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CRM Radio

16
May

How long does it take a sales manager to turn around inside sales?

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How Much Time Does A New Sales Manager Have to Turn Around Inside Sales?

Situation:  The company decided the sales slump was lasting too long, and they hired a new sales manager.  Out of all the things that can wrong in sales, the changeover of the sales manager is one of the most common tactics a company tries.

The new manager comes in with promises to turn the situation around, even though he or she probably doesn’t understand what caused it in the first place.  So how much time will it take to turn things around and make the company healthy again?  To answer this we have Trish Bertuzzi of the Bridge Group.  Bertuzzi talks about:

  • The disease called Founderitis!
  • Why replacing the sales manager isn’t always the answer!
  • What is the real problem if sales are down?
  • Are you selling aspirins and vitamins?

About our Guest TRISH BERTUZZI, President & Chief Strategist

Novelist Jonathan Franzen said, "One-half of a passion is obsession, the other half is love." With that in mind, ask anyone who's met Trish and they'll tell you - she is passionate about inside sales.

Over the last two decades, Trish has promoted inside sales as a community, profession, and engine for revenue growth. In the process, The Bridge Group has worked with over 200 B2B technology clients to build, expand, and optimize their inside sales efforts.

Through a combination of hard work and timing, Trish and her team's research and ideas have been featured on Inc.com, in Forbes, by associations like SLMA and AA-ISP, and across more than 68 sites in the sales and marketing world.

About the Bridge Group

We specialize in building, expanding and optimizing inside sales strategies for smart technology companies. We help Sales & Marketing leaders make the big decisions: on implementation strategy, productivity & performance, process, technology and tools. Since 1998, we've worked with 300+ B2B clients, helping them increase productivity, drive higher conversion from leads to revenue and maximize Inside Sales success.  https://www.bridgegroupinc.com/who-we-are

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.

2
May

Is Sales Training Needed?

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Listen on iTunes while surfing! 

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When to decide that Sales Training is Needed to Overcome Sales Shortfalls

After three months, sales are slipping and the sales manager is on the hot seat in the staff meeting.  Everyone in the c-suite chimes in on what’s causing the slump.  One of the things that always surfaces is, lets retrain the reps.  It is as if  they forgot:

  1. How to sell
  2. How to close
  3. How to sell the products
  4. How to prospect, etc.
  5. How to manage their time
  6. How to do demos

Soon everyone agrees (usually except the sales manager)  if the reps are retrained everything will go back to normal. Not really. It’s as if they have all bought into the belief that the salespeople have forgotten how to sell.  To address this issue today of knowing when to retrain your sales reps, we interview  Mike Schultz, president of the Rain Group an award winning sales training company.   Schultz will surprise you with his answers which debunk the average board room trash talk about sales.

About our Guest

Mike Schultz is president of RAIN Group, Director of the RAIN Group Center for Sales Research, and best-selling author of Insight Selling and Rainmaking Conversations. He’s been named a Top Sales Thought Leader globally by Top Sales Awards. Mike and the team at RAIN Group have worked with organizations such as Toyota, Bright Horizons, BNY Mellon, BDO, Hitachi, Lee Hecht Harrison, Lowe’s, Agilysys, and hundreds of others to unleash sales performance. Business Week, Forbes, Inc. Magazine, MSNBC and hundreds of others have featured Mike's original articles, research, and white papers, and frequently quote him as one of world's leading sales experts. 

About the Rain Group

RAIN Group is a global sales training and performance improvement company that unleashes sales potential by delivering transformational experiences for clients. Named a Top 20 Sales Training Company globally by Selling Power, RAIN Group has helped hundreds of thousands of professionals, managers, and sales leaders significantly increase their sales results. Headquartered in Boston, RAIN Group has offices across the U.S. and internationally in Bogota, Geneva, Johannesburg, London, Mumbai, Sydney, and Toronto. 

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.

18
Apr

The Only Way to Get the Squabbling Siblings of Sales and Marketing to Grow Up: Get a Service Agreement

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Listen on iTunes while waiting for a pizza delivery!

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They work independently these marketing and sales departments but they shouldn’t. Their squabbling and fighting often resembles two 6-year-old kids in the back seat of a car pointing at each other and screaming.  

Their work should cross operational lines, after all they are on the same team, but they don’t in many (most?) companies.  And yet, to reach a company’s revenue target, they must work together.  Our guest this week is Christopher Ryan, founder and CEO of Fusion Marketing Partners and he will tackle the importance of a defined, hand on the bible service agreement between the sales and marketing departments.

There is a lot of talk about teamwork but in many organizations that’s all it is TALK. 

  1. How to get started – hint in the executive suite
  2. What are the unstated expectations?
  3. Defining sales ready leads, number of inquiries, when they are delivered etc.
  4. KPI’s
  5. What is it that marketing owns?
  6. What is it that sales owns?
  7. How to avoid over-promising by marketing!
  8. Remember, compensation of salespeople drives behavior!
  9. Should marketing people be compensated for revenue?
  10. How to get the plan integrated into sales and marketing everyday functions

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 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

You may also like:

Has Marketing Assumed Pipeline Ownership? Christopher Ryan Opines

Why a Service Level Agreement Between Marketing and Sales is Mandatory

How Many Leads are Enough?

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.

3
Apr
27
Mar

Laura Patterson: One Minute +Tip on Adding Digital Analytics as a Skill Requirement to Job Descriptions

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Listen while you tip toe through the tulips on iTunes

Extracted as a one minute + tip from Laura Patterson's interveiw on CRM Radio, Patterson discusses the importance of digital analytics as a skill for every marketer. 

Why it's Important

"I think that in today's environment, that is very data driven...the C suite is trying to make data derived insight based decisions; every marketer needs to have a solid base in analytics."

Laura Patterson

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More... Read the rest of this entry »

19
Mar

The Marketers New Skill Requirement: Digital Analytics

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Listen while you dance on itunes

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Let’s be honest with ourselves, Marketing Analytics isn’t so much new as it’s a subject that is increasing hard for marketers... Read the rest of this entry »

6
Mar

Why business applications tools need management!

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Listen while you ride a unicycle on iTunes

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How to manage and simplify your separate business application tools so they don’t manage you! Read the rest of this entry »

21
Feb
12
Feb

5 Most Important Things Ruth Stevens has Learned in Business and Life

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Listen while you eat a pizza on iTunes

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As part of a continuing series of interviews with executives on the 5 Most Important Things they have Learned in Business and Life, we spoke with author and consultant Ruth Stevens. Read the rest of this entry »

9
Jan

How Recent Neuroscientists’ Study Results Apply to Human Communications & Decision Making

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Listen while you raid the refrigerator on iTune

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 Neuroscientists have proven that the mind works in methodical and predictable ways in making decisions. Because of this research ... Read the rest of this entry »