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Sales Lead Management Association Radio

17
Jul 2019

How to Measure Event Performance

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Events, trade shows, corporate showcases, and user events have grown dramatically in the last five years. And yet, the need to measure event performance beyond the ego boost of having the event is often evasive. The C-suite wants to measure the ROI for events that are into the mid-to-high six figures and beyond. In the episode, Valdiar CEO Victor Kippes discusses how to measure event performance and the technology needed to make it easy.

About Victor Kippes

Victor Kippes is CEO of Validar Inc., a B2B lead management company that specializes in events. Validar’s value proposition is based on Victor’s experience as a receiver of leads. He has been in a sales role for over 20 years both as a direct contributor and as the leader of a large enterprise sales team. He is a recovering sales leader who understands very well the challenges marketing and sales leaders face specific to demand generation and lead management. If you are a marketing leader interested in understanding and articulating your true value, or a sales leader interested in improved conversions and pipeline growth, Validar and Victor are there for you. You can follow Victor on Twitter at @vkippes.

 About Validar

Since 2005, Validar Inc. has helped B2B event marketers better understand and articulate their value. It is vitally important to us that our customers get the credit they deserve for their event marketing efforts and our technology not only does this, we also help deliver a best-in-class attendee experience as well.

9
Jul 2019

Realistic, Effective Content Marketing tactics ANY Company Can Implement.

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This is part 2 of an interview with Kristy DelMuto, VP of Strategic Marketing at LLR Partners. If you missed the first interview, we suggest you listen to it here. This continuation goes into specific tactics. Some of which your team can EASILY help you with - two tiny asks a month - really, it's not difficult to make great strides in your reach, but it's a group effort using the most accurate data and data analysis. 

About Our Guest: Kristy DelMuto, VP of Strategic Marketing
As the leader of LLR’s strategic marketing, Kristy works to codify why growth happens and help business owners access the capital, insights, and resources they need to scale. She translates actionable growth advice from LLR’s portfolio companies, network of senior operators and team into digital and live content, creating opportunities for best practice sharing among business leaders.

Kristy also manages LLR’s brand, marketing, public relations, and social media presence, enabling intermediaries to stay informed on the firm’s investment focus and helping executives determine if LLR is the right partner to support their company’s growth.

7
Jul 2019

How to Choose an Outbound Calling Company That Delivers

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Mari Anne Vanella, the host of Outstanding Outbound and SLMA Radio commentator Paul Roberts, explores how to choose and create a successful relationship with an outbound calling company that will give you a 20% return.  They discuss the sins of the industry and the benefits of working with a company that knows B2B enterprise relationship building.  They touch upon:

  • How to successfully outsource outbound calling
  • The difference between internally employed SDRs and outsourced professionals
  • Why nobody is closing deals on social
  • Why most companies pay inexperienced SDRs as little as possible and they get what they pay for
  • The sins of a false-peer call and lying from bad actors
  • Why going cheap on outbound calling increases risk of failure

 Mari Anne Vanella

Mari Anne Vanella has 25+ years of sales and business management experience. As Founder/CEO of sales development firms in 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, and at Skyline Computer Corporation, where she led the Cisco Training Products organization to a #5 position in the country within one year. Before these, she founded Procom, a sales development firm based in the Silicon Valley serving customers such as State Farm Insurance, Waddell & Reed, and many others.

Mari Anne Vanella hosts Outstanding Outbound Radio which is sponsored by The Vanella Group on the Funnel Radio Channel.

25
Jun 2019

The Untapped Power of Quora Ads with JD Prater

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JD Prater from Quora shares why you should consider marketing on Quora, and some of his best strategies for driving inexpensive, high-quality leads. Don't miss the chance to break through the clutter on a channel that your competitors haven't found yet.

About AJ's guest:

JD Prater is the Quora Evangelist and a regular speaker at conferences across the globe. He's the podcast host of Grow with Quora and The PPC Show. And in his spare time, JD is an avid cyclist, proud new father, and weekend traveler. 

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23
Jun 2019

How to Avoid CRM Failure with Joe Scioscia of VAI

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It depends on what report you read, but we know that CRM or sales automation installations are fraught with frustration and failure. It isn’t unusual that companies go through 2-3 CRM companies until it has a system that works for everyone. In this interview, host Jim Obermayer, asks Joe Scioscia, VP of Sales at VAI how to avoid common CRM installation failures. Joe Scioscia is a top flight expert on the subject and in 25 minutes he will guide us out of the corn patch maze known as CRM Implementation.

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19
Jun 2019

Why End of Life Conversation Makes Life Itself Easier

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Choose Your Own Way:
Why End of Life Conversation Makes Life Itself Easier – for you, your family and your medical team

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10
Jun 2019

Should You “Buy an Appointment” to Build Pipeline?

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In this interview with Mari Anne Vanella, CEO of the Vanella Group, we discuss how an outside service can be effective in getting an appointment with the right person which leads to a sales pipeline boost. 

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4
Jun 2019

How to Drive Revenue Using Content Marketing

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How did a middle market private equity firm manage to differentiate itself in an overly crowded and competitive market while attracting a wider audience and driving revenue? By leveraging content marketing and developing high-quality thought leadership.

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31
May 2019

Stop Treating Email Recipients like Morons Says Laurie Beasley in a 4 Minute Podcast

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This is a 4+ minute passage from Laurie Beasley’s longer live radio program she hosted on SLMA Radio.  To listen to the whole program, go here:

Incorporating the Six Universal Buying Motives to Improve Email Copy and Response Rates

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29
May 2019

How LinkedIn is the Best Place for B2B Ad Dollars

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The guest on SLMA Radio,  A.J. Wilcox, founder and CEO of B2Linked tells us why LinkedIn is the best place for a B2B Marketer’s advertising spend.  He discusses:

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29
May 2019

Why the Winning Customer Experience Starts with Sales

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Host Mari Anne Vanella interviews Michael Fox, a technology sales expert about how a new customer’s relationship starts with their  “relationship” with the sales representative that served and sold them. They discussed:

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15
May 2019

Why Marketing is in the Most Powerful Position in 100 Years

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This program addresses the question of who owns the pipeline, sales or marketing and in doing so it becomes apparent that marketing not only owns it but is in the most powerful position in their company in nearly a century.

Why it's Important

Are salespeople just the closers and don't own the pipeline? 

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9
May 2019

Incorporating the Six Universal Buying Motives to Improve Email Copy and Response Rates

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Most email programs are failing, dismal, weak and ineffective says Laurie Beasley.  Failure is usually the result of poor copy writing (subject line and body) that leads to low opening rates and truncated sales. 

The B2B buyer and consumer are not morons , she says (paraphrasing David Ogilvy). 

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8
May 2019

Leading Digital Transformation Within Your Organizations

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Digital transformation is an organization-wide effort, but it starts with the leadership of marketing. From vision creation to team empowerment, CMOs and marketing leaders are poised to drive transformation within their organizations but not all are well-versed in how to approach this transformation.

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3
May 2019

Why Leads Crash and Burn When Salespeople Call the Prospect

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Mari Anne Vanella, author, and CEO of the Vanella Group, has made millions of B2B outbound calls for her clients. For this program she discusses why companies don’t usually need more leads, they just need to fix the salesperson’s soft sales approach in the initial contacts. The salesperson’s failure, Mari Anne says happens when aggressive salespeople, who don’t listen to the prospect, fail to engage and then blames the lead and source of the lead: marketing. Mari Anne and Paul Roberts discuss:

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23
Apr 2019

Does Product Management Have a Role in Sales Enablement?

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Product marketing sits at the intersection of product, marketing, and sales, making it a critical function in enhancing value creation for the customer and supporting sales enablement.  But do product marketing managers just assume this responsibility lies with someone else in marketing?  Revenue operations? Marketing Operations? Marketing Communications? CMO?

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15
Apr 2019

Must Listen: Personal Growth Equals Sales Growth Podcast with David Kreiger

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David Kreiger believes in two management techniques for his inside sales representatives: the theory of one thing and that personal growth equals sales growth. 

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10
Apr 2019
8
Apr 2019
3
Apr 2019

Why Segmentation is Key to Building Your Customer Journey

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You wouldn’t market to the CEO of a Fortune 100 company in the same way you’d market to a SMB marketing director. Why market to your customer and prospect audiences in the same way? When you prioritize segmentation, you enable your company to target the right audience with the right message at the right time, while delivering a superior experience. This month on Revenue Rebels, Rhoan Morgan sits down with Rebecca Kaufman, Director, Strategic Marketing at Phreesia to discuss the importance of segmentation in marketing. 

Revenue Rebels is hosted by Rhoan Morgan, CEO of DemandLab the host sponsor.  

You may also like:

How Revenue Operations Improves Customer Engagement

Hear the best of Rhoan Morgan here.