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

‘Farmers must be given options to check stubble burning’

first_imgPunjab Governor V.P. Singh Badnore on Friday said it was important that farmers were given the option to adopt alternative practices to ensure proper disposal of paddy residue instead of resorting to stubble burning.Expressing concern over the environmental hazards caused by the practice, Mr. Badnore said stubble burning was not only damaging the health of people but was also causing loss of organic components in soil.“There is a need to promote horticulture, cultivation of fruits and mushrooms in a big way to break the usual paddy-wheat crop cycle in Punjab,” he said at a workshop here on stakeholders’ initiative to address crop residue burning in the State.Mr. Badnore called for formulating a comprehensive strategy, including generating mass awareness among farmers, and providing available technologies at affordable prices.“I appreciate the progressive approach of the Punjab farmers and their in-depth knowledge about the latest farming techniques. Incentives must be given to farmers who have already adopted other alternatives and are not burning straw,” he said.Suresh Kumar, Chief Principal Secretary to the Punjab Chief Minister, said the government will constitute a State-level advisory group to formulate some immediate action plan to check stubble burning in the State.“I urge experts to work towards reducing the silica content in straw and making it fit for animal consumption. States like Rajasthan and Himachal Pradesh, where there is a shortage of animal fodder, could be given the fodder at lower prices,” he added.last_img read more

FOUR PEOPLE RESCUED FROM SIOUX CITY FIRE

first_imgSIOUX CITY, Iowa- Authorities say Sioux City firefighters have rescued a woman and three children who were trapped by flames in their second-floor home.Sioux City Fire Rescue was called to 3826 Garretson Avenue a little after 7:10 PM and found heavy smoke visible near the entrance of the two-story home upon arrival.Firefighters say flames in a stairwell kept the occupants from escaping the danger.Fire personnel assisted with removing the occupants from the balcony and quickly extinguished the fire.No injuries have been reported.Fire investigators have ruled the blaze accidental with the cause being an overloaded electrical circuit near the entrance.The structure sustained moderate fire damage and has been red tagged.last_img

National Council on Sport to Review Proposals on Trelawny Stadium

first_imgMinister with responsibility for Sport, Hon. Natalie Neita Headley, says the National Council on Sport has been given a mandate to review all proposals in relation to the Trelawny Stadium.She noted that the Council’s findings will be reported to Prime Minister the Most Hon. Portia Simpson Miller, who has full portfolio responsibility for Sport.Mrs. Neita Headley made the announcement during her contribution to the 2013/14 Sectoral Debate in the House of Representatives, on June 5.She argued that the Trelawny Sport facility is of significant value to the parish and the country, and “it has to be developed as a part of the community for the use of the people, whether they reside locally or come into Jamaica from overseas.”Mrs. Neita Headley said this development will take place within the context of the 1978 to 1998 National Physical Plan, which highlighted the town of Falmouth as a major growth centre for resort expansion and development.The Trelawny Stadium is managed by Independence Park Limited, which also manages the National Stadium Complex, and falls under the Ministry of Sports. It was built with a US$30 million loan from China.The stadium lies on Jamaica’s scenic northwest coast and is just over 40 minutes away from Montego Bay, which also boasts the Sangster International Airport. It is also just 10 minutes outside of Falmouth, which is home to an international pier.Re-established in 2012, the National Council on Sport is an advisory body comprising representatives of Ministries, Agencies, Institutions, Organisations and individuals involved in managing and directing sport.The Council provides the opportunity for greater monitoring and co-ordination of the sector, especially as the government moves to ensure that the full potential of economic and social benefits of sport are realised.Mrs. Neita Headley made her presentation on the theme: ‘Jamaica’s Sport Policy and Sport for Development, Growth and Equity…Fuelling Sporting Success for Future Development’.Contact: Athaliah Reynolds-Bakerlast_img read more

Port of Corpus Christi Okays USD 217 Mn Bond Package

first_imgzoomIllustration. Image Courtesy: Pixabay under CC0 Creative Commons license The Port of Corpus Christi approved a bond resolution to issue up to USD 217 million in revenue bonds to help finance capital improvements, including the Corpus Christi Ship Channel. The financing will allow the port to continue developing more terminals, rail, and channel improvements needed to handle the growing oil and gas volumes from the region’s large energy producing fields.At the epicenter of the port’s 10-year capital investment program is the deepening and widening of the Corpus Christi Ship Channel. Currently at a depth of 45 feet, the Ship Channel will be dredged to 54 feet to accommodate Suezmax and larger vessels, and widened to 530 feet to allow for two-way traffic flows.News of the bond approval comes on the back of an announcement made earlier this month when the US Army Corps of Engineers (USACE) included nearly USD 23 million in its FY18 Work Plan for the Corpus Christi Channel Improvement Project.The USD 335 million project has now received over USD 138 million in Federal and Port contributed funds, with dredging operations scheduled to commence later this year.last_img read more