CRM Radio Feed

Can Account Based Marketing be Good for You? Cari Baldwin from Square 2 Marketing on CRM Radio

During this program we delve into Account Based Marketing with Cari Baldwin, Chief Revenue Officer for Square 2 Marketing.   Some will say, ABM is right for any company now that technology more easily assigns content by person/title and tracks interactions, but seriously is ABM right for a company with thousands of potential buyers?  After all, ABM is more than the technology behind the database. .  Once the prime question is answered we will discuss the steps to create an ABM program.  The host is Jim Obermayer

About our Guest Cari Baldwin - Chief Revenue Officer

Cari is a seasoned demand generation expert, recognized thought leader and frequent industry speaker on marketing trends and technology.  She is focused on ensuring the firm drives marketing strategies and programs that deliver measurable results for clients.

With a solid understanding of leading marketing technology solutions, Cari’s strengths include include ABM, nurture and process strategy; demand generation planning; and analytics.  Cari values educating the next generation of marketers, and is a guest digital marketing instructor at George Fox University and chief learning officer at GreenFig University.

About Square 2 Marketing

Founded in 2003, Square 2 Marketing is a data-driven digital agency dedicated to helping businesses improve results with buyer-centric sales and marketing strategies. With a focus on science, data and intelligence, we support business growth with comprehensive, campaign-based and tactical services in five practice areas: business innovation consulting, inbound marketing, demand generation, inbound sales and marketing technology. 

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If You don't have a Sales Process, You're Participating in a Lottery - Mike Alexander on CRM Radio

Without a Sales Process Your  Business is a Lottery

Vintage Mike Alexander doesn't sugar-coat the issue of companies without a sales process. 

 In a discussion with SLMA Board Member Michael Alexander of the Private Trustees Management Group, he said, "If you can’t describe your company’s sales process you don’t have a business you have a lottery!" 

Alexander reminds us that companies should review the marketing and sales process to the same degree as they review and improve manufacturing. “Everyone does a high five,” he says, “When manufacturing improves its efficiency by a point or two and yet marketing and sales run fast and loose with few serious measurements in place.”   The host is Jim Obermayer

Thoughts from Alexander:

I have two questions I always ask business owners who seek my advice:

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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 Data.com 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

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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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