CRM Radio header image 1

CRM Radio

10
Apr

The Future of Artificial Intelligence for Salespeople

00:0000:00

crm-20170413-atienza-tweet.jpg

The terms artificial intelligence, machine learning and business intelligence are tossed out fast and loose by marketers in the CRM, Marketing Automation, Telemarketing and pre-lead space (new oxymoron).  They all claim secret sauce that makes their services more valuable for marketing and sometimes even salespeople.  In this program we interview Sabrina Alteniz to discuss how AI can be used to help salespeople increase revenue.  The host is Jim Obermayer.

About Sabrina Ateniza

Sabrina Ateniza is the Founder and CEO at Qurious, pioneering real-time voice A.I. in the enterprise space. Qurious' first application is to help companies boost revenues by replicating the conversational best practices of their top-performing sales professionals. She's excited about leveraging the latest A.I. technology in new ways to solve massively valuable business problems. Prior to Qurious, she trained in Computer Science and Physics at UC Berkeley.

About Qurious

Qurious is the first real-time voice A.I. platform that enables sales leaders to scale their organizations better and faster, at lower cost. The platform shows real-time battlecards in response to customer’s questions and objections while a sales call is happening. We are on a mission to help sales organizations solve the last mile problem: the connection between a rep and the customer over the phone. Sales leaders wish they had more A-players, so we figured if we could leverage what the top reps say and give “nudges” in real-time to help other reps, we could help sales leaders scale sales performance and help every rep win more deals.    https://www.qurious.io/

 

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
Apr

Is ABM Right for You?

00:0000:00

tweet-600-x600-CRMRadio-20170406-baldwin.jpg

Some will say, ABM is right for any company now that technology more easily assigns content by person/title and tracks interactions, but seriously is ABM right for a company with thousands of potential buyers?  After all, ABM is more than the technology behind the database. During this program we delve into Account Based Marketing with Cari Baldwin, Chief Revenue Officer for Square 2 Marketing.  Once the prime question is answered we will discuss the steps to create an ABM program.  The host is Jim Obermayer

 

About our Guest Cari Baldwin - Chief Revenue Officer

Cari is a seasoned demand generation expert, recognized thought leader and frequent industry speaker on marketing trends and technology.  She is focused on ensuring the firm drives marketing strategies and programs that deliver measurable results for clients.

With a solid understanding of leading marketing technology solutions, Cari’s strengths include include ABM, nurture and process strategy; demand generation planning; and analytics.  Cari values educating the next generation of marketers, and is a guest digital marketing instructor at George Fox University and chief learning officer at GreenFig University.

 About Square 2 Marketing

Founded in 2003, Square 2 Marketing is a data-driven digital agency dedicated to helping businesses improve results with buyer-centric sales and marketing strategies. With a focus on science, data and intelligence, we support business growth with comprehensive, campaign-based and tactical services in five practice areas: business innovation consulting, inbound marketing, demand generation, inbound sales and marketing technology. 

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.
27
Mar

Are you running a business or a Lottery?

00:0000:00

 crm-20170330-alexander-tweet.jpg

Without a Sales Process Your  Business is a Lottery

In a discussion with SLMA Board Member Michael Alexander of the Private Trustees Management Group, he said, "If you can’t describe your company’s sales process you don’t have a business you have a lottery!"  Alexander reminded me that companies should review the marketing and sales process to the same degree as they review and improve manufacturing. “Everyone does a high five,” he says, “When manufacturing improves its efficiency by a point or two and yet marketing and sales run fast and loose with few serious measurements in place.”   The host is Jim Obermayer

OUR GUEST: MICHAEL T. ALEXANDER, J. D.  Managing Principal

Michael is responsible for overall management of the firm as well as Client Relations. He brings to the firm a deep understanding of fiduciary law and practice as well as thirty-five years of legal, financial and business experience. He is a graduate of University of Southern California Law School and served in the United States Marine Corps. He resides in Pasadena and is involved in a wide range of professional, community and cultural activities. He is a member of the ESOP Association, the Center for Employee Ownership, Pasadena Breakfast Forum, the Twilight Club and a number of other community organizations.

Private Trustees Management Group

PRIVATE FIDUCIARY SERVICES

Successful fiduciary management requires a deep understanding of the larger financial, fiduciary and professional context in which the client’s affairs are being conducted. It also requires close coordination and cooperation among all the professionals to ensure that the client’s best interests are served. Our deep familiarity with our clients’ financial affairs uniquely positions us to take the initiative in identifying, communicating, coordinating and collaborating with other trusted advisors.

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.
21
Mar

How Machine Learning Drives Act-On’s B2B Marketing Automation

00:0000:00

crm-20170323-huff-tweet.jpg

“Machine learning” for some is a buzz word that may or may not have substance behind it.  Defined as a field of computer science, machine learning gives computers that use algorithms the ability to learn from and to make decisions without programming based on data.[i]   In this interview with Michelle Huff CMO of ACT-On we learn how ACT-On is using ML to drive decisions that help their users sell more.  The host is Jim Obermayer.

About our Guest Michelle Huff

Michelle is Act-On’s Chief Marketing Officer, and oversees the company’s brand, demand, and customer expansion marketing efforts. Michelle comes to Act-On with 17+ years’ experience helping market leading companies, including Salesforce and Oracle, connect customers with technology solutions to grow their business. Most recently, Michelle was GM of Salesforce’s Data.com division after having served as the VP of Marketing for the group. Prior to her tenure at Salesforce, Michelle was a Senior Director at Oracle and a Senior Product Marketing Manager at Stellent (acquired by Oracle). She holds a B.A in Business Administration from the University of Washington.

About Act-On:

Act-On Software is a marketing automation company delivering innovation that empowers marketers to do the best work of their careers. Act-On is the only integrated workspace that powers the customer experience from end-to-end, from brand awareness and demand generation, to retention and loyalty. With Act-On, marketers can drive better business outcomes and see higher customer lifetime value. Act-On is squarely focused on the success of its customers and offers consultant-level quality with everyday customer support. Act-On has been recognized for its superior product and rapid business growth by Deloitte, Forbes, and Inc. Magazine. For more information, visit Act-On Software.

Converse with us on Twitter, circle us on Google+, and get to know our company on LinkedIn and Facebook. For marketing best practices and tips, read our Marketing Action blog. Use #ActOnSW to join the social conversation.

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.
15
Mar

How to increase to a 5x lift in pipeline through early engagement.

00:0000:00

600-x600-CRMRadio-20170316-anella.jpgMari Anna Vanella, the CEO and founder of The Vanella Group, Inc. tells us that by understating the psychology of prospects and connecting on a peer-to-peer level her staff can exceed industry expectations for lead generation. Their deliverable she says goes beyond just leads when they deliver high value intelligent engagements.    We’ll find out how. Jim Obermayer is the host.

Mari Anne will discuss the impact that early engagement has in large enterprise B2B sales cycles.

Topics discussed:
  1. Is BANT relevant anymore for engagement with large B2B deals?
  2. What are some common engagement breakdowns?
  3. Is there such a thing as predictability with engagement?
  4. If a company outsources, what should they consider specifically related to engagements?
  5. Isn’t buying appointments the right thing to do?

About our Guest Mari Anna Vanella

Mari Anne Vanella has 25+ years of sales and business management experience. As Founder/CEO of sales development firms in the Silicon Valley, her organizations have consistently delivered long-term, successful sales development programs to high tech and services industries across the United States.

Mari Anne's background includes successful performance as Vice President and Director at companies such as The EC Company (now ADX), PictureTalk, a subsidiary of Drake International (one of the world's largest IT solution and staffing firms), Global Knowledge, a $500 Million IT Training and consulting firm, and at Skyline Computer Corporation, where she led the Cisco Training Products organization to a #5 position in the country within one year. Prior to these she founded Procom, a sales development firm based in the Silicon Valley serving customers such as State Farm Insurance, Waddell & Reed, AmeriPro, and many others.

Her executive leadership roles in enterprise technology sales organizations with field reps, sales engineers and customer service teams contribute to in-depth knowledge and hands-on experience which results in a solution that has unmatched results.

Mari Anne is listed in the #3 position in the "40 Most Inspirational C-Level Leaders in Sales Lead Management" in 2015 and is also listed in the "20 Women to Watch in Sales Lead Management" in 2016, 2015, 2014, 2013, 2012, and 2011. She was recently a speaker in featured sessions at Dreamforce on Social Selling and has been invited to speak three times recently in featured sessions. She has also been invited to represent the SMB CEO role at "LinkedIn Live" event which was co-sponsored by the regional Chamber of Commerce and focused on how SMB's can successfully leverage LinkedIn as The Vanella Group, Inc. has.

She has authored the best-selling and award-winning book 42 Rules of Cold Calling Executives which is available on Amazon.com and other retail channels.

Mari Anne's graduate studies in Business Management were through the Edinburgh School of Business, Heriot-Watt University.

About The Vanella Group, Inc.

The Vanella Group, Inc. is the only provider of High-Touch/High-Quality Telesales-based Lead Generation Solutions for Enterprise Technology companies that over-achieves traditional lead gen programs 5x above industry standards. Now in their 17th year, they have delivered opportunity-based programs for companies such as HP, Hitachi, SAP, and many other enterprise technology providers. Their programs are uniquely designed to be performance-oriented using a peer-to-peer engagement model.

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.
7
Mar

What is the Meaning and Application of Account Based Sales?

00:0000:00

250-CRMRadio-20170309-doyle.jpgYes, we have heard about account based everything and account based marketing, but do we really know what account based sales is all about?  Katie Doyle VP of Marketing at Outreach Corporation answers our questions. The host is Jim Obermayer

Our Guest Katie Doyle

Katie Doyle is the vice president of marketing at Outreach and has over 15 years of enterprise software marketing experience delivering results for some of the most successful high-growth startups and established industry players. Prior to Outreach, Katie served as director of product marketing for Salesforce where she oversaw the Pardot, the company's marketing automation software. She has also worked as a marketing director for MuleSoft, Guidewire, and spent over seven years with IBM, working her way from a software engineer to a product marketing manager. She currently resides in Seattle, WA and enjoys exploring new restaurants and traveling. 

About Outreach

Outreach is a system of action for sales, empowering sales teams to meet rising quotas and revenue targets. A complimentary tool to customer relationship management (CRM) systems, Outreach uses a combination of automation, analytics and content to prescribe actionable next steps for engaging with prospects. Starting with six employees in 2014, Outreach has grown to nearly 150 today and projecting to triple its workforce by the end of 2017. Customers like CenturyLink, Pandora, and Glassdoor rely on Outreach to gain 1-2 more hours of active selling per day/rep, secure 30% more meetings and contribute up to 25% more revenue. 

 

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
Mar

How AI is impacting Inside Sales Rep Productivity (Revenue).

00:0000:00

250-CRMRadio-20170302-plante.jpgFrom Artificial Intelligence’s early 1950s discussion to Machine Learning’s (ML) follow-on a few years later, we have always been fascinated with the potential for machines that think. In the past few years Business Intelligence has surfaced as just another name for AI and ML and now there is the mad rush to get machines to think and to take action for us.  Everyone has to admit that AI is making its way into the manner in which inside sales people prospect, work and sell.  In this interview with InsideSales’ CMO Mike Plante we will search out ways that inside sales rep productivity is changing for the better.

Also Read:

It is not the strongest nor the most intelligent company that survives, but the one most adaptable to change![i]

Webinar:

Introducing Playbooks™: Smarter Account-based Selling Fueled with AI

About our Guest Mike Plante  Chief Marketing Officer

Mike Plante joined InsideSales.com in January 2014, and brings more than 30 years of experience in technology marketing, strategy, product management and sales. Previous to InsideSales.com, Mike helped drive growth strategies for award-winning and category-leading products, such as GoToMeeting and GoToMyPC, as vice president of product marketing, marketing strategy and operations for the $730 million SaaS division at Citrix. Prior to Citrix, Mike spent nine years at Symantec, where he was the vice president of product marketing and marketing strategy. In this role, he was responsible for go-to-market and growth strategies for the $2 billion Norton portfolio of products. Before this role, Mike led Symantec’s European consumer marketing organization, a 36-member team responsible for delivering $540 million in annual sales from consumers and small businesses across Europe.

About InsideSales.com
InsideSales.com offers the industry’s leading sales acceleration platform built on Neuralytics, a predictive and prescriptive self-learning engine that drives revenue growth by delivering an optimized experience for both salesperson and buyer. The platform fuels sales rep performance and provides buyer personalization with breakthrough innovations in predictive sales communications, engagement tracking, forecasting and rep motivation. InsideSales.com has received numerous accolades for its technology, including being named to the CNBC Disruptor 50 and Forbes Cloud 100 lists and earning recognition as one of the fastest growing companies, according to Inc. InsideSales.com enterprise customers include ADP, Microsoft and Groupon.

 

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.
27
Feb

Real Estate software that follows the natural flow of a transaction.

00:0000:00

250-CRMRadio-20170227-krein.jpgMichael Krein, CEO RIOGenesis/RIO Software Solutions, reminds us the importance of tracking your mentions across all venues. This was an unexpected pair of awards his software, RIO Genesis received last week. CRM Radio picked up on it because of the significance of such a niche market product that includes CRM to rank this high out the gate! Happy, loyal advocates. Host Susan Finch interviewed Mike about the awards, the surprise, and what they are doing to stand out in the market trouncing on the competition in the real estate industry, including their customer service, and their educational arm, Free Broker School.

In this episode Mike covers why RIOGenesis is different than ANY other Real Estate transaction management software. Cloud-based and includes EVERYTHING, written by industry experts for the industry. It follows the natural flow of a transaction. 

Finances Online has published a review of RIO Genesis in their Business Process Management Software directory here:  https://reviews.financesonline.com/p/rio-genesis/ 

They've awarded RIO Genesis two of their awards: "Rising Star 2017" and "Great User Experience Awards". They have earned a Customer Review rating of 98% based on the algorithm they use to ascertain RIO's current review ratings in other places online. RIO Genesis scored 8 out of 10. Integrations make up 12% of the score and ease of use is 10% of their score.  

About Michael Krein:

Dr. Michael Krein is currently the CEO of RIO Software Solutions, the parent company and provider of the RIO Genesis software platform. It was Dr. Krein's 30 years of experience in the real estate and default servicing industry that led to the creation of the RIO Genesis system, whereby his ideas and management systems were incorporated and designed into a user friendly software system for both general and default real estate companies and their affiliate partners.

Dr. Krein has also served as the President of the National REO Brokers Association since its inception. Members of the National REO Brokers Association specialize in the disposition and sale of Bank-owned properties.

Michael Krein has personally listed and/or sold in excess of 25,000 single family homes (REO) many of which were properties owned by various financial institutions from around the country. He was the Founder/Owner of Nevada Real Estate Services, a seven office real estate firm which had over 400 agents. During his Real Estate Career he has also built, owned, and sold Century 21, Better Homes & Gardens, and SellState franchise offices, as well as additional independent real estate offices.

His professional philosophy is “Everyone talks – Few people do! Now make something happen!”

About RIO Genesis:

Free Broker School and RIO Genesis are part of RIO Genesis Software Solutions, the industry’s premier Real Estate Brokerage Software. Manage all aspects of your real estate office, including transactions, from one web-based, secure system. Log on anywhere, any time. For agents, RIO Office is the complete real estate brokerage organizer.

As the only true complete real estate software on the market, RIO Genesis has all the tools you need to manage your real estate brokerage all in one easy to manage software. Mitigate liability and monitor trends, anytime from anywhere using this truly mobile solution.

  • Comprehensive reporting – Save or export reports
  • Financial dashboard – Track commissions, transactions and productivity
  • Unlimited properties, photos and documents
  • Staff and agent auditing – Productivity snapshots keep you informed
  • Recruiting is the secret of a successful brokerage. RIO Genesis has assembled an exclusive recruiting and retention system that will automate the recruiting and retention process:

    • Identifies and “farms” to productive agents
    • Maintains a high touch relationship with current agents
    • Automates recruiting with system campaigns or create your own
    • Campaigns formulated by world class real estate recruiter

 

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.
20
Feb

How to Build a Predictable Pipeline

00:0000:00

250-CRMRadio-20170223-quanstrom.jpgSome say a predictable pipeline is an oxymoron.  Others such as guest Eric Quanstrom, CMO of Kitedesk says it is easy when you know how to build and manage  the top of the funnel.   The host is Jim Obermayer

About our Guest Eric Quanstrom

Eric leads all Marketing efforts at KiteDesk, from Awareness to Zealous fans, bringing a unique combination of marketing, digital media, technology and strategic experience to the role of CMO.  Previous to KiteDesk, Eric served as CMO of Pipeliner CRM, Nimble and COO of Sorenson Media. Other prior appointments include VP, Marketing at SightSpeed (acquired by Logitech, 2008), Director of Business DocuComp (acquired by DocsCorp) and News Corporation, as West Coast head of the Fox Online Properties.  Eric has an MBA in Marketing from San Francisco State University and BA in Journalism from San Diego State University.

About KiteDesk

KiteDesk offers a comprehensive sales engagement platform growth organizations. Combining account targeting, multi-channel sales engagement and analytics capabilities in a single application, KiteDesk helps salespeople dramatically increase productivity while decreasing the amount of time spent generating qualified meetings.

KiteDesk is a venture-backed, privately held company headquartered in Tampa, with offices throughout the United States. To learn more, please visit www.KiteDesk.com or connect with us on Linkedin, Facebook  or on Twitter @KiteDesk.

 

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.
13
Feb

How to Monitor Account Based Marketing and Does it Include Revenue?

00:0000:00

250-CRMRadio-20170216-isaacson.jpgWe can discuss account based marketing and how it applies to large and small market places (some would say almost any marketing effort)  but how to specifically monitor account based labors is another issue.  In this program Peter Isaacson, CMO of DemandBase discusses the issue facing so many CMOs:  If you can’t measure it did it happen?   Can the measurement include revenue contributions per campaign?  And what is the DemandGraph they make such a big deal about?  The host is Jim Obermayer

About Peter Isaacson

Peter Isaacson is a proven business leader with over 25 years of marketing experience in job responsibilities ranging from branding and advertising, to corporate communications and product marketing. This includes deep experience in both B2C and B2B marketing and managing large teams across international markets. As Chief Marketing Officer for Demandbase, Peter is responsible for overall marketing strategy and execution, including product, corporate and field marketing. Prior to joining Demandbase, Peter was CMO at Castlight Health, helping to scale the company and build the marketing team prior to their successful IPO. Peter has also held leadership positions at Microstrategy and Adobe, where he led various functions, including brand marketing, WW field marketing, and the WW Education vertical business. Peter got his start in advertising, working at agencies in New York on accounts ranging from Procter & Gamble to Compaq computers.  

About Demandbase

Demandbase, the leader in Account-Based Marketing (ABM), has been introducing ABM solutions to the market since 2011. The company offers the only end-to-end ABM platform — account identification, account-based advertising, B2B website personalization, account-based marketing automation, sales insights and integrations into CRM so that ABM results are optimized around sales activity.

The Demandbase B2B Marketing Cloud is the only subscription-based ad targeting and web personalization solution that let marketers connect campaigns directly to revenue. The B2B Marketing Cloud is powered by patented technology, which allows companies to identify in real-time the accounts they value most and personalize their digital marketing efforts to them. Enterprise leaders and high-growth companies such as Adobe, GE, Salesforce.com, Oracle, Box, CSC, DocuSign, Dell and others use Demandbase to drive ABM and maximize their marketing performance. The company was named a Gartner Cool Vendor for Tech Go-To Market in 2016. More information can be found at https://www.demandbase.com or by following the company on Twitter @Demandbase.

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.