Claim Ownershipthe sales quants | sales analytics | video | content marketing | audience development | social selling | productivity hacks
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© 2017 Madison, Michigan & Market
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This podcast is the resource innovative Sales and Marketing Leaders use to learn, grow and achieve greatness. Join us as we drill into methods to leverage the power of content, technology and data to drive sales productivity. We have a special affinity for Video Creators deriving benefit through Social Selling and video marketing. We also drill into Sales Enablement and Automation tools including, but not limited to Salesforce.com, LinkedIn Sales Navigator, Marketo and HubSpot, YouTube, Facebook, Instagram and Twitter.
50 Episodes
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Are you struggling to make the investment case for building your B2B audience? The latest CMI/MarketingProfs research states that 80% of B2B Content Marketers are focused on building an audience. Your audience is bigger than your sales pipeline. Your audience is comprised of your current and future customers. Successful marketers are spending more time today obsessing […]
The post 067: Why Build a B2B Audience and 4 Ways to Value It appeared first on Madison, Michigan & Market.
We all know that sales forecasting is both an art and a science. Today we speak to Scott Miller, our Sales Analytics Ninja, about accessing the quality of the pipeline using both quantitative factors AND qualitative judgement. The drivers of a solid forecast are not only data quality, sound process and cadences, but also judgement […]
The post 066: Not All Sales Pipeline is Created Equal appeared first on Madison, Michigan & Market.
Are you ready to hit your sales forecast by embracing Sales Analytics best practices? It comes down to 3 things: a documented sales process, a rhythm to the inspection and consistent reporting. Today our favorite Sales Analytics Ninja Scott Miller is in the house and he breaks down the steps to nailing your forecast. Scott […]
The post 065: How to Nail Your Sales Forecast with Process, Rhythm and Reporting | Sales Analytics Best Practices appeared first on Madison, Michigan & Market.
Jack Kosakowski is here, but this is not another podcast about the basics of Social Selling. Social Selling these days is simply a commitment to adding value through education and simply going where your buyers are lingering online. Today we focus on our feelings and the importance of long term thinking and relationships. In episode […]
The post 064: Jack Kosakowski on Facebook, Fidget Spinners and Feelings on Social Selling appeared first on Madison, Michigan & Market.
While you’ve probably heard that 2017 is the Golden Age of Video, you still might be wondering how to get started with video marketing? Well, if you have an iPhone you’re more than ready to go. We’re living in an age of video made for and by the mobile device. We all have a content […]
The post 063: How to Get Started with Video Marketing Using Your iPhone appeared first on Madison, Michigan & Market.
Today we review the most clever and effective sales prospecting email ever sent… at least in my opinion. The theme continues, those that “grip and rip” and play the volume sales game will continue to lose traction, while individuals that focus on more clever and highly targeted sales prospecting campaigns drive engagement and results. Herein […]
The post 062: Clever Content Targeted to a Small Audience Yields Big Results appeared first on Madison, Michigan & Market.
Are you curious to know what is Account Based Marketing (ABM) and how it drives high quality sales prospecting engagement? Joining us today is Charlie Liang, the Director of Marketing from Engagio. Charlie is not only a fun and entertaining guest, he also gives us great insight into ABM’s impact on driving a quality over […]
The post 061: What is Account Based Marketing and How it Drives High Quality Sales Engagement appeared first on Madison, Michigan & Market.
Interested in the 4 pillars of building a massive sales intelligence machine. Please join us as we chat with Brandon Bornancin today. Brandon is the Founder and CEO of Seamless.ai and probably the most tenacious person I’ve ever met. Brandon is unique in that he was killing it as an enterprise sales leader and made the […]
The post 060: 4 Pillars of Building a Massive Sales Intelligence Machine appeared first on Madison, Michigan & Market.
Does your team need a nag prevention tool? If so, that means you’re constantly asking them for salesforce pipeline updates and possibly getting in their way of closing deals. Are you curious to know which Opportunity pipeline stage reporting metric can help solve that problem? In addition to the Age of Open Opportunities, a great […]
The post 059: How to Quickly Scan Your Salesforce Pipeline for Success appeared first on Madison, Michigan & Market.
Anxious to learn how to shorten your SaaS sales cycle by quantifying success with an enterprise business case approach to sales? Yes? Then you’ll get a lot of value from this interview with Mark J. Goad of SAP.io, which is SAP’s corporate accelerator team. We learn Mark’s 3-step approach to building a bullet proof business […]
The post 058: Shorten Your SaaS Sales Cycle with the Business Case Approach to Quantify Success appeared first on Madison, Michigan & Market.
Sales organizations are commonly run by gut intuition. These days due to demanding VCs, angel investors and Wall Street, the stakes are much higher. Companies and sales organizations must operate with an analytics edge and a high degree of precision. Today we hear from our friend Scott Miller who s lived at the intersection of finance […]
The post 057: Inside the Mind of a Sales Analytics Ninja | the salesquants appeared first on Madison, Michigan & Market.
Need a strong vision and sharper focus for your Social Selling strategy? And, are you in for some fun? Yes? Then please give this interview a listen. We learn about Phil’s sorted (digital) past and how he’s evolved into a leader of the social selling movement. Phil knows the LinkedIn platform like the back of […]
The post 056: Sharpen Your Social Selling Focus with Phil Gerbyshak appeared first on Madison, Michigan & Market.
All creators want options, right? Do the myriad of content types and distribution/engagement platforms compel you to create or confuse you into submission? Launching a video-first strategy? YouTube or Facebook Live? What about Insta-stories? Since content is the key to gaining trusted advisor status, how do we break this tyranny of choice and achieve our […]
The post 055: Breaking the Tyranny of Choice for Creators appeared first on Madison, Michigan & Market.
Are you focused on achieving trusted advisor status with your prospects and customers? Facebook LIVE video may be the right tool for you. Facebook LIVE video can be the cornerstone of your strategy to achieve trusted advisor status. The future of video communications is here today. Facebook is plowing millions of advertising dollars into promoting […]
The post 054: How to use Facebook LIVE Video to Become a Trusted Advisor appeared first on Madison, Michigan & Market.
What are the 7 keys to marketing success in 2017? More video? More social media? More strategy? More opinion? Yes to all of the above. But please, build a plan and stick to it. Please give episode 53 a listen as we review your 7 keys to marketing success –and growth — in 2017. We’d […]
The post 053: Strong Opinions Drive Growth | 7 Keys to Marketing Success in 2017 appeared first on Madison, Michigan & Market.
Are you continuing to invest time and money in Twitter? Does its pivot to the News category in the Apple App Store impact your willingness to spend time building audience and driving engagement? Are you still willing to invest advertising dollars? We discuss the future of Twitter in terms of the events at The Ohio […]
The post 052: Is Twitter Still a Viable Marketing Platform? appeared first on Madison, Michigan & Market.
Are you interested in knowing what your prospects and customers are thinking about? Today we break down a model that will help you understand their interests and intent at scale. You can’t be everywhere at once, so embracing our approach might help. We’d love to hear your thoughts on this statement — “consistently creating compelling […]
The post 051: Are Industry Experts Mind Readers? appeared first on Madison, Michigan & Market.
Today we reveal how to find and keep long term relationships through the lens of social selling. We’re on the 5th of the 5 Rs of Social Selling on LinkedIn. With the advent of artificial intelligence taking care of low level informational tasks, the only thing that’s going to matter is the ability to find […]
The post 050: Keeping Relationships | The 5 Rs of Social Selling on LinkedIn (5 of 5) appeared first on Madison, Michigan & Market.
What’s the best social selling technique you can use to get your prospects to respond? Just be yourself! You are an industry expert and have evolved as a trusted advisor. Believe it! Now, we have to help our prospects and customers recognize your ability to help them. Join us on episode 49 as we explore […]
The post 049: RESPONSE! The 5 Rs of Social Selling on LinkedIn (4 of 5) appeared first on Madison, Michigan & Market.
This episode is dedicated to my Dad, Leo Herrmann. Hungry to take your social selling to the next level? Are you using LinkedIn as a published record of your knowledge and expertise? Today we drill into the third of five Rs of social selling – recognition. We all have a great opportunity to prove we’re […]
The post 048: RECOGNITION! The 5 Rs of Social Selling on LinkedIn (3 of 5) appeared first on Madison, Michigan & Market.
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