Sales Lead Management Association Radio header image 1

Sales Lead Management Association Radio

Nov 2018

Ready, Set, Grow! with guest, Greg Stock, CEO - Zenoss


Host, Laura Patterson interviews Greg Stock, CEO, Zenoss for her monthly program: Ready, Set, Grow! 

Ready, Set, Grow! is to provide a venue for CXOs to share their insights on what it takes to successfully achieve organic growth, lessons learned, the role they believe Marketing needs to play in growth and how they measure Marketing’s contribution beyond this “quarters” revenue. 

About Greg Stock:

Four-time software CEO Greg Stock is known for developing award-winning software applications, transforming organizational cultures, and successfully guiding companies through venture funding, M&A, and IPO. Greg’s track record spans more than 20 years of executive leadership with high-growth companies including Vovici (acquired by Verint), Mirage Networks (acquired by Trustwave), Vastera (IPO), and Manugistics (IPO).  Currently, Greg is the Chairman and CEO of Zenoss, a leader in IT Management software in Austin, Texas. Greg has led Zenoss to double-digit growth for four consecutive years and helped the company claim its spot as a 2017 Austin Business Journal’s “Best Places to Work” and 2016 Forbes “Best Places to Work.” Greg has also been named as a finalist for E&Y Entrepreneur of the Year in 2017 and 2018. Greg holds undergraduate and graduate degrees from Penn State. He still holds the record as the longest-tenured Drum Major in Blue Band history serving from 1982-1987.  He was the Smeal College’s first recipient of the Distinguished Undergraduate Achievement Award in 2008 and for the past 13 years, Greg has been a guest lecturer and mentor in the Smeal MBA Program. 

About Zenoss:

Zenoss helps the world’s largest organizations ensure their IT services and applications are always on.  From top secret military missions, to filling online prescriptions, or broadcasting the world’s most popular TV shows, Zenoss helps organizations keep mission critical services running by predicting and eliminated IT outages through IT Management Software. 

Nov 2018

Advice: Why Process Drives Organic Growth - Marc Hafner of Revionics



Host, Laura Patterson interviews Marc Hafner, CEO/Chairman, Revionics for her monthly program: Ready, Set, Grow!  Hafner and host Laura Patterson discuss the four basic needs and benefits of organic growth.

Ready, Set, Grow! is to provide a venue for CXOs to share their insights on what it takes to successfully achieve organic growth, lessons learned, the role they believe Marketing needs to play in growth and how they measure Marketing’s contribution beyond this “quarters” revenue. 

About our guest, Marc Hafner, CEO/Chairman, Revionics

Marc Hafner is an award-winning CEO with more than 25 years’ experience successfully driving leading growth in organizations ranging from startups to large Fortune 500 divisions. Marc has a strong track record of building growth and value for stakeholders including investors, employees and customers.

Marc has developed strategies and led organizations to compete effectively and win globally against the best such as Oracle, IBM, SAP, SAS, HP, Dell, EMC, Alcatel, Cisco and Microsoft in segments including SaaS, analytics and machine learning, enterprise software and other innovative industries globally. Marc’s other passion is rock and roll guitar, and with his band Lost in Austin he rocks it at events such as NRF’s Rock and Roll Retail and Revionics Insight.

About Revionics

Predictive. Prescriptive. Profitable Retailing.

We provide SaaS-based pricing, promotion, markdown and space solutions. Retailers in all segments across the world adopt our self-funding model to improve top-line sales, demand and margin. Our customers gain that competitive edge and improve their value proposition while outmaneuvering competitor price aggressiveness.

More on Organic Growth

Nov 2018

A Deep Dive into a Self-Funded Start Up with Maria Grineva



For the November 2018 episode of Data Dump, Mark Godley, CEO of LeadGenius, chats with Maria Grineva, CEO and Co-Founder at Orb Intelligence, about her experiences as a serial entrepreneur in the data space over the last decade. What sets Maria apart from the pack is that she has built her companies without venture capital funds. This has allowed Maria to create companies at her own pace, grow organically and create products that she and her team have complete control over. Maria has a perspective on the industry that we all wish we had...pure and free! Join us this month to get the scoop on how Maria is growing and expanding Orb Intelligence on her own terms.

About our guest, Maria Grineva

Maria Grineva (Grin-yella) is a computer scientist and tech entrepreneur. Over the last 10 years, she has built two successful technology businesses. Currently, as a Founder and CEO of Orb Intelligence, Maria's mission is to bring high-quality firmographic data and advanced tools to use it to fuel B2B advertising, marketing, and sales.

Before starting Orb, Maria worked as a Senior Scientist at Yandex, where she led a team of engineers and scientists to build a social search product called Wonder.

In 2009, Maria co-founded TweetedTimes, a personalized news service which was acquired by Yandex in 2011.

In 2010, Maria co-founded Teralytics, a big data consulting services for Swiss corporations.

Maria has a PhD in Computer Science from Russian Academy of Sciences with specialization in database systems, followed by two years in ETH, Zurich as a postdoc in Database Systems group. She has published her research work at prestigious academic conferences: WWW, SIGMOD, VLDB, and others.

Nov 2018

Failure of Salespeople is Self-Imposed by Companies



Andy Paul, author and founder of the Sales House says that the sales profession is in a self-imposed crisis. Companies spend freely to hire salespeople only to find them fail and then they simply fire them and hire more like them.

Seldom does a company look into the reasons for the expensive turn-over. They certainly don’t examine their own on-boarding and training processes. Sales managers are often to blame for hiring glib people who don’t have the skills to sell, but no one questions them. These “salespeople” get occasional coaching, but they don’t get sales skill training from their company, and few of them take the time to learn on their own. Of course, they learn features and benefits of their products but it usually ends there.

In this interview, Andy Paul discusses:

  • The gap in the sales training industry
  • Why human aspects of training are overlooked
  • Why sales “professionals” don’t take time to learn on their own
  • The consequences of companies failing to train new and senior salespeople
  • Why salespeople fail to take ownership of their own professional development

About Andy Paul

I’ve grown and managed large sales teams from scratch. I’ve coached average performers into being top producers.

And, yet, every new position I took on in my career presented a challenge and required that I re-invent myself. I had to educate myself about new technologies, new solutions, new products, new customers and their unique requirements. Every single day I had to take the responsibility to make myself smarter and better. There was no training that would do that.

It was this experience of assuming responsibility for my own career education; of using day to day learning to power my way to whatever successes I achieved, that inspired me to start my own company in 2000. Since then I’ve been on a mission to educate sales leaders and sales professionals about the power of continuous learning to transform how they perform. My message is getting out and more and more people are paying attention. I’m #8 on LinkedIn’s list of the Top 50 Global Sales Experts to follow. More than 140,000 people have signed up to follow the advice I share there. My podcast, Accelerate!, is on the top of every list of the best sales podcasts with nearly 2 million downloads to date. Accelerate! is also on INC’s list of the top leadership podcasts. My two award-winning books, Zero-Time Selling and Amp Up Your Sales, were both Amazon best-sellers.



About the Sales House

The sales House offers 400+ Hours of World-class Sales Education.  Everything You Need to Create A Fulfilling and Financially Rewarding Sales Career... And We Mean EVERYTHING!

I built my career by following the advice of a wise man who said that in life you should try to: “Learn something about everything. And, everything about something.”

You should too.

To help you achieve this I’ve laid out 400+ hours of sales instruction into 21 categories, that encompass 41 unique sales topics. We have “something about everything”.

What is the “everything about something” you must learn about sales? It’s about the human element of selling. It’s about how to connect and engage the interest of another human, to build trust and inspire them to take action. In short, it’s about relationships.

Oct 2018

4 Steps to Accelerating Company Growth



Revenue Rebels spotlights rule-breaking marketing and sales leaders who are accelerating business growth with a fanatically customer-centric approach and this month we’re featuring Darryl Praill, Chief Marketing Officer at VanillaSoft.

Since joining the VanillaSoft team a year ago, Darryl has transformed the sales and marketing process and increased lead flow by launching an inbound marketing strategy and an aggressive digital marketing program supported by a strong sales and marketing stack. If you’re a marketing leader ready to elevate your company, tune in to this episode to hear Darryl’s 4-step approach to accomplish this and more.

Guest: Darryl Praill, Chief Marketing Officer, VanillaSoft

Guest Bio: Darryl Praill, Chief Marketing Officer of VanillaSoft, is a high-tech marketing executive with over 25 years’ experience spanning startups, re-starts, consolidations, acquisitions, divestments and IPO’s. He has been widely quoted in the media including television, press, and trade publications. He is a guest lecturer, public speaker, and radio personality and has been featured in numerous podcasts, case studies, and best-selling books.

Oct 2018

Where AI Fits into the Big Picture of Sales



Outstanding Outbound host, Mari Anne Vanella welcomes Joe Brown, SVP Worldwide Sales at kare, an AI company. They’ll discuss tools and methods that can help conversations become more complex and empower reps to have more access to information to progress the sales cycle further on discussions in real-time.

About our guest, Joe Brown:

Joe is a visionary, results-oriented technology leader with a wealth of experience building profitable high growth SaaS and eCommerce organizations. Having held numerous management-level positions at the likes of Edify, RightNow Technologies, and Avangate, Joseph's key knowledge of the customer support industry has resulted in kare's rapid growth and adoption in the customer support market.   

About kare:

Founded in late 2013,  kare (formerly Gluru) helps businesses eliminate the need for writing responses while also ensuring that the knowledge is kept up to date and actionable.

When a customer’s query arrives, kare identifies the request, analyzes it to understand the intent of the issue(s), and provides an accurate response immediately. But that’s not all. Some queries are too detailed or sensitive to be handled through self-assist. That is why kare does not seek to replace customer support agents. Instead, it provides a self-maintaining, knowledge-base system to help agents quickly and appropriately respond in detail to escalated queries.

Oct 2018

3 Demands of a Growth Culture - Dave Sikora Podcast with Laura Patterson


20180719-tweet-rsg-patterson-sikora.jpgHost, Laura Patterson interviews Dave Sikora, CEO, Altr for her monthly program: Ready, Set, Grow! 

Ready, Set, Grow! is to provide a venue for CXOs to share their insights on what it takes to successfully achieve organic growth, lessons learned, the role they believe Marketing needs to play in growth and how they measure Marketing’s contribution beyond this “quarters” revenue. 

 They discuss:

  1. In first year companies it’s all about revenue
  2. Marketing has to concentrate on upstream activities
  3. Culture plays a huge role in new company startups
  4. Three characterizes of a successful growth culture

About Dave Sikora

A software industry veteran, Dave has previously served as CEO of 2 public and 5 private, venture capital backed software companies and has held board director positions with 4 public companies. He executed the first Internet Software IPO in the State of Texas in 1995 and collectively his companies have raised over $100M in venture capital and have experienced exits and value creation events of almost $1B. Dave was most recently the CEO of Stratfor, a global intelligence and research firm with industry-leading products focused on emerging global physical and cybersecurity threats. Dave is an alumnus of the University of Houston and Harvard Business School.

Oct 2018

4 Cultural Values A Company Needs to Compete – Kevin Jones with Laura Patterson 22 Min. Podcast



Host, Laura Patterson interviews Kevin Jones, Founder and Former CEO Anovia for her monthly program: Ready, Set, Grow! 

Ready, Set, Grow! is to provide a venue for CXOs to share their insights on what it takes to successfully achieve organic growth, lessons learned, the role they believe Marketing needs to play in growth and how they measure Marketing’s contribution beyond this “quarters” revenue. 

About our guest, Kevin Jones:

Kevin Jones is all about driving growth through innovation, strategic partnerships, a results-oriented culture and keen risk management practices.  He founded Anovia Payments in 2013 and in its first four years the company had over 12,500 business customers. While at Anovia, President of SignaPay, other Executive roles (Chase Paymentech, First American Payment Systems), Kevin believes in building nimble, flexible organizations that succeed as a result of developing long, mutually profitable relationships. Later this year Kevin will be starting a new company, backed by a major private equity company and $100mm investable capital. Kevin, will be bringing his 20-year expertise in the payments industry to this new company that focuses on software integration to create added simplicity for merchants.

Oct 2018

Becky Taylor, COO, SensorRX on Ready, Set, Grow! with host, Laura Patterson



This week, host, Laura Patterson interviews Beck Taylor, COO, SensorRX for her monthly program: Ready, Set, Grow! 

Ready, Set, Grow! is to provide a venue for CXOs to share their insights on what it takes to successfully achieve organic growth, lessons learned, the role they believe Marketing needs to play in growth and how they measure Marketing’s contribution beyond this “quarters” revenue. 

About our guest, Becky Taylor

Rebecca (Becky) Taylor is a senior level executive with solid background in visualizing and guiding new ventures including building committed teams and raising funds. Deep commitment to the power of personal and organizational networking. Experience in organizations ranging in size from very small start-up companies to multinationals and senior advisory roles at the U.S. Department of State. Skilled at analysis and distilling complex facts down to small set of relevant parameters. Other expertise includes technology licensing, venture capital investing, sales negotiations, identifying market opportunities. Multiple patent holder. Advisor to startups on funding strategies, technology planning, and negotiations. Prefer presenting to diverse audiences, large and small. Lifelong commitment of raising money and awareness for important community needs. One of the first EIRs at UT in 2009, graduated LBJ School as a non-traditional student in 2010.

Ms. Taylor’s most recent role involved leading a healthcare technology startup as Chief Operating Officer, through first revenue, funding round close and executive team expansion. At SensorRX, she was responsible for a broad range of actions pertaining to business operations and strategy. SensorRX is a chronic disease management technology provider initially focused on migraine headache management. Previously, Ms. Taylor held roles as Technology Innovation Advisor at Royal Dutch Shell, where she looked externally to find new technologies that improve operations in the global Wells, Deepwater, Water technology development groups at Shell, and as a Venture Principal with Shell Technology Ventures (STV), the corporate venture capital arm of Shell. Prior to joining STV, Ms. Taylor served as IEEE Diplomacy Fellow and Senior Advisor at the U.S. State Department, where she connected various bureaus and offices with the U.S. startup and university commercialization communities.

About SensorRX

SensorRX is a chronic disease management technology provider. It partners with large healthcare systems to improve treatment effectiveness and reduce the costs associated with a variety of chronic disease pathologies. The first chronic disease chosen to address, severe headache/migraine, counts 40 million US citizens amongst its sufferers. The company has reached the next stage in its growth and has relocated to Charlotte, NC. Becky served at the COO since 2016 and is now a shareholder, investor and as-needed advisor.

Oct 2018

How to Get Marketing and Sales to Work Together - Michael Sala


Listen on iTunes while you visit Woods Coffee

 Marketing and sales have changed. How we connect, work together, and support corporate goals has changed. Anyone still doing things ‘how it’s always been done’ will soon be eating the competition’s dust. This podcast explores the intersection of marketing and sales and how a strong partnership between these two crucial functions supports organizational goals of internal alignment, external engagement, and corporate growth. Read the rest of this entry »