Podcasts about funnel radio channel

  This Asher Sales Sense Podcast - “Selling with Authentic Persuasion” - features host John Asher with guest Jordan Benjamin, Founder of My Core OS, working with companies and sales teams to help drive a growth mindset and create championship business cultures. My Core OS is built to help update your personal/corporate operating systems to drive peak performance and harmony between work and life. Jordan also hosts the ‘Peak Performance Selling Podcast,' interviewing top sellers and sales leaders on how they show up at their best every day. ----more---- Mental health in the business environment is a topic that wasn't talked about much before the pandemic, but stress and burnout in work and life have led to turbulence in the workforce and poor business results. How can personal stress adversely affect business culture and profits? Where do our business leaders have the opportunity to support the mental wellbeing of their teams, while also making sure they achieve their goals? Why is burnout becoming such a widespread challenge in sales today? How can we re-train our brains to manage this pressure more effectively? What are some simple practices people can use to manage this better for themselves? In which direction are business and people management heading? Listen to the answers to these questions and learn how to move your business and sales teams in calmer and more profitable directions.   Asher Sales Sense is hosted by John Asher of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

This Asher Sales Sense Podcast - “Selling with Authentic Persuasion” - features host John Asher with guest Jason Cutter, Sales Success Architect and Keynote Speaker in Fort Myers, Florida. Jason is the CEO and Founder of the Cutter Consulting Group and the author of the book with the same name as this episode's title - Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker. Jason is also the host of the Authentic Persuasion Show, the Scalable Call Center Sales podcast, and Call Center Confidence with Cutter & Catt. ----more---- About John's Guest: With a degree in Marine Biology, years of experience tagging sharks, then time spent at Microsoft on the tech support team, Jason didn't know what he wanted to do with his life. He fell into sales at age 27, following the path of so many others: no plans on being in sales, no training, no coaching, and no real leadership. But after 18 successful years in sales seeing so many sales teams struggle, he's made it his mission to empower over one million people to become AUTHENTIC PERSUADERS. What was it about his path in life that led to an ability to sell so effectively? Why do most people end up in a sales role/career? And why do most of them end up being an “Order Taker” in their sales role? What can you do if you are in sales, but don't feel like a ‘natural-born salesperson'? What are the keys to becoming effective at sales? Why do sales slumps happen? How have buyers changed over time? What can business owners do to support their sales team in being more effective? Listen to the answers to these questions and learn how to transform from being an Order Taker to Quota Breaker.   Asher Sales Sense is hosted by John Asher of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

  You're a busy business professional and know you aren't getting enough sleep. You have limited time and too much on your mind and think you can sleep when you retire. But what if you were able to get more sleep, be more successful in your job, and have a much better chance at retiring early? There are techniques that can help you get the best sleep out of the time you have. This Asher Sales Sense Podcast - “The Power of Sleep for Business and Sales Leaders” - features host John Asher with guest Bob Martel, professional sleep coach and head of Positive Results Hypnosis in Holden, Massachusetts. Bob is the author of “I am Sleeping Now: How to Fall Asleep, Stay Asleep and Wake Up Refreshed” and the host of the weekly “Mind Magic Radio” show on WCRN talk radio. ----more----   What's meant by the term “respecting” sleep? How can you condition your mind for sleep? Do purposeful breathing techniques help? If you like to read before you sleep, what's the best way to do it? How can you get back to sleep after you've woken up in the middle of the night? What are some useful and positive self-talk phrases? How can you break the habits that sabotage good sleep? Listen to the answers to these questions - so instead of chasing sleep you can be ready in the morning to chase more business.     Asher Sales Sense is hosted by John Asher and Kyla O'Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

  The real estate market has hotted up and there likely are more realtors than properties for sale. If you're a realtor, how can you differentiate yourself from the rest of the pack? If you're a construction contractor, how can you convince buyers to choose value over price? And when you combine the two professions can you generate more sales? This Asher Sales Sense Podcast - “Top Sales Strategies for Realtors and Contractors” - features host John Asher with guest Bill Reiman, Vice President of RK Reiman Construction Incorporated and President of Reiman Properties in Marco Island, Florida. Bill's also the host of “The Real Build Podcast” - informing people what they need to look for before buying, building, or selling a home. ----more----   What sales strategies should every realtor and contractor be following? How about video? Does it help sell? Why is communication the key to the real estate and construction processes? How about follow-up and having touch-points within a transaction? Is price always the deciding factor? Can you get better quality clients by delivering a superior product? Why is developing a personal brand more important than ever before? Listen to the answers of these questions so you can be a more successful broker-builder like Bill.   Asher Sales Sense is hosted by John Asher and Kyla O'Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

  Video marketing is usually associated with getting someone's attention. But what if it's in the wrong way? What if you took the lens of marketing and focused on prospects in their cultural context during their customer journey? The next Asher Sales Sense Podcast—“ Grow Your Profits with Powerful and Engaging Video Content” features host Kyla O'Connell with guest Leo Napper, CEO and Producer at Vicar Studios, creating entertaining and informative media that turning viewers into customers. Vicar Studios, headquartered in the Washington DC Metro area, plans and oversees TV and film projects, advertising campaigns, and design marketing and brand identities. Leo and his colleagues add the power of anthropological research to gain complete insight into marketing audiences.   On this podcast, Kyla and Leo discuss… How an anthropologist got into the video business The importance of language and culture in refining marketing strategies Recognizing the positive and negative impacts of cultural sensitivities The melding of anthropological artifacts into marketing And the enduring relevance of storytelling - the oldest art form Listen in to discover how cultural approaches can improve your marketing and grow your profits.   Asher Sales Sense is hosted by John Asher and Kyla O'Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

  It has long been known that digital marketing tools can help you boost your company's presence online and attract more business. But did you know you could use many of the same ones to evaluate your competitors? In a previous Asher Sales Sense Podcast, John Asher and John Edwards discussed “The Five Ways Elite B2B Competitors Are Beating You Online.” Now they've returned to talk about using marketing tools to help you gain competitive advantage. This Asher Sales Sense Podcast – “Employing Digital Marketing Tools to Evaluate Competitors” - features host John Asher with guest John Edwards, Executive Vice President at Communica, helping companies with digital marketing and sales initiatives. His areas of focus include strategic consulting, digital tools, and platform integration, including marketing automation, CRM, social media and content development - all designed to accelerate marketing and sales. ----more----   What are the five pillars of digital presence? Which is the most important? What are some of the leading online marketing tools and their specific uses? How do you use them to compare your company's ratings with others? Listen in to learn the answers to these questions so you can run digital circles around your competitors. Asher Sales Sense is hosted by John Asher and Kyla O'Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

  Who am I? Where am I? How did I get here? If you're in sales, you've probably asked yourself those questions at one time or another. Most kids when asked what they want to be when they grow up don't respond with, “I want to be in sales!” And yet, it is one of the most challenging and rewarding professions where you can take control of your destiny - and have fun along the way.   The next Asher Sales Sense Podcast - “I'm in Sales? How I Learned to Love that Sales Thing” - features host Kyla O'Connell with guest David Potts, Senior Sales Trainer and Consultant for all things Asher. David normally handles Asher Sales Sense introductions and productions, but this time gets an opportunity to tell a little about himself and his journey from sales denier to sales enthusiast. ----more---- On this podcast, Kyla and Dave discuss First sales jobs where you don't realize you're in sales The moment when you finally do realize you're in sales How sales knowledge and aptitude are vital in any job Listen in to learn the secrets of how Dave had success in the Air Force without being a pilot, success at Lockheed Martin without being an engineer, and success at Asher Strategies without being particularly gifted at sales training or consulting.   Asher Sales Sense is hosted by John Asher and Kyla O'Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

  One thing that stayed consistent during the past year is cold calling. It still works. Surprised? You shouldn't be. It worked before the pandemic and during the pandemic. Have you noticed that a phone call can sometimes be better than a virtual meeting with video? There are fewer distractions and more focused communication. It's why podcasts can be more compelling than videos. Properly done, cold calling brings in sales.   This Asher Sales Sense Podcast – “Post-Pandemic Cold Calling” features host John Asher with guest Nancy Calabrese, Founder and CEO of One of a Kind Sales, offering comprehensive lead generation and sales management services for increased sales and business growth. Nancy is passionate about a properly executed pre-sales process – engaging with prospects, uncovering their needs, and turning them into qualified leads. Her unique approach, positive attitude, and relentless attention to detail are derived from her experience in recruiting. Her new book, “The Inside Sales Solution” is available through Amazon. ----more----   On this episode Nancy and John discuss:  What's the truth about cold calling today (what really works)? What's the most important quality in a successful prospecting campaign? What metrics should you track and how can you track them easily? What are the secrets of managing a high-performance inside sales team? How can you convert your outside salespeople into inside prospecting rock-stars?   Listen to the answers of these questions so you can learn how to connect with those out-of- reach strategic prospects.     Asher Sales Sense is hosted by John Asher and Kyla O'Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

Are you continuously stressed out about having too much to do and too little time? Are you tired of forgetting follow-ups with prospects or missing opportunities with existing clients? Does the pace of progress feel a bit like you’re slogging through molasses? The next Asher Sales Sense Podcast—“The Secret to How Productive Workdays Work”—features host Kyla O’Connell with guest Leslie Shreve, workload management and productivity expert, and the Founder and CEO of Productive Day®. Leslie has worked with executives, professionals and corporate teams since 2003 to help them increase efficiency and productivity by up to 300% in as little as 4 weeks, while reducing stress by up to 90%, using her unique, proprietary system called Taskology® The Science of Getting Things Done. Clients previously frustrated or overwhelmed with too much to do, too many emails and too little time now claim to have a secret—a new system they can use to take charge of their workday and gain more clarity, confidence and control of tasks, time and email. On this podcast, Kyla and Leslie discuss… Some of the tell-tale warning signs that inefficiencies exist in a professional workday The secret to how productive workdays really work The #1 hidden barrier that holds professionals back and puts their productivity in slow motion. The many unsuspecting ways time is lost in a typical workday that professionals are unaware of and how can they get that time back. The most common—but most inefficient and ineffective—way to manage email and why it costs so much time, energy and productivity. Tune in to discover how you can change the way you manage your workload and your workday so you can accelerate achievement and make more meaningful, powerful progress on the projects and the initiatives that matter the most to you—and to the future of your company. Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

  Have you ever wondered what successful people have in common? And why some seem to thrive in the face of challenges? Are they exceptions or can others of us also develop the same kinds of habits to succeed in sales or any other endeavor? This Asher Sales Sense Podcast – “Fit for Success - Lessons on Achievement and Leading Your Best Life” - features host John Asher with guest Nick Shaw, co-founder of Renaissance Periodization (RP), a multi-million-dollar health and fitness company that has improved the lives of hundreds of thousands of clients around the world. Nick has coached world- class athletes including CrossFit Games champions, international medalists in weightlifting, UFC fighters, Navy SEALs, and Olympians. But it wasn’t until 2020 when his wife was diagnosed with breast cancer and facing the fallout of treatment for months through COVID-19, that he had to really lean into the habits he was teaching and put them to the ultimate test. His new book, with the same title as this podcast, details what he learned. What are the seven principle habits for success that both athletes and business professionals should master? Which are the most important? How vital is the concept of internal locus of control? What is the biggest takeaway Nick Shaw realized from all this? Listen in to learn the answers to these questions so you can develop new habits to build your path to success and lead your best life. Nick Shaw is the co-founder of Renaissance Periodization (RP), a multi-million-dollar health and fitness company that has improved the lives of hundreds of thousands of clients around the world. His story – and the story of RP—has appeared in a Forbes feature story, which chronicled Renaissance Periodization’s rise from a small business into an influential tech company with an industry-leading app available through Apple’s app store and Google Play. Nick has also helped to coach numerous world-class athletes including CrossFit Games champions, international medalists in weightlifting, UFC fighters, Navy SEALs, and Olympians. Nick and his team at RP have sold hundreds of thousands of books over the years ranging from Nutrition, Training, Recovery, and creating Healthy Habits.   “Fit for Success” Book Synopsis In Fit for Success, author Nick Shaw details the habits successful people have in common and how we can develop those same habits to thrive — despite our obstacles. Using what’s he’s learned over the past decade, Nick has helped top athletes and hundreds of thousands of people around the world through his company Renaissance Periodization to look, feel, and perform their best. But it wasn’t until 2020 when his wife was diagnosed with breast cancer and facing the fallout of treatment for months through COVID-19, that he had to really lean into the habits he was teaching and put them to the ultimate test. This book vividly outlines the lessons he’s learned, some valuable takeaways, and most importantly how you can use these habits to build your own path to success. Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

  You’re a high-performing leader. It’s time to shed the doubt. You’ve hit milestone after milestone in your career. You’ve achieved stellar highs. People look to you for direction as a model of success. So where is all this doubt and insecurity about how to lead coming from? And is it even possible to shake these feelings of uncertainty? How can you conquer your imposter syndrome and harness these uncomfortable feelings to develop leadership mastery? Could that inner doubt you’re wrestling with actually be a signal that you are on the verge of greatness? Why is it that so many leaders struggle with doubt? Aren't effective leaders supposed to project confidence? Are leaders born or made? How do our favorite books and movies shed light on our own leadership styles? What role do stories play in all this? How can someone identify the self-sabotaging stories they're telling themselves? What are the four stages of a leader's journey? Listen in to hear the answers to these questions (and more) so you can put doubt behind you and achieve success in front of you. ----more---- About Kyla's Guest:  This Asher Sales Sense Podcast features host Kyla O’Connell with guest Marc Pitman, CEO of the Concord Leadership Group in Greenville, South Carolina, and author of the new book The Surprising Gift of Doubt. Marc provides executive coaching, keynotes, workshops, and leadership intensives helping leaders navigate the rough waters and heavy burden of leading. He’s also the Executive Director of The Nonprofit Academy, serving nonprofit leaders around the world with training, tools, and templates for leadership and fundraising.   Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

  Your sales team is pretty good at sales and marketing presentations. Pitches go well and the majority of your sales opportunities are won. Customers are happy. The company is making money. Salespeople are getting bonuses. Everything’s good, right? But what if you could increase your win rate by 10% or 20%? And what would that mean if you could do it without throwing more people, time, and money at your sales process? You can significantly increase your top line if in your presentations you pay more attention to the bottom line of your audience’s interests. What does the Audience Driven, Authentic Presentations (ADAP) mean? Why is it so important? How did this presentation success model originate? What’s more important in a presentation? The customer? Your company? The presentation environment? What are some great examples of how ADAP works? Listen in to learn the answers to these questions so you can present like a pro and bring in more deals.   About John's Guest:  This Asher Sales Sense Podcast – “Audience Driven, Authentic Presentations” - features host John Asher with guest Dr. Jerry Cahn, President of the Presentation Excellence Group, providing presentation training, leadership consulting, and organizational consulting to startup and Fortune 100 companies enabling them to win million-dollar deals.     Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

  As a business or sales leader, you’re beginning to see things turn for the better. There’s hope that the economy will rebound and sales will take off. You’ve pushed your young team to keep the company afloat and they responded and kept their jobs. Now all you have to do is sit back and watch the orders come in. But what if the Millennials on your sales team are tired of being pushed around? And you don’t know that? When business picks up, will your team take you to new performance levels - or take off for other jobs? ----more----   About Kyla's Guest: This Asher Sales Sense Podcast - “How Great Leaders Create Organizations Their People Never Want to Leave” - features host Kyla O’Connell with guest Clint Pulver, Emmy Award- Winning Keynote Speaker, Author, and Professional Drummer. A former private pilot turned generational workforce expert, Clint has dedicated his professional career as the "Undercover Millennial" uncovering the secrets to what leaders are doing right. His new book “I Love It Here” is now available for order through Amazon. Clint pulls back the curtain to reveal the research and unscripted truths of the 10,000+ employees he’s interviewed undercover, revealing the reasons for their lasting loyalty and what triggers them to head for the exit door.     Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

We are approaching a year spent selling in pandemic conditions. The virus has taken much from us and forced us to change the ways in which we live and work. In the beginning we thought we could muddle through for a few weeks. Those weeks stretched to months and months. But our initial fears have given way to resilience. We’ve found we can continue operations and sell to customers using technology platforms. But at what cost? Are the benefits of technology robbing us of closer contact in our business relations? Could we do better in connecting with each other? ----more---- This Asher Sales Sense Podcast – “Connecting Personally Through Technology to Sell Authentically” - features host Kyla O’Connell with guest Frederique Irwin, Founder and CEO of HER CORNER Inc., a Washington DC-based company offering business peer groups for women business owners committed to business growth. When she’s not managing the business operations of Her Corner, you can find Fred either running accelerator programs or working one-on-one with women to help them scale their businesses. She is one of 500 high impact global entrepreneurs selected for the Edmund Hillary Fellowship program working globally to support others in business endeavors. Fred also has taught entrepreneurship, business management, and organizational behavior at the Kogod School of Business of American University. How has the global pandemic changed selling approaches, processes, places, and locations? What adjustments have been made? What are the benefits of greater reliance on technology in selling? How can we use technology to be more genuine and authentic? What will stay or go away after the pandemic? What will be hard to go back to? Listen in to hear the answers to these questions (and more) so you can be more authentic in your technology-enabled business transactions. Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

You might be in the majority if you think B2B digital strategies don’t work. And you’d be wrong. The reason is that it’s hard to get them right. Let’s say you already (1) have access to people who know what they’re doing in the digital realm and (2) your systems are driving leads to operationally functional sites. That’s good. You’re avoiding two common problems in this arena. But what about the biggest problem: failure to have a solid B2B digital strategy? This Asher Sales Sense Podcast – “Digital Strategy: How Elite B2B Competitors Get It Right and How You Can Too” - features host John Asher with guest John Edwards, Executive Vice President at Communica, helping companies with digital marketing and sales initiatives. His areas of focus include strategic consulting, digital tools, and platform integration, including marketing automation, CRM, social media, and content development - all designed to accelerate marketing and sales.  Why is your B2B digital strategy so important? How has the pandemic affected digital strategies? What makes up a digital strategy - what does it encompass? What might a digital framework consist of? What content is included in a properly constructed digital plan? What about investment? And how about performance? Listen in to learn the answers to these questions so you can get your digital strategy right and stay in the fight. Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

  Is your company’s digital presence competitive? You invest a lot for it, but are you getting the results you need or are you getting pushed around by the A players? Maybe it’s not the quantity of money you spend on digital presence that’s as important as the quality of the strategies and tactics you use. What if you could make a few key adjustments and quickly be more effective in attracting business? This Asher Sales Sense Podcast – “The Five Ways Elite B2B Competitors Are Beating You Online” - features host John Asher with guest John Edwards, Executive Vice President at Communica, helping companies with digital marketing and sales initiatives. His areas of focus include strategic consulting, digital tools, and platform integration, including marketing automation, CRM, social media and content development - all designed to accelerate marketing and sales.  What does digital presence encompass? Can you raise your domain authority scores? How can you leverage social media in business settings? Is all marketing automation the same? What are some of the most common digital strategies companies can undertake too quickly improve and be more competitive? Listen in to learn the answers to these questions so you can run digital circles around your competitors.   About John's Guest John is a marketing, sales and consulting professional with over 25 years of experience at leading organizations such as Time Warner, AOL, Netscape, CompuServe, and Communica.  As Executive Vice President with Communica, he helps direct digital marketing and sales initiatives for both B2B and B2C clients. Areas of focus include strategic consulting, digital tools and platform integration (including marketing automation, CRM, and social media), as well as content development expertise - all designed to accelerate marketing and sales.  He works with companies across a broad range of industries including manufacturing, media, telecommunications, consumer products, e-commerce, healthcare, professional and financial services, and more. He’s often called on to help clients develop and implement sales best-practices and processes. John is Marketing Skills (A/B/C) and CRM-Field Marketing Certified through the Business Marketing Institute, and has also been an active angel investor, entrepreneur, and advisor working with portfolio companies at the Ohio Tech Angel Fund, 10x Accelerator, TechColumbus, and others.     Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

  Is your lack of sales skills holding you back from getting that next promotion? You like your company and you want to be successful in it, but the idea of becoming an aggressive always-be-selling salesperson makes you cringe. Here’s some good news. It doesn’t have to be that way. You don’t need to fear selling anymore. With a new perspective and some helpful tips on conversations, you can become the kind of salesperson who customers trust and sales managers reward. This Asher Sales Sense Podcast – “If You Can Have a Conversation, You Can Sell”- features host John Asher with guest Kim Fredrich, founder of an outsourced B2B sales firm in the Washington DC Metro Area and author of a popular book with the same name as this podcast title. Kim helps small B2B service-based businesses reach ambitious revenue goals by teaching them how to have winning sales conversations.    About John's Guest: Founder of an outsourced B2B sales firm in the Washington DC Metro Area and author of "If You Can Have a Conversation, You Can Sell". Kim helps small B2B service-based businesses reach their ambitious revenue goals - either by doing the selling for them, or by teaching them how to have sales conversations that turn into clients. She's conducted workshops for Howard University’s In3 Incubator, the Virginia Community Business Partnership and the Maryland Women’s Business Center, in addition to her work with private B2B services clients.      Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

  The holidays are here and it’s a time of giving. How do marketers plan for this season as they work on fundraising? Leandra Clovis joins us to discuss how she is navigating the giving season in her work as Senior Director, Walk to End Alzheimer’s at the Alzheimer’s Association, Central and North Florida where she manages the development and implementation of peer to peer fundraising campaigns.   About Cyndi's Guest: Leandra Clovis has nearly a decade of experience working with national nonprofit organizations, which she brings to her current role as Senior Director of Walk to End Alzheimer’s for the Alzheimer’s Association in Central and North Florida.  In her current role, she manages the development and implementation of the Central and North Florida Chapter’s peer-to-peer fundraising campaigns, including Walk to End Alzheimer's, The Longest Day (DIY) and RivAlz football games. As the strategic lead for the team, she manages the overall plan to achieve revenue goals by developing communication plans, creating best practices, and coaching staff. She works cross-departmentally to ensure that goals are met collaboratively. Annually, these three fundraising programs are responsible for nearly $2 million dollars in revenue for the Association. Since 2018, her strategies have helped to increase fundraising revenue for the chapter Walk to End Alzheimer’s program by 14%. She currently sits on the Walk National Leadership Council for the Association helping to draft materials and best practices to guide walks nationwide     WVU Marketing Communications Today is hosted by Cyndi Greenglass from West Virginia University which is a program on the Funnel Radio Channel.     

If you are new to outbound sales, you may be making some common mistakes that can be shockingly detrimental to your numbers.  This week on INSIDE Inside Sales, Darryl welcomes Dana Lindahl, the rockstar author and Founder of Legendary Leadgen. Darryl and Dana discuss the 7 biggest mistakes you can make in outbound sales, such as using convoluted messaging, being too spammy, or blaming your prospects for not replying fast enough. They also offer advice on how to counter these blunders and develop new strategies to increase your success rates. Learn how you can avoid and overcome these pitfalls on this episode of INSIDE Inside Sales! Dana Lindahl is an author, entrepreneur, and B2B lead generation expert. Dana started his journey in the world of B2B marketing over 10 years, as a copywriter helping startups and fast-growing companies get their message out to their users in a way that resonates with them.In 2014 Dana founded the company Legendary Leadgen, which helps other marketing agencies and B2B service providers get in touch with their ideal prospects, set sales appointments, and make more sales.To date, Dana's team at Legendary Leadgen has been responsible for over 50,000 leads produced for their clients. These leads have resulted in sales well into the 7 figures for Legendary Leadgen's clients.These days, Dana's main focus is on helping other entrepreneurs and business owners understand the system he's created for his team - empowering other business owners to create the same results in their business they provide to their clients. INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanillaSoft is the sponsor for INSIDE Inside Sales.     

  The use of digital advertising has been on the rise and has seen continuous growth despite these unprecedented times. How do you stand out in a crowded digital space? Storytelling. Join Sukhi Sahni, head of corporate communications at Capital One as she discusses how to sell stories in a digital world.   About Amy's Guest: Sukhi is passionate about reframing relationships between brands and their customers and consumers, prizing purpose, authenticity, poignancy, and connected conversation above all things. She believes that powerful storytelling is at the heart of good communication and draws on her training as a broadcast journalist to extract truths, push boundaries and challenge the status quo. Sukhi deeply values the relationships she’s built and cultivated over the years with journalists, bloggers and influencers - relationships that are core to the storytelling process. Sukhi brings the energy of new practitioner with the finesse and fearlessness of a veteran to her daily practice. She currently holds the position of Senior Director ofCommunications at Capital One and was recently recognized by The Holmes Report a global communications leader through the “Global Innovator 25 Award” and a top woman in PR through the “Top Women in PR Award”.     WVU Marketing Communications Today is hosted by Amy Teller from West Virginia University which is a program on the Funnel Radio Channel.     

  What do you do when life throws you a curveball and you need to start over?  This week on INSIDE Inside Sales, Darryl is once again joined by well-respected author and sales trainer, Niraj Kapur. Darryl and Niraj go over the strategies you should follow when you have to hit the reset button, such as getting a coach to help with your mindset, resisting the urge to cocoon, and using your time to help others. Learn how you can succeed when starting over on this episode of INSIDE Inside Sales!   About Darryl's Guest: After 23 years working in sales in corporate London – from SMEs to The Guardian Newspaper Group to FTSE100 businesses (British equivalent of Fortune 500), Niraj’s book, Everybody Works in Sales became an Amazon bestseller reaching #17 under Business. Due to this success, Niraj launched an expert sales coaching practise, Everybody Works in Sales Ltd where he helps businesses and entrepreneurs increase revenue by teaching sales techniques and strategies that are not forceful or lacking integrity.  He has trained clients and given talks at Natwest, University of Buckingham, Barclays and Federation of Small Business.     INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanillaSoft is the sponsor for INSIDE Inside Sales.     

Amanda Sains is the head of marketing at Joolies Organic Medjool Dates in Venice, CA. She was part of the brand launch at the trade show Natural Products Expo West in 2019 with only packaging prototypes and a stand-out booth design. Now, about a year and a half later this July, the brand is distributed nationally in over 1,500 doors with many different products including Dates and Date Syrups and flavors. Join Amanda as she discusses brand management and her experiences in launching a brand. About Karen's guest: Amanda Sains is the Head of Marketing at Joolies Organic Medjool Dates, an organic snack that's changing the date-ing game as we know it, based in sunny Venice, CA. Amanda took part in the launch of the Joolies brand at the trade show Natural Products Expo West in 2019 with only packaging prototypes and a stand-out booth design. Now, about a year and a half later this July, Joolies is distributed nationally in over 1,500 doors with many different products including Dates and Date Syrups and flavors.  Prior to Joolies, Amanda worked as the director of marketing and business development at B’more Organic. She received her B.S. in Journalism and her M.S. IMC from WVU. WVU Marketing Communications Today is hosted by Karen Freberg from West Virginia University which is a program on the Funnel Radio Channel.     

We are deep into the biggest remote work revolution of our lifetime, and if you want to stand out from your competitors you need to start creating content right now. This week on INSIDE Inside Sales, Darryl welcomes foremost authority on generating exposure through content, President and CEO of RemoteSales, Jason McElhone. Darryl and Jason discuss how you can get started building your personal brand right away, whether you do it by writing, podcasting, or just getting in front of the camera. They share some fantastic tips and insight into how you can increase your visibility by simply being authentic, where to look if you need ideas, and how to niche down and find your tribe. Learn how to get ahead through content creation on this episode of INSIDE Inside Sales!   INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanillaSoft is the sponsor for INSIDE Inside Sales.     

As COVID-19 propels society into a new digital revolution, the entire world is seeking new ways to create connections and innovate at a distance. The future of a "touchless" or "low-touch" world is becoming increasingly more necessary as we settle into the "new normal." Rodney Williams, COO of LISNR, provides insight into how technology is empowering connection, safeguarding society, and creating new opportunities for business managers and marketers.   WVU Marketing Communications Today is hosted by Karen Freberg from West Virginia University which is a program on the Funnel Radio Channel.     

  What is a product insight? How do we find insights? In today’s conversation, Hannah Gordon, product insights analyst for Airbnb, will dive into why product insights matter, how to find insights and when to use them. Hannah will share tips on how she uses insights in her day-to-day at Airbnb to influence stakeholders and build products to delight users and meet business goals.   About Cyndi's Guest: Hannah Gordon is a mixed methods researcher and a ‘14 graduate from WVU’s IMC program. She is also a graduate from WVU’s Reed College of Media. Hannah has a passion for combining qualitative and quantitative research methods to recognize trends, develop strategies to achieve business goals, influence stakeholders and build products users love. Hannah is currently a product insights analyst at Airbnb, where her research is focused on driving product and policy improvements. Prior to joining Airbnb, she was a research analyst at JustAnswer, where she took a data-driven approach to solving user problems and reducing overhead business costs. Hannah lives in San Francisco with her husband, who is also a WVU graduate.     WVU Marketing Communications Today is hosted by Cyndi Greenglass from West Virginia University which is a program on the Funnel Radio Channel.     

  Do you get overwhelmed or struggle with anxiety when it comes to hitting your quota? I’m pretty sure we all do. This week on INSIDE Inside Sales, Darryl discusses all things quota with none other than best-selling author and sales consultant icon, Justin Michael. Darryl and Justin share some tangible steps that can help you increase your pipeline and hit your quota on a consistent basis. They offer tips such as streamlining your tech stack, smarter time management, as well as leveraging the processes that generate the most impact. Hear how you can reliably and regularly hit your quota on this episode of INSIDE Inside Sales!   About Darryl's Guest: Justin “TQ” Michael is an avid technologist and sales futurist that has sought to automate sales development itself for dozens of cutting-edge technology start-ups over the last two decades. He’s coined the term Technology Quotient (TQ) as distinct from IQ and EQ for Sales. He’s releasing a book called “Tech-Powered Sales: Achieve Superhuman Sales Skills” in 2021 as a disciple of Aaron Ross and “Predictable Revenue.” He was the featured case study in “Combo Prospecting” by Tony J. Hughes as “the cyborg rep.” Justin has worked for Salesforce, LinkedIn, Sean Parker and consulted over 100 start-ups on cracking top funnel with converged tech stacks.     INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanillaSoft is the sponsor for INSIDE Inside Sales.     

  John F. Kennedy is often quoted as saying, “Let us never negotiate out of fear. But let us never fear to negotiate”. This week on INSIDE Inside Sales, Darryl is joined by Tim Kintz, author of “Frictionless: Closing and Negotiating with Purpose” and rockstar president of The Kintz Group. Darryl and Tim share valuable wisdom from Tim’s Five Golden Rules of Negotiating, such as whether or not negotiation is even needed to close a sale. They also offer incredible advice on negotiating from a position of strength, gaining an advantage through timing, and how to build in victories through removal objections. Learn ways to win more deals through strong negotiating skills on this episode of INSIDE Inside Sales!   About Darryl's Guest: Mr. Kintz has been in the Automotive industry since 1990. Tim started his career detailing cars and worked his way from lot porter to sales where he was a high achieving salesperson with a track record of success. From sales Tim was promoted to F&I where he excelled as the Top Producer with his Dealer Group. Then he worked his way to Sales Manager, General Sales Manager and General Manager. Tim also attended the NADA General Dealership Management Academy and graduated in 2000, where he gained a working knowledge of the daily operations in all aspects of dealership management. Check out his book on Amazon - Frictionless: Closing and Negotiating with Purpose     INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanillaSoft is the sponsor for INSIDE Inside Sales.     

  Discovery calls have been called revenue defining moments. So when you call a prospect do you have a plan for what to say if they actually answer their phone, or do you get caught off guard?  This week on INSIDE Inside Sales, Darryl welcomes the authority on all things related to discovery calls, Richard Smith, the rockstar Co-Founder and Head of Sales for Refract. Darryl and Richard go over how discovery calls are the most important stage in the sales process and offer valuable advice on how you can use them to their fullest potential. They share tips such as having an agenda for what outcomes you want to accomplish, not rushing headfirst into a demo and spotting emotive nuggets to learn as much about your prospect as you can. Learn how to close more deals by getting the most out of your discovery process on this episode of INSIDE Inside Sales!   About Darryl's Guest: Richard is Co-Founder and Head of Sales for Conversation Intelligence company Refract. He has a passion for helping salespeople become more successful through coaching, personal development, and better understanding the science of sales.     INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanillaSoft is the sponsor for INSIDE Inside Sales.     

How do we move forward with in-person meetings safely? During this conversation, we will delve into ways to plan and execute events during the COVID pandemic. What questions should we be asking and what are some things we can all do to ensure safe meetings. Join Heidi Nizowitz, Director of Convention Services at Mandalay Bay, to learn how event planners are overcoming obstacles in today’s environment. WVU Marketing Communications Today is hosted by Cyndi Greenglass from West Virginia University which is a program on the Funnel Radio Channel.     

It’s given that personalities matter in business and that personalities differ. We all know these truths. And yet, in the moment of seller to buyer engagement we tend to forget and focus on the what we are selling rather than to whom we are selling. And not only that, we forget to adjust our communication styles to their personality styles. How good are you at knowing your personality traits and identifying your blind spots, your extremes? What if you could modify your extremes by stretching and turning your communication limitations into communication advantages? This Asher Sales Sense Podcast – “Personality Stretch Strategies to Reach Optimal Performance” - features host Kyla O’Connell, Senior Partner and Sales Facilitator at Asher Strategies. Kyla explains the techniques and power of personality stretching as taught in Asher Strategies “Close Deals Faster” sales seminars. Once you are aware of your personality extremes and blind spots, is personality stretching easy to learn? What is at stake if you are not stretching your extreme personality traits? Is personality stretching considered emotional intelligence (EQ)? Can you reach the highest levels of EQ without learning how to stretch your personality extremes? How critical is EQ in business today? Listen in to hear the answers to these questions (and more) so you can stretch like a sales pro and convert more leads into orders. Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

  Your messaging should change as you move through the funnel, but are you mindful of when and how it should change?  This week on INSIDE Inside Sales, Darryl is joined by sales training and communications expert Jeff Molander. Darryl and Jeff dive right into how you should be communicating with your clients and go over the high-level risks associated with poor communication, such as inadvertently making yourself a commodity instead of a powerful growth engine. They also share valuable tips on how and when to switch from sounding like a marketer to becoming a trusted advisor. Learn how you can use tactful communication to achieve greater impact on this episode of INSIDE Inside Sales!   About Darryl's Guest: There are a lot of social media experts speaking on engaging customers with Facebook, YouTube and blogs but only one showing how to make them produce leads and sales: Jeff Molander. He is demystifying social media—showing businesses large and small how to break old paradigms that limit their success. Jeff revs up crowds by proving how the hyped-up social media revolution is distracting us from the real opportunity—to evolve beyond the platitudes of social media gurus. Insightful, practical and passionate, Jeff is a sought-after corporate trainer to global corporations and an accomplished entrepreneur having co-founded the agency that is now the Google Affiliate Network. He is adjunct digital marketing faculty at Loyola University’s school of business and his new book, Off The Hook Marketing: How to Make Social Media Sell for You, is first to offer a clear, practical way to create leads, sales on social platforms. Jeff's passion is palpable as he combines exciting social media success stories with 3 principles that bring audiences closer to making the sale. Audiences walk away from his engaging presentations with clarity on how to create more leads and sales using a practical, hype-free approach to social media technologies. Along the way, Jeff humorously throws rocks at his audiences' enemies (self-anointed social media “gurus”), confirms gnawing suspicions and encourages their dreams. Most importantly, he provides clear, “next steps” that are already creating results for others—including his own publishing and speaking business!     INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanillaSoft is the sponsor for INSIDE Inside Sales.     

Lack of sales lead follow-up is a plague on B2B Companies.   Maybe, just maybe, a Sales Engagement Platform will solve the sales lead follow-up nightmare.  Marketing managers should listen to this podcast. ----more---- About the Josh Baez The Engagement Manager at Heinz Marketing Having worked with dozens of companies across multiple industries, Josh brings his creativity, expertise, and fresh perspectives to every situation. From go-to-market plans to ABM programs, Josh thrives on rolling up his sleeves to help each of his unique clients uncover their buyers’ needs, develop competitive content and messaging, and orchestrate campaigns across channels and audiences to generate revenue with precision. Josh believes marketing isn’t solely about generating leads, but more so about crafting meaningful engagement experiences that – in turn – create long-term, loyal customers. Heinz Marketing's Online Sales Pipeline Velocity Calculator Our Sales Pipeline Velocity Calculator helps you identify how fast qualified opportunities are moving through the sales funnel. Our calculator will calculate the pipeline velocity for you using the data points you provide. Heinz Marketing Demand Generation Heinz’ proven, buyer-centric demand generation programs take into account the unique nature of your business, customers, and industry – applying proven best practices to create a repeatable, scalable engine of qualified opportunities and long-term pipeline. Our approach covers strategy, design, and execution – including online and offline efforts that align buyer intent with your sales process to increase both immediate and long-term conversion yield. SLMA Radio is hosted by James Obermayer of the Sales Lead Management Association which is a program on the Funnel Radio Channel.      

  Paula Scher is one of the most influential graphic designers in the world. Described as the “master conjurer of the instantly familiar,” Scher straddles the line between pop culture and fine art in her work. Iconic, smart, and accessible, her images have entered into the American vernacular. Scher has developed identity and branding systems, promotional materials, environmental graphics, packaging and publication designs for a broad range of clients. In this session, Scher reflects on career-defining moments, shares her design process and explores the relationship between design and marketing. Scher has been a partner in the New York office of Pentagram since 1991. She began her career as an art director in the 1970s and early 80s, when her eclectic approach to typography became highly influential. In the mid-1990s her landmark identity for The Public Theater fused high and low into a wholly new symbology for cultural institutions, and her recent architectural collaborations have re-imagined the urban landscape as a dynamic environment of dimensional graphic design. Her graphic identities for Citibank and Tiffany & Co. have become case studies for the contemporary regeneration of American brands.     WVU Marketing Communications Today is hosted by Whitney Drake from West Virginia University which is a program on the Funnel Radio Channel.     

It’s our 100th episode of this podcast! Can you believe it?!   We decided to turn the tables for this very special offering of INSIDE Inside Sales and for the first time ever, Darryl will be the guest. Now who could we possibly find that would be up to the challenge of interviewing VanillaSoft’s dynamic, bombastic, and fashion icon of a Chief Revenue Officer? All-Star guest and fan favourite Benjamin Dennehy joins us for his record-setting 4th time to dig deep and dive into all things Darryl Praill. Learn everything you wanted to know about the who, why, and how about your humble host as we celebrate this milestone episode of INSIDE Inside Sales!   About Darryl's guest: Benjamin Dennehy is an engaging sales speaker, Interim sales director and sales trainer who will explain that the barriers cemented within your selling process ARE your parents’ fault! Dennehy brings an antipodean brutality and charm to the sales experience many have never encountered before. His ‘no holds barred’ presentation will educate, inspire, motivate and help your sales people understand why they struggle with many of their daily sales frustrations. INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanillaSoft is the sponsor for INSIDE Inside Sales.     

  Deciding to shift your career can be challenging. Joining us today, David Hovis, marketing and communications manager for Team Penske, went from being a history major to changing his focus on PR. David will share what brought him to racing public relations, how his role has evolved and advice on how you can switch or start your career in PR.   About Michael's Guest:  David manages day-to-day public relations efforts for the No. 6 and No. 7 Acura Team Penske ARX-05 DPi entries competing full-time in the IMSA WeatherTech SportsCar Championship. David also manages the Team Penske eSports team, content and maintenance of teams' official website, as well as assists with media guides, driver appearances, and is a designated at-track public relations and sponsor relations manager at all IMSA WeatherTech SportsCar Championship events for Helio Castroneves, Juan Pablo Montoya, Dane Cameron, and Ricky Taylor.     WVU Marketing Communications Today is hosted by Michael Lynch from West Virginia University which is a program on the Funnel Radio Channel.     

  It's as much about the content as it is your voice. Many times I hear hosts that think they can just randomly start talking. Sometimes it's difficult to follow as they dart around taking tangents without ever completing a point or thought. They may have a fabulous voice, but what am I gaining by listening? I almost need a whiteboard to draw pictures and take notes to track them.Other hosts don't even realize how organized their thoughts are and naturally speak in a logical order providing a ton of helpful information, but their speech patterns, ambient noises, poor equipment make it difficult to hear their wisdom and insights.Both of these issues can be hedged off with a few simple tips.     Funnel Radio Channel is hosted by Susan Finch which is a program on the Funnel Radio Channel.    

This week's show is called "Multichannel Marketing Best Practices and Success Stories" and our guest is Nick Runyon, CMO at PFL. Ryan and I are talking about tactile marketing, talking about building relationships and the value of still leaning in on a non-digital world when we can. Ryan say of PFL "... we are a marketing technology company. We have a SAS solution that coordinates tactile marketing, direct mail, dimensional mail with your digital marketing efforts. So, we integrate with your CRM or marketing automation platform to have a true multi-channel experience by that coordination, the orchestration of the physical and the digital. And, we leverage a long history of printing expertise in order to have that entire vertical integration operating at peak capacity for all of our customers." What we've seen is what you would expect that the warmer the contact, the more relationship that you have there, the more impactful it is. And the more quickly you can connect with a prospect and carry that conversation forward, what we've seen is what you would expect-- the warmer the contact, the more relationship you have, the more impactful it is. And the more quickly you can connect with a prospect and carry that conversation forward. This and a lot more!  Listen in now and/or read the full transcript on the Heinz Marketing blog starting Monday, 10/05/20 at 6am PST.     Listen to full recordings of past shows everywhere you listen to podcasts! Spotify,  iTunes, Blubrry, Google Play, iHeartRADIO, Stitcher and now on Amazon music.   Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel.  I interview the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to Sheena.

  The telephone has reemerged as a vital sales communication channel. Now more than ever, people now want to talk with each other. And we are “Zoomed Out.” Salespeople no longer need to feel they might be intruding. Prospects are answering their phones knowing that you might be a stranger and you might want to sell them something. When they answer, they allow you to interrupt their lives. The key is not whether you should make the call- it’s what are you going to say after they say hello? How should people be engaged when they answer the phone? Is it better to leave avoicemail or not? When should salespeople use the phone? Where in the sales funnel is the phone most important? What is the math for a good sales phone call? And what are two big ideas about phones that will make you a better salesperson and increase your success rate? Listen in to learn the answers to these questions so you can pick up that phone and close deals faster.     Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

   Many SDRs offer discounts during the contract negotiation stage, however that’s often not necessary. In fact, you probably shouldn’t be offering a discount at all. This week on INSIDE Inside Sales, Darryl is once again joined by internationally recognized sales leader and author, Scott Leese. Darryl and Scott offer up strategies that can help you close the deal without having to resort to offering a discount. They share valuable advice such as ways to make your value clear and powerful, as well as what to do when your buyer needs to show a win in negotiations. Learn how to hold the line on your price, as well as your commission on this episode of INSIDE Inside Sales!   About Darryl's Guest: Scott Leese is one of the top startup sales leaders in the country. Through domestic and international consulting, he has trained an army of salespeople thousands strong. Leese puts his nearly two decades of sales and leadership experience to use as the CEO & Founder of both Scott Leese Consulting, LLC; and SurfandSales.com. A highly sought-after consultant, advisor, leader, and sales trainer, Leese has a proven record of success building and scaling businesses from the ground up. He lives in Austin, Texas, with his wife, Janet, their two sons; Brayden and Caleb, and the family dogs; Loki and Mia.     INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanillaSoft is the sponsor for INSIDE Inside Sales.     

  With the changes in digital consumption behaviors and the rise in social justice, how do marketers reach a younger audience while also bringing light to what needs addressed in this critical time? Join Eric SanInocencio, Associate Commissioner of Strategic Digital Media, as he discusses successful tactics used by the ACC and how the industry is addressing social justice in 2020.   About Amy's Guest: Eric SanInocencio joins the Reed College of Media team with over 12 years of social and digital experience, having worked at both the professional and collegiate sporting ranks during his career. He currently serves as the Associate Commissioner for Strategic Digital Media for the Atlantic Coast Conference, where he oversees the league’s digital and social platform, and serves as a liaison to the conference’s members institutions and the ACC Network. Working with the league’s digital teams, the ACC has created numerous long form digital projects that have aired on the linear ACC Network. Prior to joining the ACC, SanInocencio served as the Senior Director of Digital for the NFL’s Houston Texans, where his team was awarded several honors. The Texans became the first team in the NFL to ever win a Shorty For Social Good Award, as they were recognized for their groundbreaking #TexansCare campaign, which encouraged fans of the team to volunteer their time in the Houston community. Upon taking over the Texans’ media channels, the website vaulted from the bottom third of the NFL in major metric categories to the top twenty-five percent.     WVU Marketing Communications Today is hosted by Cyndi Greenglass from West Virginia University which is a program on the Funnel Radio Channel.     

This week's show is called "Actions Sales Leaders Need to Take in a Recession" and I'm joined by Steven Benson, CEO of Badger Maps.We've all been faced with headwinds this year in terms of shifting demand, shifting way people sell, opportunity and challenges. I ask Steven about the advice he has given to the outside world and how much of that have he had to apply to his own business.  Steven talks about the importance of changing your messaging to better fit with the world and the mindset customers and prospects are in, in a down economy versus a good one.  Specifically, helping companies to do more with less. And then, showing prospects exactly how much in terms of dollars, you'll be able to help them do more with less. It could be less money, manpower, resources, whatever. We went through this exercise ourselves. It's a good example, but when times are good, the sales team and the marketing team at Badger, their messages is, "Hey, we're going to... We'll help you sell 20% more with your field sales team". And we shifted that messaging to, with Badger Maps, your outside sales team can generate the same revenue, even though your team is 20% smaller. And there's a huge difference in these two things, even though it's basically saying the same thing we're going to help you do better, but then one of these messages resonates way more with prospects in a down economy than the other. This and A LOT MORE!  Listen in now and/or read the full transcript on the Heinz Marketing blog starting Mon. 9/28 at 6am PST.   ______________________________________________________________________ Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel.  I interview the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to Sheena

CRM systems are seldom simple to use, and never created based on a salesperson’s preferences.  During our interview with Ani Chiuzan head of customer marketing at Pipedrive we found a salesperson oriented tool that is both.  Ani discusses the basics of a CRM system that salespeople like and what separates CRM from Sales Lead Management Software.  We discussed: What makes a great CRM system? Why CRM abandoned its original purpose to serve the sales representatives' needs. What is the difference between CRM and SLMS, or is there a difference? What salespeople dislike most about CRM systems. Is Sales Lead Management Software really separated from CRM? About Pipedrive Founded in 2010, Pipedrive is the first CRM platform developed from the salesperson's point of view. Today, Pipedrive is used by sales teams at more than 90,000 companies worldwide. Pipedrive is the top-rated CRM and has offices in Dublin; Lisbon; London; New York; Prague; Tampa/St. Pete; Tallinn and Tartu, Estonia; and, with the acquisition of Mailigen, Riga, Latvia. Learn more at Pipedrive.com.  About our Guest Ani Chiuzan Ani Chiuzan is Head of Customer Marketing at Pipedrive, a global sales CRM with more than 90,000 customers worldwide. Ani is a strategic leader and marketer with deep expertise in designing and executing insight-driven marketing strategies supported by rigorous financial expertise.  Her 18-years’ experience includes working with B2C, B2B and SaaS organizations across the globe in sectors such as Telecommunications, IT, Retail, Finance across Europe, Australia, Asia, Africa, US and the Caribbean. Prior company experience includes EE Telecommunications, Velti and Barclaycards. SLMA Radio is hosted by James Obermayer of Funnel Media Group which is a program on the Funnel Radio Channel.  Funnel Media Group is the sponsor of SLMA Radio      

Most "interim sales managers" are hired in times of stress.   These sales consultants are expected to swiftly “right-the-ship.”  During this podcast, James Obermayer, who successfully increased sales, reshaped marketing departments, created SWOTs and Sales and Marketing Plans, for more than 50 high tech clients shares the 13 lessons he learned while at Sales Leakage Consulting. This session is for sales consultants and interim sales and marketing managers (Interim CMO's are also welcome). About James W. Obermayer Four-time author, interim sales and marketing manager at high-tech companies, Obermayer founded Sales Leakage Consulting, the Sales Lead Management Association and the Funnel Media Group. SLMA Radio is hosted by James Obermayer of Funnel Media Group which is a program on the Funnel Radio Channel.  Funnel Media Group is the sponsor of SLMA Radio    

What Forrest Gump said about chocolates can also be applied to inbound leads – you never know what you’re going to get.  This week on INSIDE Inside Sales, Darryl welcomes one of the world’s foremost authorities on all things sales, the brilliant Tony J. Hughes. Darryl and Tony discuss strategies to convert your inbound leads, such as finding the proper context for outreach, and doing enough pragmatic research so you can personalize content. They also share valuable advice on using inbound leads to get access to key people and quality information, as well as ways to win deals by understanding your buyer. Don’t miss the all-important 3 questions to improve engagement through inbound leads on this episode of INSIDE Inside Sales!   About Darryl's Guest: Tony is an international keynote speaker, best-selling author, leading professional selling educator, award-winning blogger and the most read LinkedIn Author globally on the topic of sales leadership. As an experienced CEO and company director with 35 years of sales and business leadership experience, he is ranked by Top Sales Magazine as the most influential person in professional selling in Asia-Pacific.Tony has served as Director of Sales for public corporations and as the Asia-pacific Managing Director for a number of tier-one global technology companies, and teaches 'modernized selling' within the MBA program at the University of Technology, Sydney. Tony also sits on a number of advisory boards, with clients including Schneider Electric, New Zealand Government, Salesforce, TAL Life, Zip Water, Findex, BAE Systems, Flight Centre Travel Group, Red Hat, Agilyx, NEXTDC, and UBT with their 4,000 member companies globally.   INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanillaSoft is the sponsor for INSIDE Inside Sales.     

Public Relations Student Society of America National Committee members and undergraduate PR student, Zane Landin, will discuss how young professionals are breaking into the marketing communications industry and adapting during these times. Zane will be discussing how young pros can stand out, contribute to the evolution of traditional ideas of marketing, and overcome obstacles in professional development in the face of COVID-19. WVU Marketing Communications Today is hosted by Matthew Cummings from West Virginia University which is a program on the Funnel Radio Channel.      About Matthew's guest: Zane David Landin, PRSSA 2020–2021 vice president of career services, is a non-graduating senior from the California State Polytechnic University, Pomona. He will graduate in December 2021 with a Bachelor of Science in Communication with an emphasis in Public Relations. He has a strong passion for academics, design, social issues, creative writing, and learning new things all the time. Upon graduation, he hopes to be accepted into the master’s program in strategic communication from Columbia University to work at a public relations firm, the government, a nonprofit, or a university. He plans on working in the industry, earning his PR Accreditation, and eventually completing his Ph.D. in either Disability Studies with an emphasis in Communication Disorders or Public Relations to become a university professor and conduct research on accessible communication practices advocating for universal design. Landin recently joined PRSSA this year, and has grown a passion for the club and organization as a whole. Landin’s passion for career services grew from his involvement in PRSSA and acknowledging how important and vital internship opportunities are. Landin has served in multiple internship roles all ranging from different agencies, departments, and companies. He has interned at the Environmental Protection Agency, Pomona Hope, the County of Orange local government, Access Services, the NASA CPP Business Startup Program, Score A Friend, and many departments on his campus. He wants to help students prepare for a job in the public relations industry. His multiple internship experiences and involvement in PRSSA has improved his skills in the workplace, interviewing, cover letter writing, refining resumes, and general professional etiquette. He plans to bring these experiences to advise and assist students to land their dream internship. Landin is always available whenever you need him to help you highlight your skills and showcase them on Portfolium, help start your LinkedIn account, personal website development, review your cover letters and resumes, aid with social media branding, personal and professional development, etc. Landin is excited to serve on the national committee and looks forward to working with the amazing members of PRSSA and PRSA.

How’s your sales network? Good? Are you satisfied with it? Are you sure there’s nothing you could do to improve it? Then don’t listen to this podcast. This podcast is for salespeople and business leaders who want to get better at what they do and become more successful. Have you noticed there are similar features in sports and sales? Teamwork. Goal orientation. The pursuit of excellence. Training for success. And the importance of building networks of friends, colleagues, mentors, and people you can work with to achieve success. About Kyla's Guest: Jake Kelfer is a lifestyle entrepreneur, life elevator, and coach to rising entrepreneurs and freedom seekers. He is the bestselling author of Elevate Beyond and Elevate Your Network, a high-energy motivational speaker on a mission to inspire millions of people to achieve personal success and happiness. Jake is the founder of the Professional Basketball Combine which helps NBA draft prospects turn their dreams of playing pro basketball into their reality. He and his work have been featured in Forbes, Sports Illustrated, and on ESPN, NBC Sports, USA Today, the Bleacher Report and many other major media outlets. Connect with Jake on social @jakekelfer! Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

The world continues to change and redefine the sales profession as we know it. So what better time than now to try something new and reinvent yourself? This week on INSIDE Inside Sales, Darryl is joined by the unmistakeable Costas Perkas, Sales Director at Worldwide Business Research. Darryl and Costas discuss ways you can improve your sales by simply trying something new, such as seeking feedback from those you trust and respect. They also share valuable advice on developing new skills, giving yourself permission to fail, and focusing on positive outcomes. Learn how you can improve sales by reinventing yourself on this episode of INSIDE Inside Sales! About the Guest: Costas Perkas is a Sales Director for one of the world’s largest Conference organizers. Costas brings a wealth of experience in sales and leadership having developed and managed salespeople, managers, and directors, both in the UK and Singapore. As an ex-military officer, he also shares invaluable experience in critical decision-making. INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanillaSoft is the sponsor for INSIDE Inside Sales.     

 COVID-19 has forced marketing teams to rapidly adapt their communication and operational strategies to a work from home environment. With these highly collaborative teams forced to adapt to virtual methods how do they preserve productivity and inspire creativity? Join special guest Xenia Muntean, CEO of Planable, for a discussion about how effective teams are overcoming obstacles and achieving great success in a world of forced innovation and adaption. About Cyndi's guest: Xenia is the CEO and Co-Founder of Planable, a content review and marketing collaboration platform used by over 5,000 teams behind brands such as Hyundai, Christian Louboutin, Viber, and the United Nations. Prior to launching Planable, at 20 y.o. she built a digital marketing agency and led social for clients such as Coca-Cola. Xenia has been recognized on the Forbes 30 Under 30 list and she spoke on the Innovation Stage at Cannes Lions in 2018. Xenia graduated Tim Draper's startup academy in Silicon Valley and took Planable through the Techstars London accelerator in 2017. She has also published a book – The Manifesto on Content Marketing Teams and has launched her own podcast – People of Marketing. WVU Marketing Communications Today is hosted by Cyndi Greenglass from West Virginia University which is a program on the Funnel Radio Channel.     

Measuring and managing virtual events is every marketer’s challenge.  Sales are suffering as live event leads have dried up and pipelines are falling.  In this program, Victor Kippes of Validar discusses how to track and measure virtual event attendees, content consumed, demos attended, attendee behavior and consequent pipeline contributions and sales made.  Every marketer for virtual events should listen to this program.  About Victor Kippes Victor Kippes is CEO of Validar Inc., a B2B lead management company that specializes in events. Victor has been in a sales role for over 20 years both as a direct contributor and as the leader of a large enterprise sales team. He is a recovering sales leader who understands the challenges marketing and sales leaders face specific to demand generation and lead management. If you are a marketing leader interested in understanding and articulating your true value, or a sales leader interested in improved conversions and pipeline growth, Validar and Victor are there for you. You can follow Victor on Twitter at @vkippes. About ValidarSince 2005, Validar Inc. has helped B2B event marketers better understand and articulate their value. It is vitally important to us that our customers get the credit they deserve for their event marketing efforts and our technology not only does this, we also help deliver a best-in-class attendee experience and service as well. SLMA Radio is hosted by James Obermayer of Funnel Media Group which is a program on the Funnel Radio Channel.  Funnel Media Group is the sponsor of SLMA Radio    

In many ways, CX and Marketing are the key parts of the business tasked with thinking about the future of the business, and in particular, customer needs. Businesses that closely align these two functional areas can have a greater impact on the customer experience, and essentially a better business outcome.This month on Revenue Rebels, join us as Rhoan Morgan sits down with Stuart Gilchriest, Director of Customer Experience and CCXP at Hertz to explore: Who owns CX and where it should live within an organization The role data plays in a successful CX strategy Tips B2B can take from B2C CX Revenue Rebels is hosted by Rhoan Morgan of DemandLab which is a program on the Funnel Radio Channel.  DemandLab is the sponsor of Revenue Rebels