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CRM Radio by GoldMine

2
Jul 2019

The Number One Sales Coaching Failure

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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: 

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17
Jun 2019

How Our Parents Killed our Potential, Hint, it’s the Word No

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Yes, this is another rag on what our parents did wrong and from Andrea Waltz we understand the limits this has imposed on salespeople.  And yet, it's easier than you think to overcome our avoidance of the word no and reprogram ourselves to embrace it.

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13
Jun 2019

6 Reasons Sellers Have to be Skilled at Social Selling

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Buyers Have Changed: Sellers Must Change or Fail to Make Quota

Spray and Pray doesn’t work, but it’s used every day by unsuccessful salespeople. Mario Martinez Jr., president of Vengreso says that buyers only care if a salesperson can add value and the buyer can quickly tell if this is the case.  In this interview with CRM Radio host Stacy Gentile, Martinez knocks down stereotypical ways of selling that are yesterdays approaches and gets into the methods of today’s most successful salesperson: Social Selling.  He discusses:

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29
May 2019

Tips and Pitfalls of CRM Use and Implementation

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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 BaerGene MarksPatrick RenvoiseJill KonrathTodd CohenChad PollittShari Levitin, and others to discuss the takeaway tips about sales in general and CRM usefulness for sales and management.   For instance:

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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.

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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."

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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.

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