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CRM Radio

20
Jun

Why Sales and Marketing are a Science

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Many managers give lip-service to the thought that marketing and sales is a science driven by data, and repeatable processes.  In reality very few managers know the science of marketing and sales well enough to make good on the promise of a repeatable process to create demand and close sales.  Our guest this week is a principle at SBI, Dan Perry who will tell us why science dominates sales and marketing more than ever before and how it can be implemented.  The host is Jim Obermayer.

About our Guest Dan Perry

Dan approaches the idea of making your number from a unique perspective. Like many SBI leaders, he has walked a mile in your shoes. He comes from the industry side and has had to make his number to be successful. Perhaps this is why it’s wise to rely on SBI’s evidence-based methodologies. Though SBI is certainly an execution-based firm, Dan only implements strategies and solutions for his clients after they have been verified with before-and-after data. This leads to adoption of sales programs in the field, rather than shelf-ware.

About SBI

SBI is a firm comprised of former sales and marketing leaders who spend every minute of every day thinking about one thing: Making Your Number. We are a firm that is drawn to companies with aggressive goals and unreasonable time lines because we enjoy working on projects with a lot on the line. Our business is built to over-serve a small number of clients. We are not trying to please everyone, and we always put our money where our mouth is. Because of this we tend to develop deep and long lasting relationships with our clients and coworkers, that extend beyond the office.

SBI uses the benchmarking method to help clients accelerate their rate of revenue growth. Benchmarking allows our clients to leap frog their competitors by getting access to emerging best practices from the top sales and marketing leaders.

SBI has a legacy of making a measureable and lasting impact on the success of our clients.  

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.
12
Jun

Will Artificial Intelligence Replace Marketing People – Matt Heinz

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This is the 4th in a series of interviews with industry leaders about artificial intelligence’s impact on the marketing departments head count.  Our questions for Matt Heinz, founder of Heinz Marketing explore the uses of AI and the impact it has to create or eliminate jobs and job functions in marketing.  The host is Jim Obermayer

About Matt Heinz

Prolific author and nationally recognized, award-winning blogger, Matt Heinz is President and Founder of Heinz Marketing with 15 years of marketing, business development and sales experience from a variety of organizations and industries. He is a dynamic speaker, memorable not only for his keen insight and humor, but his actionable and motivating takeaways.  Matt is a repeat winner of Top 50 Most Influential People in Sales Lead Management and Top 50 Sales & Marketing Influencers.  Matt is living through the renovation of a 105-year old historic farmhouse in Kirkland, Washington with his wife, Beth and three young children.

About Heinz Marketing

ABOUT HEINZ MARKETING Heinz Marketing is a Seattle marketing agency focused on sales acceleration. Heinz Marketing helps clients achieve sustained sales success by growing revenue from existing customers and cost effectively identifying and winning new customers. www.heinzmarketing.com acceleration@heinzmarketing.com

Heinz Marketing, Inc. 8201 164th Ave. NE, Suite 200 Redmond WA 98052 Ph. 877.291.0006 www.heinzmarketing.com

Matt Heinz is also the host of Sales Pipeline Radio - part of the Funnel Radio network.

 

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
Jun

Will AI Replace Humans in Sales and Marketing? Prayag Narula

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This is part of an on-going series of interviews with industry leaders about how AI will affect jobs in sales and marketing and what to do about it if it does.

To hear many software companies, AI is part of their offering, has been for some time and saves the end user time, money, and increases sales.  It is a wonder drug which is habit forming.

They say it brings in qualified prospects (sometimes before they know they are prospects), enhances CRM and Marketing Automation systems while making life easier and more productive for all users. The history of AI, however is also littered with massive shifts in labor, and tasks and decisions that are now done by machines. 

Our interview is with LeadGenius CEO Prayag Narula, who says AI is creating jobs not taking them away and most marketing automation programs are stupid in their execution. The host is Jim Obermayer.

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You may also like:

Prayag was interviewed on May 18th on CRM Radio.  You can hear the program here:

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

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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. 

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.
30
May

Marketing Reports that Don’t Suck

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Reports on marketing’s success in creating revenue is promised by software and marketing consultants, but there always seem to be obstacles to the complete story; the whole consistent attribution of marketing campaigns is evasive for many.  In this interview with two industry experts, Andrea Lechner-Becker of LeadMD and Brewster Stanislaw of Bizible, we get to the bottom of how to avoid over-promise and under delivery of vital reports that can make the difference between success and failure in a digital world.  The host is Jim Obermayer.

About our Guests

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.  Andrea is one of the 20 Women to Watch in Business in 2017 and she was also chosen by the judges in 2016. 

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

Brewster Stanislaw

Brewster is the Vice President of Product and Strategy at Bizible where he builds products to help marketers, plan, measure, and increase the revenue impact of their omni-channel marketing efforts. At Bizible, Brewster is responsible for all aspects of product development, business development, and strategy. He has 7 years of experience building analytics and attribution products for marketers. Most recently, he was Head of Product at Simply Measured, which he joined via the acquisition of Inside Social, a venture-backed social attribution startup where he was CEO and Co-Founder. A reformed financier, Brewster worked in equity sales and corporate finance before realizing that zeroes and ones are way more interesting in code than financial models. A sought-after writer and speaker Brewster has been featured in Forbes, Entrepreneur, Inc, Digiday and presented at SXSW, Socialmedia.org, the Startup Marketing Conference among others. He is an active angel investor and startup advisor and a mentor for Techstars Seattle. Brewster holds a B.A. magna cum laude in Philosophy, Politics, and Economics; and in Communication from the University of Pennsylvania.

About Bizible

Bizible is a B2B marketing attribution solution dedicated to helping companies make profitable marketing decisions. Bizible’s technology connects all marketing activity (both online and offline) to revenue, enabling revenue credit to be accurately distributed to the marketing channels that are making an impact. This advanced, multi-touch attribution technology allows marketers to do more effective and more efficient marketing.

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.
23
May

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

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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

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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

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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

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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?

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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%

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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.