Data 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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Author David Cook: How to Be A GREAT Salesperson…by Monday Morning!
Posted in SLMA with tags Current and Past Shows, Sales Skills Training on April 18, 2018 by OC Talk Radiohttps://www.podbean.com/media/share/pb-36uhq-8f8272
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.
From Amazon:Kindle: $8.95
Paperback: 14.95
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:
SLMA 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
Keeping It Real Estate with Rosanne Nitti 04-03-18
Posted in Uncategorized with tags Origin of the show on April 12, 2018 by OC Talk Radiohttps://www.podbean.com/media/share/pb-abw2a-8f29f2
Join us for the inaugural episode of KEEPING IT REAL with Rosanne Nitti as she lays out her vision for the show, Tuesdays @ 2:30pm PT. On Orange County’s only community talk radio station, OC Talk Radio.
Sales Enablement’s Evolution from a Front Row Seat with Jim Ninivaggi
Posted in Uncategorized on April 11, 2018 by OC Talk RadioSales Enablement’s Evolution from a Front Row Seat with Jim Ninivaggi
Posted in Hire Power Radio with tags Guest: Jim Ninivaggi on April 11, 2018 by OC Talk Radiohttps://www.podbean.com/media/share/pb-75vrh-8f187b
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.
