When it comes to CRMs, AI and other systems salespeople feel changes in systems benefits management not salespeople. Points covered:
How does this AI product benefit the salesperson themselves?
Does it help them schedule their calling?
Does this function give better qualified leads, which would eliminate the 55% of the people not going to buy?
Does it help in forecasting?
Does it shorten the time to close a lead?
Who is the special for, management or sales person?
AND is it a special for the customer - what does it do for them?
To get the answers to these questions, join Susan Finch and her guest, Matthew Nolan. Matt is the Senior Director of Product Marketing for Marketing, AI, and Decision Sciences at Pega.
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It takes an expert who has worked in digital marketing for a long time with dozens and dozens of companies to nail the 5 mistakes (maybe myths) in Digital Marketing that cause the average company lost revenue. In this program, host Stacy Gentile interviews Maggie Strevell, president of Naper Solutions.
Maggie and Stacy knockdown paid search myths, mobile-friendly absences, fear that digital marketing is too expensive, the fable about bad company reviews, and the number one fairytale about the emails you send.
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Actually connecting with potential customers and growing your pipeline is harder than ever before. Today’s sales and marketing environments are a paradox. You have more marketing channels, content and martech tools to reach customers. And using company logic doesn’t lend itself well to actual pipeline growth. According to the CMO Council, “Only 20% of marketers are able to predict the next best action for their customers.”
Additionally, Forrester Consulting discovered, “65 percent of marketers struggle to employ emotional marketing as they turn to automation to improve customer engagement.” Our guest to discuss this is author and consultant Brian Carroll CEO and Founder of markempa.
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We've covered a lot ground with the topic of AI, but before it was a thing, companies pushed their teams to implement and vigilantly use tools such as CRM, DemandGen, CMS and so much more as a solution to increase closed deals. During this period the roles of sales, marketing, management and IT evolved dramatically. Bad habits were also part of this evolution.
Sales and marketing replacing productive personal efforts with filling in blanks to satisfy management with data, data and more data. What was lost along the way? Conversation, relationships, business lunches - IN PERSON relationships, including real voice interaction through the phone. Hiding behind social media, email and texts have hurt companies who wonder why their latest, greatest tools aren't solving the issues. Susan Finch hosts Michelle Huff, when she was Chief Marketing Officer of Act-On Software, Inc.. Michelle understands that tools and systems have their place, but how to you continue to integrate best human practices for the highest results?
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Susan Finch talks with Paul Petersen about the lazy, stupid mistakes people make when using social media. They forget it's a people to people media and try to automate posts - barfing our stuff and that of others vs. true engagement to build relationships that can be converted to prospects or advocates - from either direction.
Let's be honest, she goes on a few rants here because she's passionate about this topic. But she is right. Dead right. Everyone wants the easy way, the silver bullet to avoid actual work. People want to be liked, and loved, and talked about, but they don't want people to people contact; they just want it to look like they have contact, and care when they don't.
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Most CRM users are only accessing 10% of a CRM’s capability. Because CRM systems are where the money is, users should learn about the other 90%. Paul Petersen, GM of GoldMine CRM helps the listeners understand their under-used CRM software.
Why it Matters
Because CRM systems are where the money is, users should learn about the other 90% of the software
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TODD COHEN IS THE WORLD'S LEADING VOICE ON SALES CULTURE
On the surface, it's common to say everyone in your company is in sales. But Todd Cohen says why it's true and this industry leader in sales culture demonstrates it. This program should be listened to by every C-Suite officer.
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While CRM is the accepted tool for B2B, some companies still don't understand it. In this short podcast, CRM veteran Paul Petersen from Goldmine reminds the "have-nots" why CRM is indispensable. This show is for those B2B companies that have not adopted a CRM tool.
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Yes, small businesses are under siege. Pundit Gene Marks, also described as the polite contrarian, shares tactics for survival in a stressed economy and what SMBs should rethink their banking strategy. This program is for small to medium-sized business owners.
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We agree working at home is more productive than blowing an hour getting to work. Kevin Smith, a GoldMine Regional Manager talks about the benefits of a home office and how to maximize GoldMine CRM. This show is for salespeople.
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