{"id":41358,"date":"2023-02-13T17:25:19","date_gmt":"2023-02-13T17:25:19","guid":{"rendered":"https:\/\/mailinvest.blog\/index.php\/2023\/02\/13\/sales-pipeline-radio-episode-333-q-a-with-ben-laws\/"},"modified":"2023-02-13T17:26:50","modified_gmt":"2023-02-13T17:26:50","slug":"sales-pipeline-radio-episode-333-q-a-with-ben-laws","status":"publish","type":"post","link":"https:\/\/mailinvest.blog\/index.php\/2023\/02\/13\/sales-pipeline-radio-episode-333-q-a-with-ben-laws\/","title":{"rendered":"Sales Pipeline Radio, Episode 333: Q &amp; A with Ben Laws"},"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:\/\/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 Advertising<\/em><\/p>\n<p>In case 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> (additionally on demand) you&#8217;ll find the transcription and recording right here on the weblog each Monday morning.\u00a0 The present is lower than half-hour, fast-paced and filled with actionable recommendation, finest practices and extra for B2B gross sales &amp; advertising professionals.<\/p>\n<p>We cowl a variety of subjects, with a deal with gross sales improvement and inside gross sales priorities. You may subscribe proper at <a href=\"https:\/\/salespipelineradio.com\/?action=openPodcast&amp;podcastId=pbblog955642&amp;podcastIdTag=agfvc&amp;utm_campaign=u_share_pp&amp;utm_medium=dlink&amp;utm_source=w_share\">Sales Pipeline Radi<\/a>o and\/or take heed to full recordings of previous reveals <em><strong>all over the place<\/strong><\/em> you take heed 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 on <a href=\"https:\/\/music.amazon.com\/\">Amazon music<\/a>.\u00a0 You may even ask Siri, Alexa and Google or search on Audible!<\/p>\n<p>This week\u2019s present is entitled, <strong>\u201c<a href=\"https:\/\/salespipelineradio.com\/e\/edelman-and-linkedin-s-2022-b2b-thought-leadership-impact-report\/\">Edelman and LinkedIn\u2019s 2022 B2B Thought Leadership Impact Report<\/a><\/strong><em><strong>\u201c<\/strong><\/em> and my visitor is <a href=\"https:\/\/www.linkedin.com\/in\/ben-laws-a665483\/\">Ben Laws<\/a>, EVP &amp; Deputy U.S. Lead for <a href=\"https:\/\/www.edelman.com\/\">Edelman<\/a> Enterprise Advertising<\/p>\n<p>Tune in to listen to extra about:<\/p>\n<ul>\n<li>Sorts of thought management<\/li>\n<li>How to ensure your thought management content material is efficient primarily based on high quality and focusing on the fitting viewers<\/li>\n<li>Purple flags to search for to stop thought management from back-firing<\/li>\n<li>Tips on how to create relationships between your model and different manufacturers by thought management<\/li>\n<\/ul>\n<p><iframe loading=\"lazy\" style=\"border: none; min-width: min(100%, 430px);\" title=\"Edelman and LinkedIn\u2019s 2022 B2B Thought Leadership Impact Report\" width=\"100%\" height=\"150\" scrolling=\"no\" data-name=\"pb-iframe-player\" data-src=\"https:\/\/www.podbean.com\/player-v2\/?i=9j7zt-13831f3-pb&amp;from=pb6admin&amp;share=1&amp;download=1&amp;rtl=0&amp;fonts=Arial&amp;skin=8&amp;font-color=&amp;logo_link=episode_page&amp;btn-skin=1\" class=\"lazyload\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\"><\/iframe><\/p>\n<p><strong>Matt:\u00a0\u00a0\u00a0\u00a0 <\/strong>All proper. Welcome all people to a different episode of Gross sales Pipeline Radio. I\u2019m your host, Matt Heinz. Excited to have you ever all right here. If you&#8217;re watching us stay, if you&#8217;re stay on LinkedIn proper now in the midst of your workday, thanks a lot for becoming a member of us. You will have a chance to be a part of this program. If in case you have a remark, a query, a rebuttal, a rant, all honest sport, please throw that into the feedback right here in LinkedIn, and we will make you a part of the occasion. We will name you out. We will argue with you. Ben can argue with you, I can argue with you. You may\u2019t argue again aside from within the feedback, however we\u2019ll make you a part of the occasion and we\u2019ll have some enjoyable with it. So thanks a lot for becoming a member of us stay.<\/p>\n<p>If you&#8217;re watching or listening on demand, thanks a lot for downloading, for subscribing. Admire each one in every of you as our episodes develop and our viewers grows. And in the event you\u2019re new to Gross sales Pipeline Radio, you possibly can catch each episode on demand at <a href=\"https:\/\/salespipelineradio.com\/\">salespipelineradio.com<\/a>. We get plenty of pitches for various concepts, those that need to be on the present, completely different subjects. This one stood out to me and I\u2019m tremendous excited to welcome to the present <a href=\"https:\/\/www.linkedin.com\/in\/ben-laws-a665483\/\">Ben Laws<\/a>. He\u2019s the Government Vice President and US lead for enterprise advertising at <a href=\"https:\/\/www.edelman.com\/\">Edelman<\/a>. Ben, thanks very a lot for becoming a member of us.<\/p>\n<p><strong>Ben:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 <\/strong>Hey, it\u2019s nice to be with you, Matt. Thanks for having me.<\/p>\n<p><strong>Matt:\u00a0\u00a0\u00a0\u00a0 <\/strong>So, you guys have been doing a thought management research with LinkedIn for the final 5 years or so, and I feel thought management has plenty of definitions from lots of people. However I preferred the output of what you guys got here up with. I preferred the construction of the way you constructed it. How did that get began? And possibly introduce just a little little bit of what you discovered on this yr\u2019s model.<\/p>\n<p><strong>Ben:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 <\/strong>Yeah, it\u2019s a terrific query. I feel we all know as entrepreneurs, simply intrinsically, that thought management issues. We all know it\u2019s one thing that could be a invaluable instrument. It\u2019s vital for, in my case, Canadian facet, to get our purchasers to place it on the market and use that formed belief to get new prospects, to retain prospects, to transform offers. However after we discuss to CMOs, our purchasers, amongst them and others, what we actually heard was \u201cassist me show that.\u201d<\/p>\n<p>We didn\u2019t see a complete lot of current analysis on the market available in the market that basically spoke to the laborious ROI of thought management. And so we teamed up with LinkedIn and we developed this thought management impression report. That is the fifth yr that we\u2019ve finished it and throughout that launch, two of the 5 years, we\u2019ve seen some issues which can be fairly constant. Who we\u2019re speaking to is one, entrepreneurs. However we\u2019re additionally speaking to enterprise resolution makers, and fairly senior ones. I feel what\u2019s significantly attention-grabbing is, if you discuss to these resolution makers, they are saying \u201conce I devour good thought management, I\u2019m extra more likely to embrace the producer in an RFP. I\u2019m extra more likely to do enterprise with them.\u201d<\/p>\n<p>And that tells us that thought management, it\u2019s not nearly model consciousness, it\u2019s not nearly sentiment, it\u2019s about precise laborious impression with these enterprise resolution makers getting a deal if you\u2019re a vendor. One cautionary word is, we additionally hear from them when thought management\u2019s not good. That influences them as properly. They&#8217;ve determined to not embrace someone on RFP, or they determined to not do enterprise with someone who\u2019s producing thought management on the idea of not being nice. In order that\u2019s all the time attention-grabbing.<\/p>\n<p>What we got down to do on this fifth yr was everyone knows what sort of world we\u2019re residing in proper now. And on this interval of uncertainty, we don\u2019t perceive, how does that maintain up? Is that also how these enterprise resolution makers really feel about issues, or do they really feel in a different way? I feel the headline is, it&#8217;s tougher than ever to interrupt in with these resolution makers and get their consideration. And once more, I feel that\u2019s a reasonably pure thought, but it surely was attention-grabbing to see it validated.<\/p>\n<p>After which we see three statistics underneath that, which can be a mixture of cautionary but additionally just a little bit encouraging. The primary is, these consumers are all working throughout the context of a recession, and we don\u2019t know whether or not we\u2019re already in a single, if one\u2019s going to occur, interval. However I feel all of us see that budgets are underneath strain, they\u2019re seeing procurement tighten up, in order that they\u2019re working that actuality, and naturally they\u2019re just a little bit much less receptive to gross sales pitches or to speaking to people who need their time with out there being a significant want to present it to them. In order that\u2019s one actuality as I\u2019m breaking by.<\/p>\n<p>The opposite is, they are saying that when a recession occurs, 55% of them advised us that they anticipate to take a look at their checklist of distributors and repair suppliers, and reduce those that aren&#8217;t very important, the \u201cgood to haves\u201d. In order that\u2019s just a little little bit of a warning for lots of the those that we work for. However the silver lining is 91% of them, so virtually all people stated \u201clook, these suppliers can discover a method to stand out and make themselves appear extra important to us.\u201d<\/p>\n<p>And 61% of the folks we talked to stated \u201cthought management is the best instrument entrepreneurs can use\u201d. So that you begin to play with the logic of these three info, and I feel what it tells us is, even in a recessionary setting, thought management is an efficient instrument to 1, get in entrance of these people as a result of they\u2019ll take their time to devour it, and it will have an effect when it comes to making them take into consideration you as someone who may help them with understanding what their ache factors are, or their alternatives. Perceive what to do about them, and that in itself is a invaluable service on prime of no matter services or products you\u2019re promoting.<\/p>\n<p><strong>Matt:\u00a0\u00a0\u00a0\u00a0 <\/strong>Sure. Do you have got any perception on what kind of thought management? Like, what does that imply? How does it manifest? There are such a lot of completely different channels, there\u2019s so many various codecs. We began this as an actual, precise podcast, simply audio. Now we do it&#8217;s video, however we additionally do it stay and on demand. So, any perception into what\u2019s working. And you then additionally\u2026 I\u2019ll comply with up as a result of I need to discover out\u2026 What you talked about, that typically it backfires. So we\u2019ll get to that in a minute. However what works? What\u2019s within the toolbox of what\u2019s efficient proper now?<\/p>\n<p><strong>Ben:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 <\/strong>We\u2019re actually fairly agnostic on format, and a part of that&#8217;s simply from sector to sector, or from persona to persona. There positively are codecs which can be most well-liked, we expect, however frankly, even typically after we truly take a look at, we discover out that what we thought we knew about most well-liked consumption habits of format shouldn&#8217;t be true. So, I feel testing is all the time vital, however I\u2019d step again from that and say \u201cdeal with the core of thought management.\u201d And that\u2019s what you\u2019re saying. I feel there are two facets to that, that make thought management good. One is the standard of perception, and the opposite is creativity.<\/p>\n<p>So, the standard of perception is as easy and as laborious as, what are we saying that\u2019s well timed and related to this viewers, this very particular viewers proper now? And that\u2019s robust since you\u2019ve received to be on the market amassing that intelligence, after which forming a viewpoint on the idea of it. But when it\u2019s not well timed and related, and if it\u2019s not one thing that\u2019s actually serving to them handle one thing that\u2019s proper in entrance of them, then proper off the bat it\u2019s in all probability not very invaluable. In order that\u2019s primary.<\/p>\n<p>After which the creativity thought is, I do assume that particularly on the B2B facet, entrepreneurs and even producers of thought management like us, we low cost creativity. We predict this can be a rational course of. Consumers have their standards. So long as you possibly can clear up that kind of math downside, you then\u2019re doing one thing proper. However the reality is each within the concept itself but additionally the packaging, you\u2019ve received to discover a method to be artistic. You\u2019ve received to cease the scroll, you\u2019ve received to maintain consideration. There must be one thing stunning and pleasant in regards to the content material that\u2019s going to make it stand aside and never appear simply so rational and albeit, in a sea of thought management, samesies. So, I feel these are a few ideas.<\/p>\n<p><strong>Matt:\u00a0\u00a0\u00a0\u00a0 <\/strong>Sure, I feel that\u2019s actually useful. The opposite factor I take into consideration typically with thought management is kind of viewers precision. I feel lots of people get actually enamored with massive numbers. I&#8217;ve increasingly folks watching, however are they the fitting folks? So how do you consider that as a part of understanding that it\u2019s efficient not simply primarily based on quantity, however primarily based on high quality and precision of viewers you\u2019re addressing as properly?<\/p>\n<p><strong>Ben:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 <\/strong>The gold normal is clearly one-to-one. But when we\u2019re being trustworthy, it\u2019s uncommon the place we&#8217;ve got the posh or the assets or the time to really get all the way down to one-to-one. So, it\u2019s prioritizing. And I feel it\u2019s actually  that purchasing committee or a stakeholder committee if it\u2019s not a purchase order that you just\u2019re making an attempt to affect, understanding how do they work collectively? And what\u2019s the purpose that\u2019s finest to intercept? Who can we go in by? Who can we equip to then have conversations with the remainder of the committee? That\u2019s our greatest wager. And I feel your level is simply understanding from that standpoint again to, what do they care about? How can we relate to that? And actually simply putting a wager with some prioritization on, how can we affect them after which hope that that\u2019s going to have a catalyst impact to go after which affect the remainder of the parents we&#8217;ve got to succeed in.<\/p>\n<p>As a result of yeah, it\u2019s a tricky factor. And you consider all of the work we do to construct personas, all of the work we do to get the voice of buyer analysis. There\u2019s wealthy element there, and it\u2019s balancing, having all that with simply determining in a given time period, in a given stage of useful resource, how can we finest put that to make use of in a really precision method? The very last thing that I\u2019ll offer you is simply distribution. And we&#8217;re massive believers that you just need to be as environment friendly as doable with that distribution, particularly on the paid facet. A number of conventional promoting does laborious work on the consciousness stage, but it surely\u2019s not essentially the perfect match for one thing like thought management the place you actually need to get in entrance of that very specified viewers that\u2019s going to really discover a tailor-made sufficient piece of content material helpful.<\/p>\n<p><strong>Matt:\u00a0\u00a0\u00a0\u00a0 <\/strong>Yep. You bought it. Speaking right this moment on Gross sales Pipeline Radio with <a href=\"https:\/\/www.linkedin.com\/in\/ben-laws-a665483\/\">Ben Laws<\/a>, he\u2019s the Government Vice President at <a href=\"https:\/\/www.edelman.com\/\">Edelman<\/a>. We\u2019re speaking about their fifth annual thought management survey that they do yearly, in fact, with LinkedIn. And also you referenced one thing earlier that I wished to get again to. So thought management might be an unbelievable instrument, and I feel it\u2019s clear that there&#8217;s a lot of stuff on the market, however good, properly thought out, artistic thought management can nonetheless be extremely efficient. It feels like there\u2019s occasions when it will possibly additionally backfire when, even properly supposed or possibly not properly supposed, can even have kind of a counter impact. Are you able to discuss just a little bit about that? What does that imply and what are some issues purple flags for folks to be careful for?<\/p>\n<p><strong>Ben:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 <\/strong>Yeah, look, it&#8217;s kind of again to the best way we outline thought management, which is actually, take a look at the intersection of, what does your model stand for? What are you an professional in? What\u2019s an ownable set of issues that you may educate folks about? Take a look at your viewers, perceive that well timed and related factor of what\u2019s vital to them proper now. After which look out within the panorama, and what are the traits? What are the macro elements? What is absolutely shaping the dialog? And the center of it&#8217;s a perspective that\u2019s going to work. However when as an alternative of that, all you\u2019re doing is mainly placing a thought management wrapper on a gross sales pitch, that\u2019s going to fall flat. And a few ways in which we see that go unsuitable is one, in the event you\u2019re doing nothing however speaking about your self. So in case your thought management is actually only a veiled try to get you in entrance of a purchaser and say \u201cWe&#8217;re nice. Right here\u2019s our capabilities, right here\u2019s our speeds and feeds,\u201d it\u2019s simply gross sales materials.<\/p>\n<p>And that\u2019s one other factor we discover within the analysis we\u2019ve finished for the previous few years is believed management\u2019s a greater asset than gross sales supplies alone in shaping the perceptions of those consumers. So in the event you skip over that and also you\u2019re simply going to the sale, you then\u2019re not constructing that belief, you\u2019re not getting that foot within the door and conditioning folks in order that when it\u2019s time to promote them, they\u2019re enthusiastic about you in the fitting method, they usually\u2019re enthusiastic about you on the prime of the pack. I feel that\u2019s the largest factor is, don\u2019t mistake thought management for a gross sales movement, gross sales supplies, as a result of it backfires. It\u2019s mainly a bait and swap.<\/p>\n<p><strong>Matt:\u00a0\u00a0\u00a0\u00a0 <\/strong>Properly, what I heard in each of these examples of unhealthy, ineffective thought management is making it about you, proper? Both you confuse precise invaluable thought management as gross sales materials, which is absolutely simply you making an attempt to pitch, otherwise you simply make it about your self. It\u2019s extra of a conceit play than it&#8217;s one thing that\u2019s invaluable for the viewers. And that\u2019s a superb reminder. So look within the mirror, take a look at what you\u2019re doing, say \u201cis that this about me or is that this for them?\u201d And it\u2019s straightforward typically, that slippery slope, to say \u201cproperly, I received a gross sales pitch and it\u2019s going to learn them.\u201d No, that\u2019s nonetheless about you. What&#8217;s it about them that\u2019s going to get some worth there? I feel we\u2019ve received a pair extra minutes right here to wrap up on a few of the stuff that I noticed from the analysis, and I positively encourage folks\u2026 I\u2019ll put a hyperlink to the total analysis within the present notes so y\u2019all can get a duplicate of the total report.<\/p>\n<p>I feel plenty of occasions folks take into consideration thought management and they consider internet new, they consider prospects, they consider the broader market. However plenty of actually good thought management additionally has a direct impression in your buyer base and driving larger stickiness and retention and relationship energy together with your prospects. Are you able to discuss just a little bit about what the report has proven there?<\/p>\n<p><strong>Ben:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 <\/strong>Yeah, positively when it comes to driving retention, we\u2019re finally looking for with thought management is shaping belief, shaping how they consider a company or a model. And we see that as basically vital precursors to 1, changing to a deal, but additionally conserving that buyer in the long run. It\u2019s received to be about greater than your answer. It\u2019s received to be about greater than your product. There\u2019s received to be some underlying sense of, what\u2019s this group\u2019s worth proposition that\u2019s over and above the one factor I\u2019m shopping for from them? So possibly I\u2019m involved in shopping for extra issues from them, increasing that relationship. So, I do assume it does work basically in any respect ranges of the funnel. On the model stage, it helps you actually affiliate a model with a price proposition and simply get that thought instilled in folks. After which in a nurture operate, you\u2019re form of pushing folks down the funnel and progressively making that bridge from, if that is what we&#8217;re right here to do for you, listed here are the precise merchandise, the precise choices which can be going to do this.<\/p>\n<p>And that\u2019s the entire spectrum of the place basically we\u2019re utilizing thought management to determine a relationship, after which we\u2019re trying alongside the best way of whether or not it\u2019s intent information, or working with the gross sales workforce, simply these alerts that point out a hand raiser the place it\u2019s time to maneuver over into gross sales mode. So I don\u2019t know, does that reply your query?<\/p>\n<p><strong>Matt:\u00a0\u00a0\u00a0\u00a0 <\/strong>Sure, it does. I feel one of many issues that looks as if a by line on this complete dialog is the connection, and the truth that it\u2019d be nice if we might have one-on-one conversations with all people. That\u2019s not all the time doable, it\u2019s not all the time scalable. However how do you truly create relationships between your model and different manufacturers? And it successfully comes all the way down to you versus me, Matt, and also you, Ben. I imply, it\u2019s folks to folks. Till we actually get to robots shopping for from robots, which I don\u2019t know, possibly coming earlier than we expect, however I feel it\u2019s nonetheless\u2026 The relationships we&#8217;ve got and the best way you&#8217;re feeling about somebody and the best way you join with folks on the model, if you join with the thought leaders and kind of what they\u2019re producing, and really feel like there\u2019s some residence and worth there, for you, that may create intimacy and personalization and relationship at scale, I feel is form of what we\u2019re speaking about right here.<\/p>\n<p><strong>Ben:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 <\/strong>Sure, that\u2019s completely proper. Utterly agree with that.<\/p>\n<p><strong>Matt:\u00a0\u00a0\u00a0\u00a0 <\/strong>Properly, Ben, thanks a lot to your time becoming a member of us right this moment. We\u2019re going to place a hyperlink to the web page on edelman.com the place you will get a full copy of this report. You may get copies of the final a number of years\u2019 stories as properly. However positively encourage everybody to check out that, some actually attention-grabbing insights across the impression of thought management, some actually nice information round how shopping for situations are altering as we face some financial headwinds as properly, the impression of procurement, the impression of non-essential purchases. A number of actually great things in there as properly.<\/p>\n<p><strong>Ben:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 <\/strong>Hey, thanks for the time. And one factor I\u2019ll say is you talked about annual, proper? And we positively do an annual survey. I\u2019d encourage all people to look out for some [inaudible 00:15:33] from us this yr as a result of we observe what we preach, and we\u2019re speaking a few recessionary setting. In six months, possibly we\u2019re nonetheless speaking about that. I hope not. However we\u2019ll be trying to determine a number of different issues we will kind of examine and convey into that lens of why does thought management matter proper now? And I\u2019m trying ahead to speaking to you about this, Matt, and positively trying ahead to connecting with anyone on the road.<\/p>\n<p><strong>Matt:\u00a0\u00a0\u00a0\u00a0 <\/strong>Yeah, I respect that. I actually assume we&#8217;re speaking about heading right into a recession so much, and we\u2019ve been speaking about that for some time. I simply marvel, at what level are we not heading into it, or are we into it? At one level are we speaking ourselves into the recession versus the-<\/p>\n<p><strong>Ben:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 <\/strong>Psychology side, yeah. [inaudible 00:16:11] it with out understanding it, after which we\u2019re out of it earlier than we\u2026 You recognize, so.<\/p>\n<p><strong>Matt:\u00a0\u00a0\u00a0\u00a0 <\/strong>Oh yeah, even simply as we report this right this moment, attention-grabbing story within the Wall Avenue Journal about all these tech layoffs, however you have got a hiring increase, and relying on the business you\u2019re in, you\u2019re in one in every of theirs, a type of or one other. So yeah, attention-grabbing stuff. Properly, Ben, thanks a lot for becoming a member of us right this moment. Thanks everybody. Thanks to Justin and Lacey and a bunch of others that have been watching us stay and making feedback. Admire you all a lot. We\u2019ll be again right here subsequent Thursday, 11:30 pacific, 2:30 japanese. One other episode of Gross sales Pipeline Radio. Take care.<\/p>\n<p><strong>Ben:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 <\/strong>Thanks.<\/p>\n<p>Hearken to the Newest Episodes:<\/p>\n<p><iframe loading=\"lazy\" id=\"multi_iframe\" width=\"100%\" height=\"505\" frameborder=\"0\" scrolling=\"no\" allowfullscreen=\"allowfullscreen\" data-src=\"https:\/\/www.podbean.com\/media\/player\/multi?playlist=http%3A%2F%2Fplaylist.podbean.com%2F955642%2Fplaylist_multi.xml&amp;vjs=1&amp;kdsowie31j4k1jlf913=38a9931b762b41e0bc4e8f249b72d38ce1b35710&amp;size=315&amp;share=1&amp;fonts=Helvetica&amp;auto=0&amp;download=0&amp;rtl=0&amp;skin=0\" class=\"lazyload\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\"><\/iframe><\/p>\n<p><a href=\"https:\/\/salespipelineradio.com\/\"><img loading=\"lazy\" decoding=\"async\" alt=\"\" width=\"67\" height=\"67\" srcset=\"https:\/\/heinzmarketing.wpenginepowered.com\/wp-content\/uploads\/2020\/08\/podbean-100K-downloads.png 2000w, https:\/\/heinzmarketing.wpenginepowered.com\/wp-content\/uploads\/2020\/08\/podbean-100K-downloads-300x300.png 300w, https:\/\/heinzmarketing.wpenginepowered.com\/wp-content\/uploads\/2020\/08\/podbean-100K-downloads-1024x1024.png 1024w, https:\/\/heinzmarketing.wpenginepowered.com\/wp-content\/uploads\/2020\/08\/podbean-100K-downloads-150x150.png 150w, https:\/\/heinzmarketing.wpenginepowered.com\/wp-content\/uploads\/2020\/08\/podbean-100K-downloads-768x768.png 768w, https:\/\/heinzmarketing.wpenginepowered.com\/wp-content\/uploads\/2020\/08\/podbean-100K-downloads-1536x1536.png 1536w, https:\/\/heinzmarketing.wpenginepowered.com\/wp-content\/uploads\/2020\/08\/podbean-100K-downloads-500x500.png 500w\" src=\"http:\/\/heinzmarketing.wpenginepowered.com\/wp-content\/uploads\/2020\/08\/podbean-100K-downloads.png\" data-sizes=\"(max-width: 67px) 100vw, 67px\" class=\"wp-image-21840 alignnone lazyload\"\/><noscript><img loading=\"lazy\" decoding=\"async\" class=\"wp-image-21840 alignnone\" src=\"http:\/\/heinzmarketing.wpenginepowered.com\/wp-content\/uploads\/2020\/08\/podbean-100K-downloads.png\" alt=\"\" width=\"67\" height=\"67\" srcset=\"https:\/\/heinzmarketing.wpenginepowered.com\/wp-content\/uploads\/2020\/08\/podbean-100K-downloads.png 2000w, https:\/\/heinzmarketing.wpenginepowered.com\/wp-content\/uploads\/2020\/08\/podbean-100K-downloads-300x300.png 300w, https:\/\/heinzmarketing.wpenginepowered.com\/wp-content\/uploads\/2020\/08\/podbean-100K-downloads-1024x1024.png 1024w, https:\/\/heinzmarketing.wpenginepowered.com\/wp-content\/uploads\/2020\/08\/podbean-100K-downloads-150x150.png 150w, https:\/\/heinzmarketing.wpenginepowered.com\/wp-content\/uploads\/2020\/08\/podbean-100K-downloads-768x768.png 768w, https:\/\/heinzmarketing.wpenginepowered.com\/wp-content\/uploads\/2020\/08\/podbean-100K-downloads-1536x1536.png 1536w, https:\/\/heinzmarketing.wpenginepowered.com\/wp-content\/uploads\/2020\/08\/podbean-100K-downloads-500x500.png 500w\" sizes=\"auto, (max-width: 67px) 100vw, 67px\"\/><\/noscript><\/a>I interview\u00a0the perfect and brightest minds in gross sales and Advertising.\u00a0 If you want to be a visitor on Gross sales Pipeline Radio ship an e mail to <a href=\"http:\/\/www.heinzmarketing.com\/2023\/02\/sales-pipeline-radio-episode-333-q-a-with-ben-laws\/mailto:sheena@heinzmarketing.com\">Sheena@heinzmarketing.com<\/a>.<\/p>\n<\/p><\/div>\n<iframe 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; 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