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CRM Radio

12
Feb

5 Most Important Things Ruth Stevens has Learned in Business and Life

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As part of a continuing series of interviews with executives on the 5 Most Important Things they have Learned in Business and Life, we spoke with author and consultant Ruth Stevens. Ruth discusses why culture is more important than money or title in a career choice, why being miserable in a job leads to poor work results, the difference between line jobs and staff jobs, three tips on self-employment, and why your personal life should never, never be sacrificed on the altar of a career (my take-away). 

Bio

Ruth P. Stevens is the author of three books, B2B Data-Driven Marketing: Sources, Uses, Results, Maximizing Lead Generation: The Complete Guide for B2B Marketers, and Trade Show and Event Marketing: Plan, Promote, Profit. Her expertise in customer acquisition and retention derives from a decade and a half of hands-on marketing for both large enterprises and start-up companies. Just prior to beginning her consulting practice, she served as chief marketing officer at an Internet company in New York City. Before that, she had broad responsibilities for direct marketing at three corporate giants – IBM, Ziff-Davis and Time Warner.

Ruth serves on the board of directors of Edmund Optics, a leading supplier and manufacturer of industrial optics and components, based in Barrington, NJ. Ruth is a frequent contributor to a variety of marketing publications. She teaches marketing to graduate students at Columbia Business School. Ruth serves on the board of the Direct Marketing Club of New York.

She is past chair of the Business-to-Business Council of the Direct Marketing Association and holds a BA from Hamilton College and an MBA from Columbia University. Ruth’s consultancy;eMarketing Strategy is in New York. She was also named one of the most influential people in B2B Marketing by Cain’s B2B Magazine.

 

Sponsor for CRM Radio:

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7
Feb

Commence CRM Product Review with CEO Larry Caretsky

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crm-20180208-caretstky.jpgIn this interview with Larry Caretsky, CEO and Founder of Commence CRM, we discussed how his CRM system has created such a loyal following of users from B2B manufacturers.  Larry talks about its ease of use by salespeople and marketers and how it is easily customized to meet the needs of a solid product with loyal users in 35 industries and 22 countries. 

Company Backgrounder

Becoming a leading provider of CRM solutions to small and mid-size businesses didn’t happen overnight. Two decades ago the founders of Commence Corporation had a vision where businesses could improve the efficiency of their operations by capturing, tracking and sharing vital customer information throughout their organization. This vision led to the development of Commence RM, a desktop software solution for managing accounts and contacts, sales, marketing and customer service.

Commence’s popularity is driven by the products’ robust functionality, its ability to be used in a disconnected mode while away from the home office and the ability to be customized without programmer intervention. This uniqueness caught the attention of industry giants IBM, Compaq Computer and AT&T all of whom sold the Commence product under a private label agreement.

Today, Commence has evolved into a comprehensive cloud-based Customer Relationship Management (CRM) solution with functionality that rivals enterprise offerings costing thousands more. Complementing this award winning software is a series of best practices created by the company’s professional service staff who have been engaged in hundreds of CRM system implementations. The best practices coupled with the company’s top rated software ensure that Commence customers realize a maximum return on their investment.

Commence sustains strategic agreements 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.

More from Caretsky

 Sales Enablement: Clearing up the confusion

Marketing Enablement? Buzz Words or Facing Reality In a Changing Marketing Environment?

 

23
Jan

How to Avoid the Mistakes of the B2B Sales Data Stack

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Regardless of the software used and the lead generation programs, the successes of competitive corporations are now based on their ability to manage and access accurate data. Without accurate data, a company is at a severe disadvantage in the B2B market place. Our interview this week is with Mark Godley the President of LeadGenuis.  Mark presents his ideas on how to avoid mistakes in creating an accurate database.  The host is Jim Obermayer

About Mark Godley

With more than 25 years of B2B technology industry leadership, Godley most recently served as Chief Revenue Officer for HG Data. Prior to that, he was Vice President of Market Development for ConnectAndSell, Inc., a cloud-based sales productivity platform. At healthcare startup Aventura, he managed the alliance, partnership and sales channel efforts. He also holds Advisory roles at a number of leading companies in the salestech and martech space, including Omniquo, ZenIQ.io and The Big Willow.

Godley holds a B.A. degree from Villanova University in Marketing.  He also attended Executive Graduate programs at both the University of California, Berkeley, Haas School of Business and the University of Chicago, Booth School of Business. Godley has been an award-winning Guest Lecturer in the undergraduate business school at the University of Southern California.

About LeadGenius

LeadGenius, based in Berkeley, CA, is a marketing and sales solution that enables B2B companies to identify and connect with their ideal accounts. The LeadGenius solution is powered by best-in-class B2B data which is continually refined through a unique combination of machine learning technology and skilled human researchers. LeadGenius’ customers include industry-leading companies such as Google, Square, Signifyd and eBay.  A Y-combinator company founded in 2011,LeadGenius is a fast-growing software and services company with the heart of a social enterprise and a mission to provide meaningful opportunities to underemployed individuals with digital skills anywhere in the world. 

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.

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:

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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.

 

 

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.