OC Talk Radio

Allied Universal Security Services is the industry’s premier provider of highly trained, responsive security personal. Allied Universal has been in existence for more than 50 years and leads the industry in award-winning programs. Virginia has been working with Goodwill and other organizations for the past 9 years. She works all over the county and has developed strong relationships with job developers. Virginia is great at working with job seekers who have gaps in their history or barriers to employment. Virginia is always willing to go the extra mile to help. Virginia says “I enjoy making that phone call, letting someone know they got the job. I like to see people succeed. I want to help people, when they are working at a job they love –they smile more.

What do sales managers say about AI as a tool to help them manage? Are they welcoming or defensive. Our guest, Anil Kaul, says that most are still puzzled, intrigued and curious. Tune in Thursday 10:30am Pacific.

He asks us to ask the question, "What am I going to be doing next to increase productivity?" First, hire the right sales person, coach them, and spend the time training them. Companies spend a lot of time hiring and firing sales staff. They take the hit and miss approach. And now sales managers are expected to spend all of their time coaching. Listen to how this can be solved so sales can get back to SALES and managers can better use their time. 

It's almost like a pocket coach telling you what will work best next. THIS is a great support for managers. But what about the companies that choose to hire coaches?

not easy to find

coaches are expensive

acoach does best on what they know and experience.

AI has all the data available. 

AI learns from history of that client or prospect.

AI learns from other similar prospects and clients and can go back in history to see what has worked in the past.

AI learns from your best sales people.

AI continuously learning, finding patterns and humans might miss.

AI learns in real time and can adjust in real time based on new data.

We expect too much from our sales teams:

expect sales to consume tons of information - read the news, make connections from all the information.

be analtyically so good to figure out what is the best plan for their customer or prospect.

best sales people have that intuition, but 98% don't have that skill.

Listen to this show to the solution for sales and sales managers. Let's get back to sales being an enjoyable, exciting job!

About Anil Kaul

Anil has over 22 years of experience in advanced analytics, market research, and management consulting. He is very passionate about analytics and leveraging technology to improve business decision-making. Prior to founding Absolutdata, Anil worked at McKinsey & Co. and Personify. He is also on the board of Edutopia, an innovative start-up in the language learning space.

An in-demand writer and speaker, Anil has published articles in McKinsey Quarterly, Marketing Science, Journal of Marketing Research and International Journal of Research. He was recently listed among the ‘10 Most Influential Analytics Leaders in India’ by Analytics Magazine India and has been quoted as a “Game Changer” in Research World. Anil has spoken at many industry conferences and top business schools, including Dartmouth, Berkeley, Cornell, Yale, Columbia and New York University.

Anil holds a Ph.D. and a Master of Marketing degree, both from Cornell University.

 

About Absolutdata:

Of course, some companies are pleased with a 2-4% website conversion, but substantial gains in sales can be accomplished by knowing the names of the companies and visitors to your site; that is the real payoff for marketing and sales.

It’s lovely to have website traffic, but almost useless unless you know who the visitors are. The key element is to combine your web analytics and CRM data to turn anonymous visitors into real people.  John Cheney, CEO of Workbooks CRM tackles how he has solved the mystery of the mysterious visitors.  The host is Jim Obermayer.

About John Cheney

John Cheney is the Chief Executive Officer and founder of Workbooks, a leading provider of CRM technology.  As an entrepreneur, Cheney previously launched two businesses: in 2002 BlackSpider Technologies, a worldwide provider of on-demand email and web security that he successfully sold to SurfControl in 2006 for $40m; and Activis, an award winning managed security services company, which was acquired by Articon-Integralis in 1999.

Cheney brings over twenty years of experience in senior management within the IT industry. His ethos is ‘Your success is our Success’, which translates in the way Workbooks partners with its customers.

 About Workbooks

Workbooks deliver cloud-based CRM and business applications to the mid-market, at an affordable price. Workbooks extends beyond sales, marketing and customer support to include order management and fulfillment, invoicing and supplier management, at a price which is typically 50-70% less than solutions such as Salesforce or Microsoft Dynamics.

Workbooks joins up the entire organisation around data and processes, promoting teamwork and collaboration. It provides a single 360° view of customers and the information is accessible anytime, anywhere. Productivity is increased, operations are streamlined, insightful decisions are made and the business is better equipped to differentiate against the competition.

For more information on how Workbooks could help your business, visit www.workbooks.com.

SLMA Radio Sponsorship

 Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. Call 888 784 2929 or visit us at www.validar.com

With a couple of decades experience behind him in trading and investment management, Brian discusses trading in today's markets.  As the author of the book, "Technical Analysis Thru Multiple Time Frames," Brian looks at the importance of several pricnicples in trading:

  1-"Risk/Reward or Perceived Edge;"

  2 - The importance of Magnitude over Frequency of profitable trading;

  3- The importance of Support & Resistance and the time frames he uses;

  4 - The price ranges of stocks that he likes to trade, and why;

  5 - How to deal with Earnings Report periods as a trader;

This is a very interesting conversation that anyone interested in trading would find to be interesting and insightful.

You can catch Brian on Youtube, under the  title of "Thermal1" - Hope you enjoy it.

In this episode Jill Konrath talks about starting her business and her guiding philosophy of, "It all starts with a problem."

I'm very honored to have Jill Konrath join me to talk about her latest book, More Sales, Less Time.  

Jill Konrath’s career is defined by her relentless search for fresh strategies that actually work in today’s sales world.Listen in to hear how someone with a Bachelors in Education ended up getting into sales, let alone becoming a keynote speaker in one of the world's preeminent sales office.

Jill shares some great insights including the inspiration behind her books. 

"It starts with a problem. It always starts with a problem and in every case and every book I've written it started with a problem that I faced.  And when I face it initially, I get really discouraged and I bat my head against the wall and say, oh I'm so stupid. I can't figure it out and then I finally realize that it's not just my problem, but other people are struggling with that issue, too. And then I go to work and it becomes like a puzzle to me and how to solve it. So, I actually dig in and wrestle with the material myself til I can figure out what works today. And then, again I guess because I do come from teaching roots it's real important for me to make it easy for people to understand.

PEOPLE ARE BUSY! 

"When people are this busy, you have to fundamentally shift how you do things in order to peak your curiosity, make them stop and listen and actually then respond to you and say, hey I'm interested in learning more."

STRIVE FOR MAXIUM IMPACT:

"One thing I always try to stress with people is that they really need to stop and think about what they're doing and they need to strive for maximum impact in every single customer interaction and that customer interaction may be a 20 second email message. Maybe a 60 word ... or 20 second phone message, a 60 word email message, you know, but what can you do to have the maximum impact and I think way too many people in sales just say, make more, do more, send more, have more meetings. But, to me the smartest thing to do is ensure that every single interaction provides some value and moves you toward things"

Keep listening to hear Jill's perspective about women in sales and a lot more! 

Read the entire transcription on the Heinz Marketing Blog on.

Elizabeth Fairleigh founder of thE Connection discusses the power of PR to fuel marketing initiatives and drive sales. Fairleigh says PR has grown in importance to shape opinions as the point of the spear in high tech companies. Plus, she contends that PR is no longer just skill based word-smithing; it is an ability to create strategy as companies shape the playing field for their products. And yes, as Elizabeth Fairleigh discusses how PR drives sales. Then Program covers:

Why PR Drives Thought Leadership

Answers the question “Can PR Drive Sales?

How PR’s role in content marketing is enormous

Why PR influences the “Trust Factor”

Why PR is more sales than marketing!

PR is brand awareness and leadership but it is also sales

Why PR moves the needle in sales

How PR creates content that addresses a buyers need in the buy cycle

About Elizabeth Fairleigh 

A results-driven, PR professional with 20+ years of communications experience, Elisabeth has earned a reputation for consistently exceeding her clients' expectations. She works with forward-thinking companies who understand the power of PR. Clients tend to be companies engaged in some aspect of Marketing &/or Sales. Prior to founding thE Connection in 1995, Fairleigh was PR Director for two Atlanta-based tech firms, one of which filed a successful IPO during my tenure. 

In addition to in-house corporate PR, Fairleigh has 5 years of agency experience working for an Atlanta-based PR firm. I began my career as a journalist in Rochester, New York and graduated with a degree in English from Agnes Scott College where I was Editor of the college's award-winning newspaper, "The Profile."

Elizabeth is a recipient of the Phoenix Award, presented by the Public Relations Society of America/Georgia Chapter, recognizing excellence among public relations practitioners. I am an original member of the Board of Directors for CRMA-Atlanta and a current member of AiMA. 

About thE Connection

thE Connection, Inc.. is a PR firm specializing in media and analyst relations - Elizabeth Fairleigh founded the Atlanta-based company in 1995 and currently provides services to clients throughout the US. While many clients have been in the crm/technology arena, Fairleigh enjoys working with clients in other industries including the arts & hospitality. 

Specialties: Strategic PR planning and execution, media relations (traditional & new), analyst relations, thought leadership PR, book publicity, writing & editing: press releases, case studies, pitch letters, etc.

  SLMA Radio Sponsorship

  Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. Call 888 784 2929 or visit us at www.validar.com

Enjoy this BONUS Episode - Q & A with Mike Schultz, President of RAIN Group

A few highlights... we talk about: 

New research proving that cold calls and outbound still works to generate sales

Insights into what buyers wants from sellers

Which channels work, in what context and sequence, to create sales pipeline

You also like:

Top Performing Sales Propsecting

More about our guest:  

President of RAIN Group, Mike Schultz is world-renowned as a consultant and sales expert. He is co-author of several books including the Wall Street Journal bestseller Rainmaking Conversations: How to Influence, Persuade, and Sell in Any Situation (Wiley, 2011) and Insight Selling: Surprising Research on What Sales Winners Do Differently (Wiley, 2014). He was named the Top Sales Thought Leader globally in 2011 by Top Sales Awards.

Mike and the team at RAIN Group have worked with organizations such as Toyota, Monitor-Deloitte, Harvard Business School, Oracle, Fidelity Investments, Ryder, Quintiles, UL, Navigant Consulting, Hitachi, Lee Hecht Harrison, Lowe’s, and hundreds of others to unleash sales performance.

News outlets such as Business Week, The Globe and Mail, Inc. Magazine, MSNBC, and hundreds of others have featured Mike's original articles and white papers, and frequently quote him as an expert. Mike’s most recent research includes What Sales Winners Do Differently, Top Performance in Strategic Account Management, and the Top-Performing Sales Organization.

Along with his books, Mike has written hundreds of articles, case studies, research reports, white papers, and other publications in the areas of selling and marketing. He also writes for the RAIN Group Sales Blog. Mike is also the director of the RAIN Group Center for Sales Research.

Mike is a graduate of Brandeis University in Waltham, MA with a B.A. in American Studies, and holds an MBA from the F.W. Olin Graduate School of Business at Babson College. Mike is currently on the faculty teaching sales at the Brandeis International Business School. Mike also enjoys fly fishing and golf, and actively studies and teaches the traditional martial arts of Seirenkai Karate and Jujitsu, holding the ranks of third degree black belt and Sensei. He lives on a lake west of Boston.

It’s good to be home from Africa… I think. My body thinks it is 2:00 in the morning so I’m a bit brain dead. But that isn’t about to stop me from discussing some of my observations from Uganda in 2018. The thing I’d like to focus on today is Poverty. Why is it that people that live in homes win dirt floors, no electricity, no running water, no access to clean drinking water, and dressed in tattered clothing seem to have a semblance of contentment where as people in the US suffer from depression, addictions, and suicide? That is the conversation I’d like to have today.   You can get more information and regular updates from Charlie at thenextchapter.life

Great guest this week-- Marilyn Cox, Vice President of Marketing and CRM at The Second City.

In this episode, "Practical MarTech: How to Make Marketing Technology Work for You (Not against You)" Marilyn gives us some great lessons from improv as well as active listening for B2B sales and marketing.

The biggest thing, one of the core principles of improvisation is the idea of yes-and. So it is the idea of recognizing and building on the ideas of others. And a lot of us don't want to admit it, but we do have a knee-jerk reaction to shoot down an idea when somebody brings something up. And so the idea of yes-and is really at the root of everything we teach, and work on.

Many other improv principles are built into this. So the idea of bring a brick and not a cathedral-- that you are not having to do this by yourself. Rely on the team and the ensemble you have around you... there are just so many really fantastic ideas that help you engage and interact with not just those people internal to your organization, but also people that you are trying to reach, you're trying to communicate to, and those you are trying to better understand.

I also ask Marilyn how she built her marketing technology stack at Second City.  How do we build what we need to manage our business? and to build our own scalable predictable sales pipeline for that?--What were your priorities? When you've been given a blank slate, how do you approach that?

Read the full transcript on the Heinz Marketing blog starting Mon. 9/2 6am PST.

Dr. Taylor Pollei of Pollei Facial Plastic Surgery joined us in the studio to talk about his thriving practive and innovative approach.

In south Orange County Dr. Pollei enjoys a closer-to-home practice in Laguna Niguel. This practice location provides a concierge-like boutique practice delivering injectable and non-surgical services as well as cosmetic facial plastic surgical services. Dr. Pollei offers a full-service and fully credentialed surgery center facility with incredibly close connections to the surrounding community.

In Beverly Hills he works with Cosmetic Dermatologist, Dr. Mark Rubin at the Lasky Clinic. Dr. Rubin is the founder and only other provider in a very successful boutique cosmetic facial injectable office where he has been working for over 20 years.  Dr. Pollei sees new patients and performs non-surgical treatments as well as surgical procedures in both locations.

Dr. Pollei has devoted his career to plastic surgery specific to the face. His extensive surgical training includes a fellowship in Facial Plastic and Reconstructive Surgery. He is an expert in the complex and intricate structures of the face and understands all facets of facial aging thus offering a wide range of both surgical and non-surgical skills to rejuvenate the face. Dr. Pollei is well renowned in the field of facial plastic surgery and specializes in blepharoplasty, face lifts, neck lifts, rhinoplasty, and facial resurfacing.

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