CRM Radio header image 1

CRM Radio

23
May

Giles House’s The Four Must Have Tools Every B2B Marketing Department Needs

crm-20170525-house-tweet.jpg

 

This is the third in our series of the must-have tools for B2B marketing departments.  Our Guest this week is Giles House, SVP and CMO of CallidusCloud.  Each of our prior guests (Jeanne Hopkins and Dan McDade) has a significantly different opinion of what is needed in the marketing stack today.  The host is Jim Obermayer.

Our Guest Giles House

Giles House, SVP and CMO of Callidus Cloud  is an experienced marketing executive with a proven track record of successfully marketing and selling business software and technology. At CallidusCloud he is responsible for the company’s global marketing activities, product strategy, communications, brand and sales enablement programs.

Under his direction the marketing team has consistently grown the sales pipeline year over year and has received multiple awards including Marketing Executive of the Year, Marketing Team of the Year, Viral Video, Best Tradeshow and Best Video for Events & Live Webcasts. As a recognized thought leader, Giles regularly speaks on sales and marketing, and has been interviewed by leading publications such as Inc., VentureBeat, MarTech Advisor and CRM Magazine.

Prior to joining CallidusCloud, Giles has worked at international software and SaaS companies including SAP. Giles graduated with honors from one of the world’s top universities for electronic engineering, the University of Southampton.

About Callidus Cloud

CallidusCloud is the global leader in cloud-based sales, marketing, learning, and customer experience solutions. CallidusCloud enables organizations to accelerate and maximize their lead to money process with a complete suite of solutions that identify the right leads, ensure proper territory and quota distribution, enable sales forces, automate configure price quote, and streamline sales compensation — driving bigger deals, faster. Over 5,000 organizations, across all industries, rely on CallidusCloud to optimize the lead to money process to close more deals for more money in record time.

 

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
May

The Future of Artificial Intelligence and Sales – A Vision from Prayag Narula

00:0000:00

crm-20170518-narulatweet.jpg

These ideas and technologies such as Artificial Intelligence move over us in waves, some burn out and some keep coming.  AI has been coming on for 65 years, but as a true marketing application it has only been serious for a few years. Some marketers have found  they have been doing some version of AI for five years or more, some are awakening because of the wave of new applications.  And now we have AI and its applications in sales.  Our guest is Prayag Narula, CEO of LeadGenuis and he discusses his vision of AI and its impact on salespeople.

This program covers:

  • The huge impact AI is having on sales revenues and not just marketing.
  • Why companies using this technology are enormously more competitive
  • How salespeople who are fueled by AI know what the prospect will need before they speak to them.
  • How this AI technology decreases go-to-market and sales cycle

About our Guest Prayag Narula

Prayag is CEO of LeadGenius, a SaaS solution for high-quality lead generation and go-to-market insights. Before cofounding LeadGenius in 2011, Prayag worked at Finland's top research institute as an expert in Ubiquitous Interaction and built mobile applications and embedded systems in Delhi's startup scene.  He is an author of several book chapters and papers on Human Computer Interaction, Computer Networks and Network Security.  He has a M.S.in Information Science from UC Berkeley and a B.S. degree from Netaji Subhas Institute of Technology India. Connect via twitter @prayagn. Prayag describes himself as, "a standup guy who loves history, poetry, startups and Scotch."

About Lead Genius

LeadGenius is SaaS solution for high-quality lead generation and go-to-market insights. Its dramatic rise has been driven by the company's unique combination of machine learning technology and human researchers to gather quality-assured B2B contact data.  LeadGenius' customers include more than 120 B2B organizations, including Google, eBay and IBM.

A Y-combinator company, LeadGenius was founded in 2011 with a social mission to provide jobs to underemployed worldwide, and it now has over 500 researchers in more than 41 countries. LeadGenius is a charter member and signer of the Good Work Code.

You might also like:

ABM: How to Build a Meaningful Account List in Days  with Lena Shaw

 

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
May

Four Must Have Tools Every B2B Marketing Department Needs

00:0000:00

crm-20170511-mcdade-tweet.jpg

 

In this second of a series of interviews we talk with Dan McDade of PointClear about the four must-have-tools every marketing department needs. With the proliferation of software programs, processes and web-based tools, marketing is no longer as simple and straight forward as it once was. McDade says we will be surprised by his take on the subject. McDade is the President and Founder of the 100% Lead Qualification Firm PointClear. The host is Jim Obermayer.

About our Guest Dan Mc Dade

Dan McDade, President & CEO founded PointClear in 1997 to help B2B companies with complex sales processes drive revenue through lead generation, qualification and nurturing. For close to 20 years, he’s been instrumental in developing strategies that assure 100% of leads delivered to client sales organizations are fully qualified to client specifications.

About PointClear

B2B marketers count on PointClear to deliver 100% sales qualified leads. PointClear provides super-targeted account-based marketing services—including lead generation, qualification and nurturing—that support complex sales processes and drive bigger deals. For more information visit www.pointclear.com

You may also like:

His popular “Viewpoint Blog” can be read here.

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
May

Mistakes Presidents Make in Coaching Sales Management

00:0000:00

crm-20170504-stutz-tweet.jpg

 

Yes, sales managers need coaching as much as salespeople need coaching.  And yet, company presidents often fail to coach their sales managers or don’t know how.  In this interview, four time author, keynote speaker and sales consultant, Elinor Stutz joins us to  discuss the mistakes company presidents make and how to get the most from your sales manager. The host is Jim Obermayer.

About our Guest Elinor Stutz:

Elinor Stutz broke through barriers long before doing so was popular. Against all odds she defied the theme, “women can’t sell” to become the top producer at every company she ever worked all the while ignoring attempts to get her to quit. As the CEO of Smooth Sale, Stutz adapted the motto, “Believe, Become, Empower.” Stutz is a motivational/inspirational speaker, author and sales trainer.

  • Her first book, Nice Girls DO Get the Sale: Relationship Building that Gets Results, is an International Best-Seller
  • The Smooth Sale blog is distributed among corporations, entrepreneurs and media.
  • Kred declared Elinor to be A Top 1% Influencer

Her Story:

Believe, Become, Empower – became my mantra as I lay motionless with a severely broken neck. Upon seeing two visions forecasting how my life was about to be, I negotiated with the Great Beyond to help me heal.  I whole-heartedly knew I was about to embark upon empowering audiences far and wide.  After surgery, the hospital medical staff anointed me as, “The walking miracle”.  Inspirational keynotes, based upon my personal journey, and as it applies to business, earn standing ovations each and every time.  The underlying message is, “Anything IS Possible” with a flexible plan and long-term vision in place.

Live Your Legacy – I grew into the person I was destined to become through speaking, writing, and sharing my best insights.  In alignment with Smooth Sale, I agreed to undertake the position of Chief Business Development Officer for Powerful Women International Connections (PWIConnections.com).  

Members are required to be involved in a humanitarian project.  Project examples include stopping human trafficking and helping released prisoners successfully transition to civilian life.

Elinor Stutz consults and speaks worldwide; call her today: (408) 209-0550

or use the Contact Form

Offer:  Free 20 minute call for business development / sales questions and learn more about our private coaching and corporate sales training programs. Write or call to schedule.

www.smoothsale.net

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.
25
Apr

How do you Measure-Up for the 7 Points of Marketing Maturity?

00:0000:00

crm-20170427-lechner-becker-tweet.jpg

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 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 20165. 

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.
17
Apr

Increase CRM Use by 50%+ and Escalate Prospect Meetings by 57%

00:0000:00

crm-20170420-benson-tweet.jpg

Steve Benson CEO of Badger Maps has been interviewed on SLMA Radio twice in the last month because we find the results of their solution to be stunning in its simplicity and use.  First,  we had Steve on discussing The Greatest Number One, Worst of All time, Failure of Sales Management and a two weeks later How Badger Maps increases Sales Rep’s Productivity by 25%.  This time we discuss a case study that has had striking results and all of this from a mapping company.   Benson discusses how Kerr Dental, the Dental Division of Danaher Corporation (DHR)  “…connected their CRM to Badger Maps and saw measurable improvements in sales efficiency. CRM usage increased 50%, prospect meetings increased 57%, targeted meeting close rate increased 90%, and sales efficiency increased over 100%.” The host is Jim Obermayer.

Our Guest Steve Benson

Steve is the Founder and CEO of Badger Maps. After receiving his MBA from Stanford, Steve worked in Outside Sales and Sales Management at IBM, HP and Google where he worked in the enterprise sales group. Steve was Google Enterprise's Top Sales Executive in 2009. In 2012 Steve founded Badger Maps, the #1 Sales App in the Apple App Store, which helps Field Sales People be more successful.

About Badger Maps, Inc

Badger Maps is a sales routing app that helps Field Salespeople close more deals and minimize busy work throughout the sales process. Badger provides automatic territory management for Field Sales Reps by helping them take action quickly on their customer data on a map, to focus in on the best opportunities. Reps using Badger reduce driving time by 20% and increase the productivity by 25%. Reps use it to automatically optimize schedules and routes to get more meetings and sales.

SLMA Radio Sponsorship

 Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. Call 888 784 2929 or visit us at www.validar.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.
10
Apr

The Future of Artificial Intelligence for Salespeople

00:0000:00

crm-20170413-atienza-tweet.jpg

The terms artificial intelligence, machine learning and business intelligence are tossed out fast and loose by marketers in the CRM, Marketing Automation, Telemarketing and pre-lead space (new oxymoron).  They all claim secret sauce that makes their services more valuable for marketing and sometimes even salespeople.  In this program we interview Sabrina Alteniz to discuss how AI can be used to help salespeople increase revenue.  The host is Jim Obermayer.

About Sabrina Ateniza

Sabrina Ateniza is the Founder and CEO at Qurious, pioneering real-time voice A.I. in the enterprise space. Qurious' first application is to help companies boost revenues by replicating the conversational best practices of their top-performing sales professionals. She's excited about leveraging the latest A.I. technology in new ways to solve massively valuable business problems. Prior to Qurious, she trained in Computer Science and Physics at UC Berkeley.

About Qurious

Qurious is the first real-time voice A.I. platform that enables sales leaders to scale their organizations better and faster, at lower cost. The platform shows real-time battlecards in response to customer’s questions and objections while a sales call is happening. We are on a mission to help sales organizations solve the last mile problem: the connection between a rep and the customer over the phone. Sales leaders wish they had more A-players, so we figured if we could leverage what the top reps say and give “nudges” in real-time to help other reps, we could help sales leaders scale sales performance and help every rep win more deals.    https://www.qurious.io/

 

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.
5
Apr

Is ABM Right for You?

00:0000:00

tweet-600-x600-CRMRadio-20170406-baldwin.jpg

Some will say, ABM is right for any company now that technology more easily assigns content by person/title and tracks interactions, but seriously is ABM right for a company with thousands of potential buyers?  After all, ABM is more than the technology behind the database. During this program we delve into Account Based Marketing with Cari Baldwin, Chief Revenue Officer for Square 2 Marketing.  Once the prime question is answered we will discuss the steps to create an ABM program.  The host is Jim Obermayer

 

About our Guest Cari Baldwin - Chief Revenue Officer

Cari is a seasoned demand generation expert, recognized thought leader and frequent industry speaker on marketing trends and technology.  She is focused on ensuring the firm drives marketing strategies and programs that deliver measurable results for clients.

With a solid understanding of leading marketing technology solutions, Cari’s strengths include include ABM, nurture and process strategy; demand generation planning; and analytics.  Cari values educating the next generation of marketers, and is a guest digital marketing instructor at George Fox University and chief learning officer at GreenFig University.

 About Square 2 Marketing

Founded in 2003, Square 2 Marketing is a data-driven digital agency dedicated to helping businesses improve results with buyer-centric sales and marketing strategies. With a focus on science, data and intelligence, we support business growth with comprehensive, campaign-based and tactical services in five practice areas: business innovation consulting, inbound marketing, demand generation, inbound sales and marketing technology. 

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.
27
Mar

Are you running a business or a Lottery?

00:0000:00

 crm-20170330-alexander-tweet.jpg

Without a Sales Process Your  Business is a Lottery

In a discussion with SLMA Board Member Michael Alexander of the Private Trustees Management Group, he said, "If you can’t describe your company’s sales process you don’t have a business you have a lottery!"  Alexander reminded me 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.”   The host is Jim Obermayer

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. He resides in Pasadena and is involved in a wide range of professional, community and cultural activities. He is a member of the ESOP Association, the Center for Employee Ownership, Pasadena Breakfast Forum, the Twilight Club and a number of other community organizations.

Private Trustees Management Group

PRIVATE FIDUCIARY SERVICES

Successful fiduciary management requires a deep understanding of the larger financial, fiduciary and professional context in which the client’s affairs are being conducted. It also requires close coordination and cooperation among all the professionals to ensure that the client’s best interests are served. Our deep familiarity with our clients’ financial affairs uniquely positions us to take the initiative in identifying, communicating, coordinating and collaborating with other trusted advisors.

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.
21
Mar

How Machine Learning Drives Act-On’s B2B Marketing Automation

00:0000:00

crm-20170323-huff-tweet.jpg

“Machine learning” for some is a buzz word that may or may not have substance behind it.  Defined as a field of computer science, machine learning gives computers that use algorithms the ability to learn from and to make decisions without programming based on data.[i]   In this interview with Michelle Huff CMO of ACT-On we learn how ACT-On is using ML to drive decisions that help their users sell more.  The host is Jim Obermayer.

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.