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CRM Radio

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. Read the rest of this entry »

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 mistak Read the rest of this entry »

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. Read the rest of this entry »

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. Read the rest of this entry »

10
Apr

The Future of Artificial Intelligence for Salespeople

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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. Read the rest of this entry »

5
Apr

Is ABM Right for You?

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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 Read the rest of this entry »

27
Mar

Are you running a business or a Lottery?

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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

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“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
7
Mar

What is the Meaning and Application of Account Based Sales?

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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.