Artificial Intelligence Must Do Three Things and it Doesn't Include Dumping Salespeople - Anil Kaul Podcast

Anil Kaul, CEO at AbsolutData joined host Matt Heinz for an in-depth talk about artificial intelligence.  The three things he expects from AI are :

  1. Sensing the meaning behind data
  2. Understand text
  3. The ability to recommend complex decisions. 

".... we went from using data quite literally and quite directly to now using information to make conjectures and to create new experiences for customers. I think maybe five years ago, the big buzzword in B2B was maybe "social selling," "social media." A couple of years later "account-based marketing" and then we start talking about AI and I think there has been a lot of interest in artificial intelligence, a lot of discussions.

I think inevitably that initial frothing turns into, "Well what exactly is it and how do we use it?" And AbsoluteData really have been at the forefront of this.

Listen as Anil talks about what AI means to him and about some of the practical applications that can help more marketers or more business leaders wrap their heads around how to leverage it. 

Read the full transcription on the Heinz Marketing blog.

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Sales Pipeline Radio is hosted by Matt Heinz of Heinz Marketing which is a program on the Funnel Radio Channel.  Heinz Marketing is the sponsor of Sales Pipeline Radio.

Heinz Marketing   Funnel Radio Podcast Channel by the Funnel Media Group, LLC


Funnel Radio Line Up Dec 5

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Market Dominance Guys by ConnectAndSell hosted by Corey Frank and Chris Beall


9 am INSIDE Inside Sales by VanillaSoft hosted by Darryl Praill

Guest: Dale Dupree


9:30 am Revenue Optimization Radio by Altify hosted by Patrick Morrissey

Guest: Nigel Cullington


10 am WVU Marketing Communications Today by West Virginia University hosted by Karen Freberg

Guest: Melissa Agnes


10:30 am Revenue Rebels by DemandLab hosted by Rhoan Morgan

Guest: Marne Reed


11 am CRM Radio by GoldMine CRM hosted by Stacy Gentile

Guest: Maggie Strevell, NaperSolutions

Top 5 Digital Marketing Myths

Listen LIVE >


11:30 am Sales Pipeline Radio by Heinz Marketing hosted by Matt Heinz

Guest: John Ferrara

How to Build a Community of Micro-influencers to Drive Your Business

Listen LIVE >


12 pm ASHER Sales Sense by ASHER STRATEGIES hosted by John Asher


12:30 pm Funnel Radio by Funnel Media Group hosted by James Obermayer

Guest: Matt Heinz


1 pm Agile Operations Podcast: Beautiful Numbers by Lola.com hosted by Mike Volpe and Rebecca Morrison

 


Funnel Radio Shows for Your Thanksgiving Binge Listening

At some point, Thanksgiving transitions into a US holiday of overeating, football, and relative tolerance through any method.

Funnel Radio would like to give you an option with the excuse of self-improvement. This is perfect if your team isn't playing, is losing terribly, or you want to skip the television and need a break from hearing about the latest ailments and drama in the group, looking at vacation slides air-played to the television, or sketchy Skyping with those who couldn't make it. For your listening pleasure, please enjoy these shows published just for you!

Our studio is closed, so we are not streaming. Take the posted schedule as a suggestion or just swoop through the list and binge-listen. Remember, all of our shows are in your favorite social media venues, including ApplePodcasts, Stitcher Radio, iHeartRadio, Blubrry, Spotify and several of our shows are available through the Alexa app.

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Market Dominance Guys by ConnectAndSell hosted by Corey Frank and Chris Beall

How to Free Solo Your Pitch


INSIDE Inside Sales by VanillaSoft hosted by Darryl Praill
Guest: Matt Reuter
Asking the Right Questions


Revenue Optimization Radio by Altify hosted by Patrick Morrissey
Guest: Maria Ross
Empathy is Good for You and For the Bottom Line.


WVU Marketing Communications Today by West Virginia University hosted by Michael Lynch
Guest: Bonnie Harris
Showing Gratitude Toward Your Clients


SLMA Radio by Funnel Media Group hosted by James Obermayer
Guest: Kristin Hege
Defining Modern PR in a Digital B2B World: Hint it has Changed


CRM Radio by GoldMine CRM hosted by Stacy Gentile
Guest:  Chad Pollitt
Three Tactics to Be Successful in Content Creation


Sales Pipeline Radio by Heinz Marketing hosted by Matt Heinz

Guest: Josh Baez
You Can’t Execute Anything from a PPT Deck


ASHER Sales Sense by ASHER STRATEGIES hosted by John Asher
Chuck Reaves Says Customers Don’t Allow Mulligans on the John Asher Podcast


Table Fries by Lola.com hosted by Jeanne Hopkins
Guest: Jackie Glenn
There is a Special Place Carved Out That Only You Can Fill - Jackie Glenn


Agile Operations Podcast by Lola.com hosted by Mike Volpe
Guest: Anum Hussain
The Start-up Timeline Requires Patience and Agility


Gene Marks Talks About 2019 Tech Winners, Flops, #Metoo Consequences, and Predictions for 2020

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Host Paul Petersen interviews columnist and radio/TV personality Gene Marks about the technology winners and flops of 2019 and the things to watch out for in 2020. A good amount of time was spent on AI and how it is becoming pervasive in our lives and why we have to accept it. They talk about:

  • How AI is maturing even if it isn’t always accepted
  • About Gene’s dog Lavender
  • Conversations with a bot – it’s more often than you think
  • How small companies benefit when big companies build AI apps,
  • When competitors embrace AI at your expense
  • What GoldMine CRM is doing in AI
  • How predictive analytics is being used in CRM
  • How robots lift up everyone in an organization that uses them
  • The unintended consequences of the #Metoo movement
  • The biggest technology flop in 2019
  • The dramatic moves to AI in HR
  • What small companies need in place to ride out the next recession…and there is always a next recession

About Gene Marks Speaker. Columnist. Small Business Expert

Small business keynote speaker Gene Marks helps small business owners, executives and managers understand the political, economic and technological trends that will affect their companies so they can make profitable decisions. As a professional speaker and small business expert, Gene has talked at industry conventions, corporate events, and professional trade shows.

Gene is also a small business writer. He has authored multiple books for small business owners, and is a featured small business columnist in many national online publications.

Gene has talked at annual meetings, industry conferences, and corporate events.

Marks owns the Marks Group, a Bala Cynwyd, Pa.-based consulting firm that helps clients with customer relationship management. Marks is an author and a certified public accountant, and he writes regularly for The Post’s On Small Business blog. For more about Marks, visit genemarks.com.


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Yesterday, we streamed, "Don't Make the Spiders Angry!" by the Market Dominance Guys, Chris Beall and Corey Frank. If you missed it, you can catch the replay here.

Today's line up starts streaming at 9 am PT

9 am - INSIDE Inside Sales by VanillaSoft hosted by Darryl Praill

Scott Beatty
The Startup Spirit


9:30 am - Revenue Optimization Radio by Altify hosted by Patrick Morrissey

Mat Singer, CenturyLink
Sales Enablement in a time of disruption

Listen to streamed show here >


10 am - WVU Marketing Communications Today by West Virginia University hosted by Nathan Pieratt

Justin Seibert
B2B Demand Generation: What Really Works in Digital Advertising?

Listen live here >


10:30 am - SLMA Radio by Funnel Media Group, LLC hosted by Erika Goldwater of InRiver

Ellie Mirman, Crayon
Why Marketing with Your Gut is Out and Marketing with Data is In

Listen live here >


11 am - CRM Radio by Goldmine CRM hosted by Paul Petersen

Gene Marks

Listen live here >


11:30 am - Sales Pipeline Radio by Heinz Marketing hosted by Matt Heinz

Bethany Fagan
From Process to Profits: How Systems Will Increase Your Sales

Listen live here >


12 pm - Asher Sales Sense by ASHER STRATEGIES hosted by Debb Borchardt

Kyla O'Connell, ASHER STRATEGIES

How to Get Salespeople to Avoid the Inferior Posturing Trap in the Sales Process


12:30 pm - Funnel Radio by Funnel Media Group, LLC hosted by James Obermayer

Stu Heinecke, Cartoonlink
How to Get a 100% Meeting Request Response

Listen live here >


1 pm - Road Warrior Radio by Lola.com hosted by Ryan Ball

Kim Walsh
Can Adaptability be Taught?


Glaring Mistakes Sales and Marketing People Make in Selling to IT

In this episode of SLMA Radio guest-host, Nick Lissette interviews Black Pearl CIO Mike Guggermos.  They discuss the glaring mistakes sales and marketing people from technology companies make in trying to sell to IT. These, Mike says are the mistakes that contribute to lost sales such as:

  • The four questions that make IT managers want to vomit when asked by salespeople
  • Is IT really the roadblock in selling to a company?
  • The biggest mistake a salesperson makes in selling to the IT manager.
  • Why salespeople need to talk outcomes and performance indicators over features
  • Why IT gets measured on financials and not marketing outcomes
  • Why the IT budget doesn’t include IT for marketing
  • How IT organizations are budgeted
  • The conflict between Corporate IT and Marketing IT.
  • When salespeople fail to address the risk of implementation

About Mike Guggermos:

20101114-slma-tweet-lissette-guggermosMike Guggemos is the Chief Information Officer (CIO) for the Black Pearl Mail. Mike brings extensive global experience to the role having served as a senior executive in two F500 firms over the last 25 years. Most recently Mike was the CIO of Insight Enterprises, Inc. where he was responsible for Information Technology as well directly engaging with critical global clients. Prior to Insight, Mr. Guggemos held numerous positions with Motorola, Inc., to include Corporate Vice President, Information Technology where he was responsible for end to end IT architecture, applications, infrastructure, engineering and other IT services.

Linkedin for Mike Guggermos

 About Black Pearl Mail

Founded in 2014, Black Pearl Mail is a software-as-a-service (SaaS) product that helps companies increase their brand awareness and grow revenues. Black Pearl has been engineered to seamlessly integrate with Microsoft's O365 and G-Suite. 

Black Pearl is the perfect accompaniment to any businesses email communications by making it Manageable, Actionable and Insightful. Centralized signature management ensures easy brand consistency and compliance. Banner messaging transforms passive email communication into a value-add digital marketing tool. End-user insights let emails understand when and how recipients are interacting with their email. The company is headquartered in Scottsdale, Arizona, also has a growing R&D hub in Wellington, New Zealand and support office in Zurich.

To learn more, please visit www.blackpearlmail.com.

About Our Guest-Host Nick Lissette

Nick Lissette is the Founder and Chief Technology Officer of Black Pearl Mail. With almost a decade of experience in business email, Nick also serves as a Director on both the Fiduciary and Advisory Boards. Nick is an ‘entrepreneur’s entrepreneur’ with a keen knack of identifying emerging technologies and markets.   Lissette on Linkedin

Also by Lissette:

 Six Ways to Make Email Work Smarter for Marketing and Sales

 

Funnel Radio Line Up Nov 14

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Starting at 9 am PT


9 am - INSIDE Inside Sales by VanillaSoft hosted by Darryl Praill
Guest: Karen Dunne-Squire, Founder, Elation Experts

The 4 Ways Buyers Are Evaluating You


9:30 am - Revenue Optimization Radio by Altify hosted by Patrick Morrissey
Guest: Jane Freeman, VP of Sales Excellence, SDL

Focusing on Customer Outcomes


10 am - WVU Marketing Communications Today by West Virginia University hosted by Nathan Pieratt
Guest: Whitney Drake

How do you drive integrated marketing communications in large matrixed organizations?
Listen Live >


10:30 am - SLMA Radio by Funnel Media Group, LLC  hosted by Nick Lissette, Black Pearl Mail
Guest: Mike Guggermos

Four + Common Mistakes Sales and Marketing People Make When Selling to IT
Listen Live >


11 am - CRM Radio by Goldmine CRM hosted by Paul Petersen
Guest: Stacy Gentile

3 Technologies Small Businesses Need to Help Cash Flow
Listen Live >


11:30 am - Sales Pipeline Radio by Heinz Marketing hosted by Matt Heinz
Guest: Oren Klaff

This man can pitch anything! Now see how he's flipped the script.
Listen live >

 


12 pm - SLMA Radio by Funnel Media Group hosted by James Obermayer
Commentary: Jim Obermayer

If Marketing Owns the Pipeline is Management of the Sales Department Far Behind?

 


12:30 - Table Fries by lola.com hosted by Jeanne Hopkins
Guest: Jackie Glenn

Loving who you are and taking all of you: Jackie Glenn

 


1 pm - Agile Operations Podcast by lola.com hosted by Mike Volpe
Anum Hussain, Co-Founder acciyo, Inc.

Buy Some Software or Outsource: Anum Hussain


The First Month of a New Year is the most Important month of the year.

IStock-533903997The first month and the first quarter of a new year are the most important month and quarter for any company.   I mention this now because now is the time to guarantee Q1 of 2020. 

Start the year with a below-forecast first sales month and the pressure is dramatically increased for the quarter.  If sales fail in the second month, achieving the Q1 forecast just got darn-near impossible. 

Why it Matters

When sales fail in Q1, the pressure builds for Q2 to make up for it.  If the company is still behind at the end of Q2, thinking you can sell more in Q3 to make it up is a pipedream forecasted by desperate sales managers who are close to losing their year, not to mention their job."

Making the First Month of the Quarter is Possible

Making the first month of the quarter is always, in business-to-business, based on two variables:

  1. The size of sales forecast for M1 (month one) and the total first three months of the year (Q1).
  2. Marketing’s ability to get in front of the problem before the first month and first-quarter start.

If the sales forecast for Q1 is not strong (the forecast has been drained by Q4), Marketing will have to step in and create enough demand to guarantee M1, so that there is enough carry-over in the pipeline for M2, and eventually M3 and the quarter. 

Many companies make the mistake of thinking they have drained sales in Q4 and they start with a devil may care attitude of vacation and sales meetings.    While understandable, this is a mistake.  It's a major screw-up. 

To be successful in M1 and Q1, Marketing has to create sufficient demand in Q4 of the previous year that will spill over in unclosed leads which pumps up M1 and the quarter. 

There Are Usually Two Obstacles to Making This Happen

  1. The C-level is usually chasing year-end profits and will often cut marketing spend just when it’s needed most in the last quarter of the year for the new year.  
  2. After an exhausting year, sales management will allow vacations in M1. Plus, there will be sales meetings, new rep training, open territories from those who were fired for not making quota, corporate meetings, and sales reorganizations.  Just what you don’t need.  Of course, many of these things have to happen, but you cannot allow these “corporate things” to affect the front-line people.  Sales must put as much effort into M1 and Q1 as they did in Q4.

Any sales manager worth the title should be able to see what M1 and Q1 are going to yield from the forecast.   He or she can’t count on magic, discounts or goodwill from the prospects.  The only thing they can count on is the honesty of the sales forecast.  If the sales forecast is weak, Marketing must step into Q4 of the previous year to have a good M1 and Q1:

  1. Marketing-qualified leads (MQLs) must begin to surge in M10 of the year, certainly by M11. When MQLs surge by 20%, some will guarantee the last quarter of the year, while carry-over sales that did not close will jump-start M1.
  2. M1 marketing spending on MQLs must continue and not ease off until everyone is satisfied that the sales forecast is properly supported.
  3. Sales management and sales staff must launch M1 with activity equaling that of M12 in the previous year. All hands on deck, no vacations, no two-week sales meetings, no activity that takes away from guaranteeing the month which will virtually guarantee Q1.

MQLs are needed to be sure that better than 50% of what you create and send to Sales has the admitted intention to buy something in the near term (six months or less).   Personally, I like MQLs to be 50% appointments.  Appointments where the prospect has admitted to a need,  has budget (not everyone will admit it) and has the authority to buy will bring home M1, and consequently Q1. MQLs close faster than unqualified leads.  Appointments close faster than MQLs. 

Once Q1 has been delivered, the carry-over will help forecasts for Q2; and so it rolls for the year as long as there is marketing consistency. 

Start well and end well is my motto, and it should be yours. 

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