Sept 30 Show with Carlos Hidalgo and Jeff Solomon

September 28th, 2010

The Sales Lead Management Association hosts a live weekly radio program dedicated to the management of sales leads. This week’s guests are Carlos Hidalgo, President of The Annuitas Group Jeff Solomon, SVP and co-Founder of Leads360.


Carlos Hidalgo, President, Annuitas Group	Jeff Solomon, SVP and co-Founder of Leads360

Questions for Jeff Solomon, Leads360 - SVP and Co-Founder

Your company has software primarily for B2C companies. What separates you from similar software companies offering software for B2B companies? Is there a difference?
One of your white papers, Beyond Qualification: The Impact Of Speed On Lead Conversion you say that the speed of call response in minutes by the users of your software can make a huge difference in sales results. Can you share some the results with us?
What is the cost of your software? How is it priced?
What is your definition of Drip Marketing?
What do you mean when you say agent activity can be accurately identified and tracked?
You mention in one of your Case Studies that Pac West boosted new employee performance. Can you tell us how that happened?
If a CMO had one book to read on marketing, what would you recommend?

Questions for Carlos Hidalgo, Annunitas Group President

You have a special relationship with Silverpop, can you discuss how this adds value to your clients and theirs?
How do you provide personalization and one to one contact with the leads you process for your clients?
Tell us about your Campaign Management Services? Who uses it and how?
How do you price your services?
What is a process audit?
If you had to choose the one thing which CMO’s struggle most with today, what would that be?
Let’s say you are working with a CMO and she is in a Jam. She asks if she should generate a larger quantity of leads or a better quality. What would you recommend and why?

Tune in Thursday at 5 PM PST at SLMA Radio. Can’t make it? Tune in later by accessing a recording of the program on the following Monday by visiting the SLMA web site.

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Posted in CRM and Related, Inquiry Management, Current and Past Shows | Comments |

Sept 23 Laura Patterson & Jill Konrath Guests

September 23rd, 2010

SLMA Radio Interviews on Sept 23rd, Laura Patterson, Vision Edge Marketing and Jill Konrath, Selling to Big Companies.

Listen to opinionated, to the point; some say pushy, driven, accomplished women who grow companies!

Talk about powerful, on the edge, well known CEO’s, Laura Patterson and Jill Konrath guide large and small companies to usual growth through vastly different approaches

Jill Konrath, Chief Sales Officer of Selling to Big Companies, in the top ten of the Fifty Most Influential People in Sales Lead Management in 2009 is the author of three books, SNAP Selling, Selling to Big Companies and Get Back to Work Faster. A leading sales strategist and a thought leader in B2B sales is an in-demand sales speaker who provides much needed wake-up calls to sales organizations. She is a passionate spokesperson for turning the sales force into a competitive advantage

Laura Patterson, is CEO of a VisionEdge Marketing, Inc. a data-driven and metrics-focused marketing firm that specializes in improving marketing performance and helping organizations create a competitive advantage designed to attract, secure and retain profitable customers. Their services include marketing performance management and measurement , marketing and sales alignment , product and strategic marketing , and professional development . She is also a two time author; her latest book is Marketing Metrics in Action.

Tune in Thursday at 5 PM PST at SLMA Radio. Can’t make it? Tune in later by accessing a recording of the program on the following Monday by visiting the SLMA web site.

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Posted in Sales Strategist, Current and Past Shows | Comments |

Sept 16th Radio Interviews Acadia’s Marge Murphy and The Velos Group’s Mark Friedman

September 21st, 2010

The top of the program is dedicated to news events that pertain to sales lead management. During the following 45 minutes radio host Will Crist interviews Marge Murphy CEO of Acadia Lead Management and Mark Friedman the president of the Velos Group and the EVP of the Sales Lead Management Association.

Past guests include Joe Payne, CEO of Eloqua, Mac McIntosh the sales lead expert, Gary Slack CEO of Slack Barshinger, Phil Fernandez, CEO of Marketo, Dan McDade CEO of PointClear, Dan Rogers, CEO of AdTrack, Mari Anne Vanella CEO of The Vanella Group, Fred Yee CEO of ActiveConverion, Andy Brownell CMO of LeadMaster and Marge Bieler President of Rare Agent.

Questions for Marge Murphy include:

1. What are the biggest marketing mistakes a typical marketing manager makes in B2B? 2. If you could give one piece of advice to a company president with failing sales what would it be? 3. You mention on your web site, "Optimizing the sales channel," what do you mean by that? 4. What is your definition of a sales lead?

We will ask Mark Friedman about:

1. Last year you sponsored some research with the SLMA, what was your biggest surprise in the research? 2. What is the single biggest error companies make in choosing a CRM system? 3. Who makes the error? Sales managers, marketing managers or the company president? 4. There are always a lot of questions about what people are doing wrong, tell me about some of the results of one your clients who have done it right in CRM?

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Posted in CRM and Related, Current and Past Shows | Comments |

SLMA Radio Interviews Marge Bieler and Fred Yee 9/9 5-6 pm

September 8th, 2010

The Sales Lead Management Association hosts a live weekly radio program dedicated to the management of sales leads. This week’s guests are Marge Bieler, CEO of RareAgent and Fred Yee, CEO of ActiveConversion.


Marge Bieler, CEO RareAgent	Fred Yee, CEO ActiveConversion

RareAgent works with B2B companies providing resources, best-practices, and expertise to build and deliver calling and online marketing programs that engage and motivate stakeholders to meet, and inspire action to take a next step. RareAgent's efforts result in accelerating appointments, improving lead quality, increasing conversation effectiveness, and demonstrating revenue contribution.

ActiveConversion is a leader in lead nurturing, lead management and demand generation for companies with less than 1000 employees.They make it easy to see which marketing initiatives are paying off, and introduce companies to sales-ready leads. ActiveConversion provides a single tool to help manage marketing and optimize sales.The company delivers a service through a Software-as-a-Service (SaaS) monthly subscription that is guaranteed to produce a continuous stream of interested sales leads with little or no marketing resources.

Questions for both guests include advice for CMO and company presidents, plus:

Is hiring picking up for your clients?
Are there more marketing jobs open versus six months ago?
Do you agree with the statement, “Either you grow or you die?”
What’s your opinion on lead generation vs. spending on branding?
Why are some companies continue to stagnate while others grow?
Who is the number one CRM company and why?
What is your definition of coaching?
If a marketing manager had to go back to school and take one course, what should that course be?
Who is the number one marketing automation company and why?

Tune in on Thursday Sept 9^th at 5 PM PST time by clicking here to hear their answers.

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Posted in Current and Past Shows | Comments |

Sept 2nd SLMA Radio Show: Mari Anne Vanella & Dan Rogers

September 1st, 2010

Mari Anne Vanella, Founder and CEO of the Vanella Group, and Dan Rogers, President, SmartLead by AdTrack Corp will be joining us Thursday, September 2, from 5 - 6 pm on SLMA Radio.


Mari Anne Vanella, Founder and CEO of Vanella Group	Dan Rogers, CEO of SmartLead

The SLMA Radio program is brought to you by the membership of the Sales Lead Management Association.

SLMA Radio is a 50 minute internet radio show which broadcasts live at 5 PM PDT, in the United States from OC Talk Radio. The show is hosted by Will Crist and produced by Paul Roberts and James Obermayer. It will broadcast bi-weekly in August and September.

Some of the questions for Dan Rogers will include:

What is your opinion of the biggest challenges facing a CMO today and how do they solve the issue?
How do you integrate your services with SalesForce?
Why should a sales manager care about what lead management system is used?
You had a study last year that showed that only two nurturing touches is the optimal number of times to communicate with a prospect to persuade them to buy. Tell us more about this.

Some of the questions for Marie Vanella will include:

You use the term on your site, Rich Sales Intelligence for large opportunities, what do you mean by that?
You say on your site that you deliver strategic, powerful sales development solutions rather than just leads. Can you explain what you mean by that?
I assume you use some forms of social media, what has been most effective for you and why?
What social media tactics do you recommend for your clients?

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