CRM Radio by GoldMine header image 1

CRM Radio by GoldMine

14
Aug 2019

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

20190307-crm-tweet-keenan.jpg

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

 

___________________________________________

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.

GoldMine CRM   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

1
Aug 2019

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

20190725-tweet-ackerman.jpg

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.

 ___________________________________________

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.

GoldMine CRM   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

3
Jul 2019

Don’t Get Comfortable in Marketing Says Josh Miles

20190627-tweet-miles.jpg

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.

___________________________________________

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.

GoldMine CRM   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

2
Jul 2019

The Number One Sales Coaching Failure

20190418-crm-tweet-francis.jpg

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: 

Read the rest of this entry »

25
Jun 2019

5 Versatile CRM Tips from a Channel Manager

20190620-tweet-smith.jpg

 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. 

Read the rest of this entry »

17
Jun 2019

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

20190613-tweet-waltz.jpg

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.

Read the rest of this entry »

13
Jun 2019

6 Reasons Sellers Have to be Skilled at Social Selling

20190606-tweet-martinez.jpg

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:

Read the rest of this entry »

29
May 2019

Tips and Pitfalls of CRM Use and Implementation

20190425-crm-tweet-petersen-gentile.jpg

Host Paul Petersen talks with GoldMine CRM, CMO Stacy Gentile about the tips and pitfalls of CRM use and Implementation. They look back to guests like Jay BaerGene MarksPatrick RenvoiseJill KonrathTodd CohenChad PollittShari Levitin, and others to discuss the takeaway tips about sales in general and CRM usefulness for sales and management.   For instance:

Read the rest of this entry »