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CRM Radio

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:

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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.

 

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:

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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.

 

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:

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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.

 

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.

 

7
Aug

CRM Solution Reviews & Decision Makers’ Wish List

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When you only present one CRM solution you can lose site of your competitors and what your end users want and need, as well as the deal breakers. Rich Bohn touts himself as the oldest living CRM analyst. He's exposed to them all, as well as all types of users, and decision makers. Our host today, Susan Finch, decided to ask him some of the questions she's wondered about what stops people in the buying process from selecting a particular CRM solution, and what is on the wish list of end users and decision makers.

About our guest, Rich Bohn:

He's an independent analyst of CRM solutions and author of books designed to help sales professionals get the most from their CRM solutions.

The publiciations at Sell more Now, LLC and services will guide you to the best CRM solution for your business and then help you maximize the return on your CRM investment. They primarily serve B2B small-medium size companies. If that's you, we feel your pain and know how to help!

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.
2
Aug

How Empathy Will Grow Your Sales AND Marketing Pipeline

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Today’s sales and marketing environments are a paradox. You have more marketing channels, content and martech tools to reach customers. But actually connecting with potential customers and growing your pipeline is harder than ever before.  And using company logic doesn’t lend itself well to actual pipeline growth. According to the CMO Council, “Only 20% of marketers are able to predict the next best action for their customers.”  

Additionally, Forrester Consulting discovered, “65 percent of marketers struggle to employ emotional marketing as they turn to automation to improve customer engagement.”  Our guest to discuss this is author and consultant Brian Carroll CEO and Founder of markempa.

About Brian Carroll and markempa

Brian Carroll is the CEO and founder of markempa, helping companies to improve how they acquire and grow customer relationships with empathy-based marketing and meet the challenges of revenue growth.

Brian influenced B2B marketing as the CEO of InTouch, which was acquired by MECLABS, the parent company of MarketingSherpa. He is the author of the bestseller, Lead Generation for the Complex Sale,and the B2B Lead Blog which is read by thousands each week. He also founded B2B Lead Roundtable LinkedIn Group with 19,801+ members.

As a researcher and leader in empathy-based marketing, he’s at the epicenter of the shifting customer landscape. Brian studied the most successful empathetic companies and marketers. By taking practical customer insights combined with behavioral science, he created the EMPATH Methodology to help marketers connect better with their customers to get significant results.

You may also like:

An article by Brian Carroll:  How Empathy Will Grow Your Sales and Marketing Pipeline

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.
22
Jul

You are so much more than a bunch of tools!

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We've covered a lot ground with the topic of AI, but before that was a thing, companies pushed their teams to implement and vigilantly use tools such as CRM, DemandGen, CMS and so much more as a solution to increase closed deals. During this period the roles of sales, marketing, management and IT evolved dramatically. Bad habits were also part of this evolution. Sales and marketing replacing productive personal efforts with filling in blanks to satisfy management with data, data and more data. What was lost along the way? Conversation, relationships, business lunches - IN PERSON relationships, including real voice interaction through the phone. Hiding behind social media, email and texts have hurt companies who wonder why their latest, greatest tools aren't solving the issues. Susan Finch hosts Michelle Huff, Chief Marketing Officer of Act-On Software, Inc.. Michelle understands that tools and systems have their place, but how to you continue to integrate best human practices for the highest results?

About our Guest Michelle Huff

Michelle is Act-On’s Chief Marketing Officer, and oversees the company’s brand, demand, and customer expansion marketing efforts. Michelle comes to Act-On with 17+ years’ experience helping market leading companies, including Salesforce and Oracle, connect customers with technology solutions to grow their business. Most recently, Michelle was GM of Salesforce’s Data.com division after having served as the VP of Marketing for the group. Prior to her tenure at Salesforce, Michelle was a Senior Director at Oracle and a Senior Product Marketing Manager at Stellent (acquired by Oracle). She holds a B.A in Business Administration from the University of Washington.

About Act-On:

Act-On Software is a marketing automation company delivering innovation that empowers marketers to do the best work of their careers. Act-On is the only integrated workspace that powers the customer experience from end-to-end, from brand awareness and demand generation, to retention and loyalty. With Act-On, marketers can drive better business outcomes and see higher customer lifetime value. Act-On is squarely focused on the success of its customers and offers consultant-level quality with everyday customer support. Act-On has been recognized for its superior product and rapid business growth by Deloitte, Forbes, and Inc. Magazine. For more information, visit Act-On Software.

Converse with us on Twitter, circle us on Google+, and get to know our company on LinkedIn and Facebook. For marketing best practices and tips, read our Marketing Action blog. Use #ActOnSW to join the social conversation.

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.
19
Jul

Will Artificial Intelligence Reduce Marketing Jobs?

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In our continuing series of programs on all facets of artificial intelligence we ask the strategist and author Debbie Qaqish about her perception of the short term and long term impact which AI will have on the marketing suite.  The host is Jim Obermayer

Debbie Qaqish Chief Strategy Officer, Author, Radio and Podcast Host

As a principal partner and chief strategy officer of The Pedowitz Group, Debbie is responsible for developing and managing global client relationships, as well as leading the firm’s thought leadership initiatives.   Debbie is also PhD candidate and her dissertation topic is how the CMO adopts financial accountability in an e-marketing environment.

Qaqish is a nationally recognized thought leader, innovator and speaker in Revenue Marketing with more than 30 years of experience applying strategy, technology and process to help B2B companies drive revenue growth.

She is the author of the award winning book – “Rise of the Revenue Marketer,” Chancellor of Revenue Marketing University, and host of Revenue Marketer Radio (WRMR). Debbie has been at the forefront of the marketing automation phenomenon, first as a beneficiary, and now as an advocate and expert. She is a frequent speaker and writer on topics related to Revenue Marketing transformation, leadership, change management, sales and marketing alignment, ROI, content, organization, talent and marketing operations. She coined the term “Revenue Marketer” in 2011.

Related

Defining the Benefits of Revenue Intelligence  Dayna Rothman

Will AI Replace Salespeople?  Bob Perkins

Will Artificial Intelligence Replace Marketing Departments? Michelle Huff

AI for Sales Training a Prophecy Come True  Sabrina Atienza

Applying AI to Content Marketing  Pawan Deshpande

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.