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CRM Radio

18
Oct

Using Incentives for CRM Adoption by Salespeople

They are stubborn, question everything, resist authority, and like nothing new that eats into their day without a visible benefit.  They are the salespeople at our companies and news of a new CRM is the last thing any of them want or want to hear about. 

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The big hurdle of any CRM implementation is to get the salespeople to use it.  The best program, the best training, and the best installation will go to naught if the salespeople dig in their heels and refuse to use the CRM System to its full capability. Some in the industry say the best CRM system is simply the one the salespeople will use. In this interview with Brian Trautschold, Co-Founder and COO at Ambition, he discusses how to use incentives with salespeople to over-come a salesperson’s natural inclination to not try anything new. 

About our Guest

Brian Trautschold is the Co-Founder and COO at Ambition, the acclaimed sales performance management platform built for data-driven and millennial-fueled sales teams.

About Ambition

In 2013 a group of veteran entrepreneurs, engineers, and designers founded a company with an ambition to help scaling and at-scale organizations reach their highest potential. 

In the time since they've worked with some of the best companies on the planet. They've received funding from some of the world's leading venture capitalists. They've been continually recognized for industry-leading innovation and client success. 

All while remaining focused on building simple, intelligent software that helps companies help their people. The Ambition platform addresses all of your data, all of your systems and all of your employees

The Platform

Ambition is an end-to-end solution for people, teams, and companies looking to scale productivity while avoiding the fatigue of piecing together apps.

9
Oct

Where have all the Risk Takers gone?

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Plus, Tactics to increase your personal creativity

This program, with freewheeling creative guru Steve Gershik of Koyne Marketing, laments the disappearance of risk takers in marketing.  The program morphs into advice for energizing individual creativity to jump start marketing ideas that create results.  From improv comedy to creative dance    Gershik challenges us all to stretch.  The host is Jim Obermayer

About Steve Gershik

CEO and Customer Marketing Strategy Leader for Koyne Marketing.

Steve Gershik has been a business radio podcast host for the 12 years on shows such as Your Mobile MarketingThe Innovative MarketerLeadspace Radio and Customer Marketing Radio.

Gershik has been in B2B marketing for 20+ years and created the first customer communications platform in 1999 at Nuance.  He started the customer marketing function at Eloqua where he invented the Markie Awards and the Eloqua Experience conference.

As a marketing “teacher” Gershik founded the DemandCon Conference and taught marketing automation 101 for the Marketing Automating Institute. He is on the board of advisor of a number of companies, including the Sales Lead Management Association, where he has been elected as one the of 50 Most Influential Executives in Sales Lead Management.

Sponsor for this show:

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Goldmine CRM

Get more from the cloud with GoldMine workspaces. Flexible sign up options for BYOL hosting or subscription with monthly or annual terms. Designed for customers with Windows server-based applications but looking to off-load their on-premises server equipment.

 

This is the Tools And Technology report in The CRM Playbook For 2017.

 

 

3
Oct

How Many Leads are Enough?

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How do you predict what your salespeople will need?

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Some CMO’s budget lead generation on what was done in the previous year plus a few percent. Some decide to spend more if the salespeople didn’t make quota.  In this interview with author and Chris Ryan, CEO and Founder of Fusion Marketing Partners.

  • How do sales and marketing agree on the required number that sales needs to make forecast?
  • What is a service level agreement?
  • What is meant by Lead to Revenue, and how is it accomplished?
  • What are the 7 pieces of information marketing needs?

 

About Christopher Ryan

Chris Ryan has 25 years of marketing, technology, and senior management experience, and is a widely known expert in B2B marketing, lead-to-revenue modeling, sales strategy, and business startups. As both a services provider and in-house marketing executive, Chris has played a transformative role in driving marketing and sales programs that achieve the desired results and create alignment and synergy between the sales and marketing operations.

Chris is known as an outstanding communicator and has presented keynote addresses and breakout sessions at numerous conferences on marketing and technology. For three years, Target Marketing magazine named Chris as one of the Top 100 U.S. Marketers. Chris has written four books on marketing and information technology, including the recently published Winning B2B Marketing.

About Fusion Marketing Partners

Fusion Marketing Partners (FMP) is a B2B marketing agency that specializes in helping companies create powerful lead-to-revenue machines to turn around their stalled or underperforming marketing and sales operations and build value in their business. FMP’s strategic expertise and vigorous execution of proven tactics has quickly driven measurable improvements in awareness, leads and revenue for B2B clients across the U.S. and internationally. The company was founded by principals with deep experience in B2B marketing, sales, business development, web marketing, and public relations — from successful startups to Silicon Valley giants. To find out more, visit http://www.fusionmarketingpartners.com.

More from Ryan

Trends in B2B Marketing and Lead-to-Revenue Research Report - 2017

8 Components to Boost Lead to Revenue Results based on Research from 1400 Executives

 

Sponsor for this show:

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Goldmine CRM

Get more from the cloud with GoldMine workspaces. Flexible sign up options for BYOL hosting or subscription with monthly or annual terms. Designed for customers with Windows server-based applications but looking to off-load their on-premises server equipment.

 

This is the Tools And Technology report in The CRM Playbook For 2017.

 

25
Sep

Will Robots Replace ISRs? Yes, But Fear Not – Perkins Says

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Bob Perkins, the CEO and Founder of the American Association of Inside Sales Professionals (AA-ISP) has a well-informed belief that as artificial intelligence penetrates and improves sales processes, professional salespeople will have nothing to fear and everything to gain. In this interview for CRM Radio, the voice of customer relationship management, he discusses:

  1. What it means to go from AI to PI
  2. The trait that robotic systems will never fulfill
  3. Why sales as a professional has a brighter than ever future
  4. The “Pivot” that every company must make to be successful
  5. Why early adopters of AI for Sales are winning over their slow to react competitors.

About Bob Perkins – Founder and Chairman of the AA-ISP

A nationally-recognized Inside Sales innovator, Bob Perkins has extensive executive experience building and leading highly successful inside sales organizations. During his career he has created unique Inside Sales systems and structures, including team selling models, compensation plans, rewards and recognition programs, performance management tools, and sales campaigns which have been adopted by many of the nation's largest companies. His 25 years Inside Sales experience includes positions as Vice President or Director with Unisys, Silicon Graphics, United Health Group and Merrill Corporation.

Bob has benchmarked and worked with many of the country's major corporations to implement or improve their Inside Sales channels. A popular conference speaker, Bob has presented keynote addresses at industry forums and corporate sales conferences nationwide; he also maintains a video channel, Inside Sales Studio, that discusses trends and tactics specifically relevant to Inside Sales leaders and today’s digital transformation.

His proven expertise with the interrelated aspects of leadership development, motivation, and sales strategy has made him one of the top Inside Sales authorities in the United States. Bob holds a Master of Science degree in education from Nazareth College, Rochester, New York.

About AA-ISP

The American Association of Inside Sales Professionals (AA-ISP) is an international association dedicated exclusively to advancing the profession of Inside/Digital Sales. The association engages in research studies, organizational benchmarking and leadership round tables to better understand and analyze the trends, challenges, and key components of the growth and development of the Digital Sales industry. Our mission is to help sales representatives and leaders to leverage our information and resources through published content, local community chapters, national conferences, career development, and an Inside Sales accreditation program. www.aa-isp.org

Become a member of the most Professional World-Wide Sales Organization now.

IS Academy – Certifications  | AA-ISP Chapters    |   Events

 

Sponsor for this show:

adView.cfm?id=461

Goldmine CRM

Get more from the cloud with GoldMine workspaces. Flexible sign up options for BYOL hosting or subscription with monthly or annual terms. Designed for customers with Windows server-based applications but looking to off-load their on-premises server equipment.

 

This is the Tools And Technology report in The CRM Playbook For 2017.

 

18
Sep

Findings of Forrester Research on the Most Significant CRM Vendors

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CRM, on occasion, seems like a settle science, until you see the new vendors coming on almost monthly with new applications.   During this program the Forrester Analyst John Bruno gives us the highlights of his report: Choose the Right CRM Solutions for your Organization   The host is Jim Obermayer.

About the Guest John Bruno

John serves Application Development & Delivery (AD&D) Professionals and helps clients make the right technology decisions to empower and improve the efficacy of their salespeople. His research focuses on sales enablement technologies, including core sales force automation and solutions spanning processes from presales through customer success management.

About Forrester

Forrester is one of the most influential research and advisory firms in the world. They work with business and technology leaders to develop customer-obsessed strategies that drive growth. Through proprietary research, data, custom consulting, exclusive executive peer groups, and events, the Forrester experience is about a singular and powerful purpose: to challenge the thinking of our clients to help them lead change in their organizations.

Sponsor for this show:

adView.cfm?id=461

Goldmine CRM

Get more from the cloud with GoldMine workspaces. Flexible sign up options for BYOL hosting or subscription with monthly or annual terms. Designed for customers with Windows server-based applications but looking to off-load their on-premises server equipment.

 

This is the Tools And Technology report in The CRM Playbook For 2017.

 

12
Sep

Without a Sales Process Definition, You’re Dead

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“There is more to defining sales process than just doing a list of steps,” So says Phill Keene Director of Sales at Costello. It isn’t management sitting down in a closed room, mapping out the steps as he or she sees it, without talking to salespeople. Sales process definition, and its repeatable nature drives an organizations success says Keene. Find out more from the program.

  • How mapping lead flow is vital
  • How to use the top performers processes
  • What is the “Vision of Good”?
  • What not to do to be a success
  • Points of failure

About Phill Keene

Phill Keene serves as the Director of Sales at Costello, where he will lead the sales team as the company launches its deal management platform for sales teams. Prior to joining Costello, he was Director of Marketing at Octiv and is currently co-host of #RealSalesTalk podcast. Through his experience as a sales professional, he has learned how to be a strategic resource to companies trying to reach their revenue goals and attain quota. Phill brings commitment to learning and development to the inside sales space, and was named one of 2017’s Top 25 Most Influential Inside Sales Professionals by AA-ISP. His expertise is
in best practices around sales productivity, demand growth, lead generation, business development and technology. phill@andcostello.com

Costello Summary
Costello is the deal management platform that aligns sales reps, managers and VPs to work together to win more deals. Costello helps reps consistently follow your sales methodology, gives managers visibility into the quality of every deal, and shows leaders what’s working and what’s not.

Quick Facts About Costello
Key Outcomes:

  • Ramp new reps faster - Reps know what to do. Costello helps them remember in the moment to prep for calls, ask timely questions, tell relevant stories, easily sync notes back to the CRM system and simplify follow up.
  • Increase productivity for mid-tier reps - Costello sets every sales rep up to perform consistently with easy-to-follow templates.
  • Drive alignment from sales strategy to frontline execution
  • Manage deals proactively - Show managers and reps where gaps appear in deals so they can work together to move them forward faster. Turn tedious pipeline review meetings into productive strategy sessions.
  • Build pipeline confidence - See data driving deal outcomes to quickly identify what’s working on the frontline and replicate it across your entire team. Deal management software enables you to build sales forecast confidence with your CEO and board. www.andcostello.net

Sponsor for this show:

adView.cfm?id=461

Goldmine CRM

Get more from the cloud with GoldMine workspaces. Flexible sign up options for BYOL hosting or subscription with monthly or annual terms. Designed for customers with Windows server-based applications but looking to off-load their on-premises server equipment.

 

6
Sep

Without a Sales Process, Success is Defined by Luck.

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In this episode, we cover:

  1. What business are you in?
  2. Do you have a business at all?

“A business,” Our guest Michael Alexander says, “Is being able to do the same thing, the same way over again on time and on quality and on budget and most importantly on purpose.”

“Anything else, Alexander says, “It is exercise in chance that can best be compared to a lottery.” 

During the interview, he says:  A business needs to most importantly document it’s sales process.  “Just because you are winning and succeeding,” Alexander says,  “Doesn’t mean you have a business.” 

In this interview with SLMA Board Member Michael Alexander of the Private Trustees Management Group, Alexander said, "If you can’t describe your company’s sales process you don’t have a business you have a lottery!"  Alexander reminded us that companies should review the marketing and sales process to the same degree as they review and improve manufacturing. “Everyone does a high five,” he says, “When manufacturing improves its efficiency by a point or two and yet marketing and sales run fast and loose with few serious measurements in place.”   

Lest you think this interview is for small companies trying to survive, think again.  Large companies make the same mistakes he outlines in this interview.

OUR GUEST: MICHAEL T. ALEXANDER, J. D.  Managing Principal

Michael is responsible for overall management of the firm as well as Client Relations. He brings to the firm a deep understanding of fiduciary law and practice as well as thirty-five years of legal, financial and business experience. He is a graduate of University of Southern California Law School and served in the United States Marine Corps. Private Trustees Management Group

Sponsor for this show:

adView.cfm?id=461

Goldmine CRM

Get more from the cloud with GoldMine workspaces. Flexible sign up options for BYOL hosting or subscription with monthly or annual terms. Designed for customers with Windows server-based applications but looking to off-load their on-premises server equipment.

 

29
Aug

How Developed is Your Marketing Department?

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How Do You Measure Up for Marketing Maturity?

Does your company have a competitive, mature, marketing department?  As you approach the marketplace do you have the confidence that you have the proper tools, staff training and reporting to get the most from your marketplace?  In this CRM Radio program replay, we interview Andrea Lechner-Becker the Chief Strategy Officer at LeadMd and we discuss LeadMD’s Marketing Maturity Benchmark Report and how companies can access and get a performance grade for their own marketing maturity.

  • 7 point inspection and benchmark of your team's, process and technology
  • 60 minute maturity workshop where our consultants map your results against over 3000 other high-growth and best practice organizations to see where you stack up
  • LeadMD’s team shares the strategies and tactics that can help you achieve the next level of marketing maturity along with a prioritized roadmap
  • Your team walks away with a copy of the LeadMD Marketing Maturity Benchmark Report including your results to serve as a playbook for high-value next steps

About our Guest: Andrea Lechner Becker 

Andrea Lechner-Becker brings a passion for all things digital marketing and an awkward last name that almost rhymes but not quite. With years of experience managing various CRM and emarketing platforms, Andrea dives headfirst into cutting-edge technology and revels in finding, testing and optimizing the "next big thing." With a degree in Marketing from the University of Wisconsin La Crosse and a minor in Art (emphasis in Graphic Design), Andrea brings a unique combination of creativity and hard-hitting marketing knowhow. In her previous work, Andrea has acted as the one-woman marketing and sales engine of an art gallery, the database marketing guru for a professional sports team and senior marketing analyst for one of the largest telecommunications companies in America.

Outside of the office Andrea enjoys watching Wisconsin sports (Go Packers, Badgers and Brew Crew!) and bad reality TV. She also loves spending time with her husband, Jake, and two mutts, Bruce and Mary, Queen of Arkansas.

Andrea is one of the 20 Women to Watch in Business in 2017 and she was also chosen by the judges in 2016. 

About LeadMD

Founded in 2010, LeadMD has helped fuel the best practices for thousands of Hyper-Growth and Enterprise organizations. At LeadMD, we choose only the best technology and then we quite literally write the book on strategy and tactics to ensure you succeed with the absolute best in marketing technology: Marketo, Engagio, Salesforce.com and now Bizible. For more information, visit  https://www.leadMD.com

 

Sponsor for this show:

GoldMine CRM

Goldmine CRM
Get more from the cloud with GoldMine workspaces. Flexible sign up options for BYOL hosting or subscription with monthly or annual terms. Designed for customers with Windows server-based applications but looking to off-load their on-premises server equipment.
23
Aug

Why is CRM Changing?

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Zvi Band, Contactually - guest on CRM Radio

Some consider CRM a settled science, but one look at the number of new CRM companies erupting with new, unheard of applications should change that assumption. To answer the question of why this change is occurring we go to Zvi Band CEO and founder of Contactually which is a marketing relationship platfom.  Zvi will tell us why CRM is changing and how you can profit from it. The host is Jim Obermayer. 

About Zvi Band

Zvi Band is the founder and CEO of Contactually, a relationship-marketing platform that maximizes value and drives greater ROI from personal and professional networks. A Washingtonian Tech Titan and Mindshare member, Zvi is a seasoned entrepreneur, developer, strategist, and startup advisor. He has unique expertise in both technical and non-technical operations and is an active public speaker.

About Contactully

Contactually is a relationship marketing platform that helps companies and individuals keep and generate business from their network.  A software and service company based in downtown Washington, DC. Founded in 2011,  Contactually is different. We noticed that business software is often something people are forced to use, not enjoy using. We knew that needed to change. We didn’t design our product to fit into an existing mold, we designed it to help people with their work. In order to do that we created a place we would actually want to work and allowed us to do what we’re good at and share it with others. The end result is the Contactually you see today; a growing, learning organism that’s constantly seeking to be better — for our customers, our product, our team, and our investors. www.contactually.com

Sponsor of this show: 

GoldMine CRM

Goldmine CRM
Get more from the cloud with GoldMine workspaces. Flexible sign up options for BYOL hosting or subscription with monthly or annual terms. Designed for customers with Windows server-based applications but looking to off-load their on-premises server equipment.

 

16
Aug

Define A Sales Lead Mgmt Process or Play Roulette

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Define the sales lead management process for all the players or the salespeople will pay the price in lost revenue.

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A defined sales process must be defined for every company; without it to direct marketing, marketing operations, sales management and the salespeople a company is more closely aligned as game in Las Vegas than a for profit company. 

The same issue is true for a sales lead management process. If a company has not defined how inquiries will be addressed, whatever you are spending on marketing is a crap shoot or simply betting red or black at roulette.

In SLMA Radio this week, James Obermayer, four time author, speaker, consultant and founder of the Sales Lead Management Association discusses the importance of defining a sales process. The host is Paul Roberts.

About Jim Obermayer

James W. Obermayer is the author of Managing Sales Leads, Turning Cold Prospects into Hot Customers and Sales & Marketing 365.  He is also co-author of Managing Sales Leads, How to Turn Every Prospect into a Customer and Find Lost Revenue.  Obermayer is primary author of the award winning Sales Lead Management Today blog which has 830 posts and 103,000 plus views. He is also the host for SLMA and CRM Radio which are weekly internet radio programs that have had 96,000 downloads.  Obermayer is the publisher for the Funnel Media Group which manages the Funnel Radio Channel which has programs for at-work listeners and the Founder and Director of the Sales Lead Management Association.

Sponsor for this show:

GoldMine CRM

Goldmine CRM
Get more from the cloud with GoldMine workspaces. Flexible sign up options for BYOL hosting or subscription with monthly or annual terms. Designed for customers with Windows server-based applications but looking to off-load their on-premises server equipment.