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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.
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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It is not the strongest nor the most intelligent company that survives, but the one most adaptable to change![i]
No doubt there is sensational change coming in a tsunami-like fashion to sales and marketing departments in both B2B and B2C companies. These marketing and sales environments are especially under pressure because as technology gallops ahead, the companies that adapt to change will survive, while those that lag behind in adopting new ways of selling and marketing are slated for the trash heaps of failed businesses. And the driver of this change is Business Intelligence (BI).
Why it’s important
“The companies that lag behind in adopting new ways of selling and marketing are slated for the trash heaps of failed businesses.”
Yes, fears of change have been expressed before, but none are as urgently as those occurring in today’s marketplaces. The
Predictable Prospecting: How to Radically Increase Your Sales B2B Pipeline - Marylou Tyler Interview on CRM Radio
If your organization’s is driven by B2B sales, MaryLou Tyler (the co-author of the book Predictable Prospecting) will reveal her proven step-by-step process to turn any B2B organization into a high-performance business development engine. The host is Jim Obermayer
About Marylou Tyler
Marylou Tyler is the Founder of Strategic Pipeline, a Fortune 1000 outbound sales process improvement consulting group. Her client list includes Apple, Bose, AMA, Talend, CIBC, Prudential, UPS, Orkin, AAA and Mastercard.
She's also co-author of the #1 Bestseller Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com. It's sold over 60,000 copies and has over 250 reviews on Amazon averaging over 4.3 stars.
When it comes to sales process improvement, Marylou specializes in optimizing top-of-funnel sales process and implementing predictable new sales opportunity engines. Her unique approach walks clients through a specific 7-point outreach process/framework that is part behavioral, part predictive and part creative (persuasive storytelling).
About Strategic Pipeline
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.
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
Sean Burke, CEO of Kitedesk discusses how a company can economically create real qualified leads to drive a forecast which drive sales.
If you ask salespeople what they want from marketing and they will say, “More leads.” Give them
Adam Honig, CEO and Founder of Spiro Technologies shares with SLMA host Jim Obermayer how an app for iPhone and Android users powers a humorous personal sales assistance program to motivate sales reps and help them with their everyday work. Click and your'll hear:
- How salespeople respond to humor and produce more.
- Why the reps won't miss follow-up activities.
- How the application on their phone will prioritize activities and help them sell more.
- How 3500 jokes and 7 different personalities within the application helps salespeople smile and dial.
"A sales representatives day is filled with tight schedules, tension, pressure to perform, calls, call-backs, new lead follow-up, old lead follow-up, an aggravating sales manager, customer complaints, emails, presentations and oh yes an occasional appointment and stupid stuff the corporate office layers in just for fun. All of this makes it difficult to keep track of the most important part: new business activities.
The Selling Power President's Club powered by Spiro
Being eligible for the President's Club is super easy: you need to be one of the first 2,000 salespeople to download and use Spiro, our personal sales assistant. Don't worry, if you're one of the legendary salespeople already using Spiro, you can update it to the most current version and opt into the President's Club.