Max Altschuler on Hacking Sales, Sales Stacks, and Automation in the Sales Process – Episode #61

first_imgPodcast: Play in new window | Download (Duration: 29:47 — 27.3MB)Subscribe: Apple Podcasts | Android | Email | Google Podcasts | RSSAnthony is not a tech guy – meaning he’s not the guy to figure out the ways software and technological tools can be used to make sales work better, even though he is an avid user of the tech that exists. With that said, he’s very glad there are people out there who are into the tech and know how to take the deep dive into it in order to make it work better for sales professional. Max Altschuler is that guy. He’s on the show today to talk about sales stacks, the powerful benefits technology can bring to the prospecting and sales process, and how human capital can and should be integrated into the process.Data is the foundation of any successful sales process ~ Max AltschulerClick To TweetWhat is meant by a “sales stack” and is yours high enough quality to help you?When Max Altschuler uses the term “sales stack” he’s referring to the human, software, and tech components that you have in place to organize and utilize the data involved in prospecting, marketing, and sales. That definition infers that you’ve got to have a system in place that has quality data that is both current and useful. On this episode Max walks through the things that make up a great data stack, how he uses it when making sales calls, and what you can do to close the loops in your process to ensure that your data stays up to date.Do you know how to research a prospect before making a connection?Every sales professional knows that you can’t (or shouldn’t) just pick up the phone and call someone you want to make a sale to. You’re much better off in the long run if you do some research to know something about that person, what they do, and why your product or service is the right solution for their needs. Max Altschuler is a pro at sales and knows the sales process backwards and forwards from his work with www.SalesHacker.com – so be sure to listen to this episode to get his own approach to researching a prospect before making the call.How to prepare for a face to face sales call from an expert, on this episode of In The ArenaClick To TweetWhat many companies do wrong when it comes to sales automation.Anthony periodically receives prospecting emails that are generated by an automated system. These emails show that the company sending them knows very little about him and has taken virtually no time understanding what he does or what his needs might be. This is a marketing and sales FAIL in the hugest terms. Companies that think automation is going to cut costs are actually costing themselves more. On this episode Max Altschuler provides his insights into the biggest automation mistakes companies are making when it comes to sales and how they can cut their losses and turn things around.Targeting your prospects from a variety of positions.Both Anthony and his guest today, Max Altschuler agree that sales professionals should not allow themselves to be hindered if they find that “THE” decision maker or ideal contact they are trying to reach is unable to be reached. There are many different ways to make contact with a company that can lead to great results. In his book, Max refers to “Top down” and “Bottom up” approaches and unpacks them on this episode. You need to hear this if you continue to get road blocked in your approaches to a prospective client.You can’t be hindered by missing the appointment with the “perfect” contact. Here’s whyClick To TweetOutline of this great episode Anthony’s introduction to Max Altschuler. What is a “sales stack” and why they can work for you in sales. Ideas of what might be included in a sales stack. What Max does (and builds into his tools) to best research a prospect. What can be done to improve the quality of leads by improving the quality of data? Top down and bottom up targeting. How email marketing often fails from a technology standpoint. The risks involved in using automation. What Max would do to prep for a face to face sales call. An upcoming sales conference Max’s organization is hosting.Our Sponsors:Sales Gravy University – tell Jeb that Anthony sent you.Resources & Links mentioned in this episodewww.SalesHacker.comThe Upcoming Conference mentioned on this episode.Connect with Max on Twitter.Max’s book1508655081The theme song “Into the Arena” is written and produced by Chris Sernel. You can find it on SoundcloudConnect with AnthonyWebsite: www.TheSalesBlog.comYoutube: www.Youtube.com/IannarinoFacebook: https://www.facebook.com/iannarinoTwitter: https://twitter.com/iannarinoGoogle Plus: https://plus.google.com/+SAnthonyIannarinoLinkedIn: https://www.linkedin.com/in/iannarinoTweets you can use to share this episodeIntegrating data technology and human capital in sales on this episode of In the ArenaClick To TweetThe risks of using automation in sales and how many companies are failing, on this episodeClick To TweetSubscribe toIn the ArenaApple PodcastsGoogle PodcastsAndroidby EmailRSSOr subscribe with your favorite app by using the address belowlast_img read more

The Two Questions You Need to Ask Yourself to be Productive

first_imgYour present cannot in any way impact your past, but your past can—and will—impact your future.Nothing you do today is going to change your past. Our perception of time flows only in one direction. There is an old saying that we are “too soon old and too late wise.” There is no way to reclaim lost time or relive a moment in time where you made a decision you now want to take back. The past is immutable.What you do today can and will impact your future. A few minutes from now, reading this post will be part of your past (whether or not it affects your future will be determined by your decision to act on what you learn or your hitting the delete button and hoping the idea fades away quickly). This concept is why I am full hot on the concept of Future You and Present You.We only perceive time as the present moment. It is always “now,” and “now” is forever fading further into your past. Present You is the result of your history, events large and small, significant and insignificant. If Present You wants something you don’t have, you have to do something now so that it manifests in your future. What you are doing now is creating Future You, for good or for ill, making the best strategy for being more, doing more, having more, and contributing more is to allow Future You to decide what Present You does now. What Do You Want?Your single, finite, non-renewable resource is time. There is an abundance of other resources available to you, many of them renewable, like your energy level and money (both of which we perceive as being scarce when they are abundant). Your time is not renewable, and once spent, it is gone forever. That being true, all you have is time.There are two questions you need to ask and answer. The first question is: “What do you want?” I have seen statistics that suggest almost no one has written goals or a plan for their (one) life. Without knowing what you want in the future, it is easy for Present You to make poor decisions about the future towards which you are most certainly racing. You need to define what Future You is going to want, not what Present You wants.The second question you need to answer is: “What should I be doing with my time now?” You will have a higher resolution focus by answering the first question before answering the second. Essential Reading! Get my 2nd book: The Lost Art of Closing “In The Lost Art of Closing, Anthony proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.” Buy Nowlast_img read more

CPI-M Polit Bureau nod to expel Ritabrata Banerjee

first_imgThe Polit Bureau of the Communist Party of India (CPI-M) has approved the decision to expel Ritabrata Banerjee, Rajya Sabha MP and former general secretary of the Student Federation of India, the party’s youth wing.The decision to expel Mr. Banerjee was taken by the West Bengal State Secretariat last Wednesday and the decision was eventually approved by the Polit Bureau, party’s highest decision-making body, a statement issued on Friday by Surjya Kanta Mishra, the State secretary of Bengal CPI-M, said. The one page statement said the party has tried “repeatedly” to “rectify” Mr. Banerjee but the attempts failed and thus he was expelled. “Instead of rectifying himself, he went on to tarnish party’s image,” Mr Mishra said in his statement. Mr Banerjee, who has a huge following among students and the youth, joined the CPI-M in 1996 as a student leader and was elected as a Rajya Sabha member in 2014. Following his expulsion on Friday, political circles in Bengal are rife with speculation about his next move. Mr Banerjee, however, refused to indicate if he would be joining any of the CPI-M’s rivals. Inquiry panelQuoting a report submitted by the commission of inquiry against Mr Banerjee, Mr. Mishra added that the State Committee approved of “punitive measures” against the former on August 7-8 and the Central Committee was “informed.”“But in an interview on September 11 to a television channel, Mr. Banerjee publicly denigrated the party. On basis of this [the interview] the State Secretariat decided to expel him,” Mr Mishra said.“CPI-M’s Polit Bureau has approved the decision,” Mr. Mishra said on Friday and added that the State Secretariat expelled Mr. Banerjee from the primary membership on basis of “Article 19 [13] of party constitution.” Mr Banerjee was warned by the party in February for activities affecting the CPI-M’s internal rules and regulations. Eventually he was suspended in June by the West Bengal State Committee and a three-member probe commission, headed by Polit Bureau member Md. Salim, was formed. The commission gave its report indicating that Mr Banerjee was “guilty” of the allegations raised against him. He was chargesheeted by the party, Mr Mishra noted. Mr Banerjee challenged the charge sheet and the party by targeting the top brass including Prakash Karat and his wife Brinda. He also targeted Mr Salim and described the commission as a “kangaroo commission.”last_img read more

Electricity Distribution Companies, Odisha to recruit at the post of Electrical Safety Officer 2014

first_imgElectricity Distribution Companies namely NESCO, WESCO & SOUTHCO, Odisha invited applications for recruitment to the post of Electrical Safety Officer. The candidates eligible for the post can apply online through prescribed format before August 16, 2014.Vacancies:Electrical Safety Officer: 20 PostsPay Scale: Rs.15600-39100/-Eligibility CriteriaEducational Qualification:Candidates should havea degree in Electrical Engineering with minimum 60 per cent marks or candidates should have a degree or Diploma or PG Diploma or Certificate Course in electrical safety from any recognized institute. Candidates should be proficient in Computer.Candidate should not cross the age limit of 50 years as on July 01, 2014.Application FeesCandidates need to pay Demand draft of Rs.250/- from any Nationalized Bank as non refundable application processing fee in favor of North Eastern Electricity Supply Company of Odisha Ltd Payable at Bhubaneswar.Selection ProcessSelection of the candidates will be done on the basis of their performance in test and/or interview.How to ApplyInterested and eligible candidates may apply through online mode After submission of online application, candidates are required to take a printout of e-Application form and send hard copy of application along with Demand draft and all the relevant attested documents (certificates and mark sheets from10th class onwards, Experience proof and a recent passport size photograph) superscribed in bold letter as “Application for the post of ____________ and the ID no. ” on the envelope and send to     DGM (HRD)    Regd. Office NESCO, WESCO & SOUTHCO    Plot No- N-1/22, IRC Village, Nayapalli    Bhubaneswar-751015, Odisha Important DatesClosing Date of Online Application forms: August 16, 2014Last Date for receipt of Application forms: August 19, 2014advertisementOfficial Website Link:http://www.odishadiscoms.comlast_img read more

Renesas develops 28 nm MCU with virtualization-assisted functions

first_img Continue Reading Previous AAEON: AI enabled PICO-ITX SBC offers power and flexibility that fitsNext TDK: fully integrated embedded motor controller with extended memory for automotive Renesas Electronics announced the development and successful operation verification of an automotive test chip as a technological stepping stone toward the realization of next-generation automotive-control flash MCUs employing a 28 nm low-power process.The microcontroller features four 600MHz CPUs with a lock-step mechanism and a large 16 MB flash memory capacity, as well as virtualization-assisted functions enabling MCU virtualization: This technology allows multiple software components to run on a single MCU without interfering with each other, thereby satisfying the requirements of ASIL D, the highest automotive safety integrity level specified under the ISO 26262 functional safety standard for road vehicles. Enhanced built-in self-test (BIST) functionality for MCU self-diagnostic fault-detection are necessary to implement ASIL D, thanks to a newly developed standby-resume BIST (SR-BIST) function that is executed during the standby-resume period. The MCU also features enhanced networking functionality, including Gigabit Ethernet interface for high-speed transfer of sensor information.Renesas will present the test results in the session, “A 28nm 600MHz Automotive Flash Microcontroller with Virtualization-Assisted Processor for Next-Generation Automotive Architecture Complying with ISO26262 ASIL D,” on February 18 at International Solid-State Circuits Conference 2019.Based on the technologies verified in the test chip, Renesas plans to aggressively develop new 28 nm flash MCUs and continue its commitment to enabling a new generation of eco-friendly and autonomous driving cars and helping to realize a safer and more secure driving experience.Share this:TwitterFacebookLinkedInMoreRedditTumblrPinterestWhatsAppSkypePocketTelegram Tags: Chips & Components last_img read more