OC Talk Radio

Show Notes  For the last three shows I have attempted to discover the basic tenets of atheism, theism and a form of Hallucinogenic Spirituality, all in an effort to understand how people approach their inner and outer lives. After the three shows aired Paul asked a handful of people their impressions of the show. The overwhelming response was: we just don’t really care at all about religion or politics—both are so messed up.  So Paul and I at the last minute decided to take on this subject, no notes, no plan. Except: to talk about why so many people are not interested in voting, declaring party affiliation and even more important the subject of God.  The result was a fascinating discussion. I hope you enjoy. You can get more information and regular updates from Charlie at thenextchapter.life

In this episode, listen in to Samuel Sunderaraj, VP of Sales at Skilljar.  Check out the full transcription on our blog starting Mon. 6/4.  

Samuel will answer some great questions:

What's the state of SAS sales?

What does it look like today? And for folks that are either at the front lines or managing an SAS organization, what are the keys to making SAS sales work today?

He'll also talk about how good sellers can actually be still at the forefront of the buying process, at the top of the buying process to provide that value.

He'll share about the people side of growing a sales organization. It's one thing to put numbers in a spreadsheet and say, "Well, if we call this many people, convert this many deals, we'll hit our number," but you still have people that you're managing as part of that.

Hear about the importance and some of the keys to building a sales organization, a high performing sales organization that also prioritizes the people within it.

What about managing expectations? What about the boards objectives? What about the investor objectives? How do you manage that when you're in the middle and you're leading the sales organization, having to motivate the team, but also sort of set expectations from above?

All this and a lot more!

MORE ABOUT OUR GUEST:  

Samuel Sunderaraj has the following experience in sales management:Driving and initiating contact with senior decision-makers at Small To Enterprise Accounts (C-level)Scaling revenue from $0m to $30Million+ in ARRRevenue retention ($30M+)Building sales teams from 1 to 30+Experience in building a successful sales organization from scratch, including recruiting, hiring, and developing compensation plans.Leading sales teams that are metrics driven & efficientStart-up advisor - Building high performance sales teams that are metrics focused and scaling for growth - Focus on customer & company success ("customers pay the bills") - Sales metrics execution - managing cost of opportunity acquisition while driving top line revenue- Territory and Market Optimization – executing to high conversions on the active funnel.- Creating Value = sales multiple- BOD Metrics & Analysis- Funding (Seed, Series A-C,)

Learn more at Skilljar.com

Sebastian Igreti, CEO of TechMD was facing a critical moment. The company recently completed a corporate acquisition and build out of new facilities. The balance sheet was strained just as sales were slowing. The partners utilized many business improvement tools, but one would lead to a breakthrough while teams within the company implemented it on their own without being asked to implement it.

Find out what tools flipped the switch for TechMD to turn the tide and reach their stretch goals in twelve months.

To read the accompanying article in ConfidentROi Magazine click here.

 

To read the transcripts and full show notes, click here.

 

Terms Discussed:

Key Decisions - Creating the right cultureDecisions that hampered growth in short term but benefit in long-term. Training technical skills Net Promoter Score (NPS)Smile Back Feedback ToolReal time feedback. Strained Balance SheetHumanPower DecisionsC & D Players4DX - Wigs - Wildly Important GoalsEOS TractionTraction.tools

 

Partipants:

Guest - Sebastian Igreti

Host - Alex Vorobieff

Co-Host - Paul Roberts

Show Notes   For the last two shows I have attempted to discover the basic tenets of atheism and theism in an effort to understand how people approach their inner and outer lives. In the theistic case we would call it spirituality.  Well, today I plan to discuss spirituality through a third medium—an hallucinogen called Ayahuasca, the chemical that the scientist Rick Strassman called the “Spirit Molecule” in the 1990’s. I’ve discovered several substances that would have once been referred to as recreational drugs, are now being studied by major institutions like Johns Hopkins and the University of San Francisco, especially regarding the use of psilocybin for managing PTSD, Depression and Anxiety. But today, we are here to talk about the medicinal use of the plants that make up the hallucinogen, Ayahausca. My studies show that thousands of people from around the world travel to the Amazon every year to drink Ayahuasca for mental health conditions including alcoholism, depression, anxiety, PTSD, eating disorders, and drug addiction. My guest today, whom I will refer to as Dan, has attended 18 Ayahuasca ceremonies and is a strong advocate of the medicinal advantages of the chemical, physically, mentally and spiritually. Dan is not a druggie. In fact he seasoned business executive with an MBA and 30 years experience in founding and running businesses. Dan was also an officer in the Marine Corp. Obviously, Dan is not your typical recreational drug user. Finally Dan has been happily married for 20 years, chose not to procreate and likes to save needy dogs. So, let’s get onto educating ourselves on the advantages or disadvantages of the use of Ayahuasca, Strassman’s “Spirit Molecule”.    You can get more information and regular updates from Charlie at thenextchapter.life

Many entrepreneurs dream of starting a business doing what they love with people they want to work with and eventually selling it for a fortune. Very few are able to navigate the challenges of regaining the culture that started to fray, surviving the partners' marital divorce, continuing to work together, successfully hiring and transitioning leadership to the 1st president and then sell the company for a premium.

In this episode of Confident ROi, Eliot Swartz recounts how he and Lori Daniels overcame the odds and challenges with the company they founded, Two Chefs on Roll, to realize the American Dream.

Check out the show notes page and transcripts.

What tools and concepts generated a return on investment?

Topics covered include:

Creating a board of advisors

Joining Vistage CEO Peer Group

Phatom Equity Plans for Leadership Team

Technology Training for FrontLine Employees

Adding Capabilities to Sell Additional Prodcuts to Existing Customers

Keeping Up Growth

Culture Issues Created By Growth and Space

Confidence & Trust Building the Team

 

Partipants:

Guest - Eliot Swartz

Host - Alex Vorobieff

Co-Host - Paul Roberts

 

Host Alex Vorobieff - Recorded 05-03-2018 - Meridian, Idaho

Metrics are simply standards of measurement by which efficiency, performance, or progress can be assessed. Yet 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 will 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 be as marketers being thinking about when it comes to social metrics?

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

In our on-going series of asking the question, “Who Owns the Pipeline?" we are getting very interesting opinions from a wide variety of executives.  This week Rhoan Morgan of DemandLab offers her insight.  Her answers might surprise you and change how you do business.

About Rhoan Morgan

As CEO of DemandLab, Rhoan sets the direction for the technologies, strategies, and partnerships that drive success for the agency’s clients. An early proponent of marketing automation, Rhoan continues to explore the next wave of technologies and analytics that support engaging customer journeys, and deliver valuable customer insights that advance business goals and accelerate revenue.

About DemandLab

DemandLab creates powerful customer lifecycle, experience and relationship strategies by aligning and guiding business teams including marketing, sales, IT, finance through digital transformation to drive and accelerate revenue growth supported by advanced digital technologies and business process automation. With a blended solution of state of the art marketing automation, CRM, and data analytics know-how, combined with end-customer focused content strategies, DemandLab applies innovative techniques along with proprietary methodologies to benefit our customers’ bottom line.

DemandLab helps clients achieve ambitious business growth goals and surpass the competition through our wide variety of service offerings including marketing automation strategy and execution that define and deploy superior customer engagement journeys; data analytics, auditing and management, sales and marketing analytics and optimization; content strategy, creation and development; graphic and digital design and coding services. Learn more about this award-winning agency at www.demandlab.com.

Sponsor for this show:

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

Ted learned the investmentment industry from John W. Henry, successful Commodities Trader who now owns the Boston Globe , Boston Red Sox, Liverpool Football Club, and other ventures.  In 2012 he formed Incline with his partner, and they created a unique strategy to combine equity investments together with Commodity Trading , and call it the Systematic Hybrid Investment Strategy.  You will enjoy this conversation about a unique way to invest in both of these markets.  He reveals a key trait of JWH that everyone in the investment world should remember.  Listen to this interview.

Following stints at some of Wall Street's largest and most prestigious investment firms - Goldman Sachs, Bridgewater Capital and AQR Hedge Fund - Nate started CAM with his partner to focus on little followed, niche markets in the Commodities markets, i.e. nickel, zinc, lead, palladium, aluminum and other even lesser known commodities.  Able to be long or short, mostly in the Futures market, they use fundamental analysis and quantitative metrics, and do not pursue trend following, which is the more typical approach for commodities trading.  Investors today often seek a low-correlated investment for their portfolio, and many are turning to commodities for diversification from equity and fixed income markets.  Listen to this conversation to learn about this unique way to add diversification to a portfolio, and able to create profits in rising or declining markets.

On this episode, Brian Hansford, VP of Client Services at Heinz Marketing hosts Sam Melnick, VP of Marketing at Allocadia.  Look for the full transcription on our blog starting Monday, 5/28/18.  

In this episode we're talking about a mid-year review.  As Sam says, "It all starts with the plan. So whether you're planning for next year or whether you're looking at what's going on in real time, measuring performance in real time or if you're doing that kinda half year look back, to me, it all starts with the plan. That's your roadmap. You set out your intentions. You set out where do we wanna spend time and money. What do we expect to get out of our time and money? And now you get that chance to compare results and hopefully adjust and improve.

Brian asks Sam several great questions!  Listen in to hear Sam's replies!

When marketers are at both the strategic levels, CMO level and even operational level, are reviewing that data, what are some of the best practices that you see with your clients and even that you recommend in how they manage their budgets against the plan and make decisions on where to invest their resources?

What should they look at in terms of reviewing their plan? How can they look at the data that they've been collecting and analyze that performance up to this point and use that to make plan adjustments and moving forward?

Do you feel that marketers are getting better at measuring their performance against revenue? The revenue attainment and what they're actually doing to drive results.

What are your thoughts on that and how should marketers consider using that when adjusting for a strong second half?

Should marketers wait for a mid-year point to measure what's working?

How often should they analyze what's working with a marketing performance management approach and solution and make those go, no go, or any sort of adjustment decisions, pulling investments, adding investments?

More from Sam:

I am an analytically driven marketing professional who has experience as a marketing leader, industry analyst, and customer success manager at a marketing technology company. My special talent is the ability to focus on details or specifics to execute, but also step back and distill this information at a higher, more strategic level. I am a student of marketing and will never stop learning about and discussing marketing. Some of my favorite topics are: Marketing technology, marketing benchmarks, change management within marketing, and building high performing teams. Feel free to reach out if you want to connect around interesting ideas, projects, companies, and/or tools!Outside of work I love skiing, basketball, and cooking. Additionally, I am a barbecue and craft beer aficionado.