OC Talk Radio

Listen to Edward, responsible for investor relations, discuss their unique strategy to create profits for investors thru short term bridge loans on real estate.  For Accredited Investors, they receive referrals from banks on cases where the banks cannot lend, they make loans on properties (often owner occupied), secured by the real estate thru a first trust deed, with a typical shorter term duration of 1-3 years.  Compared to the risk/reward ratio of traditional fixed income investments, most investors needing income investments should be very interested in this conversation.

This week Norman Behar, Founder & Managing Director at Sales Readiness Group joins us as we focus on content and best practices.

Sales Readiness Group has been around for a long time. They've been recognized as one of the top twenty sales training companies in the country by Selling Power magazine and featured as the Sales Training Company to Watch List by trainingindustry.com. Lots of accolades for the team.  They just released a new report (The Salesperson's Perspective on the Impact of Sales Training) that I'm actually pretty excited about. It isn't just about training and best practices but really showcases salespeople's perspective on the impact sales training can have.

One of the questions that often comes up from sales leaders is, "Okay, so we've done sales training in the past, but sometimes it's been effective." Sometimes it has a lasting effect, but in many cases, it doesn't necessarily have a lasting effect, and so we wanted to better understand what's really important to salespeople and what's the business impact associated with sales training. We know that companies are investing more than ever in sales training. There was a stat by Training Industry showing sales training now is estimated at a 2.5 billion dollar market globally, and it's grown by one billion over the last seven years. So, you've got these two--I'm going to call almost mixed signals coming out. Sales leaders who are saying, "Is there really a strong correlation between great sales training and business results?" And at the same time, you have this huge increase in spending, so obviously we think companies are pretty smart. They wouldn't be spending more if it wasn't impacting their business, but we wanted to really get the sales rep's perspective and understand what is it that makes for a great training program and how does it actually impact business. And we had some pretty interesting results.  Listen in now and find the full transcript on the Heinz Marketing blog starting Monday, 8/20 at 6am PST.

Host, Laura Patterson interviews Kevin Jones, Founder and Former CEO Anovia for her monthly program: Ready, Set, Grow! LIVE Thursday, 8/23, 10:30am Pacific. 

Ready, Set, Grow! is to provide a venue for CXOs to share their insights on what it takes to successfully achieve organic growth, lessons learned, the role they believe Marketing needs to play in growth and how they measure Marketing’s contribution beyond this “quarters” revenue. 

About our guest, Kevin Jones:

Kevin Jones is all about driving growth through innovation, strategic partnerships, a results-oriented culture and keen risk management practices.  He founded Anovia Payments in 2013 and in its first four years the company had over 12,500 business customers. While at Anovia, President of SignaPay, other Executive roles (Chase Paymentech, First American Payment Systems), Kevin believes in building nimble, flexible organizations that succeed as a result of developing long, mutually profitable relationships. Later this year Kevin will be starting a new company, backed by a major private equity company and $100mm investable capital. Later this year, Kevin, will be bringing his 20-year expertise in the payments industry to new company that focuses on software integration to create added simplicity for merchants.

Join host, Matt Heinz and his guest, Anthony Iannarino as they review Anthony's book, The Lost Art of Closing. 

Amazon reviews show 4.9 out of 5 from 96 reveiws.  

Kindle  $13.99, Hardcover $16.40 , Audio CD $27.00 

Talking Points: 

Why clsoing isn't the most difficult part of a sale.

The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.

The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey.

You’ll discover how to compete on value, not price, by securing a Commitment to Invest early in the process.

What’s changed about closing?

How to ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders.

Why so much emphasis on change?

How to prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns.

They will also talk about CEB, changes in sales, and how sales now requires better marketing. 

About Anthony Iannarino

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

CONFIDENT ROI talks with Angelo Ponzi fr/THE PONZI GROUP

Mark Godley sits down with Karan Singh, COO at SalesSource, and Lars Nilsson, CEO of SalesSource, to discuss why data can make or break B2B GTM strategy. Between the three of these data dogs they know a thing or two about data and most of it has been learned through trial by fire in their early years. Join the podcast to hear what pitfalls to avoid when choosing a data provider and what defines success.  

Karan Singh, COO, SalesSource

LinkedIn: https://www.linkedin.com/in/karan-singh-29269015/

Website: https://www.salessource.com/

With over ten years of experience managing and growing Sales Operations functions at hyper growth companies, Karan has been at the forefront of Enterprise Sales Operations for B2B technology companies in the Silicon Valley. Most recently, Karan led the global Sales Strategy, Programs & Analytics role within Cloudera, where he was responsible for driving the Go-To-Market Strategy, which was instrumental in the overall IPO readiness and execution effort within the company. Karan has also held leadership roles within Corporate Operations (Deal Desk, Order Management), Sales Systems and Compensation Design. Prior to serving as the co-founder and COO of SalesSource, Karan held leadership roles at ArcSight and Cloudera, both of which were propelled to an IPO through strong operational infrastructure and sales strategy. 

 

Lars Nilsson, CEO, SalesSource

LinkedIn:  https://www.linkedin.com/in/lanilsson/

Website:  https://www.salessource.com/

With over twenty-five years of sales and operations experience in the technology sector, Lars is a global leader in enterprise software and selling solutions.

Prior to serving as the CEO of SalesSource, Lars was VP of Global Inside Sales for Cloudera, the company that revolutionized enterprise data management by offering the first unified platform for machine learning and advanced analytics optimized for the cloud.Lars and his team at Cloudera developed the sales methodology Account-Based Sales Development (ABSD), which has transformed how businesses approach high-value targets. Lars also led the sales enablement and field readiness teams at Cloudera. These two functions are becoming increasingly important to fast-growth companies looking to rapidly scale sales orgs by shortening onboarding and ramp time for sales reps. Lars has served in sales executive roles at ArcSight/Hewlett Packard, Riverbed Technology and Portal Software – all three of which achieved IPOs, in addition to Cloudera (2017).

Another not-to-miss episode with guest Guy Weismantel, CMO at Pushpay.  Read the full transcript on our blog starting Mon. 8/20 at 6am PST.  

We talk a little bit about different go-to-market approaches when you get outside of the eco-chamber that many of us work within in SaaS companies and technology companies and selling to different markets.  He shares insights applicable in any industry and also touches on building culture within marketing.

A couple of questions Guy answers are:

Is there a difference with an audience that maybe doesn't have as much experience buying?

What were some of your priorities and strategies coming in?

What have you prioritized putting in place in the first half of the year?

"Sometimes it's not the most obvious thing, in terms of the bright shiny number. It might be something kind of under the radar a little bit that actually is more qualitative and it goes to how they can be better at their job, or get recognition or accolades, or save some time. Those kind of fluffy, less quantitative things sometimes are what gets us through."

What are some of the things that you think are going to continue to be challenging or a challenge that emerges that you're thinking about in advance and trying to address (Specifically around your go-to-market strategy)?

This and a lot more!

In our efforts to measrue everything, some marketers beleive social media metrtics evasive enought to not even try to measure the results. 

And yet, our guest, Keith Quesenberry says that metrics are simply standards of measurement by which efficiency, performance, or progress can be assessed. And yes he believes that in social media it can get complicated quickly with amount of data and options of what can be collected and where.

In this podcast, we cover the basics of collecting social media data, tracking social media metrics and identifying KPIs (key performance indicators). We will also consider how to link social media actions to business goals and marketing objectives for social measurement and optimization. This episode's host is Cyndi Greenglass.

Some of the talking points will include:

Is there a simple way to link social media metrics to business and/or marketing objectives?

What else should we as marketers be thinking about when it comes to social metrics?

What is the biggest mistake marketers still make with social media metrics?

About Keith Quesenberry

Author "Social Media Strategy: Marketing, Advertising and Public Relations in the Consumer Revolution. As a Marketing Professor he brought 17 years marketing and advertising experience working on marketing campaigns for large International Fortune 500 companies to entrepreneurial startups. At Messiah College, Johns Hopkins, West Virginia and Temple Universities he has taught, lead and developed multiple marketing, digital marketing, social media, IMC and advertising courses. Keith pulls from his professional experience, the latest theory and research and use interactive methods to inspire and help prepare future leaders in today's fast paced innovation driven business environment. Quesenberry is also active in academic research with published journal articles, workshops and presentations at academic conferences AAA and AEJMC and professional conferences PRSSA and IMC INTEGRATE.  He has published research in Advertising Age Research Reports, International Journal of Integrated Marketing Communication, Journal of Marketing Theory and Practice and Journal of Current Issues & Research in Advertising. Keith also appeared on/quoted in MSNBC TV http://on.msnbc.com/1uwfUEH, NPR radio, Harvard Business Review, New York Times, The New Yorker, International Business Times, Forbes, MS Money, MSN, Fox News, Fox Business, Variety, Entrepreneur Magazine, Baltimore Sun, Yahoo News, and international AFP stories. Contributing author Harvard Business Review, Time, Entrepreneur.com, SocialMediaExaminer.com and MarketingProfs.com Hootsuite Pro and HubSpot Inbound Certifications and a HootSuite and HubSpot education partner.

More on Social Media you may also like:

Why Every Business Needs a Social Media Policy Before You Get Fined by the FTC!

Emerging Social Media Trends Because of Data - Emerick & Greenglass

As a board member for the charity WELLS OF LIFE, Charlie is off again to Africa to oversee the well spring of support for this organization and their simple work of drilling wells for people without clean water.  Until he returns, here's a look back at what that incredible organization and its founder, Nick Jordan, and what they are doing to make a difference in the daily lives of so many villagers. Stay tuned to hear more about their mission when Charlie returns!

Jim is a serial CFO and an experienced professional services leader with a unique insight to the operational and financial information design and flow of business.

He started his career as an auditor with Deloitte and transitioned into professional services for different companies and industries - specifically software and SaaS.

Jim spends his spare time with his young family – sports, hiking and camping.