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CRM Radio

21
Dec

Why Blitz Software’s Automated Sales and Marketing Follow-Up Increases Sales

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250-CRMRadio-20160728-heinl.jpgMore sales fall through the follow-up crack than are lost in any other manner.  Salespeople won’t admit it, and marketing people seldom care as this falls into a work habit for salespeople.  Or does it?  In this program Archie Heinl of Blitz software shows how an automated system for salespeople increases sales.  The host is Jim Obermayer.

About Archie Heinl, President

Prior to founding Double A Solutions, Archie Heinl served as a software development specialist in the online banking software industry. He earned his M.B.A and B.S. in Information Systems from the University of Toledo. He can be reached through his website at www.nowblitz.com or aheinl@blitzleadmanager.com.

About Double A Solutions

Double A Solutions is a software company specializing in developing secure web-based applications for businesses in any industry.  Their anchor product is Blitz, sales automation software that helps companies close more business without the manual activity and overhead.

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.
16
Nov

A New Age in Selling: Stop Selling and Start Leading Through Alignment with Your Buyers

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250-CRMRadio-20161117-calvert.jpgIn The Age of the Customer, Forrester concludes we need to be customer-obsessed. In the B2C space, the emphasis on The Customer Experience (CX) is conditioning our B2B buyers to expect more. Chief among these expectations is that sellers align with the buyer's process. But how? New research from today's guest, Deb Calvert will help us get started.

Author, trainer, teacher, university instructor, consultant and speaker, Deb Calvert of People First Solutions answers our questions about this new age of selling.  The host is Jim Obermayer.

Deb Calvert, President and Founder

Deb Calvert, Keynote Speaker, Top 50 Sales Influencer, UC Berkeley Instructor, and author of the DISCOVER Questions® bestselling book series, has worked as a sales productivity specialist and sales researcher since 2000. Prior to founding PFPS in 2006, Deb was a Corporate Training Director for a Fortune 500 Media Company. Deb’s early career included a variety of inside, outside and major account sales positions.

As President and Founder of People First Productivity Solutions, Deb helps companies to boost productivity through people development. This work includes Sales TrainingTeam Effectiveness Consulting, and Leadership Program Design. Deb is a Certified Master of The Leadership Challenge® and a Certified Executive Coach. Additionally, Deb is a Certified Practitioner with the Myers Briggs Type Indicator (MBTI) and other assessment tools. Deb’s unique mix of senior-level Sales, Human Resources, and Operations experience gives her a unique perspective in understanding the challenges faced by companies and senior leaders. deb.calvert@peoplefirstps.com

About People First Productivity Solutions

People First Productivity Solutions  builds organizational strength by putting people first. We help boost sales productivity, develop leaders at every level and amp up team effectiveness by getting people connected with each other. When you put people first, the connections they make will solve problems and strengthen the organization. 

https://www.peoplefirstps.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.

 

8
Nov

Sales Enablement: Clearing up the confusion.

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Sales enablement is a nice catch phrase, but what does it mean? Too often it means whatever the vendor is selling. There is truth, however, that the term is a signal to everyone that practices it in the company that marketing and sales are working together to improve revenue, reduce the sales cycle and spend less on marketing. To find out more we interviewed Larry Caretsky, outspoken CEO of Commence about the definition and what can be expected from a Sales Enablement strategy. The host this week is Jim Obermayer.  
 
 
About Larry Caretsky
 
Larry Caretsky leads the management team and is the company’s Chief Executive Officer. He has more than 30 years of experience in the computer software industry and is responsible for the company’s global business operations. 
 
Caretsky began his career with Shared Medical System a division of Seimens Healthcare, a provider of automated financial systems for public hospitals and has held executive level positions in several enterprise level software companies including McKesson HBOC, Cognos and Synon Corporation. Several years ago the Edison Venture Fund engaged him to help transition one of their portfolio companies from a manufacturer of application development tools to a provider of business solutions.  His efforts have resulted in Commence Corporation becoming one of the top rated software companies in the CRM sector.  He is considered an expert in the CRM industry and has written numerous articles about the proper use of CRM software to improve sales execution and customer service.  He is also the author of an e-book, Practices That Pay” Leveraging Information to Achieve Industrial Selling Results.  
 
Caretsky is currently creating a series of CRM industry Pod Cast designed to help small to mid-size businesses use CRM software to help automate and streamline their internal business processes. 
 
About Commence Corporation
 
Commence Corporation is a leading provider of Customer Relationship Management software (CRM) and business automation tools.  Commence software helps business automate and streamline the internal business processes that impact sales, marketing and customer service. Complementing the software is a set of best practices created by the company’s professional service staff who have been engaged in hundreds of CRM system implementations. These best practices coupled with the company’s top rated software ensure that Commence customers realize a maximum return on their investment. Commence maintains strategic alliances with technology partners, system integrators, resellers and business partners throughout the world and is well positioned to continue to offer innovative products and services to its growing customer base well into the future.   http://www.commence.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.

 

 

 

1
Nov

5 Marketing Tips You Won’t Find in Books

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250-CRMRadio-20161103-stone.jpgWell, that's a bit misleading. Samantha Stone's book, Unleash Possible tells you the tips you haven't heard of, but can implement with step-by-step examples. Samantha has been in every position as a marketer and has pulled tangible tips out of each experience. Attend any marketing conference, sign up for one of a bazillion webinars available or read many of the published books about marketing and you will find inspiring advice to transform your marketing efforts. They all preach, correctly, that B2B marketing has changed and buyers are in control.


The problem is - most of these books tell you to transform, but they do little to address the practical realities of making these changes in organizations that have complex relationships with sales. Samantha draws from over 20 years of strategic planning and hands-on marketing expertise to unleash the possible in high-growth organizations.

Get to know her on LinkedIn or her site.
 

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.

 

 

 

9
Aug

What do you do with a Naked Sales Lead?

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Ask a salesperson and they will tell you that the most obscene thing they receive from marketing is a Naked Sales Lead.  This is a stripped down sales lead that has nothing on it except what is mandatory and that usually doesn’t include budget, authority, need and time frame for purchase.  In this live streaming CRMRadio.Today program Paul Petersen joins us to discuss how to gain the salespeople’s undying respect by giving them what they most desire: a qualified sales lead. The host is Jim Obermayer.
 
About Paul Petersen
Mr. Petersen is the general manager and vice president of the GoldMine business unit of HeatSoftware Inc. His career spans working with sales & marketing systems and process having developed, managed, and sold for companies including McDonald's Corp, General Electric, Symantec, Allied Van Lines and now has 16 years with CRM background at GoldMine. Mr. Petersen holds a JD from Loyola University of Chicago and was one of the first to be awarded the Professional Certified Marketer designation by the American Marketing Association.
 
About GoldMine
Headquartered in Milpitas, CA., USA, GoldMine is a division of FrontRange Solutions. GoldMine is a leading provider of mobile relationship management solutions for small businesses worldwide. Over 1 million users have selected GoldMine to help them manage over 1 billion relationships. GoldMine has been selected by businesses in more than 80 verticals and 45 countries to grow their businesses and build enduring relationships.  www.goldmine.com
1
Aug

5 Ways to immediately Improve Account Based Marketing and Selling!

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In a marketing world where Account Based Marketing and Selling is permeating so many discussions, backed by expanding technology choices, CRM Radio interviews Brian Carroll, author and evangelist. Brian says it can be faster and easier than you think as he discusses the five ways to “immediately” improve ABM marketing and selling. The host is Jim Obermayer.
 
Brian Carroll, Evangelist, Author, Speaker
 
Brian Carroll, the author of the bestseller, Lead Generation for the Complex Sale, has been a staple in the B2B Marketing community for years. He publishes the popular B2B Lead Blog and is the founder of the B2B Lead Roundtable discussion only LinkedIn Group that has over 20,500 members. Brian recently finished a stint as Chief Evangelist at MECLABS and is now back to helping B2B understand and execute modern demand generation do lead acceleration.   
 

Sponsors 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.

26
Jul

Why Automated Sales Processes Produce 88% of the Quota Closures

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Everyone agrees that every company has a sales process, whether they have recognized it or not. However, the question is whether the process is just a forced exercise and words on paper or whether it is something salespeople live by and it contributes to revenue.  With new technology behind the words, guiding the salespeople to higher winning ratio is getting easier.  In this interview with Archie Heinl of Blitz Lead Management we’ll find out why automating the process actually increases sales.The host is Jim Obermayer.
 
About Archie Heinl
Prior to founding Double A Solutions, Archie Heinl served as a software development specialist in the online banking software industry. He earned his M.B.A and B.S. in Information Systems from the University of Toledo. He can be reached through his website at www.nowblitz.com or aheinl@blitzleadmanager.com.
 
About Double A Solutions
Double A Solutions is a software company specializing in developing secure web-based applications for businesses in any industry.  Their anchor product is Blitz, sales automation software that helps companies close more business without the manual activity and overhead.

Sponsors 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.