In this episode, Susan Finch talks with Paul Petersen about automated 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.   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,...

Yep, if we fully used all the social media outlets at our disposal, who would have time for work, at least that’s the inference of the discussion about social media between Radio Producer Paul Roberts and the host of CRM Radio Paul Petersen.  Petersen and his side-kick Paul Roberts talk about the pros and cons of social media, the time devoted to it and the difficulty of measuring the return on time invested.     They discuss Alignable (small business networking) and Linkedin, the love hate...

Host Paul Petersen on CRM Radio interviews Patrick Renvoise, co-author of The Persuasion Code: How Neuromarketing Can Help You Persuade Anyone, Anywhere, Anytime and president and co-founder of SalesBrain the original neuromarketing agency.  Paul and Pat discuss the research behind the current book (September of 2018) and the book that started it all, Neuromarketing: Understanding the Buy Buttons in Your Customer's Brain.  Patrick reveals why traditional thoughts into a buyer’s preference for...

Josh Miles, CMO for the Society for Professional Services (SMPS) talks with Stacy Gentile about the difficulties marketers are facing today with constant accelerating change, new tools, weak marketing skill sets, and the status of intentional marketing.  Why tomorrow will be difficult for marketers What he means by so many tools, so little time Why multi-dimensional marketing skills will be crucial How to think differentially about marketing Why the position of marketing director is changing...

Paul Petersen interviews Justin J. Small. CEO of Monread CRM who was named CRM Thought Leader by the All Ireland Business Foundation in 2018.  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.  Justin continues: “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...

“If your salesperson barfs up value based pablum without listening to the prospect, he or she will lose the sale.” David Priemer  “Value,” David Priemer of Cerebral Selling says, “transcends ROI.” Regardless of the opinions of your product manager, company president or sales manager, the value your product or service will mean something different to each prospect. If your salesperson barfs up value based pablum without listening to the prospect, he or she will lose the sale.  The prospect,...

Our host, Paul Petersen interviews Steven Pearl, President of Intelliclick about the trends in email marketing they discuss: Recent and new regulation for email marketing Businesses must pay more attention to who they are marketing to How to keep people on your mailing list Why the recipient must recognize the sender The two most important things you must do for every email campaign Why recency and frequency are not dead How to define a recipient's digital body language The two unique things...

  When sales are down, companies should not turn to training salespeople again and again, they need to train everyone else in company on sales. ----more---- Plus, Todd Cohen states that a company with siloed sales and marketing departments is a mediocre company that eventually dies.  They die because  are siloed.  They die because employees, regardless of job title don’t understand that when they serve the customer well, they are in sales.  They die because company departments don't talk to...

The CRM industry keeps getting flooded by new (and not so new in features) CRM Systems because the dissatisfaction level of current CRM users is very high.  It’s said that 40% of the sales reps on a CRM system don’t comply with the company CRM standards or policies.  83% of senior executives complain that their people aren’t properly using the CRM system.  The reason for the high CRM replacement market is that users of a CRM system stop using it. And yet 50% of the new – replacement CRM...

Anthony Iannarino, author, speaker, and well-known sales leader discusses his contrary opinion of the buying process in B2B. He says prospects don’t already know about the product and salespeople aren’t unnecessary as some will have us believe. In this interview with the host Paul Petersen he covers: The most important, six-word question a salesperson can ask. It is misleading to think the prospect knows everything.  Of the four values a salesperson gives the prospects, only one is a real...

Keenan, the author of Gap Selling is the CEO of A Sales Guy and the guest for host Paul Petersen on CRM Radio. This is pure Keenan at his best, except of course for his books.  This program is part of a book review and a lot of sales training as Keenan discusses: Myths that we are taught by our mothers The sales gap that is stopping most salespeople from succeeding Why the gap is where the value resides Why salespeople have to stop chasing pain Why expanding the gap expands sales results Why...

CRM Radio host Paul Petersen interviews Gene Marks. In this program Marks says that if companies want to succeed with their CRM system they need to invest in their people first. The result is a successful CRM system, growing sales, a clean database, and a high value for the company.  They discuss the four reasons for a CRM implementation which drive every long term CRM success.  Additionally, host Paul Petersen and Marks discuss the future of small business in a growing and occasionally...

Paul Petersen, as the host of CRM Radio, taps an old friend, Rich Ackerman, a colleague from the CRM and cyber-security field to talk about changes in the CRM space and sales in general.  In addition, they also discuss that there is an act two as Ackerman has changed his career to create The Vanishing Wilderness, a photographic masterpiece about the southeast inside passage of Alaska which is scheduled for release in mid-August of 2019. About Rich Ackerman In act one of his life, Rich...

CRM Radio host Paul Petersen interviews Max Fatouretchi author of The Art of CRM published in May of 2019.  During this interview Max talks about: The largest changes in CRM in the last 2-3 years Max defines the Three Pillars of CRM: Operational CRM Collaboration CRM Analytical CRM How to get sales and marketing to leverage CRM How CRM improves processes and efficiencies within a company, including the cost of ownership and operations. Why CRM improves customer satisfaction How almost every...

Paul Petersen interviews  CEO Matt Heinz (Heinz Marketing) and they discuss among other things that the primary job of marketing is to build a pipeline. But without metrics, no one buys a beer.   Heinz said it isn’t marketing’s responsibility just to build more visitors, tweets, likes, etc., but to generate a sales pipeline that is valued by salespeople.   They discuss: Why it’s a struggle to get marketing to understand their goal is to build a pipeline Marketing has to put cheese in the...

Don’t Get Comfortable in Marketing Josh Miles, CMO for the Society for Professional Services (SMPS) talks with Stacy Gentile about the difficulties marketers are facing today with constant accelerating change, new tools, weak marketing skill sets, and the status of intentional marketing.  Why tomorrow will be difficult for marketers What he means by so many tools, so little time Why multi-dimensional marketing skills will be crucial How to think differentially about marketing Why the position...

She’s serious with humor, laughs when making a thoughtful point and you know as you listen that she speaks with authority and truth.  Colleen Francis of Engaged Selling talks with host Stacy Gentile about the issues around poor, poor sales coaching.  They discuss:  ----more---- Is sales even the right word anymore? The worst advice given to salespeople: “You’re not hitting your numbers, you have to close more deals.” How to avoid sales boom and bust cycles Why companies are not intentional...

 CRM Systems are getting bigger and more complicated.  In the process, the pivotal end user of the system, not the buyer of the system, has been ignored.  And if the end user, the salesperson can’t easily use the system, nothing else matters.  In this interview CRM Radio host, Stacy Gentile interviews GoldMine CRM’s Channel Manager, Kevin Smith who shares his top 5 tips on how to get the most use out of Customer Relationship Management software.   They discuss: How and why to keep it simple...

Yes, this is another rag on what our parents did wrong and from Andrea Waltz we understand the limits this has imposed on salespeople.  And yet, it's easier than you think to overcome our avoidance of the word no and reprogram ourselves to embrace it. ----more---- Author Andrea Waltz turns sales upside down by approaching sales conversations from a different perspective, it’s  simple. Go for the No. In this interview with host Stacy Gentile, Andrea Waltz discusses her book ”Go For The No,...

Buyers Have Changed: Sellers Must Change or Fail to Make Quota Spray and Pray doesn’t work, but it’s used every day by unsuccessful salespeople. Mario Martinez Jr., president of Vengreso says that buyers only care if a salesperson can add value and the buyer can quickly tell if this is the case.  In this interview with CRM Radio host Stacy Gentile, Martinez knocks down stereotypical ways of selling that are yesterdays approaches and gets into the methods of today’s most successful...

Host Paul Petersen talks with GoldMine CRM, CMO Stacy Gentile about the tips and pitfalls of CRM use and Implementation. They look back to guests like Jay Baer, Gene Marks, Patrick Renvoise, Jill Konrath, Todd Cohen, Chad Pollitt, Shari Levitin, and others to discuss the takeaway tips about sales in general and CRM usefulness for sales and management.   For instance: Why management shouldn’t look at CRM as a policing tool Why salespeople have to be honest with themselves about forecasting and...

The host for CRM Radio, Stacy Gentile, said that of all the guests he invited this year, Dora Lutz is the one he looked forward to most.  She is the author of “The Aspirational Business”  and the founder and president of GivingSpring.com.  In this interview, Stacy asks and Dora answers: The definition of an Aspirational Business Model Why a significant percentage of “startups” consider themselves to be social entrepreneurs Why Aspirational Businesses are more profitable Learn the reason new...

 There has been a lot said about the Emotional Intelligence  (EQ) of our leadership class in corporations, but little said about how the lack of emotional intelligence for salespeople affects sales performance.  In this interview, host Paul Petersen speaks with Colleen Stanley, founder of SalesLeadership about the consequences of feeble emotional intelligence on the part of salespeople.  They cover: How EQ comes into play during a tough sales call The definition of the “Knowing and Doing...

  In this free wheeling session, Trish Bertuzzi CEO of the Bridge Group discusses problems and cures for the most irritating and persistent sales issues facing C-Level Executives today.  CRM Radio Host, Stacy Gentile asked Trish what advice she can give to C-level Executives and she replied, “You need to be an expert at Sales and Selling.  Everything else, secondary.  If you won’t get it, no one else will.”  When asked about solving sales probles, she said it  is not a one-size fits all...

“Value,” David Priemer of Cerebral Selling says, “transcends ROI.” Regardless of the opinions of your product manager, company president or sales manager, the value your product or service will mean something different to each prospect. If your salesperson barfs up value based pablum without listening to the prospect, he or she will lose the sale.  The prospect, Petersen and Priemer agreed, is the only one who can define value for your product. Why it Matters If your salesperson barfs up...