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Machine Learning is a Requirement for Marketing Automation - Michelle Huff from Act-On Software

Listen to Michelle Huff while you work!

In this interview with Michelle Huff CMO of ACT-On we learn how ACT-On is using ML to drive decisions that help their users sell more.  The host is Jim Obermayer.

Machine learning” for some is only a buzz word that may or may not have substance behind it.  Defined as a field of computer science, machine learning gives computers that use algorithms the ability to learn from and to make decisions without programming based on data. (Wikipedia)  

About our Guest Michelle Huff

Michelle is Act-On’s Chief Marketing Officer, and oversees the company’s brand, demand, and customer expansion marketing efforts. Michelle comes to Act-On with 17+ years’ experience helping market leading companies, including Salesforce and Oracle, connect customers with technology solutions to grow their business. Most recently, Michelle was GM of Salesforce’s division after having served as the VP of Marketing for the group. 

About Act-On:

Act-On Software is a marketing automation company delivering innovation that empowers marketers to do the best work of their careers. Act-On is the only integrated workspace that powers the customer experience from end-to-end, from brand awareness and demand generation, to retention and loyalty. With Act-On, marketers can drive better business outcomes and see higher customer lifetime value. Act-On is squarely focused on the success of its customers and offers consultant-level quality with everyday customer support. Act-On has been recognized for its superior product and rapid business growth by Deloitte, Forbes, and Inc. Magazine. For more information, visit Act-On Software.

Converse with us on Twitter, circle us on Google+, and get to know our company on LinkedIn and Facebook. For marketing best practices and tips, read our Marketing Action blog. Use #ActOnSW to join the social conversation.

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 Sponsor for this show:

GoldMine CRM

Goldmine CRM
Get more from the cloud with GoldMine workspaces. Flexible sign up options for BYOL hosting or subscription with monthly or annual terms. Designed for customers with Windows server-based applications but looking to off-load their on-premises server equipment.

Getting a 5x Lift Through Early Engagement - Mari Anne Vanella

600-x600-CRMRadio-20170316-anellaMari Anne will discuss the impact that early engagement has in large enterprise B2B sales cycles.

Topics discussed:
  1. Is BANT relevant anymore for engagement with large B2B deals?
  2. What are some common engagement breakdowns?
  3. Is there such a thing as predictability with engagement?
  4. If a company outsources, what should they consider specifically related to engagements?
  5. Isn’t buying appointments the right thing to do?

About our Guest Mari Anna Vanella

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Account Based Sales Defined - Katie Doyle - of Outreach on CRM Radio

Listen while you work.

We have heard about  account based marketing, but do we really know what account based sales is all about?  Katie Doyle VP of Marketing at Outreach Corporation answers our questions. The host is Jim Obermayer.  

6a0147e05adc32970b01b8d269c009970c-320wiWe covered:

Meaning and Application of Account Based Sales

  1. What is the difference between account-based marketing and account based sales?
  2. What is the difference between sales engagement and account based sales?
  3. Is this only for SalesForce users?
  4. Tell us about the elements of the Outreach platform that takes it beyond queuing?
  5. Can you discuss the depth of the workflows process for an everyday salesperson?

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What CEOs Overlook in Questioning Sales Managers

Evan Liang, CEO of LeanData answers the tough question!

Slma-recommended-187 In this free-wheeling interview with LeanData’s CEO Evan Liang we discuss his opinion of where CEO’s fail in their management of sales managers by not asking a crucial question that can determine the company’s future.  The host is Jim Obermayer.

About Evan Liang

250-CRMRadio-20170119-liangEvan Liang is the co-founder and CEO of LeanData. A graduate of Stanford University and Northwestern University's Kellogg School of Management, Liang's business career includes a background in venture capital with Battery Ventures and Shasta Ventures. He founded lead management company LeanData with Kelvin Cheung in 2012. 

About LeanData

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13 Things a Salesperson Won’t Tell You, but he Told Us.

An anonymous salesperson was interviewed on on January 26, 2017.  This is a cleansed version of the interview. 

250-CRMRadio-20170126-anonymousSusan Finch is the host and the salesperson is anonymous.

  1. How good is the CRM system?

Our CRM is crap because you want me to spend hours on it for your own purposes and not mine. 

I know I have to use it, but don’t expect me to like it. I am tired of complaining about it.  If I complain too much you’ll ditch the current system and I will go through hell to learn about another system that is essentially just like the last system.   You didn’t ask me when you chose the system, you didn’t ask me about the sales process steps, you didn’t ask me what a qualified lead is and you didn’t train me and yet you expect me to use the program.

Ask me about the sales process, get our input, train us properly and we’ll actually start to like the system.

  1. Let’s talk about sales forecasts, why are they so inaccurate?

I lie on my sales forecast because my prospects lie and if I told you the truth you’d freak out.  There are some things you just don’t need to know.  When sales are down and forecasts are weak it’s a cry for help from the sales guy. 

Why are salesforcasts so inaccurate?

"I lie on my sales forecast because my prospects lie and if I told you the truth you’d freak out.  There are some things you just don’t need to know.  When sales are down and forecasts are weak it’s a cry for help from the sales guy."

Anonymous Sales Guy on SLMA Radio

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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.

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Chaos and Control: Tackling the Top problems in agencies and media outlets

Agencies take note, not using a CRM system places you at a competitive disadvantage.   Listen and Learn. 

Insightly surveyed over 300 creative professionals working in communication, marketing, advertising, design, and media across the world. The results reveal how these groups use CRM and project management to solve their principal problems – teamwork, organizing customer information, efficiency, and trouble managing projects.

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Discussing the Usefulness of BI Applications for Salespeople: John Golden on CRM Radio

 Are BI Apps Confusing or Improving CRM and Sales Revenue?

Business intelligence applications are growing, but are they worth the effort?   We agree that more intelligence is better and the range of options of BI for CRM system is exploding (along with cost) when added to the CRM system as another app.  Is it worth it?  CRM expert and author John Golden, who is the CSO at Pipeliner CRM discusses business intelligence applications and how it is changing CRM. The host is Jim Obermayer.

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Why Sales Managers Need to Understand the Murky World of Sales Analytics: CRM Radio

Mike Saliter Tackles the Need for Instant Business Analytics

This show covers:

  • Why sales managers need deep dive analytics to understand what is happening in the organization and the market
  • Why CRM reports are too simple and can't answer the "WHY" question 
  • How a deep dive reporting system helps sales managers understand what happened in the past and what should be done in the future
  • Why Sales manager's need to understand the journey at the point of decision which can look at many different data sources (CRM, HR, ERP, Marketing Automation, Expense Reports, etc. )
  • How visual analytics contributes to fast decisions 



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Five Means to Ensure CRM Success: Matt Reid of Velocify - CRMRadio

Five Means to Ensure CRM Success

250-CRMRadio-20160915-reidMatt Reid, vp of marketing for Velocify shares five very specific paths to CRM success.   Matt has knowledge and strong opinions on what works and a background that backs up his views. No one can deny that Velocity is a heavy-weight in the CRM space. The company produces undeniable research on the subject of sales lead management and processing.  The host is Jim Obermayer.

Reid tackles:

  • Buy-in from the organization
  • Getting all leads, not just some into the system
  • Make sure all of the marketing and sales tools work together (big failure point)
  • Prioritize Distribution (not always considered)
  • Reporting is the key insight into sales performance

About Matt Reid

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Is marketing’s most obscene gesture a naked sales lead? Hear from Goldmine's Paul Petersen: Listen While you Work!

 What do you do with a Naked Sales Lead?

PetersenAsk a salesperson and they will tell you that the most obscene thing they receive from marketing is a Naked Sales Lead.  This is a stripped down sales lead that has nothing on it except what is mandatory and that usually doesn’t include budget, authority, need and time frame for purchase.  In this live streaming CRMRadio.Today program Paul Petersen joins us to discuss how to gain the salespeople’s undying respect by giving them what they most desire: a qualified sales lead. The host is Jim Obermayer.

 About Paul Petersen

Mr. Petersen is the general manager and vice president of the GoldMine business unit of HeatSoftware Inc. 

 About GoldMine

Headquartered in Milpitas, CA., USA, GoldMine is a division of FrontRange Solutions. GoldMine is a leading provider of mobile relationship management solutions for small businesses worldwide. Over 1 million users have selected GoldMine to help them manage over 1 billion relationships. GoldMine has been selected by businesses in more than 80 verticals and 45 countries to grow their businesses and build enduring relationships.


Funnel-radio-logo500CRMRadio is one of many streaming live internet radio programs on the Funnel Radio Channel that play sequentially on Thursday mornings.   The Funnel Radio Channel is seeking radio personalities and talk show hosts for their specific area of expertise. Talk radio personalities often discuss products, technology and management from a particular point of view.     Contact James Obermayer, Publisher and President of the Funnel Media Group  LLC.

Brian Carroll Interviewed on Improving ABM - Listen While You Work

This interview is vintage Carroll.  Fast and too the point. He lists the 5 ways to improve Account Based Marketing and sales and expands each one.  (We also hear about a new book he is working on).    We spend time on energizing past sales leads with past accounts and also sales lead scoring.   Solid advice from a proven pro.   We look forward to hearing more from Brian in the future.  

In a marketing world where Account Based Marketing and Selling is permeating so many discussions, backed by expanding technology choices, CRM Radio interviews Brian Carroll, author and evangelist. Brian says it can be faster and easier than you think as he discusses the five ways to “immediately” improve ABM marketing and selling. The host is Jim Obermayer.

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