April 28 Show: Mary Dedrick, Kristi Gloppen

April 27th, 2011

Kristi Gloppen Sr. Manager, Web Marketing, Advertising & Sales Enablement - Xilinx, Inc.

Kristi Gloppen is an established communications professional with over ten years of B-to-B marketing experience. Her areas of expertise include: electronic direct marketing, advertising, social media and lead management. Kristi has spent the past 2 decades in the high-tech, electronics industry focused on creating sales and marketing campaigns targeting electronic engineers. She has degrees in both Communications and Business.

Mary Dedrick – Chief Operating Officer As COO Performark

Mary Dedrick is responsible for all aspects of operations and strategy development. Her keen ability to marry process and technology has been instrumental in driving Performark’s highly successful outsourcing solutions that integrate people, process and discipline resulting in sales and marketing alignment based on buyer-centric lead management processes.

With more than twenty-five years of experience, Mary is a visionary leader with a deep business process background. She understands the technical implications of complex relationships and has a proven track record of architecting and deploying innovative, results-oriented, practical solutions to a range of business and systems related challenges.

Prior to Performark, Mary was Senior Vice President of Web Enablement for Innuity, Inc., with responsibility for customer-facing elements of the business, operations, business delivery, inside sales and customer service. During her tenure with Innuity, Mary conceived and orchestrated the design and delivery of a patent-pending production process for automated web site creation which contributed to the company’s 400%+ growth in three years.

Mary has held various technology-related positions in diverse organizations and industries including Computer Power Group, Health Central (now Allina Health Systems), Baxter Travenol, Northrup King and Control Data.

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Posted in Inquiry Management, Lead Generation, Marketing Automation, Current and Past Shows | Comments |

April 21 Show: Jeff Pedowitz and Tony Rutigliano

April 18th, 2011

Jeff Pedowitz of The Pedowitz Group Jeff Pedowitz, President and Chief Executive Officer

We will ask Jeff why the Pedowitz Group is ranked 12th in Atlanta’s fastest Growing Companies (out of 50). What does his company do that is different from his competitors? What advice can he give sales manager’s to grow their revenue in 2011? What is the number one error marketing manager’s are making in 2011?

Jeff has 20 years of experience leading successful B2C and B2B organizations. As founder and president of The Pedowitz Group, Jeff is responsible for setting the company's vision and strategic direction along with managing all daily operations. He frequently writes and speaks on a variety of topics related to demand generation, Web 2.0, and marketing.

Prior to founding The Pedowitz Group, Jeff served as vice president of professional services for Eloqua, one of the world's leading providers of demand generation software. While there, he spearheaded a best practices consulting organization from the ground up and helped Eloqua achieve a significant thought leadership position in the marketplace.

Jeff began his career with Subway Sandwiches, where he successfully built a territory to include 35 owned and franchised stores. From there, he held key leadership and executive positions with Computer Associates, SmartTime Software, and Salesnet.

Tony Rutigliano - Gallup and co-author of Strengths Basd Selling

Tony Rutigliano, Founder of Gallup’s Sales Force Effectiveness Practice

The SLMA will ask Tony why his book Strengths Based Selling is difference from the several dozen other books on selling published each month. We’ll ask what sales managers, salespeople and C-Level management can learn from his book.

Tony Rutigliano is coauthor of Strengths Based Selling, which Gallup Press published in March 2011. Rutigliano consults on ways that organizations can improve their effectiveness in assessing, developing, and retaining talented contributors. A founder and leader of Gallup's sales force effectiveness practice, he has expertise in measuring the capacity for success within individuals and teams and helping organizations deploy effective systems to recruit and manage their human capital.

Rutigliano rejoined Gallup in 2007 as a Senior Practice Expert after serving nearly four years as Vice President/Chief Learning Officer for ADP. At ADP, Rutigliano oversaw initiatives and programs aimed at improving the organization's learning, leadership development, succession planning, performance management, and talent-assessment capabilities. He also led many of the sales training and sales-manager development efforts for ADP's force of more than 5,000 reps.

Before joining ADP in 2004, Rutigliano served as a Senior Managing Consultant with Gallup. During his 10 years with the company, he worked with clients in the technology, financial services, pharmaceutical, manufacturing, and media industries throughout North America and Europe. Rutigliano also served in a leadership role during the launch of Gallup's Q12 employee engagement practice.

Before initially joining Gallup, Rutigliano was publisher and editor-in-chief of Sales & Marketing Management magazine, where he led a team that reported on and influenced key trends in sales force structure, automation, training, and compensation. He has also served as a director with the American Management Association, where he worked in such fields as human resources management, training, and compensation.

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Posted in Public Relations, Sales Skills Training, Current and Past Shows | Comments |

April 14: Stu Heinecke and Bill Goldsmith

April 14th, 2011

Stu Heinecke, President of Cartoonlink. THE SLMA will ask how humor can be used to generate quality leads and sales. A prominent cartoonist whose work can be seen in marketing campaigns and in the pages of The Wall Street Journal and other publications, Mr. Heinecke is the President and Founder of CartoonLink (CartoonLink.com), a service that helps marketers apply the powerful effects of cartoons in their campaigns. Drawing Attention author Stu Heinecke is one of the world’s foremost experts on the use of cartoons in advertising, marketing and sales promotion, will be a contributing editor for the SLMA specializing in cartoon humor. His work will appear twice a month on the SLMA home page and in the SLMA newsletter.

In his book, Mr. Heinecke asserts that the lessons learned from countless marketing campaigns about the application of cartoons can be applied to all sorts of missions, personal or professional. An e-version of his book is available for purchase on the CartoonLink site.

Bill Goldsmith, the new Director of Video Production at SLMA will be asked about video as a lead and sales generation vehicle. Bill Goldsmith is CEO of Bill Goldsmith Productions a 20 year old video consulting & production firm. Goldsmith is an award winning producer of B to B video, and most recently was awarded the title of “The National Talk Fusion Coach”, and Gold Diamond Executive with Talk Fusion, a Video delivery platform that he is a partner in. As well, he currently acts as the Director of Video Production for the Sales Lead Management Association.

Goldsmith established himself as a Video Producer when he was selected as one of the Agencies of record for McDonald's Corporation where he was responsible for the development of “Kid” merchandising and video marketing, and later for the development of the Campaign theme and subsequent video and merchandising initiative for The Big Mac. Bill resides in Philadelphia with his wife Nancy and two Welsch Pembroke Corgis, Feather and Invictus. They no longer can stand the taste of The Big Mac and prefer to cook their own meals.

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Posted in News & Events | Comments |

April 7 Show: Ken Thoreson

April 4th, 2011

Ken Thoreson of Acumen Management Group, Ltd.

In this interview, Ken Thoreson, President of Acumen Management Group puts into perspective the need for executives and managers at all levels to develop both personal visions for success and business visions for growth. To take advantage of the changing market, successful business organizations must focus on both their leadership and management skills, knowing the difference and executing effectively separates the top performing organizations from all the rest. Listen and learn how to create personal vision and why it is the spark that ignites action and how you communicate it and build an entire organization that is energized, focused with a culture based upon high performance.

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