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CRM Radio by GoldMine

8
May 2019

The Prospect’s Perception of Value is What Counts – David Priemer Podcast

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“Value,” David Priemer of Cerebral Selling says, “transcends ROI.” Regardless of the opinions of your product manager, company president or sales manager, the value your product or service will mean something different to each prospect. If your salesperson barfs up value based pablum without listening to the prospect, he or she will lose the sale.  The prospect, Petersen and Priemer agreed, is the only one who can define value for your product.

Why it Matters

If your salesperson barfs up value based pablum without listening to the prospect, he or she will lose the sale.

In this program, Priemer and host Paul Petersen further discuss how to best address the problem of under-performing sales reps and sales managers who lack coaching skills.

About David Priemer

David Priemer is widely recognized as a thought leader in the area of sales and sales leadership and has been published in the Harvard Business Review, MIT Sloan Management Review as well as Forbes, Entrepreneur, Barron's, and Inc. magazines. From his early days tinkering with test tubes and differential equations as an award-winning research scientist to leading top performing sales teams at high-growth technology startups, David's lifelong passion for learning and execution is the foundation of his Cerebral Selling practice. Often referred to as the "Sales Professor", David helps organizations drive revenue growth, people development, and winning cultures by infusing the core principles of science, empathy, and execution into their sales operations.

Previously David held several executive leadership positions at leading technology companies including Salesforce, where he was the Vice President of Commercial Sales and creator of the Sales Leadership Academy program. He is also an Adjunct Professor at the Smith School of Business at Queen's University.

David holds a B.Sc. in Chemistry and Atmospheric Science from York University and a Master’s degree in Chemical Engineering from the University of Toronto. When he's not thinking about Sales, David loves to cook, write, and spend quality family time with his wife and three daughters.

5
May 2019

 CRM Tips from Two Pros - Paul Petersen and Stacy Gentile

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 CRM Tips from Two Pros - Paul Petersen and Stacy Gentile

Host Paul Petersen talks with GoldMine CRM, CMO Stacy Gentile about the tips and pitfalls of CRM use and Implementation. They look back to guests like Jay Baer, Gene Marks, Patrick Renvoise, Jill Konrath, Todd Cohen, Chad Pollitt , Shari Levitin and others to discuss the take-away tips about sales in general and CRM usefulness for sales and management.   For instance:

  • Why management shouldn’t look at CRM as a policing tool
  • Why salespeople have to be honest with themselves about forecasting and the CRM tool helps
  • How to make the CRM tool more useful
  • Why a CRM tool makes ordinary salespeople better
  • Why the CRM tool must be customized for your business
  • It’s all about the data and that comes from the custom fields
  • Why lead attribution is difficult to pin down
  • Regardless of AI advances, the human point of data entry is important

CRM Radio is hosted by Paul Petersen and the sponsor is Goldmine CRM broadcast on the Funnel Radio Channel.

22
Apr 2019

A Big Issue is Fixing Poor Sales Coaching

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She’s serious with humor, laughs when making a thoughtful point and you know as you listen that she speaks with authority and truth.  Colleen Francis of Engaged Selling talks with host Stacy Gentile about the issues around poor, poor sales coaching.  They discuss:

  • How to avoid sales boom and bust cycles
  • Why companies are not intentional enough about revenue
  • The number one coaching failure: It worked that way before, it should work now
  • The worst advice given to salespeople: “You’re not hitting your numbers, you have to close more deals.”
  • Why companies have to be more intentional about sales metrics
  • Is sales even the right word anymore?
  • Are we in a buying environment and not a selling environment?

About our guest, Colleen Francis

Colleen of Engage Selling works with business and sales leaders to synergize the sales DNA of the organization to seize market opportunities. Whether designing strategy to target a new market or working with a team to improve its productivity, Colleen's results have attracted clients such as Merck, Abbott, Merrill Lynch, Royal Bank, Dow, Adecco, Trend Micro, NCR, Chevron, and thousands of other global organizations.

Time and time again, clients who work with Colleen note her frank, no-nonsense approach to accelerate sales while reducing effort and increasing profits. Colleen's practical strategies deliver immediate and lasting results.

Colleen is an award-winning writer and consultant, bestselling author, and member of the Speaking Hall of Fame. She is recognized as one of the foremost thought leaders on the future of selling by leading publications worldwide, including being named a LinkedIn Top Voice for Sales.

About Non-Stop Sales Boom

Has the last week of each quarter in your business become a mad scramble to meet quota? Do your year-end reports show sporadic and unexplainable highs some weeks that will be near impossible to meet next year, as well as mysterious lows that ruined your goals for a 10 percent increase? For many sales organizations, anomalies such as these are strangely commonplace and unshakeable without intentional efforts to ratify them.

Nonstop Sales Boom explains how to break this unhealthy cycle and achieve strong, steady results--every quarter, from every member of the team.Author and experienced sales leader for over twenty years Colleen Francis says the secret to leaving behind the roller-coaster reports and achieving sustaining, steady success is to broaden the focus from merely closing deals to actively nurturing the four critical stages of client engagement:

• Attraction: Fill the funnel with lucrative prospects

• Participation: Turn them into customers faster

• Growth: Invest in valued clients

• Leverage: Turn customers into referral generators

When companies concentrate on only one or two of these areas, their results become erratic. But by becoming purposeful toward all four, simultaneously, they will systematically attract a regular flow of prospects and move them smoothly through the pipeline--taking the chaos and pressure away from the end of quarter for good!

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CRM Radio is hosted by Paul Peterson and Stacy Gentile and sponsored by GoldMine CRM on the Funnel Radio Channel.

15
Apr 2019

Siloed Mentalities Kill Companies, But There is a Cure

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Todd Cohen  testifies that siloed companies are mediocre companies that eventually die.  They die because sales and marketing are siloed.  They die because employees, regardless of job title don’t understand that when they serve the customer well, they are in sales.  They die because company departments don't talk to one another. 

Todd says they can be in manufacturing or finance, it makes no difference, every action they take serves the customer.  He’s got opinions and examples of solving the silo problem in this interview with the host Stacy Gentile.    Cohen discusses:

  1. Everybody in the company is in sales
  2. Job titles are limiting and useless
  3. Marketing can’t craft messages that sell without talking to customers
  4. We are all in an experiential economy
  5. Everyone in the organization, by the nature of their job, is in sales
  6. No one works in a back office; There is no back office
  7. CRM is a transparency system and process for sales and marketing
  8. People set your company apart from competitors
  9. Everyone in a company has a connection to the customer

Cohen is the author of two books, Stop Apologizing and Start Selling and Everyone’s in Sales.

About our guest:

Todd Cohen’s proven strategy of Sales Culture™ has helped to revolutionize the sales success for franchises, trade groups, and organizations, including Subaru of America, Inc., Ernst and Young, The UPS Store, Inc., The Canadian Franchise Alliance, Corning, Inc., The NFL-PA and PNC Bank. Todd uses his unparalleled expertise, unique insights, and memorable examples to engage, motivate and educate audiences in the United States and around the world. He delivers more than 90 keynote addresses a year, speaking to audiences as small as five people and as large as 5,000.

12
Apr 2019

Times Are Changing Rapidly for Content Marketing – Expert Advice from Chad Pullitt

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When Chad Pullitt talks you have to listen, and this show with host Stacy Gentile is no different.  Pullitt says that the future of marketing is entering a new phase.  Native advertising is gaining strength, readership (also listenership and viewership) demands a new content approach; hard core paid performance marketing is stressed and moving up funnel.  What this means is content marketing is coming into its own, but it is no longer a race for the most volume; today and tomorrow it is driven by three tactics to be successful.   Listen and learn.

About our guest, Chad Pollitt:

VP of Marketing, Co-Founder, Professor, Author, Board Member x 3, International Keynote Speaker & former US Army Commander

A member of a Forbes Top 100 list, Chad authored "The Native Advertising Manifesto," "The Content Promotion Manifesto" and "51 Things Your Mother Taught You About Inbound Marketing." He is a regular contributor to industry media outlets, including the Huffington Post, Guardian and Social Media Today.

Chad has been creating profitable online campaigns for over 16 years for some of the world's most recognizable brands, while delivering tens of millions of dollars of tracked return. Over the last ten years has delivered over 100,000 leads and 24,000 marketing qualified leads. Named a top five content marketing thought leader and top 20 CMO influencer, he continues to innovate by leading the emerging industry of online content promotion and distribution.

Since early 2002, Chad has played an integral role in designing, developing, deploying, executing and tracking robust web marketing strategies for client companies and organizations and is an Internet marketing expert. He holds a BS in Entrepreneurship from the Indiana University Kelley School of Business and an Internet Marketing Masters Certification from the University of San Francisco's prestigious School of Business and Management.

3
Apr 2019

How to Beat Your Sales Quota without Losing Your Soul

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Paul Petersen the host of CRM Radio interviews the wickedly interesting author and Sales Trainer Shari Levitin. They discuss how she got into sales, what she learned along the way, and why many people fail in sales.  More importantly she discusses how people can be winners in sales.  Its all about heart and empathy she says and while these can’t be faked they can be learned.

Why it Matters:

"If all you do is use sales techniques and tips and don't genuinely care about your customer, you'll fail."

About  the book Heart and Sell

Author Shari Levitin, creator of the Third-Level Selling system, offers a dynamic framework for effective selling in the Digital Age. Unlike other sales books that focus on abstract tips or techniques, Heart and Sell offers a science based real-world approach that will help you dramatically increase your sales—regardless of your level or industry.

  • Discover the 7 Key Motivators that influence every decision your customer will make.
  • Learn to align your sales process with how people buy—instead of fighting against it.
  • Harness the power of the Linking Formula to create true urgency.
  • Master the 10 Universal Truths so you can beat your sales quota without losing your soul.
  • Understand the 6 Core Objections and how you can neutralize them.

In a market where the right approach is key, Heart and Sell shows you how to blend the new science of selling with the heart of human connection to reach more prospects and consistently close more deals.

About Sheri Levitin

Shari Levitin began as a star sales performer in hospitality. In 1996 she founded the Shari Levitin Group to share her proven techniques. Now, she and her team are a global company operating in over 40 countries on 5 continents. The Shari Levitin Group continues to passionately inspire transformative change.

Shari Levitin is an energetic, wickedly funny sales guru, who helps sales teams bridge the gap between beating quota and selling with an authentic heartfelt approach. As the founder of the Shari Levitin Group, Shari has helped create over 1 billion dollars in increased revenue for companies in over 40 countries. Shari is the bestselling author of Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know, a contributor to Forbes, CEO Magazine, and Huffington Post.

Additionally, Shari was chosen as the first adjunct professor at the University of Utah David Eccles School of Business to teach a course in sales, she’s an Advisory Board member of the Sundance Institute, a designated Women’s Sales Pro, and was featured as an expert in the new Salesforce documentary film “The Story of Sales.” Shari, her husband and son live in Park City, Utah. When she’s not creating killer content, and presenting at sales kick offs, Shari enjoys skiing, rock climbing, reading and standing on her head.

 

22
Mar 2019

Sales Enablement Tips from SE Guru Jim Ninivaggi

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Is Sales Enablement new or just what good marketing and sales managers have always done?  Maybe a little of both as Ninivaggi and host Paul Petersen discuss the true meaning of SE which is the interaction with prospects and customers.  Ninivaggi, the chief sales readiness officer at BrainShark says the best SE programs are a combination of knowledge, skills and assets which are provided to sales and sales management for the benefit of the inquirer or customer.  Ninivaggi and Petersen, in a short time, developed a road-map of tips which the best sales and marketing people use  to win over prospects and customers in a methodical way.

Jim Ninivaggi  Chief Readiness Officer

Leveraging more than 30 years of B2B sales productivity expertise, Jim leads Brainshark’s sales enablement and readiness strategy. Jim previously worked as a sales enablement analyst with SiriusDecisions, where he provided clients with data, insight and thought leadership to maximize sales effectiveness and accelerate revenues. Today, he uses his knowledge and expertise to prepare the Brainshark sales force with the knowledge and skills to optimize every buyer interaction.

Why Brainshark?

For nearly two decades, our solutions have helped companies improve the way they communicate with, educate and inspire their customer-facing teams.

Today, we’re proud to provide our customers with the most comprehensive, proven platform for sales enablement and readiness.

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CRM Radio, sponsored by GoldMine CRM and hosted by Goldmine GM Paul Petersen is a radio program with podcast replays on the Funnel Radio Channel.  Listen Live here at 11 am PST on Thursday.

21
Mar 2019

Experts Discuss eMail Relevance (and the Beatles) – Gene Marks and Paul Petersen

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Columnist Gene Marks, a frequent guest on Paul Peterson’s CRM Radio,  talks about email relevance today.  Some of his thoughts:

  1. No, email is not dead
  2. Research has shown it is still the number one tool for business communications
  3. He gives tips on getting your email opened
  4. Relevance is King (aside from the subject line)
  5. Frequency’s impact on relevance and effectiveness requires thought
  6. Examples by Gene and Paul play a role in this program
  7. Why Paul Petersen believes side 2 of Abbey Road is the best Beatles Album

About Gene Marks Speaker. Columnist. Small Business Expert

Small business keynote speaker Gene Marks helps small business owners, executives and managers understand the political, economic and technological trends that will affect their companies so they can make profitable decisions. As a speaker and small business expert, Gene has talked at industry conventions, corporate events and professional trade shows.

Gene is also a small business writer. He has authored multiple books for small business owners, and is a featured small business columnist in many national online publications.

Gene has talked at annual meetings, industry conferences, and corporate events.

Marks owns the Marks Group, a Bala Cynwyd, Pa.-based consulting firm that helps clients with customer relationship management. Marks is an author and a certified public accountant, and he writes regularly for The Post’s on Small Business blog. For more about Marks, visit genemarks.com.

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CRM Radio is a weekly program on the Funnel Radio Channel.  It is hosted by Paul Petersen and sponsored by GoldMine CRM