OC Talk Radio

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

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.

Matt Heinz from Heinz Marketing talks about the success of his podcast SALES PIPELINE RADIO and how he went from being a skeptic to a fanatic about the power of podcasting to brand yourself, build an audience and create meaningful engagement with prospects and customers alike.  As he says, "what's it worth to get 30 minutes of someone's time to tell your story?"

Ian Plumlee is a web developer turned data-driven digital marketer. After honorably departing the Marine Corps in 2010, Ian pursued a degree in web development and interactive media while he started his first business: providing and managing digital growth solutions for businesses across Southern California. On top of his "nine to five" as the Senior Marketing Coordinator at a leading technology company, Ian focuses on giving back to the community by donating his services to a number of veteran-oriented 501(c)(3) nonprofit organizations.

Show Notes   We have a most fascinating and disturbing show today on what is becoming an almost epidemic subject. It is called Erasing Families. Now, because of the privacy and confidentiality of the information we will be sharing with my very special guest, we going to give her a pseudonym of Mom. Our subject of Erasing Families has been referred to in psychiatry as Parental Alienation, although new designations are forthcoming. "Parental Alienation" has been known as a disorder that arises primarily in the context of brutal and hateful child custody disputes. It is the manifestation of one parent’s highly influential campaign to denigrate the other parent, with no genuine justification other than revenge. The result is that the denigrated parent is totally erased from the lives of their children. In many cases the children absolutely refuse any connection whatsoever with that parent. My guest today, Mom, has personally experienced the tragedies of being on the rejected end of this situation. I want to talk with her about how this psychosis comes about and the problems parents experience while dealing with this issue. Next week we will continue the subject with film producer, Ginger Gentile, who will offer more definition and hope for recovery from the voices of the children. These may be two of our most important shows on the Next Chapter with Charlie. Be sure to tune in for Part II next week!   For more with Charlie Hedges please visit www.thenextchapter.life

Our scheduled guest was unable to make the live show... so host, Matt Heinz, talked with Paul Roberts, the announcer for Sales Pipeline and had a great conversation! 

Among other things (like the Super Bowl) we talked about: 

The pros, cons and benefits of podcasting

Storytelling

The importance of audio

Conversational selling and its importance in the marketplace

Podcast formats from Q&A to curated shows

Podcasts as unstructured learning time

Listen in now for our impromptu and insightful conversation!

The graveyard is littered with companies who have died when they were abandoned by their customers. This is what happens when you don’t listen to them, and you lose touch with what matters. Today, we live in a world where our customers want to help shape the brands they are passionate about and even control the conversation. It is a two-way dialogue in business today, and marketers have to understand how to navigate this new environment. In this podcast, we will learn how brands need to evolve to stay relevant, how to determine what data is valuable and actionable, and how companies are using data to develop meaningful loyalty and engagement.

About our guest, Jennifer Holt:

JENNIFER WEHR HOLT is a tenured Marketing professional with over 20 years of direct industry experience encompassing all aspects of the field. This experience has allowed Jennifer to start her own Marketing consulting company and Health & Wellness Website. 

She uses this combined wealth of industry and education experience by serving as an Adjunct Marketing and Advertising professor at Northern Kentucky University and West Virginia University. She teaches a wide range of undergraduate and graduate courses in Marketing, Advertising, Business Strategy, Data and Analysis & Segmentation.  She has been teaching for over 10 years and was honored by receiving the Outstanding Professor Award. Jennifer is a published author with articles appearing in Quirks, Womenista, Skinny Mom, numerous blogs and posts.

Jennifer is an active member in the community and an advocate for charitable organizations including being on the Board of Directors for the NKCCA, a KY Foster and Adoptive Parent, a St. Jude Partner in Hope, the American Heart Association, a previous Make a wish ‘Wish Granter’, a Guide Point Global Advisor, member of Marketing Moms & Minds, and nominated member of the 40 under 40 Business Courier class.   

Jennifer currently works as the Account Director of Kroger on-site in Cincinnati for Spins, LLC in Chicago.  Previously, Jennifer held Leadership positions at HR ProFile, MRSI, Directions Research,  and was VP of Marketing at RiskAware, where she developed and implemented overall marketing strategies and brand architecture.  

In her spare time, Jennifer enjoys the arts, tennis, traveling, and personal fitness training. She resides in the Cincinnati area with her daughter.

Flushed with Data and Metrics: Why is it Still Hard to Prove Marketing ROI?

The data is there, or at least available; that excuse for proving the ROI of marketing is dead and isn’t valid.  If the Chief Financial Officer for a company is asked to show the ROI for the company, it would be impossible for him or her to simply say, “AH, we can’t do that.”  So, what is it that is makes beggars out of CEO’s that want to know the ROI for marketing? Why isn’t marketing ROI a written part of every CMO’s job description? Author Laura Patterson of VisionEdge Marketing has opinions about why this is still an evasive goal for most corporations. The host is Jim Obermayer.

About Laura Patterson

Laura takes a practical, no-nonsense approach to proving and improving the value of Marketing. Laura began her 25+ year career in sales and had the great fortune of working across functions spanning customer relationship management and Marketing with a capital “M”.  Today she is at the helm of VisionEdge Marketing, founded in 1999, and is recognized as one of the pioneers and authorities in the Marketing Performance Management (MPM) discipline. The company specializes in helping companies apply data, metrics and proven best-in-class practices to improve Marketing effectiveness, deliver business impact, and enable better business decision-making.  Laura and VisionEdge Marketing are all about making Marketing an engine of growth for organizations. Martechexec selected Laura as one of the top 50 women in marketing technology. Laura serves on the University of Texas McCombs School of Business Masters of Marketing Science Advisory Board.

About VisionEdge Marketing

Since 1999 VisionEdge Marketing (visionedgemarketing.com), a data-driven metrics- based strategic and product marketing company has specialized in improving marketing performance and helping organizations make better fact-based decisions when it comes to markets, products, customers and competitors. Our passion is to help companies of all sizes solve four critical business problems:  How to acquire and keep profitable customers, how to successfully define and launch market-leading products and services, how to create performance-driven marketing organizations, and how to accurately measure and improve marketing’s contribution to the business.

Some extra reading that goes with this episode:

CMOs On The Hook To Prove ROI In 2018

Forrester: Chief growth officers will replace CMOs

2018 Marketing Predictions From The C-Suite

Juniper CMO, Mike Marcellin: Think business first, B2B marketing second 

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The Art & Science of Customer Loyalty: Community, Advocacy and More

We talk about customer evangelism as well as lessons learned from Eloqua that Jocelyn is applying today, and more!

Check out the recording and transcription on the Heinz Marketing blog on Mon. 2/26/18.

Our Guest, as VP of Customer Success at Allocadia, Jocelyn Brown is dedicated to helping Allocadia’s customers achieve the highest levels of Marketing Performance Management and maximize the business value of their investments. In her role, she guides customers through their continued growth and progression through the stages of budgeting, planning and performance excellence, and elevates their experience throughout the journey.

Having spent more than 18 years in the B2B and SaaS spaces, Jocelyn brings extensive experience building and managing high-performing customer success teams that drive recurring revenue and value, and develop life-long customers. Most recently she spent 9 years at Eloqua in customer success and global market readiness roles.

This interviewi is part of a series we are doing to find out what makes entrepreneurs tick.   We ask about the things that have made a difference in their lives.  Sometimes we hear about how they run their company, sometimes the things that were important milestones in their lives.  In this episode we hear Dan McDade talk about authors that made a difference and his own philosophy of management.  He discusses:

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Seek first from Covey…how it changed his approach to prospects and clients.

Starting with the end in mind…

Why consistency and longevity make a difference…

You can’t put in what God left out…

Dan McDades Big Hand Theory…

 About Dan McDade

Dan McDade founded PointClear in 1997 to help B2B companies with complex sales processes drive revenue through lead generation, qualification and nurturing. For close to 20 years, he’s been instrumental in developing strategies that assure 100% of leads delivered to client sales organizations are fully qualified to client specifications.

McDade's Viewpoint Blog

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 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

On this week's OC SPOTLIGHT we talk to a long time forensic accountant, John Stirling Kinross, who has collected and chronicled his most amazing divorce cases in a new book specifically for women entitled HOW YOUR HUSBAND SCREWS YOU IN DIVORCE (and how you can protect yourself by BULLET PROOFING YOUR MARRIAGE). In it he gives fascinating case studies ("horror stories" as he calls them) of affluent, intelligent women who in the name of love did NOT treat their marriage as a real contract nor insist on the same level of clarity, transparancy and legal protection that they would in any other form of partnership.

"We prepare for all types of disasters," says author John Stirling Kinross. "So why not divorce?"  Learn from the mistakes of others in this series of real life examples (none of which you'll ever believe could possibly happen to you) and take the simple, precautionary steps John recommends to truly protect yourself from the "doomsday scenario" that you hope and pray will never happen.  Hope for the best, prepare for the worst.  And thereby BULLET PROOF YOUR MARRIAGE from the disaster of divorce.