PODCAST

CRM Radio

James Obermayer and GoldMine CRM

Best practices in customer relationship management (CRM Management) from Funnel Media Group, hosted by Susan Finch
How is AI Powering Decisioning Which Benefits a Sales Person's Productivity5 Digital Marketing Mistakes with Maggie Strevell of Naper SolutionsBrian Carroll Talks About How Empathy Grows Sales
Actually connecting with potential customers and growing your pipeline is harder than ever before.  Today’s sales and marketing environments are a paradox. You have more marketing channels, content and martech tools to reach customers. And using company logic doesn’t lend itself well to actual pipeline growth. According to the CMO Council, “Only 20% of marketers are able to predict the next best action for their customers.”   Additionally, Forrester Consulting discovered, “65 percent of marketers struggle to employ emotional marketing as they turn to automation to improve customer engagement.”  Our guest to discuss this is author and consultant Brian Carroll CEO and Founder of markempa. ----more---- About Brian Carroll and markempa Brian Carroll is the CEO and founder of markempa, helping companies to improve how they acquire and grow customer relationships with empathy-based marketing and meet the challenges of revenue growth. Brian influenced B2B marketing as the CEO of InTouch, which was acquired by MECLABS, the parent company of MarketingSherpa. He is the author of the bestseller, Lead Generation for the Complex Sale,and the B2B Lead Blog which is read by thousands each week. He also founded B2B Lead Roundtable LinkedIn Group with 19,801+ members. As a researcher and leader in empathy-based marketing, he’s at the epicenter of the shifting customer landscape. Brian studied the most successful empathetic companies and marketers. By taking practical customer insights combined with behavioral science, he created the EMPATH Methodology to help marketers connect better with their customers to get significant results. You may also like: An article by Brian Carroll:  How Empathy Will Grow Your Sales and Marketing Pipeline
Jan 6 2021
25 mins
Sales is More than an AI Tool
We've covered a lot ground with the topic of AI, but before it was a thing, companies pushed their teams to implement and vigilantly use tools such as CRM, DemandGen, CMS and so much more as a solution to increase closed deals. During this period the roles of sales, marketing, management and IT evolved dramatically. Bad habits were also part of this evolution. Sales and marketing replacing productive personal efforts with filling in blanks to satisfy management with data, data and more data. What was lost along the way? Conversation, relationships, business lunches - IN PERSON relationships, including real voice interaction through the phone. Hiding behind social media, email and texts have hurt companies who wonder why their latest, greatest tools aren't solving the issues. Susan Finch hosts Michelle Huff, when she was Chief Marketing Officer of Act-On Software, Inc.. Michelle understands that tools and systems have their place, but how to you continue to integrate best human practices for the highest results? ----more---- About our Guest Michelle Huff Michelle was Act-On’s Chief Marketing Officer, at the time interview,  and oversaw the company’s brand, demand, and customer expansion marketing efforts.  She is now the CMO of UserTesting. Michelle was also GM of Salesforce’s Data.com division after having served as the VP of Marketing for the group. Prior to her tenure at Salesforce, Michelle was a Senior Director at Oracle and a Senior Product Marketing Manager at Stellent (acquired by Oracle). She holds a B.A in Business Administration from the University of Washington.
Dec 15 2020
28 mins
Errors Managers Make with Social Media - Susan Finch
Susan Finch talks with Paul Petersen about the lazy, stupid mistakes people make when using social media. They forget it's a people to people media and try to automate posts - barfing our stuff and that of others vs. true engagement to build relationships that can be converted to prospects or advocates - from either direction. Let's be honest, she goes on a few rants here because she's passionate about this topic. But she is right. Dead right. Everyone wants the easy way, the silver bullet to avoid actual work. People want to be liked, and loved, and talked about, but they don't want people to people contact; they just want it to look like they have contact, and care when they don't.  ----more---- Social media enables a unique opportunity to study another person or company before we attempt to directly engage. We can see their actual positions, words, favorite products, styles and more - it's way more informative than straight data. Data is sold as truth, but that's not the case. Data is an in the moment tabulation of a top of mind discussion, whims, a news headline trigger, a trip down memory lane and then the rabbit holes that spin-off of those directions.  Social enables us to search for who is talking about what and then filter it from there - their position, their passions, their bugaboos, their pain. This guides the introduction and conversation. But how much should you engage? Why not automate it all? How can your CRM help you sincerely engage? You have the tools, you may need to rethink how you use them. About our guest: Susan Finch has been in public relations, advertising and marketing going back nearly 30 years. Her clients range from cities to healthcare services, small organizations, non-profits, real estate professionals and many B2B service providers. This variety of clients allows her to bring unexpected solutions to the challenges clients have had for years. Susan has had many clients for more than 20 years and enjoys keeping them current through her education packages, custom training libraries, as well as group sessions and events. She is president of the Funnel Media Group.
Dec 11 2020
25 mins
CRM Software is Stunningly Underutilized.Really, Everyone is in Sales in Your Company: A Podcast with Todd Cohen
TODD COHEN IS THE WORLD'S LEADING VOICE ON SALES CULTURE   On the surface, it's common to say everyone in your company is in sales.  But Todd Cohen says why it's true and this industry leader in sales culture demonstrates it.  This program should be listened to by every C-Suite officer. ----more---- About Todd Cohen A dynamic, engaging and motivational keynote speaker, Todd’s message is relevant to any organization striving to increase revenue, strengthen relationships and improve client satisfaction. Using humor and real-life examples, Todd demonstrates how every conversation is a “selling moment” and how everyone can contribute to the growth and profitability of the organization.  In addition to his sought-after keynotes, Todd's Sales Culture Workshops are highly acclaimed and set a new standard for sales education and demonstrating that everyone matters and everyone has a "line of sight" to the client  In 2015, Todd was awarded the title of Certified Speaking Professional (CSP), the highest earned designation awarded by the National Speakers Association (NSA) and has served in multiple roles on both the local and national level.  Todd is the principal of Sales Leader LLC and author of two books on sales culture, “Everyone’s in Sales” and "Stop Apologizing and Start Selling.” He has been a regular contributor to The Huffington Post and Philadelphia Business Journal has written for dozens of trade and association magazines and has a monthly newsletter titled Sales Culture Newsletter.  In 2018, Todd launched his Sales Culture Toddcast featuring exciting guests and topics.  He is a frequent guest lecturer at area schools including Drexel University, Pennsylvania State University, St. Joseph’s University and Temple University. From 2010-2012, he served as the Sales Executive in Residence at Temple University Fox School of Business where he mentored students on entrepreneurship. Todd regularly coaches people in career transition teaching them how to sell themselves to get the position they want. Prior to launching Sales Leader LLC, Todd coached and led dozens of sales teams to deliver more than $950 million in revenue for leading companies including Xerox, Gartner Group, Thomson-Reuters and LexisNexis. Todd holds a Bachelor’s Degree in Business Administration from the Fox School of Business at Temple University.  toddcohen.com  (Website)   toddcohen.com/blog  (Blog) CRM Radio is hosted by Paul Petersen of Goldmine CRM by Ivanti which is a program on the Funnel Radio Channel.  GoldMine is the sponsor of CRM Radio.
Jun 15 2020
23 mins
CRM Primer: Why the History of CRM is Still Valid for B2B SMBsPundit Gene Marks Comments on Survival of SMBsRethinking How to Work at Home and Use GoldMine CRM to be EfficientWhat makes a good blog?How to Use Your CRM for Better Customer Service (and Sales)Practical Tips for Working RemotelyWill Google Eliminate 3rd Party Cookies?
In this episode, host Stacy Gentile, interviews independent marketing consultant Jonathan Eickman. Both have recently returned from Content Marketing World in Cleveland, Ohio. There was a huge disconnect, both said, between the speakers and marketers in the trenches; there were also few actual CMOs as presenters.  While there were solid takeaways, both criticized that the majority of speakers were sellers or predictors but there were not that many doers from the marketing world.  ----more---- Then, they got into the big news that is coming out of Google and its sandbox. Google is working to eliminate third-party cookies, which will throw a wrench into the marketing plans of those who plant cookies to track visitor behavior. Attribution will be difficult as visitors coming back to a site will be counted as new every time they return. The ability to target customers and prospects with the right messages will be dumped into chaos. Analytics and conversion traffic will disappear as most third-party cookie users know it today.  Google will be offering its own APIs which in some manner make up for the change, but not everyone has bought into Google’s generous plans. Stacy asked Jon if he thinks this change is part of an attempt by Google to control the collections of data and even resell it. The deadline for these complete changes is 2022. They think that: As third-party cookies disappear. conventional based marketing will be a player againFirst-party-based marketing will increaseCompanies and agencies will have to revert back to marketing before third-party cookies became the norm ___________________________________________ CRM Radio is hosted by Paul Petersen and Stacy Gentile of Goldmine CRM by Ivanti which is a program on the Funnel Radio Channel.  GoldMine is the sponsor of CRM Radio.
Mar 26 2020
23 mins
A Nuke is about to Hit Your Marketing Dept
In this episode, host Stacy Gentile, interviews independent marketing consultant Jonathan Eickman.   Both have just returned from Content Marketing World in Cleveland, Ohio, and while there were solid takeaways, both criticized that the majority of speakers were sellers or predictors but there were not that many doers from the marketing world.  There was a huge disconnect, both said, between the speakers and marketers in the trenches; there were also few actual CMOs as presenters. ----more---- Then, they got into the big news that is coming out of Google and its sandbox. Google is working to eliminate 3rd party cookies, which will throw a wrench into the marketing plans of those who plant cookies to track visitor behavior.  Attribution will be difficult as visitors coming back to a site will be counted as new every time they return. The ability to target customers and prospects with the right messages will be dumped into chaos.   Analytics and conversion traffic will disappear as most 3rd party cookie users know it today.  Google will be offering its own APIs which in some manner make up for the change, but not everyone has bought into Google’s generous plans.   Stacy asked Jon if he thinks this change is part of an attempt by Google to control the collections of data and even resell it.  The deadline for these complete changes is 2022.  They think that:  As 3rd party cookies disappear. conventional based marketing will be a player againFirst party-based marketing will increaseCompanies and agencies will have to revert back to marketing before 3rd party cookies became the norm ___________________________________________ CRM Radio is hosted by Paul Petersen and Stacy Gentile of Goldmine CRM by Ivanti which is a program on the Funnel Radio Channel.  GoldMine is the sponsor of CRM Radio.
Feb 27 2020
23 mins
The Power of GoldMine CRM and QuickBooks IntegrationFollow My Lead – Insights for 20/20 Lead ManagementLazy, Stupid Mistakes People Make with Social Media – Susan Finch
In this episode, Susan Finch talks with Paul Petersen about the lazy, stupid mistakes people make when using social media. They forget it's a people to people media and try to automate posts - barfing our stuff and that of others vs. true engagement to build relationships that can be converted to prospects or advocates - from either direction. ----more---- Let's be honest, she goes on a few rants here because she's passionate about this topic. But she is right. Dead right. Everyone wants the easy way, the silver bullet to avoid actual work. People want to be liked, and loved, and talked about, but they don't want people to people contact; they just want it to look like they have contact, and care when they don't.  Social media enables a unique opportunity to study another person or company before we attempt to directly engage. We can see their actual positions, words, favorite products, styles and more - it's way more informative than straight data. Data is sold as truth, but that's not the case. Data is an in the moment tabulation of a top of mind discussion, whims, a news headline trigger, a trip down memory lane and then the rabbit holes that spin-off of those directions.  Social enables us to search for who is talking about what and then filter it from there - their position, their passions, their bugaboos, their pain. This guides the introduction and conversation. But how much should you engage? Why not automate it all? How can your CRM help you sincerely engage? You have the tools, you may need to rethink how you use them. About our guest: Susan Finch has been in public relations, advertising and marketing going back nearly 30 years. Her clients range from cities to healthcare services, small organizations, non-profits, real estate professionals and many B2B service providers. This variety of clients allows her to bring unexpected solutions to the challenges clients have had for years. Susan has had many clients for more than 20 years and enjoys keeping them current through her education packages, custom training libraries, as well as group sessions and events. She is also the VP of Operations for the Funnel Media Group.
Jan 16 2020
25 mins
Don't Kid Yourself, CRM is the Foundation for Business – Justin J. Smal
Add the CRM Radio skill to your Alexa capable device to play the most recent or choose from a list. Justin J. Smal. CEO of Monread CRM who was named CRM Thought Leader by the All Ireland Business Foundation in 2018 is interviewed by Paul Petersen, host of CRM Radio.  They discuss why the foundational purpose of CRM has not changed as the cornerstone of B2B businesses.  Whether a business has five employees or hundreds, Smal says they need a CRM.  ----more---- Why it Matters “The core philosophy is still there, having data all in one place, seeing all your communications in one place, all the interactions that you might have with leads or prospects of the customer and actually be able to call up a record to see their thoughts and interest really hasn’t changed.“ It is an interesting program for those who follow CRM applications and those who are still hunting for a CRM system that works for their needs. Justin J. Smal All-Ireland Business Foundation CRM Thought-leader and extensive CRM knowledge based on 25 years of delivering CRM solutions to a wide-range of businesses. Driven, personable and business savvy leader with an international background and a passion to enable business growth & transformation by delivering holistic CRM solutions for business large and small. Excellent presentation, customer relations and complex problem-solving skills. Specialties: CRM Strategy • Zoho CRM • Strategic Planning • Technology Integration • Requirement & Business Analysis • Solution Development • Continuous Improvement • Organizational Change Management • Leadership • Motivation • Collaboration • Sales & Marketing • Customer Experience  Contact Info Justin J.’s Profile linkedin.com/in/jjsmal Website com  (Company Website) Twitter jjsmal  Dublin - 01 554 0251 | Boston - (857) 574-5780 | London -  020 3051 4806  ___________________________________________ CRM Radio is hosted by Paul Petersen of Goldmine CRM by Ivanti which is a program on the Funnel Radio Channel.  GoldMine is the sponsor of CRM Radio.
Jan 1 2020
19 mins
Jan 2020 CA Consumer Protection Act -You Can’t Do Whatever You Want to the Customer
Add the CRM Radio skill to your Alexa capable device to play the most recent or choose from a list. Growing Email Compliance Issues – GDPR, CASL, and CCPA – What? ----more---- The database chicken has come home to roost and the results won’t be pretty for those that ignore it. Paul Petersen the host of CRM Radio interviews Dereck Lackey, managing director of Newport Thompson and Chairman of the Response Marketing Association. He is among other titles the author of CASL Compliance, A Marketers Guide to Email Marketing to Canadians. In this fast-paced information jammed 25-minute live program broadcast on December 19, 2019, and now available as a podcast they discuss: Jan 2, 2020 California Consumer Protection Act (CCPA) and its far-reaching consequencesHow new laws prevent marketers from doing whatever the hell they want to the customerWhy CCPA is more targeted to companies that sell data but doesn’t apply to non-profitsHow every company web form will all be affectedWhy legislation is the direct result of marketers who checked out of respecting the customerWhy it’s embarrassing that governments had to legislate to take care of customersWhy you must have someone in your company who is the data controllerIs GDPR the gold Standard for data protection?How consumer protection acts are good for your company About Derek Lackey With more than 30 years’ operating an advertising agency, Derek is focused on data protection & privacy and its effect on the brand. The author of CASL Compliance: A Marketer’s Guide to Email Marketing to Canadians, he looks to simplify the implementation of new data management practices within organizations such that they comply with global laws such as GDPR, PIPEDA, CASL, and CCPA, while taking good care of their prospects and customers. He believes making compliance practical makes compliance feasible. Derek is active in the privacy community chairing the Guidance Committee, Canadian Advisory Council – GDPR, co-chair, IAPP Toronto Chapter – 2020/2021, committee member on ISO 31700 – Privacy by Design for Consumer Products, the CEN CENELEC JTC 13 on Cybersecurity and Data Protection and the new Standard Council of Canada’s initiative - Data Governance Standardization Collaborative (DGSC) He is Managing Partner of Newport Thomson, a data & privacy consulting firm based in Toronto. In his volunteer role as Chairman of the Response Marketing Association, he has provided leadership in the area of privacy and marketing. He is also the Publisher of Blazon. Online a curated portal featuring great content for marketers. www.blazon.online Educated in Marketing at University of Toronto, Derek applies creativity to his business strategy while placing a strong emphasis on results. At one point in time, seven of the nine brands handled by his full-service ad agency were #1 in their categories in Canada.  Newport Thompson We help organizations become compliant with new data/privacy/email laws in: United States (Can-Spam and California Consumer Protection Act 2018),Canada (CASL and PIPEDA) andEuropean Union (GDPR and ePrivacy Regulation)  As the leaders in data & privacy compliance, our Global Data & Privacy Compliance™, a single system service that sets your data & privacy policies and procedures such that the organization is compliant in all jurisdictions. We also offer Canadian Anti Spam Legislation (CASL) compliance. We help identify and change your organization's practices and policies regarding electronic messaging . This law changes the way we use commercial email and SMS text messaging when targeting Canadians. Our way of operating must follow suit. We offer products/ services in the following areas: Review & Gap Reports - for those who wish to do the work themselves and simply have it checked by professionals who have a working understanding of the laws.Full compliance Programs/ Staff Training - for those who simply want to contract the entire task to professionals who can bring them into compliance quickly and efficiently.Certification Programs - approving other’s work with a full audit/certification.Recommending Marketing Automation Technology solutions to track consent status in real time.Email List building within each country - with new rules comes new practices in the area of list building strategies.All services are available in USA, Canada, Europe Background on the CCPA & the Rulemaking Process The California Consumer Privacy Act (CCPA), enacted in 2018, creates new consumer rights relating to the access to, deletion of, and sharing of personal information that is collected by businesses. It also requires the Attorney General to solicit broad public participation and adopt regulations to further the CCPA’s purposes. The proposed regulations would establish procedures to facilitate consumers’ new rights under the CCPA and provide guidance to businesses for how to comply. For more information about the Office of Administrative Law and California’s Rulemaking Process, see Office of Administrative Law - California Code of Regulations. For more information about the CCPA, see Fact Sheet, pdf. Information about the rulemaking process, pdf  ___________________________________________ CRM Radio is hosted by Paul Petersen of Goldmine CRM by Ivanti which is a program on the Funnel Radio Channel.  GoldMine is the sponsor of CRM Radio.
Dec 23 2019
24 mins

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