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Sales Lead Management Association Radio

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 made?  What has driven them to accomplish so much?   In this interview we ask Kevin Joyce, CMO of the Pedowitz Group to tell us the about the five things he has learned in business and life.  His answers surprised me and I think they will surprise you also.   He talked about:

1. How he came believe in Carpe Diem because of a death of a close friend.

2. Why finding the things you're really good at will make a difference in your life.

3. How leading from the front and behind makes all of the difference in mouintaineering and business.

4. Why it isn't enough to be smart.

5. And the importance of managing your fears.  

Kevin Joyce, CMO/Vic President Strategy Services, the Pedowitz Group

Kevin Joyce is CMO and vice president of strategy services with The Pedowitz Group. He holds a unique combination of marketing skills and sales experience that helps companies to bridge the gap between sales and marketing. Last year he was named one of SLMA’s Top 40 Most Inspiring in B2B Lead Generation.

Kevin has successfully launched numerous products and services as a director of product marketing at Sequent, as a director of sales at IBM, as vice president of marketing at Unicru, and as CEO at Rubicon Marketing Group. He holds a BS in Engineering from the University of Limerick, Ireland and an MBA in Marketing from the University of Portland.

About The Pedowitz Group – Connecting Marketing to Revenue™

The Pedowitz Group wrote the book, and is the undisputed thought leader on Revenue Marketing™. As your partner, TPG helps you plan, build and optimize your revenue engine by delivering services in MarTech, demand generation and marketing operations. To discover how we can help your organization become successful Revenue Marketers™, visit http://www.pedowitzgroup.com  or call us at 855-REV-MKTG or visit Revenue Marketer Blog.

Also from Joyce:

Can your Marketing People Execute Revenue Accountability in 2018?

 

 

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 companies that say they can deliver information about customers, buyers, competitors and your mom and dad; it’s another thing to find someone that has a platform that makes sense of the flood of gobbledygook flowing into your company. In this interview with Katie Ballard, Chief Growth Officer atDiscoverOrg we discuss what a marketing intelligence platform is and isn’t and why to compete going forward you have to make some decisions on employing an intelligence platform. The host is Jim Obermayer.

Katie Bullard, Chief Growth Officer, Chief Growth Officer at

Katie is responsible for leading the global marketing, product management, and partnership functions at DiscoverOrg. She brings 15 years of marketing, product, and strategy experience in global, high-growth technology businesses to her role at DiscoverOrg. Prior to joining DiscoverOrg, Katie served in executive leadership roles at Mitratech, Accruent, and Hoover’s. She has a bachelor’s and masters degree from the University of Virginia.

DiscoverOrg’s

DiscoverOrg is the leading global sales and marketing intelligence tool used by 4,000 of the world’s fastest growing companies to accelerate growth. The company itself has been named an Inc. 5000 fastest-growing company seven times. DiscoverOrg’s award-winning solutions provide a stream of accurate and actionable company, contact, and buying intelligence that can be used to find, connect with, and sell to target buyers more effectively – all integrated into the leading CRM, SDR, and Marketing Automation Tools in the market. DiscoverOrg’s team of over 250 researchers refreshes every data point at minimum every 60 days – ensuring customers reach the right buyers with the right message at the right time.

13
Nov

5 Most Things Matt Heinz of Heinz Marketing has Learned in Business and Life

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This is an on-going series of interviews with executives on SLMA Radio and CRM Radio.

Matt Heinz looks back on his business and how it intersects with his personal life and finds that balance has become his watch word, selling the benefits of his services (selling the hole not the drill) has been equally important.  Empathy for his clients and employees through active listening has brought him eye opening huge benefits.  And eventually servant leadership has played a part.  He admits this passage so far has been filled with learning moments (some from his mentors) which he names. Matt is funny, serious and thoughtful in this interview.   18 minutes and worth it.

About Matt Heinz

Prolific author and nationally recognized, award-winning blogger, Matt Heinz is President and Founder of Heinz Marketing with 15 years of marketing, business development and sales experience from a variety of organizations and industries. He is a dynamic speaker, memorable not only for his keen insight and humor, but his actionable and motivating takeaways.  Matt’s career focuses on consistently delivering measurable results with greater sales, revenue growth, product success and customer loyalty. Matt is a repeat winner of Top 50 Most Influential People in Sales Lead Management and Top 50 Sales & Marketing Influencers.  Matt is living through the renovation of a 105-year old historic farmhouse in Kirkland, Washington with his wife, Beth and three young children.

 

 

7
Nov

5 Most Important Things Justin Gray of LeadMD has Learned in Business and Life

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This is an on-going series of interviews with executives on SLMA Radio and CRM Radio.

Serial entrepreneurs seem to learn more than most of us in business. Maybe its quickness of the lessons learned, the successes and the failures and mistakes that come in fast succession. Justin Gray of LeadMD is a serial entrepreneur and our guest to discuss what he means by sweating the small stuff (not what you think), partners, why success in business shouldn’t get easier, where fun enters into the equation and an interesting take on people. The host is Jim Obermayer

Justin Gray, CEO & Chief Marketing Evangelist

You might know Justin from the incredible amounts of quality best practices content LeadMD churns out on a monthly basis. You might say he drank the content marketing Kool-aid.  You might also say he spiked it with Everclear and slept behind a Walgreens last night. Justin founded LeadMD with the vision of being a little different, the dream of igniting a fire around marketing, fueled by “doing”. The result is a true Marketing-as-a-Service offering, which has become the benchmark of excellence and a Preferred Service Partner for both Marketo and Salesforce.com. Mr. Gray has emerged as a strong voice for demand generation, value-based marketing and conversational best practices. As a recognized speaker, Justin has been published over 250 times in industry publications. Meanwhile, his Blog, The Marketing Evangelist is one of the top marketing blogs in the marketing automation the space.

Company Twitter: @myleadmd

Personal Twitter: @jgraymatter

LinkedIn: http://www.linkedin.com/in/leadmd

 

More from Justin Gray

Why Only 13% of Marketing Automation Programs are Successful -Video

Marketing Automation: Quick Wins in 30 Days

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, worked with Zuant, a digital lead capture mobile platform for capturing, integrating and reporting relevant data from events, to help the company generate better leads during its Verizon Networkfleet event program.  Results included:

  • Doubled sales opportunities with an increase in qualified leads from better and consistent data collection at all events
  • 156% YOY increase in sales opportunities from events
  • 287% YOY increase in unit sales from events.

About our guest, Hector Garcia, CTSM

Hector Garcia is Experiential Marketing Manager for Verizon Telematics, and based in Southern California.

Hector is responsible for event strategy to support the full suite of products in the Telematics organization: Fleetmatics, Networkfleet, Telogis, OEM partnerships, and Hum the automotive aftermarket consumer product. Since joining Verizon Hector has focused on enhancing events with structure, technology, and analysis of results to increase the returns from investments in their event programs.

Prior to Verizon Hector was with HD Supply Facilities Maintenance where he led event programs and had owned an event agency before that.

 

Company Overview

Verizon Telematics is now a global leader in implementing the next generation of connected services for vehicles, centered on a core platform of safety, security, convenience and infotainment offerings. The company offers a portfolio of services through its commercial fleet, aftermarket and original equipment manufacturer (OEM) offerings. Today Verizon Telematics operates in more than 40 markets around the world and offers comprehensive services to consumers, automakers, and dealers, providing technological and service expertise to power connected-vehicle products around the world.

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.

The 5 Step Model for Operationalizing an SPB&M

Since the publishing of Debbie Qaqish’s book the Revenue Marketer the thought that marketing is not only responsible for demand-gen and product marketing, but also revenue has cause elation and fear in the marketing suite.  In this interview with Kevin Joyce of the Pedowitz Group and Sam Melnik VP of Marketing at Allocadia the two discuss major changes in planning and marketing operations that are taking some people and companies by surprise. 

  1. Why this a new ballgame for Marketing Operations
  2. Definitions of SPB& M,  MO-led, and MPM
  3. How marketing planning has changed to Marketing Revenue Planning
  4. Does every company require a Marketing Operations Manager to plan and execute this MPM process?
  5. Describe the Pedowitz and Allocadia partnership

Why it matters

“The thought that marketing is not only responsible for demand-gen and product marketing, but also revenue has cause elation and fear in the marketing suite.”

 

Sam Melnick, VP of Marketing at Allocadia

Sam Melnick is the VP of Marketing at Allocadia, the leader in Marketing Performance Management software, managing over $20B in marketing spend to-date. He is an award-winning and analytically driven marketing professional with experience as a marketing practitioner at Vivox, CMO industry analyst at IDC, and customer success manager at a Lattice Engines. Sam is a frequent speaker at marketing industry events and prolific author of marketing research. He was recognized as a top 50 most influential marketing technology professional, plus one of New England’s top 40 influencers in content and digital marketing. Sam is a graduate of UMass Amherst’s Isenberg School of Management.

LinkedIn: https://www.linkedin.com/in/sammelnick

Twitter: http://www.twitter.com/sammelnick

 

About Allocadia

Allocadia is the leader in Marketing Performance Management and creators of the #RunMarketing movement. The company's award-winning technology empowers marketers with confidence in their plans, investments, and ROI. Founded in 2006 by twin sisters Kristine Steuart and Katherine Berry, Allocadia today serves more than 10,000 marketers worldwide, managing over $20B in marketing investment to-date. Learn how leading marketing organizations at over 200 companies including Microsoft, Juniper Networks, VMware, Red Hat and Charles Schwab run the business of marketing at Allocadia.com.

 

Kevin Joyce, CMO/Vice President Strategy Services, the Pedowitz Group

Kevin Joyce is CMO and vice president of strategy services with The Pedowitz Group. He holds a unique combination of marketing skills and sales experience that helps companies to bridge the gap between sales and marketing.  Last year he was named one of SLMA’s Top 40 Most Inspiring in B2B Lead Generation.

Kevin is a marketing executive with 35 years of experience in high tech, holding positions that include engineering, marketing, and sales. For more than 16 years, Kevin has worked with SMB to enterprise companies on their journeys to transform their demand generation strategies as it relates to the six key components of a successful Revenue Marketing™ engine: strategy, people, process, technology, customers and results.

Kevin has successfully launched numerous products and services as a director of product marketing at Sequent, as a director of sales at IBM, as vice president of marketing at Unicru, and as CEO at Rubicon Marketing Group. He holds a BS in Engineering from the University of Limerick, Ireland and an MBA in Marketing from the University of Portland.

About The Pedowitz Group – Connecting Marketing to Revenue™

The Pedowitz Group wrote the book, and is the undisputed thought leader on Revenue Marketing™. As your partner, TPG helps you plan, build and optimize your revenue engine by delivering services in MarTech, demand generation and marketing operations. To discover how we can help your organization become successful Revenue Marketers™, visit http://www.pedowitzgroup.com, or call us at 855-REV-MKTG or visit Revenue Marketer Blog.

Linkedin: https://www.linkedin.com/in/kevinhjoyce/

Twitter: https://twitter.com/nivenor1

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: 

5 Most Important Things I’ve Learned in Business and Life - Dave Kreiger

David Kreiger Bio

David Kreiger is the Founder and President of SalesRoads, a business-to-business appointment setting, lead generation and sales outsourcing company. He has been named as one of The Most Influential Leaders in Sales & Lead Management by the SLMA the last four years in a row. 

SalesRoads Overview

SalesRoad’s focus is on developing and implementing high-quality, professional, business-to-business inside sales teams for our clients with our turn-key solutions.  These include recruiting, training and retaining highly skilled workforces, developing powerful call approaches, rebuttal strategies and leveraging the latest technologies to build pipeline, increase sales and lower our clients’ costs per sale.  For more information you can visit us at www.SalesRoads.com or call us at 800-836-4033.

18
Oct

5 Most Important Things I’ve Learned in Business and Life - Dave Kreiger

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This is an on-going series of interviews with executives on SLMA Radio and CRM Radio.

In this interview with SalesRoads CEO Dave Kreiger, he discusses his career, and the five most important things he has learned about managing and growing this business.  Dave reveals his personal struggles to become the best manager in a very competitive business.   David shares how he came to believe in five essential ways of acting and doing business which has served him so well.   Some describe Dave as a salesman’s salesman, but this introvert by nature found ways to excel in sales by using some interesting approaches with people.  

The host in Jim Obermayer.

David Kreiger Bio

David Kreiger is the Founder and President of SalesRoads, a business-to-business appointment setting, lead generation and sales outsourcing company. He has been named as one of The Most Influential Leaders in Sales & Lead Management by the SLMA the last four years in a row.  David is consulted by some of the largest and fastest growing companies to help their organizations accelerate their sales through proactive teleprospecting.

 SalesRoads Overview

SalesRoad’s focus is on developing and implementing high-quality, professional, business-to-business inside sales teams for our clients with our turn-key solutions.  These include recruiting, training and retaining highly skilled workforces, developing powerful call approaches, rebuttal strategies and leveraging the latest technologies to build pipeline, increase sales and lower our clients’ costs per sale.  For more information you can visit us at www.SalesRoads.com or call us at 800-836-4033.

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 >

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 certain finesse if done right, but it can lead to impatience, frustration and rejection by prospects if done poorly.  In this program we interview Howard Sewell, president of Spear Marketing about the four common failures of lead nurturing.

About Howard Sewell

Howard Sewell is president of Spear Marketing Group, a leading B2B demand generation agency, and a B2B marketing veteran with more than 25 years’ experience in lead generation and lead management.

About Spear Marketing Group

Spear Marketing Group is a full-service demand generation agency that helps B2B companies generate, nurture, and convert sales leads to revenue.  Spear’s proven approach to demand generation blends strategic expertise, creative flair, and a deep understanding of marketing technology to drive measurable results across every stage of the lead lifecycle.

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:

  • Human issues
  • Corporate Politics
  • Planning
  • Technology

About Stephan Landry

Stephen Landry has a 30 year history of Sales, Sales Training, Sales Enablement & Sales Management.  He has focused on B2B Enterprise software sales for most of his career.  For the last 15 years he ran global sales at ADP.  For the last 6 of these years he worked for a supporting Division of ADP, called AVS where he was Senior Director. Highlights include:

  • Managed a 250+ Field and Inside Sales team covering the United States and for various Payroll , Tax and compliance solutions with direct selling to many verticals
  • Executed on an annual Sales Team quota 100 Million +
  • Ran extensive marketing programs and supported Event marketing with over 36 annual events and tradeshows  

Stephen is currently head of sales for Ontrackworkflow, a digital asset management company based in Atlanta, GA. A Florida native, he earned his Marketing degree from University of South Florida. He has three children and currently lives in Sarasota with his wife. 

More Peter

Slick Salesforce Interactivity for Events and Your Sales Team

Why Should Sales People LOVE Tradeshows?

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 inside salespeople, but for distributors not so much. Industrial distributors are left to themselves to find a buyer. Most industrial companies with wide ranging distributors let them fend for themselves; no lead generation, no CRM system. Some feel that is why they have distributors so they don't have to generate leads. Fred Yee of Active Conversion talks about why industrial companies and their distributors are different and why distributors that get leads produce more than those that don't. The host is Jim Obermayer.

They cover:

  • Distributor needs
  • Industrial manufacturers mistakes in lead management
  • Why the business process for the two is the same as direct even if they aren’t treated the same.
  • How the ROI can change when the distributors are served real sales leads
  • What to do about it.

 

About our Guest Fred Yee

Fred Yee, founder and CEO of ActiveConversion, has a history of running successful tech companies with high growth. After his previous company in web conferencing was acquired, Fred looked to solve a problem close to home - how to improve and simplify the sales and marketing process for companies with long sales cycles. This led to the creation of ActiveConversion, a marketing and sales platform customized for industrial sales and marketing.

Fred holds a B.Sc. in computer science and completed the MBA Executive course for entrepreneurs at the University of Calgary. Fred has varied expertise through his career as a software developer, project manager, and sales executive. He is a recognized leader in the online marketing community.

Yee has been recognized for two years running as one of the Top 50 Most Influential People in Sales Lead Management. He lends perspective to industry publications such as Industrial Distribution, Marketing Sherpa, and Technology Advice. His speaking engagements include the Dreamforce Conference (presented by Salesforce.com), as well as events like the Saskatchewan Trade & Export Conference, and CanWeld Expo.

About ActiveConversion Software

The ActiveConversion software was developed in 2007 and has become the benchmark in lead identification, lead management, and marketing automation for industrial companies.

ActiveConversion provides a single tool to help convert interested buyers, measure marketing and sell intelligently. The platform is simple to use and easy to integrate into existing processes, which is why it has helped companies improve sales and marketing in over 500 projects across different industrieso.

 

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

 

18
Sep

How the latest brain research can increase your sales

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Neuromarketing co-author, Patrick Renvoise, discusses how brain research and his 
neuromarketing concepts as outlined in his best selling book, "Neuromarketing: Understanding the Buy Buttons in Your Customer's Brain," have changed the way we market and sell. Mr. Renvoise will also give us a peak into a new edition of his book due out next year. The host is Jim Obermayer.

About Patrick Renvoise

Prior to co-foundeing SalesBrain, Patrick was in charge of Business Development first at Silicon Graphics then at LinuxCare. While marketing super-computers and complex software solutions to some of the world's most brilliant scientists at NSAA, Shell, Boeing, Airbus, BMW, and more, he becoame fascinated by the human brain. Patrick then started to investigate a scientific model to explain how humans use their brain to make buying decisions. He spent two years researching and formalizing the first, 100% science-based persuasion model called NeuroMAP™ In 2002 Patrick and his business partner, Dr. Chsitophe Morin, co-authored the first book on Neuromarketing and published NeuroMAP™. This proprietary award-winning methodology has been used for the past 15 years to help over 6,000 companies worldwide SCIENTIFICALLY CAPTURE, SCIENTIFICALLY CONVINCE and SCIENTIFICALLY CLOSE more business.

Parick receivied a Masters in Computer Science from the National Institute of Applied Sciences (Lyon, France). He is currently serving as Chief Neuromarketing Officer of SalesBrain. To get a diagnostic on the impact of your sales and marketing strategy on the brain of your customers, contact Patrick at, patrick@salsbrain.com

 

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
Sep

How to Improve Your Nurture Content with Neuromarketing Principles

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DemandGen International Founder David Lewis, author and DemandGen Radio host, shares with us thoughts on Neuromarketing (aka Nueroscience) and six principles he applies to programs with his clients.  David has studied the science of Neuromarketing and its application to content delivery for prospects.   The host is Jim Obermayer. Read the rest of this entry »

5
Sep

Slick Salesforce Interactivity for Events and Your Sales Team

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Host, Peter Gillett welcomes Elements, CEO, Ian Gotts. Some of the points they'll be covering include:

  • Tradeshow integration a must for speed of follow-up – working with salesforce Admins
  • Ease of producing QR codes for event registrations and fast check-in to get rid of paper lists and handwritten badges!
  • Will the universal badge idea ever happen?
  • Everyday content availability and auto-lead capture for the sales guys who won’t!

 You may also be interested in Peter's perspective here:

Why Should Sales People LOVE Tradeshows?

Innovations in Mobile Lead Capture

 

30
Aug

Why Should Sales People LOVE Tradeshows?

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In business these days, it’s increasingly difficult to connect by phone, let alone face to face meetings, which is why Tradeshows are back in fashion with a vengeance. Read the rest of this entry »

22
Aug

How to Optimize Customer Experiences for 4-10X Revenue

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The rallying cries up and down the halls of marketing today is, “How do we address customer experiences?” Read the rest of this entry »

16
Aug

Innovations in Mobile Lead Capture

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How Mobile Lead Capture is the Future for Better Qualified Leads from Events

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Read the rest of this entry »

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May

Will Artificial Intelligence Replace Marketing Departments?

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Dozens of companies are starting up, it seems almost every day, to apply artificial intelligence and the connecting technology of machine learning to provide new ways to market, find prospects, and qualify leads. 

Existing companies are racing to use new AI applications in their own technology to compete by increa Read the rest of this entry »