How to Manage Teams Remotely – PSA from David Kreiger

Pivoting to Remote Work: How to Keep Your Team Healthy and Productive in the Wake of Coronavirus

David Kreiger, President of SalesRoads, shares his advice on how to manage your teams remotely. Kreiger has successfully used this as his business model for 13 years and has advice for large and small businesses that are confronted with this challenge.

From David Kreiger

Since our inception 13 years ago, SalesRoads has been an entirely remote company. Over that time, we have perfected the art of managing and motivating a remote team. We have been named to the INC5000 and been named a Great Place to Work 4 years running.

We want to share our knowledge with other professionals and business leaders so they can keep their teams healthy, safe, and productive.

The Knowledge We Want to Share

• The technological infrastructure you need to take your team remotely
• How to motivate and coach a remote team
• How to manage and hold a remote team accountable
• How to structure effective meetings with remote employees
• What good communication looks like remotely
• Addressing feelings of isolation and loneliness when working from home
• How a remote work environment can allow people to be more productive and have higher job satisfaction
• The benefits for an organization of having a remote work environment
• How to create, maintain and foster a vibrant company culture in a remote setting

About David Kreiger

David Kreiger is the Founder and President of SalesRoads, a B2B appointment setting, lead generation, and sales outsourcing company. He has been named as one of The Most Influential Leaders in Sales & Lead Management by the SLMA the last four years in a row.

Although the health effects of the coronavirus are top of mind, there is a secondary concern hiding behind the figures on testing and fatality rates. The secondary concern is, of course, its effect on the economy. As many organizations are forced to pivot to a distributed model in order to keep their teams healthy in the wake of the coronavirus, the concern then becomes; how do I keep my team productive?

To mitigate the economic effects of the new global pandemic, learning to effectively manage a remote team should be top of mind for every business leader.

Funnel Radio Channel is hosted by James Obermayer, which is a program on the Funnel Radio Channel.    

The Magic of Podcasting Is in Storytelling

Before books and before drawings on cave walls, there were stories. Stories of the human struggle—maybe heroic stories, personal trials, or business successes and failures that draw in listeners. When someone says they have a story to tell, others grow quiet, shift their gaze to the storyteller, and wait for what comes next. It’s a natural yearning to hear something that hasn’t been shared very often.

Yes, each of us has a thousand stories. Since getting into the business of producing podcasts, I have found that podcasting and broadcasting, in general, are a natural medium for storytellers.

For this podcast on the Funnel Radio Channel, we discussed the importance of storytelling in radio podcasting.  We know instinctively that anecdotes fuel conversation, and Darryl Praill, CMO of VanillaSoft and the host of INSIDE Inside Sales, called into the program and talked about how the beginning of each of his podcasts generally starts with a personal story of his own. He then explained how that story is interwoven with the interview of his guest.

Jeanne Hopkins, CMO of Lola.com, called into the show talked about her podcast, Table Fries, where she interviews the women in her company. Jeanne says she doesn’t tell stories herself. Instead, she likes hearing the stories of the women in the company: how they came to be a part of Lola, what they’re doing now, and what they want to accomplish.

Susan Finch, VP of Operations at the Funnel Radio Channel, talked about the joy of storytelling and its impact on the listener and the storyteller. Susan has been involved in several thousand podcasts on the channel and she said that in the process of telling a story the storyteller becomes animated and it becomes something the audience follows and enjoys.

There is something about two people brought together in a podcast, maybe separated by hundreds or thousands of miles, who discuss the problems and challenges of the day. When these thoughts are shared with thousands of others who seek to know how to overcome their own tests, it becomes personal for everyone.

While many people hope their podcast will relate to people—maybe establish their own thought leadership or enhance their personal brand or the brand of the company—most of them realize after they get into it that it’s all about storytelling.  It’s personal and compelling, sometimes humorous, and often entertaining, but seldom dull.

Today, there are official storytellers employed by companies to promote the art of storytelling in business. Some courses and workshops teach people what they already know deep down inside: people thrive on stories.

In business, old salespeople have taught young salespeople that the secret to success as a salesperson is the ability to tell a credible story about themselves or maybe about their products and services. And now, young marketers are finding out that podcasts are a natural medium for them and their companies.

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 Funnel Radio Channel is hosted byJames Obermayer, which is a   program on the Funnel Radio Channel.    

How to Successfully Publish Your Book

While everybody may have a book inside of them, getting it published and read are the issues.  For this episode, host James Obermayer interviews Indie Book Publisher Henry Devries.

Devries answers these questions.

On average 75% of Sales Managers Don’t Have a Sales Plan, But It Isn’t Too Late

Program title: It isn't Too Late to Have a Sales Plan for 2020

Did you know that on average only 25% of B2B sales managers have a sales plan? Aside from a forecast, compensation plan, and territory alignments and additions, 75% of sales managers aren’t creating a written, objective-strategies and tactics plan similar to a marketing plan. A sales forecast is not a sales plan.

Our guest this week, Matt McKnight, Founder of McKnight Advisors LLC, a Sales Xceleration Partner, says few managers have a SWOT, customer plan, target market programs, territory expansion strategies, a tactical action plan, customer attrition and margin calculators, product introduction schedules, or a multi-year revenue plan. In other words, they are flying blind and hoping to make forecast. Hope is not a sales plan. Listen and learn.

Our Guest Matt McKnight

Matt is the President and Founder of McKnight Advisors LLC, a Sales Xceleration Partner.  His firm helps customers launch, expand or improve their sales operations to accelerate revenue growth. With a 30-year history of sales leadership, Matt has extensive experience and success in start-up, private and public companies. His company’s approach is based on accountability, transparency, integrity, and trust focusing on the people, process and strategy to achieve sustained growth for its customers.

Matt McKnight can be reached at 847.867.5963 and at [email protected]

LinkedIn: https://www.linkedin.com/in/matt-mcknight-2463121/

Sales Xceleration Background (www.salesxceleration.com)

With over 100 Advisors across North America, Sales Xceleration provides outsourced sales consultants to small businesses and mid-sized corporations that want to drive revenue growth.  In 2019, Inc. magazine announced that Sales Xceleration is No. 2353 on its Annual Inc. 5000 list, the most prestigious ranking of the nation’s fastest-growing private companies. 

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Funnel Radio Channel is hosted byJames Obermayer, which is a program on the Funnel Radio Channel.    

How Podcasting Enhances Personal Branding

This show focuses on the advantages of personal branding by using podcasting as a medium to reach listeners on an authentic personal basis.  Contributors are Paul Roberts our producer/ station manager of the Funnel Radio Channel shows and Susan Finch, Vice President of Operations at our own Funnel Media Group.  During this program we discuss:

• The definition of personal branding.
• Why is it important?
• How was personal branding done in the past?
• What makes podcasting the most popular personal branding vehicle?
• How LinkedIn fits into personal branding.
• Why a resume is a person’s past performance - what have you done lately?
• How personal branding is what you carry forward and plan for the future.
• How podcasts are long-form storytelling media.

 Some Statistics about Podcasting:

• There are 700,000 active podcasts and more than 29 million podcast episodes.
• 165 million people (51% of the US population) have listened to a podcast and 32% are monthly podcast listeners 
• 22% of Americans, about 103 million people are weekly podcast listeners
• Podcasting has the best engagement rate among any consumption medium including T.V., FM/AM radio, owned music, and steamed music
• Podcast listeners are 45% more likely to have a college degree and 68% more likely to have a post-graduate degree.
• Podcast listeners are much more likely to be high net-worth individuals; 37% are more likely to have an income of $100,000+.
• The podcasting audience is gender-balanced.
• The average podcast listener listens to 7 different shows in an average week and subscribes to 6 different shows.
• Weekly podcasts are the most popular for frequency and reach vs. once a month or bi-weekly.

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Funnel Radio Channel is hosted byJames Obermayer, which is a program on the Funnel Radio Channel.    

How to get a 100% Meeting Response – Stu Heinecke

Direct Marketer and Cartoonist Stu Heinecke reveals how it is possible to use direct marketing techniques to achieve a 100% response rate by salespeople asking for meetings. In his previous book, How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing (2016) Heinecke discuss his campaign strategies which have brought his clients to unprecedented success in obtaining meetings with people unknown to the salesperson.

In ”Get the Meeting” he steps up further to reveal details about techniques and campaigns (which can be a campaign of one to one). He says that this isn’t only a marketing book. His concepts can work for an individual or hundreds of salespeople.

About Stu Heinecke

Stu Heinecke is a bestselling business author, a hall of fame-nominated marketer and one of The Wall Street Journal cartoonists.

In How to Get a Meeting with Anyone (2-2016), he introduced the world to "Contact Marketing," which uses micro-focused campaigns to connect with critically-important accounts and prospects.

Using the twenty categories of contact campaigns in the book, readers have gone on to produce explosive scaling of careers, businesses and lives. In Even More Outrageous Ways to Get a Meeting with Anyone (10-2019), Heinecke adds more techniques, tips and strategies, more than sixty illustrated case studies, an updated Contact Marketing model that sets a new baseline for response--at 100%--and introduces "Pocket Campaigns" as a replacement for business cards.

Get the Meeting!: An Illustrative Contact Marketing Playbook with detailed case studies.
• Kindle
$14.49

• Paperback
$24.95

Stu Heinecke can be reached at CartoonLink

Why Marketers are the Builders of Wealth – Matt Heinz

“A lot of companies don’t think of marketing as builders of wealth,” says Matt Heinz.  “Marketing done the right way can generate not just sales, not just revenue impact, but significant profit for the organization.”

In this fast-paced interview, Matt discusses how marketing acquires the mentality of being a profit center for the company.  He touches on how marketing must foster a culture of revenue responsibility.  He covers:

• Why the leverage marketing has is enormous
• Why marketing spends too much time on tactical measurement, not enough time thinking about revenue responsibility
• Technology is not your strategy, technology is an enabler of your strategy
• How marketing creates value across the entire funnel not just the top of the funnel
• The biggest obstacle for most companies to embrace revenue marketing is external, not internal
• Most marketers think of marketing as the marketing of more: more clicks, more leads, more likes more impressions, and more may not be better

About Matt Heinz

A prolific author and nationally recognized, award-winning blogger, Matt Heinz is President and Founder of Heinz Marketing with 20 years of marketing, business development and sales experience from a variety of organizations and industries. He is a dynamic speaker, memorable not only for his keen insight and humor but his actionable and motivating takeaways.  Matt’s career focuses on consistently delivering measurable results with greater sales, revenue growth, product success, and customer loyalty. Matt is a repeat winner of Top 50 Most Influential People in Sales Lead Management and Top 50 Sales & Marketing Influencers.  Matt restored his 105-year-old historic farmhouse in Kirkland, Washington with his wife, Beth and shares it with three young children, a dog, two rabbits, and seven chickens

Matt is the host of Sales Pipeline Radio

About Heinz Marketing

PIPELINE STRATEGY + MARKETING EXECUTION

Grow your B2B business. Increase your pipeline. Reach more of your customers.

Heinz Marketing is a B2B marketing and sales acceleration firm that delivers measurable revenue results. Every strategy, tactic, and action has a specific, measured purpose. Most firms focus on their activities. We promote the outcomes.

We are sales pipeline strategy people at heart – math marketers and sales strategists who embrace revenue responsibility. We know that what really matters is sales pipeline, closing business and accelerating revenue. Period.

Our proven methodology delivers real B2B results based on buyer insights, market-driven best practices, and rapid feedback loop to improve and sustain the results you see.

•  DEMAND GENERATION
•  PIPELINE MANAGEMENT
•  SALES ENABLEMENT
•  CONTENT STRATEGY
•  INSIDE SALES EFFECTIVENESS
•  MARKETING TECHNOLOGY

 Heinz Marketing Inc  8201 164th Ave NE #200Redmond, WA98052   877-291-0006

 www.heinzmarketing.com

Heinz on LinkedIn

How to Manage Prospects in a New and Productive Way

In the chaos of the marketing and sales tech stack, it is easy for marketing management to be misled into thinking the prospect’s experience is taken care of by the CRM system, Marketing Automation and eventually salespeople, but this isn’t the case.

Author, sales guru, and lead generation professional Dan McDade, is our guest from Prospect-Experience  and he discusses the over-looked field of prospect experience management. McDade says this failure is needlessly costing companies 10-20% of closed sales every month.

McDade has a history of knowledge in the sales lead management and lead generation fields having been the CEO of PointClear for 20 plus years. He is now the managing partners of Prospect-Experience which solves the weaknesses in B2B companies he sought to repair when the leads he created for clients went begging for attention from his clients sales and marketing people. 

CSO Insight Study Results are Troubling – Has the Canary Died Yet?

CSO Insight Study Results are Troubling – Has the Canary Died Yet?

Seleste Lunsford, Chief Research Officer of CSO Insights discusses the startling results of their latest World-Class Sales Performance Study: All that Glitters is Not Gold, with Funnel Radio host Jim Obermayer.  Lunsford talks about how the respondents in the study reported increases in quota attainment and revenue last year, however, key metrics show a decrease in adherence to sales best practices from previous studies.  The authors of the study state that there is possibly a misleading nature of sales effectiveness metrics collected from the nearly 1,000 sales organizations.   Is this a canary in the coal mine scenario?

The survey shows that world-class sales organizations have systems driving performance that smaller organizations lack.

1. Why is the report so important this year?
2. What was the triggering event that prompted the study?
3. Is this study generally only about companies with large ticket products and services?
4. What are the most startling results?
5. What are the sales effectiveness metrics that alarmed you?
6. Does the study tell the reader what to do about the failures?

 About the report and how to get a copy:  

“All that glitters is NOT GOLD” 2019 World-Class Sales Practices Study

Sections:

Section I: The Deceptively Shiny State of Sales

Section II: Customer Engagement

Section III: Performance Support

Section IV: Strategy Alignment

Study Parameters:

The 2019 World-Class Sales Practices Study collected data from more than 1,500 respondents from January through March 2019. The analysis was conducted on responses from 949 sales leaders. This sample was global in nature and spans across B2B industries, with particularly strong representation from the technology, manufacturing, healthcare, professional services, and banking/finance sectors.

GET THE REPORT

GET THE REPORT SUMMARY

About Seleste Lunsford

Seleste Lunsford has consulted with sales and service organizations for more than 20 years, helping them acquire, grow and retain client relationships. As Managing Director of CSO Insights, Seleste guides CSO Insights’ research focus areas and define its market deliverables.

She has co-authored two books, “Secrets of Top-Performing Salespeople” and “Strategies that Win Sales.” She’s proud to have supported some of the world’s most recognized companies including AAA, Alliance Bernstein, American Express, Arrow Electronics, Citibank, Convergys, U.S. Department of Defense, Office Depot, Traveler’s Insurance, and Verizon Wireless.

About CSO Insights

Independent research backed by one of the world’s premier selling and service brands

 CSO Insights is the independent research arm within Miller Heiman Group^TM, dedicated to improving the performance and productivity of complex B2B sales. The CSO Insights team of respected analysts provides sales leaders with the research, data, expertise, and best practices required to build sustainable strategies for sales performance improvement. CSO Insights’ annual sales effectiveness studies, along with its benchmarking capabilities, are industry standards for sales leaders seeking operational and behavioral insights into how to improve their sales performance and to gain holistic assessments of their selling and sales management efficacy. Annual research studies address sales and service best practices, sales enablement and sales performance optimization.

When No One in Your Company Agrees about the Definition of a Qualified Lead

It is easy for marketing management to be misled into thinking the prospect’s experience is taken care of by the CRM system, Marketing Automation and eventually salespeople, but this isn’t the case. 

The more we automate the more we rely on software to do a job that needs a personal touch. 

Author, sales guru, and lead generation professional Dan McDade, is our guest from Prospect-Experience and he discusses the over-looked field of prospect experience management. McDade says this failure is needlessly costing companies 10-20% of closed sales every month.  This except is taken from his original program which can be heard here:

The Prospect Experience Isn’t Marketing Automation or CRM

McDade has a history of knowledge in the sales lead management and lead generation fields having been the CEO of PointClear for 20 plus years. He is now the managing partners of Prospect-Experience which solves the weaknesses in B2B companies he sought to repair when the leads he created for clients went begging for attention from his clients sales and marketing people.