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

 


Lou Holtz: "When all is said and done, more is said than done!”

IStock_000015514300SmallLou Holtz, the legendary football coach said this,* and how true it is in the sales lead management industry. In spite of all of the software tools available and the lip service given to proving the ROI for sales leads, I see marginally few marketing managers step forward to actually prove lead gen ROI.  They have good intent, they say they're going to get to it, maybe this year, as soon as the salespeople cooperate, but then again maybe next year.  

It’s discussed and hammered on in webinars, seminars and workshops, and by keynote speakers and vendors. It’s included in most proposals by CRM and marketing automation companies. So why is it talked about more than it is done? 

Samuel Johnson said, 

“Depend upon it, sir, when a man knows he is to be hanged in a fortnight, it concentrates his mind wonderfully.”

What this means for the marketing manager is that if the CEO has the guts to call marketing management in and demand an ROI or the marketing manager will be hanged (fired), it might clear his or her mind wonderfully well. 

I have learned that there are basically two reasons people don’t do something: they don’t know how or they don’t want to. Often, these issues are interconnected. When it comes to lead management and marketing ROI, there are subsets of these two thoughts:

• They don’t know how to measure the ROI.

•  They don’t want to measure the ROI for lead generation.

• Being held accountable is not their first choice.

• No one asked them to be accountable.

• They don’t know it can be done.

• Fear of the results.

• They don’t have the tools.

• They don’t know how to use the tools they have.

• They don’t have control over salespeople who report on results.

Why it Matters: 

"In spite of this fear, doubt and uncertainty, I have seen very few lead generation programs that, when measured for sales results, fail to produce a sufficient margin to make the investment worthwhile."

James Obermayer

I believe that marketing managers must have the courage of their convictions to prove that lead generation budgets are well spent. Because the tools are there for measuring the lead generation ROI, it IS possible to measure it. This is settled science.

In a previous blog entry, I said it’s “Time to stop cussing the mule and load the wagon.”    It isn’t difficult; you just have to make the decision that you’ll do it to the best of your ability, stop talking and start doing. You’ll find your job to be more secure and satisfying when you do. and you may avoid a hanging in a fortnight. 

 


Funnel Radio Line-up October 18

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We have expanded to 6 shows weekly. Four different lineups. Today's shows include: Predictable Revenue Radio by Altify, Ready, Set, Grow! by Vision Edge Marketing, Sales Enablement Radio by The Brevet Group, Sales Pipeline Radio by Heinz Marketing, ASHER Sales Sense by Asher Sales Strategies and finally, Rooted in Revenue by Susan Finch Solutions. Listen live starting at 9am Pac. https://goo.gl/8qj6uR

Visit any of the shows below to catch up on replays before they air live or listen to the full line up.


20181018-altify-bliss9:00 am Pac: Predictable Revenue Radio by Alitfy with host, Patrick Morrissey @PatMorrissey

Guest: Sunny Bliss, Director of Strategic Accounts, New Voice Media @NewVoiceMedia
Topic: Sales Excellence with Exceptional Customer Experiences

https://goo.gl/kxXY8W

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10:30 am Pac:

Ready, Set, Grow! with host, Laura Patterson @lauravm
Guest: Becky Taylor, COO SensorRX

https://goo.gl/12EGLM

 


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11:00 am Pac: Sales Enablement Radio with host, Brian Williams

Guest: Nancy Nardin @sellingtools
Topic: How Technology is Impacting Sales Enablement

https://goo.gl/H7KCps


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11:30 am Pac: Sales Pipeline Radio with Host, Matt Heinz @heinzmarketing

Guest: Laura H Vogel @laurahvogel
Topic: The B2B Event Marketing Gap That Will Make Or Break Your Success

Listen Live or catch some replays >


880x440-asher-kyla-edwards12:00 PAC /3:00 EST:  ASHER Sales Sense with host Kyla O'Connell @asherstrategies

Guest: John Edwards, Exec VP, Communica
Topic: Accelerate Sales by Automating Your Marketing

https://goo.gl/vgEPES


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12:30 pm Pacific: Rooted in Revenue

Host: Susan Finch @susanfinchweb

Topic: B2C Marketing Tips for your local market - Maps, Reviews, Top 10 Lists and Subscriber Journey

https://goo.gl/xoajWk


A Redemption Story: Weldon Long discusses Drugs, Prison, Homelessness, Poverty and then Redemption

Listen to Matt Heinz and Weldon Long

 Matt Heinz of Sales Pipeline Radio was enthralled to be able to talk to Weldon Long, author and CEO of Weldon Long.com

Long_Long is the author of three amazing books. Quite honestly,  Matt recommends them all. The first book The Upside of Fear, a little more depth of his story. The Power of Consistency is the second book, and his new book is Consistency Selling.

His is really an incredible story you don't want to miss this!  Thirteen year's in prison set the stage for Weldon Long to make a choice between his old life and the new life before him.  

If you'd like to check out some of the videos Weldon mentions, text 'videos' to 96000 or go to WeldonLong.com and learn more.

Upside-of-fearWeldon Long's Story

Weldon Long is a successful entrepreneur, sales expert and a New York Times best selling author. He’s one of the nation’s most powerful speakers and a driven motivator who teaches the Sales and Prosperity Mindset philosophies that catapulted him from desperation and poverty to a life of wealth and prosperity.

At the age of 39, Weldon was living in a homeless shelter after having served 13 years in prison. A 9th grade dropout and three-time convicted felon, he found himself broke and unable to gain employment.

About Weldon Long's Consultancy

Weldon Long is a successful entrepreneur, sales expert and a New York Times best selling author. He’s one of the nation’s most powerful speakers and a driven motivator who teaches the Sales and Prosperity Mindset philosophies that catapulted him from desperation and poverty to a life of wealth and prosperity.

At the age of 39, Weldon was living in a homeless shelter after having served 13 years in prison. A 9th grade dropout and three-time convicted felon, he found himself broke and unable to gain employment.

After 6 months of knocking on many doors, he landed a sales position and quickly became one of the industry’s top sales leaders. In 2004, he opened his own company; and in 2009, that company was selected by Inc. magazine as one of the nation’s fastest-growing privately held companies.


What Product Marketing Should do to Support Sales - Kristen Roberts

Product marketing sits at the intersection of product, marketing, and sales, making it a critical function in enhancing value creation for the customer and supporting sales enablement.

640x640-rr-20181004-morgan-roberts2This month, Kristin Roberts, Vice President, Product Marketing at Phreesia, joins the Revenue Rebels podcast to share strategies on how product marketing can and should deliver value internally and externally. Tune in to find out:

  • How product marketing supports sales enablement

  • Product marketing’s role in revenue generation

  • What technologies support product marketing and sales team collaboration


About our guest:
Kristin Roberts is responsible for the positioning and go-to-market strategy for Phreesia’s products and applications. Before joining Phreesia, Kristin was a management consultant at Booz & Company, where she led product launch and growth strategy engagements for its life sciences clients. She also worked as a consultant at ZS Associates, specializing in quantitative physician market research and sales deployment optimization. Kristin earned an MBA from Columbia Business School and holds a BA in Public Health Studies from Johns Hopkins University.

Save the Quarter (and maybe the year) with this Proven Tactic

Sales UpswingCompanies entering their fourth quarter in a sales crisis mode can solve revenue and profit shortfalls by mining sales inquiries generated in the previous 12 months. If there is no database of these prospects, the company gets what it deserves.

Fortunately, most companies have a list of inquirers and leads, regardless of their qualification level. And most companies can sort their lead list into a group worth calling.

First Decision: whom to call?

Continue reading "Save the Quarter (and maybe the year) with this Proven Tactic " »