John Golden talks to the “Godfather of CRM” about his new book “The Commonwealth of Interest – this wide-ranging discussion is a “must-listen-to” podcast for those wanting to learn more about where customer engagement is headed.

Paul sits on the Global Advisory Board of the SEAT Consortium as the only non-sports professional of a sports business professionals organization & is a member of the University of Texas System’s Transformation Project Advisory Board.

Paul has been the EVP of the CRM Association, the Chairman of the University of Toronto’s Rotman School of Management CRM Centre of Excellence Board of Advisors, a Board of Advisors member of the Baylor University MBA Program for CRM majors, & co-chairman of Rutgers University’s CRM Research Center.

Paul works both with customer-facing technology vendors and practitioners to craft go-to-market strategies, engagement programs, product development road maps, marketing/messaging & outreach among other things.

Paul is considered a thought leader in CRM, having been published in numerous industry and business publications over the years. He was elected to CRM magazine’s CRM Hall of Fame in 2010 – the first non-vendor related thought leader in its history. He also writes on customer-facing matters for CBS’s ZDNet high profile tech media property (blogs.zdnet.com/crm). He is the recipient of numerous awards as a leader in marketing, sales, customer service, social media, and CRM.

You can find our SalesPOP! Podcast recording on iTunes Podcast  or any major Podcast stations

No matter the discipline, you want to be effective. If what you’re doing isn’t effective, or moving you closer to your ultimate goal, there’s absolutely no reason to continue doing it. The struggle for salespeople becomes measuring sales effectiveness. It’s not as easy as counting calls or totaling revenue. It’s important to break down the process and analyze your performance at each step. John Golden interviews Anthony Stears on how to measure sales effectiveness with assistance from a CRM software.

This podcast is also a recorded live event you are welcome to view here: CRM: Measuring Sales Effectiveness in Calls

iTunes Podcast 

Here we are interviewing Frank Donny who is an experienced executive with more than 25 years of marketing and sales operations leadership. He owns the ability to integrate process and rigor into daily team workflows and provides a pragmatic foundation for business decisions, long-term relationships, and achievement of strategic objectives.

Here we will be talking about the following queries:

• What is the meaning of lead to close one process adoption?

• How to bring a consistent understanding to get better outcomes in sales?

• The buyer’s behavior changes as well as the dynamics of the market so the sales process is something that you need to keep on revisiting regularly. How to manage that?

• Sales management and sales managers put their focus on last stage opportunities trying to help them over the line and don’t spend enough time working with the salespeople on qualifying properly at the early stages. How to tackle this issue?

Franks also believes that that probability is not the right way to go when you are looking for the most accurate sales forecast. Probability and weighing just aren’t adequate on the front line.

iTunes Podcast