Paul Petersen interviews Justin J. Small. CEO of Monread CRM who was named CRM Thought Leader by the All Ireland Business Foundation in 2018.  They discuss why the foundational purpose of CRM has not changed as the cornerstone of B2B businesses.  Whether a business has five employees or hundreds, Smal says they need a CRM.  Justin continues:

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“The core philosophy is still there, having data all in one place, seeing all your communications in one place, all the interactions that you might have with leads or prospects of the customer and actually be able to call up a record to see their thoughts and interest really hasn’t changed. “

It is an interesting program for those who follow CRM applications and those who are still hunting for a CRM system that works for their needs.

Justin J. Smal

All-Ireland Business Foundation CRM Thought-leader and extensive CRM knowledge based on 25 years of delivering CRM solutions to a wide-range of businesses. Driven, personable and business savvy leader with an international background and a passion to enable business growth & transformation by delivering holistic CRM solutions for business large and small. Excellent presentation, customer relations and complex problem solving skills.

Justin J.’s Profile

linkedin.com/in/jjsmal

Website

• com  (Company Website)

Twitter

• jjsmal

 Dublin - 01 554 0251 | Boston - (857) 574-5780 | London -  020 3051 4806

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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.

“If your salesperson barfs up value based pablum without listening to the prospect, he or she will lose the sale.”

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David Priemer

 “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 your product.

In this program, Priemer and host Paul Petersen further discuss how to best address the problem of under-performing sales reps and sales managers who lack coaching skills.

About David Priemer

David Priemer is widely recognized as a thought leader in the area of sales and sales leadership and has been published in the Harvard Business Review, MIT Sloan Management Review as well as Forbes, Entrepreneur, Barron's, and Inc. magazines. David helps organizations drive revenue growth, people development, and winning cultures by infusing the core principles of science, empathy, and execution into their sales operations.

Previously David held several executive leadership positions at leading technology companies including Salesforce, where he was the Vice President of Commercial Sales and creator of the Sales Leadership Academy program. He is also an Adjunct Professor at the Smith School of Business at Queen's University.

David holds a B.Sc. in Chemistry and Atmospheric Science from York University and a Master’s degree in Chemical Engineering from the University of Toronto. When he's not thinking about Sales, David loves to cook, write, and spend quality family time with his wife and three daughters.

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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.

Our host, Paul Petersen interviews Steven Pearl, President of Intelliclick about the trends in email marketing they discuss:

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• Recent and new regulation for email marketing

Steven Pearl Bio

Steven Pearl is a McGill University Business School graduate with a major in Marketing. He moved from Canada in the early 80s and now lives in Chicago with his wife and daughter. His career in brand management evolved to include positions with Nestle (coffee division), Hiram Walker and Citibank before starting Business Automation Solutions (BAS) in 1995.

 As a GoldMine partner since 1995, BAS has helped companies, across a wide range of industries, implement “best practices” customer relationship management solutions (CRM). In 2008, BAS led the development of IntelliClick, a CRM integrated email and web site tracking solution that has been deployed for 100s of companies worldwide.

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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.

When sales are down, companies should not turn to training salespeople again and again, they need to train everyone else in company on sales.

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Plus, Todd Cohen states that a company with siloed sales and marketing departments is a mediocre company that eventually dies.  They die because  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.  Having siloed sales and marketing departments is a classic brew for mediocrity and failure.  

Todd says they can be in manufacturing or finance, it makes no difference, every action they take serves the customer.  He’s got opinions and examples of solving the silo problem in this interview with the host Stacy Gentile.    Cohen discusses:

1. Everybody in the company is in sales

Cohen is the author of two books, Stop Apologizing and Start Selling and Everyone’s in Sales.

About our guest:

Todd Cohen’s proven strategy of Sales Culture™ has helped to revolutionize the sales success for franchises, trade groups, and organizations, including Subaru of America, Inc., Ernst and Young, The UPS Store, Inc., The Canadian Franchise Alliance, Corning, Inc., The NFL-PA and PNC Bank. Todd uses his unparalleled expertise, unique insights, and memorable examples to engage, motivate and educate audiences in the United States and around the world.

He delivers more than 90 keynote addresses a year, speaking to audiences as small as five people and as large as 5,000.

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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.

The CRM industry keeps getting flooded by new (and not so new in features) CRM Systems because the dissatisfaction level of current CRM users is very high.  It’s said that 40% of the sales reps on a CRM system don’t comply with the company CRM standards or policies.  83% of senior executives complain that their people aren’t properly using the CRM system. 

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The reason for the high CRM replacement market is that users of a CRM system stop using it. And yet 50% of the new – replacement CRM Systems fail.   Our host Stacy Gentile of GoldMine CRM talks about the reasons companies switch to a different CRM system, and tips on how to do it.  He discusses:

• Why the future of CRM is in usability

"If your business process is a mess and you add technology to it, the only thing you're going to have is a mess at high speed."

Stacy Gentile   

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CRM Radio is hosted by Paul Petersen and Stacy Gentile on the Funnel Radio Channel.  The sponsor is GoldMine CRM.

Anthony Iannarino, author, speaker, and well-known sales leader discusses his contrary opinion of the buying process in B2B. He says prospects don’t already know about the product and salespeople aren’t unnecessary as some will have us believe. In this interview with the host Paul Petersen he covers:

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• The most important, six-word question a salesperson can ask.

The first-ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition, from the author of The Only Sales Guide You'll Ever Need and The Lost Art of Closing.

 About Anthony Iannarino

ANTHONY IANNARINO is a highly respected international speaker, bestselling author, entrepreneur, and sales leader specializing in complex business-to-business (B2B) sales.

He is also a founder and managing partner of two closely-held, family-owned businesses in the staffing industry, leading both entities in strategic planning while growing sales. Anthony is best known for his work at The Sales Blog, which has helped him gain recognition as a top thought leader in sales strategy. He is also the designer of Level 4 Value Creation™ and Building Consensus, methodologies that help sales organizations achieve transformational, breakthrough results.

Throughout his career, Anthony has helped people in a wide variety of industries and markets think through and overcome their biggest business challenges. His greatest strength is in getting others to build consensus around what must change, and identify the resources within themselves that will drive positive results. Be it through the delivery of staffing solutions or sales strategies, Anthony is a trust builder who focuses on leading transformational conversations, those that create and sustain relationships of value. He is a natural mentor who brings the business acumen, situational knowledge, and experience to each engagement, and lays a solid foundation for future growth.

Keenan, the author of Gap Selling is the CEO of A Sales Guy and the guest for host Paul Petersen on CRM Radio. This is pure Keenan at his best, except of course for his books. 

This program is part of a book review and a lot of sales training as Keenan discusses:

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• Myths that we are taught by our mothers

About Keenan

Keenan is A Sales Guy Inc’s CEO/President and Chief Antagonist. He’s been selling something to someone for his entire life. He’s been teaching and coaching almost as long. With over 20 years of sales experience, which he’ll tell you he doesn’t give a shit about, Keenan has been influencing, learning from and shaping the world of sales for a long time. Finder of the elephant in the room, Keenan calls it as he sees it and lets nothing or no one go unnoticed.  Keenan is also the author of Not Taught.

Gap Selling

Amazon

Kindle: $9.99

Hardcover: 26.93

Barnes and Noble

              Hardcover: $27.00

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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 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.  They discuss the four reasons for a CRM implementation which drive every long term CRM success. 

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Additionally, host Paul Petersen and Marks discuss the future of small business in a growing and occasionally chaotic economy.

With his background in customer relationship management and SMBs Marks is a good sounding board as he and Paul explore the future of CRM in an AI world. Marks writes daily for The Washington Post newspaper and weekly for Forbes magazine, The Huffington Post website, Inc. magazine, Entrepreneur.com, Fox Business, and Philadelphia Magazine.

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.

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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.

Paul Petersen, as the host of CRM Radio, taps an old friend, Rich Ackerman, a colleague from the CRM and cyber-security field to talk about changes in the CRM space and sales in general.  In addition, they also discuss that there is an act two as Ackerman has changed his career to create The Vanishing Wilderness, a photographic masterpiece about the southeast inside passage of Alaska which is scheduled for release in mid-August of 2019.

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About Rich Ackerman

In act two, he became a photographer, musician, and imaging specialist in abstract macro and environmental landscape photography.  Ackerman photographs 80% of his images in black and white because he is a passionate pictorial realist and sees color as a visual distraction from the vast tonal range of most scenes he photographs.

Color plays a more important role when he does close-up and macro imagery where it is no longer a distraction but part of the realism the scene portrays. He places extreme emphasis on "100 proof" accuracy in his images without sacrificing his own unique creativity and love that goes into each image.

His work can be viewed at Images with Vision. You can also connect with Rich Ackerman on LinkedIn.

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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 Radio host Paul Petersen interviews Max Fatouretchi author of The Art of CRM published in May of 2019.  During this interview Max talks about:

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• The largest changes in CRM in the last 2-3 years

• Operational CRM

Fatouretchi, the founder of the Academy4CRM institute, draws on his experience of over 20 years and 200 CRM implementations worldwide.  Bringing CRM up to date, the Art of CRM shows how to add AI and machine learning to your CRM, ensure compliance with GDPR, and how to choose between on-premise, cloud, and hybrid hosting solutions.

About Paul's guest, Max Fatouretchi:

As a Business Analyst/Mentor/Angel and CRM-Architect he gives both financial support and business know-how to boost confidence to the young entrepreneurs in achieving the success of the venture.www.first-city.com

About the Book the Art of CRM

This CRM masterclass gives you a proven approach to modern customer relationship management. 

360 Pages

Kindle $31.99

Paperback: $39.99

Key Features

• Proven techniques to architect CRM systems that perform well, that are built on time and on budget, and that deliver value for many years

Book Description

CRM systems have delivered huge value to organizations. This book shares proven and cutting-edge techniques to increase the power of CRM even further.

In The Art of CRM, Max Fatouretchi shares his decades of experience building successful CRM systems that make a real difference to business performance.

Through clear processes, actionable advice, and informative case studies, The Art of CRM teaches you to design successful CRM systems for your clients.

Fatouretchi, the founder of Academy4CRM institute, draws on his experience over 20 years and 200 CRM implementations worldwide.

Bringing CRM up to date, The Art of CRM shows how to add AI and machine learning, ensure compliance with GDPR, and choose between on-premise, cloud, and hybrid hosting solutions.

If you’re looking for an expert guide to real-world CRM implementations, this book is for you.

What you will learn

• Deliver CRM systems that are on time, on budget, and bring lasting value to organizations

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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.