CRM Radio by GoldMine

CRM Radio by GoldMine

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

Episodes

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... Read more

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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 cruci... Read more

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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... Read more

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 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.  ----more---- 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 Relat... Read more

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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 Sta... Read more

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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 a... Read more

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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: ----more---- Why management shouldn’t look at CRM as a policing ... Read more

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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: ----more---- The definition of an Aspirational Business Model Why a significant percentage of “startups” consider themselves to be social entrepre... Read more

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 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: ----more---- How EQ comes into ... Read more

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  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.”  ----more---- When asked... Read more

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“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... Read more

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   CRM Tips from Two Pros - Paul Petersen and Stacy Gentile 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 take-away tips about sales in general and CRM usefulness for sales and management.   For instance: Why... Read more

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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---- How to avoid sales boom and bust cycles Why companies are not intentional enough about revenue The number one coaching failure: It worked that way before, i... Read more

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  Todd Cohen  testifies that siloed companies are mediocre companies that eventually die.  They die because sales and marketing 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 one another.  ----more---- Todd says they can be in manufacturing or finance, it makes no difference, every action... Read more

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  When Chad Pullitt talks you have to listen, and this show with host Stacy Gentile is no different.  Pullitt says that the future of marketing is entering a new phase.  Native advertising is gaining strength, readership (also listenership and viewership) demands a new content approach; hard core paid performance marketing is stressed and moving up funnel.  What this means is content marketing is coming into its own, but it is no l... Read more

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Paul Petersen the host of CRM Radio interviews the wickedly interesting author and Sales Trainer Shari Levitin. They discuss how she got into sales, what she learned along the way, and why many people fail in sales.  More importantly she discusses how people can be winners in sales.  Its all about heart and empathy she says and while these can’t be faked they can be learned. Why it Matters: "If all you do is use sales techniques a... Read more

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Is Sales Enablement new or just what good marketing and sales managers have always done?  Maybe a little of both as Ninivaggi and host Paul Petersen discuss the true meaning of SE which is the interaction with prospects and customers.  Ninivaggi, the chief sales readiness officer at BrainShark says the best SE programs are a combination of knowledge, skills and assets which are provided to sales and sales management for the benefi... Read more

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Columnist Gene Marks, a frequent guest on Paul Peterson’s CRM Radio,  talks about email relevance today.  Some of his thoughts: ----more---- No, email is not dead Research has shown it is still the number one tool for business communications He gives tips on getting your email opened Relevance is King (aside from the subject line) Frequency’s impact on relevance and effectiveness requires thought Examples by Gene and Paul play a ... Read more

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Keenan, the author of Gap Selling is the CEO of A Sales Guy  and the guest for host Paul Petersen on CRM Radio.  This program is part book review and a lot of sales training as Keenan discusses: ----more---- Myths that we are taught by our mothers The sales gap that is stopping most salespeople from succeeding Why it’s not about telling but all about learning Why he never trusts a customer or prospect to tell him what they want Wh... Read more

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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 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.  ----more---... Read more

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