A Conversation with Matthew Weinberg on the Sales Pipeline

On a recent EE Help Chat we started talking about how different companies go about managing and filling their sales pipelines. We talked about promoting, networking, advertising, developing leads, and so on. I finally felt comfortable saying out loud that I didn't think I knew much about going out and getting brand new business, in other words, making rain. I found during the chat that other people felt the same way. I thought the topic deserved more time and attention and I thought it would be fun to do some informal interviews with people in the ExpressionEngine community.

The first such interview, or conversation really, is with Matthew Weinberg of Vector Media Group out of New York City. Vector is a very prominent member of the ExpressionEngine community and Matthew is known as one of the most clear-headed and insightful thinkers in web development as well as business management in the digital sphere. In this podcast, Matthew and I talk about how Vector generates new business, how they take control of the word-of-mouth referral process and govern it for the sake of the prosperity of the company.

Matthew and I talk about advertising and business development, in particular, how important it is that the structure of an organization is set to feed its growth rather than hinder it. We talk about the importance of location, location, location, and how that ancient maxim applies even to this day in the digital realm. Finally, Matthew and I discuss the importance of owning and managing brand awareness and its importance in generating new sales leads.

This is the first in a series of conversations I hope to have on this and other topics with leaders inside and outside of the ExpressionEngine community. I hope you enjoy it and learn as much from these talented and skilled people as I do. Next in the series will be Erik Reagan of Focus Lab, LLC.