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CRM Radio by GoldMine

22
Apr 2019

A Big Issue is Fixing Poor Sales Coaching

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She’s serious with humor, laughs when making a thoughtful point and you know as you listen that she speaks with authority and truth.  Colleen Francis of Engaged Selling talks with host Stacy Gentile about the issues around poor, poor sales coaching.  They discuss:

  • How to avoid sales boom and bust cycles
  • Why companies are not intentional enough about revenue
  • The number one coaching failure: It worked that way before, it should work now
  • The worst advice given to salespeople: “You’re not hitting your numbers, you have to close more deals.”
  • Why companies have to be more intentional about sales metrics
  • Is sales even the right word anymore?
  • Are we in a buying environment and not a selling environment?

About our guest, Colleen Francis

Colleen of Engage Selling works with business and sales leaders to synergize the sales DNA of the organization to seize market opportunities. Whether designing strategy to target a new market or working with a team to improve its productivity, Colleen's results have attracted clients such as Merck, Abbott, Merrill Lynch, Royal Bank, Dow, Adecco, Trend Micro, NCR, Chevron, and thousands of other global organizations.

Time and time again, clients who work with Colleen note her frank, no-nonsense approach to accelerate sales while reducing effort and increasing profits. Colleen's practical strategies deliver immediate and lasting results.

Colleen is an award-winning writer and consultant, bestselling author, and member of the Speaking Hall of Fame. She is recognized as one of the foremost thought leaders on the future of selling by leading publications worldwide, including being named a LinkedIn Top Voice for Sales.

About Non-Stop Sales Boom

Has the last week of each quarter in your business become a mad scramble to meet quota? Do your year-end reports show sporadic and unexplainable highs some weeks that will be near impossible to meet next year, as well as mysterious lows that ruined your goals for a 10 percent increase? For many sales organizations, anomalies such as these are strangely commonplace and unshakeable without intentional efforts to ratify them.

Nonstop Sales Boom explains how to break this unhealthy cycle and achieve strong, steady results--every quarter, from every member of the team.Author and experienced sales leader for over twenty years Colleen Francis says the secret to leaving behind the roller-coaster reports and achieving sustaining, steady success is to broaden the focus from merely closing deals to actively nurturing the four critical stages of client engagement:

• Attraction: Fill the funnel with lucrative prospects

• Participation: Turn them into customers faster

• Growth: Invest in valued clients

• Leverage: Turn customers into referral generators

When companies concentrate on only one or two of these areas, their results become erratic. But by becoming purposeful toward all four, simultaneously, they will systematically attract a regular flow of prospects and move them smoothly through the pipeline--taking the chaos and pressure away from the end of quarter for good!

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CRM Radio is hosted by Paul Peterson and Stacy Gentile and sponsored by GoldMine CRM on the Funnel Radio Channel.

15
Apr 2019

Siloed Mentalities Kill Companies, But There is a Cure

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Todd Cohen  testifies that siloed companies are mediocre companies that eventually die.  They die because sales and marketing are siloed.  They die because employees, regardless of job title don’t understand that when they serve the customer well, they are in sales.  They die because company departments don't talk to one another. 

Todd says they can be in manufacturing or finance, it makes no difference, every action they take serves the customer.  He’s got opinions and examples of solving the silo problem in this interview with the host Stacy Gentile.    Cohen discusses:

  1. Everybody in the company is in sales
  2. Job titles are limiting and useless
  3. Marketing can’t craft messages that sell without talking to customers
  4. We are all in an experiential economy
  5. Everyone in the organization, by the nature of their job, is in sales
  6. No one works in a back office; There is no back office
  7. CRM is a transparency system and process for sales and marketing
  8. People set your company apart from competitors
  9. Everyone in a company has a connection to the customer

Cohen is the author of two books, Stop Apologizing and Start Selling and Everyone’s in Sales.

About our guest:

Todd Cohen’s proven strategy of Sales Culture™ has helped to revolutionize the sales success for franchises, trade groups, and organizations, including Subaru of America, Inc., Ernst and Young, The UPS Store, Inc., The Canadian Franchise Alliance, Corning, Inc., The NFL-PA and PNC Bank. Todd uses his unparalleled expertise, unique insights, and memorable examples to engage, motivate and educate audiences in the United States and around the world. He delivers more than 90 keynote addresses a year, speaking to audiences as small as five people and as large as 5,000.

12
Apr 2019

Times Are Changing Rapidly for Content Marketing – Expert Advice from Chad Pullitt

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When Chad Pullitt talks you have to listen, and this show with host Stacy Gentile is no different.  Pullitt says that the future of marketing is entering a new phase.  Native advertising is gaining strength, readership (also listenership and viewership) demands a new content approach; hard core paid performance marketing is stressed and moving up funnel.  What this means is content marketing is coming into its own, but it is no longer a race for the most volume; today and tomorrow it is driven by three tactics to be successful.   Listen and learn.

About our guest, Chad Pollitt:

VP of Marketing, Co-Founder, Professor, Author, Board Member x 3, International Keynote Speaker & former US Army Commander

A member of a Forbes Top 100 list, Chad authored "The Native Advertising Manifesto," "The Content Promotion Manifesto" and "51 Things Your Mother Taught You About Inbound Marketing." He is a regular contributor to industry media outlets, including the Huffington Post, Guardian and Social Media Today.

Chad has been creating profitable online campaigns for over 16 years for some of the world's most recognizable brands, while delivering tens of millions of dollars of tracked return. Over the last ten years has delivered over 100,000 leads and 24,000 marketing qualified leads. Named a top five content marketing thought leader and top 20 CMO influencer, he continues to innovate by leading the emerging industry of online content promotion and distribution.

Since early 2002, Chad has played an integral role in designing, developing, deploying, executing and tracking robust web marketing strategies for client companies and organizations and is an Internet marketing expert. He holds a BS in Entrepreneurship from the Indiana University Kelley School of Business and an Internet Marketing Masters Certification from the University of San Francisco's prestigious School of Business and Management.

3
Apr 2019

How to Beat Your Sales Quota without Losing Your Soul

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Paul Petersen the host of CRM Radio interviews the wickedly interesting author and Sales Trainer Shari Levitin. They discuss how she got into sales, what she learned along the way, and why many people fail in sales.  More importantly she discusses how people can be winners in sales.  Its all about heart and empathy she says and while these can’t be faked they can be learned.

Why it Matters:

"If all you do is use sales techniques and tips and don't genuinely care about your customer, you'll fail."

About  the book Heart and Sell

Author Shari Levitin, creator of the Third-Level Selling system, offers a dynamic framework for effective selling in the Digital Age. Unlike other sales books that focus on abstract tips or techniques, Heart and Sell offers a science based real-world approach that will help you dramatically increase your sales—regardless of your level or industry.

  • Discover the 7 Key Motivators that influence every decision your customer will make.
  • Learn to align your sales process with how people buy—instead of fighting against it.
  • Harness the power of the Linking Formula to create true urgency.
  • Master the 10 Universal Truths so you can beat your sales quota without losing your soul.
  • Understand the 6 Core Objections and how you can neutralize them.

In a market where the right approach is key, Heart and Sell shows you how to blend the new science of selling with the heart of human connection to reach more prospects and consistently close more deals.

About Sheri Levitin

Shari Levitin began as a star sales performer in hospitality. In 1996 she founded the Shari Levitin Group to share her proven techniques. Now, she and her team are a global company operating in over 40 countries on 5 continents. The Shari Levitin Group continues to passionately inspire transformative change.

Shari Levitin is an energetic, wickedly funny sales guru, who helps sales teams bridge the gap between beating quota and selling with an authentic heartfelt approach. As the founder of the Shari Levitin Group, Shari has helped create over 1 billion dollars in increased revenue for companies in over 40 countries. Shari is the bestselling author of Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know, a contributor to Forbes, CEO Magazine, and Huffington Post.

Additionally, Shari was chosen as the first adjunct professor at the University of Utah David Eccles School of Business to teach a course in sales, she’s an Advisory Board member of the Sundance Institute, a designated Women’s Sales Pro, and was featured as an expert in the new Salesforce documentary film “The Story of Sales.” Shari, her husband and son live in Park City, Utah. When she’s not creating killer content, and presenting at sales kick offs, Shari enjoys skiing, rock climbing, reading and standing on her head.

 

22
Mar 2019

Sales Enablement Tips from SE Guru Jim Ninivaggi

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Is Sales Enablement new or just what good marketing and sales managers have always done?  Maybe a little of both as Ninivaggi and host Paul Petersen discuss the true meaning of SE which is the interaction with prospects and customers.  Ninivaggi, the chief sales readiness officer at BrainShark says the best SE programs are a combination of knowledge, skills and assets which are provided to sales and sales management for the benefit of the inquirer or customer.  Ninivaggi and Petersen, in a short time, developed a road-map of tips which the best sales and marketing people use  to win over prospects and customers in a methodical way.

Jim Ninivaggi  Chief Readiness Officer

Leveraging more than 30 years of B2B sales productivity expertise, Jim leads Brainshark’s sales enablement and readiness strategy. Jim previously worked as a sales enablement analyst with SiriusDecisions, where he provided clients with data, insight and thought leadership to maximize sales effectiveness and accelerate revenues. Today, he uses his knowledge and expertise to prepare the Brainshark sales force with the knowledge and skills to optimize every buyer interaction.

Why Brainshark?

For nearly two decades, our solutions have helped companies improve the way they communicate with, educate and inspire their customer-facing teams.

Today, we’re proud to provide our customers with the most comprehensive, proven platform for sales enablement and readiness.

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CRM Radio, sponsored by GoldMine CRM and hosted by Goldmine GM Paul Petersen is a radio program with podcast replays on the Funnel Radio Channel.  Listen Live here at 11 am PST on Thursday.

21
Mar 2019

Experts Discuss eMail Relevance (and the Beatles) – Gene Marks and Paul Petersen

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Columnist Gene Marks, a frequent guest on Paul Peterson’s CRM Radio,  talks about email relevance today.  Some of his thoughts:

  1. No, email is not dead
  2. Research has shown it is still the number one tool for business communications
  3. He gives tips on getting your email opened
  4. Relevance is King (aside from the subject line)
  5. Frequency’s impact on relevance and effectiveness requires thought
  6. Examples by Gene and Paul play a role in this program
  7. Why Paul Petersen believes side 2 of Abbey Road is the best Beatles Album

About Gene Marks Speaker. Columnist. Small Business Expert

Small business keynote speaker Gene Marks helps small business owners, executives and managers understand the political, economic and technological trends that will affect their companies so they can make profitable decisions. As a speaker and small business expert, Gene has talked at industry conventions, corporate events and professional trade shows.

Gene is also a small business writer. He has authored multiple books for small business owners, and is a featured small business columnist in many national online publications.

Gene has talked at annual meetings, industry conferences, and corporate events.

Marks owns the Marks Group, a Bala Cynwyd, Pa.-based consulting firm that helps clients with customer relationship management. Marks is an author and a certified public accountant, and he writes regularly for The Post’s on Small Business blog. For more about Marks, visit genemarks.com.

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CRM Radio is a weekly program on the Funnel Radio Channel.  It is hosted by Paul Petersen and sponsored by GoldMine CRM 

11
Mar 2019

Are You Half Prepared as a Salesperson?

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Keenan, the author of Gap Selling is the CEO of A Sales Guy  and the guest for host Paul Petersen on CRM Radio.  This program is part book review and a lot of sales training as Keenan discusses:

  • Myths that we are taught by our mothers
  • The sales gap that is stopping most salespeople from succeeding
  • Why it’s not about telling but all about learning
  • Why he never trusts a customer or prospect to tell him what they want
  • Why the gap is where the value resides
  • Why salespeople have to stop chasing pain
  • Why expanding the gap expands sales results
  • What to do when the sales manager sends you out half-prepared

About Keenan

Keenan is A Sales Guy Inc’s CEO/President and Chief Antagonist. He’s been selling something to someone for his entire life. He’s been teaching and coaching almost as long. With over 20 years of sales experience, which he’ll tell you he doesn’t give a shit about, Keenan has been influencing, learning from and shaping the world of sales for a long time. Finder of the elephant in the room, Keenan calls it as he sees it and lets nothing or no one go unnoticed.  Keenan is also the author of Not Taught.

Gap Selling

Amazon

Kindle: $9.99

Hardcover: 26.93

Barnes and Noble

              Hardcover: $27.00

6
Mar 2019

How to Reach the Prospect’s Unconscious Pain and Close the Deal

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Host Paul Petersen on CRM Radio interviews Patrick Renvoise, co-author of The Persuasion Code: How Neuromarketing Can Help You Persuade Anyone, Anywhere, Anytime and president and co-founder of SalesBrain the original neuromarketing agency.  Paul and Pat discuss research behind the current book (September of 2018) and the book that started it all, Neuromarketing: Understanding the Buy Buttons in Your Customer's Brain. 

Patrick reveals why traditional thoughts into a buyer’s preference for a product is based on false research and how the Persuasion Code can be used by anyone to increase revenue if they understand the basic principles. 

About the Persuasion Code

The Persuasion Code: How Neuromarketing Can Help You Persuade Anyone, Anywhere, Anytime is available from all fine booksellers. This book, published by Wiley, was written by Dr. Christophe Morin and Patrick Renvoise and focuses on influencing your audience with the use of brain sciences. Get on the cutting edge of neuroscience from a book written by the team behind the world’s first neuromarketing agency.

In the book, the authors introduce NeuroMap, a scientific, yet simple model to develop better marketing and sales messages. Aside from marketing and sales, the strategy of persuasion introduced covers both business and personal success. Some of the main concepts include: the dominance of the Primal Brain over the Rational Brain in buying decisions; the only 6 stimuli that always trigger a response; scientific ways to optimize your content and message delivery.

Applying neuroscience to persuasion is an aspect of marketing and advertising every professional should understand. CEOs, VPs, and professionals can all benefit from The Persuasion Code as it touches on brain-based principles for consumer, media, sales, and advertising. Dr. Christophe Morin has been recognized for nearly ten years as a leading researcher and authors in the field of neuromarketing and media neuroscience. Dr. Morin is also a professor of Media Psychology for Fielding Graduate University. Patrick Renvoise is a foremost expert in complex sales.

In a previous book releaseNeuromarketing: Understanding the Buy Buttons in Your Customer’s Brain, the authors started the field of neuromarketing. Dr. Christophe Morin and Patrick Renvoise, sold over 200,000 copies and the book was translated in 12 languages. Since 2002, this book has been the go-to text for customers looking to use revolutionary sales and marketing practices.

The company behind The Persuasion Code is SalesBrain, the world’s first neuromarketing agency. Founded in 2002, the company has helped over 600 clients close more business by researching, learning and improving thousands of sales presentations, ads, websites, brochures and more. SalesBrain has worked with over 120,000 executives (including 18,000 CEOs) around the world and delivered over 3000 private workshops to professionals, and marketers around the world.

The Persuasion Code is a culmination of 16 years of research and constant interactions with executives and professionals looking to stay on the cutting-edge of marketing and sales excellence. 

5
Mar 2019

Why the Sales Pipeline is Marketing’s Responsibility

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In this episode, host Paul Petersen interviews Heinz Marketing CEO Matt Heinz and they discuss that the primary job of marketing is to build a pipeline.   Heinz said it isn’t marketing’s responsibility just to build more visitors, tweets, likes, etc., but to generate a sales pipeline that is valued by salespeople.   They discuss:

  • Marketing has to deliver consist results
  • Why it’s a struggle to get marketing to understand their goal is to build a pipeline
  • There has to be good technology to bridge the gap between marketing and sales
  • Marketing has to put cheese in the right place
  • Marketing has to have the right activities, processes and systems to deliver pipeline
  • Sales and marketing have to agree on what the right metrics are
  • You have to generate metrics to buy a beer

About Matt Heinz

Prolific author and nationally recognized, award-winning blogger, Matt Heinz is President and Founder of Heinz Marketing with 20 years of marketing, business development and sales experience from a variety of organizations and industries. He is a dynamic speaker, memorable not only for his keen insight and humor, but his actionable and motivating takeaways.  Matt’s career focuses on consistently delivering measurable results with greater sales, revenue growth, product success and customer loyalty. Matt is a repeat winner of Top 50 Most Influential People in Sales Lead Management and Top 50 Sales & Marketing Influencers.  Matt restored his 105-year-old historic farmhouse in Kirkland, Washington with his wife, Beth and shares it with three young children, a dog, two rabbits, and seven chickens

13
Feb 2019

Explainable AI, Progression and Trends

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Join host Paul Petersen and Amy Guarino, COO of Kyndi as they discuss the current state of AI, how it's progressed, trends – and when companies can expect see it applied in their business. They will also talk about who companies might deal with that are using it. The underlying topic is explainable AI.

  • How AI is the alternative to deep learning
  • Why AI can be the antithesis to the "Block Box"
  • How AI can streamline regulated businesses

About our guest Amy Guarino:

Over the past 25 years, Amy has been an accomplished business leader who uses sales, marketing and management methods learned at IBM to quickly drive results at startup and mid-size companies. Prior to joining Kyndi as Chief Operating Officer, she spent eight years at Marketo, as the Vice President of Business Development.

Amy has a B.A. from the University of Notre Dame. She was selected to the Forbes Forty over 40 list, and recognized as one of the Top 100 Women of Influence in the Silicon Valley. She has served on numerous boards, in addition to advising Silicon Valley startups.

ABOUT KYNDI

Kyndi is an artificial intelligence company that’s building the first Explainable AI platform for government, financial services, and healthcare. Our product exists because critical organizations cannot use “black box” machine learning when they are required to explain the reason for any decision. With its mission to optimize human cognitive performance, Kyndi is transforming business processes by offering auditable AI systems. Kyndi’s products and solutions also help to mitigate the human bias that can arise in the process of extracting knowledge and answers from data.

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CRM Radio is hosted by Paul Petersen, G.M. an Vice President of GoldMine CRM.  CRM Radio is sponsored by GoldMine CRM.