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CRM Radio

17
Jan

Defining Your Event Purpose & Target Audience, Press Kit and Revenue Tip

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CRM is all about the customers. But you need to get your company mission, statements and more to them so they have the accurate picture of what your company is about, what your leadership stands for and their credibility. Presenting YOUR message in an easy to access way is a start to ensure they learn about you from you. Susan Finch has some tips for an online press kit for your company - no matter the size, even for solos.

Our next segment is with Lany Sullivan of Events by Lany. Lany's expertise is events. But before the event begins, you need to define WHY you are having the event, and your target audience.

In events there are 5 different areas that will help you build a solid foundation for your event.

  1. Defining Your Purpose & Goals
  2. Identifying Your Target Audience
  3. Creating an Amazing Experience
  4. Budget Planning & Management
  5. Setting an Event Timeline

Then we have our guest, Lori Richardson, CEO of Score More Sales, giving us her top revenue tip. Hint: It's free and right at your fingertips.

Rooted in Revenue is a weekly podcast with hosts, Lany Sullivan and Susan Finch. You can subscribe to never miss an event:

RootedinRevenue.com and go through past episodes for guides and free tips to get you started.

 

Sponsor for CRM Radio:

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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.

9
Jan

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

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Neuroscientists have proven that the mind works in methodical and predictable ways in making decisions. Because of this research, marketers and salespeople world-wide are taking “neuromarketing” more seriously as they explore ways to create demand and close leads based on this decision making research. During this program CRM Radio host and author John Asher will discuss the latest research and how it can change the way salespeople sell and service the customer. John is an author, entrepreneur and the CEO of Asher Strategies. His company has trained over 35,000 salespeople world-wide and he has recently (November 2017) published his book: Close Deals Faster: The 15 Shortcuts of the Asher Sales Method .

This is not a book just for salespeople, it is for both salespeople and sales manager. In 260 pages Asher doesn’t submit one idea and beat it to death over the first 100 pages, he submits a proven process for improving sales.

Hardcover: $22.18 on Amazon
260 Pages – Three Parts: Ten Chapters
About Guest Host John Asher

Asher is an experienced international speaker on sales, sales management and marketing for Vistage, a world-wide network of CEOs. He is the #1 rated Vistage Speaker on sales and was awarded the Vistage Lifetime Speaker Achievement Award (2015)

He co-founded an engineering firm in 1986. He and his team grew the company at a compounded growth rate of 42% per year for 14 straight years. During his tenure as CEO, the company acquired seven other engineering and software development companies. His team sold the company in 1997 after growing annual revenue to $165m.

In 1998, he co-founded a sales advisory services practice, Asher Strategies that has grown into a global leader in sales strategies. These strategies include sales, sales management and marketing. His team has trained over 80,000 Executives, Salespeople and other customer facing managers in 22 developed countries over the past 19 years.

Asher is a graduate of United States Naval Academy with degrees in mathematics and nuclear engineering. He served as the captain of two nuclear submarines. He has a MBA from George Washington University. He is the author of numerous sales training manuals and “Doing Business with the West”, published in China in 2012.

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.

9
Jan

GoldMIne Product Review: Interview with GM Paul Petersen

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This product review is an interview with GoldMine’s GM and Vice President Paul Petersen.  With over 5,000 corporate users world-wide and 1,000,000 salespeople using GoldMine we asked for the interview to discuss the attributes of their latest version release, 2018 .1.  The interview covers the new features, why salespeople like GoldMine, changes to keep up with tech stack demand, and pricing.   www.Goldmine.com

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.

20
Dec

5 Most Important Things David Lewis Has Learned in Business and Life

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This interview is part of an on-going series on the most important things industry executives have learned in business and life.  The series is here on CRM Radio and here on our sister program SLMA Radio

 

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More from David Lewis on DemandGen Radio

 

About David Lewis

For more than 20 years, DemandGen International CEO David Lewis has been a pioneering innovator in digital marketing, and has overseen marketing for some of Silicon Valley’s leading technology firms. David and his team at DemandGen have been at the forefront of the transformation taking place in marketing by helping 100’s of the top sales and marketing teams around the world incorporate marketing technology to drive predictable and sustainable growth. David is an accomplished speaker, thought leader, host of DemandGen Radio, and author of the #1 book on lead management Manufacturing Demand.

About DemandGen International

There’s a beautiful spectrum of marketing cloud technology out there, from marketing automation systems, to integrated CRM platforms, to sophisticated predictive analytics solutions and thousands of other marketing technologies. It’s a spectrum that’s growing as deep as it is wide. So today’s real challenge is about applying these technologies to drive growth through integration, adoption, alignment, and execution. It’s about having an actionable vision with the right people, processes and experience to make it a reality. That’s the challenge that DemandGen answers every day for competitive companies around the globe.www.demandgen.com

 

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.

 

 

19
Dec

Book Review: Close Deals Faster with John Asher - 10K Copies Sold the 1st Day on Amazon

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From the firm that has trained over 35,000 salespeople in 1,000 firms worldwide comes the consummate book, Close Deals Faster: The 15 Shortcuts of the Asher Sales Method . This is not a book just for salespeople, it is for both salespeople and sales manager. In 260 pages author John Asher doesn’t submit one idea and beat it to death over the first 100 pages, he submits a proven process for improving sales.   Salespeople don’t need tricks, or closing tactics, scripts or presentation skills, they need a process.  In this interview with the author we discuss how John Asher successfully developed the Asher Strategies method and why so many salespeople use it worldwide.  The host, Jim Obermayer asks why the book has received such a strong welcome in only its first month, what’s different about the Asher Strategies and who salespeople and sales manager benefit.

  • The book sold 10,000 copies on its first day offer on Amazon.com
  • Hardcover: $22.18 on Amazon
  • 260 Pages – Three Parts: Ten Chapters

About John Asher

Asher is an experienced international speaker on sales, sales management and marketing for Vistage, a world-wide network of CEOs.  He is the #1 rated Vistage Speaker on sales and was awarded the Vistage Lifetime Speaker Achievement Award (2015)

He co-founded an engineering firm in 1986. He and his team grew the company at a compounded growth rate of 42% per year for 14 straight years. During his tenure as CEO, the company acquired seven other engineering and software development companies. His team sold the company in 1997 after growing annual revenue to $165m.

In 1998, he co-founded a sales advisory services practice, Asher Strategies that has grown into a global leader in sales strategies. These strategies include sales, sales management and marketing. His team has trained over 80,000 Executives, Salespeople and other customer facing managers in 22 developed countries over the past 19 years.

Asher is a graduate of United States Naval Academy with degrees in mathematics and nuclear engineering. He served as the captain of two nuclear submarines.  He has a MBA from George Washington University.  He is the author of numerous sales training manuals and “Doing Business with the West”, published in China in 2012.

About Asher Strategies

With so many sales training firms available today, Why ASHER Strategies?  Start with the thousands of sales people enjoying proven results.

It is simple and unique. The ASHER Strategies Five Factors for Sales Success Formula is easy to understand and loaded with tools that help organizations execute this formula for each and every one of their salespeople. The Five Factors for Sales Success was developed from over 35 years of studying sales and over 300 different books written about sales. The ASHER training manuals are literally “Sales Cliff Notes” giving you the best concepts and ideas written about sales all in one manual. ASHER Strategies sales expertise comes from experience in selling within commercial, government and government contractor sales environments and brings the best practices of each to your organization. 

It works. After training over 50,000 sales people, in every situation when they have taught the sales skills to a sales person that has a natural aptitude for sales, an increase in sales has been the result. Companies who have had their salespeople trained by ASHER facilitators have experienced an average of:

o   17% increase in sales from acquisition of new customers

o   45% reduction in sales cycle time

o   22% increase in sales of high-margin, add-on business to current customers

You Can Relax...because we've done this before. Since 1997, ASHER Strategies has assessed the natural aptitude of over 50,000 sales people, trained over 35,000 sales people and improved the sales processes in over 1,000 companies.

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
Dec

5 Most Important Things Paul Tashima has Learned in Business and Life

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As part of our ongoing series of interviews on what executives have learned in life we spoke with Paul Tashima, CEO of Nudge.ai about the 5 Most Important Things he has learned in business and life.  Paul discussed:

  • Why an early network is so important to keep executives on track
  • Form a lesson Learned at Eloqua, why markets aren’t always fair
  • Why building the right culture is more important that you think
  • How pivoting and timing is something you can’t miss
  • What it means to double down on the bright spots and not what’s wrong

The host is Jim Obermayer

About Paul Teshima

Paul is the CEO and Co-founder of Nudge.ai, a modern sales platform that uses artificial intelligence to provide sales teams with actionable insights on their target customers.

He is a successful technology executive who has run Services, Customer Success, Account Management, Support and Product Management teams.

As part of Eloqua’s executive team, Paul helped lead the company from $0 to over $100 million in revenue, then through IPO and a successful acquisition for $957 million by Oracle.

He’s a firm believer that company culture trumps strategy every time, and that storytelling is an essential part of creating a business. He has a successful track record as a leader with a strong focus on sales and customer engagement.

More from Paul Teshima on SLMA Radio:

Will AI Replace Marketing Jobs?

About Nudge.ai

Nudge.ai was co-founded in 2014 by former Eloqua executives, Paul Teshima and Steve Woods. After having successfully guided Eloqua to a market leading position in marketing automation from $0 to over $100 million in revenue, then through IPO and acquisition by Oracle for $957 million, Teshima and Woods recognized another massive challenge to solve – this time, however, it was on the sales side.

The best sales professionals understand that people buy from people they know, like and trust. In a world that’s becoming overloaded with information, it’s becoming harder to build trusted, authentic relationships with buyers and existing customers. This is where Teshima and Woods saw the biggest challenge, and the biggest opportunity yet to be solved.

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.

 

 

5
Dec

Challenges of Getting Regional divisions to Accept The Media Plan

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Large corporations have many stakeholders when customer acquisition strategies feed different regions of the country.  Getting buy-in for the corporate strategy can be an interesting quarterly challenge when there are six geographic regions and 16 different markets.  In this episode we discuss the challenges of being a media manager for Comcast West with Andrea Costello.  Andrea shares with us how to fill the funnel when sales are primarily on line (although Comcast is opening more brick and mortar stores).   The host is Jim Obermayer.

The program covers:

  1. How she manages the different teams across the western region
  2. How to communicate with those who have a local interest in the media
  3. How they measure success for the media in sales
  4. How they are supported by the corporate media sciences department

 

About Andrea Costello

Andrea Costello is an accomplished senior marketing manager with 19+ years in driving revenue through successful marketing and sales performance. She is skilled in developing traditional and non-traditional media and marketing strategy and able to translate strategic vision into effective marketing campaigns. Her specialty is marketing and media strategy, contract negotiation, and sponsorship management.

Andrea spent the first half of her career in business to business sales/management, selling radio advertising (an intangible product) then switched sides of the desk and has spent the last 12+ years as a buyer/marketer.  She works in acquisition marketing and sponsorship to prime the funnel for salespeople by ensuring that Comcast has access to the right eyeballs/ears in the right environment to leverage its brand and acquisition messaging.

Her work requires her to work closely with media buying and sports marketing agencies on behalf of the company, but also work directly with media vendors to negotiate placements.  She often works directly with teams to negotiate/manage multi-year sponsorships.

Connect with her on LinkedIn

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.

 

 

30
Nov

5 Most Important Things Stacy Gentile has Learned about Business and Life

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As part of our ongoing series of interviews on what executives have learned in business and life we spoke with Stacy Gentile, Marketing Manager - Goldmine CRM (a division of ivanti).   With thirteen years in the US Army as a recon platoon sergeant (where dry socks were important for him and his men) and thirteen more years as an executive and president of an agency services company, Gentile shares what he has learned.  The host is Jim Obermayer. 

Stacy is responsible for all global marketing operations, branding, campaigns and online efforts related to the Goldmine CRM platform. GoldMine is published by Ivanti

About GoldMine

Headquartered in Salt Lake city, UT, GoldMine is published by Ivanti.  Goldmine is a leading provider of CRM Solutions for small and mid-sized businesses worldwide.  More than 25 years ago, GoldMine helped pioneer the CRM industry and they have been around for so many years because of their focus on being simple, affordable and proven.

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.

 

 

14
Nov

5 Most Important Things Paul Petersen of Goldmine has Learned in Business and Life

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This is an on-going series of interviews with executives on SLMA Radio and CRM Radio.

Paul Petersen, GM and VP of Goldmine Software shares his struggles from a young man to adjust to the realities of business.  He has worked for 7 CEO’s as a senior manager and each taught him that he must consider being:

  1. Adaptability: He had to accept and participate in change; He has had 7 CEOs – all good guys, but different. He chose to participate rather than fight it (excepting criminal or ethical lapses)
  2. An “idea” is NOT a “plan”: many a good idea goes unfulfilled for want of execution. Have an idea? Enlist others to help -- have a bias for action.
  3. Communicating is hard – He learned more from listening than speaking. And by listening, he was more relevant for what  he heard
  4. No one Cares what you did (or know) – only what you do now. No one says “tell us about software in the old days, Mr. Petersen” or cares about his thoughts on Fleetwood Mac before the girls joined.
  5. Make your boss look good (and team) – don’t be a kiss ass, but be supportive, do what you can to help others succeed; offer praise, cooperation – and phrase critiques gently.
  6. Lastly Bonus: have coping strategies: Pick your battles, be active, do stuff /press on
About Paul Petersen
Petersen is the general manager and vice president of the GoldMine.   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.  He 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 Salt Lake city, UT, GoldMine is “published” by Ivanti.  Goldmine is a leading provider of CRM Solutions for small and mid-sized businesses worldwide.  More than 25 years ago, GoldMine helped pioneer the CRM industry and they have been around for so many years because of their focus on being simple, affordable and proven.

 
More:  
 
 

 

 
8
Nov

5 Most Important Things that John Golden of Pipeliner CRM has Learned in Business & Life

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This is an on-going series of interviews with executives on SLMA Radio and CRM Radio.

His father gave him the credo of hard work, says, John Golden, Chief Strategist at Pipeliner CRM. In the interview, John shared that at a young age he needed greater self-awareness to succeed, honesty that never wavered (tempered by core principles), how to learn from good people, and how to always be aware of shiny objects. The host is Jim Obermayer.

About John Golden

John Golden, Chief Strategy Officer (CSO) with Pipeliner is the best selling author of two books "Social Upheaval: How to Win @ Social Selling" & "Winning the Battle for Sales". An acknowledged thought leader and speaker on sales and business strategy, he is the former CEO of Huthwaite(SPIN Selling) and Omega Performance, both global consulting companies and Focused Revenue Results, a management consultancy group.

About Pipeliner CRM

Pipeliner CRM is a software system that enables salespeople and teams to understand their sales process and accelerate opportunities toward a close, while saving time and maintaining focus. Pipeliner CRM overlays organizational features atop a visual interface, creating a worktool that adapts to and grows with the organization.

Headquartered in Los Angeles, California and Vienna, Austria. Engage with us on Facebook, LinkedIn, and @PipelinerCRM or visit us at PipelinerCRM.com