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CRM Radio by GoldMine

7
Aug 2018

How to leverage digital marketing everyday

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Digital Marketing has suffered in recent years from vanity metrics (likes, followers, etc.) and some channels not living up to their hype. Marketers are returning to traditional branding - but that shouldn’t preclude digital. Digital enables faster research, testing, agility, and can ultimately be the baseline for every traditional effort. Tighter budgets and higher expectations simply don’t work. You can’t grow your business without growing your marketing and sales efforts. Deploying digital marketing effectively can mitigate some costs, but not enough to cut budgets. You should look at your marketing budget as a percent of revenue. A typical static company is spending ~10%, a high-growth company 20%. Some companies like Salesforce went all in and spent over 50% to dominate their market. Join Paul Petersen and his guest, Douglas Karr as they dive into the pressing issues of the struggles of SMB marketers.

Some of what they will cover includes:

  • What are the overall trends you are seeing  (big picture, what you are working on)
  • What are the challenges fo getting the most – especially for SMBs with tighter budgets and higher expectations
  • What are some of the mind sets that block transformation  (results)
  • What role can CRM play, if any

About our Guest, Douglas Karr:

Douglas Karr owns DK New Media. They did due diligence for $3 billion worth of acquisitions in the space and helped countless companies become successful – including SmartFocus, Angie’s List, GoDaddy, Chase Paymentech, Salesforce Marketing Cloud, Compendium, and dozens of startups that they work with.

  • Wiley Published Author: Corporate Blogging for Dummies
  • Recognized by Heinz Marketing: Top 25 Marketing Influencers in the World
  • Recognized by LinkedIn: Top 25 Social Media Experts to Follow

Douglas speaks on a variety of topics, including:

Social Selling – Proven methodologies for enterprise sales organizations to optimize their social media presence, build authority and trust via social media, and drive referrals and sales.

Consumer Buying Journey – Companies have struggled to adopt to new media and are seeing their marketing and sales suffer. This session educates your corporate leadership on how their buyers’ behaviors are changing so that there’s buy-in to new-media adoption.

Content Marketing – Content production is labor and time-intensive but your organization continues to struggle to see the return on investment. This speech helps your content team set goals and build a world-class content library that is superior to your competitors and drives engagement and response.

Marketing Stack – What is the elusive holy grail of marketing technology platforms? How do you determine what to purchase, how much to budget, and how to implement an omnichannel strategy that increases the return on investment while reducing the resources needed to operate it.

Never miss an episode - subscribe on iTunes, GooglePlay, Blubrry or on our CRMRadio.today website for new episodes emailed to you.

24
Jul 2018

How to Speed Up Customer Acquisition & Win Big Contracts with Jill Konrath

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Paul Petersen interviews Jill Konrath, author of More Sales in Less Time. Jill Konrath’s career is defined by her relentless search for fresh strategies that actually work in today’s sales world. Jill’s newsletters are read by 125,000+ sellers worldwide. Her popular blog has been syndicated on numerous business and sales websites.

Speaker

Jill Konrath is also a frequent speaker at sales conferences and kick-off meetings. Sharing her fresh sales strategies, she helps salespeople to speed up new customer acquisition and win bigger contracts. Her clients include IBM, GE, Microsoft, Wells Fargo, Staples and numerous mid-market firms.

Author

Jill is the author of three bestselling, award-winning books. Her newest book, Agile Selling shows salespeople how to succeed in a constantly changing sales world. SNAP Selling focuses on what it takes to win sales with today’s crazy-busy buyers. And Selling to Big Companies provides step-by-step guidance on setting up meetings with corporate decision makers.

Thought Leader

As a business-to-business sales expert, Jill’s ideas and insights are ubiquitous in multiple forums, both on and offline.

13
Jul 2018

Small Business Trends in Social Selling.

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THURSDAY - 7/12 11am Pac - We talked with Jack Kosakowski, the CEO (US Division) of Creative Agency. We will be covering topics around sales, social selling and Small Business Trends. In particular we will cover how sales people use social media, how to increase conversions, the roll content plays in sales and how its created, along with how SMB owners use and collect data for the sales process. The host is Paul Petersen.

 

26
Jun 2018

Why an Unqualified, Naked Sales Lead is Obscene

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Salespeople will tell you that the most obscene thing they receive from marketing is a naked, unqualified sales lead. This is a stripped down sales lead that has nothing on it except what is mandatory and that usually doesn’t include budget, authority, need and time frame for purchase.  
 
Why it Matters:
 
"The interesting thing is that no salesperson should receive a naked sales lead today.  It isn't necessary with the tools that are available to marketing."
 
In this live streaming CRMRadio.Today program Paul Petersen, VP and GM at GoldMine CRM discusses how to gain the salespeople’s unqualfied respect by sending them what they most desire: a qualified sales lead. The host is Jim Obermayer.
 
 
About Paul Petersen
Mr. Petersen is the general manager and vice president of the GoldMine business unit of HeatSoftware Inc. His career spans working with sales & marketing systems and process having developed, managed, and sold for companies including McDonald's Corp, General Electric, Symantec, Allied Van Lines and now has 16 years with CRM background at GoldMine. Mr. Petersen holds a JD from Loyola University of Chicago and was one of the first to be awarded the Professional Certified Marketer designation by the American Marketing Association.
 
About GoldMine

Headquartered in Salt Lake city, UT, GoldMine is “published” by Ivanti.  GoldMine is a leading provider of CRM Solutions for small and mid-sized businesses worldwide.  More than 25 years ago, GoldMine helped pioneer the CRM industry and they have been around for so many years because of their focus on being simple, affordable and proven.  www.goldmine.com

Related: 

Using CRM for Fun and Profit: How Sales Reps can use their CRM to Hit Quota

Marketing Myths and ROI

11
Jun 2018

How the P&L Should Be Measured To Increase Revenue

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This is episode two from the last program on CRM Radio entitled: How to Fix the Broken Customer Experience.  In this episode Augie MacCurrach, CEO of Customer Portfolios discusses how and why a company should look at their P&L differently, through a different lens. He talks about:

Read the rest of this entry »

30
May 2018

How to Fix the Broken Customer Experience

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It's all about the Power of Lifecycle Marketing

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With all of the technology, some say in spite of the technology, many believe  the customer experience is broken.  Is it due to too much technology and no leadership? In this interview Augie MacCurrach gives us hope that lifecycle marketing can solve the issue and bring a predictable bottom line ROI if the CMO is smart enough, clever enough and has the CEO’s backing. This is episode one. 

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About Our Guest Augie MacCurrach

Augie MacCurrach is CEO and founder of Boston-based Customer Portfolios. Under his leadership since 2001, Customer Portfolios provides its clients with actionable customer insight, strategy, analytics, and omnichannel marketing to move the needle on customer value and incremental revenue.

Prior to founding Customer Portfolios, Augie was involved in first wave CRM strategy solutions and technology implementations for Fortune 500 and Dotcom venture backed companies while working with a CRM Consultancy DiaLogos from 1995 to 2001.   
MacCurrach holds a BA in math and economics from Hobart College.

About Customer Portfolios

At Customer Portfolios (CP), it is our mission to increase the value of your customer asset in measurable ways. With our advisory services, we guide our clients through the process of putting customers at the center of their business. By using advanced analytics, we identify actionable insights about specific behaviors and revenue opportunities across the buying lifecycle. Leveraging these insights, we execute targeted and measurable Lifecycle Marketing campaigns using our proprietary database and marketing technology. The result is an increase in lifetime value across your portfolio of customers.

For over 15 years, CP has partnered with multichannel retailers to grow their customer equity and business with our products and services. Visit www.customerportfolios.com, read our blog and follow us on Twitter and LinkedIn.

Sponsor for this show:

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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.

30
May 2018

Bertuzzi: Quick Ideas for Turning Sales Around

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Rapid insights from Trish Bertuzzi's interview on how long it takes to turn bring sales back.

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A new sales manager comes in with promises to turn the situation around, even though he or she doesn’t know what caused. So how much time will it take to turn things around and make the company healthy again?  To answer this we have Trish Bertuzzi of the Bridge Group.  Bertuzzi talks about:-

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  • The disease called Founderitis!
  • Why replacing the sales manager isn’t always the answer!
  • What is the real problem if sales are down?
  • Are you selling aspirins and vitamins?
  • Is here confusion between sales methodolgy and sales process? 
  • Why crafting a vision for a buyer is important
  • Why the buyer can dictate the journey

About TRISH BERTUZZI, President & Chief Strategist

Over the last two decades, Trish has promoted inside sales as a community, profession, and engine for revenue growth. In the process, The Bridge Group has worked with over 200 B2B technology clients to build, expand, and optimize their inside sales efforts.Through a combination of hard work and timing, Trish and her team's research and ideas have been featured on Inc.com, in Forbes, by associations like SLMA and AA-ISP, and across more than 68 sites in the sales and marketing world.

Bridge Group

We specialize in building, expanding and optimizing inside sales strategies for smart technology companies. We help Sales & Marketing leaders make the big decisions: on implementation strategy, productivity & performance, process, technology and tools. Since 1998, we've worked with 300+ B2B clients, helping them increase productivity, drive higher conversion from leads to revenue and maximize Inside Sales success.  https://www.bridgegroupinc.com/who-we-are

Sponsor for this show:

adView.cfm?id=461

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.

16
May 2018

How long does it take a sales manager to turn around inside sales?

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How Much Time Does A New Sales Manager Have to Turn Around Inside Sales?

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2
May 2018

Is Sales Training Needed?

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Listen on iTunes while surfing! 

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When to decide that Sales Training is Needed to Overcome Sales Shortfalls

After three months, sales are slipping and the sales manager is on the hot seat in the staff meeting. Everyone in the c-suite chimes in on what’s causing the slump. One of the things that always surfaces is, lets retrain the reps. It is as if they forgot:

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18
Apr 2018

The Only Way to Get the Squabbling Siblings of Sales and Marketing to Grow Up: Get a Service Agreement

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Listen on iTunes while waiting for a pizza delivery!

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They work independently these marketing and sales departments but they shouldn’t. Their squabbling and fighting often resembles two 6-year-old kids in the back seat of a car pointing at each other and screaming.

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Their work should cross operational lines, after all they are on the same team, but they don’t in many (most?) companies.  And yet, to reach a company’s revenue target, they must work together.  Our guest this week is Christopher Ryan, founder and CEO of Fusion Marketing Partners and he will tackle the importance of a defined, hand on the bible service agreement between the sales and marketing departments.

There is a lot of talk about teamwork but in many organizations that’s all it is TALK. 

  1. How to get started – hint in the executive suite
  2. What are the unstated expectations?
  3. Defining sales ready leads, number of inquiries, when they are delivered etc.
  4. KPI’s
  5. What is it that marketing owns?
  6. What is it that sales owns?
  7. How to avoid over-promising by marketing!
  8. Remember, compensation of salespeople drives behavior!
  9. Should marketing people be compensated for revenue?
  10. How to get the plan integrated into sales and marketing everyday functions

About Christopher Ryan

Chris Ryan has 25 years of marketing, technology, and senior management experience, and is a widely known expert in B2B marketing, lead-to-revenue modeling, sales strategy, and business startups. As both a services provider and in-house marketing executive, Chris has written four books on marketing and information technology, including the recently published Winning B2B Marketing.

About Fusion Marketing Partners

Fusion Marketing Partners (FMP) is a B2B marketing agency that specializes in helping companies create powerful lead-to-revenue machines to turn around their stalled or underperforming marketing and sales operations and build value in their business. FMP’s strategic expertise and vigorous execution of proven tactics has quickly driven measurable improvements in awareness, leads and revenue for B2B clients across the U.S. and internationally. The company was founded by principals with deep experience in B2B marketing, sales, business development, web marketing, and public relations — from successful startups to Silicon Valley giants. To find out more, visit   http://www.fusionmarketingpartners.com

You may also like:

Has Marketing Assumed Pipeline Ownership? Christopher Ryan Opines

Why a Service Level Agreement Between Marketing and Sales is Mandatory

How Many Leads are Enough?

Sponsor for this show:

adView.cfm?id=461

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.