The Semantics Group Archives - Business RadioX ®

Sales Effectiveness Radio – May 14, 2019

May 15, 2019 by angishields

Sales Effectiveness Radio

Sales Effectiveness Radio - May 14, 2019

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Mark Donnolo is founder and managing partner of SalesGlobe, a sales effectiveness consulting firm that works with Global 1000 organizations on strategies to grow revenue. His work spans multiple industries including technology, telecommunications, business services, manufacturing, and financial services.

SalesGlobe helps companies grow profitably by developing and implementing strategies that improve the effectiveness of customer-facing sales, marketing and service organizations. Areas of focus include sales strategy, customer segmentation, channel strategy, sales organization design and deployment, performance management, and incentive compensation.

Mark is the author of the upcoming book, “Quotas- Using Design Thinking To Solve Your Biggest Sales Challenge” as well as “The Innovative Sale,” “What Your CEO Needs to Know About Sales Compensation,” and “Essential Account Planning.”

He holds an MBA from The University of North Carolina at Chapel Hill and a BFA from The University of the Arts in Philadelphia.

Michelle Seger is Global Sales Strategy and Change Management Leader with SalesGlobe. She works with leadership teams to transform their sales organizations, improve sales productivity, and increase return on the organization’s investment in sales – from sales strategy to sales organization, to sales compensation.

Michelle has over 20 years of industry experience that includes technology, financial services, manufacturing, business services, consumer products, retail and hospitality. Prior to SalesGlobe, Michelle held leadership positions with US Bank, Accenture, Georgia-Pacific, and owned an international Italian franchise.

Michelle holds an MBA Emory University’s Goizueta School of Business, with a concentration in Global Business Management, and a BA in Spanish from Siena College.

Connect with Mark and Michelle on LinkedIn and follow SalesGlobe on Twitter.

About Your Host

His passion is not only helping his clients GET customers, but also ensuring that they can deliver the expected value so those customers will establish loyalty and repeat buying. Steve has authored dozens of performance improvement programs for sales, marketing, consulting and customer service professionals and worked extensively with world-class companies such as SAS Institute, CenturyLink, Cisco, FinListics, Fiserv, Mansfield Energy, Oracle, SAP, and others.

Follow The Semantics Group on Twitter and Steve Maul on Twitter and LinkedIn.

Sales Effectiveness Radio – April 9, 2019

May 8, 2019 by angishields

Sales Effectiveness Radio

Sales Effectiveness Radio - April 9, 2019

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Richard Smith is Co-Founder and Head of Sales for UK SaaS company Refract. He has a passion for helping sales people become more successful through coaching, personal development, and better understanding the science of sales.

Connect with Richard on LinkedIn and follow him on Twitter.

Adam Zais is VP of Sales North America with Refract.

Connect with Adam on LinkedIn and Twitter.

Mark Ackers has worked in sales for 10 years, predominantly with SaaS start ups. Currently with Refract, Mark is an a duel role of Business Development and Sales Coach Consultant where he carries a quota but also works with current clients, collaborating with sales leaders, sharing best practice and enhancing their approach and execution of sales coaching.

Connect with Mark on LinkedIn and Twitter.

About Your Host

Follow The Semantics Group on Twitter and Steve Maul on Twitter and LinkedIn.

Sales Effectiveness Radio – March 13, 2019

March 15, 2019 by angishields

Sales Effectiveness Radio

Sales Effectiveness Radio - March 13, 2019

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SalesEffectivenessGroup — Bob Frailey with host Steve Maul, Patti Tessendorf and Melody Astley during the show

Melody Astley joined FinListics Solutions as VP of Sales and Strategy in June 2013. Melody’s previous positions include senior sales posts at Gartner and IBM, where she earned a “Best of IBM” award as one of the corporation’s top 500 performers worldwide. Having utilized FinListics’ solutions while at IBM, Melody understands how instrumental they are when building a business case for a company’s products and services. In her role at FinListics, Melody is responsible for building the sales and marketing engines that spread the word about FinListics’ solutions and grows the business strategically. “We live to help sellers. Sales cycles are more complex with more stakeholders than ever before” Melody explains, adding that the way to structure a deal has changed. “Sellers must have the ability to craft messages that capture value for each of these stakeholders.”

According to Melody, a compelling seller understands the client from a financial and operational perspective, and aligns their solutions to the client’s strategy. FinListics, notes Melody, gives sellers the insights they need to start these conversations and communicate impact to the bottom line. She earned her MBA from Goizueta Business School at Emory University and received her undergraduate degree in Marketing / Management Information Systems from Ohio University.

When not at work, Melody loves spending time at the beach, traveling with friends, and trying to keep up with a 10k or half marathon that she has on the calendar.

Follow FinListics on LinkedIn and Twitter.

Bob Frailey, Sr. Director, Center of Excellence with Infor, is responsible for initiating and coaching sales teams to leverage common processes/tools around Account and Opportunity Planning in an effort to activate demand, increase win rates, and ultimately drive more predictable revenue. His focus is on effective team preparation, collaboration, strategic planning, and flawless execution.

Follow Infor on LinkedIn, Twitter and Facebook.

Patti Tessendorf is a proven goal oriented leader with broad-based management and consulting experience providing strategic, operating, and business acumen to customer and internal constituencies. She is a results oriented communicator with extensive qualifications and proficiency in sales enablement and operations, field sales, sales leadership, strategic account management, customer retention, process improvement and inter-departmental synchronization enabling high performing teams, predictable revenue streams, and sustained customer satisfaction.

Connect with Patti on LinkedIn.

Steve Maul is the founder and managing principal at The Semantics Group. He brings nearly 40 years of successful marketing, sales, performance improvement and management experience to the clients with whom he works. Having a career in direct and channel sales, sales management, marketing, finance and as an executive in companies both large and small, Steve grasps quickly the challenges faced by his clients and works to clear the hurdles that prevent revenue growth and predictability. His passion is not only helping his clients GET customers, but also ensuring that they can deliver the expected value so those customers will establish loyalty and repeat buying. Steve has authored dozens of performance improvement programs for sales, marketing, consulting and customer service professionals and worked extensively with world-class companies such as SAS Institute, CenturyLink, Cisco, FinListics, Fiserv, Mansfield Energy, Oracle, SAP, and others.

Follow The Semantics Group on Twitter and Steve Maul on Twitter and LinkedIn.

Chris Szutz with Staff Builders HR, Eric Rioux with Lockton and Steve Maul with The Semantics Group

December 10, 2018 by angishields

Atlanta Business Radio

Chris Szutz with Staff Builders HR, Eric Rioux with Lockton and Steve Maul with The Semantics Group

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Chris Szutz is the Account Manager at StaffBuildersHR in Atlanta. He is passionate about helping employers find the right team members to meet their goals & objectives. As well as helping people achieve their career aspirations and giving individuals the opportunity to strive for greatness. When someone joins a great team and helps them become an even more successful unit – that is where Chris receives fulfillment and his sense of accomplishment. He is consistently coaching and encouraging my team to find the right solutions and weed out any bad apples.

Follow StaffBuildersHR on Facebook.

Eric Rioux works with forward thinking businesses to optimize their employee benefit programs. In his role with Lockton, he uses his nearly decade of total reward experience to help his clients mitigate cost pressures, boost employee engagement and maximize efficiencies within their benefits programs. His creativity, fresh perspective and knowledge has earned him the distinction as an innovative adviser. Eric began his career in employee benefits adjudicating short term disability claims and providing part-time call center support for a national insurance carrier. He affectionately describes these customer service roles as the “trenches” of the insurance business. This experience impressed on him the importance benefits play in an employee’s life and the impact they have for the employers that provide them. He has a reputation for challenging the status quo by pushing new ideas to his clients that tend to take them out of their comfort zone. As a self-proclaimed “Benefits wonk” he regularly shares industry updates and his own insights via LinkedIn posts. Rioux also serves as the Vice President of the board of directors for the Southeast Benefits Education Network(SBEN). The industry association promotes shared learning and networking within the region. He also volunteers within the human resources community for SHRM-Atlanta. He’s been a speaker at a variety of educational events including DisruptHR, The SC Chamber of Commerce and others. He has a bachelor’s in business administration from Georgia Southern University and a MBA from Mercer University. Eric, his wife Ali and dog Coal live in Roswell, GA.

Follow Eric Rioux on LinkedIn and Lockton on Twitter.

Steve Maul is the founder and managing principal at The Semantic Group. He brings nearly 40 years of successful marketing, sales, performance improvement and management experience to the clients with whom he works. Having a career in direct and channel sales, sales management, marketing, finance and as an executive in companies both large and small, Steve grasps quickly the challenges faced by his clients and works to clear the hurdles that prevent revenue growth and predictability. His passion is not only helping his clients GET customers, but also ensuring that they can deliver the expected value so those customers will establish loyalty and repeat buying. Steve has authored dozens of performance improvement programs for sales, marketing, consulting and customer service professionals and worked extensively with world-class companies such as SAS Institute, CenturyLink, Cisco, FinListics, Fiserv, Mansfield Energy, Oracle, SAP, and others.

Follow The Semantics Group on Twitter and Steve Maul on Twitter and LinkedIn.