 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.

CRM Radio by GoldMine

How is AI Powering Decisioning Which Benefits a Sales Person's Productivity

 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 Naper Solutions Maggie Strevell on LinkedIn

5 Digital Marketing Mistakes with Maggie Strevell of Naper Solutions

 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. You may also like: An article by Brian Carroll:  How Empathy Will Grow Your Sales and Marketing Pipeline

Brian Carroll Talks About How Empathy Grows Sales

 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.  

Sales is More than an AI Tool

  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.  

Errors Managers Make with Social Media - Susan Finch

 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. LinkedIn 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.    

CRM Software is Stunningly Underutilized.

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. 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.      

Really, Everyone is in Sales in Your Company: A Podcast with Todd Cohen

   While CRM is the accepted tool for B2B, some companies still don't understand it. In this short podcast, CRM veteran Paul Petersen from Goldmine reminds the "have-nots" why CRM is indispensable. This show is for those B2B companies that have not adopted a CRM tool. 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.  LinkedIn 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.  More than 25 years ago, GoldMine helped pioneer the CRM industry, and they have been around for so many years because of their focus on being simple, affordable, and proven.   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.    

CRM Primer: Why the History of CRM is Still Valid for B2B SMBs

 Yes, small businesses are under siege. Pundit Gene Marks, also described as the polite contrarian, shares tactics for survival in a stressed economy and what SMBs should rethink their banking strategy. This program is for small to medium-sized business owners. About Gene Marks Speaker. Columnist. Small Business Expert Small business keynote speaker Gene Marks helps small business owners, executives, and managers understand the political, economic, and technological trends that will affect their companies so they can make profitable decisions. As a professional speaker and small business expert, Gene has talked at industry conventions, corporate events, and professional trade shows. Gene is also a small business writer. He has authored multiple books for small business owners and is a featured small business columnist in many national online publications. Gene has talked at annual meetings, industry conferences, and corporate events. Marks owns the Marks Group, a Bala Cynwyd, Pa.-based consulting firm that helps clients with customer relationship management. Marks is an author and a certified public accountant, and he writes regularly for The Post’s "On Small Business" blog. For more about Marks, visit genemarks.com.    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.    

Pundit Gene Marks Comments on Survival of SMBs

  We agree working at home is more productive than blowing an hour getting to work. Kevin Smith, a GoldMine Regional Manager talks about the benefits of a home office and how to maximize GoldMine CRM. This show is for salespeople.  They discuss: Using the GoldMine CRM tool for tasks you forgot Updating the essentials Using the calendar Collaboration with management How to be productive with delegation How working at home is the best work environment and contributes to a better home life. 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.    

Rethinking How to Work at Home and Use GoldMine CRM to be Efficient

 Webinars are being slammed together and Zoom users have increased tenfold.  Internet radio listeners and podcasts subscribers are thirsting for information that doesn’t start with COVID-19 updates.  In the midst of this, blog readers have increased and are searching for problem solving hints and technology to make their business life, better in a post pandemic world. For this episode, Paul Petersen, GM of GoldMine CRM interviews Jay Dymond First Direct Corporation's webmaster and GoldMine expert to discuss why blogging is an important and easy way to stay in touch with customers and build a following. Jay DymondDymond is responsible for IT Project Management, Web Site Design/Development, GoldMine Database Administration, and Help Desk Management. He creates and designs First Direct’s HTML E-mail Marketing Campaigns and Newsletters. Jay Dymond on LinkedIn www.goldminesuccess.com www.emailcampaigntracker.comwww.1stdirect.com

What makes a good blog?

  If you have a CRM system, regardless of the provider,  it’s time to review its capabilities for features you don’t know you have for remote workers and reaching out to customers and prospects?  In this episode, GoldMine CRM Vice President and General Manager, Paul Petersen, talks with Goldmine CRM Administrator Dery Daye.  Dery says many suddenly virtualized workers are struggling to access vital company systems, but it may be easier than they expect. Many CRM systems have standby virtual capabilities that the IT administrator may have forgotten about, or may not be aware of, for the at-home worker. GoldMine CRM is one of those systems Many CRM systems Dery says: Can allow on-premise users to switch to a free web-client Check to see if your system can allow SaaS or client based access Most Windows enabled CRM systems can be virtualized Quote software and inventory systems are easy to access if you aren’t using them. Your action item: List the applications that you would like to access, don’t take it for granted that you can’t use them. Approach your manager with your list and ask that the IT manager looks into access via the CRM system. You may also like: Practical Tips for Working Remotely 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.    

How to Use Your CRM for Better Customer Service (and Sales)

  Working remotely is new to a lot of workers and their companies.  Some do it well because they have done it for many years; some flounder and struggle to implement the technology and work processes.  In this program, we hear from Paul Petersen the GM at GoldMine, his marketing manager Stacy Gentile, and CRM Radio’s studio producer, Paul Roberts, who discuss the dual challenges of technology and the human side of remote work.  Technology There are technology issues for different jobs in sales customer service, accounting, etc. How GoldMine CRM had a “stress test” two weeks ago with everyone in the company (including their parent company), sent home to work at home for a day to identify the issues should it happen They discussed equipment, testing connections, remote desktop, applications, password needs, use of web clients and mobile applications The Human Element How to keep a team motivated Meeting cadence Trust The benefit of over-communicating Team calls A home office structure Avoiding multi-tasking Judging tasks based on the 3 “Ds”: Do it, Detect it, or Delegate it. It was a lively discussion with varying opinions.  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.    

Practical Tips for Working Remotely

 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.  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 again First-party-based marketing will increase Companies 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.

Will Google Eliminate 3rd Party Cookies?

 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. 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 again First party-based marketing will increase Companies 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.        

A Nuke is about to Hit Your Marketing Dept

Best practices in customer relationship management (CRM Management) from GoldMine CRM and host Paul Petersen

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CRM Radio by GoldMine

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