It depends on what report you read, but we know that CRM or sales automation installations are fraught with frustration and failure. It isn't unusual that companies go through 2-3 CRM companies until they has a system that works for everyone. In this interview, host Jim Obermayer, asks Joe Scioscia, VP of Sales at VAI how to avoid common CRM installation failures. Joe Scioscia is a top flight expert on the subject and in 25 minutes he will guide us out of the corn patch maze known as CRM Implementation.
Shows from the past month:
MSP Radio Special Edition for Our Veterans - Thank you for serving.
On Veterans' Day in America, we are publishing a program aired last week hosted by Nate Teplow MSB Radio one of our SLMA Live Programs. We think is worth repeating to SLMA Radio listeners.
As the director of marketing, Erika Goldwater manages the strategy and execution of the demand generation, communications, social media and content marketing programs for ANNUITAS. She has extensive experience in several companies and has learned a lot about bringing the team along the social media map and schedule.
Know your team, where they gained their knowledge and experience so you are able to bring them into your vision.
Present a plan and show the full strategy.
Baby steps to explain the steps of what they are, why they need them and how they can implement them.
There is regular cadence, ground rules. Those need to be known - a guidebook they can refer to when you are not right with them.
Sylvia Montgomery, Partner at Hinge Marketing tackles a tough question about the efficiency of email marketing to generate leads. Email response rates continue to be an issue and many companies clinging to it because of cost. Certainly garbage in and poor response out isn't unusual. A major database supplier said to me, "Well, Jim, don't blame the database, blame the offer, blame the subject line, blame the product, but don't blame the database or the method of getting it to the reader. We'll see what Sylvia has to say.
Long term success, Patricia Fripp says, doesn't depend on how smart you are, but how well you speak." Obermayer the SLMA Radio host said, "As a sales manager I knew that I can control and teach a lot of things but every time a salesperson opens their mouth, there is no telling what will come out. Marketing people are worse because they generally don't speak for a living." In this interview, the preeminent speaking coach tells it like it is and will convince you why a speech coach is just good business.
There is a genuine excuse salespeople use that they spend so much time researching on the web, updating the CRM system, and linking on social media, in short doing everything management tells them to do, that they don't have time to sell. Ian Moyse tackles the subject with the insight of a recognized cloud expert.
During our annual sales lead management week, we interview Richard Brock, who many say is the founder of customer relationship management and consequently modern sales lead management. During this interview, his third time on the show, we tackle the difficult subject of why lead management continues to be a failure at so many companies. Why do they think that by just putting in a software product they will instantly increase sales? Get ready for a thumping from Richard and Jim Obermayer the host.