CRM Radio header image 1

CRM Radio

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.
9
Feb

Revenue Made Predictable: Interview with author, Marylou Tyler

00:0000:00

250-CRMRadio-20170209-tyler.jpgIf your organization’s success is driven by B2B sales, the co-author of the book Predictable Prospecting, MaryLou Tyler will discuss her proven step-by-step process to turn any B2B organization into a high-performance business development engine.  The host is Jim Obermayer

About Marylou Tyler

Marylou Tyler is the Founder of Strategic Pipeline, a Fortune 1000 outbound sales process improvement consulting group. Her client list includes Apple, Bose, AMA, Talend, CIBC, Prudential, UPS, Orkin, AAA and Mastercard.

She's also co-author of the #1 Bestseller Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com. It's sold over 60,000 copies and has over 250 reviews on Amazon averaging over 4.3 stars.

And her new book is titled Predictable Prospecting: How to Radically Increase Your Sales B2B Pipeline.

Read the rest of this entry »

1
Feb

Is CRM Turning into Service Relationship Marketing?

00:0000:00

250-CRMRadio-20170201-alabed.jpgHas CRM it lost its way in its evolution? In this interview with Aptean’s CRM expert Imad Alabed, we’ll tackle the how CRM systems have evolved, what it means to service relationship marketing and how business intelligence is influencing the more aggressive B2B companies. The host is Jim Obermayer.

Our Guest Imad Alabed

Imad Alabed has over 15 years of experience in the Customer Relationship Management space. Imad started his career as CRM technical consultant and spent more than 10 years implementing and integrating CRM solutions for numerous clients across a variety of industries. During the past 5 years, Imad shifted his focus to CRM product management and is responsible for evolving CRM to ensure that client’s needs are met  Imad holds a bachelor’s degree in Electrical Engineering from Boston University (United States) and Master’s Degree (MSc) in Management Information Systems from Concordia University (Montreal, Canada). Read the rest of this entry »

24
Jan

13 things A Salesperson Won’t Tell You

00:0000:00

250-CRMRadio-20170126-anonymous.jpgWe go behind the smiling sales persona to hear what a sales person really thinks about sales and marketing management , CRM tools, sales forecasting and sales beatings (he means sales meetings).  Don’t expect any sugar coating here. This is what no sales person will tell you because they are afraid of your reaction and afraid of revealing their dark secrets. The host is Susan Finch

About the Guest:  Anonymous

About his company:  Any company USA

Some of the questions our guest will be answering:

  1. What about CRM systems?
  2. Let's talk about sales forecasts, why are they so inaccurate?
  3. How do you feel about management traveling with you or listening in on your phone calls?
  4. Do you like the time you spend on customer service?
  5. Are you getting enough sales leads?

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
Jan

The Big Question CEOs Forget to Ask Sales Management

00:0000:00

250-CRMRadio-20170119-liang.jpgIn this free-wheeling interview with LeanData’s CEO Evan Liang we discuss his opinion of where CEO’s fail in their management of sales managers by not asking a crucial question that can determine the company’s future.  The host is Jim Obermayer.

About Evan Liang

Evan Liang is the co-founder and CEO of LeanData. A graduate of Stanford University and Northwestern University's Kellogg School of Management, Liang's business career includes a background in venture capital with Battery Ventures and Shasta Ventures. He founded lead management company LeanData with Kelvin Cheung in 2012.  Read the rest of this entry »

11
Jan

How Technology Solves Sales Pipeline Failures

00:0000:00

250-CRMRadio-20170112-house.jpgYes, it is about people, this pipeline failure issue, but is just as much about the tools and technology to over-come the failure that is the subject of this radio program with Giles House of CallidusCloud.  The host is Jim Obermayer

About Giles House:

Giles House 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 CallidusCloud

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.   CallidusCloud

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.