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Master the Mental Game of Sales - Sedric Hill on Sales Pipeline Radio with Matt Heinz

Listen While You Work!  Hill's strategies aren't just for salespeople. Marketing people can use a dose of his expertise and advice.

Sales Pipeline Radio host Matt Heinz banters easily with real sales expert Sedric Hill about mastering the game of sales.  Hill says it's all about creating a more profitable business by reaching the sales person's potential.

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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.

Nurturing Leads Saves the Salesperson's Butt: Listen While You Work with David Lewis

This program with author and radio host David Lewis discusses how sales lead nurturing, in many forms, helps the prospect in the purchase process in what is the snack sized world we live in.   It also helps the salesperson in their seemingly hopeless lack of sales lead followup. 

Why It's Important:

"Because we live in a snack sized world, says David Lewis

sales lead nurturing is important."

Sales Lead Management Association

On SLMARadio.Today DemandGen founder and CEO David Lewis discussed why lead nurturing is no longer an option using four arguments than cannot be denied.   During this program David Lewis makes the case for marketing automation and nurturing:

  • Its not a spam cannon
  • Automation and nurturing is programmable
  • Nurturing should be conversational
  • It creates a structured engagement
  • Appeals to the prospect in a snack sized world

About David Lewis

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An age of CRM discontent, or just business as usual? Jim Dickie on CRM Radio - Listen While You Work

This live streaming interview occurred on on the Funnel Radio Channel.

Customer Relationship Management, after all of these years, continues to be controversial.  In spite of large strides in ease of use, lots of new applications for social media, business intelligence and graphics presentations, plus customized versions for insurance, medical, car dealers, non-profits and a few hundred more industries, the grumpy rumors continue about a failure to deliver on what is promised.  In this interview, Jim Dickie of CSO Insights takes a whack at the industry discontent.  Could it be as simple as “salespeople are never satisfied?”   We will find out.  The host is Jim Obermayer

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David Lewis interviews Jon Miller on DemandGenRadio about Account-Based-Everything - Listen While YOu Work

 DemandGen Radio - the pulse on modern marketing methods & technologies.

This is the newest streaming-live program from the Funnel Radio Channel.

David Lewis. CEO of DemandGen International and host of DemandGenRadio welcomes us to its biweekly DemandGen Radio. They bring top industry experts, thought leaders, authors, marketing technology firms, and senior marketing leaders from around the world to teach YOU the methods and technologies for high performance marketing. 

In this inaugural episode, DemandGen Radio host David Lewis is joined by one of the founding fathers of Modern Marketing, Jon Miller, co-founder of Marketo and now the founder and CEO of Engagio an account-based marketing platform that orchestrates outbound interactions across departments and channels.

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Best CRM System? Its not what you think! Listen While You Work: CRM Radio - David Raab

 The Best CRM System on the Market

  1. Why are there so many new CRM software  entrants each month?
  2. Why is it said that most companies try two to three different CRM software products before they are successful and keep a system in place?
  3. Somehow the 70% failure rate has been kicked around since 2088 do you think it is true?  DMN in 2013 said it was as high as 63%.   Some say it is crap.
  4. What causes CRM failure.
  5. Some people just buy the software without a strategy for implementation, what are the elements of a CRM Strategy?   
  6. What is the best CRM System on the market?  

CRM systems have been installed in 90% of the companies. Regardless, failure rates are still high which fuels more entrants into the market. New capabilities (applications) continued to be hung on the basic CRM platforms which fuels even more companies into the market.  And everybody claims their program is the best. The systems get more complicated and yet say they are easiest to use. Industry expert David Raab from Raab Associates discusses his opinion of the best CRM system on the Market.

About our guest, David Raab
250-CRMRadio-20160714-raabPrincipal David M. Raab has more than thirty years’ experience as a marketer, consultant, author and analyst. He has consulted with major firms in financial services, health care, telecommunications, publishing, consumer goods, technology and other industries. Mr. Raab has written hundreds of articles on marketing issues and addressed audiences in North America, Europe, Asia and Australia. He is author of The Marketing Performance Measurement Toolkit, published by Racom Communications. 
About Raab Associates
Raab Associates helps marketers select the best marketing technologies and service vendors. Each engagement starts with a thorough assessment of your company’s business situation. We then work with you to identify the solutions best suited to your unique combination of needs and resources. We continue to work with our clients through deployment to ensure that each project meets its objectives and lays the foundation for future growth.
Raab Associates draws on a combination of practical experience and technical knowledge. We are continually scanning the horizon for the developments that can help our clients gain competitive advantage. We combine an insatiable curiosity about new possibilities with a concrete understanding of the day-to-day business realities. This ensures that our clients receive sound advice and hands-on assistance with their toughest marketing technology issues. 
Raab Associates is a vendor-neutral consultancy specializing in helping marketers understand marketing technology. Typical projects include marketing architecture design, needs analysis, and vendor selection.
Raab Associates can be reached: 914-241-0000 |

Sponsor for this show:

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.

Sales Enablement Starts with Marketing: Listen While You Work - Robin Saitz

How Marketers Enable Salespeople to Have Valuable Conversations

Slma-recommended-187Robin Saitz convinces us from this live streaming interview on SLMARadio that sales enablement not only starts with marketing, but it is a measurable function that has a definable return on investment.   Yes she says, it is about controlling content that the prospect wants and helping salespeople with content delivery.   Host Jim Obermayer says he learned more from this interview about sales enablement than he thought possible. 
You think you train your sales reps and turn them loose, and six weeks later the sales manager gets around to traveling with them and their first responses are often, “Where is did you learn that?” Where did those qualifying questions come from?”  “Why did you talk so much?”  In this interview, Brainshark CMO Robin Saitz discusses what MARKETING can do to make sales conversations meaningful.
About Robin Saitz
250-SLMARADIO-20160714-robin-seitzRobin leads the Brainshark marketing organization and is responsible for driving interest and awareness for the entire Brainshark solutions platform. She joined the company in 2015 after a long tenure at Boston-based PTC, where she successfully helped the company grow to $1.3B in revenue. While there, she led a variety of marketing functions to deliver on reputation, demand generation, and sales enablement goals. Additionally, Robin has been honored in STEMconnector’s inaugural 100 Women Leaders in STEM.
About Brainshark
Brainshark is the leading sales enablement company that helps businesses harness the power of content to drive sales productivity. With Brainshark, companies can: empower salespeople with dynamic content that can be created quickly, imported easily and accessed anywhere; prepare sales teams with on-demand training that accelerates onboarding and keeps existing reps up-to-speed and in-the-know; hone performance with sales coaching that ensures reps make the most of every buyer interaction; and arm reps with the right content and resources for any selling situation to better engage buyers and close more deals.
In addition, Brainshark analytics enable organizations to track sales content effectiveness and make smarter decisions that drive results. Thousands of companies – including more than half of the Fortune 100 – rely on Brainshark to improve sales productivity and increase the impact of their sales, marketing and training. Learn more at

Why Marketing Operations is Crucial for Growth! Listen While you Work - WIlson Raj at SAS

Four Reasons Why Marketing Operations is Crucial for Growth!

In this 25 minute interview on SLMA Radio, Wilson Raj says it is all about business results. Having a a marketing operations department to assemble  and bring sense to the opportunities and complexity of marketing tools and the people is what marketing operations is all about.  With unusual clarity Raj brings it all together.

Marketing operations is no longer just for the big boys. With the continuing growth of software applications to control every aspect of marketing, and the need to coordinate the processes. procedures  and results, the marketing operations department is being found in mid-sized and even SMBs. During this program Wilson Raj, Global Director of Customer Intelligence at SAS makes the case that Marketing Ops is an essential part of every marketing department. The host is Jim Obermayer.

About our guest:

RajWilson Raj is the Global Director of Customer Intelligence at SAS. Collaborating with customers, industry influencers, partners, and product teams, Raj is responsible for global marketing to establish, evolve and evangelize SAS’ analytics-powered marketing solutions. With twenty years of experience in multiple industries, Raj has built data-driven brand value, engagement, and loyalty through expertise in integrating advertising, digital marketing, social media, multi-channel relationship marketing and public relations.

About SAS:

SAS is the leader in analytics. Through innovative analytics, business intelligence and data management, software and services, SAS helps customers at more than 80,000 sites make better decisions faster. Since 1976 SAS has been giving customers around the world THE POWER TO KNOW®.


Also see the blog post: Job Description - Marketing Operations 



Research for Thoughtful Sales Managers from CSO Insights: Listen While You Work

CSO Insights: Driving the Sales Category with Hard Research 250-SLMARADIO-20160616-trailer (1)Everybody has an opinion about how to improve sales. From the CEO  who believes the product can sell itself, to the thousands of sales consultants  that have the secret sauce for improving sales. Which is where CSO Insights comes in with hard facts about sales performance and behavior based on research, not opinions.

During this program we interview CSO Insights’ co-founder Barry Trailer about the company and how its research is impacting sales management decisions at B2B companies. The host is Jim Obermayer.

Continue reading "Research for Thoughtful Sales Managers from CSO Insights: Listen While You Work" »

INTERACTIVE Digital Content Made Simple that Increases Response: Listen While You Work!

Four ways to create INTERACTIVE Digital Content that Increases Response

Slma-recommended-187 Jonathan Lacoste said it best on the SLMA Radio program when he said he realized that humanizing digital interaction was not a nice to have but required to address the needs of inquirers.  The day of static content presentation is past.  Dead.  

Interactive content presentation engages the prospect and allows the sponsor to gain unique information which leads to higher conversions.  Listen and learn. 

Ok, we get it, most of you are struggling just to get some content on your site and now we have someone talking about “Interactive Content.” The way things are changing it almost makes you want to go into sales. But not too fast, this interactive content thing is the wave of the not too distant future and the SLMA has an expert on the subject with Jonathan Lacoste, president of Jebbit. The host is Jim Obermayer.

250-SLMARADIO-20160609-lacosteAbout Jonathan Lacoste

Jonathan Lacoste is an award-winning entrepreneur and writer. Lacoste is the co-founder and President of Jebbit, a digital marketing software company he founded as an undergraduate student in 2011. Since launching the company, Jonathan has been named to Forbes' "30 Under 30," was the "Emerging Executive of the Year" in the state of Massachusetts and is considered the youngest entrepreneur to raise venture capital, at age 19. Jonathan pens “The CMO Corner” column for Inc Magazine, sharing marketing-tech trends and tips from CMOs in various fields. In his spare time, Jonathan is an avid marathoner, having run 13 to date.

About Jebbit

Jebbit is a venture-backed company offering a digital marketing platform that creates engaging micro-content, personalizing a brand’s interaction with each individual in its audience. Over time, our solution transforms the unique data we’ve captured into rich consumer profiles, which integrate with any marketing technology stack.


 This blog is supported by the generous sponsorship of  OMI - Outward MediaVanillaSoft and Goldmine CRM Software