The voice of the CRM Industry - software and practioners. Hosts Paul Petersen and Stacy Gentile of GoldMine gather CRM industry leaders to talk about upcoming and current trends, tried and true practices, reveals of new products, tips for sales and marketing professionals and more.
How is AI Powering Decisioning Which Benefits a Sales Person's Productivity
When it comes to CRMs, AI and other systems salespeople feel changes in systems benefits management not salespeople. Points covered:
How does this AI product benefit the salesperson themselves?Does it help them schedule their calling?Does this function give better qualified leads, which would eliminate the 55% of the people not going to buy?Does it help in forecasting?Does it shorten the time to close a lead?Who is the special for, management or sales person?AND is it a special for the customer - what does it do for them?
To get the answers to these questions, join Susan Finch and her guest, Matthew Nolan. Matt is the Senior Director of Product Marketing for Marketing, AI, and Decision Sciences at Pega.
Pegasystems is the leader in cloud software for customer engagement and operational excellence. If you’ve driven a car, used a credit card, called a company for service, opened an account, flown on a plane, submitted a claim, or performed countless other everyday tasks, chances are you’ve already interacted with Pega. For the past 30 years, their technology – CRM, digital process automation, robotics, AI, and more – has empowered the world’s leading companies to achieve breakthrough results.
5 Digital Marketing Mistakes with Maggie Strevell of Naper Solutions
It takes an expert who has worked in digital marketing for a long time with dozens and dozens of companies to nail the 5 mistakes (maybe myths) in Digital Marketing that cause the average company lost revenue. In this program, host Stacy Gentile interviews Maggie Strevell, president of Naper Solutions.
Maggie and Stacy knockdown paid search myths, mobile-friendly absences, fear that digital marketing is too expensive, the fable about bad company reviews, and the number one fairytale about the emails you send.
About Maggie Strevell
Maggie Strevell, founder and President of Naper Solutions, Inc. started marketing online in 1997. Her first successes including helping couples successfully adopt via the Internet. What sets her expertise apart from other marketing companies is an understanding of the technology behind the Internet and the ability to translate it into easy-to-understand terms. Maggie has a Bachelors Degree from Northern Illinois in Computer Science and is a Certified Paid Search Specialist.
Today, she empowers small business owners with the knowledge to make educated marketing decisions through her Internet Marketing Workshops, Consulting, and Speaking Engagements
Maggie Strevell on LinkedIn
Brian 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.
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.
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An article by Brian Carroll: How Empathy Will Grow Your Sales and Marketing Pipeline
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?
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.
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.
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.
CRM Software is Stunningly Underutilized.
Most CRM users are only accessing 10% of a CRM’s capability. Because CRM systems are where the money is, users should learn about the other 90%. Paul Petersen, GM of GoldMine CRM helps the listeners understand their under-used CRM software.
Why it Matters
Because CRM systems are where the money is, users should learn about the other 90% of the software
About Paul Petersen
Petersen is the general manager and vice president of the GoldMine. His career spans working with sales & marketing systems and process having developed, managed, and sold for companies including McDonald's Corp, General Electric, Symantec, Allied Van Lines, and now has 16 years with CRM background at GoldMine. He holds a JD from Loyola University of Chicago and was one of the first to be awarded the Professional Certified Marketer designation by the American Marketing Association.
About GoldMine CRM
Headquartered in Salt Lake City, UT, GoldMine is "published" by Ivanti. Goldmine is a leading provider of CRM Solutions for small and mid-sized businesses worldwide.
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.