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CRM Radio by GoldMine

14
Aug 2019

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

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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.

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

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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.

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

31
Jul 2019

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

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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.

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

2
Jul 2019

The Number One Sales Coaching Failure

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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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17
Jun 2019

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

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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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13
Jun 2019

6 Reasons Sellers Have to be Skilled at Social Selling

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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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29
May 2019

Tips and Pitfalls of CRM Use and Implementation

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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:

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8
May 2019

The Prospect’s Perception of Value is What Counts – David Priemer Podcast

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“Value,” David Priemer of Cerebral Selling says, “transcends ROI.” Regardless of the opinions of your product manager, company president or sales manager, the value your product or service will mean something different to each prospect. If your salesperson barfs up value based pablum without listening to the prospect, he or she will lose the sale.  The prospect, Petersen and Priemer agreed, is the only one who can define value for your product.

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5
May 2019

 CRM Tips from Two Pros - Paul Petersen and Stacy Gentile

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 CRM Tips from Two Pros - Paul Petersen and Stacy Gentile

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 Baer, Gene Marks, Patrick Renvoise, Jill Konrath, Todd Cohen, Chad Pollitt , Shari Levitin and others to discuss the take-away tips about sales in general and CRM usefulness for sales and management.   For instance:

  • Why management shouldn’t look at CRM as a policing tool
  • Why salespeople have to be honest with themselves about forecasting and the CRM tool helps
  • How to make the CRM tool more useful
  • Why a CRM tool makes ordinary salespeople better
  • Why the CRM tool must be customized for your business
  • It’s all about the data and that comes from the custom fields
  • Why lead attribution is difficult to pin down
  • Regardless of AI advances, the human point of data entry is important

CRM Radio is hosted by Paul Petersen and the sponsor is Goldmine CRM broadcast on the Funnel Radio Channel.