Inside & Field Sales: Blurred Lines and the Distinctions with Trish Bertuzzi

March 25, 2016
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Trish often remarks how lucky she is to work with an amazing team at The Bridge Group, helping sales and marketing leaders make the big decisions: on implementation strategy, performance improvement process, supporting technology, and metrics and measurement.

Over the last two decades, Trish has promoted inside sales as a community, profession, and engine for revenue growth. In the process, The Bridge Group has worked with over 200 B2B technology clients to build, expand, and optimize their inside sales efforts.

Through a combination of hard work and timing, Trish and her team's research and ideas have been featured on Inc.com, in Forbes, by associations like SLMA and AA-ISP, and across more than 68 sites in the sales and marketing world.

Reassigning Leads to Someone Who Actually Cares

March 17, 2016
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Sales lead follow-up by direct or indirect representatives continues to be the most aggravating, difficult, madding, and frustrating issue confronting sales and marketing management. Management demands, threatens, screams and begs salespeople to do their jobs and follow-up expensive sales leads given to them, and failure is their reward 75-90% of the time. In this interview with Jerry Troke, CEO of Marketnet, host Susan Finch and Jerry tackle the issue of simply reassigning sales leads to someone that cares instead of pursuing the impossible dream.
 
About Jerry Troke
Jerry Troke is an entrepreneur and sales/marketing executive with more than 35 years of experience across several industries in b2b markets.  Jerry received multiple degrees from Purdue University before joining Rockwell Automation (formerly Allen-Bradley Co) in 1978.  After his twenty-plus-year career with increasing responsibilities at Rockwell, he moved on to challenging opportunities with Stiles Machinery in the woodworking machinery industry, and Behler-Young and Heat Controller in the heating/ventilating/air conditioning industry, gaining perspective through working for both manufacturing and distribution companies.  In 2014, Jerry spearheaded the acquisition of MarketNet Solutions, currently serving as its president and owner.  Jerry resides in western Michigan with his wife, Sue, where they enjoy sailing on Lake Michigan.  He can be contacted at [email protected]

How to win clients away from your competition with Ray Vrabel

March 14, 2016
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March Madness is upon us, and while many teams are duking it out win the NCAA College Basketball Championship, one thing is certain…there will be upsets! The same goes for your business and the fierce competition you face on a daily basis. So how do you make sure you end up on the winning side and not the losing side?

On this episode of MSPradio, we chat with Ray Vrabel, Sr. Director of Strategic Partners at Continuum, about how you can upset your competition and bring in new clients.

Tune in now and find out how you can survive the madness of IT!

Don’t forget to take our MSPradio survey as well. The survey takes no more than 30 seconds and will help us bring you the topics and guests that you really want to hear. Take the survey here: bit.ly/mspradiosurvey.


Read more at http://continuumpodcast.libsyn.com/#JgfguehEMz0tDyRx.99

Marketing as a Profit Center: Completely change what you thought about marketing

March 13, 2016
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Listen to find out what Meagen sees as the trends that will hone how B2Bmarketers focus and where she thinks B2B marketers are going to increasingly need to "lean in" to continue to be successful. Find out what her marketing stack is and how she built her team. 

Meagen brings more than 19 years of experience in the high-tech industry to her role at MongoDB. She has been recognized as one of the Top 50 most retweeted by mid-sized marketers according to AdWeek and one of the Top 25 B2B Marketing Influencers according to InsideView. In 2014, she won the Marketers that Matter award. Additionally, she won the SuperNova Award in Matrix Commerce from Constellation Research in 2012 and the Marketing Visionary Markie award within the marketing automation field in 2011. Meagen advises for several tech startups and before joining MongoDB, she was the Vice President of Customer Marketing and Demand Generation at DocuSign. She also held previous positions with ArcSight, an HP Company, TRIRIGA (acquired by IBM), Postini (acquired by Google) and IBM. Meagen has an MBA with a focus on marketing and strategy from Yale School of Management and holds a B.S. in MIS with a minor in CSC from California Polytechnic University at San Luis Obispo. 

Tom Fafinksi talks about Tax & Legal Strategies for MSPs

March 11, 2016
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Tax day is around the corner and you may be working with an accountant or a firm to make sure everything is filed on time. But did you know that there are strategies you can leverage to save money and increase profits during tax season?

On this episode of MSPradio, we chat with Tom Fafinski, Co-Founder of Virtus Law, about some legal strategies MSPs can use to streamline their business and keep more money for their bottom line. 

5 PROVEN ways to get a meeting with anyone

March 10, 2016
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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.
When 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.

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.

3 Essentials for Increased Sales with Matt Weinberg

March 4, 2016
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In this 30 minute program SLMA Radio host Jim Obermayer interviews author Mike Weinberg about the framework he follows in his consulting practice to reap outsized rewards for his clients. He shares the “Three main buckets” that must be addressed so that sales management can get back to sales management and sales success.

Amazon lists 30,277 books on sales management and yet they named “Sales Management Simplified” as one of the best books for 2015.  We originally heard Mike on an episode of Sales Pipeline Radio which is also on the SLMA Channel and he was also interviewed on SLMA Radio

Let’s play, “would you rather…” and MSP scenarios.

March 4, 2016
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As an MSP, there are a lot of decisions to make and a lot of questions you need to ask yourself. Would you rather maintain a server farm or a real farm? Would you rather your best client get taken or go against Liam Nesson in Taken?

On this episode of MSPradio, we talk through some fun results from a recent blog post we did and discuss some of the surprising results of which scenarios MSPs would rather find themselves in.

4 Things Every CEO Needs to Know About Sales Management

February 27, 2016
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When it comes to sales, however, it seems CEO’s always feel they are experts at sales management and in most cases this is dangerous.  It is always dangerous to not know what you don’t know.  In this program, author and radio host Andy Paul discusses the four things every CEO should know about sales. The host is Jim Obermayer. Most CEO’s admit that they are competent in finance, lag in manufacturing, unknowing about engineering, unfamiliar with quality control, and innocent about marketing. 

Staying relevant, focused and EMPLOYED in Sales 2016

February 27, 2016
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There’s never a dull moment in the inside sales world. This rapidly changing profession is exploding today, so how do you keep up, staff up, and prepare for the coming year?

Our trend report is 100% accurate – loaded with advice on tactics, tools and talent.

Sign up for our newsletter and receive our trend reports as an added bonus.

Matt Heinz agrees Josiane Feigon, one of his insides sales world heroes, is scary right when it comes to Inside Sales (aka "Sales") predictions and trends.  Listen in on their conversation to decide for yourself and check out Josiane's FREE trend report below from Tele-Smart.com.  Don't miss the end where she shares what she thinks it takes to stay relevant, focused (and employed) and how sales organizations can keep their talent happy and smart. 

Generating more referrals for your business.

February 26, 2016
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Referrals to your business are a great source of leads because they convert at a high rate and usual end up being profitable customers. The problem is it's hard to control how many referrals are sent your way. On this episode of MSPradio, we chat through some strategies on how to encourage more referrals and build a formal referral program. Tune in now and find out how you can increase the number of referrals you get!

CEOs Crater & Hopkins tell women how to achieve more - DO SOMETHING!

February 18, 2016
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When you want to get further in your career, position, earnings - look to those who are already there and are still growing. Let people take notice of you for your skill, to-the-point explanations, persuasiveness, confidence. Listen to Bonnie Crater and Jeanne Hopkins speak on this topic and tell you some of what they recommend and have followed themselves. All of the answers can't be found in books or motivational talks. You learn in the trenches by observing those who are ahead of you. You achieve it by asking them pointed questions as to how or why they chose a plan, a tactic or response.


Bonnie Crater is the CEO of Full Circle Insights 
Under Bonnie’s leadership, Full Circle Insights gained market traction , doubled year over year and recently closed a Series A. With a steady vision, she led products to market that helped customers like Jobvite and Influitive make marketing impact visible to boards/investors this year. By intentionally building a team-first workplace culture, Bonnie created a passionate team that delivers groundbreaking martech solutions.

Jeanne Hopkins is CMO of Continuum Managed IT Services

Jeanne Hopkins has built a powerhouse metrics based sales and marketing team at Continuum that drives quality leads and revenue for MSP partners. She has been honored by SLMA with “50 Most Influential Sales Lead Management,” 2011– 2014 and “20 Women to Watch in Sales Lead Management” for four years.

Call that girl! Why specializing in services and earn you more clients.

February 12, 2016
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On this episode of MSPradio, we chat with Lisa Hendrickson, also known as Call That Girl, about how specializing your services can help you win more clients and provide better overall services. Lisa also discusses how she’s effectively marketed her business through channels like her podcast.

Specializing in a specific service can be a tough thing to do because it’s hard to turn down other opportunities that may generate revenue for you. However, narrowing your focus can actually help you grow your business.

Can you create something great without a struggle? - Aaron Ross

February 12, 2016
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Healso explains why "if you give up too soon, or if you don’t keep takingthe steps, that’s the problem people face—or basically unfair self-criticism.You need to struggle. You can’t create something great without the struggle.It’s okay. Everyone goes through that."  

"I will say, this book is not a culture book. This book is not a management book. It’snot even a sales book. It’s a growth book."

 Listen to learn why Matt says he can’t recommend this book enough.  From Impossible To Inevitable. You can learn more about the book right now at the website www.fromimpossible.com. You can preorder a copy.There’s a great set of gifts available to those that download the book in advance. There’s a chance to get some free tickets to the SaaStr conference,there are some other awesome resources available online. So go to www.fromimpossible.com to check it out. 

Fripp Reveals the Dirty Little Secrets of the Sales Training Industry

February 11, 2016
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Every industry has its secrets and the sales training industry, an area often over-burdened with out-of-work salespeople, is one area that is confusing and laden with misconceptions.  In this interview, seasoned sales training professional Patricia Fripp shares the secrets to sales training that not everyone wants you to know.   Bring seat belts. 

About Patricia Fripp

When your message must be memorable, your presentation powerful, and your sale successful, you can’t go wrong calling Patricia Fripp.

Patricia has won or been awarded these designations by the National Speakers Association: Certified Speaking Professional (CSP), CPAE, Hall of Fame keynote speaker, and the Cavett Award (considered the Oscar of speaking). Named “One of the 10 most electrifying speakers in North America” by Meetings and Conventions magazine, Patricia delivers high-content, entertaining, dramatically memorable presentations.

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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. 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

adView.cfm?id=396

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


Using Humor to Increase Sales with a Personal Sales Assistant App.

February 10, 2016
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The Selling Power President's Club powered by Spiro

Being eligible for the President's Club is super easy: you need to be one of the first 2,000 salespeople to download and use Spiro, our personal sales assistant. Don't worry, if you're one of the legendary salespeople already using Spiro, you can update it to the most current version and opt into the President's Club.

A sales representatives day is filled with tight schedules, tension, pressure to perform, calls, call-backs, new lead follow-up, old lead follow-up, an aggravating sales manager, customer complaints, emails, presentations and oh yes an occasional appointment  and stupid stuff the corporate office layers in just for fun.  All of this makes it difficult to keep track of the most important part: new business activities.  Adam Honig, CEO and Founder of Spiro Technologies shares with SLMA host Jim Obermayer how an app for the iPhone and Android users powers a humor loaded sales personal assistance program to motivate sales reps and help them with their everyday work. Hint: the app uses a customer built-in machine learning engine that leverages existing data in Salesforce, email and calendars.

About Adam Honig
Adam Honig is the co-founder and CEO of Spiro Technologies. He is a recognized thought-leader in sales process and effectiveness, and throughout his career has gained experience at every level of a sales organization – from a salesperson to VP of Sales at a company he co-founded and helped take public. As a serial entrepreneur and business leader, Adam has co-founded three successful technology companies in addition to Spiro: Innoveer Solutions, C-Bridge and Open Environment. He is also known for speaking at various conferences including Dreamforce, for pioneering the 'No Jerks' hiring model and for flying his drone while traveling the world.
About Spiro
Spiro is the personal sales app for quota-carrying salespeople who want to make more money. Stay on top of your pipeline and close more deals thanks to your free personal assistant that makes sure you connect with your customers and prospects at the right time. Spiro integrates across Salesforce, email and calendars to deliver proactive notifications from multiple fun and engaging assistant personas. Spiro also reduces CRM data entry by capturing user actions in the app and syncing information across platforms. Spiro can be downloaded for free in the Apple App Store, Chrome Store, or register for the Android Beta and is available to salespeople who use Salesforce. For more information, please visit http://www.spirohq.com and follow Spiro on Twitter @SpiroHQ and Facebook at https://www.facebook.com/SpiroHQ.
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. 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

adView.cfm?id=396

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

Know which data metrics and activities to track, and which to not.

February 10, 2016
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On this episode of MSPradio, we chat with Dan Nice, Director of Sales Operations at Ambition, about how to get more out of your sales team through sales performance software.

It’s hard to improve your sales processes when you’re not tracking your sales activities. So how do you know which metrics and activities to track?


Rapid Fire Tools for Prospecting

February 4, 2016
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On this episode of MSPradio, we chat with Win Pham, VP of Development at RapidFire Tools, about how to perform automated network assessments that will allow you to engage prospects and win more clients.

Learn how to master the art of Prospecting with Network Assessments.

Where do you feel stuck in your business?

January 27, 2016
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Whether it’s taking on bad clients, not generating new leads or employee churn, there are a lot of bad habits to look out for as an MSP. On this episode, we chat through some strategies to break out of these seemingly never-ending cycles and take your business to the next level.

Tune in now!

Reinventing a stream of referrals with Joanne Black

January 23, 2016
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  • Would you like to reach every key buyer in one call?
  • Would you like a consistent stream of qualified leads?
  • Would you like a conversion rate of prospect to client of more than 50 percent?

espisode-card-joanne-black.jpg

If you answered "yes" to any of those questions, then you're in the right place.

Our guest has written two books, owned her company for 20 years, and has won multiple awards for her social media presence.

When she's not working, she hikes, swims, travels the world, and spends a huge amount of time with the four most amazing grandchildren in the world.

Please listen to the replay with author, speaker, and sales contrarian, Joanne Black! Or, on our blog, starting 2/1/16, listen to and/or read our incredible conversation.  

Take Joanne's Referral I.Q. Quiz. It’s 14 Yes/No Questions and a checklist for referral selling. Go to www.NoMoreColdCalling.com and click the link on the home page. The results are anonymous and insightful.