Archive for the Hire Power Radio Category

Newer Entries »

Sales Enablement Live: New Insights & Research from Miller Heiman CEO Byron Matthews

Posted in Hire Power Radio with tags on April 24, 2018 by OC Talk Radio

https://www.podbean.com/media/share/pb-ekbkf-8feb61

Tweets-instream-images-800x600-Matthews.jpg

Our guest, Byron Matthews is the President & CEO of Milller Heiman Group.  

Check out Byron’s new book, Sales Enablement:  A Master Framework to Engage, Equip and Empower a World-Class Sales Force

Highlights from this Episode:  

  • Companies investing in sales enablement is up 26% from last year, with 59% of organizations that now have a sales enablement function. Yet, only 34% of organizations are achieving their sales enablement goals. (CSOi Report)
  • B2B companies can assess their sales teams’ gaps and opportunities in relation to each component of sales enablement and look for the alignment (per the Clarity Model).
  • Sales enablement cannot be put in a box like other functions. It is cross-functional, and orchestrates all enablement efforts across all “boxes,” including its alignment with the customer journey.
  • Defining sales enablement: Sales force enablement is a strategic, collaborative discipline designed to increase predictable sales results by providing consistent, scalable enablement services that allow customer-facing professionals and their managers to add value in every customer interaction.

More about and from Byron:  Anyone familiar with Miller Heiman Group (brands include: Miller Heiman, Huthwaite, AchieveGlobal, Impact Learning, Channel Enablers, and CSO Insights) knows that championing the customer experience is a main tenet of their mission—and also one that I happen to share.As President and CEO of Miller Heiman Group, I bring a broad depth of experience in growing, leading and providing guidance to the best organizations globally surrounding their sales processes, as well as the leading operations that support the mission of a great sales organization.

Throughout my career, I have sought out challenges and answered demands that call for singular vision, energy and creativity. I have consulted and collaborated with industry leaders throughout the world and crafted new funnel-management solutions, compensation plans, sales methodologies, and sales-management processes, as well as developed and implemented sales-operations capabilities, sales structure, and territory design, for such Fortune 500 companies as Microsoft, AT&T, Sprint, and Aflac.

Personally, I am passionate about the education of sales as a discipline. In collaboration with university faculty and administrators, I am working to drive a nationwide effort to incorporate the study of sales into graduate and undergraduate academic environments. I teach and volunteer my time as a guest lecturer for universities including Cornell and Harvard Business School and contribute to published academic and industry research on sales strategy and concepts. I also run sales boot camps and coach, train, and judge students at university sales competitions across the U.S. and participate regularly as a featured speaker at industry wide events.

Leave a comment »

Data Intelligence 101: The Key to Faster Growth & More Efficient Marketing

Posted in Hire Power Radio with tags on April 23, 2018 by OC Talk Radio

https://www.podbean.com/media/share/pb-qs258-8f764f

Tweets-instream-images-800x600-turner.jpg

Listen in for another great episode, this time with Raviv Turner, CEO at CaliberMind.  In addition to being the Co-Founder & CEO of CaliberMind, Raviv is also an angel investor and mentor at Techstars and a regular speaker at marketing & AI events.

We’re talking about how he sees a disconnect between Demand (buyers) & Ops (users) of data & analytics platform.  For a full transcript, go to the Heinz Marketing blog starting 4/30/18.  

Some highlights:

  • Your data strategy is your B2B growth strategy (quick overview of the paper)
  • Without a clear and concise data-driven marketing strategy, B2B marketers lack the ability to effectively acquire, organize, analyze and translate customer information into actionable insights. But what does an effective B2B data-driven marketing strategy look like?
  • Understanding what needs to be accomplished is the first step in developing an effective data-driven marketing strategy. For B2B data-driven marketers, a top priority is basing more decisions on data analysis.
  • Most Critical Challenges? Integrating data across platforms and enriching data quality and completeness are the most critical challenges to achieving data-driven marketing success 
  • Marketing data is a marketing problem! Not devs, not IT – 100% marketing
  • But data is hard, data is not sexy – so marketing is pushing it out – over 90% of B2B marketers outsourcing all or part of data tasks (Ascend2)
  • But high performing marketers are doing the opposite, they license data and analytics tools and train their team to bring data capabilities in house
  • Most of the reasons why marketing can’t prove value and impact are data related, yet we prefer to outsource this – lead qualification, ICP score, account scoring, lead routing are all data problems before they are marketing problems.
  • To be successful with ABM you need – Data, Account Planning, Content, Execution and Measurement – yes ABM is a data challenge not a media challenge..
  • No wonder that marketing and sales ops are spending more than 80% of their time in spreadsheet hell on marketing data wrangling, exporting/ importing, vlookups in Excel what not
  • There is a disconnect between the C/VPs and Ops inside the marketing org – Demand looks at pipeline sourced/ influenced/ ops created – but Ops don’t give a hoot about it, they care about operational efficiency, workflow automation, the data integrity – they want to get out of spreadsheet, but guess what? – most ops don’t have the budget to solve this problem, the biggest budget is demand and that budget mostly goes to programs not to data and analytics – but guess what? Without data and analytics you can’t measure programs, you can’t multi-touch attribution, you can’t track engagement and orchestrate demand between channels..so that’s changing, according to Gartner for the first time in 2018 analytics is the biggest spend in Marketing, more than social, more than content – why? Because without data and analytic we are going to see marketers continue to lose their jobs and go home

Leave a comment »

Sales Enablement’s Evolution from a Front Row Seat with Jim Ninivaggi

Posted in Hire Power Radio with tags on April 11, 2018 by OC Talk Radio

https://www.podbean.com/media/share/pb-75vrh-8f187b

Tweets-instream-images-800x600-Ninivaggi2.jpg

Join us for this episode:  Sales Enablement’s Evolution from a Front Row Seat with Jim Ninivaggi,Chief Readiness Officer at Brainshark, Inc.

 Hear Jim as he talks about:

  • His front row seat to the evolution of sales enablement.  How does it differ from what he saw 6 years ago?
  • The “bifurcation” that is happening and how it is primarily around two key areas of sales enablement: sales readiness and sales content management. We will discuss what this means.
  • We will discuss how this bifurcation is shaping the sales enablement tech landscape.
  • How sales enablement is a critical component of marketing alignment in some key areas:
    • Helping in the management of content.
    • Ensuring reps can use assets effectively in their buyer interactions.
    • Helping ensure lead conversion through better initial buyer conversations.
    • Working hand-in glove with product marketing to ensure reps are ready to position enhancements and new products.
  • We will wrap up by talking about the group that seems always lost in the alignment discussion – first-line managers, and how we need to think about providing assets for managers to use in coaching reps.

More about our guest:  Jim is an established thought leader and business analyst from his former role as the head of SiriusDecisions’ sales enablement practice. He has researched and presented to business leaders around the world on advanced concepts in optimizing sales talent, maximizing rep productivity, world-class sales leadership and sales enablement technology. Jim has published more than 200 research briefs and engaged audiences at hundreds of conferences, forums and executive presentations.

 

Leave a comment »

How Microsoft is Shaping The Future of Sales

Posted in Hire Power Radio with tags on April 2, 2018 by OC Talk Radio

https://www.podbean.com/media/share/pb-xn93m-8e0b44

Tweets-instream-images-800x600-Zmuda.jpg

Listen in to hear us: 

  1. Touch on Microsoft and LinkedIn Acquisition One Year Later.  Provide context for how Microsoft and LinkedIn are partnering to drive relationship selling impact.
  2. Talk about how CRM Systems no longer need to be a system of oppression.
  3. Discuss how Machine Learning and predictive analytics change the day to day life of the seller.
  4. Discuss what an innovative solution like Microsoft Relationship Sales has in common with a well known music app (Shazam). Making the magic happen!
  5. Explain what conventional sales tactics will no longer apply?
  6. Share how will the use of new selling tools and technologies change the buying and selling experience?

(Read the transcript and listen again on the Heinz Marketing Blog, Mon. 4/09 at 6am PST).

 Download the Microsoft Ebook – Empowering the Modern Seller 

About Our Guest:  Christine Zmuda, Sr. Dir. of Sales at Microsoft.

Christine says of herself:  My passion and professional satisfaction comes from identifying market opportunities before they are mainstream. My most rewarding roles and accomplishments have centered around developing sales and market strategy for emerging businesses and scaling new acquisitions. I’m always open to learning more about technology and happy to share my own experiences of leading sales, marketing, and channel teams if it’s helpful.

On a personal note, I enjoy golf, tennis, spending time with my family and embracing new experiences. My new found love is abstract painting, the bigger the canvas the better.

Leave a comment »

Newer Entries »