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Sales Lead Management Association Radio

21
Feb

5 Most Important Things Marylou Tyler has Learned in Business and Life

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Author and Consultant Marylou Tyler shares the processes in her life which have served her well.  She joins a list of executives that have opined on what has helped them on the pathways of life.  She discusses:

  1. Why doing what you love and not following money or title is the key to success
  2. How embracing change in a rapidly changing world helped her
  3. Why celebrating small wins leads to big success
  4. What she has learned from “Habit Stacking” that leads to an evolving process of constant improvement.
  5. And finally, and not surprising, how lifelong learning fuels a positive attitude on life.

Download Sample Chapter of Predictable Prospecting

About Marylou Tyler

Marylou Tyler is the co-author of Predictable Revenue, The book helps sales management discover how to turn managers and their outbound sales force into a B2B opportunity engine with zero cold calling.   Predictable Revenue has been enthusiastically endorsed by Professor Neil Rackham - best selling author of SPIN Selling.

Tyler has been focused on top-of-funnel lead generation for 30 years. She has created models, systems and processes for starting conversations with people we don’t know with one goal in mind – create opportunities for revenue growth.

Call it account-based sales development, lead generation, sales enablement, demand generation, cold calling, outreach, outbound – her passion has centered around systematizing the process of reaching out to people we don’t know, engaging them in meaningful conversations, and swiftly & respectfully marching them down the active pipeline towards a qualified opportunity.

About Strategic Pipeline

Strategic Pipeline is focused on helping companies deploy a consistent and reliable Sales Opportunity Creation system that will increase new sales contacts, compel them to consider your offer and convert them to qualified sales opportunities.

The Strategic Pipeline process is the result of its cumulative experiences in managing rapid growth companies and needing to solve the painful problems of sales pipeline inconsistency and unreliable forecasts.

Most recently, Marylou Tyler served as CEO of Predictable Revenue where she and her partner began to formalize an outbound lead generation process which was described in their Amazon best-selling book of the same name.  After helping numerous companies over the last two years, Marylou realized there was something more required to assure the best results and together with Bob Kelly started Strategic Pipeline.

The “more” that differentiates our approach is embodied in our company byline – Contact. Compel. Convert.

SLMA Radio Sponsorship

 adView.cfm?id=396Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. Call 888 784 2929 or visit us at www.validar.com

12
Feb

Why CEO’s and CFO’s are still beggars when it comes to marketing ROI

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Flushed with Data and Metrics: Why is it Still Hard to Prove Marketing ROI?

The data is there, or at least available; that excuse for proving the ROI of marketing is dead and isn’t valid.  If the Chief Financial Officer for a company is asked to show the ROI for the company, it would be impossible for him or her to simply say, “AH, we can’t do that.”  So, what is it that is makes beggars out of CEO’s that want to know the ROI for marketing? Why isn’t marketing ROI a written part of every CMO’s job description? Author Laura Patterson of VisionEdge Marketing has opinions about why this is still an evasive goal for most corporations. The host is Jim Obermayer.

About Laura Patterson

Laura takes a practical, no-nonsense approach to proving and improving the value of Marketing. Laura began her 25+ year career in sales and had the great fortune of working across functions spanning customer relationship management and Marketing with a capital “M”.  Today she is at the helm of VisionEdge Marketing, founded in 1999, and is recognized as one of the pioneers and authorities in the Marketing Performance Management (MPM) discipline. The company specializes in helping companies apply data, metrics and proven best-in-class practices to improve Marketing effectiveness, deliver business impact, and enable better business decision-making.  Laura and VisionEdge Marketing are all about making Marketing an engine of growth for organizations. Martechexec selected Laura as one of the top 50 women in marketing technology. Laura serves on the University of Texas McCombs School of Business Masters of Marketing Science Advisory Board.

About VisionEdge Marketing

Since 1999 VisionEdge Marketing (visionedgemarketing.com), a data-driven metrics- based strategic and product marketing company has specialized in improving marketing performance and helping organizations make better fact-based decisions when it comes to markets, products, customers and competitors. Our passion is to help companies of all sizes solve four critical business problems:  How to acquire and keep profitable customers, how to successfully define and launch market-leading products and services, how to create performance-driven marketing organizations, and how to accurately measure and improve marketing’s contribution to the business.

Some extra reading that goes with this episode:

  1. https://www.forbes.com/sites/gartnergroup/2018/02/07/cmos-on-the-hook-to-prove-roi-in-2018/#adb452251cce
  2. https://www.marketingdive.com/news/forrester-chief-growth-officers-will-replace-cmos/510242/
  3. https://www.forbes.com/sites/kimberlywhitler/2017/11/01/2018-marketing-predictions-from-the-c-suite/#6beb37e34c91
  4. https://www.hottopics.ht/25175/juniper-cmo-mike-marcellin-business-person-first-b2b-marketing-second/

 

SLMA Radio Sponsorship

 adView.cfm?id=396Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. Call 888 784 2929 or visit us at www.validar.com

12
Feb

5 Things Dan McDade has Learned in Business and Life

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This interviewi is part of a series we are doing to find out what makes entrepreneurs tick.   We ask about the things that have made a difference in their lives.  Sometimes we hear about how they run their company, sometimes the things that were important milestones in their lives.  In this episode we hear Dan McDade talk about authors that made a difference and his own philosophy of management.  He discusses:

  1. Seek first from Covey…how it changed his approach to prospects and clients.
  2. Starting with the end in mind…
  3. Why consistency and longevity make a difference…
  4. You can’t put in what God left out…
  5. Dan McDades Big Hand Theory…

 About Dan McDade

Dan McDade founded PointClear in 1997 to help B2B companies with complex sales processes drive revenue through lead generation, qualification and nurturing. For close to 20 years, he’s been instrumental in developing strategies that assure 100% of leads delivered to client sales organizations are fully qualified to client specifications.

McDade's Viewpoint Blog

SLMA Radio Sponsorship

 adView.cfm?id=396Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. Call 888 784 2929 or visit us at www.validar.com

7
Feb

5 Most Important Things Mari Anne Vanella has Learned in Business and Life

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As part of our continuing series of interviews on the five most important things an executive has learned in business and life, we spoke with Mari Anne Vanella of the Vanella Group.  She has authored the best-selling and award-winning book 42 Rules of Cold Calling Executives.  Mari Anne presented thoughts that have guided her in her career such as:

  • It’s never about you…
  • How a question she asks new-hires can be a guide for your own life
  • The importance of living by your word
  • Why being grateful is being gracious
  • The importance of managing yourself

About Mari Anne Vanella

Mari Anne Vanella has 25+ years of sales and business management experience. As Founder/CEO of sales development firms in the Silicon Valley, her organizations have consistently delivered long-term, successful sales development programs to high tech and services industries across the United States.

Mari Anne's background includes successful performance as Vice President and Director at companies such as The EC Company (now ADX), PictureTalk, a subsidiary of Drake International (one of the world's largest IT solution and staffing firms), Global Knowledge, a $500 Million IT Training and consulting firm, and at Skyline Computer Corporation, where she led the Cisco Training Products organization to a #5 position in the country within one year. Prior to these she founded Procom, a sales development firm based in the Silicon Valley serving customers such as State Farm Insurance, Waddell & Reed, AmeriPro, and many others.

Mari Anne is listed in the #3 position in the "40 Most Inspirational C-Level Leaders in Sales Lead Management" in 2015 and is also listed in the "20 Women to Watch in Sales Lead Management" in 2016, 2015, 2014, 2013, 2012, and 2011. She was recently a speaker in featured sessions at Dreamforce on Social Selling and has been invited to speak three times recently in featured sessions. She has also been invited to represent the SMB CEO role at "LinkedIn Live" event which was co-sponsored by the regional Chamber of Commerce and focused on how SMB's can successfully leverage LinkedIn as The Vanella Group, Inc. has.

 

SLMA Radio Sponsorship

 adView.cfm?id=396Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. Call 888 784 2929 or visit us at www.validar.com

30
Jan

Sales 3.0 - What’s it all about?

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This is a continuation of the interview with Jonathan Farrington from last month when the host Peter Gillett and Jonathan Farrington, CEO of Top Sales World discuss how technology is changing the way we sell.   These two experts don’t always agree, but they do agree that changes are      tsunami-like with few sales or marketing people aware of what’s coming.   No it isn‘t business as usual.

About Jonathan Farrington

Jonathan Farrington is a globally recognized business coach, mentor, author and sales thought leader, who has guided hundreds of companies and thousands of individuals around the world towards optimum performance levels. He is the Senior Partner at Jonathan Farrington & Associates, based in London and Paris, and also the CEO of Top Sales World. You can visit his award winning daily blog here: www.thejfblogit.co.uk and also find him here: twitter.com/TopSalesWorld

 

SLMA Radio Sponsor

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Zuant is a new generation of mobile lead capture system. One you can use at every Tradeshow and Event, or even every day when you're on the road to present and send videos and literature to your customers. It looks great and eliminates the need for manually entering your leads later. Now that's smart. www.zuant.com

 
 
24
Jan

Why Account Planning Delivers Outsized Revenue Results

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Account planning is undoubtedly successful in the companies that employ it but its success depends on changes in attitude and processes that salespeople seem to loath.  While the results are invariably stunning, but the adoption in the short term is sometimes slow and in the long term difficult to sustain.  In this interview multiple book author and Mark Donnolo discusses his recent book,Essential Account Planning

  1. How to create a strategic account structure
  2. How to over-come initial resistance to change
  3. Who is involved in account planning
  4. How revenue is measured once a plan is in place (creating a dashboard)
  5. Other reasons and goals for account planning

About the Book Essential Account Planning

Published 2017

136 Pages

Softcover

Amazon Price: $29.93

About Mark Donnolo

Mark is founder and managing partner of SalesGlobe. He is the author of the books The Innovative SaleWhat Your CEO Needs to Know About Sales Compensation, and Essential Account Planning.

Donnolo has worked with Global 1000 companies around the world for the past twenty five years focusing on sales innovation, sales strategy, sales coverage, account planning, sales compensation, and quota setting. Prior to SalesGlobe, Mark held management team positions with three major consulting firms. He also co-founded two venture-backed VoIP technology companies and a venture-backed clean coal technology company.

Mark holds an MBA from The University of North Carolina at Chapel Hill and a BFA from The University of the Arts in Philadelphia. He has served on the Board of Trustees for The University of the Arts and serves on the Alumni Council for Kenan-Flagler Business School. Mark enjoys traveling with his family, writing, drawing, and navigating the forest in his Gator with his trusty English Lab, Winston-Bubba.

About SalesGlobe

SalesGlobe provides a range of sales effectiveness services that concentrate on sales transformation, sales process and sales coverage design, sales compensation and sales operations management. We offer management consulting, team coaching and operational outsourcing. Our focus is always on profitable growth for our clients. We structure each initiative around helping you reach a specific financial or strategic objective.

 

SLMA Radio Sponsorship

 adView.cfm?id=396Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. Call 888 784 2929 or visit us at www.validar.com

21
Jan

How Jill Konrath Reframes Problems

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In this 2 minute and 16 second segment from her interview on the Five Most Important Things She has Learned in Busienss and Life, Jill Konrath talks about how she redefines a problem by turning it into a challenge. This is number three of five extracted from her interview “The Most Important Things Jill Konrath has learned in business and life.”  Hear the full interview here

Konrath’s sincerity comes through in this heartfelt advice.

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The full interview contains:  Read the rest of this entry »

17
Jan

Does your Martech Stack up?

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Tips and tricks from the field, Rhoan Morgan, your host and CEO of DemandLab chats with Delinda Tinkey, Sr. Sales and Marketing Automation Manager at Evolve IP.  Read the rest of this entry »

9
Jan

Bill Walker of Unison Reveals How to Implement Voice of the Customer Programs

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Voice of the Customer sounds wonderful, and doable, and gee whiz why not do it? And yet, as many Read the rest of this entry »

3
Jan
20
Dec

5 Most Important Things Jeanne Hopkins has Learned in Business and Life

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This interview is part of an on-going series that asks executives to share the lessons they have learned in business and life. 

 

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More from Hopkins: Read the rest of this entry »

19
Dec

Marketing Intelligence Software: How it Improves Marketing ROI

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Marketing Intelligence and software may be the rage right now, which isn’t a surprise for anyone in the Read the rest of this entry »

16
Dec

Hear Jill Konrath in 1 minute and 15 seconds Reveal a Defining Moment in Sales

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In one minute and 15 seconds Jill Konrath talks about a defining moment in her early sales career that put her on a life-time pursuit of serving the customer well.  This is number three of five extracted from her interview “The Most Important Things Jill Konrath has learned in business and life.”  Hear the full interview here

Konrath’s sincerity comes through in this heartfelt advice.

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The full interview contains:  Read the rest of this entry »

12
Dec

How Companies Are Using Databases to Improve Sales & Marketing Productivity

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The competitive edge of success for B2B and B2C marketing and sales departments today is undoubtedly Read the rest of this entry »

4
Dec
4
Dec
27
Nov

How to train your reps 75% faster – A Case Study

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20171130-tweet-green-benson.jpg Training new sales representatives is generally either too fast and they learn very little that immediately Read the rest of this entry »

25
Nov

Matt Heinz on the Importance of Balance in Business and Life - 1 Minute 57 Seconds

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In his interview on the 5 Things Matt Heinz has learned in business and life, Matt Heinz of Heinz Marketing disucsses balance in life, for his personal life, his business, and the importance of having a child.  In one minute and 57 seconds, Matt lays out where his priorities are.  Interesting. 

For the full interview go here:

5 Most Things Matt Heinz of Heinz Marketing has Learned in Business and Life Read the rest of this entry »

21
Nov

5 Things Kevin Joyce of Pedowitz has Learned about Business and Life

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Have you ever wondered how some people have become so smart?  Did they make the mistakes you Read the rest of this entry »

14
Nov

Do you need an Intelligence Platform?

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It’s one thing to talk about AI and machine learning and try to filter out the nonsense claims of a hundred Read the rest of this entry »

13
Nov
7
Nov
30
Oct

How Verizon changed gears to turbocharge its tradeshow lead gen

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Learn how Verizon Telematics, a connected-vehicles, fleet management products and services provider, Read the rest of this entry »

25
Oct

Can your Marketing People Execute Revenue Accountability in 2018?

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It’s Budget Time and this year may be different for many marketers as expectations of “marketing revenue management” have increased. Read the rest of this entry »

24
Oct

1 Minute Life Management Tip from David Krieger

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In an interview with SalesRoads CEO Dave Kreiger, he discussed his career, and the five most important things he has learned about managing and growing this business.  While David is known as a salesman’s salesman, we found out what he had to overcome to be the entrepreneur he is today.   One of the five revolves around taking action in this 1.minute and 13 second out-take. 

More: Read the rest of this entry »

18
Oct
12
Oct

On Creativity - Steve Gershik says, More success if you start with the YES.

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Steve Gershik is one of many successful sales and marketing pros that understand the value of improv training. Here is a quick tip you can start applying immediately to ensure your success. Start with the YES.  This one minute tip came from outtakes of a recent interview on CRM Radio, "Where have all the risk takers gone?". Catch the replay here > Read the rest of this entry »

9
Oct

The 4 Common Mistakes in Lead Nurturing That Lead to Failure

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Lead Nurturing, not to be confused with dumping all your available content on new prospects, has a Read the rest of this entry »

2
Oct

Case Study: How ADP Proved ROI on a $1.5M Tradeshow Budget

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A Case Study with Sales Management Super Hero Stephen Landry

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High Tradeshow Investment, but no visible ROI?  “Why is that?” Asks host Peter Gillett. In this episode of SLMA Radio. Zuant CEO Peter Gillett interviews Sales Enablement Super Hero Stephen Landry nosh about: Read the rest of this entry »

26
Sep

Managing Leads for Distributors: An Overlooked Advantage

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Sales Lead Management for direct sales people is a common, popular subject, whether for outside or Read the rest of this entry »