June 2 Show: Trish Bertuzzi, The Bridge Group, Inc.

May 31st, 2011

Commentary: James Obermayer Winners never try, Winners only win, Trying is for Losers.

When someone says, “I’ll do my best,” you know the outcome. When staff people say, “I will try as hard as I can,” you know the excuses have started. As Gerry Spence says, “Trying is for losers.” In this short 5 minutes Obermayer says it’s time we stopped trying to prove the ROI for marketing and started doing it.

Trish Bertuzzi Inside Sales Thinker, Writer & Builder President & Chief Strategist, The Bridge Group, Inc.

SLMA radio host Will Crist will ask Trish about the biggest challenge her group has encountered. The number one weaknesses that marketers and sales managers share. She talks about her new book, Building Inside Sales: Framing a Best Practice Group

Trish and The Bridge Group help Sales & Marketing leaders make the big decisions: on implementation strategy, process to improve performance, supporting technology, and metrics & measurement.

Since founding The Bridge Group in 1998, Trish and team have helped over 180 B2B technology clients build, expand, and optimize their Inside Sales strategies.

Trish is a frequent speaker and blogger on Inside Sales productivity, trends, and effectiveness. She is author of Building Inside Sales: Framing a Best Practice Group and co-author of Sales Speaks: Perception & Ponderings on Marketing Leads.

Trish has won 7 awards (including a lifetime contribution award from the AA-ISP & Top 20 Women to Watch from the SLMA), serves on 3 boards, has a golf handicap she won’t reveal.

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Posted in Sales Strategist, Sales Skills Training | Comments |

May 26 - Kristin Hambelton - Neolane

May 24th, 2011

Kristin Hambelton VP of Marketing - Neolane

Kristin Hambelton is vice president of marketing at conversational marketing technology provider Neolane, Inc.

She is responsible for Neolane’s market and brand strategy and operations including corporate communications, demand generation, product and partner marketing, and digital marketing including search and social media. Follow Kristin on Twitter @KMHambelton

We will ask Ms. Hambelton,

How she intends to work with the new North American Sales Manager Brian Serino.
Radio host Will Crist will inquire about the April 21st Neolane webinar theme, “Crack the Code.”
Her opinion on why there aren’t more women in upper management for CRM and marketing automation companies.
Why does Neolane use the term conversation marketing technology.
We will ask about Neolane’s largest and smallest client; are the value add services the same?

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Posted in Marketing Automation, SEO and Social Media | Comments |

May 17 Show: Brian Kardon of Eloqua

May 17th, 2011

Brian Kardon Chief Marketing Officer Eloqua

Learn the tips and tricks for forecasting and proving marketing's impact on revenue. Brian will be asked about this DemanCon Keynote: Marketing Secrets of High-Growth companies.

As Chief Marketing Officer, Brian Kardon is responsible for driving Eloqua’s global market and brand strategy, demand generation, and communications. Brian brings more than 20 years of experience in successfully implementing global marketing strategies that resulted in substantial growth. Before joining Eloqua, Brian was Chief Strategy and Marketing Officer at Forrester Research, where he helped to more than double the business in less than five years, and significantly improved Forrester’s profitability.

Previously, Brian was Senior Vice President of Marketing at Reed Business Information, the world's largest business publisher. During his five-year tenure at Reed, Brian was instrumental in doubling the company's annual revenues to more than $1 billion through a combination of acquisitions, alliances, and new product development. Brian also spent six years at Braxton Associates, the strategy consulting division of Deloitte Consulting, where he was director of the marketing strategy practice and worked with clients like Coca-Cola, Merck, Nabisco, Ralph Lauren, and Sears.

Brian is a popular keynote speaker addressing marketing and growth topics at The Conference Board, European ICT World Forum@CeBIT, Handelsblatt IT Forum, Software Information Industry Association (SIIA), Magazine Publishers of America (MPA), American Business Media, American Marketing Association (AMA), The Wharton School, and Harvard Business School’s Burning Questions Conference. Brian holds a BS and MBA from The Wharton School, University of Pennsylvania.

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

May 12 Show: Al Davidson and Dennis Totah

May 9th, 2011

Al Davidson, Strategic Sales & Marketing (SSM)

Al Davidson is the President and owner of Strategic Sales & Marketing (SSM), which he founded in 1989. Under Al's direction SSM has designed and implemented new business development plans and programs for thousands of B2B companies nationwide. Since their inception SSM's calling center has completed over 50 million new business sales presentations to high level decision makers and generated over 7 million sales leads. As a result, SSM has developed major account development expertise in the high technology, manufacturing and business service sectors. In addition Al Davidson has 25 years experience in business-to-business (B2B) direct marketing, new business development consulting, sales force management, lead management, sales training, and B2B web marketing. SSM also powers the Connecticut Technology Council's Lead Generation Resource Center (LGRC). The mission of the LGRC is to provide advisory services to CTC members in the following areas; identifying new business opportunities; searching out and qualifying customer prospects and business partners; design, production and implementation of marketing programs and strategies.

Dennis Totah, CatapultWorks

Dennis Totah, President of the Data Group for CatapultWorks, provides the technology vision for all CatapultWorks groups, and drives database, telemarketing and sales and marketing initiatives by guiding CatapultWorks' long-term service, partnering and acquisition strategies. Dennis' unique experience managing sales operations at companies including Kodak and Portera has helped CatapultWorks continue to provide our clients a more complete marketing services offering that yields substantially more ROI than traditional agencies. Dennis also spearheads the agency's ability to deliver automated scoring and nurturing programs using advanced CRM and SFA technologies.

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Posted in Marketing Automation, Sales Strategist, Sales Skills Training, Current and Past Shows | Comments |

May 5 Show: Public Relations and Marketing, Lisa Arthur and Christel Hall

May 3rd, 2011

Lisa Arthur, Chief Marketing Officer - Aprimo

As Aprimo’s Chief Marketing Officer, Lisa drives global market and brand strategy, solutions and product marketing, demand generation and customer-centric initiatives. A 25-year marketing veteran, she has served as CMO for Internet leader Akamai Technologies and B2B2C application provider Mindjet.

Lisa spent nearly seven years at Oracle, where as a Vice President of Marketing, she managed the market entry and growth for Oracle CRM and drove market and demand initiatives for all of Oracle’s services including its E-Business Suite On-Demand. Most recently, as the founder for Cinterim, Lisa applied her market-centric processes and insight to provide strategic counsel for Silicon Valley start-ups and Fortune 50 technology companies.

Lisa is a seasoned keynote speaker and has addressed diverse topics at Web 2.0, Office 2.0, American Marketing Association (AMA) Strategy Conference, Stanford University and the MIT Sloan CMO Summit. She has also appeared on Asia’s Wall Street Journal broadcast and published papers with AMA. Lisa is a member of Ball State’s Emerging Media Board of Advisors and a former advisory board member of the CMO Council. She holds a Bachelor of Arts from Ohio State University.

Christel Hall, PRowrite

Christel Hall is owner and operator of PRowrite Public Relations, specializing in business-to-business public relations consulting, writing and editing. While Christel promotes client products and services to journalists and bloggers, she also helps those same B2B clients, large and small, understand how to communicate productively and profitably direct to target audiences via the Internet and social media.

Her experience includes several years in marketing communications and public relations for corporations such as Hewlett-Packard, Beckman Instruments, Lear Siegler, Legacy Electronics, and Micromanipulator, and for agencies Needham Harper Worldwide and The Young Company, before founding PRowrite in 1990. Christel serves on many boards and committees for the Public Relations Society of America, the Business Marketing Association, the SoCal PR Network, the Carson Area Marketing and PR Network (CAMPN) and SLMA.

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