Sales Enablement Live: New Insights & Research from Miller Heiman CEO Byron Matthews
Posted in Uncategorized on April 24, 2018 by OC Talk RadioSales Enablement Live: New Insights & Research from Miller Heiman CEO Byron Matthews
Posted in Hire Power Radio with tags Guest: Byron Matthews on April 24, 2018 by OC Talk Radiohttps://www.podbean.com/media/share/pb-ekbkf-8feb61
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.
Confident ROI launches weekly podcast w/Alex Vorobieff 04-24-18
Posted in Uncategorized on April 24, 2018 by OC Talk RadioData Intelligence 101: The Key to Faster Growth & More Efficient Marketing
Posted in Uncategorized on April 23, 2018 by OC Talk RadioData Intelligence 101: The Key to Faster Growth & More Efficient Marketing
Posted in Hire Power Radio with tags Guest: Raviv Turner on April 23, 2018 by OC Talk Radiohttps://www.podbean.com/media/share/pb-qs258-8f764f
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
Letitia Berbaum Talks Real Estate, Real Life and Adventure with Jim Sullivan of Pro Captains
Posted in Uncategorized on April 23, 2018 by OC Talk RadioWho Owns the Pipeline. The Creators or the Closers
Posted in Uncategorized on April 18, 2018 by OC Talk RadioWho Owns the Pipeline. The Creators or the Closers
Posted in SLMA on April 18, 2018 by OC Talk Radiohttps://www.podbean.com/media/share/pb-p5nik-8f8632
Listen while you drive to Disneyland on iTunes
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 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 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.
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