12/29/10 - Holiday Replay: Paul Staelin of Birst and Andrew Gaffney of DemandGen Report

December 23rd, 2010

Birst is the industry’s first and only end-to-end Business Intelligence (BI) suite that provides the power of on-premise Business Intelligence (BI) tools with the economics of Software-as-a-Service (SaaS). We'll be interviewing Paul Staelin, Vice President of Customer Operations and co-Founder - Birst.

He will be followed by Andres Gaffney, Publisher of DemandGen Report. DemandGen Report is a targeted e-media publication spotlighting the strategies and solutions that help companies better align their sales and marketing organizations, and ultimately, drive growth. A key component of our coverage focuses on the sales and marketing automation tools that enable companies to better measure and manage their multi-channel demand generation efforts.

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Holiday Replay: Jill Konrath & Laura Patterson

December 23rd, 2010

One of our most popular shows, we decided to replay the show interviewing Laura Patterson, Vision Edge Marketing and Jill Konrath, Selling to Big Companies for our holiday break.

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. This show is sponsored by:

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December 16 Show: Larry Ritter, Sen. VP of Sage Solutions & Lead Generation Expert - J. David Green

December 18th, 2010

Industry news: Will Crist.

Larry Ritter, Senior Vice President & General Manager Global Product Management & Marketing, Sage CRM Solutions www.sagecrmsolutions.com

Larry Ritter is senior vice president and general manager of global product management and marketing for Sage CRM Solutions, part of The Sage Group plc, a leading global supplier of business management software and services to over 6.3 million small and medium-sized business customers worldwide. Mr. Ritter leads product strategy, development, testing, and marketing for the Sage CRM Solutions product family comprised of Sage ACT!, Sage CRM and Sage SalesLogix. Mr. Ritter has 20 years of software industry experience and, prior to Sage, lead product development efforts for Citrix Systems and Hewlett Packard. He joined Sage in 2004 and as a senior executive within the company’s Global CRM Organization has helped evolve the ACT! product line for use by corporate customers and specific industries, guide Sage CRM and Sage ERP front and back-office integration, and lead the re-architecture of the Sage SalesLogix platform. He is also a significant contributor to the Sage CRM Solutions strategy and vision, as well as product roadmaps.

At Citrix, Mr. Ritter was responsible for worldwide IT infrastructure planning projects for security, application deployment, and network management. During his HP tenure, he was responsible for software development tools that enabled companies to embed microprocessors (Intel, Motorola and others) into various industries including aerospace, manufacturing, automotive and gaming.

Mr. Ritter is quoted frequently on CRM technology and trends in industry and business publications including CRM Magazine, Selling Power, and Computer Reseller Newsamong others. In addition to speaking at various Sage customer and partner events worldwide, Ritter is a guest presenter for the Arizona State University graduate school of business. He has a B.S.E.E. from Iowa State University and has participated in MBA studies at University of Colorado.

David Green, MECLABS Applied Research MarketingExperiments.com

Dave Green has over 25 years of experience in all aspects of lead generation and in channel marketing.b Clients have included Cisco, Microsoft, Qwest, PTC, Avaya, Symantec, Computer Associates, & Novell. Key accomplishments include designing for two of the largest software companies telesales operations that significantly exceeded first-year quota by over 30 and 60 percent, respectively. Green also wrote the business plan and helped secure the funding for a department focused on demand generation and global lead management for a Fortune 500 firm. Green then helped recruit the staff and select the vendors that drove over a billion dollars in pipeline in the first 20 months of operation. In 2001 David teamed with Michael Saylor to co-author The B2B Refinery®, a book about the value of organizational alignment to maximize ROI on go-to-market resources.

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December 9: Dan Hughes, Mac McIntosh, Joerg Rathenberg of Unisfair and Dan Hughes of Broadlook

December 15th, 2010

Commentary: Dan Hughes SmartLead by AdTrack as one of the 50 Most Influential People in Sales Lead Management for two years running. CEO of SmartLead by Adtrack one of the pioneering companies in the Sales Lead Management space.

Interviews with:


Mac McIntosh, The Sales-Lead-Expert. Number one this year on the 50”s List. Consultant to the Stars (Star companies that is). Mac us how he envisions inquiry management changing in the coming 12 months.With more than 20 years of advertising, marketing and sales experience, Mac specializes in helping companies get more high-quality B2B sales leads, turn them into sales, track and measure results, and prove a favorable return on investment. He has earned a enviable reputation for getting results for his clients.	Joerg Rathenberg, VP of Marketing, Unisfair www.unisfair.com Unisfair provides cloud applications for the world’s most innovative companies to create branded and interactive virtual environments.Unisfair’s Virtual Engagement Center is a new channel to connect with customers, prospects and employees anytime and anywhere. Industry leaders like 3M, ADP, Cisco, Genentech, Novartis, IBM, and KPMG leverage Unisfair’s platform for lead generation, customer engagement, training, recruiting and more.
Dan Hughes Broadlook Technologies http://www.broadlook.comThe World's Most Advanced Internet Research Tools.Broadlook Technologies is the leading developer of Internet research software that empowers users to leverage the Internet. Mine the largest, real time source of data in the world, the Internet, and get the information you need to grow your business in minutes!

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Posted in Inquiry Management, Marketing Automation | Comments |

December 2: Dan McDade, Debbie Miller Pierce, Michael Brown

December 2nd, 2010

Commentary: Dan McDade

Interviews: Michael Brown and Debbie Pierce

Debbie Pierce, president of NitroMojo, will appear Thursday, December 2 on Sales Lead Management Radio at 5 p.m. PDT. Debbie’s appearance correlates with the recently-released ebook from NitroMojo, "Ten Things Your Customers Want to Tell You If Only You Would Ask," which can be downloaded at www.nitromojo.com.

In her ebook and on the radio show, Debbie discussed the Voice of the Customer (VOC) marketing and the value of integrating VOC feedback into the lead management process.

NitroMojo is a SaaS-based lead optimization engine that incorporates this feedback loop into the sales and marketing process. NitroMojo routinely surveys leads, then routes the responses to those in organizations who can make material changes and improvements based on the feedback. In a recent audit of customer VOC responses, NitroMojo found, by asking leads themselves, that 50 percent of leads never received a follow-up from the sales team. This translates into thousands of dollars of lost return on marketing investment. This and other revelations from VOC will be highlighted on the radio program.

About NitroMojo NitroMojo is a sales and marketing optimization engine that collects lead information from marketing campaigns, scores leads, routes them to sales people, helps manage the distribution channel and measures marketing ROI. NitroMojo also includes automatic Voice of the Customer follow-up which utilizes customer and prospect feedback to help companies make more intelligent sales and marketing decisions. Learn more at www.nitromojo.com

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