CRM Radio by GoldMine

“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

   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

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: 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, it should work... Read more

  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.  Todd says they can be in manufacturing or finance, it makes no difference, every action they take se... Read more

  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

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

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

Columnist Gene Marks, a frequent guest on Paul Peterson’s CRM Radio,  talks about email relevance today.  Some of his thoughts: 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 role in this ... Read more

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: 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 Why the gap is ... Read more

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.  Patrick re... Read more

In this episode, host Paul Petersen interviews Heinz Marketing CEO Matt Heinz and they discuss that the primary job of marketing is to build a pipeline.   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: Marketing has to deliver consist results Why it’s a struggle to get marketing to understand their goal... Read more

Join host Paul Petersen and Amy Guarino, COO of Kyndi as they discuss the current state of AI, how it's progressed, trends – and when companies can expect see it applied in their business. They will also talk about who companies might deal with that are using it. The underlying topic is explainable AI. How AI is the alternative to deep learning Why AI can be the antithesis to the "Block Box" How AI can streamline regulated busines... Read more

Paul Petersen interviews Jill Konrath, author of the book, "More Sales in Less Time." Jill Konrath’s career is defined by her relentless search for fresh strategies that actually work in today’s sales world. Konrath and host Paul Petersen discuss how digital dementia is affecting both the seller and the buyer. The talk about: ----more---- Digital dementia which attacks a sales person’s productivity The problem with digital distrac... Read more

Jay Baer is the author of six books, well known as  keynote speaker, and the principle of Convince & Convert a consultancy. During this interview with host Paul Petersen, Jay discusses his new book and how to get your company to be talkable. Talk Triggers: The Complete Guide to Creating Customers with Word of Mouth  ----more---- They discuss:  Why companies fall into a trap believing they only have to be competent How to find the ... Read more

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. ----more---- Additionally, host Paul Petersen and Marks discuss the future of small business in a growing and occasionally chaotic economy. With his ba... Read more

With over 300,000 social fans and followers, and an intimate understanding of the intricacies of social technologies and social behaviors, Bryan is both a practitioner and authority on the subject of being human on- and offline. ----more---- In January 2014, Bryan’s first book “There is No B2Bor B2C: It’s Human to Human #H2H” rose to the #1 top selling spot in Business Books on Amazon in its first week. In January 2015, #H2H was n... Read more

Our podcast guest is Chris Reid of Constant Content - join us as we discuss how to tell your brand story, drive SEO and win sales! Chris discusses: What is good content? Does content have to connect emotionally?  What the the table stakes for starting a content marketing program? How do you get see and create awareness for your products and company  ----more---- About our Guest: Chris Reid is the Director of Business Development a... Read more

  We chat with Brian about his podcast on the business value of Facebook and Instagram: we will discuss the key takeaways and why this was so popular. There will be an update on social media trends for B2B. We'll have some fun discussing his latest "gadget. Do they make gadgets any more? - Find out. Find out if you have FOMO: fear of missing out - Don't miss it! ----more---- Over these last two years that Brian has dedicated to t... Read more

Digital Marketing has suffered in recent years from vanity metrics (likes, followers, etc.) and some channels not living up to their hype. Marketers are returning to traditional branding - but that shouldn’t eliminate digital. Digital marketing enables faster research, testing, agility, and can ultimately be the baseline for every traditional effort. Join Paul Petersen and his guest, Douglas Karr as they dive into the pressing issu... Read more