Archive for the SLMA Category

Ready, Set, Grow! with Guest JT McCormick

Posted in SLMA with tags , , on June 14, 2018 by OC Talk Radio

https://www.podbean.com/media/share/pb-zqpy2-933ede

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Host, Laura Patterson interviews JT McCormick, CEO/President of Book in a Box for her new monthly program: Ready, Set, Grow! LIVE Thursday, 6/21.  Ready, Set, Grow! is to provide a venue for CXOs to share their insights on what it takes to successfully achieve organic growth, lessons learned, the role they believe Marketing needs to play in growth and how they measure Marketing’s contribution beyond this “quarters” revenue. 

“JT McCormick is currently the President and CEO of Book In A Box, a publishing company that’s created an entirely new way for you to write a book. The company has worked with more than 750 authors and was recently ranked in their
category as the #2 best company to work for in Austin.

Previously he was the President of Headspring Software, and helped grow it to a multi-million dollar 100+ person company which was repeatedly ranked as one the best places to work in all of Texas. JT is also the author of “I Got There: How I Overcame Racism, Poverty, and Abuse to Achieve the American Dream.” His
book tells the story of how he worked his way out of poverty, starting his career cleaning toilets and eventually becoming the President of multiple companies.

Over the past five years, JT has mentored at-risk youth in the juvenile justice system as well as youth within low economic communities. He has also coordinated Backpack Drives for numerous elementary schools in low economic communities, providing over 3,000 backpacks filled with school supplies for students.

JT’s work has been featured on CNBC, Entrepreneur, Forbes, Inc and many others. He lives in Austin, Texas, with his wife, Megan, and their three children Ava, Jaxon and Elle.”

Ready, Set, Grow! with guest Steven Shanklin

Posted in SLMA with tags on June 11, 2018 by OC Talk Radio

https://www.podbean.com/media/share/pb-3qsi4-9303c2

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Host, Laura Patterson interviews Ziggy Shanklin, CEO and Founder of White Cloud Security, Inc. for her new monthly program: Ready, Set, Grow! Ready, Set, Grow! is to provide a venue for CXOs to share their insights on what it takes to successfully achieve organic growth, lessons learned, the role they believe Marketing needs to play in growth and how they measure Marketing’s contribution beyond this “quarters” revenue. 

Steven “Ziggy” Shanklin, CEO and Founder of White Cloud Security, Inc., is a leader in groundbreaking development for the cyber-security industry. Ziggy was the Director of Software Development for two cyber-security startups acquired by Cisco Systems, Wheelgroup Corp (1998) and Psionic Software (2002). Prior to starting White Cloud Security, where he invented their breakthrough “App Trust-Listing” technology, he was the VP of Engineering at Coretrace, Inc, an application whitelisting company acquired by Lumension Security (2012).

About White Cloud Security

White Cloud Security provides a Trust-Listing cyber-security service that blocks all untrusted Programs and Scripts from running on users’ computer systems.

In 2017, the WannaCry and Petya Ransonware attacks infected hundreds of thousands of computers worldwide. Hacking has became a big business for criminal organization and is now more profitable than the illegal global drug trade in marijuana, cocaine and heroin combined. The cost of Ransomware for 2016, grew from $209 Million in Q1 2016 to $1B, and was expected to reach $5B in 2017. Application Whitelisting/App Control technology is the number one type of breach prevention solution recommended by Dept. of Homeland Security’s US-CERT, the NSA, the FBI, Australia’s ASD, Canada, AIG, SANS, ISA, and NACD; but is nearly impossible to deploy and manage on a large scale. App Trust-Listing, the Next Generation of Application Whitelisting/App Control, uses Secure Crowd-Sourcing and Trust-Inheritance to simplify the deployment and management of which Apps are Trusted to run in your network. It’s a simple and effective solution to the rapidly expanding array of today’s ransomware and malware threats.

CEO’s: Will You Win or Lose the Revenue Acceleration War?

Posted in SLMA with tags , , on June 6, 2018 by OC Talk Radio

https://www.podbean.com/media/share/pb-93feb-92b67f

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SLMA guest host and board member Dan McDade (CEO of PointClear) interviews Karen Hayward a managing partner of Chief Outsiders on the subject of what separates winners and losers in the revenue wars. The interview covers three tactical areas that winners use, and loses fail to implement. Very interesting.

About the Guest: About Karen Hayward

Karen Hayward is a Managing Partner with Chief Outsiders, responsible for West Coast Operations.  She is a results-oriented marketing, sales and operations executive with a proven track record for building and executing strategic programs that accelerate revenue. Karen joined Chief Outsiders from EarthLink where she completed the integration of their acquisition of CenterBeam. At CenterBeam, she spent a decade as CMO. Karen’s early career set the stage for her later successes; while at Xerox Canada Ltd., she held a variety of corporate marketing, and sales leadership positions, ultimately developing and leading the company’s first industry focused go-to-market effort as VP and General Manager for the Financial Services sector. From 1995 to 1998 she held VP of Marketing, and Director of Product Marketing roles within Xerox Canada. Karen was our “boss” during her time at CenterBeam. During one five-year period, CenterBeam credited PointClear with helping them grow 45% per year compound annual growth. Karen, welcome to the broadcast.   

About Chief Outsiders

Chief Outsiders, LLC is a nationwide “Executives-as-a-Service” firm, with more than 60 part-time, or fractional, Chief Marketing Officers (CMOs) engaged from coast-to-coast. Unlike other strategic marketing and management consulting firms, each CMO has held the position of VP Marketing or higher at one or more operating companies. Chief Outsiders have served on the executive team of over 600 client companies to drive growth strategy and execution plans for a fraction of the cost of a full-time executive.

Because of its market-based growth plans, quality of leadership, and experienced team, Chief Outsiders has been recognized for the past four years by Inc. Magazine as one of the 5,000 fastest growing privately held companies in the US, and was recognized in the Houston Business Journal’s Fast 100

About the host Dan McDade

Dan McDade founded PointClear in 1997 to help B2B companies with complex sales processes drive revenue through lead generation, qualification and nurturing. For close to 20 years, he’s been instrumental in developing strategies that assure 100% of leads delivered to client sales organizations are fully qualified to client specifications. 

Dan is the author of The Truth About Leads, a book about how to focus lead-generation efforts, align sales and marketing, and drive revenue. He also wrote From Chaos to Kickass, an ebook detailing benefits of sales and marketing optimization; and he authors the blog ViewPoint

The Sales Lead Management Association named Dan one of the 50 Most Influential People in sales lead management for five consecutive years. In addition, he was named one of the Top 50 Sales & Marketing Influencers for three years by Top Sales World. 

Sponsor for this show:

adView.cfm?id=396SLMA Radio Sponsorship

Whether you’re producing a seminar series, user’s conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. Call 888 784 2929 or visit us at www.validar.com

New Book on Sales Enablement from Co-Author Byron Matthews

Posted in SLMA with tags , , on May 30, 2018 by OC Talk Radio

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Sales Enablement has the promise and research behind it to explain why this book is more than a new just a sales process. Book co-author Byron Matthews discusses why he and co-author Tamara Schenk set out to define the many facets of sales enablement into an understandable framework for success.  The host is jim Obermayer.   We discuss:

  1. The many facets of Sales Enablement
  2. Define the Sales Enablement Charter
  3. Enablement Operations
  4. Measuring Results

About the Author Byron Matthews

Byron Matthews, President and CEO, leads Miller Heiman Group’s commitment to championing customer-management excellence throughout the customer life cycle and across the enterprise from one source. Byron brings to bear in his role a firm grasp of providing organizations worldwide with an expanded, holistic approach for developing and managing, and sustaining, long-term customer relationships.

Byron’s depth and breadth of prior experiences include serving as Senior Vice President of Sales at Aflac, where he led over 30,000 sales professionals across multiple channels, and over five years at Mercer as Global Sales Leader and Global Head of the Sales Performance Practice, where he grew revenue over 30 percent.

About Miller Heiman Group

Miller Heiman Group is the global leader in providing organizations the sales methodology plus technology to drive revenue. The organization consults with successful brands, both large and small, to implement training, technology and coaching that drastically changes business outcomes. Through a combination of system innovation, unique industry research and proven learning approaches, Miller Heiman Group is future-proofing clients through the next wave of sales disruption. For more information, visit www.millerheimangroup.com.

About CSO Insights
CSO Insights is the research division of Miller Heiman Group, dedicated to improving the performance and productivity of complex B2B sales. The CSO Insights team of respected analysts provides sales leaders with the research, data, expertise, and best practices required to build sustainable strategies for sales performance improvement. CSO Insights’ annual sales effectiveness studies, along with its benchmarking capabilities, are industry standards for sales leaders seeking operational and behavioral insights into how to improve their sales performance and to gain holistic assessments of their selling and sales management efficacy. Annual research studies address sales and service best practices, sales enablement and sales performance optimization. For more information, visit www.csoinsights.com.

 

Sponsor for this show:

adView.cfm?id=396SLMA Radio Sponsorship

 Whether you’re producing a seminar series, user’s conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. Call 888 784 2929 or visit us at www.validar.com

Who Owns the Pipeline, Marketing or Sales?

Posted in SLMA with tags , , on May 21, 2018 by OC Talk Radio

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In our on-going series of asking the question, “Who Owns the Pipeline”?” we are getting very interesting opinions from a wide variety of executives.  This week Rhone Morgan of DemandLab offers her insight.  Her answers might surprise you and change how you do business. .

About Rhoan Morgan

As CEO of DemandLab, Rhoan sets the direction for the technologies, strategies, and partnerships that drive success for the agency’s clients. An early proponent of marketing automation, Rhoan continues to explore the next wave of technologies and analytics that support engaging customer journeys, and deliver valuable customer insights that advance business goals and accelerate revenue.

About DemandLab

DemandLab creates powerful customer lifecycle, experience and relationship strategies by aligning and guiding business teams including marketing, sales, IT, finance through digital transformation to drive and accelerate revenue growth supported by advanced digital technologies and business process automation. With a blended solution of state of the art marketing automation, CRM, and data analytics know-how, combined with end-customer focused content strategies, DemandLab applies innovative techniques along with proprietary methodologies to benefit our customers’ bottom line.

DemandLab helps clients achieve ambitious business growth goals and surpass the competition through our wide variety of service offerings including marketing automation strategy and execution that define and deploy superior customer engagement journeys; data analytics, auditing and management, sales and marketing analytics and optimization; content strategy, creation and development; graphic and digital design and coding services. Learn more about this award-winning agency at www.demandlab.com.

Sponsor for this show:

adView.cfm?id=396SLMA Radio Sponsorship

 Whether you’re producing a seminar series, user’s conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. Call 888 784 2929 or visit us at www.validar.com

How to Shorten the Sales Cycle

Posted in SLMA with tags , on May 15, 2018 by OC Talk Radio

https://www.podbean.com/media/share/pb-veqfz-915367

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Shortening a company’s sales cycle has an outsized impact on the business. It reduces a competitors market share, increases cash flow, reduces sales territory turn-over, and reinforces sales forecast accuracy,  but how to do it consistently is always the conundrum. Our host today on SLMA Radio is Dan Perry of the Brevet Group and his guest is a founding partner of the Brevet Group Brian Williams.  

They discuss:

  • Why the sales cycle is lengthening and not getting shorter.
  • The problems of the modern sales representative
  • Why best performers aren’t always aware of what they do and why they do it!
  • The definition of an adaptive sales process

ABOUT Brian Williams

Brian’s favorite saying is: “Successful execution is all that matters.”  Williams has 25 years’ experience integrating the worlds of strategy, marketing and sales to help companies improve their customer-facing capabilities. His projects have focused on new tools, processes, and other enablers that connect big idea strategy to sales force implementation. Brian’s obsessed with not only getting the “what” right, but also the “how” – the change and people-related aspects so critical to driving sustained business improvement.

Past Experience

  • Mercer – Partner
  • University of Georgia (Terry College of Business) – Consultant and Professor
  • BearingPoint Consulting – Senior Manager
  • Arthur Anderson – Senior Manager/Director
  • University of Georgia, PhD in Business Administration

 

About Dan Perry the Host

Dan approaches helping companies grow revenue from a unique perspective – he’s done it. He’s walked a mile in your shoes and knows the pitfalls, short-cuts, and tried and true strategies to make it work. As a sales leader at some of the best run sales organizations he bridged the gap between strategy and execution to transform the selling effort and to increase productivity.

He uses this proven methodology now at the Brevet Group to combine strategic consulting, custom training and modern reinforcement to get results. His work results in quicker adoption and enablement of the new programs and processes in the sales team driving improved sales rep and manager productivity.

PAST EXPERIENCE

  • Sales Benchmark Index – Principal
  • 3 Day Blinds – Senior Vice President of Sales and Operations
  • Lavi Industries – Vice President of Sales
  • Aramark Uniform Services – Senior Vice President Sales
  • Corporate Express – Vice President of Mid-Market Sales
  • Aramark Uniform Services – Vice President of Sales Western Region
  • Cintas – National Account Manager,  Director of Sales of Training and Development

Sponsor for this show:

adView.cfm?id=396SLMA Radio Sponsorship

 Whether you’re producing a seminar series, user’s conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. Call 888 784 2929 or visit us at www.validar.com

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

Posted in SLMA with tags on May 7, 2018 by OC Talk Radio

https://www.podbean.com/media/share/pb-px8q8-90ca53

Listen on iTunes while using stairclimber!

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This episode has personal stories from GoldMine GM Paul Petersen, sometimes referred to as Mr. GoldMine because of his 19 years of experience with GoldMine Software.  Paul discusses how sales reps can benefit from using a CRM system, plus he talks about the “Three Builds Concept” which has guided his career and those of his sales reps:

  • Building Rapport
  • Building Trust
  • Building a Book of Business

About Paul Petersen

Our guest today is Paul Petersen  the general manager and vice president of the GoldMine.   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. 

Paul has been a frequent guest on SLMA and CRM Radio and today he wants to discuss the frequent uses for a CRM from the salesperson’s perspective. 

 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.