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Sales Lead Management Association Radio

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:

  • Answers the question “Can PR Drive Sales?
  • Why PR’s role in content marketing is enormous
  • How PR influences the “Trust Factor”
  • Why PR is more sales than marketing!
  • Yes PR is brand awareness and leadership but it is also sales
  • PR moves the needle in sales
  • Why PR creates content that addresses a buyers need in the buy cycle
  • Why PR drives thought-leadership

About Elizabeth Fairleigh 

A results-driven, PR professional with 20+ years of communications experience, Elisabeth has earned a reputation for consistently exceeding her clients' expectations. She works with forward-thinking companies who understand the power of PR. Clients tend to be companies engaged in some aspect of Marketing &/or Sales. Prior to founding thE Connection in 1995, Fairleigh was PR Director for two Atlanta-based tech firms, one of which filed a successful IPO during my tenure. 

In addition to in-house corporate PR, Fairleigh has 5 years of agency experience working for an Atlanta-based PR firm. I began my career as a journalist in Rochester, New York and graduated with a degree in English from Agnes Scott College where I was Editor of the college's award-winning newspaper, "The Profile."

Elizabeth is a recipient of the Phoenix Award, presented by the Public Relations Society of America/Georgia Chapter, recognizing excellence among public relations practitioners. I am an original member of the Board of Directors for CRMA-Atlanta and a current member of AiMA. 

About thE Connection

thE Connection, Inc.. is a PR firm specializing in media and analyst relations - Elizabeth Fairleigh founded the Atlanta-based company in 1995 and currently provides services to clients throughout the US. While many clients have been in the crm/technology arena, Fairleigh enjoys working with clients in other industries including the arts & hospitality. 

Specialties: Strategic PR planning and execution, media relations (traditional & new), analyst relations, thought leadership PR, book publicity, writing & editing: press releases, case studies, pitch letters, etc.

 

5
Dec

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

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

About Larry Caretsky

Larry Caretsky leads the management team and is the company’s Chief Executive Officer. He has more than 30 years of experience in the computer software industry and is responsible for the company’s global business operations.

Caretsky began his career with Shared Medical System a division of Seimens Healthcare, a provider of automated financial systems for public hospitals and has held executive level positions in several enterprise level software companies including McKesson HBOC, Cognos and Synon Corporation. Several years ago the Edison Venture Fund engaged him to help transition one of their portfolio companies from a manufacturer of application development tools to a provider of business solutions.  His efforts have resulted in Commence Corporation becoming one of the top rated software companies in the CRM sector.  He is considered an expert in the CRM industry and has written numerous articles about the proper use of CRM software to improve sales execution and customer service.  He is also the author of an e-book, Practices That Pay” Leveraging Information to Achieve Industrial Selling Results. 

Caretsky is currently creating a series of CRM industry Pod Cast designed to help small to mid-size businesses use CRM software to help automate and streamline their internal business processes.

About Commence Corporation

Commence Corporation is a leading provider of Customer Relationship Management software (CRM) and business automation tools.  Commence software helps business automate and streamline the internal business processes that impact sales, marketing and customer service. Complementing the software is a set of best practices created by the company’s professional service staff who have been engaged in hundreds of CRM system implementations. These best practices coupled with the company’s top rated software ensure that Commence customers realize a maximum return on their investment. Commence maintains strategic alliances with technology partners, system integrators, resellers and business partners throughout the world and is well positioned to continue to offer innovative products and services to its growing customer base well into the future.  http://www.commence.com/

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

About our guest Ken Wincko

Ken Wincko is the SVP of marketing at Cision and PR Newswire, where he manages the company’s global marketing strategy. He is also a member of the Executive Management Committee. He has more than 20 years of marketing, product, and business development experience in bringing innovative marketing programs and solutions to market for both B2B and B2C organizations.

About Cision

Cision is a leading media communication technology and analytics company that enables marketers and communicators to effectively manage their earned media programs in coordination with paid and owned channels to drive business impact. As the creator of the Cision Communication Cloud™, the first-of-its-kind earned media cloud-based platform, Cision has combined cutting-edge data, analytics, technology and services into a unified communication ecosystem that brands can use to build consistent, meaningful and enduring relationships with influencers and buyers in order to amplify their marketplace influence. 

www.cision.com

 
 
SLMA Radio Sponsorship

 

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

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

 

About Ben Nauchbaur

Ben Nauchbaur, VP Customer Strategy & Sales, Reflektive, oversees go-to-market strategy and customer acquisition for Reflektive’s agile performance management platform. Ben is passionate about helping HR leaders evolve performance management from an outdated annual review process to an agile, lightweight system centered on real-time feedback and talent development. He joined Reflektive as the fourth employee and has since grown the business to over 200 clients including Twilio, Pinterest, Protective Life, Glassdoor, and Braintree and has hired a sales team of over 20 employees. He has over 18 years of leadership and software sales experience in enterprise and startup organizations, including Oracle and numerous rapid-growth startups. Reflektive is based in San Francisco and is backed by Andreessen Horovitz and Lightspeed Venture Partners. For more information, visit www.reflektive.com.

 

 About Cindy Shibutani

Cindy Shibutani, Director of Inside Sales and Development, Reflektive, has spent her career in a variety of sales leadership positions. At Reflektive she leads a team of more than a dozen (and growing!) business development representatives for outbound and inbound lead generation. Prior to Reflektive, Cindy held senior sales management roles at MemSQL and FinancialForce, as well as business development roles at Salesforce and Adobe Systems.

 

About Reflektive

Reflektive is the agile performance management platform. Serving hundreds of the world’s best places to work, the Reflektive suite includes real-time feedback, Check-Ins, performance reviews, and goal management. Integrated with dozens of popular HR and business applications, Reflektive optimizes productivity by enhancing employee-manager alignment, increases employee engagement and retention, and slashes administrative overhead from performance management processes. Reflektive serves over 175 companies including Protective Life, Ubisoft, Pinterest, Twilio, Instacart and Glassdoor. For more information, visit www.reflektive.com.

 

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
 
Rowan Tonkin joined Anaplan after spending the last 10 years helping marketing teams deliver great marketing campaigns through better planning and operations management. He has experience across many industries, including working with clients such as Shell, PayPal, Telefonica O2, SportsDirect.com and many more. Rowan has a broad background working across the customer lifecycle from sales through to implementation, consulting, and customer success. Originally from Wollongong, Australia, he now lives in London.
 
About Anaplan:
 
Anaplan is the leading planning and performance management platform for smart businesses. Anaplan combines an unrivaled planning and modeling engine, predictive analytics, and cloud collaboration into one simple interface for business users. Anaplan enables decision-makers to plan and manage performance on a single platform. This fosters real-time team collaboration on large data sets. Smart businesses enable their managers and analysts in every department to build plans with more precision, with unprecedented speed. By connecting performance data with plans, managers can quickly see when numbers are off course and easily simulate decisions before they act. To learn more, visit www.anaplan.com.
 
 
 
SLMA Radio Sponsorship

 

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

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. 

About the Guest

 

Debbie Qaqish is The Queen of Revenue Marketing,™ a term she coined in 2011.  Passionate about marketing’s new role as a revenue creator, Debbie inspires others to embrace revenue accountability.  She has been helping B2B companies drive revenue growth for over 35 years.  As Principal Partner and Chief Strategy Officer of The Pedowitz Group, Debbie manages global client relationships and leads the firm’s thought leadership initiatives. 

 

Debbie is author of the award winning book – “Rise of the Revenue Marketer,” Chancellor of Revenue Marketing University, and host of WRMR Power TalkRadio for Revenue Marketing Leaders, which showcases marketing executives from companies like GE and Microsoft sharing advice on marketing transformation.  A PhD candidate, Debbie also teaches an MBA course at College of William & Mary on Revenue Marketing.  

 

In March 2016, Kapost named Debbie among the Top 40 Most Inspiring Women in Marketing.  In February 2016 SLMA named Debbie one of the Top 40 Most Inspiring in Sales Lead Management.  For the last four years, Debbie has been named One of the Most Influential People in Sales Lead Management. She has also won SLMA’s Top 20 Women to Watch distinction. In 2014 FierceCMO Magazine named Debbie one of the Top 10 Women CMOs to Watch.

 

Debbie writes a column for Strictly Marketing Magazine and contributes to other publications including DMNews, CMO Essentials, Chief Marketer and CMO.com.  She speak regularly at industry events including Microsoft’s Partner Conference where she spoke to 1500 executives about marketing’s evolving role in the age of digital transformation. 

 

Connect with Debbie via LinkedIn, email: Debbie@Pedowitzgroup.com or phone 770-331-4443. 

 

About The Pedowitz Group – Connecting Marketing to Revenue™ 

The Pedowitz Group, an Inc. 500 company, is the world’s largest full-service Revenue Marketing™ company. A two time Pacesetter winner, The Pedowitz Group helps global clients transform their marketing organizations from cost centers to revenue centers by assessing and optimizing six controls: strategy, people, process, technology, content and results. As the authority on Revenue Marketing Transformation™, the company has helped over 1,200 clients begin the journey to driving predictable, repeatable and scalable revenue results. The Pedowitz Group customers have won over 40 national awards for their Revenue Marketing excellence. For more information on how The Pedowitz Group helps clients become successful Revenue Marketers™, visit http://www.pedowitzgroup.com, call us at 855-REV-MKTG or visit Revenue Marketer Blog.

 

Hear the interview Why C-Level Management Resists Revenue Marketing from March 29, 2016. 

 

 
SLMA Radio Sponsorship

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

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.

 
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.
 
Sophia 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 marketng 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.
 
 
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.

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.
 
SLMA Radio Sponsorship

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

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
Sean Zinsmeister crafts the positioning, messaging and overall go-to-market strategy for Infer’s next-generation predictive sales & marketing platform. Once a satisfied Infer customer himself, Sean joined Infer from Nitro where he developed and led an award-winning global marketing operations team. 
As a thought leader and accomplished sales & marketing technologist Sean’s works and contributions can be found featured in: Salesforce, Marketo, Hubspot Microsoft, Business 2 Community, VentureBeat, MarketingLand, and more. Sean holds advanced degrees from Suffolk Sawyer School of Business and Northeastern respectively in strategic marketing and project management. 
 
About Infer
Infer is the #1 Predictive Sales & Marketing Platform which helps businesses identify and target your best prospects with Predictive Scoring, Sales Intelligence, and Account-Based Marketing products. It leverages proven data science and machine learning to rapidly model the untapped data sitting in enterprises, along with thousands of signals from the web. Customers include several large enterprises and numerous high growth companies like AdRoll, HubSpot, New Relic, Pandora, ShoreTel, Tableau, Xactly and Zendesk. www.infer.com
 
SLMA Radio Sponsorship

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

10
Oct

How to Increase Engagement and Avoid Online Meeting Failure

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250-SLMARADIO-20161013-schmidt.jpgOn-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.
 
About ClearSlide:
ClearSlide is the system of engagement that makes every customer interaction successful. ClearSlide strives to deliver the most intuitive, complete and open Sales Engagement Platform that integrates content, communications and actionable insights to improve business results. Now with the new ION Release, they provide the next-generation sales system for managing opportunities, teams, and individual reps based on actual customer engagement data. It includes new Engagement Quadrant dashboards to quickly identify deals at risk, coaching opportunities across sales stages, and with actionable “next-step” insights to improve forecasting and business results.

ClearSlide ION also includes a new “For You” content experience with recommended sales and marketing content tailored for every customer interaction – from prospect to close. ION’s re-imagined “My ClearSlide” experience puts content, communications, and analytics at sales teams’ fingertips in a more personalized and intuitive way making it easy to access all aspects of this powerful new platform.
SLMA Radio Sponsorship

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

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.  
About Vision6

Vision6 is a leading integrated marketing automation solution built for marketers and agencies. Thousands of companies worldwide rely on Vision6 to seamlessly enhance their customer communications and engage new leads. Vision6 integrates enterprise grade email automation, SMS, forms and social media in an easy to use interface. Founded in 2001 and headquartered in Australia, some of Vision6’s customers include Audi, the Australian Government, Havas, Publicis Mojo and Westfield. We also provide extensive support to the marketing community by providing free webinars, training, and other resources and events, including the monthly Email Marketing Metrics Report and the annual Email Marketing Summit.   www.vision6.com

In Australia 61-1300 284736   In the United States: 855 665 4736

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

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
Danny Done first developed the concept of Marketeering Group in 2009 while working in ad sales for local news outlets in Seattle right after college. During that time he met nearly 1000 small business owners who all shared similar frustrations and struggles with digital marketing. Based on the conversations he had with small business owners at that time, he founded Marketeering Group when he was just 24. 

He started with the concept of creating a new business model for a digital marketing agency that could help any small business at low and affordable monthly rates. Marketeering Group was officially launched in January of 2012 with the goal of being digital ambassadors for small business owners who lack the time, expertise or technology to manage their own digital marketing.

About the Marketeering Group  A NEW KIND OF AGENCY
 
Digital marketing is more effective when website management, content marketing, social media, seo and ads are managed by one team with a unified vision. Our packages make that affordable to small business owners.

Every package includes:
  • An assigned team with a customized strategic plan
  • The best industry software and tools
  • High quality content production, and distribution.
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
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.

About LeadGenius:
LeadGenius delivers a marketing and sales platform that enables B2B companies to better engage with their ideal accounts, accelerate the buying cycle, and increase revenue. The LeadGenius platform is powered by best-in-class B2B data which is continually refined through a unique combination of machine learning technology and skilled human researchers.  LeadGenius’ customers range from Fortune 500 companies such as Google and eBay, to rapidly-growing companies such as Weebly. Founded in 2011 by three U.C. Berkeley graduate students (Anand Kulkarni, Dave Rolnitzky, and Prayag Narula), LeadGenius is a fast-growing SaaS company. Connect with LeadGenius on Twitter at @LeadGenius

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

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
 
William K. Furlong
Bill is a Serial Entrepreneur and currently serves as an Advisor, Mentor and Investor in a variety of data and b2b centric early and mid-stage companies. Currently, Bill is working with London based B2B Marketing as their GM of their newly launched USA division. He also invests and advises several b2b startups in New York and Chicago. He is Founder and CEO of SquareStack, a new SMB business applications platform. Before that, he was the SVP/ Business Development, and part of founding team of Bizo, a Business Audience Data Management Platform firm, which was acquired by LinkedIn in 2014. He built Bizo’s publisher network of over 2800 vertical industry websites, and brokered new data service agreements with Fortune 500 companies such as General Electric, Dow Jones, and Time Warner. In late 2014, Bizo was acquired by LinkedIn.
 
A graduate of the University of Illinois at Champaign – Urbana’s College of Communications, he received a B.A. in Communications and minored in Political Science. He remains active in UIUC alumni association activities including the James Webb Young Trustee Board. He guest lectures at the University as well as at DePaul University, Northwestern Medill, and University of Chicago. He is also in the Chicago 16” Softball Hall of Fame, and a Second City Improvisational School Alumni.
 
Twitter:@wkjfurlong
 
About B2B MARKETING
B2B Marketing is a professional community where all B2B marketers can easily communicate with others like them. They can interact, share, learn and collaborate with other knowledgeable marketers, wherever they are. Offering training and events, the latest industry news and best practice advice online, B2B Marketing provides worthwhile relevant content that’s easily accessible for everyone. Join our B2B Marketing group (home to over 60,000 members) for industry-specific resources, advice and discussion: http://bit.ly/1mMgL0I
 
Specialties:Media, marketing, B2B, publishing, membership, community, resource, training, events.
 

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

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.
 
About our Guest Landon Ray
Landon Ray, ONTRAPORT’s founder and CEO, is a serial entrepreneur whose personal mission is to educate, motivate and enable others to realize their goal of starting and growing their own business. At the age of 25, Landon transformed himself from a street-corner flower vendor into one of the nation’s top securities day traders in only twelve months. After beating the odds on Wall Street and again during the Great Recession, Ray has taken his research and personal experience and created ONTRAPORT, a small business automation platform and related family of services, which reflects his passion for educating and supporting entrepreneurs.
 
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.


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

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
 
About the Guest: Jim Eberlin
Jim Eberlin is the founder and CEO of TopOPPS. Prior to TopOPPS, Jim founded two Silicon Valley market leaders, Gainsight (#48 on Inc. 5000) and Host Analytics (market leader for cloud-based finance). Jim's third and current company is TopOPPS - a predictive sales analytics platform in the fast emerging category of sales enablement software. Jim is a serial entrepreneur and has several years experience in the software industry. He does angel investing and serves the tech startup community in several advisory roles.
 
About TopOPPS

TopOPPS is a fresh and proven solution to help B2B companies close more deals and faster while reducing sales costs.  It replaces antiquated methods of forecasting and pipeline management with predictive analytics and machine learning to help sales teams hit their number.  TopOPPS is also used to align sales forces and highlight coaching opportunities while reducing the time and effort in these areas by an order of magnitude.

A world-class advisory team, expert analysts, and a number of sales professionals including trainers, sales operations, and executives continue to use and enhance TopOPPS. Gartner, Aberdeen, CSO Insights, Ventana Research, The Bridge Group and many more that focus on the sales process domain keep the benefits and ROI of TopOPPS solution best in class.

No longer do you solely have to rely on the CRM to manage your pipeline and forecast. TopOPPS transforms your CRM from a system of record to a system of engagement.
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

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
 
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

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?

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