OC Talk Radio

Most of our attempts to persuade are doomed to fail because the brains of your audience is wired to automatically reject messages that disrupt their attention. Most people believe that persuasion is more an art than a science because there is not a single complete scientific model of persuasion. In this podcast, we will learn that Persuasion can all be linked to brain science and that the Primal Brain of your audience (the most primitive section of their brain) drives their decision making process. You will also discover what can stimulate that primal organ and how this translate into 4 critical questions you need to address to maximize your probability to PERSUADE.

About our guest: PATRICK RENVOISECo-Founder & Chief Persuasion Officer, SalesBrain

Prior to co-founding SalesBrain Patrick, an expert in complex sales, was in charge of Business Development first at Silicon Graphics then at LinuxCare. While marketing super-computers and multi-million software solutions to some of the world’s most brilliant scientists at NASA, Shell, Boeing, Airbus, BMW, and more, he became fascinated by the human brain. Patrick then started to investigate a scientific model to explain how humans use their brain to make buying decisions. He spent 2 years researching and formalizing the first, 100% science-based PERSUASION model called NeuroMAP™. in 2002 Patrick and his business partner Dr. Christophe Morin co-authored the first book on Neuromarketing and published NeuroMAP™. This proprietary, award winning methodology has been used for the past 16 years to help over 6,000 companies worldwide SCIENTIFICALLY PERSUADE.

Did you know that disengaged employees cost the US between $450-$550 billion annually? Disengagement is at a chronic high, and it is continuing to rise. Health & Wellness Expert Nancy Drew joined me for lunch on Tuesday, Sept. 18th to discuss how YOU can ensure that your employees are happy, satisfied, productive, and engaged.

Listen to Bob, CEO of Equinox Funds, a family of Mutual Funds using Commodity Trading Advisors and their strategies, expanding into equity strategies.  Their initial fund, the Frontier Fund, was the original Managed Futures category offered thru the format of a liquid, low minimum Mutual Fund, and later launching the first portfolio of multi-strategy CTA's in a Mutual Fund.  We discuss the opportunity to  diversify into Commodities, and their approach to invest into them without having to liquidate fixed income and equities. We also discuss their unique fee arrangement for their Ampersand Fund.  Anyone looking for diversification and possible enhanced returns thru Commodities should find this interview to be very interesting.

Arthur Lipper, entrepreuner, author, lecturer at many universities, investor, consultant, discusses a new way to provide working capital to private, early stage businesses, called Revenue Royalties.  He discusses his e-book - "Revenue Royalties" - www.RexRevenueRoyalties.com., which is an alternative for these businesses to raise working capital thru Royalties based on Revenues, as opposed to selling an equity portion of the busines.  A fascinating idea of Arthur's that is a unique way to provide this needed resource and funding opportunity.  Certainly cutting edge, we are sure our listeners will find it to be very interesting and thought provoking.

Griffin, a math and quantitative economics major in college, worked immediately for a quantitative Hedge Fund,  and has now moved into the Cryptocurrency space, co-founding the hedge fund Scow Capital.  Combining a computer science background with an investment background, they focus on the Blockchain technology, and the disruption it can, and is expected to bring into various sectors of the economy.  Listen to hear how they are approaching this volatile, challenging marketplace, which is fully expected to be an integral part of the future of industry and finance.

Manny Medina, CEO at Outreach SaaS joins Matt Heinz to discuss:  Can You Trust Your Sales Team with Technology?  Outreach Thinks So

He's the CEO and founder of Outreach, a fantastic sales enablement and sales engagement and acceleration platform.

Manny Shares

We have a great discussion... at one point I tell Manny, "You're opening up the kimono a little bit, things that not everyone thinks about or has to experience but I appreciate you sharing..."

You'll love Manny's answer to this question: "What should companies be looking for? What should sales leaders be looking for in platforms to ensure they're getting results and ensure that it's additive to their productivity versus negative?"

You'll also hear what he thinks is one of the most common mistakes he sees sales operations teams make.

And, listen to the end to hear some great examples about a couple of their core values:  Grit and Diversity.  

ABout Manny Medina Manny co-founded Outreach in 2014 and now serves as CEO. Prior to Outreach, Manny was employee number three on Amazon’s AWS team, and led the Microsoft mobile division from launch to $50M in annual revenue. He holds an MBA from Harvard and a Masters in Computer Science from the University of Pennsylvania. Manny is a model of vulnerable and transparent leadership to his employees, from his heartfelt weekly email to his employees, to the traditional Friday get-together where the whole company shares their highs and lows of the week. He is a proponent of saving the planet by consuming less and purchasing second-hand whenever possible (he might be the only CEO to take the stage at industry events in shirts purchased from Goodwill). Manny grew up in Ecuador and now lives with his wife and three children in Seattle.

In this episode, we talk about Dave Lorenzo's new book, "The 60 Second Sale" and a lot more!

A lot of B2B sales professionals are doing long term, complex sale efforts, "The 60 Second Sale" sounds a little like "12 minute abs." I ask Dave "Is it really that easy? Can you really do it this quickly?"

"The 60 Second Sale is about creating a condition under which, if your best client, the person who trusted you most in the business world, had a need and you called them up, it would only take you 60 seconds to close that deal. So, if you are adding value to somebody who already trusted you, you could close a deal in 60 seconds if you met those exact conditions. The book is about creating those conditions every single time. It's about taking what everybody would think of as a one-call close environment and making the relationship the one-call close."

"Another way to look at it is to take the individual moments of truth that occur throughout the day with our clients and with the evangelists who are out there recommending our services, and winning each of those individual moments of truth. So, you create an environment that is one of trust, and you make sure that you're always focused on the wants and the needs of your clients, and you can close a deal in 60 seconds."Listen in to hear Dave's thoughts on how to build the relationship, to create those conditions and needs. He talks about the things required to create differentiation, separation in what can be competitive markets.

Check out the full transcription and recording on the Heinz Marketing blog starting Mon. 9/24/18 6am PST.

Listen on iTunes while you visit McDonald's 

 

The sales pipeline, aka the sales funnel is the long-standing measurement of the past, present and future for a company.  In the not too distant past marketing dumped demand into the beginning (top) of the pipeline and sales took responsibility for the rest of the process.

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For years marketing has chipped away, usually unintentionally, at various steps of the sales pipeline to aid the salespeople.  Most of this is made possible by marketing automation and telemarketing being managed by marketing. After reading some of the more recent research from Velocify of late and comments by people I respect, I think that the sales pipeline ownership has finally shifted from sales to marketing.  Marketing in more sophisticated companies probably manages more than 50% of the pipeline steps now and to me that means ownership has shifted.

Jim Obermayer is the host with the commentary this week.  

 

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About Nick Roshdieh:

Nick’s comprehensive experience, spanning more than a decade, has resulted in more than 700 residential sales with 95 percent of his listings selling for an average of 97 percent of their listing price. As a tenured professional, his broad range of knowledge has also afforded him the opportunity to work alongside in-demand developers on several of Southern California’s preeminent enclaves. These unique partnerships have allowed Nick to build a diverse network of industry professionals who stand ready to assist clients in the most exclusive coastal communities. Nick’s track record of results stems from a dynamic combination of personal and professional hallmarks that include an unwavering commitment to excellence, exceptional negotiating skills and an approachable manner.

Additionally, Nick Roshdieh and his team have established an innovative system that effectively markets luxury properties on a global scale, utilizing strategic internet exposure in countries like China and Australia.

Revolutionizing the experience of selling and acquiring property, Nick’s hybrid philosophy combines industry leading best practices with the needs of today’s discerning clientele. His profound understanding of the multi-faceted process, combined with careful market research, ensures Nick is poised to educate and advise his clients on their options. Offering first class service, transparent communication, and coveted results, Nick and his team have become a respected authority in the real estate industry.

Viewing life as a journey, not a destination, Nick believes highly in continued Life education and self-improvement. By regularly refining his personal and professional skills, he is able to be embrace change and has developed an uncanny intuitive sense. Nick radiates positive energy and has a natural, warm disposition. His greatest joy comes from the time he is able to spend with his wife Fatima and two daughters Aneese and Briella. Service oriented at heart, Nick and his wife support over 70 charitable foundations annually. One of his long term goals is to open homeless shelters where he can provide proper meals for those in need.

Learn More: www.NickRoshdiehGroup.com

The Zandbergen Report, where wealth strategies and investment wisdom collide, is led by host Bart Zandbergen, and is LIVE every Tuesday at 2pm on OC Talk Radio. The show is also available on iTunes, iHeartRadio, Spotify and Stitcher.

Interested in being a guest on The Zandbergen Report? Email [email protected].

Learn more about Bart by visiting www.BartZandbergen.com