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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.

 

 

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Connecting Content Creation to the Bottom Line

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

https://www.podbean.com/media/share/pb-uun3e-909c0e

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Content creation is that ever hungry, ever needy, ever demanding open marketing pit that demands to be fed.  And, yet, it is costly to feed the beast with useful information for prospects, customers, investor and the ever ravenous press.  In this interview we speak to Pamela Muldoon, Revenue Marketing Coach with the Pedowitz Group who will coach us on measuring the ROI for content creation and delivery.

About the Guest Pamela Muldoon

Pamela Muldoon is a Revenue Marketing Coach with The Pedowitz with over two decades of traditional and digital marketing experience. She specializes in campaign and content strategy with a passion for helping clients develop a content marketing culture across the organization. Her marketing career started over thirty years ago when she transitioned from on-air personality to Copy Director for a radio station in Wisconsin. Since then, she has taken on multiple marketing roles in her career, having worked with companies like ING, Prudential and Content Marketing Institute. Pamela was named one of the Top 50 Women in Content Marketing in 2017 and in 2018 one of the 20 Women to Watch from the Sales Lead Management Association.

Pamela is also a professional voice over talent and podcaster. When not online working on digital marketing strategies, she can be found unwinding at a Las Vegas poker table or hanging out with her two dogs, Maddi and Copper.

About the Pedowitz Group

The Pedowitz Group (TPG) is a Revenue Marketing™ consulting firm headquartered near Atlanta, Ga. We believe that Marketing is the driver of customer engagement that fuels the revenue engine. Many of today’s successful CMOs are operationalizing business accountability, digital transformation and the customer experience through marketing operations. As your partner, TPG helps you plan, build and optimize your revenue engine by delivering services in MarTech, demand generation and marketing operations.

TPG has worked with over 1,300 clients to enable marketing and sales. Our expertise spans the six major categories of MarTech, including marketing automation, CRM and content platforms. We specialize in helping mid-market and enterprise organizations in financial services, manufacturing, software, technology and business services.  The Pedowitz Group customers have won over 50 national awards for their Revenue Marketing excellence. To discover how we can help your organization become successful Revenue Marketers™, visit http://www.pedowitzgroup.com, or call us at 855-REV-MKTG or visit Revenue Marketer Blog.

 More:

Who Owns the Pipeline. The Creators or the Closers

Can your Marketing People Execute Revenue Accountability in 2018?

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

 

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When Corporate Arrogance Bulldozes Marketing’s Good Judgement

Posted in SLMA with tags , , on May 1, 2018 by OC Talk Radio

https://www.podbean.com/media/share/pb-yumgg-906c2c

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A little bit of success, can breed arrogance and poor judgment in many fast growing companies.  I worked for one  company president who said, “The website is all we need to find customers,  we don’t need mail, email, public relations or exhibits.  if they can’t find us on the web, we don’t want them as customers.”

Some  companies  decide it doesn’t want anyway to contact it except through the sales department. They show one phone number and  no corporate address.

This frustration start a year or so ago.  It surfaced this last week when I called a company to talk to someone I know as a customer.  Their phone system had changed.  No phone book, just sales or customer service as an option. 

I clicked sales.  I asked for the person and the salesperson said, “There is no way to connect to that department.  Leave your name and if she thinks its important enough she will call back.”

“You don’t understand,” I said, “You’re a client of ours, I know her.”  And he replied, “Like I said, leave your number and if she thinks it’s important enough she’ll call you back.”

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

 

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Warning About the EU’s GDPR Taking Effect May 25, 2018 and the new E-Privacy Acts

Posted in SLMA with tags on May 1, 2018 by OC Talk Radio

https://www.podbean.com/media/share/pb-vpzhz-9064e2

In this interview, Debra da Costa of Direct Marketing Partners in the U.S. interviews Naomi Campbell, of the B2B Lead Agency in the UK to discuss the GDPR ramifications (including large monetary fines for non-compliance) for any company that wants to do business in the EU.   The host is Debra da Costa.

In April 2016, the European Parliament adopted a (law) standard for data protection of people in the European Union (EU). The GDPR applies to companies worldwide that promote their products (and services) to European citizens.

Companies face large fines for not complying with the standards set by the General Data Protection Regulation (GDPR), which

  • Provides greater predictability and efficiency for organizations that do business in the EU
  • Offers residents increased data protection rights.

 20180426-tweet-campbell-da-costa.jpgAbout the Guest Naomi Campbell Founder of B2B Lead Agency

“When companies experience a false-start or a slump in European sales, it’s not uncommon for Sales Departments to blame Marketing and for team structures to unravel as a result”.  
 
My great passion is bringing talented people together to grow revenue streams and accelerate business growth across Europe. I help companies that sell products and services to establish healthy sales pipelines.  My one focus is delivering short AND long-term sales leads to increase market share. 
 
I am the founder of B2B Lead Agency which is a Pan-European  Business Development Agency, focused on finding new business opportunities to help sales departments overachieve in Europe.
 
I know that no single approach to lead generation is right for every organisation, which is why my 17 years of Pan-European experience equips me with an understanding of multiple markets and multiple approaches to customer acquisition and retention. Having already made a real difference to companies like:  Intel, Checkpoint, Cyren and Thermofisher, I’m confident when advising at board level and delivering to business critical objectives. 
 
My company specialises in Voice Marketing (tele-prospecting), supported by online marketing tools. Our on-site team of multilingual sales specialists excel in four areas: appointment setting, lead generation, event registration and data profiling/cleansing.  Send me a quick message to see how we can help drive your business goals.  http://www.b2bleadagency.com/

 The Program Host:  Debra da Costa, Founder and CEO, Direct Marketing Partners 

Debra da Costa founded Direct Marketing Partners in 1991.  She structured DMP so that the company would be large enough to have the depth of expertise required by corporations with worldwide interests, but of a size that would permit close project participation by all the firm’s senior staff, as well as flexibility, scalability and customization in a somewhat rigid contact center world.

For almost three decades, Debra has helped shift lead generation to a model built on quality and market-ready to sales-ready. She has done this by leading a team that combines the human voice within the multi-touch process. Early on, Debra developed nurturing campaigns and continues to tailor them to the ever-increasing output from marketing automation. She has also guided her company and the industry by pioneering a metrics-based marketing approach to demand generation, as well as savvy list building and Account Based Marketing.  Her current project is tackling the GDPR challenge!

Prior to entering the direct marketing world, Debra held several design and technical positions in both Canada and the U.S. 

Your may also like:

Don’t Break the GDPR Rules: Infographic from Naomi Campbell

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Three Biggest Mistakes Sales Managers Make and How to fix Them – McClelland

Posted in SLMA with tags on April 25, 2018 by OC Talk Radio

https://www.podbean.com/media/share/pb-83b85-90009a

Listen on iTunes while you bicycle!

20180424-tweet-mcclelland.jpgWhen revenue slumps everyone looks to the salespeople as not having performed, and yet the reasons are often deeper and have more to do with how the salespeople are managed.  In this episode we interview Bernadette McClelland, CEO of Three Red Folders.  Of the hundreds of clients she has had for her sales performance and sales leadership consultancy, we asked her to discuss the most common mistakes sales managers make.  The host is Jim Obemayer.

 About our Guest

Bernadette McClelland is CEO of 3 Red Folders, a boutique sales performance and sales leadership practice headquartered in Melbourne Australia. She is also the founder of The Hive – a platform for trailblazing women who want to do B2B sales differently. Bernadette has been a Sales Coach for Harvard MBA Students and having held senior business development roles in Corporate Australia, owned a 7 figure family business, been the APAC business coach for Anthony Robbins, authored five books on selling and personal leadership,  has clients across 14 countries and 4 continents, she is clearly a respected industry resource who loves to make a difference in the business world.

 About Three Red Folders

We work with mid-sized business who aren’t making their numbers and don’t know why or who want to differentiate themselves but don’t quite know how. Finding and keeping the clients they REALLY want is what it’s all about! If you want to become a respected industry resource – we will bring SCIENCE BACKED, EVIDENCE BASED sales approaches that will ensure your people consistently embrace, engage and execute!

 

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Time Waits for No Marketer: A GDRP Compliance List

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

https://www.podbean.com/media/share/pb-sf3ub-8fef0d

From David Fowler Digital Compliance Head at Act-On

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It’s about 5 weeks and counting for every marketing department world-wide to comply with the EU’s GDRP legislation. It isn’t too late, but time waits for no marketer. In this program David Fowler, of Act-On’s digital compliance department gives us a list of his top compliance recommendations. 

About David Fowler

David Fowler serves as Act-On Software’s Head of Digital Compliance. He has over 20 years of experience in the marketing industry, including the last twelve years strictly focused on the issues associated with regulatory compliance, digital privacy compliance, email marketing, deliverability, social media, mobile, integrated marketing, and marketing automation. David is a seasoned speaker, and email deliverability and privacy consultant with national and international engagements that include: Online Trust Alliance (OTA and Board Member), Email Services and Provider Coalition (ESPC and Board Member), International Association of Privacy Professionals (IAPP), Federal Trade Commission (FTC), InBox East and West, Inbox/Outbox – London, American Marketing Association, Messaging and Anti Abuse Working Group (MAAWG) – US and EU, TRUSTe, Privacy and American Business and the Email Insider Summit. Prior to joining Act-On, David held US- and European-based senior management positions focused on Deliverability, Email Privacy, Sales, Marketing, Business Development and Product Management with such companies as MarketFish, Lyris Technologies, Blue Hornet / Digital River, Yesmail, XO Communications, KPNQwest, Qwest Communications, Electric Lightwave, GST Telecom and MCI. Reach him on Twitter: @oregonlimey

About Act-On Software
Act-On Software is the leader in adaptive marketing solutions that enable marketers to create Adaptive Journeys™ using customer behaviors, preferences and data to intelligently guide the engagement strategy. With Act-On, marketers can drive better business outcomes and see higher customer lifetime value. www.act-on.com; @ActOnSoftware

 

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

 

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Who Owns the Pipeline. The Creators or the Closers

Posted in SLMA on April 18, 2018 by OC Talk Radio

https://www.podbean.com/media/share/pb-p5nik-8f8632

Listen while you drive to Disneyland on iTunes

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The pipeline or sales funnel is evolving as marketing becomes more aggressive and sophisticated in the creation of not only sales leads, but qualified leads.  It only takes a view of sales funnel models to see that marketing has evolved from top of the funnel suppliers to active participants in many stages of the customer journey.  The question is, who owns the pipeline?   The creators or the closers?  Sometimes marketing is assuming both duties.  In B2C marketing is called upon to do both, in B2B not so much. 

In this interview The Pedowitz Group’s VP of Sales Scott Benedetti and its CMO and VP of Strategy agree and disagree and then agree again on who owns the pipeline from their unique perspectives.  The host is Jim Obermayer.

They discuss:

  • Interesting banter between a VP of Sales and a CMO and VP of company strategy
  • Who owns the pipeline is the wrong question!
  • Why executive level sponsorship is needed
  • Why everybody in the company owns the pipeline
  • In the reality it is the customer who owns the pipeline

Scott Benedetti

Scott Benedetti serves as Vice President of Sales at The Pedowitz Group where he is accountable for helping TPG and its client organizations achieve measurable revenue results. He is obsessed with helping customers along their Revenue Marketing™ journey to transform their operations from a cost center to a revenue center.

Kevin Joyce

Kevin Joyce is CMO and vice president of strategy services with The Pedowitz Group. He holds a unique combination of marketing skills and sales experience that helps companies to bridge the gap between sales and marketing.

About The Pedowitz Group

 The Pedowitz Group (TPG) is a Revenue Marketing™ consulting firm headquartered near Atlanta, Ga. We believe that Marketing is the driver of customer engagement that fuels the revenue engine. Many of today’s successful CMOs are operationalizing business accountability, digital transformation and the customer experience through marketing operations. As your partner, TPG helps you plan, build and optimize your revenue engine by delivering services in MarTech, demand generation and marketing operations.

TPG has worked with over 1,300 clients to enable marketing and sales. Our expertise spans the six major categories of MarTech, including marketing automation, CRM and content platforms. We specialize in helping mid-market and enterprise organizations in financial services, manufacturing, software, technology and business services.

You May Also Like

5 Things Kevin Joyce of Pedowitz has Learned about Business and Life

Can your Marketing People Execute Revenue Accountability in 2018?

Rise of the Mysterious Marketing Operations Function

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Author David Cook: How to Be A GREAT Salesperson…by Monday Morning!

Posted in SLMA with tags , on April 18, 2018 by OC Talk Radio

https://www.podbean.com/media/share/pb-36uhq-8f8272

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Sounds too good to be true, and yet it appears it isn’t as I have already tried some of David’s techniques and been rewarded.  In his book, How To Be A GREAT Salesperson…by Monday Morning!

David Cook reveals key sales techniques—including where to insert urgency, when to use a third-party close, and how to shorten the sales cycle.  In this interview he will discuss his motivational principles that will help you approach customers with a new level of confidence and enthusiasm you never thought possible.   The host is Jim Obermayer.

9780998684819_p0_v1_s550x406.jpgFrom Amazon:

Kindle: $8.95

Paperback: 14.95

Barnes & Noble

Paperback: $14.95

In an engaging and thought-provoking interview, Cook discusses:

  • Laugh your way to the bank: Why making your customers laugh is a powerful strategy
  • Start closing when you say hello: Why coughing during your sale can make a difference
  • David’s top closing strategies can be used on buyers  in any industry
  • What makes an leading salesperson? The  traits that make you stand out
  • The three crucial elements to any successful sale
  • The simple phrase that works every time “Forgive my persistence, please:”
  • Ask for help, NEVER ask a customer to do you a favor!

About David Cook and Sales Training on The Go

Award-winning author Dave Cook, CEO and founder of Sales Training On-the-Go, is one of the most in-demand experts on sales training, coaching, and motivation around the world. Cook is the #1 rated producer at Business and Legal Resources (BLR), with awards including: CEO / President’s Club Award for Outstanding Sales Achievement for all eleven years of his employment and the Joe Berneski Leadership Award for Outstanding Leadership Skills

With unequaled expertise, Cook’s training will help anyone to rise to the top of their field and achieve their greatest professional goals, faster than they ever thought possible.

Learn more about Dave Cook at  http://www.salestrainingonthego.com and connect with him on LinkedIn,Twitter, and Facebook.

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

 

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The Five Most Important Things Cyndi Greenglass has Learned in Business and Life

Posted in SLMA with tags , , on April 10, 2018 by OC Talk Radio

https://www.podbean.com/media/share/pb-c8948-8f0663

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This interview is part of an on-going series to hear from successful people about what they have learned in business and life. Cyndi Greenglass, a business founder and marketing expert shares with us the 5 Most Important Things She has Learned:

  1. There is a fallacy in the term “Work-Life Balance”
  2. There is a graveyard of high performances
  3. Why we have to be kind and humble
  4. Be (not) afraid
  5. And parting advice from her Aunt, “You cannot be happy if you’re not grateful.”

This is an interesting personal reflection about her trip through life and work.

About Cyndi Greenglass

Cyndi W. Greenglass is a founding partner and Senior Vice President Strategic Solutions at Diamond Communication Solutions, a data driven communications firm specializing in Healthcare, Financial Services and direct response solutions. Cyndi is a member of the Executive Management team at Diamond Marketing Solutions where she is responsible for the strategic planning process, participates in strategic acquisitions, and manages the agency services division.

Cyndi has twice been named into the Top 100 Influential BTB Marketers by Crain’s BtoB Magazine, and was the 2012 CADM Chicago Direct Marketer of the Year. In 2016  and 2018 Cyndi was named one of 20 Women to Watch in Sales Lead Management and one of the 10 Most Fascinating People in Business to Business Marketing.  She lectures on data and digital marketing nationally, is highly sought after to speak at major industry conferences.  She is also a host and commentator on the WVU Marketing Communications Today program, a live radio program with podcast replays sponsored by West Virginia University.

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

 

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Pipeline Ownership is a Growing Question – Dan McDade

Posted in SLMA with tags , on April 9, 2018 by OC Talk Radio

https://www.podbean.com/media/share/pb-wyuwg-8ede51

Why It Matters:

Dan McDade says, “Scoring algorithms are allowing more poor-quality leads to go to sales faster than ever before!”

Of course, the salespeople own the pipeline, right?  Maybe yes and maybe no.   With the advent of more sophisticated CRM systems, certainly marketing automation programs and now AI, marketing is getting involved in almost every step of the pipeline.  And with involvement comes a responsibility.   In this program DAN McDade, CEO of PointClear talks about pipeline ownership and how technology isn’t always the answer if the basics aren’t being addressed:

  • The reality is that marketing ownership it is limited
  • However, marketing is handling more of the cycles of contact
  • Scoring algorithms are allowing more poor-quality leads go to sales faster than ever before
  • CSO says marketing works on 25-30% of the pipeline
  • What is this blackhole called CRM?
  • Marketing has a limited view of what a qualified lead is most of the time
  • What are the three C’s that sales is driven by?
  • Should marketing spend any money on branding?
  • Marketing automation doesn’t seem to eat its own dogfood!
  • Dan thinks the top percentage of prospects should not go through marketing automation
  • Will senior executives give up their digital body language?
  • Saturated lists are an issue in lead gen!
  • Alignment is the issue between sales and marketing!
  • How does persistence play into closing deals?
  • Marketing has to understand what a lead is and what sales needs
  • Where is the ownership for sales lead qualification?
  • More, lots more

  About 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.

McDade’s Viewpoint Blog

SLMA Radio Sponsorship

 adView.cfm?id=396Whether 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

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