Leveraging a CRM for better customer engagement at Thibaut Design – Episode 011

Welcome back to another engaging episode of the Field Sales Leadership Guide Podcast. In this special episode, we dive into a long-overdue conversation with our Founder and Chief Product Strategy Officer, Matthew Sniff. As a passionate advocate for those who identify market needs and take actionable steps to solve them, Matthew shares his entrepreneurial journey and insights.

Join your host as he navigates through the fascinating story of Matthew's career, from his analytical mindset to his Rubik's Cube mastery. Discover the origins of Map My Customers, a venture sparked by a simple request from Matthew's father to visualize his flooring business's extensive clientele. What began as a scrappy prototype soon evolved into a successful application, meeting the needs of individual sales reps and eventually scaling to address the complexities of larger sales teams.

As Matthew reflects on the challenges and triumphs of entrepreneurship, gain valuable insights into the evolution of Map My Customers and its impact on the field sales industry. From storm chasing to building a thriving business, Matthew’s journey is filled with anecdotes, lessons, and a touch of friendly banter about fantasy football and sports team loyalties.

Tune in for an inspiring conversation that explores the intersection of innovation, entrepreneurship, and the exciting future ahead for Map My Customers. Take advantage of this opportunity to get to know the visionary leader behind the scenes and gain a deeper understanding of the company's commitment to revolutionizing outside field sales. 

LISTEN IF YOU ARE INTERESTED IN…

• The Old Way For Outside Sales [9:00]
• Customer Feedback Drove The Right Solution  [12:00]
• Staying Close To The Customer To Build The Right Solution [19:00]

Connect with the guest

• Matthew Sniff

Connect with the hosts

• JT Rimbley 

Connect With Map My Customers

• On Twitter 
• On Facebook 
• On LinkedIn 

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Welcome to another insightful episode of the Field Sales Leadership Guide Podcast! In this episode, Mary Keough is joined by Justin Lu, Head of Customer Success at Map My Customers, as they delve into the crucial topic of integrating technology within your company. With co-host JT unavailable, Justin steps in to share his expertise on how Map My Customers can seamlessly integrate with various technologies, especially focusing on the challenges faced by field sales teams.

The conversation kicks off by highlighting the shift in the importance of integrations as technology becomes more ubiquitous. Instead of merely checking boxes for features, the focus is now on how technology aligns and works with existing systems in your company. Justin and Mary explore the impact of these integrations on outside sales teams and how they enhance the efficiency of processes.

They dive into four key ways companies can integrate their tech stack effectively:

• Native Integration (Gold Standard): Justin explains the advantages of native integration, emphasizing how it streamlines the process by having the software vendor do the work. Matt My Customers offers native integrations with popular CRMs like Salesforce, Zoho, Dynamics, and HubSpot.
• Open API (Silver Standard): Justin discusses the flexibility of using an Open API, which allows integration with virtually any system that supports API connections. While it provides robust technological solutions, it may require programming knowledge and resources to set up.
• SFTP or CSV Upload (Bronze Standard): This method involves manually uploading data or automating the process through the Secure File Transfer Protocol. Justin shares that it's a stable solution with a daily frequency, providing a middle ground between native integration and simpler methods like CSV uploads.
• Zapier (Convenient Workaround): Justin introduces Zapier, a tool that enables API connections with minimal programming knowledge. While convenient for certain tasks, it may have limitations and could be less suitable for complex integrations with larger systems.

The discussion emphasizes the importance of getting buy-in from the start, ensuring ease of use for sales reps, and the crucial role of managers in enforcing CRM usage. Justin concludes by highlighting the value of a well-integrated tech stack in driving sales efficiency and revenue growth.

Tune in to gain valuable insights into navigating the integration landscape and optimizing technology for your field sales team's success. Don't miss out on practical tips and strategies shared by Justin and Mary in this information-packed episode!

LISTEN IF YOU ARE INTERESTED IN…

• Double data entry is the death knell of CRM adoption  [4:30]
• Tech stack integrations don't have to be complicated.  [13:30]
• Integrating data silos helps the whole company [24:00]

Connect with the guest

• Justin Lu

Connect with the hosts

• Mary Keough
• JT Rimbley 

Connect With Map My Customers

• On Twitter 
• On Facebook 
• On LinkedIn 

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Welcome to another insightful episode of the Field Sales Leadership Guide Podcast. In this episode, JT exchanges key findings with Mary on his recent series of ride-alongs. These ride-alongs provide valuable insights into the challenges faced by outside sales reps and how sales leaders can address them.

The overarching themes discovered during the ride-alongs include:

• Poor KPIs for Outside Sales Reps: Some sales leaders may be giving ineffective Key Performance Indicators (KPIs) to their outside sales reps, leading to wasted time, expenses, and missed opportunities.
• Difficulty Acquiring New Business: Outside sales reps often face challenges when tasked with acquiring new business in their territories, especially in industries with steady, established customer bases. The difficulty lies in finding new prospects and converting them into customers.
• Underutilization of Systems: Many reps are not effectively using the systems in place, such as CRMs or sales enablement tools. This may be due to the tools not being perceived as valuable or easy to use.

The effects of these challenges are significant, including a lack of valuable data needed for better decision-making at the rep, manager, and leadership levels.

JT shares examples from his ride-alongs, emphasizing the importance of strategic coaching, efficient use of time, and the need for valuable data to drive revenue. Mary and JT discuss how the absence of a robust tracking system can hinder the sales process, drawing parallels with a manufacturing line that lacks stages for improvement.

The episode concludes with the analogy of practicing golf swings, highlighting the importance of practicing the right things at the right time and using data to guide effective coaching and strategic management.

If you're a sales leader looking to optimize your team's performance and address these challenges head-on, this episode provides valuable insights and actionable strategies. Tune in and take your field sales leadership to the next level!

LISTEN IF YOU ARE INTERESTED IN…

• Celebrate DIS-Qualifying as much as Qualifying new accounts  [9:00]
• Stop making your reps drive through haystacks to find needles [18:00]
• When sales output starts failing - how are you diagnosing the problem? [25:30]

Connect with the hosts

• Mary Keough
• JT Rimbley 

Connect With Map My Customers

• On Twitter 
• On Facebook 
• On LinkedIn 

Subscribe to FIELD SALES LEADERSHIP GUIDE

Welcome to another engaging episode of the Field Sales Leadership Guide Podcast. Host Mary and JT discuss the crucial connection between Key Performance Indicators (KPIs) and your go-to-market strategy. The hosts uncover the essential role KPIs play in optimizing your sales team's day and discover the pitfalls of relying solely on sales quotas. Whether you're new to tracking KPIs or looking to refine your existing system, this episode provides valuable insights and real-world examples to help your team thrive. From tracking sample drops to heat maps, and even the importance of mobile-friendly CRMs, our hosts guide you through the process of identifying and measuring what truly matters for your sales team's success. 

LISTEN IF YOU ARE INTERESTED IN…

• You should get the reps' buy-in before rolling out KPIs  [11:00]
• Flooring samples = Revenue?! [15:30]
• Bad KPIs lead to Bad Results [20:00]

Connect with the hosts

• Mary Keough
• JT Rimbley 

Connect With Map My Customers

• On Twitter 
• On Facebook 
• On LinkedIn 

Subscribe to FIELD SALES LEADERSHIP GUIDE

Welcome to another insightful episode of the Field Sales Leadership Podcast. 

In this episode, host JT Rimbey welcomes co-host Mary Keough to discuss the evolving landscape of outside sales. They dive into four major trends impacting the field:

1. Aging and Retiring Workforce: The hosts discuss the challenges companies face when top-performing, tenured sales reps retire and how this transition affects relationships and revenue.
2. Younger Salespeople and Technology Expectations: The conversation centers on the expectations of younger sales professionals who grew up with technology and how they view data and technology as integral to their work.
3. Leaders Scrutinizing Outside Sales Activities: The hosts explore how leadership increasingly analyzes outside sales activities and how data plays a critical role in decision-making.
4. Desire for Data: The episode delves into the desire for data among sales teams and the importance of collecting and leveraging data effectively.

Throughout the discussion, JT and Mary emphasized prioritizing making data tools easy and valuable for sales reps to ensure seamless integration into their day-to-day tasks. 

They also stress that starting with the sales rep's experience in mind is crucial, as it ultimately leads to better data collection and improved results.

Join JT and Mary as they dissect these trends and share valuable insights to navigate the ever-changing world of outside sales.

LISTEN IF YOU ARE INTERESTED IN…

• Top trends in outside sales org  [1:20]
• Forcing reps to use an ineffective CRM breeds bad data[15:15]
• Without the right data, outside sales leaders can’t do proactive coaching [19:10]

Connect with the hosts

• Mary Keough
• JT Rimbley 

Follow Map My Customers

• On Twitter 
• On Facebook 
• On LinkedIn 
• On YouTube
  
  

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Welcome to another insightful episode of the Field Sales Leadership Podcast. 

In this episode, Mary Keough, Head of Marketing and JT Rimbey, Head of Sales, discuss the intricacies of measuring the Return on Investment (ROI) of Customer Relationship Management (CRM) systems. They emphasize the need to tailor ROI measurement to specific business goals and shed light on the importance of ease of use in driving CRM adoption, especially for outside sales teams. 

Mary, draws on her extensive marketing background in various industries, offering valuable insights into the importance of tracking CRM ROI. She emphasizes the need to measure ROI in a way that aligns with the specific goals and dynamics of each business, debunking the misconception that a one-size-fits-all approach works for CRM adoption.

JT, a seasoned expert in the field of sales, underlines the significance of ease of use when it comes to CRM systems, particularly for outside sales teams. He highlights how an intuitive CRM interface can drive adoption and generate the necessary data for strategic decision-making.

Together, they share anecdotes and experiences, showcasing the nuances of CRM success and the role it plays in boosting sales, optimizing territories, and enhancing customer relationships. 

Tune in to gain a deeper understanding of how CRM ROI can be maximized in the field sales landscape.

Connect with Mary Keough and JT Rimbey on LinkedIn to continue the conversation and share your own CRM ROI experiences.

LISTEN IF YOU ARE INTERESTED IN…

• Same type of CRM, same outcome  [5:00]
• What happens when you choose the right CRM [13:30]
• Measuring what matters in outside sales [16:30]

Connect with the hosts

• Mary Keough
• JT Rimbley 

Connect With Map My Customers

• On Twitter 
• On Facebook 
• On LinkedIn 

Subscribe to FIELD SALES LEADERSHIP GUIDE

Welcome to another insightful episode of the Field Sales Leadership Podcast. In this episode, our hosts Mary Keough and JT Rimbey dive into a discussion about the evolving landscape of sales, especially in the B2B technology space. They explore the challenges faced by companies and the necessity of adapting to changing circumstances, especially with the onset of an economic slowdown and talks of a recession.

They present compelling case studies from various industries, showcasing the importance of understanding the necessity of data and processes within an organization. They emphasize how leadership plays a crucial role in recognizing the need for change and providing valuable solutions for their sales teams. From non-profit organizations to medical device companies, each case study illustrates how strategic changes can significantly impact sales efficiency and effectiveness.

Tune in to learn more about the vital role of data and processes in the world of outside sales and how adapting to innovative solutions can drive success in a dynamic market. Join Mary and JT as they unravel customer stories and shed light on the evolving sales landscape, offering valuable insights for both outside sales leaders.

LISTEN IF YOU ARE INTERESTED IN…

• Put the outside sales rep first when vetting new tech [4:30]
• Administrative straws are breaking your sales org's back. [9:00]
• The secret sauce to getting better field sales data. [24:00]

Connect with the hosts

• Mary Keough
• JT Rimbley 

Connect With Map My Customers

• On Facebook 
• On LinkedIn 

Subscribe to FIELD SALES LEADERSHIP GUIDE

Welcome to another episode of the Field Sales Guide Leadership Podcast. In this episode, we have a special guest, Austin Green, the SW Regional VP for Jasper Engines and Transmissions based out of Arizona. We're excited to have Austin on the podcast because he's a data-driven leader in the world of field sales, a rarity in an industry often dominated by relationship-based approaches.

Austin understands the critical importance of moving beyond spreadsheets and handwritten notes in field sales. He recognizes that relying solely on personal relationships can lead to revenue loss in the long run. We'll delve into Austin's journey into the field of sales, which started with his father's transmission shop in Indiana and eventually led him to his current role as VP at Jasper Engines.

We also explore the concept of "coaching tips" and how they've integrated data-driven coaching into their sales processes. Austin shares how they leverage customer engagement data and coaching tips within MMC's platform to provide real-time feedback to their sales reps and help them continually improve.

Additionally, we discuss the changing landscape of the field sales industry, including the shift towards servicing larger fleets and regional businesses due to factors like rising interest rates and vehicle costs. Austin emphasizes the enduring value of face-to-face customer interactions in field sales, highlighting that data should enhance, not replace, personal connections.

Finally, Austin shares insights into how Jasper Engines and Transmissions has embraced data and analytics, and he offers valuable advice for sales leaders who may be hesitant to adopt data-driven approaches. He encourages leaders to use data to understand what their reps are actively doing and to probe whether their existing strategies are working effectively.

We hope you find this episode insightful and informative as we dive into the world of data-driven field sales leadership with Austin Green. Stay tuned for more episodes of the Field Sales Guide Leadership Podcast.

LISTEN IF YOU ARE INTERESTED IN…

• Right tech = easier job. For reps AND managers [14:18]
• Using data to be a better player-coach [28:22]
• Data improves your sales process... when used the right way? [39:24]

Connect with the guest

• Austin Green
• Jasper Engines and Transmissions

Connect with the hosts

• Mary Keough
• JT Rimbley 

Connect With Map My Customers

• On Twitter 
• On Facebook 
• On LinkedIn 

Subscribe to FIELD SALES LEADERSHIP GUIDE

In this episode of the Field Sales Guide Leadership podcast, hosts JT Rimbey and Mary Keough tackle the crucial topic of selecting the ideal CRM for outside sales teams. They highlight the common challenges these teams encounter when adopting and effectively using CRM systems. Mary introduces the core focus of the episode: the seven key attributes to prioritize when choosing a CRM tailored for outside sales.

1. Mobile First Platform
2. Customer Lifecycle Management
3. Lead Generation
4. Mapping and Routing
5. Native Integrations
6. Simplified Onboarding
7. Ongoing Support

Throughout the discussion, JT and Mary draw from their sales leadership expertise, offering insights and examples relevant to each attribute. Their advice aids sales leaders in selecting CRM solutions that align with the unique requirements of outside sales teams, mitigating challenges associated with CRM adoption.

LISTEN IF YOU ARE INTERESTED IN…

• Does your CRM surface net new business opportunities? [15:20]
• How native integrations bring your CRM data to life? [25:45]
• Do you need a CRM provider who owns the long-term partnership? [36:12]

Connect with the hosts

• Mary Keough
• JT Rimbley 

Connect With Map My Customers

• On Twitter 
• On Facebook 
• On LinkedIn 

Subscribe to FIELD SALES LEADERSHIP GUIDE

Subscribe to FIELD SALES LEADERSHIP GUIDE

The outside sales leadership world tends to lack a crucial element: process. In this episode of the Field Sales Leadership Guide podcast, hosts JT Rimbey and Mary Keough are joined by Joe Anderson, Director of Field Sales at Royal Brass & Hose. They discuss Joe’s role in transforming the sales culture at Royal Brass and Hose and the importance of technology in modernizing and improving the sales process.

You will want to hear this episode if you are interested in...

• Joe’s career journey in sales [02:18]
• Royal Brass & Hose’s customer base [06:05]
• Changing the sales culture [09:11]
• Identifying underperforming reps [14:21]
• Why did you win this deal? [19:19]
• CRM adoption barriers [28:01]

Resources & People Mentioned

• Royal Brass
• Luke Wittenbraker | LinkedIn
• Building a sales process from the ground up with Luke Wittenbraker - Field Sales Leadership Guide

Connect with Joe Anderson

• On LinkedIn

Connect With Map My Customers

• On Twitter 
• On Facebook 
• On LinkedIn 

Subscribe to FIELD SALES LEADERSHIP GUIDE

Audio Production and Show Notes by - PODCAST FAST TRACK