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Sales Lead Management Association Radio

20
Feb

Tips for Leading an Organization through Change

250-SLMARADIO-20170223-dordar.jpgChange can be met with eagerness or dread and the last is most common.  We are met with accelerating, bewildering change almost daily and our guest this week, the CEO of PerfectMind, Farid Dordar discusses one of his favorite subjects, tips for dealing with change.   The host is Jim Obemayer.

 Farid Dordar  CEO & Founder

Farid founded PerfectMind in 1998 with a vision to change the way organizations manage their operations and build their communities. As CEO and Founder of PerfectMind, Farid drives PerfectMind’s vision and company strategy across all verticals and is directly responsible for re-architecturing the company’s go-to market strategy. He has consulted thousands of organizations and franchises on best practices for systematizing their operations, has a strong understanding of the business tools needed to grow a successful community, and experience in fostering meaningful relationships with customers.

As a pioneer of cloud-based PaaS, Farid has grown a two-man operation into one of the most promising CRM companies in North America. Prior to PerfectMind, Farid was known as Master Dordar, a world-renowned martial arts kickboxing champion.

 About PerfectMind

PerfectMind software is used by more than 5,000 organizations in 21 countries. The company’s innovative platform empowers cities, parks and recreation organizations, higher education and health and wellness businesses of all sizes to better connect with their communities. PerfectMind has twice been listed on the Profit 100 list of fastest growing companies in Canada and was a finalist in the 2015 North Vancouver Chamber of Commerce Business Excellence Awards.

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14
Feb

8 Components to Boost Lead to Revenue Results based on Research from 1400 Executives

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250-SLMARADIO-20170216-ryan.jpgIn this interview with Christopher Ryan, CEO of Fusion Marketing Partners we cover the 8 significant components to increase the lead to revenue conversion for B2B companies.  The results are based on Fusion Marketing Partners annual research  survey of 1400+ sales and marketing executives.   The host is Jim Obermayer. Show airs Thurs January 19 10:30 am.

About Christopher Ryan

Chris Ryan has 25 years of marketing, technology, and senior management experience, and is a widely known expert in B2B marketing, lead-to-revenue modeling, sales strategy, and business startups. As both a services provider and in-house marketing executive, Chris has played a transformative role in driving marketing and sales programs that achieve the desired results and create alignment and synergy between the sales and marketing operations.

Chris is known as an outstanding communicator and has presented keynote addresses and breakout sessions at numerous conferences on marketing and technology. For three years, Target Marketing magazine named Chris as one of the Top 100 U.S. Marketers. Chris has written four books on marketing and information technology, including the recently published Winning B2B Marketing.

About Fusion Marketing Partners Read the rest of this entry »

9
Feb

How Predictive Marketing Leads to those Likely to Buy From You

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250-SLMARADIO-20170209-amundsonjpg.jpgLead Gen will never be the same again!

On the surface predictive marketing sounds like a gamble on the future with a little bit of fortune telling thrown in, but that would be a wrong assumption.  In this interview with Matt Amundson Vice President at EverString, we explore the scientific (yes we have used the “S” word) roots of using artificial intelligence to guide marketing to those most likely to buy.  Lead generation will never be the same again.  The host is Jim Obermayer

About our guest Matt Amundson

Vice President of Sales Development & Field Marketing at EverString. With more than 10 years of sales and marketing experience, Matt has held roles in Demand Generation and Sales Development at TIBCO, Marketo, Foster Grant and Red Bull. His primary focus is on creating processes that generate consistent, closable pipeline. Matt is a graduate of UCLA and also participated on the football team, so expect plenty of references to sport, teamwork and the power of coaching.

About EverString Read the rest of this entry »

1
Feb

How to Increase Sales by Automating the Lead Management Process

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250-SLMARADIO-20170202-delacruz.jpgGuy De La Cruz reprises his appearance on SLMA Radio as we tackle the ever evasive end game of automating the sales lead process.  In his last program on July 26,  2016, Guy discussed the subject  Why Sales Lead Management Workflow Can Increase Sales 30%.  This time we delve deeper into the subject to discuss the 5-6 actions marketing can take to painlessly automate sales lead management.   The host is Jim Obermayer.

About our guest Guy De La Cruz

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24
Jan

How to Increase Referrals in a Digital Dominated World

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250-SLMARADIO-20170126-gay.jpgWord of mouth is alive and well in this digital world as marketers and salespeople alike again learn to tap into the most powerful of all human interactions, referrals.  The software field for this application is dramatically expanding and our guest Tom Gay, CEO of Refer.com explains why referrals are an advantage in a digitally dominated marketplace.  The host is Jim Obermayer

About Thomas Gay

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17
Jan

Trends in B2B Marketing and Lead-to-Revenue Research Report - 2017

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250-SLMARADIO-20170119-ryan.jpgChristopher Ryan, CEO of Fusion marketing Partners will review the most significant findings in their annual survey of 1400+ sales and marketing executives.  There are substantial surprises which gives us hope for sales and marketing and yet some results which dash our dreams of change.  The host is Jim Obermayer. Show airs Thurs January 19 10:30 am.

About Christopher Ryan

Chris Ryan has 25 years of marketing, technology, and senior management experience, and is a widely known expert in B2B marketing, lead-to-revenue modeling, sales strategy, and business startups. As both a services provider and in-house marketing executive, Chris has played a transformative role in driving marketing and sales programs that achieve the desired results and create alignment and synergy between the sales and marketing operations.

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10
Jan

How Leading Companies Increase Revenue in today’s Hyper Competitive Environment!

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250-SLMARADIO-20170112-morgan.jpgIn this interview with Rhoan Morgan, recent winner in the category of most inspiring leader of B2B and B2C C-Level Executives, she reveals what leading companies are doing that those that want to be leading companies aren’t doing.  The host is Jim Obermayer

About Rhoan Morgan

As CEO of DemandLab, Rhoan sets the direction for the technologies, strategies, and partnerships that drive success for the agency’s clients. An early proponent of marketing automation, Rhoan continues to explore the next wave of technologies and analytics that support engaging customer journeys, and deliver valuable customer insights that advance business goals and accelerate revenue.

About DemandLab

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29
Dec

Content – What Role Should it Play in the Sales Process?

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 This is a third in a series of programs that discusses how a new CMO introduces Revenue Marketing to her new company. It will air live Thursday, January 5, 2017 at 10:30 am Pacific.

In the first interview on SLMA Radio we interviewed Liz Sophia and her CFO Ron Shah with the program title of: How a CFO and VP of Marketing fell in Love with Revenue Marketing. Ron seemed to be impressed with the concept that marketing can create measurable revenue. The relationship had gotten off to a great start, but both parties said it was still too early to measure a tangible success.

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20
Dec

The Most Played Program in 2016: How to get a 60% Increase in Conversions to Forecast!

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250-SLMARADIO-gracey.jpgHow technology and outbound calling over-comes quota failure and turns losers into winners!

Failure to make quota is sad.  Sad for the reps that fail, sad for the CFO that has to figure out how to pay the employees and Sad for the sales manager that will be fired after he or she fires those that fail.  It’s a losing situation unless it can be turned around.  During this program, Peter Gracey, CEO of QuotaFactory tells us how to use technology and outbound calling to turn losers into winners.  The host is Jim Obermayer.

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7
Dec

How PR Fuels Marketing and Drives Sales

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250-SLMARADIO-20161208-fairleigh.jpgSLMA Radio host Jim Obermayer interviews Elizabeth Fairleigh founder of thE Connection. They will discuss the power of PR to fuel marketing initiatives and drive sales. Fairleigh says PR has grown in importance to shape opinions as the point of the spear in high tech companies. Plus, she contends that PR is no longer just skill based word-smithing; it is an ability to create strategy as companies shape the playing field for their products. And yes, as Elizabeth Fairleigh discusses how PR drives sales. Then Program covers:

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5
Dec

Marketing Enablement? Buzz Words or Facing Reality In a Changing Marketing Environment?

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250-SLMARADIO-20161208-caretsky.jpgMarketing Enablement appears to be a recent twist on sales enablement discussions.   Sirius Decisions, Seismic Solutions and others have written about the subject and there is mounting evidence that marketing must first address its own issue of marketing enablement before offering solutions to sales enablement.  In our interview with week, Larry Caretsky, CEO of Commence Corporation offers his opinion on the state of Marketing Enablement. The host is Jim Obermayer.

Caretsky offered his Predictions for 2017 on the SLM Blog and was recently interviewed on CRM Radio Sales Enablement: Clearing up the confusion.  November 8, 2016

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30
Nov

Why PR is More Accountable in a Perplexing Digital World

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250-SLMARADIO-20161201-wincko.jpgSome say that public relations is more important than ever before.  Others contend it is losing ground in a digital world obsessed with accountability (read as sales results for every dollar spent in marketing).  Is PR more accountable than other forms of marketing?  Let’s hear it from Cision SVP of Marketing Ken WIncko.  We may also get a review of their new Cision Communication Cloud™. The host is Jim Obermayer

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17
Nov

Secrets for Managing New Sales Reps for Early Success

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250-SLMARADIO-20161117-reflektive.jpgManaging sales reps is not most people’s favorite job.  Getting the reps to perform early is a special talent.   Too often salespeople languish in the startup phase and deliver little in their first six months to as long as a year.  In this program we talk with Reflective’s Ben Nachbaur and Cindy Shibutani about the secrets to getting early performance wins from new hires in sales. The host is Jim, Obermayer

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8
Nov

Understanding the Confusion Surrounding Sales Forecasting.

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Sales forecasting can be one of the most difficult functions in any corporation and it is usually led by the least qualified “numbers people” in the company, the sales managers.  Managing the numbers in sales includes, but is not limited to: Sales Forecasting, Sales Capacity, Account Segmentation and Scoring, Territory Planning, Quota Planning, Deal Desk, Crediting, and Incentive Compensation.  In our interview with Rowan Tonkin, Practice Lead of Sales and Marketing Apps at Anaplan we push to clear up the inscrutable.  The host is Jim Obermayer.
 
About  Rowan Tonkin, Practice Lead of Sales and Marketing Apps at Anaplan
 

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1
Nov

Rise of the Mysterious Marketing Operations Function

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More technology, more lead gen, more confusion, less time to manage it all; these are the issues facing marketing without a marketing operations manager. But wait, they told us that the technology is simple and easy to use, no one said we’d have hire a new high paid marketing ops person to run it all.  In this interview with author Debbie Qaqish we discuss the critical nature of the marketing operations function and why the right manager increases marketing and sales efficiency.  Debbie dispels the mystery surrounding this new position.  The host is Jim Obermayer. 

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24
Oct

Is the Love affair between the CFO and the VP of Marketing still alive?

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In May of this year we interviewed Liz Sophia (VP of Marketing and Ron Shah CFO) of Hodges-Mace to discuss the progress that Liz was making in introducing Revenue Marketing to the company.  One of Liz’s first moves in the fall of 2015 was to enlist the support of the CFO.  They agreed in the interview that while huge progress had been made with the salespeople, new qualified leads, more accountability, etc., the jury was still out on how Revenue Marketing would fully become the sales and marketing rallying cry for the company. Let’s hear the progress that Liz and Ron have made and see if the love affair with revenue marketing is still an affair to remember. The host is Susan Finch.

 

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18
Oct

How Predictive Lead Gen Solves the Mystery of Revenue Shortfalls by finding Qualified Prospects

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Qualified prospects are the number one request of ANY sales force. Solve the qualified prospects issue and you solve the revenue issue for your company.  In this program, the senior director of product marketing at Infer, Sean Zinsmeister describes how machine learning delivers the most sought after of all marketing outcomes: a qualified prospect. The host is Jim Obermayer
 
About Sean Zinsmeister
 
SR. DIRECTOR OF PRODUCT MARKETING - Infer

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10
Oct

How to Increase Engagement and Avoid Online Meeting Failure

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On-line meetings are crucial; done well the meetings increase sales, bring focus to marketing and company initiatives and save everyone time and money. Done poorly and everyone leaves the meeting wondering why they were there. During this program Jeff Smith, vice president at ClearSlide helps us over-come on-line meeting failures. The host is Jim Obermayer.

Jeff Schmidt, SVP of World Wide Sales and Services at ClearSlide
Jeff oversees all aspects of Sales and Client Services. He has more than 20 years of technology leadership experience building sales teams and driving revenue growth. Jeff’s experience prior to ClearSlide includes prominent SaaS companies including WebEx, HighTail, PivotLink, and CoreMetrics in roles as Enterprise GM, Chief Revenue Officer, and head of global sales and services. He earned a BA in Speech Communications, Sales and Marketing from California State University, Northridge.

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6
Oct

New Tips/Strategies for Adopting Email Marketing Automation

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250-SLMARADIO-20161006-tobin.jpgAutomated Email marketing is thought of as so common that in many companies it is an afterthought that fails in its mission.   In this program Jonathan Tobin the head of Vision6’s agency program tackles how email marketing programs can succeed where others fail.   He will be joined on the interview with Henry Vesander who manages the sales and customer success team in the company’s Australian office. The host is Jim Obermayer.


About Jonathan Tobin:

 

Jonathan Tobin is the Head of Vision6's Agency Program. In this role, he is responsible for helping digital marketing agencies and marketers use email marketing automation to drive value for their customers. Jon previously served as the Head of the Vision6 Customer Success team, leading the company’s core initiative to help customers realize value from the product. Jon has over ten years of experience in email marketing.  

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27
Sep

Agency Review: An Agency that Delivers Big Visibility for Small Businesses

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Small companies dash around seeking big agency expertise at small agency prices and usual get neither.  In this first of its kind on SLMA Radio we do an agency review and we start with that most rare of agencies, one that wants to service small businesses. In this program we review the Marketeering Group and CEO, Danny Done. The host is Jim Obermayer.
 
 
 
Why its Important
 
A digital marketing agency that serves small businesses efficiently is vitally needed and Danny Done with the Marketeering Group has figured it out to his and their benefit.


About Danny Done

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20
Sep

ABM: How to Build a Meaningful Account List in Days

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Account Based Marketing, while no longer a subject for the niche marketer, still has its challenges to create and engage the right people.  It’s one thing to decide you can use ABM practices and tools to sell and service your account base, it’s another thing to actually create the account list.  Some marketing people say they can do it in a week or so and six months later they are still struggling to define exactly who is on the account list.  In this program, Lena Shaw, Director of Marketing for LeadGenius describes how to solve the biggest hurdle in setting up an Account Based Marketing program: the list. The host this week is Susan Finch.

Lena Shaw
Lena Shaw is the Director of Marketing and Growth at LeadGenius, a lead generation and account-based marketing (ABM) solutions company that has helped scale more than 120 growing B2B companies. Prior to LeadGenius, Lena managed social media and digital marketing efforts at Teach for America and The University of San Francisco. Connect with Lena on LinkedIn or follow her on Twitter.

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12
Sep

Why B2BMarketing.net is Expanding into North America

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Why B2BMarketing.net Expands into North America
UK Based B2B Marketing is a huge free and paid membership organization (1 Million world-wide, 250,000 in the United States) that has opened offices and hired an editorial staff to support their expanding efforts in B2B Marketing in North America. In this interview with b2b veteran Bill Furlong, the new general manager in the US, we explore the new conferences and editorial direction for the US membership. The host is Jim Obermayer
 

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6
Sep

A Thought Leader discusses the Best Decisions and Biggest Mistakes in Ten Years of Growth

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When companies and its leadership open the company door, I am sure they don’t think about being a thought leader, they just want to survive. During this interview we discuss thought leadership with ONTRAPORT CEO Landon Ray. Mr. Ray, as you’ll note in his biography, spends some of his time helping others become more successful in their own small business. In this interview we’ll talk about how he and his employees made ONTRAPORT a successful company while touching on the best decisions and the biggest mistakes they made along the way. The host is Jim Obermayer.
 

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31
Aug

How to Eliminate Pipeline Junk

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Pipelines never lie: they may be true or false but they describe the future revenues of the company.  The truth is out there, if you know how to look and where to look for the junk.  Of course, not all are clean, most have varying amounts of “Junk” that clutter up and hide the truth.  In this interview with TopOPPs Ceo and founder Jim Eberlin we discuss how to clean out what should never have been in the pipeline.  The host is Jim Obermayer
 

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25
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
 

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18
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?

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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.

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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
 

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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.
 

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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.
 

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