Book Review Feed

Funnel Radio Line-up Nov 1

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Starting at 9am Pacific: Partick Morriessy welcomes John Kresia, VP Marketing at Hortonworks to talk about innovation and owning your category. Darryl Praill joins Rhoan Morgan on Revenue Rebels to cover the 4 steps to accelerating company growth. On Sales Enablement Radio, host, Ralph Grimse and his guest, Chris Day discuss crushing yoru quota using situational awareness. Matt Heinz topic is:Sales Objection Handling from the Master: Insights from Best Seller Jeb Blount. John Asher's guest is Brian Beveridge - Aligning Sales and Marketing Strategy and Execution to Optimize Growth. Amy Franko launched her book 10/30 - The Modern Seller. It opened to the Number 1 spot on Amazon for new books in the business category. She and Susan Finch cover what it means to be a Modern Seller on Rooted in Revenue.


20181101-tweet-altify-kreisa9am Pacific: Predictable Revenue Radio with host, Patrick Morrisey by Altify @PatMorrissey

Guest: John Kreisa, VP Marketing at Hortonworks @marked_man
Topic: Going from Technology Innovation to Owning a Category

 https://goo.gl/FmND48

Live Nov 1 from Dublin, Ireland and San Jose, CA: How do you go from innovative new technology to building and owning a category? That’s the question will dig into with John Kreisa, VP Marketing at Hortonworks – one of the fastest growing tech companies in history. We’re going to talk about the ins and out, challenges and difficulties of creating and scaling a category


20181101-tweet-rr-morgan-praill10:30 am - Revenue Rebels by DemandLab with host, Rhoan Morgan @demandlab

Guest: Darryl Praill, VP Marketing, VanillaSoft @ohpinion8ed @vanillasoft
Topic: 4 Steps to Accelerating Company Growth

https://goo.gl/RC68pA

Revenue Rebels spotlights rule-breaking marketing and sales leaders who are accelerating business growth with a fanatically customer-centric approach and this month we’re featuring Darryl Praill, Chief Marketing Officer at VanillaSoft.

Since joining the VanillaSoft team a year ago, Darryl has transformed the sales and marketing process and increased lead flow by launching an inbound marketing strategy and an aggressive digital marketing program supported by a strong sales and marketing stack. If you’re a marketing leader ready to elevate your company, tune in to this episode to hear Darryl’s 4-step approach to accomplish this and more.


 

Brevet-tweet-grimse-day11:00 am - Sales Enablement Radio by the Brevet Group with host, Ralph Grimse @thebrevetgroup

Guest: Chris Day @christopherlday
Topic: Crushing Your Quota Using Situational Awareness

https://goo.gl/sjTcmo

Our conversation is with Chris Day, inside sales leader at Bazaarvoice. We explore how to using situational awareness and pattern matching helps ramp new sellers faster and improves sales coaching and enablement. His team is crushing it, check it out!


Tweets-instream-images-800x600-blount11:30 am - Sales Pipeline Radio with host, Matt Heinz @heinzmarketing

Guest: Jeb Blout @SalesGravy
Topic: Sales Objection Handling from the Master: Insights from Best Seller Jeb Blount

 https://salesleadmgmtassn.com/adClick.cfm?id=542


20181101-asher-Brian-Beveridge12:00 pm - Asher Sales Sense by Asher Sales Strategy with host, John Asher @asherstrategies

Guest: Brian Beveridge
Topic: Aligning Sales and Marketing Strategy and Execution to Optimize Growth


https://goo.gl/rN6UkR

 One of the most difficult and enduring challenges business leaders face is misalignment of sales and marketing. And Brian Beveridge knows how to fix this. Even if you have winning talent and winning solutions, if you can’t get your sales and marketing strategy and execution working seamlessly you’re missing out on money.  While these challenges vary some between Enterprise and SMB markets, there are key steps business leaders can take to make substantial impact toward revenue growth. With decades of experience in this arena, Brian has key recommendations for how you can have immediate results to boost sales and crush your competition. Tune in to “Asher Sales Sense” November 1 at 3PM Eastern on asherstrategiesradio.com to hear John Asher talk with Brian Beveridge of Beveridge Consulting about “Aligning Sales and Marketing Strategy and Execution to Optimize Growth.


Tweet-rooted-modern-seller12:30 pm - Rooted in Revenue with host, Susan Finch @susanfinchweb

Guest: Amy Franko, Author, Speaker
Topic: The Modern Seller and Why You Need to Become One. 

https://goo.gl/jSsJ3b

Today's guest is Amy Franko, author of The Modern Seller. (available on Kindle or hardcopy). Some of the points we cover in this interview include big points taken directly from her book. 


Funnel Radio Line-up October 25

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Starting at 9am Pac: David Dulany of Tenbound is Darryl Praill's guest on INSIDE Inside Sales. Mari Anne Vanella launches Outstanding Outbound with her guest, Joe Brown of kare. Anthony Iannarino joins Paul Petersen on CRM Radio. Matt Heinz discusses Style vs Function: The Importance of Design and UX in B2B Applications with his guest, Andrew Hally.

Susan Finch shares with you the next book for your nightstand that is completely highlighter worthy as she welcomes authors Tom Williams and Tom Saine to talk about their book, The Seller's Challenge: How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales. Cyndi Greenglass wraps up the broadcast day with morning news anchor, Angela An as they give you tips on how to turn statistics into a story.

LISTEN LIVE HERE > 


880x440-tweet-iis-dulany9:00 am Pac: INSIDE Inside Sales with host, Darryl Praill @vanillasoft @ohpinion8ted 

Guest: David Dulany, Founder/CEO Tenbound  @tenbound @DKDINSF
Topic: Do You Have a Mindset for Success?

https://goo.gl/pExvpK

 


20181025-tweet-oo-brown10:30 am Pac: Outstanding Outbound on SLMA Radio with host, Mari Anne Vanella @vanellagroup

Guest: Joe Brown, SVP WW Sales for Kare @karehq
Topic: Where AI Fits Into The Big Picture of Sales

https://goo.gl/suKo8x

 



20181025-tweet-crm-iannarino11:00 am Pacific: CRM Radio by Goldmine CRM with host, Paul Petersen @goldminecrm

Guest: Anthony Iannarino @iannarino
Topic: The Most Important 6 Word Question a Sales Reps Can Ask

https://goo.gl/tNMeVz

 


Tweets-instream-images-800x600-hally11:30 am Pac: Sales Pipeline Radio with host, Matt Heinz, @heinzmarketing

Guest: Andrew Hally @andrewjhally 
Topic: Style vs Function: The Importance of Design and UX in B2B Applications

Listen live or catch up on previous episodes >

 


Tweet-rooted-sellers-challenge12:00 pm Pac: Rooted in Revenue with host, Susan Finch, @susanfinchweb

Guests: Tom Williams, Tom Saine authors
Book: The Seller's Challenge

https://goo.gl/eRx3NL

 


Podcast_an_0112:30 pm Pac: WVU Marketing Communications Today with host, Cyndi Greenglass @directchick @wvutoday

Guest: Angela An, Morning News Anchor
Topic: Turning Statistics into a Story

https://goo.gl/oERKvX

 


Book Review: Good manners for nice people who sometimes say F*ck.

Alkon-cellboorRecently I saw a post by a respected sales pro with a HUGE pile of books by industry authors she knows. We are all fortunate to have access to, and know some very talented, knowledgeable and entertaining writers. We are always trying to better ourselves, give ourselves an edge, but sometimes we need to do this through a lighter, more practical side.

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Best Business Book of 2017: Lead Yourself First: Inspiring Leadership Through Solitude

Best Business Book of 2017: Lead Yourself First: Inspiring Leadership Through Solitude

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We can’t say we have read and reviewed every business books published in 2017, but we have read many, interviewed authors, read reviews and we have chosen Lead Your Self First: Inspiring Leadership Through Solitude by Raymond M. Kethledge and Michael S. Erwin as the best business book of 2017.

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Author David Lewis on Unbreakable Principles of Lead Management

IStock-803994860Listen  and learn

While you Work

 

Why it Matters

 "You can have the best lead scoring system, the best algorithm, the best predictive system, but if you don't get sales adoption... your efforts are wasted." 

David Lewis    Tweet This 

In this episode, David Lewis  shares the key principles of successful lead management from his book Manufacturing Demand which now has over 10,000 copies in circulation. 
 
This interview includes:

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Mistakes that Sales Management Never Understands: Book Review "Selling Vision" - Listen While You Work.


Change is a risky proposition for sales organizations because change means drops in revenue momentum, confusion, hesitation and chaos as salespeople adjust to it.  Change can be new products, new management, territory realignment, changes in sales management, end of life of products, added sales engineers, fewer sales engineers, fewer customer service reps, changed customer service responsibilities.  Regardless, abrupt poorly thought out changes can have a huge effect on everyone involved; but Rick Cheatham says it need not be this way.  

 


In the book “Selling Vision” co-author Rick Cheatham takes us through how change doesn’t have to mean several quarters of lower revenue when salespeople adjusts.  He discusses how to approach change and not get slammed in the process. The host is Jim Obermayer.

51Fgno7yw1L._AC_US160_Title: Selling Vision, The X-XY-Y Formula for Driving Results by Selling Change

Authors: Lou Schachter and Rick Cheatham

Publisher: McGaw Hill

Length: 25 pages

Five Parts, 19 chapters

Our opinion:  This is a book about a well known issue that everyone accepts as a difficulty of management without addressing a way to change it.  Schachter and Cheatham give us a step by step path to accepting and making the most of the changes that stifle growth when growth is most needed.

About Rick Cheatham

Rick CheathamRICK CHEATHAM leads the US Sales Practice for BTS. He works with clients such as Google, Accenture, Metlife, and IBM to drive their sales efforts into the future. Rick leads a team of over 20 consultants and conceptualizes many of the BTS solutions deployed in the US.
 
He is passionate about making work a place where salespeople come to be successful, is totally pragmatic and experienced in getting results through being a purpose-driven leader, and has an uncommon balance between vision and how things really get done. 
 
Prior to BTS Rick was a sales leader for both regional and global account teams. Ultimately he led the sales force of a $1B business unit through a restructuring and shift in how they sold, which has shaped his thinking on how organizations can change what and how they sell faster and more effectively. Rick lives in Austin, TX.
 
About BTS
BTS is a professional services firm nestled between consulting and training on the strategy execution spectrum. Our focus is on the people side of strategy working with leaders at all levels to help them make better decisions, convert those decisions to actions and deliver results.  Rick leads BTS’ Sales Practice, which offers buyer-centric consulting, sales transformation (planning, change management, and training), assessment and selection, and on-the-job execution tools.

 

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


How Companies are sucking leadership from Sales Managers and sales people are failing!

Sales Managers are letting corporations destroy their leadership skills.   Hired as leaders, sales managers are immediately put into a corporate straitjacket which slays any hope for success and the damned fools at the C-Level don't know they are to blame.  Of course, sales managers are equally at fault for letting it happen.  You can only be called a victim if you can't stop it.   Mike Weinberg says sales managers can do something about it in his book, Sales Management Simplified. 

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