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

Govt ropes in private firm to shore up jobs in poll-bound Madhya Pradesh

first_imgWith Assembly polls just a few months away, the Shivraj Singh Chouhan government in Madhya Pradesh has roped in a private talent management company to shore up job prospects and impart necessary skills to youths. The Opposition Congress has, however, dubbed the move as an “eyewash” aimed at “misleading” youths in the time of elections which are due by the year-end. Madhya Pradesh has created an average of 17,600 jobs every year in the past 13 years of the BJP rule (2004-2017), according to an official data presented in the Assembly during the budget session. Now, a private player has been entrusted with the task of scouting employment opportunities in the non-government sector and enhancing job-getting skills of the state’s unemployed. Speaking to PTI, Madhya Pradesh State Skill Development and Employment Generation Board chairman Hemant Vijayrao Deshmukh said, “In a bid to generate more jobs for youths, the state government has signed a memorandum of understanding (MoU) with Pune-based Yashasvi Academy for Talent Management Pvt Ltd.“This company would turn the employment exchanges in 15 districts into placement centres under the public-private partnership (PPP) mode.” The MoU will cover 15 districts – Bhopal, Indore, Jabalpur, Rewa, Gwalior, Sagar, Ujjain, Hoshangabad, Shahdol, Dhar, Khargone, Dewas, Singrauli, Satna and Katni. The Congress, however, said this step of the BJP government would benefit only the private company. The Leader of Opposition in the Assembly Ajay Singh of the Congress said, “Why has the BJP government woke up after 14 years? It is just trying to mislead youths. In any case, the BJP is going to be defeated in the coming elections.“In the recent budget session, the government admitted that unemployment has gone up by 16.4 %.” Singh said the BJP government has failed to deliver on the employment front.“Where are two crore jobs that the BJP had promised.Youths are under depression due to lack of jobs.” Deshmukh, however, believes the MoU with the Pune firm would definitely benefit the state’s unemployed youths. He said, “We have set a target of facilitating jobs for one lakh youths. Apart from making job opportunities available in the private sector, the company would also impart skills in writing curriculum vitae (CV) besides working for personality development of unemployed youths.” The agreement would boost the job sector as employment exchanges were fast losing their relevance, the board chairman said. Apart from preparing unemployed persons as per market demand, job fairs and career counselling sessions will be organised by the company, Deshmukh said. Jobs will be made available to applicants in their respective area of interest, he said. Deshmukh said Yashasvi Academy would manage the cost of running placement centres in coordination with companies which would provide jobs. The Berojgar Sena, an outfit of unemployed youths, however, is not enthused by the move. Instead of improving employment exchanges, the government has been making efforts to shut them down, it said.“According to private estimates, there are over 75 lakh unemployed youths in the state and through this PPP agreement, the government plans to provide jobs to one lakh youths.“So, it will take 75 years to provide jobs to the current number of the unemployed,” said Sena convener Akshay Hunka. More than five lakh unemployed youths are getting added every year, he said.“This MoU was signed only to mislead youths ahead of the Assembly elections. The state government has completely failed on the employment front,” Hunka maintained. The Economic Survey-2018, presented during the budget session, said the number of registered educated unemployed in MP stood at 11.24 lakh by 2016-end.last_img read more

Two militants killed in Shopian encounter

first_imgTwo militants have been killed in a gunfight with security forces in south Kashmir’s Shopian on Friday, police said.In the morning, security forces zeroed in on the militants, triggering the gun battle.Initial reports suggest that the security forces launched the operation in an orchard in Dragad area of the Zainapora belt in Shopian. It followed a tip-off.”The militants opened fire when the security forces zeroed in on them. The operation is on,” said the police.The area has been cordoned and more reinforcements were rushed to the spot.last_img

West Indies-Ireland World Twenty20 match abandoned

first_imgWest Indies entered the Super Eights of the ICC World Twenty20 by virtue of superior net run-rate after their final group league encounter against Ireland was called off due to heavy downpour at the R Premadasa Stadium, here today.Despite both finished on a point each having lost their respective match against Australia, it was West Indies who qualified with a superior run-rate of -1.855 than Ireland’s -2.092 and will be playing the Super Eights against New Zealand, England and hosts Sri Lanka.The only worry for Darren Sammy’s men will be entering the next stage without having won a single match among the eight teams that will be fighting it out in the Super Eights.A disciplined effort by West Indies bowlers saw them restrict Ireland to a modest 129 for six in the rain-curtailed final Group B match.The match was reduced to 19-overs-a-side affair after steady drizzle delayed the proceedings by 50 minutes.Chris Gayle was the most successful bowler with figures of two for 21 while Ravi Rampaul, captain Darren Sammy, Fidel Edwards and Sunil Narine got a wicket apiece after the West Indian skipper opted to field.Ireland captain William Porterfield was again out of the very first ball of the match. After Shane Watson got rid off him with a perfect bouncer in their last game, it was Fidel Edwards’ turn to clean him up with a lethal yorker which he failed to dig out.Paul Stirling (19) and Ed Joyce (17) then hit a few lusty blows as Ireland reached 33 for one after five overs when steady drizzle stopped play.After a break of nearly an hour, the proceedings started once again and off-spinner Narine removed Joyce. It was an off-break which saw the left-hander getting bowled round his legs.advertisementlast_img read more