A conversation with John Rounseville, co-founder of Saxa Solutions.
Sam gets sick and infects conference attendees plus his employees, Steve’s guest appearance on “Our Love Hate Relationship With Sales”, Infor CRM’s integration to LinkedIn’s Sales Navigator, the high price of standalone Navigator, the value of connecting CRM to multiple big data sources, Nimble’s capabilities, Infor CRM’s Marketo integration, what doesn’t sync from marketing automation to CRM, tracking sources from Lead to Order, Contour mapping, Coleman AI, Infor’s vertical market strategy, integrating acquire companies’ products, the CRM beasts that will not die, companies moving back to ACT!, Google My Business for B2B companies, the sale of Endeavor Commerce to Vendavo, Zoho’s new Zoho Sign digital signature app, Zoho’s alternative to QuickBooks.
Brandon’s run for Knoxville city council, persistent CRM adoption problems and what to do about them,
A discussion with Jon Ferrara about managing relationships where you can have conversations.
Jon’s passion is to build relationship platforms that help other people achieve their goals. Since starting GoldMine in the late 1980’s, Jon has believed that the more people you can help grow, the more you’ll grow.
Cleveland is not Detroit, prospect reactions to vendor canned responses and preset dialogs, All Turtles for natural language AI, Cirrus Insight’s coming Flight Plans, Paul Greenberg’s article on trust, trust metrics, establishing trust on your website, recording video testimonials on the cheap, Camtasia video editing for marketers, establishing credibility and website authority with HARO, the coming Starfish automated data migration tool.
Identifying and getting rid of toxic backlinks, The new version of Starfish ETL, the upcoming Starfish ETL partner program, LinkedIn data’s availability to Microsoft D365 customers, feedback on the Zoho’s Zoholics Sales & Marketing Conference from Steve, Zoho’s numerous apps, Sam explains the processes of becoming a bpm’online partner, bpm’online’s wide range of capabilities, divergent analyst perspectives on CRM vendors, G2 Crowd’s latest round of funding, Sam & Steve’s no-popup policy on their respective websites.
Skype fail and Plan B, gated vs. ungated content, A/B testing, HTML vs. plain text nurture emails, nurture tactics, tracking with Google Analytics events, visualizing data in Google Sheets, chatbots, getting re-asked for your account number by an agent, forwarding non-www to www, Burger King okays Google, website speed and WPEngine, Arlo vs. Nest Cam, two security camera use cases.
Unlimited Verizon data (sort of), Apple’s possible move from Salesforce to Sugar, IBM’s move to Salesforce’s Service Cloud, Salesforce’s use of IBM’s Watson to power Einstein, Marketo and Infor partnership, marketing automation system rollups, Infor CRM gets out of neutral, Windows 10 upgrade reportedly “breaks” Microsoft Dynamics CRM 2011, Salesforce’s ongoing Lightning push, loyalty programs, rewards and CRM.
Changing listener’s lives, winter golf in Chicago, more detail on Simple CRM System, selling salespeople on using CRM, industries that lag in CRM adoption, what it takes to implement CPQ, getting salespeople to tag DQ’d leads with “reason disqualified”, getting around the gatekeeper, use-case-driven CRM data migration, to migrate or not to migrate custom fields.
Sam’s birthday, Steve’s trip Down Under, six levels of CRM expenses, the cure for low CRM adoption by salespeople, Sam’s DIY Virtual Digital Sales Assistant (VDSA), a commentary on Gartner’s Todd Berkowitz’s 10 fearless predictions for 2017.
Peter D’Cruz on early days sales management software, objective sales pipeline, helping salespeople, building a sales process, self-disciplined salespeople, when buyers buy, explaining yourself fully, disqualifying early, forcing a prospect to say “no”, change the prospect’s opinion, buyer self-education, beware the lonely prospect, the “don’t follow up” sales strategy explained, applying Taoism to sales, not swimming upstream and going with the flow in sales.
Sam’s office party interruption, Salesforce vs Microsoft comparison update, CRM requirements for sales management, self-implementing CRM, the cost of CRM professional services, preventing scope creep on flat rate engagements, quote to order to invoice, level of detail in CRM requirements, the difference between sales and marketing, low CRM adoption by salespeople, giving salespeople more options, the Benioff and Nadella bromance is over, our past bad annual predictions, a couple of predictions for 2017, Yahoo! announces a new hack.
Golfing in central Florida with alligators, Microsoft Dynamics rebranding and new pricing, more CRM vendors add AI, Chat and Drift, blocking the LinkedIn deal, automating drip marketing, customer journey mapping overload, simplified process mapping with Elements.cloud, CRMNext and banking, building a CRM vertical on a platform vs. building from the ground up.
Sam’s European river cruise & other adventures, Podcasteasy.com, Dreamforce ’16 report, Salesforce Einstein, MVPs, Twitter pass, DCLeaks and acquisition targets, government email security.
Cheap MacBook upgrade, Apple’s port reduction, Yathit for Sugar and Gmail, Microsoft’s big win over Salesforce, Wells Fargo’s sales compensation plan “glitch”, autonomous selling, AI-powered CRM.
Quickbooks to CRM integration, data driven digital marketing, Oracle acquires NetSuite, salespeople’s first CRM impression, Best CRM advertising site, the $14B CRM debacle, SugarCRM’s channel award, sales & marketing alignment.
Using Uber for business travel, LinkedIn Sales Navigator integration with Microsoft’s top competitors, Microsoft Dynamics 365, Salesforce closes DemandWare deal, Chat popups and exit intent popups.
SugarCon 2016, Microsoft buys LinkedIn & what Facebook should do, Salesforce buys DemandWare, Klipfolio.
Recorded at the beautiful Gloria Ferrer Caves & Vineyards in Sonoma, California. Many thanks to Jason for his excellent service and great insights into sparkling wine.
CRM Evolution conference, customer portals, customer experience management (CX, CEM or CXM), Salesforce NA14 downtime, voice commands and CRM, Amazon Echo, Calendly, Google Slides API & CRM use cases.
Apple news, being an airline passenger in the 1960’s, Sam’s CRM database cleaning effort, limiting the number of marketing automation system records.