OC Talk Radio

Account planning is undoubtedly successful in the companies that employ it but its success depends on changes in attitude and processes that salespeople seem to loath.  While the results are invariably stunning, but the adoption in the short term is sometimes slow and in the long term difficult to sustain. - In this interview multiple book author and Mark Donnolo discusses his recent book,Essential Account Planning

How to create a strategic account structure

How to over-come initial resistance to change

Who is involved in account planning

How revenue is measured once a plan is in place (creating a dashboard)

Other reasons and goals for account planning

About the Book Essential Account Planning

Published 2017

136 Pages

Softcover

Amazon Price: $29.93

About Mark Donnolo

Mark is founder and managing partner of SalesGlobe. He is the author of the books The Innovative Sale, What Your CEO Needs to Know About Sales Compensation, and Essential Account Planning.

Donnolo has worked with Global 1000 companies around the world for the past twenty five years focusing on sales innovation, sales strategy, sales coverage, account planning, sales compensation, and quota setting. Prior to SalesGlobe, Mark held management team positions with three major consulting firms. He also co-founded two venture-backed VoIP technology companies and a venture-backed clean coal technology company.

Mark holds an MBA from The University of North Carolina at Chapel Hill and a BFA from The University of the Arts in Philadelphia. He has served on the Board of Trustees for The University of the Arts and serves on the Alumni Council for Kenan-Flagler Business School. Mark enjoys traveling with his family, writing, drawing, and navigating the forest in his Gator with his trusty English Lab, Winston-Bubba.

About SalesGlobe

SalesGlobe provides a range of sales effectiveness services that concentrate on sales transformation, sales process and sales coverage design, sales compensation and sales operations management. We offer management consulting, team coaching and operational outsourcing. Our focus is always on profitable growth for our clients. We structure each initiative around helping you reach a specific financial or strategic objective.

For a transcription of this episode, check out the Heinz Marketing Blog on 2/5.

Our guest is Ryan Bonnici, CMO at G2 Crowd.

I'm super impressed with how effective G2 Crowd lists have been, both the overall top XXX lists by segment as well as the metro area lists.  We'll talk about Ryan's approach to B2B PR, how that impacts sales pipeline (directly and indirectly).  Check it out and learn more about G2 Crowd here.

More about Ryan:

► Incredibly passionate, self-directed and confident senior executive leader with fortified marketing, management and organizational skills evidenced by ongoing customer, partner and team success.► Extensive experience across B2B and B2C marketing and sales development has led to a strong understanding of the processes behind the job, refined interpersonal skills and an advanced understanding and track record in achieving strong positive return-on-marketing-investment and business growth.

Toronto-based Collective2 trading strategist James Leigh believes that, as a trader, you absolutely need to let most opportunities pass you by. Most traders believe that they need to do everything, when the opposite is true. "Slow down and think long-term" Leigh urges. "It's said the deal of a lifetime comes around every 90 days".

James Leigh's popular C2 strategy, Correlation Factor, is a highly backtested sector rotation strategy that picks 5 sectors of favorable strength and stability (US equities not including energy and minerals); trends across the various sectors are updated daily where upon detecting a 'stale' trend it rotates into something more favorable. 

In episode 12 of Top Trader Radio, we dive into why James believes his strategy has outperformed the market, the benefits of a sector rotational strategy, and how to keep your losses at a minimum. 

"Everyone wants to invest in something long-term...but, before it becomes a good long-term trend it needs to be a good short-term trend."

In this 2 minute and 16 second segment from her interview on the Five Most Important Things She has Learned in Busienss and Life, Jill Konrath talks about how she redefines a problem by turning it into a challenge. This is number three of five extracted from her interview “The Most Important Things Jill Konrath has learned in business and life.”  Hear the full interview here. 

Konrath’s sincerity comes through in this heartfelt advice.

 

The full interview contains: 

Reframing Failure: how to do it and why it is important

Problems are really just challenges which is another form of reframing

Why focusing on the customers changed her life!

How being a master of technology is no longer an option!

And why Silence is Complicity and it is a meaningful message for today

About Jill Konrath

Jill Konrath is also a frequent speaker at sales conferences and kick-off meetings.  Jill is the author of three bestselling, award-winning books. Her newest book, Agile Selling shows salespeople how to succeed in a constantly changing sales world. SNAP Selling focuses on what it takes to win sales with today’s crazy-busy buyers. And Selling to Big Companies provides step-by-step guidance on setting up meetings with corporate decision makers.

As a business-to-business sales expert, Jill’s ideas and insights are ubiquitous in multiple forums, both on and offline.

Widely read.Jill’s newsletters are read by 125,000+ sellers worldwide. Her popular blog has been syndicated on numerous business and sales websites.

Sales Fellow.In 2014, Jill was honored to be selected as a Sales in Residence at HubSpot Sidekick, providing insights, guidance and direction to the new Sidekick offering.

Jill has been recognized for many achievements. Most recently, InsideView named her to their list of the 25 Influential Leaders in Sales for the third consecutive year in 2013, and she was named to the Sales Lead Management Association's lists of the 50 Most Influential People in Sales Lead Management in 2009, 2010, 2011 and 2012. She has also won many other awards.

To learn more about Jill, you can read about her professional background, personal insights and sales philosophy. Check her out on Wikipedia, and don't forget to connect with her on LinkedIn!

 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

Join us live Thurs. 1/18/18 11:30 am PT (12:30 MT, 1:30 CT, 2:30 ET) when we are joined by Lauren Patrick, Storyteller at Terminus.  

Check back here no later than 1/23 for the on-demand recording or find the recording and transcription on the Heinz Marketing Blog on Mon. 1/29/18. 

Listen in when we'll discuss The Power of Storytelling in B2B Marketing and: 

- How in 2018, marketing and sales truly need to form #OneTeam for account-based marketing (ABM)

- How and why the white-hot growth at Terminus is thanks to a #OneTeam mindset, with everyone at Terminus being focused on ABM and customer success

Lauren Patrick is the Storyteller at Terminus, and Editor at PrettySouthern.com.  She was employee #12 at Terminus, the leader of the account-based marketing (ABM) movement, and joined the company in 2015 right after they raised their seed round. Today, the company has more than 120 employees, 400 customers, and rapidly growing. Lauren is a graduate of the University of Georgia's Grady College of Journalism & Mass Communication, she discovered her passion for niche marketing during her time as editor of UGA's newspaper, The Red & Black. Before coming into the digital world, she worked for print publications Gwinnett Daily Post, Jezebel Magazine, AutoTrader.com, plus managing the Services category for RaceTrac Convenience Stores.

Tips and tricks from the field, Rhoan Morgan, your host and CEO of DemandLab chats with Delinda Tinkey, Sr. Sales and Marketing Automation Manager at Evolve IP. 

With over 5,000 martech solutions available today, it’s no surprise that marketers are outspending IT on technology investments, or that they’re using an average of 91 technology systems to support their marketing strategies. In this program, DemandLab CEO Rhoan Morgan interviews Delinda Tinkey, Sr. Sales and Marketing Automation Manager at Evolve IP who provides tips on how to:

Build a strong marketing stack

Evaluate and select new technologies

Overcome implementation challenges

About Delinda Tinkey

Delinda is a 4x Marketo Champion identified by Heinz Marketing as one of the Top 50 most influential people at Marketo’s 2016 user conference. Certified as both a Marketo Expert and Advanced Salesforce Administrator, Delinda has participated as a guest speaker on topics such as lead nurturing, Salesforce workflows, and marketing technology adoption. She currently oversees both sales and marketing technology at Evolve IP, one of the world’s fastest-growing cloud strategy companies. For over a decade, Evolve IP has delivered customized strategies and integrated services for both cloud computing and communications; providing solutions that are designed to work together and with the applications you already use in your business.

Rhoan Morgan is the Host

Rhoan Morgan is the CEO and co-founder of DemandLab, a consultancy that leverages technology-focused marketing to accelerate revenue for its clients. DemandLab builds strong martech systems architecture and integrations and delivers advanced marketing and sales programs through these systems.

More:

How Leading Companies Increase Revenue in today’s Hyper Competitive Environment!

SLMA Radio Sponsorship

  DemandLab helps organizations transform their revenue potential by connecting their greatest assets – people, processes, technology, and data – through customized Revenue Ecosystem solutions. By leveraging marketing technology, data science, governance and analytics, and content, DemandLab helps B2B organizations advance business goals and drive revenue. Learn more about DemandLab’s solutions at www.demandlab.com.

 Whether you'r

Helene St. Pierre and Lynne Powers the Co-founders of L2L (Link 2 Leadership) Consulting Team which has been specializing in organizational leadership, team development and individual performance excellence since 199.

Helene and Lynne share their story of how they started out as two Moms raising kids, meeting on the competitive bike circuit and then starting their company. The interview discusses their path to be starting their business, their challenges of balancing work and life and their insights into how women can be the best they can be in any endeavor they choose.

An important part of the discussion is around the topics of how women can leverage their EQ and personal styles to live their best professional and personal lives.

Listen … Learn … Lead!

Voice of the Customer sounds wonderful, and doable, and gee whiz why not do it? And yet, as many have found, implementation takes more than wanting and writing a check.  In this program we talk about VOC with Bill Walker, Chief Revenue Officer at Unison.  Walker has successfully implemented a VOC process for collecting and implementing direct customer feedback. He believes that this is the most important thing you can do as a corporation and that it is more productive than leveraging outside agencies, focus groups, or executive voices. The host in Jim Obermayer.

Our Guest Bill Walker

Bill Walker is Unison’s Chief Revenue Officer. Walker is responsible for cultivating and developing existing direct response channels, sales operations, and business development in addition to developing new growth marketing channels. Walker comes to Unison with over 20 years of marketing and operations experience in the financial services sector. Walker has held executive level positions at Barclaycard, MBNA (acquired by Bank of America) and most recently was the vice president of Customer Experience at Prosper Marketplace.

About Unison

Unison is the leading provider of home ownership investments, modernizing home financing through long-term partnerships. Unison works with lenders, regulators and institutional investors to integrate home ownership investing into the U.S. housing finance system. Unison HomeBuyer helps purchasers buy the home they want with less debt and risk, typically by doubling the down payment. The larger down payment makes it easier to qualify for a loan, increases buying power, lowers the monthly payment and/or allows a buyer to reserve cash. Unison HomeOwner provides current homeowners with cash to eliminate debt, remodel, pay for school, invest or as a cash cushion, without the added debt or payments of a home equity loan or HELOC.

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

Awesome show with messages every woman and man need to hear with my guest Beate Chelette, author and creator of the Women’s Code. Join me in listening to this insightful and provocative show addressing the hot topic in business today – how do we handle the sexual misconduct epidemic and why are past efforts to “fix this issue” failed.

Beate was $135,000 in debt and a single mother, and forced to leave her home. Only 18 months later, she sold her image licensing business to Bill Gates in a multi-million-dollar deal. Beate Chelette is a results-oriented woman leader with an entrepreneurial spirit and a proven track record in creating, launching and growing companies and brands. She is a respected speaker, trainer, and mentor and is known as a “gender decoder.”

Join us LIVE 11:30 am PST Thurs. 1/11/18 when Alex Terry, CEO of Conversica joins us to talk about the findings of the highly regarded 4 P's Report. 

For the third year in a row, Conversica commissioned an in-depth study tracking lead follow-up efforts of B2B and B2C companies across a number of different industries. In 2017, they found that a staggering 77% of companies under-touched their leads.

Check back here for the ON-DEMAND Recording of this broadcast -- no later than 1/16 or on the Heinz Marketing Blog on Mon. 1/22 along with the full transcript.

AND--- Join us 1/23/18 11am PST for a free 60-minute, live webinar on this topic as well (on-demand afterward).  Terry will join Nancy Nardin of Smart Selling Tools and I to give our "lively" perspective from the Sales (Nancy) and Marketing (Matt) fronts on lead follow up failure AND share best practices for how to do it right.  

ABOUT OUR GUEST:  

Terry is an accomplished and award winning Internet business veteran with strong track record of driving results and growth. He founded or co-founded three companies and one division within Fortune 100 corporation. From idea to revenue generation, to profitability to exit... he is able to manage all aspects of consumer or enterprise service or product business. Focus has been on SaaS, operationally complex services which required disruptive new technology development.  He holds multiple patents for Internet services.  Alex received his MBA at Harvard Business School and his BA at Dartmouth College.