019s out there in the world, not directly from you, but you\u2019ve changed my behavior. I\u2019ve started to research to read, to talk, to consume, to listen about this. Now, how do I as the marketer, the organization that helped to spark that actually know that I had that impact what did we do way, way back, when I first started in digital, we looked at things like branded search. We looked at things like category level search. If we were trying to really get people interested in something completely new. And we said, Hey, does Google say that there\u2019s more activity on our brand or on our category before we launch that brand awareness type campaign or program?<\/p>\n<p>Well, that\u2019s one little slice. Guess what, we get to see lot more of that today because we can use intent. We can use that insight that we have into the dark funnel to say, hey, are people\u2019s behaviors starting to change? And if I want to change your perspective, then chances are, what I really want to do is I want to start to change your behaviors.<\/p>\n<p><strong>Matt<\/strong>:\u00a0 So talking to on the Sales Pipeline Radio with Eric Wittlake, who we\u2019re giving him a new title of B2B Whisperer today, I think he\u2019s going to take that back and evangelize that internally. Years ago when I was at Microsoft, we didn\u2019t call it buying journey at the time and I sometimes feel like that\u2019s just become a buzzword, but it\u2019s really important. I was working in a division of MSN that was doing real estate mortgage. And we were trying to understand the end audience a little better. And the one thing that stood out to me is we identified that first time buyers take 26 months from the beginning of the process until they buy a house. And that doesn\u2019t mean that 26 months ago they were calling a realtor didn\u2019t mean that, I mean, at the time, there\u2019s realtor.com and sites like that were nascent.<\/p>\n<p>It didn\u2019t mean that they were like, I need to look at listings or I\u2019m ready to talk to a realtor. 26 months ago it may have started with people just subliminally thinking about how bad their commute is or thinking at some point we\u2019re going to want to start a family and I don\u2019t want to do that in this tiny house or in this apartment. It starts with things that you don\u2019t even think of, but are experiences that eventually come to the forefront of your brain, say this sucks. I don\u2019t like my status quo. What could I do? I could rent a bigger place. I could move in with my parents. Maybe I should buy a house. Could I do that? Could I afford it? I mean, there\u2019s all these steps. We identified this whole journey up steps people go.<\/p>\n<p>I bring this up as an example because I think a lot of people, they want to engage as many buyers as possible when they\u2019re ready to talk to a realtor. When they\u2019re ready to engage, when they know they have a problem. This conscious of the buying journey, when we\u2019re thinking about the dark funnel, it\u2019s even more important now for us to not just value, but to crisply understand those early stages, knowing that they\u2019re not going to convert right away, but you\u2019re building trust and preference in those early stages. Talk a little bit about that process and, and how companies can start to be better at doing that.<\/p>\n<p><strong>Eric<\/strong>: Well, I think we could spend the whole time on just that, but there\u2019s a couple things that the practicality of being able to do that change when you have that insight. As a marketer who says, yes, I have all of the money and resources that I could want to go after and influence the market that I\u2019m in. We don\u2019t have that luxury. What we\u2019ve done historically in that scenario is we\u2019ve said, oh, well, here\u2019s the couple percent of people that I actually know are far enough down the process that they\u2019re probably ready to talk to a realtor. And then here\u2019s the other, let\u2019s call it 95% of people. And I don\u2019t know where they are. What I\u2019ve had to do as a marketer is I\u2019ve had to peanut butter myself thin out across all of them.<\/p>\n<p>And what that means is I probably actually didn\u2019t have a heck of a lot of influence. I didn\u2019t change a lot of perception for any of them because I was spread so thin. Well, what if I could actually identify in your scenario the 15 or 20% additional people in the market that are starting that process they\u2019re on month 26 t- 26 or 24 or 18 or whatever it is. I\u2019m starting to get that ability to identify that set of people. Now, instead of as a marketer, taking myself peanut butter thin across 95%, I can focus that in, on that 15 or 20% and actually start to make a difference in their perceptions and flowing through into their behaviors. The fact that we live in a time and money constrained environment as marketers, I think is one of the biggest impacts that we have is we can make a decision that\u2019s right about what we should prioritize and where we should invest to influence that outcome.<\/p>\n<p><strong>Matt<\/strong>: This all makes sense. And I imagine people watching this, whether it\u2019s Jenn or others, I mean, it\u2019s easy to nod your head and say, this all makes sense. But as marketers she\u2019s right. We sometimes prioritize what we can measure, because it\u2019s metrics that we it\u2019s things we can show the organization that we have done. Andy Krestadina at Orbit Studios. He was the one that he made stole from someone else, but he said, the more important, the harder it is to get to. And I mean, if we\u2019re implying this full complex model of how people engage with you, and it\u2019s not just the individual buying a house. For most people watching this it\u2019s complex B2B buying committees with multiple people, engaged at different stages, it\u2019s really hard, if not impossible to measure all of that.<\/p>\n<p>What we often tell clients is like, the measurement is important, but the intent is more important. The understanding that this process exists and you orient your program to it is important. Can you address it and just talk about the culture change components required to be good at that, to say that we\u2019re not just going to look at form fills than MQLs, that we\u2019re going to prioritize efforts to impact the dark funnel even if it isn\u2019t something that Jen can curl up at night with her spreadsheet and make her feel more comfortable. It\u2019s a very much more ambiguous when you land the plane and have to talk about the impact of it in the ROI.<\/p>\n<p><strong>Eric<\/strong>: Yeah, really? Is it? Does it need to be? A piece of me wants to push back a little bit because the reality is, is none of us are going to be able to let go of justifying what we do. I don\u2019t think we should. We can\u2019t let go of that because guess what, we have to go make a case for continuing that budget, increasing that budget, maintaining that activity. We have to continue to go make the case for that. And that means we do need measurement. What I saw at Topo, what I oftentimes preach when I was at Topo is this is a new set of metrics you\u2019re going to be using. And for many of you, what that actually means is you\u2019re going to need to show to the business that these are more reliable indicators of being able to create value.<\/p>\n<p>And if I go, okay, I had this old MQL, I\u2019ll pick on the MQL for a little bit, conversion rates continue to drop, quality isn\u2019t there. I\u2019m getting really good at gaming, getting to that number. It\u2019s not creating the value for the business that I expect it to, but it\u2019s still what the business knows. I can\u2019t just go, Hey, throw out what here\u2019s something new chances are, you\u2019re going to have to put the two side by side for a period of time. You\u2019re going to have to show that this new way of seeing those early indicators of success are actually more indicative of future success for your business. Are you seeing intent activity? Are you seeing that dark funnel activity, are you seeing that engagement activity? Start measuring, but it will take time to switch over and prove that to the business?<\/p>\n<p><strong>Matt<\/strong>: It will. And I think that we are out of the dark ages of the dark funnel from my perspective here, because there\u2019s a lot of people that are doing this. I mean, the beginning of when we started describing EBM as a new\u2026 You can say, well it\u2019s target accounts identifying isn\u2019t new well what\u2019s is, think about that whole buying committee, orchestrating campaigns between sales and marketing in a way that has always been seen as complex and difficult. But we now see it precisely what increased yield you can get from that. We have companies that are seeing investment into our funnel as hell say turn into more pipeline, better conversion, more efficiency along the way. And sometimes you can look and say, okay, let\u2019s take the past six to nine months as a basis and see, or we change our behavior even if we can\u2019t track explicitly, what\u2019s happened. If a couple of these variables is what changed in our approach to the dark funnel is that different? And in some cases, you can even orchestrate that in a regional or an industry way as well. It may not be quite as dark, but there\u2019s dark things happening. That\u2019s the wrong phrase. Let\u2019s talk about customer engagement, whether you\u2019re doing, I\u2019m sorry, if we\u2019re doing land and expand, if you\u2019re doing PLG, if you\u2019re doing just you\u2019ve got a customer and you want to get a renewal or you want to get more of their business moving forward, it\u2019s an existing customer, but there\u2019s still a lot of those untracked things happening with that prospect. How does all of this apply? How does the dark funnel still apply to a customer base that you maybe already have a relationship with?<\/p>\n<p><strong>Eric<\/strong>: And here\u2019s where, when I first talked about the dark funnel, it\u2019s like, well we have our funnel view and then there\u2019s a piece that happens before someone comes into that funnel. I actually want to maybe flip the language that we use now. I don\u2019t want to talk about that necessarily as the funnel, I want us to talk about the things, the insight that we get, because what that\u2019s doing for current customers for instance, is it\u2019s giving us more insight into the actual behavior activity and interest of our current customers. Rather than it being like dark funnel, the stuff that happens before the funnel that we can measure. All of that. But the reality is, is I continue to see that behavior all the way through. I continue to see what people are doing outside of my owned and operated domains and space all the way through the process.<\/p>\n<p>That importance of knowing what people are interested in, what they\u2019re spending their time on, that\u2019s for me as a marketer, that\u2019s a universal desire. It doesn\u2019t matter what my current relationship is with you. I need to understand you better so I can be more relevant, make better decisions about how I engage with you. I think anyone that talks about customer experience, we want to understand the full extent. I don\u2019t think there\u2019s anything unique or distinct about that.<\/p>\n<p><strong>Matt<\/strong>: Yep. Well, coming up on about 20 minutes, we try to keep these 20 minutes or less, we\u2019re going to run on over a little bit today. I want to thank Helen and Jenn and a bunch of others for watching live and commenting. This has been a fun conversation. We could certainly keep this going for a while.<\/p>\n<p>Eric, I mentioned at the beginning of the show, what you and Kerry are building at Six Sense doing research inside of an organization. I think this is analyst 2.0 quite frankly, to continue to build some insights. What can you share or tease a little bit about what you guys are planning on and working on that we\u2019re going to see coming out of your research efforts over the rest of this year?<\/p>\n<p><strong>Eric<\/strong>: Let me tease one thing and particularly because you said analyst 2.0. Man, what is the hardest thing you do from an analyst perspective is get good data. What do you have when you sit in a SaaS organization is such a wealth of data that it\u2019s hard to even figure out what all you have and how to get access to all of it. That\u2019s one of the coolest things. That\u2019s one of the things that is different from the challenges of the past. And so much that can come out of how do we use real data as reflected in real systems and not biased by what are people able to recall or what do they think the answer is? Because those two are oftentimes really different numbers, really different decisions, really different priorities.<\/p>\n<p><strong>Matt<\/strong>: Yeah. Love it. Well, Eric I know you\u2019re busy, man. Thank you so much for taking time to join us today on Sales Pipeline Radio. Thank you everyone for watching and listening live and on demand. We\u2019ll see here next week 11:30 Pacific 2:30 Eastern.<\/p>\n<p>My name is Matt. We\u2019ll see you next time on Sales Pipeline Radio.<\/p>\n<p>\u00a0<\/p>\n<p><a href=\"https:\/\/salespipelineradio.com\/\"><img decoding=\"async\" loading=\"lazy\" class=\"wp-image-21840 alignleft\" src=\"https:\/\/mailinvest.blog\/wp-content\/themes\/breek\/assets\/images\/transparent.gif\" data-lazy=\"true\" data-src=\"http:\/\/3lr72f3dhlbp3scfdb49y0cz-wpengine.netdna-ssl.com\/wp-content\/uploads\/2020\/08\/podbean-100K-downloads.png\" alt=\"\" width=\"67\" height=\"67\" data-srcset=\"https:\/\/3lr72f3dhlbp3scfdb49y0cz-wpengine.netdna-ssl.com\/wp-content\/uploads\/2020\/08\/podbean-100K-downloads.png 2000w, https:\/\/3lr72f3dhlbp3scfdb49y0cz-wpengine.netdna-ssl.com\/wp-content\/uploads\/2020\/08\/podbean-100K-downloads-300x300.png 300w, https:\/\/3lr72f3dhlbp3scfdb49y0cz-wpengine.netdna-ssl.com\/wp-content\/uploads\/2020\/08\/podbean-100K-downloads-1024x1024.png 1024w, https:\/\/3lr72f3dhlbp3scfdb49y0cz-wpengine.netdna-ssl.com\/wp-content\/uploads\/2020\/08\/podbean-100K-downloads-150x150.png 150w, https:\/\/3lr72f3dhlbp3scfdb49y0cz-wpengine.netdna-ssl.com\/wp-content\/uploads\/2020\/08\/podbean-100K-downloads-768x768.png 768w, https:\/\/3lr72f3dhlbp3scfdb49y0cz-wpengine.netdna-ssl.com\/wp-content\/uploads\/2020\/08\/podbean-100K-downloads-1536x1536.png 1536w, https:\/\/3lr72f3dhlbp3scfdb49y0cz-wpengine.netdna-ssl.com\/wp-content\/uploads\/2020\/08\/podbean-100K-downloads-500x500.png 500w\" data-sizes=\"auto, (max-width: 67px) 100vw, 67px\"\/>Sales Pipeline Radio<\/a> is produced by <a href=\"https:\/\/www.heinzmarketing.com\/\">Heinz Marketing.<\/a><\/p>\n<p>I interview\u00a0the best and brightest minds in sales and Marketing.\u00a0 If you would like to be a guest on Sales Pipeline Radio send an email to <a href=\"http:\/\/www.heinzmarketing.com\/2022\/02\/sales-pipeline-radio-episode-307-q-a-with-eric-wittlake-wittlake\/mailto:sheena@heinzmarketing.com\">Sheena@heinzmarketing.com<\/a>. For sponsorship opportunities, <a href=\"http:\/\/www.heinzmarketing.com\/2022\/02\/sales-pipeline-radio-episode-307-q-a-with-eric-wittlake-wittlake\/mailto:cherie@heinzmarketing.com\">contact Cherie@heinzmarketing.com\u00a0<\/a><\/p>\n<\/p><\/div>\n<iframe data-lazy=\"true\" data-src=\"https:\/\/www.fiverr.com\/gig_widgets?id=U2FsdGVkX18x7XQvttUTrv1oEqmGNGTgvvCUiUoJ\/AP4z\/UyMz8lXGOLpu15jIMxBbTR0gmD5uBoFvhC4KWeALQRp3h\/X\/AwcVD0K8Wj9H\/ZzYKzcCNHosB9oS4SCJJFWiN85P9ICAc4OgCoE\/wHKIY7CDkf2\/DQ1vqGvk4smVe5cRDEmrLPCWi4FC8p40VUhSmWQ5udCm0zoJtorgWv3vbDQw0kKYkwn39ozAnQXDe+YvWMxkLFWA+O3TFwkJvdkIK+\/AUSnRssPKt5WHY0FhNOxnSPcLslEL4G4\/RfP95ve99U+kRnDy3X+KtzdQLY+u935ghON\/o3UE4IMv9oN6JX9RnxzL\/LRcOgnHigxStSGPKsZYtnz8RWNVT\/rOLAibqiWJadC5MYHRbekF3eg6FOGrQGkXYbsn0+a5aovnlLCbLwIqY9fcS17UX8J235iQ6cdmHNbrPeS84CMm34RA==&affiliate_id=1052423&strip_google_tagmanager=true\" loading=\"lazy\" data-with-title=\"true\" class=\"fiverr_nga_frame\" frameborder=\"0\" height=\"350\" width=\"100%\" referrerpolicy=\"no-referrer-when-downgrade\" data-mode=\"random_gigs\" onload=\" var frame = this; var script = document.createElement('script'); script.addEventListener('load', function() { window.FW_SDK.register(frame); }); script.setAttribute('src', 'https:\/\/www.fiverr.com\/gig_widgets\/sdk'); document.body.appendChild(script); \" ><\/iframe>\n<br \/><a href=\"http:\/\/www.heinzmarketing.com\/2022\/02\/sales-pipeline-radio-episode-307-q-a-with-eric-wittlake-wittlake\/\">Source link <\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>By Matt Heinz, President of Heinz Marketing If you\u2019re not already subscribed to Sales Pipeline Radio, or listening live every Thursday at 11:30 a.m Pacific&#8230;<\/p>\n","protected":false},"author":1,"featured_media":10575,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[7],"tags":[],"class_list":["post-10574","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-tech-universe"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Sales Pipeline Radio, Episode 307: Q &amp; A with Eric Wittlake @wittlake - mailinvest.blog<\/title>\n<meta name=\"description\" content=\"Technology is forever changing, and there are always new pieces of technology to replace obsolete ones. Tons of people enjoy reading tech blogs on a daily basis.mailinvest.blog tracks all the latest consumer technology breakthroughs and shows you what&#039;s new, what matters and how technology can enrich your life. mailinvest.blog also provides the information, tools, and advice that helps when deciding what to buy.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/mailinvest.blog\/index.php\/2022\/02\/07\/sales-pipeline-radio-episode-307-q-a-with-eric-wittlake-wittlake\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Pipeline Radio, Episode 307: Q &amp; A with Eric Wittlake @wittlake - mailinvest.blog\" \/>\n<meta property=\"og:description\" content=\"Technology is forever changing, and there are always new pieces of technology to replace obsolete ones. Tons of people enjoy reading tech blogs on a daily basis.mailinvest.blog tracks all the latest consumer technology breakthroughs and shows you what&#039;s new, what matters and how technology can enrich your life. mailinvest.blog also provides the information, tools, and advice that helps when deciding what to buy.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/mailinvest.blog\/index.php\/2022\/02\/07\/sales-pipeline-radio-episode-307-q-a-with-eric-wittlake-wittlake\/\" \/>\n<meta property=\"og:site_name\" content=\"mailinvest.blog\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/freelanceracademic\/\" \/>\n<meta property=\"article:published_time\" content=\"2022-02-07T14:33:06+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/mailinvest.blog\/wp-content\/uploads\/2022\/02\/Episode-card-640x640-guest-Wittlake.png\" \/>\n\t<meta property=\"og:image:width\" content=\"640\" \/>\n\t<meta property=\"og:image:height\" content=\"640\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/png\" \/>\n<meta name=\"author\" content=\"admin@mailinvest.blog\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"admin@mailinvest.blog\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"21 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/mailinvest.blog\\\/index.php\\\/2022\\\/02\\\/07\\\/sales-pipeline-radio-episode-307-q-a-with-eric-wittlake-wittlake\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/mailinvest.blog\\\/index.php\\\/2022\\\/02\\\/07\\\/sales-pipeline-radio-episode-307-q-a-with-eric-wittlake-wittlake\\\/\"},\"author\":{\"name\":\"admin@mailinvest.blog\",\"@id\":\"https:\\\/\\\/mailinvest.blog\\\/#\\\/schema\\\/person\\\/012701c4c204d4e4ebd34f926cfd31a4\"},\"headline\":\"Sales Pipeline Radio, Episode 307: Q &#038; A with Eric Wittlake @wittlake\",\"datePublished\":\"2022-02-07T14:33:06+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/mailinvest.blog\\\/index.php\\\/2022\\\/02\\\/07\\\/sales-pipeline-radio-episode-307-q-a-with-eric-wittlake-wittlake\\\/\"},\"wordCount\":4306,\"commentCount\":0,\"publisher\":{\"@id\":\"https:\\\/\\\/mailinvest.blog\\\/#organization\"},\"image\":{\"@id\":\"https:\\\/\\\/mailinvest.blog\\\/index.php\\\/2022\\\/02\\\/07\\\/sales-pipeline-radio-episode-307-q-a-with-eric-wittlake-wittlake\\\/#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/mailinvest.blog\\\/wp-content\\\/uploads\\\/2022\\\/02\\\/Episode-card-640x640-guest-Wittlake.png\",\"articleSection\":[\"Tech Universe\"],\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\\\/\\\/mailinvest.blog\\\/index.php\\\/2022\\\/02\\\/07\\\/sales-pipeline-radio-episode-307-q-a-with-eric-wittlake-wittlake\\\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/mailinvest.blog\\\/index.php\\\/2022\\\/02\\\/07\\\/sales-pipeline-radio-episode-307-q-a-with-eric-wittlake-wittlake\\\/\",\"url\":\"https:\\\/\\\/mailinvest.blog\\\/index.php\\\/2022\\\/02\\\/07\\\/sales-pipeline-radio-episode-307-q-a-with-eric-wittlake-wittlake\\\/\",\"name\":\"Sales Pipeline Radio, Episode 307: Q & A with Eric Wittlake @wittlake - mailinvest.blog\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/mailinvest.blog\\\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\\\/\\\/mailinvest.blog\\\/index.php\\\/2022\\\/02\\\/07\\\/sales-pipeline-radio-episode-307-q-a-with-eric-wittlake-wittlake\\\/#primaryimage\"},\"image\":{\"@id\":\"https:\\\/\\\/mailinvest.blog\\\/index.php\\\/2022\\\/02\\\/07\\\/sales-pipeline-radio-episode-307-q-a-with-eric-wittlake-wittlake\\\/#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/mailinvest.blog\\\/wp-content\\\/uploads\\\/2022\\\/02\\\/Episode-card-640x640-guest-Wittlake.png\",\"datePublished\":\"2022-02-07T14:33:06+00:00\",\"description\":\"Technology is forever changing, and there are always new pieces of technology to replace obsolete ones. Tons of people enjoy reading tech blogs on a daily basis.mailinvest.blog tracks all the latest consumer technology breakthroughs and shows you what's new, what matters and how technology can enrich your life. mailinvest.blog also provides the information, tools, and advice that helps when deciding what to buy.\",\"breadcrumb\":{\"@id\":\"https:\\\/\\\/mailinvest.blog\\\/index.php\\\/2022\\\/02\\\/07\\\/sales-pipeline-radio-episode-307-q-a-with-eric-wittlake-wittlake\\\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\\\/\\\/mailinvest.blog\\\/index.php\\\/2022\\\/02\\\/07\\\/sales-pipeline-radio-episode-307-q-a-with-eric-wittlake-wittlake\\\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\\\/\\\/mailinvest.blog\\\/index.php\\\/2022\\\/02\\\/07\\\/sales-pipeline-radio-episode-307-q-a-with-eric-wittlake-wittlake\\\/#primaryimage\",\"url\":\"https:\\\/\\\/mailinvest.blog\\\/wp-content\\\/uploads\\\/2022\\\/02\\\/Episode-card-640x640-guest-Wittlake.png\",\"contentUrl\":\"https:\\\/\\\/mailinvest.blog\\\/wp-content\\\/uploads\\\/2022\\\/02\\\/Episode-card-640x640-guest-Wittlake.png\",\"width\":640,\"height\":640},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\\\/\\\/mailinvest.blog\\\/index.php\\\/2022\\\/02\\\/07\\\/sales-pipeline-radio-episode-307-q-a-with-eric-wittlake-wittlake\\\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\\\/\\\/mailinvest.blog\\\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Sales Pipeline Radio, Episode 307: Q &#038; A with Eric Wittlake @wittlake\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\\\/\\\/mailinvest.blog\\\/#website\",\"url\":\"https:\\\/\\\/mailinvest.blog\\\/\",\"name\":\"mailinvest.blog\",\"description\":\"Technology is forever changing, and there are always new pieces of technology to replace obsolete ones. Tons of people enjoy reading tech blogs on a daily basis. mailinvest.blog tracks all the latest consumer technology breakthroughs and shows you what&#039;s new, what matters and how technology can enrich your life. mailinvest.blog also provides the information, tools, and advice that helps when deciding what to buy.\",\"publisher\":{\"@id\":\"https:\\\/\\\/mailinvest.blog\\\/#organization\"},\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\\\/\\\/mailinvest.blog\\\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-US\"},{\"@type\":\"Organization\",\"@id\":\"https:\\\/\\\/mailinvest.blog\\\/#organization\",\"name\":\"mailinvest\",\"url\":\"https:\\\/\\\/mailinvest.blog\\\/\",\"logo\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\\\/\\\/mailinvest.blog\\\/#\\\/schema\\\/logo\\\/image\\\/\",\"url\":\"https:\\\/\\\/mailinvest.blog\\\/wp-content\\\/uploads\\\/2022\\\/01\\\/default.png\",\"contentUrl\":\"https:\\\/\\\/mailinvest.blog\\\/wp-content\\\/uploads\\\/2022\\\/01\\\/default.png\",\"width\":1000,\"height\":1000,\"caption\":\"mailinvest\"},\"image\":{\"@id\":\"https:\\\/\\\/mailinvest.blog\\\/#\\\/schema\\\/logo\\\/image\\\/\"},\"sameAs\":[\"https:\\\/\\\/www.facebook.com\\\/freelanceracademic\\\/\"]},{\"@type\":\"Person\",\"@id\":\"https:\\\/\\\/mailinvest.blog\\\/#\\\/schema\\\/person\\\/012701c4c204d4e4ebd34f926cfd31a4\",\"name\":\"admin@mailinvest.blog\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/98ed217bd0f3d6a6dcae2d9b0c76e305b049a07275e315e1407e19ec8b08e139?s=96&d=mm&r=g\",\"url\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/98ed217bd0f3d6a6dcae2d9b0c76e305b049a07275e315e1407e19ec8b08e139?s=96&d=mm&r=g\",\"contentUrl\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/98ed217bd0f3d6a6dcae2d9b0c76e305b049a07275e315e1407e19ec8b08e139?s=96&d=mm&r=g\",\"caption\":\"admin@mailinvest.blog\"},\"sameAs\":[\"https:\\\/\\\/mailinvest.blog\",\"admin@mailinvest.blog\"],\"url\":\"https:\\\/\\\/mailinvest.blog\\\/index.php\\\/author\\\/adminmailinvest-blog\\\/\"}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Sales Pipeline Radio, Episode 307: Q & A with Eric Wittlake @wittlake - mailinvest.blog","description":"Technology is forever changing, and there are always new pieces of technology to replace obsolete ones. Tons of people enjoy reading tech blogs on a daily basis.mailinvest.blog tracks all the latest consumer technology breakthroughs and shows you what's new, what matters and how technology can enrich your life. mailinvest.blog also provides the information, tools, and advice that helps when deciding what to buy.","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/mailinvest.blog\/index.php\/2022\/02\/07\/sales-pipeline-radio-episode-307-q-a-with-eric-wittlake-wittlake\/","og_locale":"en_US","og_type":"article","og_title":"Sales Pipeline Radio, Episode 307: Q & A with Eric Wittlake @wittlake - mailinvest.blog","og_description":"Technology is forever changing, and there are always new pieces of technology to replace obsolete ones. Tons of people enjoy reading tech blogs on a daily basis.mailinvest.blog tracks all the latest consumer technology breakthroughs and shows you what's new, what matters and how technology can enrich your life. mailinvest.blog also provides the information, tools, and advice that helps when deciding what to buy.","og_url":"https:\/\/mailinvest.blog\/index.php\/2022\/02\/07\/sales-pipeline-radio-episode-307-q-a-with-eric-wittlake-wittlake\/","og_site_name":"mailinvest.blog","article_publisher":"https:\/\/www.facebook.com\/freelanceracademic\/","article_published_time":"2022-02-07T14:33:06+00:00","og_image":[{"width":640,"height":640,"url":"https:\/\/mailinvest.blog\/wp-content\/uploads\/2022\/02\/Episode-card-640x640-guest-Wittlake.png","type":"image\/png"}],"author":"admin@mailinvest.blog","twitter_card":"summary_large_image","twitter_misc":{"Written by":"admin@mailinvest.blog","Est. reading time":"21 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"Article","@id":"https:\/\/mailinvest.blog\/index.php\/2022\/02\/07\/sales-pipeline-radio-episode-307-q-a-with-eric-wittlake-wittlake\/#article","isPartOf":{"@id":"https:\/\/mailinvest.blog\/index.php\/2022\/02\/07\/sales-pipeline-radio-episode-307-q-a-with-eric-wittlake-wittlake\/"},"author":{"name":"admin@mailinvest.blog","@id":"https:\/\/mailinvest.blog\/#\/schema\/person\/012701c4c204d4e4ebd34f926cfd31a4"},"headline":"Sales Pipeline Radio, Episode 307: Q &#038; A with Eric Wittlake @wittlake","datePublished":"2022-02-07T14:33:06+00:00","mainEntityOfPage":{"@id":"https:\/\/mailinvest.blog\/index.php\/2022\/02\/07\/sales-pipeline-radio-episode-307-q-a-with-eric-wittlake-wittlake\/"},"wordCount":4306,"commentCount":0,"publisher":{"@id":"https:\/\/mailinvest.blog\/#organization"},"image":{"@id":"https:\/\/mailinvest.blog\/index.php\/2022\/02\/07\/sales-pipeline-radio-episode-307-q-a-with-eric-wittlake-wittlake\/#primaryimage"},"thumbnailUrl":"https:\/\/mailinvest.blog\/wp-content\/uploads\/2022\/02\/Episode-card-640x640-guest-Wittlake.png","articleSection":["Tech Universe"],"inLanguage":"en-US","potentialAction":[{"@type":"CommentAction","name":"Comment","target":["https:\/\/mailinvest.blog\/index.php\/2022\/02\/07\/sales-pipeline-radio-episode-307-q-a-with-eric-wittlake-wittlake\/#respond"]}]},{"@type":"WebPage","@id":"https:\/\/mailinvest.blog\/index.php\/2022\/02\/07\/sales-pipeline-radio-episode-307-q-a-with-eric-wittlake-wittlake\/","url":"https:\/\/mailinvest.blog\/index.php\/2022\/02\/07\/sales-pipeline-radio-episode-307-q-a-with-eric-wittlake-wittlake\/","name":"Sales Pipeline Radio, Episode 307: Q & A with Eric Wittlake @wittlake - mailinvest.blog","isPartOf":{"@id":"https:\/\/mailinvest.blog\/#website"},"primaryImageOfPage":{"@id":"https:\/\/mailinvest.blog\/index.php\/2022\/02\/07\/sales-pipeline-radio-episode-307-q-a-with-eric-wittlake-wittlake\/#primaryimage"},"image":{"@id":"https:\/\/mailinvest.blog\/index.php\/2022\/02\/07\/sales-pipeline-radio-episode-307-q-a-with-eric-wittlake-wittlake\/#primaryimage"},"thumbnailUrl":"https:\/\/mailinvest.blog\/wp-content\/uploads\/2022\/02\/Episode-card-640x640-guest-Wittlake.png","datePublished":"2022-02-07T14:33:06+00:00","description":"Technology is forever changing, and there are always new pieces of technology to replace obsolete ones. Tons of people enjoy reading tech blogs on a daily basis.mailinvest.blog tracks all the latest consumer technology breakthroughs and shows you what's new, what matters and how technology can enrich your life. mailinvest.blog also provides the information, tools, and advice that helps when deciding what to buy.","breadcrumb":{"@id":"https:\/\/mailinvest.blog\/index.php\/2022\/02\/07\/sales-pipeline-radio-episode-307-q-a-with-eric-wittlake-wittlake\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/mailinvest.blog\/index.php\/2022\/02\/07\/sales-pipeline-radio-episode-307-q-a-with-eric-wittlake-wittlake\/"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/mailinvest.blog\/index.php\/2022\/02\/07\/sales-pipeline-radio-episode-307-q-a-with-eric-wittlake-wittlake\/#primaryimage","url":"https:\/\/mailinvest.blog\/wp-content\/uploads\/2022\/02\/Episode-card-640x640-guest-Wittlake.png","contentUrl":"https:\/\/mailinvest.blog\/wp-content\/uploads\/2022\/02\/Episode-card-640x640-guest-Wittlake.png","width":640,"height":640},{"@type":"BreadcrumbList","@id":"https:\/\/mailinvest.blog\/index.php\/2022\/02\/07\/sales-pipeline-radio-episode-307-q-a-with-eric-wittlake-wittlake\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/mailinvest.blog\/"},{"@type":"ListItem","position":2,"name":"Sales Pipeline Radio, Episode 307: Q &#038; A with Eric Wittlake @wittlake"}]},{"@type":"WebSite","@id":"https:\/\/mailinvest.blog\/#website","url":"https:\/\/mailinvest.blog\/","name":"mailinvest.blog","description":"Technology is forever changing, and there are always new pieces of technology to replace obsolete ones. Tons of people enjoy reading tech blogs on a daily basis. mailinvest.blog tracks all the latest consumer technology breakthroughs and shows you what&#039;s new, what matters and how technology can enrich your life. mailinvest.blog also provides the information, tools, and advice that helps when deciding what to buy.","publisher":{"@id":"https:\/\/mailinvest.blog\/#organization"},"potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/mailinvest.blog\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Organization","@id":"https:\/\/mailinvest.blog\/#organization","name":"mailinvest","url":"https:\/\/mailinvest.blog\/","logo":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/mailinvest.blog\/#\/schema\/logo\/image\/","url":"https:\/\/mailinvest.blog\/wp-content\/uploads\/2022\/01\/default.png","contentUrl":"https:\/\/mailinvest.blog\/wp-content\/uploads\/2022\/01\/default.png","width":1000,"height":1000,"caption":"mailinvest"},"image":{"@id":"https:\/\/mailinvest.blog\/#\/schema\/logo\/image\/"},"sameAs":["https:\/\/www.facebook.com\/freelanceracademic\/"]},{"@type":"Person","@id":"https:\/\/mailinvest.blog\/#\/schema\/person\/012701c4c204d4e4ebd34f926cfd31a4","name":"admin@mailinvest.blog","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/secure.gravatar.com\/avatar\/98ed217bd0f3d6a6dcae2d9b0c76e305b049a07275e315e1407e19ec8b08e139?s=96&d=mm&r=g","url":"https:\/\/secure.gravatar.com\/avatar\/98ed217bd0f3d6a6dcae2d9b0c76e305b049a07275e315e1407e19ec8b08e139?s=96&d=mm&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/98ed217bd0f3d6a6dcae2d9b0c76e305b049a07275e315e1407e19ec8b08e139?s=96&d=mm&r=g","caption":"admin@mailinvest.blog"},"sameAs":["https:\/\/mailinvest.blog","admin@mailinvest.blog"],"url":"https:\/\/mailinvest.blog\/index.php\/author\/adminmailinvest-blog\/"}]}},"_links":{"self":[{"href":"https:\/\/mailinvest.blog\/index.php\/wp-json\/wp\/v2\/posts\/10574","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/mailinvest.blog\/index.php\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/mailinvest.blog\/index.php\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/mailinvest.blog\/index.php\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/mailinvest.blog\/index.php\/wp-json\/wp\/v2\/comments?post=10574"}],"version-history":[{"count":0,"href":"https:\/\/mailinvest.blog\/index.php\/wp-json\/wp\/v2\/posts\/10574\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/mailinvest.blog\/index.php\/wp-json\/wp\/v2\/media\/10575"}],"wp:attachment":[{"href":"https:\/\/mailinvest.blog\/index.php\/wp-json\/wp\/v2\/media?parent=10574"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/mailinvest.blog\/index.php\/wp-json\/wp\/v2\/categories?post=10574"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/mailinvest.blog\/index.php\/wp-json\/wp\/v2\/tags?post=10574"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}