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Sales Lead Management Association Radio

30
May 2018

New Book on Sales Enablement from Co-Author Byron Matthews

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Listen on iTunes while pretending to watch baseball 

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Sales Enablement has the promise and research behind it to explain why this book is more than a new just a sales process. Book co-author Byron Matthews discusses why he and co-author Tamara Schenk set out to define the many facets of sales enablement into an understandable framework for success.  The host is jim Obermayer.   We discuss:

  1. The many facets of Sales Enablement
  2. Define the Sales Enablement Charter
  3. Enablement Operations
  4. Measuring Results

About the Author Byron Matthews

Byron Matthews, President and CEO, leads Miller Heiman Group’s commitment to championing customer-management excellence throughout the customer life cycle and across the enterprise from one source. Byron brings to bear in his role a firm grasp of providing organizations worldwide with an expanded, holistic approach for developing and managing, and sustaining, long-term customer relationships.

Byron’s depth and breadth of prior experiences include serving as Senior Vice President of Sales at Aflac, where he led over 30,000 sales professionals across multiple channels, and over five years at Mercer as Global Sales Leader and Global Head of the Sales Performance Practice, where he grew revenue over 30 percent.

About Miller Heiman Group

Miller Heiman Group is the global leader in providing organizations the sales methodology plus technology to drive revenue. The organization consults with successful brands, both large and small, to implement training, technology and coaching that drastically changes business outcomes. Through a combination of system innovation, unique industry research and proven learning approaches, Miller Heiman Group is future-proofing clients through the next wave of sales disruption. For more information, visit www.millerheimangroup.com.

About CSO Insights
CSO Insights is the research division of Miller Heiman Group, dedicated to improving the performance and productivity of complex B2B sales. The CSO Insights team of respected analysts provides sales leaders with the research, data, expertise, and best practices required to build sustainable strategies for sales performance improvement. CSO Insights’ annual sales effectiveness studies, along with its benchmarking capabilities, are industry standards for sales leaders seeking operational and behavioral insights into how to improve their sales performance and to gain holistic assessments of their selling and sales management efficacy. Annual research studies address sales and service best practices, sales enablement and sales performance optimization. For more information, visit www.csoinsights.com.

 

Sponsor for this show:

adView.cfm?id=396SLMA Radio Sponsorship

 Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. Call 888 784 2929 or visit us at www.validar.com

30
Jan 2018

Sales 3.0 - What’s it all about?

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This is a continuation of the interview with Jonathan Farrington from last month when the host Peter Gillett and Jonathan Farrington, CEO of Top Sales World discuss how technology is changing the way we sell.  These two experts don’t always agree, but they do agree that changes are tsunami-like with few sales or marketing people aware of what’s coming. No it isn‘t business as usual.

Read the rest of this entry »

1
Aug 2017
8
Nov 2016

Understanding the Confusion Surrounding Sales Forecasting.

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Sales forecasting can be one of the most difficult functions in any corporation and it is usually led by the least qualified “numbers people” in the company, the sales managers.  Managing the numbers in sales includes, but is not limited to: Sales Forecasting, Sales Capacity, Account Segmentation and Scoring, Territory Planning, Quota Planning, Deal Desk, Crediting, and Incentive Compensation.  In our interview with Rowan Tonkin, Practice Lead of Sales and Marketing Apps at Anaplan we push to clear up the inscrutable.  The host is Jim Obermayer.
 
About  Rowan Tonkin, Practice Lead of Sales and Marketing Apps at Anaplan
 

Read the rest of this entry »

7
Mar 2016

5 Quick Ways to Get A Meeting With Anyone

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250-SLMARADIO-stuheinecke-030716.jpgWhen your business life depends on your ability to absolutely, positively, get a meeting a certain someone, then this is the book to read, love and cherish. SLMA Radio interviews Stu Heinecke, direct marketing guru and Wall Street Journal cartoonist about his most recent book, How to Get A Meeting with Anyone. The host is Jim Obermayer.

 

About the Book

How to Get a Meeting with Anyone.

- Wentto #1 in several categories

- #2Top New Release in Sales & Selling

-TopSales World Book of the Week

-Named this week 3/9/16 one of the Hot 100 Best Business Books by Books Blizz

 

In How to Get a Meeting with Anyone, Heinecke explains how you can use your own creative Contact Campaigns to get those critical conversations. He divulges methods he’s developed after years of experience and from studying the secrets of others who’ve had similar breakthrough results—results that other marketers considered impossible, with response rates as high as 100 percent.

 

Through real-life success stories, Heinecke lays out 20 categories of Contact Campaigns that anyone can research and execute. Tactics range from running a contact letter as a full-page ad in The Wall Street Journal to unorthodox uses of the phone, social media, email, and snail mail to using personalized cartoons to make connections. He also packs in plenty of tips on how to determine your targets, develop pitches, and gain allies in your contact’s circle of influence.

What is Contact Marketing?

Contact Marketing is a fusion of marketing and sales focused on opening doors to VIP prospects, resulting in critical sales and strategic alliances. Our logo illustrates the effect of having a handful of the right kinds of relationships, producing ripples that rapidly spread throughout the marketplace, creating a global scale and sphere of influence for your enterprise.

Contact Marketing Radio

Contact Marketing Radio continues the process of discovery started by host Stu Heinecke’s research for his book, How To Get A Meeting with Anyone. For the book, he interviewed the top 100 sales thought leaders in the world and asked, “When you absolutely must break through to someone of great importance, someone nearly impossible to reach, how do you do it?” What he discovered was twenty categories of Contact Campaigns that range from $0 to $10,000 per contact and produce response rates as high as 100%, with ROI figures in the tens, even hundreds of thousands of percent.
Join us every week for the live show, Thursdays at 10 am PST/1 pm EST, download episodes on iTunes or simply use the archive here to listen to your favorite episodes now.
Stu has been the SLMA's Humor Relations Contributor for five years.

 

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This episode is generously sponsored by adView.cfm?id=383The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers.To learn more, visit VanellaGroup.com or call 888-335-0340

adView.cfm?id=396
and by Validar Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow,  Call 888 784 2929 or visit us at www.validar.com
11
Jan 2016

How to Increase Win Rates & Beat Your Sales Goals in 2016

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Mike Schultz says, "Increasing win rate—even just by a few percentage points—has a dramatic effect on a company's revenue and profitability."

In this interview with Mike Schultz, President of the Rain Group, SLMA Radio host Jim Obermayer discusses why top performing companies are winning 62% of their sales opportunities while the rest drag in with Only 40%. 
 
The Rain Group studied 472 sales executives and sellers representing companies with sales forces ranging from 10 sellers to 5,000+, and published the results in The Top-Performing Sales Organization Benchmark Report. They analyzed what organization factors correlated to higher win rates—and the results are significant.  In this interview we will try to cover:
 
  • 3 sales skill areas all organizations need to pay attention to
  • 5 ideas for strengthening your sales process—for both leaders and individual sellers
  • What your organization needs to do to drive revenue growth
  • Surprising findings around sales training and seller motivation
  • How Value-Driving Sales Organizations excel in revenue growth, value pricing, win rates, sales force retention, and more
  • How Top Performers differ from The Rest in sales process maturity, sales training focus and investment, sales skills, sales results, and more

Mike Schultz, President, RAIN Group

President of RAIN Group, Mike Schultz is world-renowned as a consultant and sales expert. He is bestselling author of Rainmaking Conversations: How to Influence, Persuade, and Sell in Any Situation (Wiley, 2011) and Insight Selling: Surprising Research on What Sales Winners Do Differently (Wiley, 2014), and was named the Top Sales Thought Leader globally in 2011.
 
Mike and the team at RAIN Group have worked with organizations such as Hitachi, BNY Mellon, HP, SAP, Boeringer Ingelheim, Deloitte, Harvard Business School, and dozens of others to unleash their sales potential.
 
As a sales leader himself, Mike oversaw a sales force at a leading business-to-business company, engineering growth in his division by 800% in a four year period while increasing margins significantly. Mike has also personally sold tens of millions of dollars in products and services to companies across industries and of various sizes.
 
Mike is a graduate of Brandeis University in Waltham, MA with a B.A. in American Studies, and holds an MBA from the F.W. Olin Graduate School of Business at Babson College.
 

About the Rain Group

           
Over the past two decades, RAIN Group has grown into a recognized leader in sales improvement with an international client base. We've helped hundreds of thousands of salespeople, managers, and professionals in more than 62 countries increase their sales significantly with our sales training, sales consulting, and sales coaching services.
 
Led by Recognized Sales Experts
 
RAIN Group is led by industry luminaries Mike Schultz and John Doerr, two of the world's most respected sales experts, named as the Top Sales Thought Leaders globally. We are leaders in sales research and publishing, including the bestselling book Rainmaking Conversations, Insight Selling, What Sales Winners Do Differently, and The Benchmark Report on High Performance in Strategic Account Management.
 
Sales Training Company Focused on Unleashing Sales Potential
 
We help our clients succeed in each area of the Sales Competency WheelSM, and make sure the wheel is working the best it can to unleash sales potential at their companies. Our suite of sales training programs cover everything your sellers need to become top performers.
 
For us, good is not good enough. We are constantly innovating, working on the leading edge of selling and sales training research, thinking, methods, and technologies. Only by constantly striving to be the best can we be most helpful to our clients and most impactful to their selling results.
 
Specialized in Sales Improvement for the Complex Sale
 
The complex sale presents a unique set of challenges. It can be a long sales process that requires prospect and client education, high-dollar investments, multiple decision makers, team selling, and stiff competition. You must connect, influence, persuade, collaborate, and sell the impact of your solution. And often the opportunity is not in reacting well to client-driven demand, but driving demandthrough your sales and delivery teams.
 
We specialize in working with companies who face a complex sale or who sell complex products and services.
 
Global Sales Training Company
 
With offices across the US and internationally in London, Geneva, Johannesburg, Dehli, and Sydney, we have a global footprint allowing us to serve clients all over the world. We've trained hundreds of thousands of professionals and have worked in more than 62 countries.
 
RAIN Group is a Sales Training Company that Will Help Unleash the Sales Potential of Your Team
 
Take the first step to sales improvement today. Give us a call at 508-405-0438,send us an email, or fill out our contact form to learn how you can improve sales performance at your company.

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This episode is generously sponsored by The Vanella Group
The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visit BuildPipeline.com or call 888-335-0340

and by Validar
Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. From capturing leads at tradeshows to managing onsite registration, tracking session attendance, gathering feedback, and providing sponsors lead retrieval we have a full suite of solutions for you. Since 2005 Validar has been turning Corporate Events and Trade Shows into Better Business. Call 888 784 2929 or visit us at www.validar.com

17
Nov 2015

90 Days to Increase Sales 30% - Show Me!

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Increasing sales by 30% in 90 days is a bold statement and we asked Mike Hollison, CMO of InsideSales.com how it can be done.  Of course following up all leads increases sales, but InsideSales.com claims its self-learning engine drives predicative sales communications and engagement which combined with rep motivation results in dramatic sales increases. Prime questions: How does the Neuralytics® program work?  How soon can results REALLY be seen. What is the basis for the claim in increased sales?  What does it cost and what are the contractual expectations from clients?  The host is Jim Obermayer

This is a replay.

About Mick Hollison

Mick Hollison joined InsideSales.com in June 2013 with over 20 years of experience in technology marketing, product management and sales. Currently, Mick oversees all marketing efforts including public relations, content marketing, paid advertising and website conversion.

Previous to InsideSales.com, Mick spent 7 years at Citrix, a $2.6B company, recently serving as global vice president of marketing and strategy, leading integrated product marketing and strategy. He was responsible for integrated product messaging, solutions marketing, and marketing strategy and led the development of pricing, licensing and packaging across all Citrix product lines.

Prior to Citrix, Mick spent two years at Microsoft where he was responsible for the development and delivery of marketing messages targeting C-level executives. During his tenure, he led a worldwide network of nine executive briefing centers delivering over $4 billion in influence revenue per year, and produced customer events such as the Microsoft CEO Summit. Before joining Microsoft, he spent 13 years with IBM in a variety of executive product line roles. 

About Inside Sales

InsideSales.com offers the industry’s leading sales acceleration platform built on Neuralytics®, a predictive and prescriptive self-learning engine that drives revenue growth by delivering an optimized experience for both salesperson and buyer. The platform fuels sales rep performance and provides buyer personalization with breakthrough innovations in predictive sales communications, gamification and sales hiring. Customers: Over 2,000 • Employees: Over 700 • Locations: Worldwide headquarters in Provo, Utah, with European regional headquarters in Reading, UK; additional offices in San Mateo, California and Salt Lake City, Utah. In May 2015, the company announced its acquisition of C9 Inc., based in San Mateo, California, to extend its predictive capabilities from sales prospecting to sales forecasting for opportunities and accounts. And earlier in the year, the company hired top executive talent including Chief Customer Officer and President of Worldwide Sales Jim Steele and expanded its company footprint beyond U.S. borders into Europe. www.insidesales.com

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This episode is generously sponsored byThe Vanella Group
The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visitBuildPipeline.comor call 888-335-0340

and by Validar
Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. From capturing leads at tradeshows to managing onsite registration, tracking session attendance, gathering feedback, and providing sponsors lead retrieval we have a full suite of solutions for you. Since 2005 Validar has been turning Corporate Events and Trade Shows into Better Business. Call 888 784 2929 or visit us atwww.validar.com
25
Jul 2015

Four Reasons Why a Pipeline Fails to Deliver Which Makes Sales Managers Look Clueless.

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Sales pipelines that fail to deliver projected sales are a common and ugly fact of life in too many organizations. Sales managers are fired not just  because the sales department fails to deliver, but because the sales manager fails to forecast. No one likes being in the financial dark and CEOs and CFOs take it seriously when sales managers demonstrate failure to know the marketplace when they can’t forecast sales in a consistent manner.  In this 30 minute program, Rod Sloan, a frequent guest on SLMA Radio and our voice from the UK, gives us the top four reasons why pipelines (and the sales managers who create them) fail to deliver. Author of “Alignment, The Secret to getting your Sales and Marketing Teams Working Together” The host this week is Jim Obermayer.
 
Rod Sloane
 
Rod Sloane produces the UK based “No-Bull Sales & Marketing Alignment Radio Show” available on itunes.apple.com. He is a conference speaker who tackles how companies manage leads, create opportunities and generate revenue. Mr. Sloane is the founder of the LinkedIn Sales and Marketing Alignment Group that has over 8,000 members. Rod says it is about your people, your language and your culture. Sloane has his own consultancy aptly named, Rod Sloan. http://www.rodsloane.co.uk/     


Commercial  sponsors on SLMA Radio include: The Young CompanyThe Vanella Group and Vanilla Soft.
 
23
Jun 2015

Trade shows and conferences: are they throwing rose petals as you walk in the door?

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Conferences and trade shows are part of every industry. Whether you and your company participate in them is part of your marketing plan. Once you have your plan and schedule - how are you going to prepare to make the most of the money you spend on attending, exhibiting, sponsoring or speaking at these events?  Do you have enough staff to get it covered; and not only COVERED but NAILED?


Jim reminds us that planning for a conference needs to start months ahead of time. Communicating with attendees through inmail systems days before isn't good enough and will most likely be a waste of time.

Jim Obermayer will interview SLMA Marketing Director, Susan Finch, on this very topic. You may not realize how much of a mediocre presence you have once you realize all that you can do before, during and AFTER the conference or trade show.

This show had several ideas that to some, may be obvious, but making sure you do them can add to your successful conference experience before, during and after!

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A bit about Susan Finch in her own words:

Her mission: Create marketing solutions that give you power, renewed excitement, peace of mind, knowledge, and a plan while making you look great.

I give you control of your marketing plan AND I translate geekspeak into plain English. I’ll create a customized marketing plan that includes video, strategic alliances, client advocacy and then you get to choose the parts you want to do, and get my assistance with the rest, including: branding, repurposing and creating your content, and developing training materials.

Learn more about this specialty of hers here >


Commercial  sponsors on SLMA Radio include: The Young CompanyThe Vanella Group and Vanilla Soft.
19
May 2015

How to decide if outsourcing inside sales is right for your company.

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This is a replay of a show from December with Jeff Feuer of Customer Solutions Group.

You'll have to listen to the full show, but here are some highlights:
Outsourcing as a TOOL, it can be used to great advantage or great disadvantage.

The in-house sales force that can handle the workload, probably doesn't need to consider outsourcing that much.

Some reasons you may want to consider outsourcing are trigger events. These trigger events may include:

  • Near term large expansion of sales force.
  • Perhaps immediate need or temporary need that would be difficult to ramp up and ramp down for in house.
  • Desire to benchmark the existing sales force against an objective third party that could trigger good healthy competition that could make both the in-house
  • Launching a new business or a new product is another trigger event that should cause a manager to think about outsourcing, because a fresh perspective can be valuable to assist in solving unique problems
  • Lack of scale to justify an impact, or telephone capacity issue that could hinder a successful launch and related scale issues.

*How to get ROI - is it more or less expensive?*
If you allocate the costs properly, in-house sales should be 10% less than outsource. That's typical.
Depends on where you are located and your in-house work force location - Silicon Valley is way different than more industrial areas.

After analyzing costs, you'll have to decide if you have a greater capacity for success keeping it all in-house or will you have a greater capacity of success if you outsource for this specific situation.

Jeffrey's company 130 front line full time sales people.
"Sales is part of our core DNA - we've been doing it for 21 years. We are a sales firm."

09:00 Quoting Gerhard at Sales 2.0, "Majority of firms are not hiring outside sales people, they are hiring inside sales" and then using outsourcing more when they have the extra need."

09:20 Technology and the way people work, really tends to favor inside sales today.
Someone can cover a lot of grounding a phone call. Inside is more economical.


Outsourcing offers a lot of flexibility.


Outsources see a lot of different sales problems. Where inside sales relies on one set of experiences from their own services.

10:30 Warm Transfer topic. How and why it's used.
It's another word for outsourcing the prospecting leg of your sales process.
The task is to find the decision maker. Outsourcer can do it less expensively. They have more experience in this piece of the sales process.

11:48 Using a divide an conquer approach where the prospecting is outsourced and the closing, demos and customer service remain with in-house.

15:30 Outsourcers are specialists in the infrastructure and execution of programs. Most have space to grow and create quickly.

How long does it take to get up and running?
3-5 weeks is typical. Depends on services are necessary.

Do most of your clients use CRM?
With over 90 CRM systems out there. Important to have one system, but not all of the bells and whistles.
I want my sales people to focus on SELLING, not filling in little forms and data. That's what they do best - SELL. Persuasion skills are more important to sales than administrative skills.