Sales Fungus, identified as a disease state in March of 2019[i], affects salespeople and sales managers. It hampers sales performance (quota failure), leading to job losses and hundreds of millions of dollars in lost sales opportunities.
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.
Guest: John Kreisa, VP Marketing at Hortonworks @marked_man
Topic: Going from Technology Innovation to Owning a Category
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
Guest: Darryl Praill, VP Marketing, VanillaSoft @ohpinion8ed @vanillasoft
Topic: 4 Steps to Accelerating Company Growth
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.
Guest: Chris Day @christopherlday
Topic: Crushing Your Quota Using Situational Awareness
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!
Guest: Jeb Blout @SalesGravy
Topic: Sales Objection Handling from the Master: Insights from Best Seller Jeb Blount
Guest: Brian Beveridge
Topic: Aligning Sales and Marketing Strategy and Execution to Optimize Growth
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.
Guest: Amy Franko, Author, Speaker
Topic: The Modern Seller and Why You Need to Become One.
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.
In God we trust. All others must bring data.” – W. Edwards Deming
I spend lots of time talking to CEOs and B2B marketing and sales executives, and many do not have a good handle on how they are doing on their key performance indicators (KPIs). It’s like Goldilocks: Some are measuring too little, some are measuring too much, and some are measuring just the right amount but not using the data effectively. A minority are not only collecting the right data but also using it to gain competitive advantage.
Funnel Radio May 3: Bulldozing Marketing, Managing Rapid Growth and Is Sales Training really necessary?
“It isn’t what you can do for me,” Tom said. “It’s what can I do for you. While I’ve only been on the job for a few weeks, maybe there is something Marketing needs to do for you,” he said with a bemused smile.
‘How to Turn Around Failing Sales’ - Ebook
Without a Sales Process Your Business is a Lottery
Vintage Mike Alexander doesn't sugar-coat the issue of companies without a sales process.
In a discussion with SLMA Board Member Michael Alexander of the Private Trustees Management Group, he said, "If you can’t describe your company’s sales process you don’t have a business you have a lottery!"
Alexander reminds us that companies should review the marketing and sales process to the same degree as they review and improve manufacturing. “Everyone does a high five,” he says, “When manufacturing improves its efficiency by a point or two and yet marketing and sales run fast and loose with few serious measurements in place.” The host is Jim Obermayer
Thoughts from Alexander:
I have two questions I always ask business owners who seek my advice:
In a discussion with my mentor and SLMA Board Member Michael Alexander (PrivateTrustees.com) we discussed how many companies lack a real sales process definition and he said, "If you can’t describe your company’s sales process you don’t have a business you have a lottery!"
Alexander also believes, "Ask someone to describe their business and they will describe their manufacturing not sales." He reminded me that companies should review the marketing and sales process to the same degree as they review and improve manufacturing. Everyone does a high five, he says, when manufacturing improves its efficiency by a point or two and yet marketing and sales run fast and loose with few serious measurements in place.
It was an interesting session. --Jim Obermayer