Myths that Salespeople are Taught by Their Mothers – Keenan with Paul Petersen

Keenan, the author of Gap Selling is the CEO of A Sales Guy and the guest for host Paul Petersen on CRM Radio. This is pure Keenan at his best, except of course for his books. 

This program is part of a book review and a lot of sales training as Keenan discusses:

• Myths that we are taught by our mothers
• The sales gap that is stopping most salespeople from succeeding
• Why the gap is where the value resides
• Why salespeople have to stop chasing pain
• Why expanding the gap expands sales results
• Why it’s not about telling but all about learning
• Why he never trusts a customer or prospect to tell him what they want
• What to do when the sales manager sends you out half-prepared

About Keenan

Keenan is A Sales Guy Inc’s CEO/President and Chief Antagonist. He’s been selling something to someone for his entire life. He’s been teaching and coaching almost as long. With over 20 years of sales experience, which he’ll tell you he doesn’t give a shit about, Keenan has been influencing, learning from and shaping the world of sales for a long time. Finder of the elephant in the room, Keenan calls it as he sees it and lets nothing or no one go unnoticed.  Keenan is also the author of Not Taught.

Gap Selling

Amazon

Kindle: $9.99

Hardcover: 26.93

Barnes and Noble

              Hardcover: $27.00

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CRM Radio is hosted by Paul Petersen of Goldmine CRM by Ivanti which is a program on the Funnel Radio Channel.  GoldMine is the sponsor of CRM Radio.

4 Reasons Why CRM Systems Succeed and Others Fail

CRM Radio host Paul Petersen interviews Gene Marks. In this program Marks says that if companies want to succeed with their CRM system they need to invest in their people first. The result is a successful CRM system, growing sales, a clean database, and a high value for the company.  They discuss the four reasons for a CRM implementation which drive every long term CRM success. 

Additionally, host Paul Petersen and Marks discuss the future of small business in a growing and occasionally chaotic economy.

With his background in customer relationship management and SMBs Marks is a good sounding board as he and Paul explore the future of CRM in an AI world. Marks writes daily for The Washington Post newspaper and weekly for Forbes magazine, The Huffington Post website, Inc. magazine, Entrepreneur.com, Fox Business, and Philadelphia Magazine.

About Gene Marks Speaker. Columnist. Small Business Expert

Small business keynote speaker Gene Marks helps small business owners, executives and managers understand the political, economic and technological trends that will affect their companies so they can make profitable decisions. As a professional speaker and small business expert, Gene has talked at industry conventions, corporate events, and professional trade shows.

Gene is also a small business writer. He has authored multiple books for small business owners, and is a featured small business columnist in many national online publications.

Gene has talked at annual meetings, industry conferences, and corporate events.

Marks owns the Marks Group, a Bala Cynwyd, Pa.-based consulting firm that helps clients with customer relationship management. Marks is an author and a certified public accountant, and he writes regularly for The Post’s On Small Business blog. For more about Marks, visit genemarks.com.

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CRM Radio is hosted by Paul Petersen of Goldmine CRM by Ivanti which is a program on the Funnel Radio Channel.  GoldMine is the sponsor of CRM Radio.

Ruminations on a CRM Career and Then The Vanishing Wilderness of Alaska – a Little Public Service

Paul Petersen, as the host of CRM Radio, taps an old friend, Rich Ackerman, a colleague from the CRM and cyber-security field to talk about changes in the CRM space and sales in general.  In addition, they also discuss that there is an act two as Ackerman has changed his career to create The Vanishing Wilderness, a photographic masterpiece about the southeast inside passage of Alaska which is scheduled for release in mid-August of 2019.

About Rich Ackerman
In act one of his life, Rich Ackerman was a CRM expert and consultant.  During the latter part of this act, he became well known for IT consulting and cybersecurity.

In act two, he became a photographer, musician, and imaging specialist in abstract macro and environmental landscape photography.  Ackerman photographs 80% of his images in black and white because he is a passionate pictorial realist and sees color as a visual distraction from the vast tonal range of most scenes he photographs.

Color plays a more important role when he does close-up and macro imagery where it is no longer a distraction but part of the realism the scene portrays. He places extreme emphasis on "100 proof" accuracy in his images without sacrificing his own unique creativity and love that goes into each image.

His work can be viewed at Images with Vision. You can also connect with Rich Ackerman on LinkedIn.

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CRM Radio is hosted by Paul Petersen of Goldmine CRM by Ivanti which is a program on the Funnel Radio Channel.  GoldMine is the sponsor of CRM Radio.

The Art of CRM – Its More Than Software – an Interview with Author Max Fatouretchi

CRM Radio host Paul Petersen interviews Max Fatouretchi author of The Art of CRM published in May of 2019.  During this interview Max talks about:

• The largest changes in CRM in the last 2-3 years
• Max defines the Three Pillars of CRM:
  • Operational CRM
  • Collaboration CRM
  • Analytical CRM
• How to get sales and marketing to leverage CRM
• How CRM improves processes and efficiencies within a company, including the cost of ownership and operations.
• Why CRM improves customer satisfaction
• How almost every process in a company is related to CRM
• Why CRM fails

Fatouretchi, the founder of the Academy4CRM institute, draws on his experience of over 20 years and 200 CRM implementations worldwide.  Bringing CRM up to date, the Art of CRM shows how to add AI and machine learning to your CRM, ensure compliance with GDPR, and how to choose between on-premise, cloud, and hybrid hosting solutions.

About Paul's guest, Max Fatouretchi:

As a Business Analyst/Mentor/Angel and CRM-Architect he gives both financial support and business know-how to boost confidence to the young entrepreneurs in achieving the success of the venture.www.first-city.com

About the Book the Art of CRM

This CRM masterclass gives you a proven approach to modern customer relationship management. 

360 Pages

Kindle $31.99

Paperback: $39.99

Key Features

• Proven techniques to architect CRM systems that perform well, that are built on time and on budget, and that deliver value for many years
• Combines technical knowledge and business experience to provide a powerful guide to CRM implementation
• Covers modern CRM opportunities and challenges including machine learning, cloud hosting, and GDPR compliance

Book Description

CRM systems have delivered huge value to organizations. This book shares proven and cutting-edge techniques to increase the power of CRM even further.

In The Art of CRM, Max Fatouretchi shares his decades of experience building successful CRM systems that make a real difference to business performance.

Through clear processes, actionable advice, and informative case studies, The Art of CRM teaches you to design successful CRM systems for your clients.

Fatouretchi, the founder of Academy4CRM institute, draws on his experience over 20 years and 200 CRM implementations worldwide.

Bringing CRM up to date, The Art of CRM shows how to add AI and machine learning, ensure compliance with GDPR, and choose between on-premise, cloud, and hybrid hosting solutions.

If you’re looking for an expert guide to real-world CRM implementations, this book is for you.

What you will learn

• Deliver CRM systems that are on time, on budget, and bring lasting value to organizations
• Build CRM that excels at operations, analytics, and collaboration
• Gather requirements effectively: identify key pain points, objectives, and functional requirements
• Develop customer insight through 360-degree client view and client profiling
• Turn customer requirements into a CRM design spec
• Architect your CRM platform
• Bring machine learning and artificial intelligence into your CRM system
• Ensure compliance with GDPR and other critical regulations
• Choose between on-premise, cloud, and hybrid hosting solutions

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CRM Radio is hosted by Paul Petersen of Goldmine CRM by Ivanti which is a program on the Funnel Radio Channel.  GoldMine is the sponsor of CRM Radio.

Matt Heinz Says Marketing Has to Generate Metrics to Buy a Beer

Paul Petersen interviews  CEO Matt Heinz (Heinz Marketing) and they discuss among other things that the primary job of marketing is to build a pipeline. But without metrics, no one buys a beer.  

Heinz said it isn’t marketing’s responsibility just to build more visitors, tweets, likes, etc., but to generate a sales pipeline that is valued by salespeople.   They discuss:

• Why it’s a struggle to get marketing to understand their goal is to build a pipeline
• Marketing has to put cheese in the right place
• Marketing has to deliver consistent results
• Ask versus give
• There has to be a good technology to bridge the gap between marketing and sales
• Marketing has to have the right activities, processes, and systems to deliver a pipeline
• Sales and marketing have to agree on what the right metrics are for them both

• Marketing has to generate metrics to buy a beer

About Matt Heinz

A prolific author and nationally recognized, award-winning blogger, Matt Heinz is President and Founder of Heinz Marketing with 20 years of marketing, business development and sales experience from a variety of organizations and industries. He is a dynamic speaker, memorable not only for his keen insight and humor but his actionable and motivating takeaways.  Matt’s career focuses on consistently delivering measurable results with greater sales, revenue growth, product success, and customer loyalty. Matt is a repeat winner of Top 50 Most Influential People in Sales Lead Management and Top 50 Sales & Marketing Influencers.  Matt restored his 105-year-old historic farmhouse in Kirkland, Washington with his wife, Beth and shares it with three young children, a dog, two rabbits, and seven chickens

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CRM Radio is hosted by Paul Petersen of Goldmine CRM by Ivanti which is a program on the Funnel Radio Channel.  GoldMine is the sponsor of CRM Radio.

Don’t Get Comfortable in Marketing Says Josh Miles

Don’t Get Comfortable in Marketing

Josh Miles, CMO for the Society for Professional Services (SMPS) talks with Stacy Gentile about the difficulties marketers are facing today with constant accelerating change, new tools, weak marketing skill sets, and the status of intentional marketing. 

• Why tomorrow will be difficult for marketers
• What he means by so many tools, so little time
• Why multi-dimensional marketing skills will be crucial
• How to think differentially about marketing
• Why the position of marketing director is changing from year to year

 About Josh Miles

Josh Miles is a caffeine and Twitter addict and Chief Marketing Officer at SMPS. Josh previously co-founded MilesHerndon, an Indianapolis-based branding firm specializing in brand strategy, corporate identity, website, and user interface design. His expertise is highly sought after by professional service firms including architecture firms, legal practices, engineering offices and software companies. Josh is also involved in several other start-up tech companies based in Indianapolis.

Josh’s unique point of view on branding, design, and marketing has been sought after by organizations, corporations, and university design programs.

Josh is the author of Bold Brand 2.0: How to leverage brand strategy to reposition, differentiate, and market your professional services firm. Josh Miles speaks from coast to coast on branding, digital marketing, and social media. Josh was honored as one of the Indianapolis Business Journal's 40 Under 40, and was also named 40 Under 40 by Delta Sigma Phi.

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CRM Radio is hosted by Paul Petersen of Goldmine CRM by Ivanti which is a program on the Funnel Radio Channel.  GoldMine is the sponsor of CRM Radio.

The Number One Sales Coaching Failure

She’s serious with humor, laughs when making a thoughtful point and you know as you listen that she speaks with authority and truth. 

Colleen Francis of Engaged Selling talks with host Stacy Gentile about the issues around poor, poor sales coaching.  They discuss: 

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5 Versatile CRM Tips from a Channel Manager

 CRM Systems are getting bigger and more complicated.  In the process, the pivotal end user of the system, not the buyer of the system, has been ignored.  And if the end user, the salesperson can’t easily use the system, nothing else matters. 

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How Our Parents Killed our Potential, Hint, it’s the Word No

Yes, this is another rag on what our parents did wrong and from Andrea Waltz we understand the limits this has imposed on salespeople.  And yet, it's easier than you think to overcome our avoidance of the word no and reprogram ourselves to embrace it.

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6 Reasons Sellers Have to be Skilled at Social Selling

Buyers Have Changed: Sellers Must Change or Fail to Make Quota

Spray and Pray doesn’t work, but it’s used every day by unsuccessful salespeople. Mario Martinez Jr., president of Vengreso says that buyers only care if a salesperson can add value and the buyer can quickly tell if this is the case.  In this interview with CRM Radio host Stacy Gentile, Martinez knocks down stereotypical ways of selling that are yesterdays approaches and gets into the methods of today’s most successful salesperson: Social Selling.  He discusses:

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