Funnel Radio Channel Feed

Funnel Radio Line-up July 11

 

Tweet-todays-funnelradio-lineup-20190711
9 am INSIDE Inside Sales by VanillaSoft hosted by Darryl Praill

Guest: Jeff Bajorek, Parabola Consulting
Just think about it.


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

Guest: Scott Barker, Outreach.io
How hyper-growth companies drive alignment and performance.

Listen Live >


10 am WVU Marketing Communications Today by West Virginia University hosted by Michael Lynch

Guest: Kristin Meeks
Want Content Marketing to Work? Know Your Customers.


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

Guest: Kristy DelMuto, VP of Strategic Marketing, LLR
Realistic, Effective Content Marketing tactics ANY Company Can Implement.


11 am CRM Radio by GoldMine hosted by Paul Petersen

Guest: Max Fatouretchi, Author
The Art of CRM

Listen Live or catch up on past episodes of CRM Radio while you wait for this live one>


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

Guest: Joshua Baez, Client Engagement Manager at Heinz Marketing
The Power and Pitfalls of Commercial Insights

Listen Live or catch up on past episodes while you wait for this live one. >


12 pm Lead Genius Radio by LeadGenius hosted by Mark Godley

Guest: Brett Hurt, CEO data.world
How data.world is leading the world's largest collaborative community


12:30 pm Table Fries by Lola.com hosted by Jeanne Hopkins

Guest: Chelsea Fazio
Pursuing Your Passion and Where it Can Take You.


1 pm Agile Operations Podcast by Lola.com hosted by Mike Volpe

Guest: Will Collins, VP of Operations at Drift
Putting KPI's Into Context

Listen live or catch a previous episode while you wait for the live one. >


CSO Insights Study Issues Warning: Sales Practices Study

Title:  All That Glitters is Not Gold  CSO Logo

Subtitle:  2019 World-Class Sales Practices Study

Published by/Authors:  CSO Insights

Gated: Yes

Download Link   

Length: 28 Pages

Highlights

The 2019 World-Class Sales Practices Study collected data from 1,500 respondents from January through March 2019. Analysis was conducted on responses from 949 sales leaders. This sample was global in nature and spans across B2B industries, with particularly strong representation from the technology, manufacturing, healthcare, professional services and banking/finance sectors.

The study reported  that many organizations saw increases in quota attainment and revenue in 2018, however, key metrics showed a decrease and adherence to sales best practices. 

This led them to believe that the up-swing in revenue had more to do with the upward economy. It also indicates there could be severe issues for many companies if there is an economic correction and sales managers have not attended to sales best practices.  Just hiring more salespeople and spending more on marketing probably will not over-come marketing churn.

Sections:

Section I: The Deceptively Shiny State of Sales

Section II: Customer Engagement

Section III: Performance Support

Section IV: Strategy Alignment

Study Parameters:

GET THE REPORT

GET THE REPORT SUMMARY

Listen to one of the authors, Seleste Lunsford discuss highlights of the report

About CSO Insights

Independent research backed by one of the world’s premier selling and service brands.    CSO Insights is the independent research arm within Miller Heiman GroupTM, dedicated to improving the performance and productivity of complex B2B sales. The CSO Insights team of respected analysts provides sales leaders with the research, data, expertise, and best practices required to build sustainable strategies for sales performance improvement. CSO Insights’ annual sales effectiveness studies, along with its benchmarking capabilities, are industry standards for sales leaders seeking operational and behavioral insights into how to improve their sales performance and to gain holistic assessments of their selling and sales management efficacy. Annual research studies address sales and service best practices, sales enablement and sales performance optimization.

Why it’s Important

Some of the top companies in the study (not necessarily the largest) reported increased quota attainment and best sales practice adherence which bodes well for them, but not so much for others.  

Recommended for: 

  • President
  • C-Level Folks
  • CFO
  • CSO
  • CMO
  • Marketing Operations
  • Product Management


Download Link

_____________________________

This review was conducted independently without the advice or consent of the publisher.  Of course, we only review those papers that are worth it for you to read, we leave the others to someone else.

Note:  If you would like your research or e-book reviewed, you may submit it to: content@salesleadmgmtassn.com.  There is no guarantee it will be reviewed.  You may not be given notice if it is reviewed.  If you would like to submit artwork for the cover of the work along with a copy of the work, you may do so.  Members and non-members, sponsors and non-sponsors are welcomed to submit work for review.  Sponsors are given priority for white paper reviews.

 This blog is supported by the generous sponsorship of  VanillaSoft and Goldmine CRM Software and the  additional sponsors of the SLMA. 

For priceless but free membership in the Sales Lead Management Association go here. 


Funnel Radio Shows July 4

Tweet-todays-funnelradio-lineup-20190704

We could talk about celebrating the independent spirit of all of our hosts which hail from both the US and Canada. It just happens that Independence Day and our regular Thursday Funnel Radio broadcast line-up. Our live producer, Paul Roberts, has closed the studio for the day, but that doesn't mean we don't have some fantastic shows to share with you. Some are new, some are replays. Some of our hosts opted to take the day off for parades and bar-be-cues. If you have some time today, we encourage you to listen to a few, if not all, of the following episodes featured on Funnel Radio:

INSIDE Inside Sales by Vanilla Soft hosted by Darryl Praill

Larry Levine, Author and Podcast Host
Empty Suits, Fake Smiles, and Insincere Conversations


Revenue Optimization Radio by Altify hosted by Patrick Morrissey

Patrick's guest is Bob Slaby, Chief Customer Officer at Altify
The Role of Customer Success on the revenue team


Revenue Rebels by DemandLab hosted by Rhoan Morgan

Her guest is Eric Hollebone, Chief Marketing Technologist, VP Marketing - DemandLab
Leading Digital Transformation Within Your Organizations


WVU Marketing Communications Today by West Virginia University


CRM Radio by GoldMine hosted by Paul Petersen

The Number One Sales Coaching Failure
Paul's guest is Colleen Francis aka, The Sales Leader


Sales Pipeline Radio by Heinz Marketing hosted by Matt Heinz

4 Skills Needed to Make it in Sales Management – Maureen Ezekwugo Podcast


Asher Sales Sense by ASHER STRATEGIES hosted by John Asher

John's guest is Mike Schmidtmann
Creating Urgency: How to Get Customers to Take Action Faster


Funnel Radio by Funnel Media Group, LLC hosted by Jim Obermayer


Table Fries by Lola.com hosted by Jeanne Hopkins

Rachel Neasham and Jeanne talk about Doing More Push Ups!


Road Warrior Radio by Lola.com hosted by Ryan Ball

Ryan's guest is Cheryl Horner McDonnough
No One Knows What You Want Unless You Tell Them


Funnel Radio Line-up June 20

Tweet-todays-funnelradio-lineup-20190620

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

Trish Bertuzzi, Author, Founder - The Bridge Group
An Interview with a Legend


9:30 am - Revenue Optimization Radio by Altify hosted by Patrik Morrissey
Listen live at 9:30 am Pacific


10 am - WVU Marketing Communications Today by West Virginia University hosted by Cyndi Greenglass

Laurie Beasley
Why Most SEO Initiatives Fail and How to Get Marketing and Web Dev Teams on the Same Page


10:30 am - SLMA Radio by Funnel Media Group hosted by AJ Wilcox

Guest: JD Prater, Quora
The Untapped Power of Quora Ads with JD Prater


11 am - CRM Radio by GoldMine hosted by Stacy Gentile

Kevin Smith, GoldMine
5 Versatile CRM Tips from a Channel Manager


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

Kevin Cunningham
Can You Predict Your Next Customer? Exploring the Intersection Between AI & ABM
Listen Live at 11:30, or catch previous episodes if you get there early.


12 pm - Asher Sales Sense by Asher Strategies hosted by Kyla O'Connell

Beth Berman
Are You Running Your Business or is Your Business Running You?


12:30 pm - Growthbound B2B by DiscoverOrg hosted by Katie Bullard

Caryn Kopp, Chief Door Opener, Kopp Consulting
How to get in the door.


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

Amy Appleyard, Carbon Black
The Theatre of Sales


Funnel Radio Line-up June 13

Tweet-todays-funnelradio-lineup-20190613

9 am INSIDE Inside Sales by VanillaSoft with host, Darryl Praill

Guest: Scott Einaugler
Customizing Your Path


9:30 am Revenue Optimization Radio by Altify with host, Patrick Morrissey

Guest: Paul Ross, Centeio
ABM – Complete bullsh*t or the key to sales and marketing alignment


10 am WVU Marketing Communications Today by West Virginia University with host, Michael Lynch

Guest: Kelly Ann Collins, CEO Vult Lab
Social Media for Social Change


10:30 SLMA Radio by Funnel Media Group with host, James Obermayer

Guest: Ellen Rudy, Larry Wildermuth
Why End of Life Conversation Makes Life Itself Easier


11 am CRM Radio by GoldMine with host, Paul Petersen

Guest: Andrea Waltz, Keynote Speaker, Co-author, Go for NO!


11:30 am Sales Pipeline Radio by Heinz Marketing with host, Matt Heinz

Guest: Ryan Luckin, VP Marketing LevelTen Energy
Balancing Brand and Demand: How to drive short and long term marketing objectives


12 pm LeadGenius Radio by LeadGenius with host, Jeff Kostermans

Guest: Daniel Gaugler, CMO PFL.com
Everything Old is New Again: Direct Mail


12:30 pm Table Fries by Lola.com with host, Jeanne Hopkins

Guest: Krista Pappas
Are we on a rocketship?


1 pm Agile Operations Podcast by Lola.com with host, Mike Volpe

Guest: Karen Rubin
1E5: The Real MVP: Minimum Viable Process


Funnel Radio Line-up June 6

Tweet-todays-funnelradio-lineup-20190606

Listen live starting at 9 am Pacific through 1:30 pm. Guests include Shiera O’Brien, CEO Sales Metrics, Ltd and Andrew Buckley, CRO, Traction on Demand. After that catch more episodes with guests John Auge and Kristy DelMuto, VP of Strategic Marketing, LLR. That takes us to 11 with Mario Martinez, CEO/Founder Vengreso and Kris Rudeegraap CEO at Sendoso. Asher Strategies hosts Mark Bronfman. We close our day with guests Dan McDade, followed by David Donlan & Mary Rogul.

9 am INSIDE Inside Sales by VanillaSoft hosted by Darryl Praill

Guest: Shiera O’Brien, CEO Sales Metrics, Ltd
The Power of Language – What We Say Matters


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

Guest: Andrew Buckley, CRO, Traction on Demand
Hiring and scaling your sales team


10 am WVU Marketing Communications Today by West Virginia University with host, Michael Lynch

Guest: John Auge
The Heart. The Craft. The Journey.


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

Guest: Kristy DelMuto, VP of Strategic Marketing, LLR
How to Drive Revenue Using Content Marketing


11 am CRM Radio by GoldMine hosted by Stacy Gentile

Guest: Mario Martinez, CEO/Founder Vengreso


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

Guest: Kris Rudeegraap CEO at Sendoso
Personal Touch at Scale: How to Make Your Marketing (and Sales) Irresistible


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

Guest: Mark Bronfman
What Sales Professionals Need to Know About Executive Compensation


12:30 pm Funnel Radio by Funnel Media Group, LLC with host, James Obermayer

Guest: Dan McDade
The Prospect Experience Isn’t Marketing Automation or CRM


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

Guest: David Donlan & Mary Rogul
Testing for Coachability


Funnel Radio Line-up May 23

Tweet-todays-funnelradio-lineup-20190523

 

9 am INSIDE Inside Sales by VanellaSoft with host, Darryl Praill
Guest: Matt Hayman
The Sales Rep's Secret Weapon is... Marketing - Part 2


9:30 am Revenue Optimization Radio by Altify with host Patrick Morrissey
Guest: Jane Freeman, VP of Sales Excellence, SDL.
Unleashing the entire revenue team to solve customer problems


10 am WVU MCToday by West Virginia University with host Matthew Cummings
Guest: Chazz Clevinger
Marketing & Issue Advocacy: Leveraging Your Stakeholders on Policy Issues


10:30 am Outstanding Outbound by The Vanella Group with host, Mari Anne Vanella
Guest: Michael Fox, Senior District Sales Manager, NICE inContact
How Customer Experience Starts With Sales


11 am CRM Radio by GoldMine CRM with host Paul Petersen
Guest: Colleen Stanley


11:30 am Sales Pipeline Radio by Heinz Marketing with host, Matt Heinz
Guest: Phil Harrell
New Research/Insights from SiriusDecisions Summit 2019


12 pm LeadGenius Radio by LeadGenius with host, Mark Godley
Guest: Theresa Kushner
What is the B-2-Me Revolutionary Concept?


12:30 pm Table Fries by Lola.com with host, Jeanne Hopkins
Guest: Rachel Neasham
Do more push-ups!


1 pm Agile Operations Podcast by Lola.com with host, Mike Volpe
Guest: Hiten Shah
S1E4: Achieving Organizational Self-Awareness


Funnel Radio Line-up May 16

Tweet-todays-funnelradio-lineup-20190516

9 am INSIDE Inside Sales with host Darryl Praill
Guest: Matt Hayman
The Sales Rep's Secret Weapon is... Marketing?


9:30 am Revenue Optimization Radio by Altify with host Patrick Morrissey
Guest: Helen Harwood
Revenue Optimization – Getting started with Account Planning


10 am WVU Marketing Communications Today by West Virginia University with host, Gina Martino-Dahlia
Guest: Joe LaMuraglia
PR and Data: How to Use Data to Define and Refine Your Strategy


10:30 am SLMA Radio by Funnel Media Group with host Obermayer
Commentary with Paul Roberts
Why Marketing is in the Most Powerful Position in 100 Years


11 am CRM Radio by GoldMine CRM with host, Stacy Gentile
Guest: Dora Lutz, GivingSpring
The Aspirational Business Model/ Social Innovation


11:30 am Sales Pipeline Radio by Heinz Marketing with host, Matt Heinz
Guest: Manny Medina
Sales Pipeline Mistakes


12 pm Asher Sales Sense by ASHER STRATEGIES with host, Kyla O'Connell
Guest: Steve Brazell
Brand Big: The Laws Leaders Use to Win


12:30 pm Growthbound B2B by DiscoverOrg with guest host: Steve Bryerton, DiscoverOrg
Natalie Nathanson, Magnetude Consulting
The Growth Perspective: Marketing vs. Sales


1 pm Road Warrior Radio by Lola.com with host, Ryan Ball
Guest: Steve McKenzie
Teach, Tailor and Take Control


Funnel Radio Line-up May 9

Tweet-todays-funnelradio-lineup-20190509

Hosts include Darryl Praill, Patrick Morrissey, Michael Lynch, Laurie Beasley, Stacy Gentile, Matt Heinz, Zeb Couch,  Jeanne Hopkins, and Mike Volpe. Individual shows are linked below for replays if you arrive late.

Listen LIVE starting at 9 am >

9 am INSIDE Inside Sales by VaniullaSoft with host, Darryl Praill

Guest: Andy Paul
Increased Earnings Start with Increased Learnings


9:30 am Revenue Optimization Radio by Altify with host Patrick Morrissey

Guest: Nicole France, VP of Research, Constellation Research
Everyone’s business is the business of selling experience


10 am WVU Marketing Communications Today by West Virginia University with host, Michael Lynch

Guest: Anthony Juliano
LinkedIn In Higher Education


10:30 am SLMA Radio with guest host, Laurie Beasley


11 am CRM Radio by GoldMine with host Stacy Gentile

Guest: Trish Bertuzzi


11:30 am Sales Pipeline Radio by Heinz Marketing with host, Matt Heinz

Guest: Raymond Ivory
Sales Enablement in the Wild: How blauckbaud is Improving Sales Productivity & Impact


12 pm LeadGenius Radio with host, Zeb Couch

Guest: Erik Taylor
Improve Efficiency In the Sales Process


12:30 pm Table Fries. by Lola.com with host, Jeanne Hopkins

Guest: Krissy Robertson
The Art of Staying Hungry


1 pm Agile Operations Podcast by Lola.com with host, Mike Volpe

Guest: Christina Luconi
Creating a Culture that Scales