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December 2016

November 2016

Salespeople who tell stories sell more: Author Paul Smith and Matt Heinz on Pipeline Radio 12/1

Sales Story vs. Sales Pitch - Quick tips to create both

Episode-card-250-paul-smithListen Live on Thursday, December 1st at 11 AM pacific time here at the SalesPipelineRadio site.

Storytelling is a compelling way to build interest, get to know prospects, build trust and create connections. Paul Smith is THE ultimate storytelling coach. He's a best selling author of three books on this topic. Learn this tool to put everyone at ease, give you more enjoyment from prospecting and building relationships and make you more memorable.

Continue reading "Salespeople who tell stories sell more: Author Paul Smith and Matt Heinz on Pipeline Radio 12/1" »


Time to Toss Annual Reviews? Reflektive E-Book Review

6a0147e05adc32970b01b8d23e3bb7970cTitle:  How to Manage Compensation without Performance Ratings

Published by/Authors:  Reflektive

Gated:  Yes

Download Link   

Length:  8 Pages

Why It’s Important:

”No one likes annual reviews, not the managers, not the employees and not HR.  It’s time to rethink how people are managed and paid for performance.  This paper from Reflektive starts the thinking process.”

Highlights: 

Continue reading "Time to Toss Annual Reviews? Reflektive E-Book Review" »


2017 Predictions from PointClear CEO Dan McDade

IStock_000038306980LargeDan McDade’s 2017 Predictions 

Predictions for 2017? This year will mark the beginning of the era of accountability.

Sales and marketing can no longer operate in the status quo environment where leaders and team members are unaccountable for their actions. Competitive organizations can’t tolerate the current reality where (according to CSO Insights):

  • Just 42% of marketing generated leads are accepted and worked by sales
  • Less than 60% of sales reps make quota
  • The #1 sales execution challenge is the lack of qualified leads

To thrive in the coming year and beyond, marketing and sales must account for their activity, accept responsibility for revenue results and disclose results in a transparent way.

Why it's Important

McDade"To thrive in the coming year and beyond, marketing and sales must account for their activity, accept responsibility for revenue results and disclose results in a transparent way."

Dan McDade

 

 

 

Continue reading "2017 Predictions from PointClear CEO Dan McDade" »


2017 Predictions from Commence Corporations CEO Larry Caretsky

Larry Caretsky's Predictions

IStock_000038306980LargeIn 2017, we will continue to see significant growth in the utilization of technology to improve business performance.  Businesses of all sizes will utilize software solutions like CRM to automate the front office business processes that impact sales execution and customer service. 

There are three areas that I believe will experience accelerated growth in the next 6-12 months.  

About Customer Service

Caretsky"Companies must make customer service easy for potential buyers by using automated programs that provide answers to frequently asked questions and on-line knowledge base and on-line chat if the purchaser requires human intervention."

Continue reading "2017 Predictions from Commence Corporations CEO Larry Caretsky" »


Management Tip: PR Seldom gets the Credit it Deserves

IStock_84714737_MEDIUMPR can be one of your most consistent performers in the promotional stack!

There are many forms of Public Relations: crises management, press releases,  press mentions, community relations, articles, speaking, and media tours, but PR seldom gets credit for its contributions to sales.   For the average company, PR can contribute as much as 22-23% of  all the sales leads it creates.   (You have to measure all forms of marketing).

I am continually surprised at how often companies think public relations is thought of as just a press release when a new product is announced.  A press program says to the market that your company is alive, progressive, moving forward, and aware.  It can't be the money for PR, it is usually pocket change compared to the return.  It must be ignorance.

When I visit a web site and see few if any press releases, the most recent a year or so old, and no press contact, it tells me a lot about the company and none of it is good.

 Got a management tip you've learned the hard way, send it to jim@theslma.com


Sales Enablement's Future: Jim Ninivaggi of Brainshark on SalesPipeline Radio with Matt Heinz

SalesPipeline Radio 's guest is Jim Ninivaggi, Senior VP of Strategic Partnerships at Brainshark, Inc. Some of what we are covering in this episode is:

  • Can you walk us through the evolution of the sales enablement function? What did it look like five years ago? What’s the state of sales enablement today?
  • How do you define sales enablement?
  • What are some issues they may not be focused on, but should be?
  • Where do you see sales enablement one year from now?What are some key, top-of- mind issues that sales enablement leaders are focused on?
 
 About our guest:

Continue reading "Sales Enablement's Future: Jim Ninivaggi of Brainshark on SalesPipeline Radio with Matt Heinz" »


2017 Predictions from Velocify CEO Nick Hedges

IStock_000038306980LargeNick Hedges' Predictions

"The biggest changes for sales tech in the coming year will follow those that we’ve already seen in consumer tech and media. Not too long ago, people had only a few options for communicating: phone calls, emails and face-to-face conversations. However, the mobile revolution and an explosion of social media channels has created a new breed of short-form, staccato communications – texts, tweets, Snapchat messages, etc. – that have superseded many of the conversations that used to happen by phone or email.

  What Matters

Nick"...New developments in artificial intelligence will lead to the automation of short-form communication (text, chat and social channels), in which machines can adequately respond to simple inquiries from customers. However, the human touch will remain incredibly valuable for sales, especially at an enterprise level..."

Nick Hedges

Continue reading "2017 Predictions from Velocify CEO Nick Hedges" »


Insights from a Jedi Marketing Master: DemandGenRadio with Lewis and Sechrist

Modern Marketing Insights from a Jedi Master


Doug Sechrist  has won awards for lead nurturing, sales and marketing alignment, and even a 2010 award for most creative marketing campaign. Even more impressive is his track record for driving growth and revenue from within marketing.  

6a0147e05adc32970b01bb0953e27a970d-320wiFor two decades Sechrist, Vice President of Demand Marketing at Infusionsoft, has setup some of the best Demand Generation and Marketing Operations teams at firms including Zantaz, Taleo, Eloqua/Oracle , Five9, and now Infusionsoft.   In short, Doug has the recipes for what works, and what doesn’t, and shares them in this episode.

  • Doug’s blueprint for setting up a modern marketing “Demand Factory”
  • Doug’s 3 core priorities for setting up Demand Generation Teams
  • What’s working in demand generation these days and his innovative “Subscriber Model” for content publishing
  • Should telemarketing be managed by Sales or Marketing?
  • Doug’s approach on investing in MarTech Tools and the importance of failing fast

DemandGen-Radio-Icon-2

 

DemandGen Radio, hosted by David Lewis is the voice of demand generation.  

 

 

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Funnel-media-logo-300tmAbout the Funnel Radio Channel

Funnel Radio publishes live-streaming internet radio programs (and follow-on podcasts) for at-work listeners.  Available shows include: DemandGen Radio, Leadspace Radio (only as replays), MSPNow Radio, CRMRadio.today, CustomerMarketingRadio.today and Sales Pipeline Radio.  The audience for Funnel Radio shows exceeds 158,000.  Funnel Radio is a division of the Funnel Media GroupTM, LLC.  


Taking the Mystery out of Marketing Operations: Debbie Qaqish - White Paper Review

Title:   Rise of the Marketing Operations Function: And what is this talk about Unicorns?

Published by/Authors:  Debbie Qaqish, Chief Strategy Officer, Pedowitz Group

Gated:  Yes Rise_of_the_Marketing_Operations_thumbnail

Download Link   

Length:  9 pages

Highlights: 

  • A much needed definition of marketing operations.
  • The four stages of Marketing Ops Groups: Model maturity for Marketing Ops
  • Quotes about marketing operations from: Michael Ballard-Lenovo; Randy Taylor, LexisNexis; Ashleigh David, Trend Micro; Chris Willis, Elekta; Mitch Diamond, McKesson; Patrick Phelan, Acxion; Danny Essner, MediaMath.
  • Common Marketing Operations Functions are described under five categories:
    • Technology
    • Data Management
    • Measurement and Analytics Reporting
    • Process
    • Execution

Continue reading "Taking the Mystery out of Marketing Operations: Debbie Qaqish - White Paper Review" »


How to Avoid being one of the 73% of Failed CRM Installs


Albert Einstein said, “If you can't explain it simply, you don't understand it well enough.”  We asked, therefore for audience callers to tell us in their opinion what determines a success CRM installation. Is it training, the database, sales stages, pipeline structure?  What is the single thing that absolutely must be done to have a success CRM installation?  The host is Funnel Media Publisher Jim Obermayer.

Of course, there isn't just one thing,. but in the minds eye of some of the callers and the host there are things that standout as "must have actions" to avoid being one of the 73% of those that are reported to be unhappy with their CRM Installation. 

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About the Funnel Radio Channel

Funnel-media-logo-300tmFunnel Radio publishes live-streaming internet radio programs (and follow-on podcasts) for at-work listeners.  Available shows include: DemandGen Radio, Leadspace Radio (only as replays), MSPNow Radio, CRMRadio.today, CustomerMarketingRadio.today and Sales Pipeline Radio.  The audience for Funnel Radio shows exceeds 158,000.  Funnel Radio is a division of the Funnel Media GroupTM, LLC.