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Sales Lead Management Association Radio

24
Aug

The Secret to the Profitability Paradox

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So you have a customer, now what?  Aside from shipping and billing and keeping them serviced, how do you make the most of the relationship?   The answer is Post-Acquisition Customer Marketing.  In the hands of an expert, PACM reduces customer churn (don’t you hate that?) while increasing the profitability and satisfaction of an existing customer. Steve Gershik of Koyne Marketing is our guest to explain the process of post-customer acquisition marketing and how it turns this long standing paradox around.  The host is Jim Obermayer
 
About Steve Gershik
 
Steve Gershik is the founder and president of bay area Koyne Marketing (newly launching on September 1, 2016). Steve  brings 20 years of global B2B marketing experience to Koyne Marketing, including his roles as CEO of 28Marketing, a demand generation consulting company, and co-founding DemandCon, the demand generation conference. Previously, Steve was VP of Marketing at TOA Technologies and Eloqua, among other technology leadership roles. He is on the Executive Council of the Marketing Automation Institute and has been named one of the Top 50 Leaders in Sales Lead Management by the SLMA and is also in demand as a frequent speaker at industry conferences and webinars.

SLMA Radio Sponsorship
adView.cfm?id=383 This episode is generously sponsored by The Vanella Group, Inc.-- the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. To learn more, visit VanellaGroup.com or call 888-335-0340

adView.cfm?id=396 Whether 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

16
Aug

How will Microsoft’s purchase of LinkedIn affect users?

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This topic was inspired by a post Randy Milanovic wrote on his blog. 26 Billion Reasons You May Consider Linking Out He says, "It’s not hard to envision a scenario in which LinkedIn users have to sign in via Live. Here’s hoping it’s the other way around." Well, Greg Cooper, as a leading LinkedIn coach in the UK is quite interested in discussing these possibilities. It will affect many users and possibly the entire platform we've come to rely on as a true business social network. Join them and host, Susan Finch.
After recording this show, we have to rename it:
HEY MICROSOFT! Don't screw up LinkedIn! The first half we discussed what LinkedIn has been doing right and our concerns about Microsoft purchasing the platform. The second half is a wishlist directed at Microsoft - what would we want them to do or NOT do as they "improve" their purchase?

Randy Milanovic, CEO, KAYAK Online Marketing
https://ca.linkedin.com/in/randymilanovic |https://plus.google.com/+RandyMilanovic/about
Randy is an author and principal of KAYAK Online Marketing. He has worked extensively with more than 400 companies and organizations just like yours. He truly understands the goals of marketing managers and businesses to generate high quality leads and build their businesses.

His online marketing books, Findability: Why Search Optimization is Dying + 21 New Rules of Content Marketing (May 2013), and Building a Better Business Website: 10 Crucial Strategies for Turning Your Online Presence Into Something Your Company Can Actually Use (Oct 2013) are both available on Amazon Kindle (12 languages) and in Paperback (English). And recently, leading the collaborative ebook: Disruption: How Successful People are Using Social for Business (June 2015).
Randy has been featured, guest blogged, or mentioned in a variety of online media, including: forbes.com, steamfeed.comsocialmediatoday.comfinancial post.com,spinsucks.com, the Calgary Herald, Rogers Connect and more. 

Greg Cooper, Front of Mind Coaching|LinkedIn Coaching|LinkedIn Training|LinkedIn Consulting
https://uk.linkedin.com/in/gregcoopers | 
https://plus.google.com/+GregCooper/about
Greg Cooper says, "For 20 years I ran an award winning B2B tech marketing agency working for clients like IBM, Microsoft and SAP, generating leads and gathering marketing intelligence. I sold this business in 2011. Today I work as an independent LinkedIn consultant and trainer with a focus on business development.My clients are small and medium sized businesses and business units of larger enterprises. 


PUBLIC LINKEDIN WORKSHOPS: 
He regularly runs highly regarded public courses in Bristol aimed at individuals, business owners, and sales and marketing teams. Workshops are limited to 8 people to allow a personalised experience. The standard Master Class workshops can also be run in-house across the UK or as a live online option. For more details follow this link: http://bit.ly/LinkedInmasterclass


Muamer Mujević - Creative Director at Iconis Agency
https://uk.linkedin.com/in/iconis
It was a pleasure meeting him for this episode. He tells us a bit about himself and Iconis, "I'm the Creative Director at Iconis Agency and I work with clients in various industries in Croatia and UK. Over the years my team and I created many successful marketing and social media campaigns, launched new brands, re-branded old ones, and designed high quality web sites and e-commerce platforms. Most of all I love building brands, from simple concepts, brand language, visual identity to brand strategy. For me, brands are about people, emotions and stories, so creating them is truly satisfying.

My other passion is strategic marketing consulting, where I guide entrepreneurs and companies in digital marketing, branding and social media."
SLMA Radio Sponsorship
adView.cfm?id=383 This episode is generously sponsored by The Vanella Group, Inc.-- the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. To learn more, visit VanellaGroup.com or call 888-335-0340

adView.cfm?id=396 Whether 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

11
Aug

3 Ways to a Perfect Sale Demo

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You train the sales reps and send them forth and the first stumbling block is demonstrations of your product. Certainly the reps do dry runs in training, managers listen in for the first few live demos and then the reps are off on their own and God only knows what happens. In the program this week Steve Richard, co-Founder and CRO of Exec Vision we discuss the three ways you can be sure to have a great sales demo. The host this week is Jim Obermayer. 

About our guest, Steve Richard

Steve's mission & life's work is helping sales professionals become wildly successful. Each of the three companies Steve's played a founding role in exemplify this dedication to the betterment of sales organizations.

At ExecVision, Steve leads the sales & marketing departments, but due to his compassion for sales, he can often be found delving into customer success, eager to help customers leverage ExecVision to improve the most important aspect of sales; conversation quality.

About ExecVision
Founded in 2013, ExecVision is a predictive analytics for coaching platform. Many of the world’s most progressive sales organizations use ExecVision to make performance improvement persistent and pervasive. Unlike traditional manual call recording and coaching processes, ExecVision unlocks the value hidden inside call recordings to take the pain out of call coaching. InsideSales.com integrates with all the major elements of the Sales Technology stack, including Web Conferencing platforms, CRM systems, Phone systems and Dialers, Cloud storage, and more.

SLMA Radio Sponsorship
adView.cfm?id=383 This episode is generously sponsored by The Vanella Group, Inc.-- the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. To learn more, visit VanellaGroup.com or call 888-335-0340

adView.cfm?id=396 Whether 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

2
Aug

Four Reasons Why Lead Nurturing is Essential.

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Nurturing leads is not new, but is has become an essential, not an optional opportunity, for every B2B company (and also considered purchase B2C products).   It should be considered essential, because essentially salespeople aren’t following up leads any better than they did when lead nurturing first appeared in the 90’s.  In the program this week, DemandGen founder and CEO David Lewis discussed why lead nurturing is no longer an option using four arguments than cannot be denied.  The host is Jim Obermayer
 
About David Lewis
 
David Lewis Founder & CEO DemandGen International
For more than 20 years, CEO David Lewis has been a pioneering innovator in digital marketing, and has overseen marketing for some of Silicon Valley’s leading technology firms. David and his team at DemandGen have been at the forefront of the transformation taking place in marketing by helping 100’s of the top sales and marketing teams around the world incorporate marketing technology to drive predictable and sustainable growth. David is an accomplished speaker, thought leader, host of DemandGen Radio, and author of the #1 book on lead management Manufacturing Demand.
 
About DemandGen International
 
Imagine if marketing mattered most at your organization. It can.
We provide you the people and processes to not only help you accelerate your marketing automation agenda, but to ensure marketing matters more within your organization.
 
Let’s face it, marketing has historically been viewed as much more of an art than a science. The fact is, even the best branding and promotional programs were often difficult to consistently link to the impact on the business. This lack of attribution to marketing made your budgets highly vulnerable and the entire demand generation process suspect. The good news is we’re in a new age. It’s an unprecedented era of cutting-edge marketing automation technology and analytics purpose-built to put marketing at the center of  business growth.
 
There’s a beautiful spectrum of marketing cloud technology out there, from marketing automation systems, to integrated CRM platforms, to sophisticated predictive analytics solutions and thousands of other marketing technologies. It’s a spectrum that’s growing as deep as it is wide. So today’s real challenge is about applying these technologies to drive growth through integration, adoption, alignment, and execution. It’s about having an actionable vision with the right people, processes and experience to make it a reality. That’s the challenge that DemandGen answers every day for competitive companies around the globe. www.demandgen.com


SLMA Radio Sponsorship
adView.cfm?id=383 This episode is generously sponsored by The Vanella Group, Inc.-- the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. To learn more, visit VanellaGroup.com or call 888-335-0340


adView.cfm?id=396 Whether 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
26
Jul

Why Sales Lead Management Workflow Can Increase Sales 30%

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Workflow isn’t just an industrial term for making a product from start to finish, oh no.  Today, when you mention workflow sales and marketing people think sales processes or at least we should.   And sales processes always include sales lead management, or at least it should.  In this interview with Guy De La Cruz, VP of Sales at VanillaSoft he discusses the workflow process of lead management that drives sales.  The host is Jim Obermayer.
 
About our guest Guy De La Cruz
As the Vice President of Sales, Guy is responsible for accelerating global customer and revenue growth and overseeing all new customer engagement and acquisition strategies.

Previously, Guy was a Director of Sales at Lenovo and held various sales and sales leadership positions throughout his career there.  He was a key contributor to the leadership team that led Lenovo thorough a period of unprecedented growth in North America and drove over $750M in sales.

Guy graduated cum laude from Harvard University with a Bachelor of Liberal Arts, concentration in Economics.  He is currently pursuing a M.S. in Predictive Analytics from Northwestern University.
 
About VanillaSoft
VanillaSoft is the industry's leading software for Sales by Phone. Our intuitive and easy-to-use inside sales software takes the best of CRM, Lead Management and Telemarketing applications to create the most productive phone sales environment available today.

VanillaSoft's core philosophy and development process is centered around one concept: The Power of Simplicity. It is through this principle that VanillaSoft offers this platform that allows our customers to see increased productivity, higher contact rates, and sales accountability tools like no other.  www.vanillasoft.com
SLMA Radio Sponsorship
adView.cfm?id=383 This episode is generously sponsored by The Vanella Group, Inc.-- the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. To learn more, visit VanellaGroup.com or call 888-335-0340


adView.cfm?id=396 Whether 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
19
Jul

Book Review: Inside Content Marketing by Theresa Cramer

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We interview Theresa Cramer, the author of EContent Magazine and discuss the definition of “Content Marketing” and why she wrote the 169 page book.  We discuss why so many people admit believing in it and yet why a much smaller number are actually good at it. She will discuss why content marketing works better than traditional advertising and why journalists seem to be better at it than traditional marketers. We expect to discuss the percentage of budget dollars that are devoted to content marketing. The host is Jim Obermayer.
 
169 Pages
Softcover
Kindle: $1366
Paperback: 14.38
 

About Theresa Cramer

By day, She is the editor of EContent magazine, where I cover the world of digital media and marketing. By night I am a reader and writer of books, NPR addict, and avid gardener. I have over a decade of experience in publishing. From newspapers to books to magazines, I’ve done it all. 
 

About EContent

EContent is a leading authority on the businesses of digital publishing, media, and marketing, targeting executives and decision-makers in these fast-changing markets. By covering the latest tools, strategies, and thought-leaders in the digital content ecosystem, EContent magazine and EContentmag.com keep professionals ahead of the curve in order to maximize their investment in digital content strategies while building sustainable, profitable business models.

Theresa Cramer. Editor, EContent
Twitter: @EContentMag
SLMA Radio Sponsorship
adView.cfm?id=383 This episode is generously sponsored by The Vanella Group, Inc.-- the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. To learn more, visit VanellaGroup.com or call 888-335-0340


adView.cfm?id=396 Whether 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
11
Jul

How Marketers Enable Salespeople to Have Valuable Conversations

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You think you train your sales reps and turn them loose, and six weeks later the sales manager gets around to traveling with them and their first responses are often, “Where is did you learn that?” Where did those qualifying questions come from?”  “Why did you talk so much?”  In this interview, Brainshark CMO Robin Saitz discusses what MARKETING can do to make sales conversations meaningful.
 
About Robin Saitz
 
Robin leads the Brainshark marketing organization and is responsible for driving interest and awareness for the entire Brainshark solutions platform. She joined the company in 2015 after a long tenure at Boston-based PTC, where she successfully helped the company grow to $1.3B in revenue. While there, she led a variety of marketing functions to deliver on reputation, demand generation, and sales enablement goals. Additionally, Robin has been honored in STEMconnector’s inaugural 100 Women Leaders in STEM.
 
About Brainshark
 
Brainshark is the leading sales enablement company that helps businesses harness the power of content to drive sales productivity. With Brainshark, companies can: empower salespeople with dynamic content that can be created quickly, imported easily and accessed anywhere; prepare sales teams with on-demand training that accelerates onboarding and keeps existing reps up-to-speed and in-the-know; hone performance with sales coaching that ensures reps make the most of every buyer interaction; and arm reps with the right content and resources for any selling situation to better engage buyers and close more deals.
 
In addition, Brainshark analytics enable organizations to track sales content effectiveness and make smarter decisions that drive results. Thousands of companies – including more than half of the Fortune 100 – rely on Brainshark to improve sales productivity and increase the impact of their sales, marketing and training. Learn more at www.brainshark.com.

SLMA Radio Sponsorship
adView.cfm?id=383 This episode is generously sponsored by The Vanella Group, Inc.-- the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. To learn more, visit VanellaGroup.com or call 888-335-0340


adView.cfm?id=396 Whether 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
3
Jul

Four Reasons Why Marketing Ops isn’t Optional

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Marketing operations is no longer just for the big boys. With the continuing growth of software applications to control every aspect of marketing, and the need to coordinate the processes. procedures  and results, the marketing operations department is being found in mid-sized and even SMBs. During this program Wilson Raj, Global Director of Customer Intelligence at SAS makes the case that Marketing Ops is an essential part of every marketing department. The host is Jim Obermayer.

About our guest:
Wilson Raj is the Global Director of Customer Intelligence at SAS. Collaborating with customers, industry influencers, partners, and product teams, Raj is responsible for global marketing to establish, evolve and evangelize SAS’ analytics-powered marketing solutions. With twenty years of experience in multiple industries, Raj has built data-driven brand value, engagement, and loyalty through expertise in integrating advertising, digital marketing, social media, multi-channel relationship marketing and public relations.
 
About SAS:
SAS is the leader in analytics. Through innovative analytics, business intelligence and data management, software and services, SAS helps customers at more than 80,000 sites make better decisions faster. Since 1976 SAS has been giving customers around the world THE POWER TO KNOW®.

SLMA Radio Sponsorship
adView.cfm?id=383 This episode is generously sponsored by The Vanella Group, Inc.-- the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. To learn more, visit VanellaGroup.com or call 888-335-0340


adView.cfm?id=396 Whether 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
29
Jun

How Internet Radio Reaches At-Work Listeners: The Importance of Streaming Live

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Internet Radio and the podcast replays continues to gain an audience in the B2B space as programs and hosts understand the benefits of  this multidimensional content creation machine.  During this program, veteran broadcaster Paul Roberts and Steve Gershik (personality on LeadSpaceRadio) discuss with Jim Obermayer the host, the acceptance of internet radio in the B2B space for at-work listeners.    In addition they explore the importance of live steaming for at-work listeners of business programming.
 
Paul Roberts has been a station owner for seven years and also the CEO of West Coast Marketing for 23 years.   Roberts created Orange County, California's first Community Radio Station featuring live, weekly broadcasts from OC's top business leaders and community groups.  He has since expanded the shows produced to include SLMA Radio, LeadSpace Radio, MSPNow Radio, Contact Radio, SalesPipeline Radio for Funnel Media Radio and several dozen other shows. 

Steve Gershik has 20 years of experience in product marketing, social media, demand generation and brand building, Gershik is an expert in what B2B companies need to do to survive and thrive in competitive environments today.

He is an experienced Chief Marketing Officer for early and growth stage technology companies and has been a roll-up-your-sleeves working manager in each of his roles. He's spoken at SXSW Interactive, DMA, AMA, BMA, DemandCon, SiriusDecisions Summit, AdTech, Eloqua Experience. He's consulted for technology startup companies, growth stage firms that need help building a revenue process and publicly traded companies that are looking to build a team of modern marketers. 
Gershik is a frequent visitor and commentator on SLMA Radio programs.
SLMA Radio Sponsorship
adView.cfm?id=383 This episode is generously sponsored by The Vanella Group, Inc.-- the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. To learn more, visit VanellaGroup.com or call 888-335-0340

adView.cfm?id=396 Whether 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
20
Jun

How to use Marketing Automation to Follow a Longer B2B Sales Cycle

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Long Sales Cycles are difficult enough for salespeople to keep top of mind, much less gearing up a marketing automation program to do it for you. Too many marketers are so short of content that the longer the sales cycle the more likely that the content and communications may be lacking in specificity for each prospects need.  During this live program, Fred Yee, CEO and founder of ActiveConversion discusses how to use the “smarts” in marketing automation to your advantage for long sales cycles. The host is Jim Obermayer.

Fred Yee
Fred is the founder and CEO of ActiveConversion. Holding a B.Sc in computer science, as well as completing the MBA for executives course at the University of Calgary, he has held careers as a software developer, project manager, and sales executive. Fred is an accomplished expert in the online marketing community, being recognized in 2009 and 2010 as one of the Top 50 Most Influential People in Sales Lead Management and has been interviewed by industry media such as Demand Gen Report, Marketing Sherpa, Technology Advice, and the Dreamforce Conference presented by Salesforce.com. ActiveConversion is Fred’s third successful company, and he continues to explore the possibilities of software automation on industrial sales and marketing systems. 

About ActiveConversion
ActiveConversion is North America’s leading industrial sales & marketing system. Designed specifically for manufacturers, distributors, and service providers, ActiveConversion helps businesses generate more leads online and convert leads into sales. Founded in 2007, ActiveConversion combines software and services to manage the traditionally longer B2B sales cycle and has been recognized by Deloitte as a Tech Company to Watch for its technology and thought leadership.

SLMA Radio Sponsorship
adView.cfm?id=383 This episode is generously sponsored by The Vanella Group, Inc.-- the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. To learn more, visit VanellaGroup.com or call 888-335-0340

adView.cfm?id=396 Whether 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
15
Jun

CSO Insights: Driving the Sales Category with Hard Research

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250-SLMARADIO-20160616-trailer.jpgEverybody has an opinion about how to improve sales. From the CEO with an engineering background who believes the product should sell itself, to the thousands of sales consultants that know they have the secret sauce for improving sales. Which is where CSO Insights comes in with hard facts about sales performance and behavior based on research, not opinions. During this program we interview CSO Insights’ co-founder Barry Trailer about the company and how its ,research is impacting sales management decisions at B2B companies. The host is Jim Obermayer.

About our guest, Barry Trailer
Chief Research Officer
Barry Trailer is Chief Research Officer and co-founder of CSO Insights, a sales effectiveness research and benchmarking firm. In addition to more than thirty years of professional selling experience, Barry has also been president of Miller Heiman, a respected sales training firm, and Goldmine, a well known CRM application. Barry has conducted seminars with hundreds of companies, including HP, Sun Microsystems, Oracle, and Hitachi Data Systems. He has been a keynote speaker at dozens of sales events presenting Sales Mastery. Barry’s writing includes The Sales & Marketing Excellence Challenge: Changing How the Game Is Played, co-authored with Jim Dickie (Jan ’03). In addition, he has written Sales Mastery, a novel (1991), served as Contributing Editor (1997-1999) with the monthly column “Can We Talk?” for Sales & Field Force Automation (now CRM) magazine and produced numerous white papers on sales process. Jim and Barry have been twice published in the Harvard Business Review (July-Aug 2006, Dec 2010-Jan 2011).

Twitter: @BarryTrailer

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This episode is generously sponsored by adView.cfm?id=383The Vanella Group, Inc.-- the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. To learn more, visit VanellaGroup.com or call 888-335-0340

adView.cfm?id=396
Whether 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
Jun

Four ways to create INTERACTIVE Digital Content that Increases Response

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Ok, we get it, most of you are struggling just to get some content on your site and now we have someone talking about “Interactive Content.” The way things are changing it almost makes you want to go into sales. But not too fast, this interactive content thing is the wave of the not too distant future and the SLMA has an expert on the subject with Jonathan Lacoste, president of Jebbit. The host is Jim Obermayer.
 
About Jonathan Lacoste
Jonathan Lacoste is an award-winning entrepreneur and writer. Lacoste is the co-founder and President of Jebbit, a digital marketing software company he founded as an undergraduate student in 2011. Since launching the company, Jonathan has been named to Forbes' "30 Under 30," was the "Emerging Executive of the Year" in the state of Massachusetts and is considered the youngest entrepreneur to raise venture capital, at age 19. Jonathan pens “The CMO Corner” column for Inc Magazine, sharing marketing-tech trends and tips from CMOs in various fields. In his spare time, Jonathan is an avid marathoner, having run 13 to date.
 
About Jebbit
Jebbit is a venture-backed company offering a digital marketing platform that creates engaging micro-content, personalizing a brand’s interaction with each individual in its audience. Over time, our solution transforms the unique data we’ve captured into rich consumer profiles, which integrate with any marketing technology stack.

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This episode is generously sponsored by adView.cfm?id=383The Vanella Group, Inc.-- the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. .To learn more, visit VanellaGroup.com or call 888-335-0340


adView.cfm?id=396
and by Validar Whether 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
31
May

How to Get a Website to Deliver Leads (Not Just Traffic)

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It isn’t enough, any longer, to slap up a website, insert a “contact” us link,” and landing page and wait for the business to roll in. It isn’t enough to get your website visitors up to thousands or tens of thousands per month without those visitors converting to an action to learn more, buy or buy more. The dirty secret of websites, which CMO’s dread being confronted with is “Why do we have traffic but no leads?”  
 
In this short program Lina Requist the president of ONTRAPORT tell us the secrets of how to increase conversion from your website. The host is Jim Obermayer
 
About Lena Requist 
 
Lena Requist, President of ONTRAPORT, is passionate about growing businesses and developing kick-ass business teams. She brings that enthusiasm, along with an impressive background of building startups into multimillion dollar businesses, to her inspirational and motivational talks. Lena’s talent helped grow ONTRAPORT 5,000% in three years, landing the organization at #102 on the 2012 Inc. 500 list and #96 on Forbes' list of America's Most Promising Companies.
 
The secret to her success is the combination of her passion for business and her unique style of management, for which she received the 2012 Stevie award for Female Executive in Business. She has fostered a culture of productivity, empowerment and free thinking at ONTRAPORT, which was recognized with an Achievers' 50 Most Engaged Workplaces award.
 
Lena created Driver's Ed, a professional productivity course designed to put everyone in the driver's seat of their careers. She last taught this live, online course to over 100 business owners all over the world. Lena also founded ONTRAPORT Women in Business, a community of over 300 women, for which she leads monthly virtual Hangouts about issues affecting female entrepreneurs and businesswomen today.
 
About ONTRAPORT
ONTRAPORT is an all­-in-­one small business management platform that integrates all the software tools entrepreneurs needs to start, systemize and scale their business. ONTRAPORT makes it easy to set up and automate processes across the business and, when coupled with our expert implementation, done-­for-­you services and personalized customer support, empowers our clients to focus on building a business they love.
 
Why all-in-one?
Trying to manage a bunch of separate tools to run your business creates a frustrating mess that simply won't work as your business grows.

With ONTRAPORT, all your business tools, data and customer information is in one system and everything works together seamlessly. You’ll create better customer experiences, increase sales and you can automate everything, saving a ton of time. Plus, you’ve always got one team to call when you have a question or need support.

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This episode is generously sponsored by adView.cfm?id=383The Vanella Group, Inc.-- the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visit VanellaGroup.com or call 888-335-0340


adView.cfm?id=396
and by Validar Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution.  Since 2005 Validar has been turning Corporate Events and Trade Shows into Better Business. Call 888 784 2929 or visit us at www.validar.com

25
May

Actionable takeaways from the Modern Marketer himself, Matt Heinz

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250-SLMARADIO-20160526-heinz.jpgNot everyone can read all of the fantastic books by authors who give us tips to grow our businesses, but host, Susan Finch, made time for Matt Heinz's book, "Modern Marketers Field Guide" recently. If you haven't read it yet, it's a great book to chunk out into actionable items by category: Email, Tradeshows, Website, Direct Mail and more.
Matt Joins Susan to talk about who best benefits from this book as well as a sneak peak as his latest book, "Full Funnel Marketing." This is a short episode, so no excuses for you to listen in.
If you listen to this episode you will also learn that Matt is a TERRIBLE bookseller and will tell you how to get both books free. Learn in this episode about determining what is URGENT vs. what is IMPORTANT.
If you haven't had a chance to dive into all that Matt and Heinz Marketing offers, get to know him. He's not only a quality and successful person, but he shares tips constantly to help you grow your business.
Matt is a 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.

Want more Matt? We have him right here:
You can read more from Matt on his blog, Matt on Marketingfollow him on Twitter, or check out his books (listed below) on Amazon.com.
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This episode is generously sponsored by adView.cfm?id=383The Vanella Group, Inc.-- the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. .The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visit VanellaGroup.com or call 888-335-0340

adView.cfm?id=396
and by Validar Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. Since 2005 Validar has been turning Corporate Events and Trade Shows into Better Business. Call 888 784 2929 or visit us at www.validar.com
17
May

How a CFO and VP of Marketing fell in Love with Revenue Marketing

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This interview is about the unlikely pairing of a CMO and a CFO that met and fell in love with the idea of Revenue Marketing. CMO Liz Sophia brought the discipline of Revenue Marketing to Hodges-Mace and the skeptical CFO Ron Shah. In this interview, Liz and Ron talk about how the company made the transition to a revenue marketing program that is creating wealth for the company and its salespeople. The host is Jim Obermayer
 
Liz Sophia Senior Vice President, Marketing
 
Liz Sophia joined Hodges-Mace as Senior Vice President, Marketing in September of 2015. Her expertise is helping marketing organizations become revenue centers by adopting today’s most innovative concepts and technologies including: lead generation, sales-marketing alignment, content marketing, revenue performance management, and marketing automation.
 
Liz is a savvy digital marketer with a firm grasp on lead generation and lead management to enable the sales function and drive revenue. Her diverse background includes agency and client-side experience primarily in the technology sector. She has worked with companies of all sizes from startups to global corporations, always in positions of increasing responsibility. Areas of expertise include: agency selection and management, marketing automation, revenue performance management, online strategy, employee development and brand transformation. She is a marketing thought leader and 100% committed to helping drive change and transform marketing from a cost center to a profit center.
Prior to Hodges-Mace, Liz was the Chief Marketing Officer for North Plains Systems. Prior to that role she held senior leadership roles with Sage and Pgi.
 
Recent Highlights:
Voted one of The Top 20 Women to Watch in Sales Lead Management in 2014 and 2015
Spoke at REVtalks, 2014: Building a Rockstar Team
Encore Speaker at Hubspot 2013 annual conference
Profiled in award-winning book, Rise of the Revenue Marketer.
Regular columnist for PR News on topics related to the PR role in Revenue Marketing (ongoing)
Featured in various marketing publications such as: D&B Connectors, 60SecondMarketer, DemandGenReport, DMNews and PR News
 
Liz holds a Bachelor’s of Arts degree in Communication from Hollins University.
 
Ron Shah  Chief Financial & Operations Officer
 
Ron joined Hodges-Mace as Chief Financial Officer in October 2011, and he is responsible for overall financial management of the Company. Prior to joining Hodges-Mace, Ron served as Chief Financial Officer for PhyTest, a leading provider revenue cycle management services for physicians. He previously spent eight years as an investment banker, assisting growth-oriented companies on capital raising, merger & acquisition and strategic advisory transactions. In addition, Ron also worked as a management consultant, working with clients to implement operational improvement and information technology-related initiatives.

Ron holds a Bachelor of Science degree in Finance from Babson College and a Master of Business Administration degree from the University of Virginia.
 
About Hodges-Mace
Hodges-Mace, LLC is headquartered in Atlanta, Georgia and is a leading provider of employee benefits communication and custom enrollment services to large U.S. employers.

Founded in 2004, the company’s strategy remains the same: work with fewer, larger clients than our competitors, so that we can dedicate the best resources to each client. Ultimately, our high-touch service philosophy and thorough approach to solving our client’s challenges translate to an exceptional customer service experience.

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This episode is generously sponsored by adView.cfm?id=383The Vanella Group, Inc.-- the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visit VanellaGroup.com or call 888-335-0340


adView.cfm?id=396
and by Validar Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. Since 2005 Validar has been turning Corporate Events and Trade Shows into Better Business. Call 888 784 2929 or visit us at www.validar.com


10
May

How to Find Qualified Prospects to Drive The Forecast

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Ask salespeople what they want from marketing and they will say, “More leads.” Give them more leads and they will then ask for, “Qualified Leads.” We know that without  qualified leads the sales forecasts are weak and ineffective about predicting the future revenue for a company. Qualified leads have many definitions, however, from a salesperson’s perspective it is simply meant as “qualified to buy.” During our program, Sean Burke, CEO of Kitedesk discusses how a company can economically create real qualified leads to drive a forecast which drive sales.
 
About Sean Burke
 
KiteDesk CEO Sean Burke is an Entrepreneur at heart, currently on his ninth startup with six exits. At KiteDesk he is focused on changing sales prospecting for the better for high growth organizations.
 
About KiteDesk
 
KiteDesk provides smart sales prospecting software, overcoming the #1 challenge salespeople face–a lack of qualified leads. We do this with smart digital tools, including the ability to build hyper-targeted lead lists around Ideal Customer Profiles.

KiteDesk is a venture-backed, privately-held company headquartered in Tampa, with offices throughout the United States. To learn more, please visit www.KiteDesk.com or connect with us on Facebook  or @KiteDesk.


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This episode is generously sponsored by adView.cfm?id=383The Vanella Group, Inc.-- the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visit VanellaGroup.com or call 888-335-0340


adView.cfm?id=396
and by Validar Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution.  Since 2005 Validar has been turning Corporate Events and Trade Shows into Better Business. Call 888 784 2929 or visit us at www.validar.com

3
May

How to Avoid Sales Productivity Dips While Modernizing Sales Departments

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Change is a risky proposition for all sales organizations because change means confusion, hesitation and chaos as salespeople adjust to the company’s vision of a new sales approach driven by changed customer buying habits.  In the book “Selling Vision” co-author Rick Cheatham takes us through the origins of the book and how change doesn’t have to mean one or two quarters of lower revenue when salespeople adjust.  Everyone agrees that new realities of customer buying is driving changes in sales organizations and Cheatham discusses how to approach change and not get slammed in the process.  The host is Jim Obermayer
 

About Rick Cheatham

RICK CHEATHAM leads the US Sales Practice for BTS. He works with clients such as Google, Accenture, Metlife, and IBM to drive their sales efforts into the future. Rick leads a team of over 20 consultants and conceptualizes many of the BTS solutions deployed in the US.
 
He is passionate about making work a place where salespeople come to be successful, is totally pragmatic and experienced in getting results through being a purpose-driven leader, and has an uncommon balance between vision and how things really get done. 
 
Prior to BTS Rick was a sales leader for both regional and global account teams. Ultimately he led the sales force of a $1B business unit through a restructuring and shift in how they sold, which has shaped his thinking on how organizations can change what and how they sell faster and more effectively. Rick lives in Austin, TX.
 
About BTS
BTS is a professional services firm nestled between consulting and training on the strategy execution spectrum. Our focus is on the people side of strategy working with leaders at all levels to help them make better decisions, convert those decisions to actions and deliver results.  Rick leads BTS’ Sales Practice, which offers buyer-centric consulting, sales transformation (planning, change management, and training), assessment and selection, and on-the-job execution tools.

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This episode is generously sponsored by adView.cfm?id=383The Vanella Group, Inc.-- the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visit VanellaGroup.com or call 888-335-0340


adView.cfm?id=396
and by Validar Whether 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
25
Apr

Marketing Myths and ROI

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Marketing is often presented with a dizzying array of metrics many of which are useless. In this SLMA Program, Paul Petersen, GM and Vice President of GoldMine discusses how some of the most common metrics may not be what you think and in fact may be marketing myths. Petersen has been on some of the SLMA’s most listened to programs including: Follow the money - that’s marketing’s role, CRM’s shouldn’t be the leaders in technology and Why CRM is NOT a settled science! The host this week is Jim Obermayer.
 
About Paul Petersen
Mr. Petersen is the general manager and vice president of the GoldMine business unit of HeatSoftware Inc. His career spans working with sales & marketing systems and process having developed, managed, and sold for companies including McDonald's Corp, General Electric, Symantec, Allied Van Lines and now has 16 years with CRM background at GoldMine.  Mr. Petersen holds a JD from Loyola University of Chicago and was one of the first to be awarded  the Professional Certified Marketer designation by the American Marketing Association.
 
About GoldMine
Headquartered in Milpitas, CA., USA, GoldMine is a division of FrontRange Solutions. GoldMine is a leading provider of mobile relationship management solutions for small businesses worldwide. Over 1 million users have selected GoldMine to help them manage over 1 billion relationships. GoldMine has been selected by businesses in more than 80 verticals and 45 countries to grow their businesses and build enduring relationships.

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This episode is generously sponsored by adView.cfm?id=383The Vanella Group, Inc.-- the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. To learn more, visit VanellaGroup.com or call 888-335-0340


adView.cfm?id=396
and by Validar Whether 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
Apr

How to Use Science to Develop Qualified Leads

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Ask a salesperson what they need from marketing and they will say, more sales leads.  Give them more and the next time you talk to them they will say you misunderstood them and they need more qualified sales leads.  In this SLMA Radio program we speak with Ben Sardella, co-founder and chief revenue officer from Datanyze about how a marketing department can make good on its promise of creating qualified leads by using technology.
 
About Ben Sardella
As co-founder and chief revenue officer, Ben oversees Datanyze's daily sales, marketing and business development operations. Before Datanyze, Ben served as VP of sales at Kissmetrics and started his career at NetSuite, where he pioneered the SaaS sales process. Ben is currently a mentor and advisor for a number of successful startups including Yesware and LaunchPad LA.  
 
About Datanyze
Datanyze is an all-in-one sales intelligence platform helping business uncover, research and reach the right prospects at the right time. Our software drives qualified leads, builds pipeline and increases overall revenue for hundreds of leading companies including Marketo, DoubleDutch and Oracle. http://www.datanyze.com/

For media, analyst, and speaking inquiries, please contact Sam Laber at sam@datanyze.com

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This episode is generously sponsored by adView.cfm?id=383The Vanella Group, Inc.-- the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. To learn more, visit VanellaGroup.com or call 888-335-0340


adView.cfm?id=396
and by Validar Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Call 888 784 2929 or visit us at www.validar.com
12
Apr

The Single Biggest Mistake Every Sales Person Makes

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Salespeople must to learn dozens of different skills to be successful.The most accomplished salespeople have refined each of the talents, one after another, until they are consistently selling (think telephone skills,appointment setting, presenting, technical knowledge, persistence, in person communication, benefit presentations, probing questions, closing and negotiation to name a few). But there is one skill that separates winners from losers and Jeff Smith will share that in this program with host Jim Obermayer.

About Jeff Smith:
Generate. Follow up. Succeed.
 
As CEO at Lead Generation and Management Solutions, these words are Jeff’s mantra…and mission for each of his clients.Jeff Smith is a seasoned business executive who has been a key player in more than 20 successful business start-ups in markets including entertainment, telecommunications, Internet, finance, software, online services, information publishing, business services, business consulting, customer satisfaction, reputation marketing, ROI tracking, business coaching and sports training. Throughout his career, he has re-invented himself in a variety of different markets by focusing on the key principles of success.
 
Smith’s primary focus today is on helping clients solve their lead monetization problems by implementing intelligent automated lead generation and follow up solutions.

Like you, we all lead hectic lives with many distractions. Work. Home. Distractions from every corner of our daily lives. The result is we never have enough of our most precious resource…time. When we lack time, we often fail to focus on two of the most important aspects of our business success. Generating high quality leads that reach out to us - and following up on our leads in a professional and persistent manner until they are ready to buy, partner or whatever we consider success.
 
As an author Jeff has written two best-selling books on Amazon. “Profitable Internet Marketing for Dental Practices - How to Get More New Customers Than Your Competition” and “Winning with Reputation: 12 Key Strategies to a Stellar Online Reputation.” Jeff is a guest that will entertain, educate and inspire your listeners to grow, overcome challenges and succeed.
 
Will Berger, Founder, LeadOutcome said, “Jeff is an expert in lead generation and follow up. He knows the value of the advice he’s giving because he follows it every day and benefits from the results it produces.” 

Jeff Smith, CEO, Lead Monetization Solutions

www.lmsmax.com | 404-530-9383 | jsmith@lmsmax.com
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This episode is generously sponsored by adView.cfm?id=383The Vanella Group, Inc.-- the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visit VanellaGroup.com or call 888-335-0340


adView.cfm?id=396
and by Validar Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. From capturing leads at tradeshows to managing onsite registration, tracking session attendance, gathering feedback, and providing sponsors lead retrieval we have a full suite of solutions for you. Since 2005 Validar has been turning Corporate Events and Trade Shows into Better Business. Call 888 784 2929 or visit us at www.validar.com