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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.

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 

11
Mar 2019

Are You Half Prepared as a Salesperson?

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Keenan, the author of Gap Selling is the CEO of A Sales Guy  and the guest for host Paul Petersen on CRM Radio.  This program is part book review and a lot of sales training as Keenan discusses:

  • Myths that we are taught by our mothers
  • The sales gap that is stopping most salespeople from succeeding
  • Why it’s not about telling but all about learning
  • Why he never trusts a customer or prospect to tell him what they want
  • Why the gap is where the value resides
  • Why salespeople have to stop chasing pain
  • Why expanding the gap expands sales results
  • What to do when the sales manager sends you out half-prepared

About Keenan

Keenan is A Sales Guy Inc’s CEO/President and Chief Antagonist. He’s been selling something to someone for his entire life. He’s been teaching and coaching almost as long. With over 20 years of sales experience, which he’ll tell you he doesn’t give a shit about, Keenan has been influencing, learning from and shaping the world of sales for a long time. Finder of the elephant in the room, Keenan calls it as he sees it and lets nothing or no one go unnoticed.  Keenan is also the author of Not Taught.

Gap Selling

Amazon

Kindle: $9.99

Hardcover: 26.93

Barnes and Noble

              Hardcover: $27.00

13
Feb 2019

Explainable AI, Progression and Trends

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Join host Paul Petersen and Amy Guarino, COO of Kyndi as they discuss the current state of AI, how it's progressed, trends – and when companies can expect see it applied in their business. They will also talk about who companies might deal with that are using it. The underlying topic is explainable AI.

  • How AI is the alternative to deep learning
  • Why AI can be the antithesis to the "Block Box"
  • How AI can streamline regulated businesses

About our guest Amy Guarino:

Over the past 25 years, Amy has been an accomplished business leader who uses sales, marketing and management methods learned at IBM to quickly drive results at startup and mid-size companies. Prior to joining Kyndi as Chief Operating Officer, she spent eight years at Marketo, as the Vice President of Business Development.

Amy has a B.A. from the University of Notre Dame. She was selected to the Forbes Forty over 40 list, and recognized as one of the Top 100 Women of Influence in the Silicon Valley. She has served on numerous boards, in addition to advising Silicon Valley startups.

ABOUT KYNDI

Kyndi is an artificial intelligence company that’s building the first Explainable AI platform for government, financial services, and healthcare. Our product exists because critical organizations cannot use “black box” machine learning when they are required to explain the reason for any decision. With its mission to optimize human cognitive performance, Kyndi is transforming business processes by offering auditable AI systems. Kyndi’s products and solutions also help to mitigate the human bias that can arise in the process of extracting knowledge and answers from data.

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CRM Radio is hosted by Paul Petersen, G.M. an Vice President of GoldMine CRM.  CRM Radio is sponsored by GoldMine CRM.  

23
Jan 2019

Successful CRM Deployment is Culture Driven

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CRM Radio host Paul Petersen interviews Gene Marks. In this program Marks says that if companies want to succeed with their CRM system they need to invest in their people first. The result is a successful CRM system, growing sales, a clean database and a high value for the company.

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2
Jan 2019

Social Media Trends Plus Brian Fanzo’s Latest Gadget

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  • We chat with Brian about his podcast on the business value of Facebook and Instagram: we will discuss the key takeaways and why this was so popular.
  • There will be an update on social media trends for B2B.
  • We'll have some fun discussing his latest "gadget. Do they make gadgets any more? - Find out.
  • Find out if you have FOMO: fear of missing out - Don't miss it!

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