OC Talk Radio

Show Notes   I’d planned today to do a “solo-sode, but as I began making notes for the show I thought of my dear friend, Terry Hershey and how much value he could add to the show. So 75 minutes before the show I invited him as a guest. And he agreed. Many thanks. And this really is a good show! My topic today is one I’ve lifted from a book by Richard Rohr’s titled Falling Upward: A Spirituality for the Two Halves of Life. In this show I’ll also refer to my theory of the 4 Seasons of Life, which will help navigate this 1st and 2nd half of life talk. The cover of Rohr’s book reads. “In the first half of life we are naturally and rightly with establishing our identity—climbing, achieving and performing.” These are also what I call the Spring and Summer Years of Life  “But,“ Richard Rohr continues, “those concerns will not serve us as we grow older and begin to embark on a further journey, one that involves challenges, mistakes, loss of control, broader horizons and necessary suffering that actually chocks out of our prior comfort zone.” Rohr goes on to say, “Eventually we need to see ourselves in a different and life-giving way.” Which, I might add, requires a significant “falling down” that leads to a path back upward that is genuinely self-fulfilling and moves us into the “Elder Status,” a status that has been highly regarded for history of mankind until about the last 60-70 years.  You can reach Terry at www.terryhershey.com For more with Charlie Hedges please visit www.thenextchapter.life

Mr. Lindenberg is a dynamic executive with extensive corporate development experience. As a career investment banker he has facilitated over $500M in  M&A and capital markets transactions.

 

 In addition to core expertise in middle market transaction advisory, Mr. Lindenberg has been instrumental in founding, funding and exiting several early stage companies as an angel investor, operating officer and or board member. 

 

Mr Lindenberg is currently the Director of Corporate Development Services at AchieveNext where he recently chaired and published an M&A Readiness, Special Task Force Report and leads several industry specific CFO strategy groups. Mr. Lindenberg host quarterly thought leadership events for the CFO Alliance and regularly advise CFOs on corporate development strategy. He's operated and exited his own boutique investment firm, developed a corporate innovation program for the XPRIZE Foundation and leads the SaaS, Fintech, and Digital Media practice as a managing director at DelMorgan & Co.

 

Mr. Lindenberg is a graduate of Singularity University's, Executive Program in exponential technologies and holds a Master's in Business Economics from UCSB. He serves on the board of Education Plus Nicaragua and enjoys reading, tennis and snowboarding in his free time.

Our guest, Byron Matthews is the President & CEO of Milller Heiman Group.  

Check out Byron's new book, Sales Enablement:  A Master Framework to Engage, Equip and Empower a World-Class Sales Force

Highlights from this Episode:  

Companies investing in sales enablement is up 26% from last year, with 59% of organizations that now have a sales enablement function. Yet, only 34% of organizations are achieving their sales enablement goals. (CSOi Report)

B2B companies can assess their sales teams’ gaps and opportunities in relation to each component of sales enablement and look for the alignment (per the Clarity Model).

Sales enablement cannot be put in a box like other functions. It is cross-functional, and orchestrates all enablement efforts across all “boxes,” including its alignment with the customer journey.

Defining sales enablement: Sales force enablement is a strategic, collaborative discipline designed to increase predictable sales results by providing consistent, scalable enablement services that allow customer-facing professionals and their managers to add value in every customer interaction.

More about and from Byron:  Anyone familiar with Miller Heiman Group (brands include: Miller Heiman, Huthwaite, AchieveGlobal, Impact Learning, Channel Enablers, and CSO Insights) knows that championing the customer experience is a main tenet of their mission—and also one that I happen to share.As President and CEO of Miller Heiman Group, I bring a broad depth of experience in growing, leading and providing guidance to the best organizations globally surrounding their sales processes, as well as the leading operations that support the mission of a great sales organization.

Throughout my career, I have sought out challenges and answered demands that call for singular vision, energy and creativity. I have consulted and collaborated with industry leaders throughout the world and crafted new funnel-management solutions, compensation plans, sales methodologies, and sales-management processes, as well as developed and implemented sales-operations capabilities, sales structure, and territory design, for such Fortune 500 companies as Microsoft, AT&T, Sprint, and Aflac.

Personally, I am passionate about the education of sales as a discipline. In collaboration with university faculty and administrators, I am working to drive a nationwide effort to incorporate the study of sales into graduate and undergraduate academic environments. I teach and volunteer my time as a guest lecturer for universities including Cornell and Harvard Business School and contribute to published academic and industry research on sales strategy and concepts. I also run sales boot camps and coach, train, and judge students at university sales competitions across the U.S. and participate regularly as a featured speaker at industry wide events.

Confident ROI launches weekly podcast w/Alex Vorobieff here on OC Talk Radio.

Got a chance to chat with one of the cast members for the latest DISNEY ON ICE production skating thru SoCal this week.  This version focusing on the film FROZEN won't make it to OC this tour. But for those willing to make the drive to Citizen's Business Bank Arena in Ontario next weekend (April 26-29), I can tell you (as one Disney fan to another) the trek is well worth it!  For more info, visit https://www.disneyonice.com/frozen

Listen in for another great episode, this time with Raviv Turner, CEO at CaliberMind.  In addition to being the Co-Founder & CEO of CaliberMind, Raviv is also an angel investor and mentor at Techstars and a regular speaker at marketing & AI events.

We're talking about how he sees a disconnect between Demand (buyers) & Ops (users) of data & analytics platform.  For a full transcript, go to the Heinz Marketing blog starting 4/30/18.  Some highlights:

Your data strategy is your B2B growth strategy (quick overview of the paper)

Without a clear and concise data-driven marketing strategy, B2B marketers lack the ability to effectively acquire, organize, analyze and translate customer information into actionable insights. But what does an effective B2B data-driven marketing strategy look like?

Understanding what needs to be accomplished is the first step in developing an effective data-driven marketing strategy. For B2B data-driven marketers, a top priority is basing more decisions on data analysis.

Most Critical Challenges? Integrating data across platforms and enriching data quality and completeness are the most critical challenges to achieving data-driven marketing success 

Marketing data is a marketing problem! Not devs, not IT - 100% marketing

But data is hard, data is not sexy - so marketing is pushing it out - over 90% of B2B marketers outsourcing all or part of data tasks (Ascend2)

But high performing marketers are doing the opposite, they license data and analytics tools and train their team to bring data capabilities in house

Most of the reasons why marketing can't prove value and impact are data related, yet we prefer to outsource this - lead qualification, ICP score, account scoring, lead routing are all data problems before they are marketing problems.

To be successful with ABM you need - Data, Account Planning, Content, Execution and Measurement - yes ABM is a data challenge not a media challenge..

No wonder that marketing and sales ops are spending more than 80% of their time in spreadsheet hell on marketing data wrangling, exporting/ importing, vlookups in Excel what not

There is a disconnect between the C/VPs and Ops inside the marketing org - Demand looks at pipeline sourced/ influenced/ ops created - but Ops don't give a hoot about it, they care about operational efficiency, workflow automation, the data integrity - they want to get out of spreadsheet, but guess what? - most ops don't have the budget to solve this problem, the biggest budget is demand and that budget mostly goes to programs not to data and analytics - but guess what? Without data and analytics you can't measure programs, you can't multi-touch attribution, you can't track engagement and orchestrate demand between channels..so that's changing, according to Gartner for the first time in 2018 analytics is the biggest spend in Marketing, more than social, more than content - why? Because without data and analytic we are going to see marketers continue to lose their jobs and go home

Wealth Advisor Letitia Berbaum was joined in the studio by entrepreneur Jim Sullivan recently to discuss a variety of business endeavors and lessons learned. 

When Jim was asked what his greatest strength is, he answered "my wife" without missing a beat. When we asked Jim what his greatest weakness is he stated rather enthusiastically "chocolate".

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.

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

Learn more about Bart by visiting www.BartZandbergen.com

Listen while you drive to Disneyland on iTunes

The pipeline or sales funnel is evolving as marketing becomes more aggressive and sophisticated in the creation of not only sales leads, but qualified leads.  It only takes a view of sales funnel models to see that marketing has evolved from top of the funnel suppliers to active participants in many stages of the customer journey.  The question is, who owns the pipeline?   The creators or the closers?  Sometimes marketing is assuming both duties.  In B2C marketing is called upon to do both, in B2B not so much. 

In this interview The Pedowitz Group’s VP of Sales Scott Benedetti and its CMO and VP of Strategy agree and disagree and then agree again on who owns the pipeline from their unique perspectives.  The host is Jim Obermayer.

They discuss:

Interesting banter between a VP of Sales and a CMO and VP of company strategy

Who owns the pipeline is the wrong question!

Why executive level sponsorship is needed

Why everybody in the company owns the pipeline

In the reality it is the customer who owns the pipeline

Scott Benedetti

Scott Benedetti serves as Vice President of Sales at The Pedowitz Group where he is accountable for helping TPG and its client organizations achieve measurable revenue results. He is obsessed with helping customers along their Revenue Marketing™ journey to transform their operations from a cost center to a revenue center.

Kevin Joyce

Kevin Joyce is CMO and vice president of strategy services with The Pedowitz Group. He holds a unique combination of marketing skills and sales experience that helps companies to bridge the gap between sales and marketing.

About The Pedowitz Group

 The Pedowitz Group (TPG) is a Revenue Marketing™ consulting firm headquartered near Atlanta, Ga. We believe that Marketing is the driver of customer engagement that fuels the revenue engine. Many of today’s successful CMOs are operationalizing business accountability, digital transformation and the customer experience through marketing operations. As your partner, TPG helps you plan, build and optimize your revenue engine by delivering services in MarTech, demand generation and marketing operations.

TPG has worked with over 1,300 clients to enable marketing and sales. Our expertise spans the six major categories of MarTech, including marketing automation, CRM and content platforms. We specialize in helping mid-market and enterprise organizations in financial services, manufacturing, software, technology and business services.

You May Also Like

5 Things Kevin Joyce of Pedowitz has Learned about Business and Life

Can your Marketing People Execute Revenue Accountability in 2018?

Listen while you should be doing your sales forcast!

 

Sounds too good to be true, and yet it appears it isn’t as I have already tried some of David’s techniques and been rewarded.  In his book, How To Be A GREAT Salesperson…by Monday Morning!David Cook reveals key sales techniques—including where to insert urgency, when to use a third-party close, and how to shorten the sales cycle.  In this interview he will discuss his motivational principles that will help you approach customers with a new level of confidence and enthusiasm you never thought possible.   The host is Jim Obermayer.

From Amazon:

Kindle: $8.95

Paperback: 14.95

Barnes & Noble

Paperback: $14.95

In an engaging and thought-provoking interview, Cook discusses:

Laugh your way to the bank: Why making your customers laugh is a powerful strategy

Start closing when you say hello: Why coughing during your sale can make a difference

David’s top closing strategies can be used on buyers  in any industry

What makes an leading salesperson? The  traits that make you stand out

The three crucial elements to any successful sale

The simple phrase that works every time “Forgive my persistence, please:”

Ask for help, NEVER ask a customer to do you a favor!

About David Cook and Sales Training on The Go

Award-winning author Dave Cook, CEO and founder of Sales Training On-the-Go, is one of the most in-demand experts on sales training, coaching, and motivation around the world. Cook is the #1 rated producer at Business and Legal Resources (BLR), with awards including: CEO / President's Club Award for Outstanding Sales Achievement for all eleven years of his employment and the Joe Berneski Leadership Award for Outstanding Leadership Skills

With unequaled expertise, Cook’s training will help anyone to rise to the top of their field and achieve their greatest professional goals, faster than they ever thought possible.

Learn more about Dave Cook at  http://www.salestrainingonthego.com and connect with him on LinkedIn,Twitter, and Facebook.

Sponsor for this show:

Show Notes  Think about it Paul, what part of you comes out when your back is against the wall? Is it ugly or is it protective in a positive way? Do you lash out in anger, cry or whine, blame, or respond with some sort of passive (or aggressive) attack? Or, do you take the time to consider the best way to handle any given particular situation? These are tough questions. Hard to answer and even harder to manage, because we all have these “protective archetypes or innate patterns” that actually govern our responses. Today we are honored to have with us once again, Dena Crowder, who is a specialist when it comes to archetypes, In fact, she uses them masterfully in her own coaching process. I know. She’s my coach and mentor. In fact, Dena has done more with my anxiety in 6 weeks of coaching than my previous 25 years of therapy. Before we begin, let me tell you just a bit more about Dena. Dena Crowder is known as the most innovative strategist and consultant for creators and leaders.  She's worked privately with Grammy, Emmy and Humanitas prize winners, CNN Heros, founders, writers, performers, educators, and upstarts from every industry. Dena’s Mission is to Redefine Power so that we use power for good as she believes that "Pure Power" is the capacity to directly influence… with wisdom and compassion. Dena and I met at an online writer’s course and have maintained a bunch of contact since then. I am very excited to discuss Survival Archetypes with Dena Crowder.   You can reach Dena at www.denacrowder.com   For more with Charlie Hedges please visit www.thenextchapter.life