March 1: Brian Giese, CEO of True Influence

February 28th, 2012

Brian Giese, CEO of True Influence, discusses what kinds of content works well for b-to-b emails, addresses the challenges of list churn for b-to-b marketers and talks about email deliverability at the enterprise level. Brian is known for accelerating growth, increasing profitability and fostering a culture of excellence within the walls of his company. Expert on the how-to’s of building executive relationships, his clients read like a who’s who in the business-to-business marketing world. Brian has served as an executive with Novell, Cisco, and Harte-Hanks and as a trusted adviser with Oracle, NEC, Sun, Salesforce.com, D&B, and The Corporate Executive Board to name a few. He's spent many years working in business-to-business sales and marketing - a career about which he is passionate.

About True Influence Claims:

20 Million B2b CONTACTS
Clients only pay for lead that click on the offer
Segmented data for better targeting
Experts at behavior targeting.

True Influence is the world’s most accurate and fastest-growing online lead generation company, helping B2B decision makers and sales and marketing professionals to generate the right leads at the right time in the right volume. Founded in 2008, True Influence understands that effective sales and marketing efforts require the most in-depth and accurate prospect data combined with their proprietary Relevance Engine to generate the right leads at the right time in the right volume. The core product line overlays crowd-sourced, user-contributed contact information with proprietary prospecting technology and lead verification process to produce an entirely unique and highly effective lead flow supply. With a 100% replacement guarantee and continual data scrubbing, True Influence is the leading source of accurate, crowd-sourced and risk-free business leads. For more information, visit www.trueinfluence.com

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Feb 23: Focus on Funnel Management with Paul Mosenson and Frank Donny

February 20th, 2012

Interviews will be with Paul Mosenson President of NuSpark Marketing and Frank Donny, President of Marseli.

The focus will be on sales funnel management.

Paul handles top-to-middle of the funnel and Frank handles mid-to-bottom. They have aligned marketing and sales functions to increase the sales at their clients by managing the sales funnel.

Some of the questions Will Crist the host will ask:

1. Explain the concept of funnel optimization? 2. What are the keys to obtaining, converting, and nurturing quality leads via the funnel? 3. What is your approach to pipeline management? 4. How do you approach lead nurturing? 5. You mention the Power of 5s in your material regarding pipeline metrics, how does that work? 6. What are the goals of your Salesforece.com app that measures pipeline? 7. Terms such as lead Generation, Demand Generation, and Inbound Marketing seem similar, what are the differences?

Paul Mosenson of NuSpark Paul Mosenson Founder and President, NuSpark Marketing

Paul is a seasoned marketing vet of 25 years. Experienced in b2b marketing as well as consumer marketing. As Media Director at a full-service ad agency, Paul managed large media and marketing budgets. In addition to his comprehensive media experience, he is also adept at social media and offers his services for training, implementation, and measurement. Further, he is an expert on analytics and media measurement.

For more than 20 years, Paul has been building strategic, comprehensive multi-media marketing campaigns that get results. He possesses a unique expertise in traditional, interactive, and social media. In the last few years, Paul has become a national thought leader on lead generation and content marketing. His vast and versatile marketing experience spans the fields of healthcare, financial services, business-to-business, economic development, technology, retail, state-funded programs, automotive, and tourism.

NuSpark Marketing is the firm Paul founded in early 2010. We give your marketing a “new spark” by implementing a new approach to lead management. Lead management is the process of putting together sound strategies that generate quality website visitors that convert into leads via engaging websites and landing pages, and then convert into sales via lead nurturing platforms called marketing automation.

Frank Donny of Marseli Frank Donny - President and Chief of Marseli

Frank's remarkable 25-year career of driving marketing and sales operations divisions within Fortune 500 and start-up organizations is highlighted by his passion for business development and empowering others to succeed.

Frank is a recognized thought leader in the areas of sales performance, demand generation, pipeline management and sales and marketing integration. He has been a featured guest speaker on Selling Power TV (www.sellingpower.com), WRMR Revenue Marketing Radio and is the author of Sales and Marketing Integration- How You Can Increase the Close Rates of Your Early-Stage Pipeline Opportunities and Your CRM or Your Salespeople? Understanding CRM Performance Beyond Just Features and Functionality.

Prior to founding Marseli, Frank served as SVP of Demand Generation for Richardson, a global leader in sales performance improvement. Frank contributed to the areas of product management, lead generation, pipeline management, sales operations and further supports the alignment of Richardson’s Sales and Marketing departments. In addition, Frank provided senior-level counsel to Richardson clients who required pipeline and territory management strategy, sales/marketing integration and sales process improvement services.

Frank has a BS in Marketing from Marquette University and an MBA from Western Illinois. He hails from the great State of Wisconsin and is proud to be called a Cheesehead.

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Feb 16: Jeff Pedowitz and Debbie Qaqish of The Pedowitz Group

February 13th, 2012

Will Crist will ask Debbie and Jeff about:

The three biggest issues facing B2B marketers in 2012?
What’s your definition of a revenue marketer?
Tell us about your Revenue Marketer Radio program?
Who was the best interview you’ve had on your Revenue Marketing Radio program?
How can marketers measure marketing ROI from social media?
Tell us how to integrate sales and marketing activities and goals.
How large does a company have to be before it can use The Pedowitz Group?

Jeff and Debbie have been independently named as two of the most Influential People in Sales Lead Management in 2010 and 2011. Debbie was also recognized in 2011 as one of the 20 Women to Watch in Sales Lead Management.

Jeff Pedowitz, President and Chief Executive Officer the Pedowitz Group 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.

Debbie Qaqish, Chief Revenue Marketing Officer As a principal partner and chief revenue marketing officer of The Pedowitz Group, Debbie is responsible for developing and managing client relationships, as well as leading the firm’s strategic partnerships and alliances.

Debbie is a nationally recognized speaker, thought leader and innovator in the demand generation field, with more than 30 years of experience applying strategy, technology and process to help B2B companies drive revenue growth.

Debbie has been at the forefront of the marketing automation phenomenon, first as a beneficiary, and as an advocate and expert. She is a frequent speaker and writer on topics related to driving revenue through demand generation techniques, marketing automation technologies and the integration of sales and marketing.

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Feb 9: Kevin Miller CMO and Principle - SalesFUSION

February 6th, 2012

Kevin has over 17 years of database marketing, CRM and software marketing & sales experience. Kevin has worked in both sales and marketing capacities and spent 7 years supporting large-scale retail marketing promotions for companies like Sony, Discovery Channel, Toyota and Guinness. He has worked closely with agencies such as Bozell, JWT and Grey Direct.

In addition to marketing/promotion work, Kevin spent several years with Onyx Software, an enterprise CRM application. From Onyx, Kevin moved into a key role with NuEdge System, Inc, an enterprise database marketing solution used by Sears, Bridgestone and Saks. NuEdge was acquired by Metavante Corp. and Kevin stayed on working with the database marketing software and CRM application for retail financial services.

From here, Kevin moved into the B2B Demand generation ranks with Marketbright and played a key role in developing their demand generation programs, webinars and sales training. In January, 2009, Kevin joined SalesFUSION and has taken over Marketing and Sales management duties and works to establish the brand of SalesFUSION in the market. Kevin brings years of extensive marketing and technology sales experience to SalesFUSION and drives the overall messaging and B2B marketing philosophy of the company to market.

Miller holds a BS Marketing and BS Psychology from Albright College in Reading, PA

Kevin is very active in many LinkedIn groups and regularly authors white papers, articles and blogs. Kevin is an open networker on LinkedIn.

Will Crist the host will ask Kevin:

You make the claim you can generate more leads that turn into revenue. How do you do that?
What is the cost of using your platform?
How long does it take to get up and running with SalesFUSION?
Do you think B2B spending will increase or decrease in 2012?
Can you give three tips to a B2B company that creates 1,000 inquiries a month, uses a CRM system but sales are declining?

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Feb Shows: Shawn Naggiar, Kevin Miller, Jeff Pedowitz, Debbie Qaqish and Paul Mosenson

February 1st, 2012

The Sales Lead Management Association (SLMA) weekly radio program (broadcast live at 5 PM PST each Thursday), announced the line-up for February’s SLMA Radio Programs. He will interview Shawn Naggiar CRO of Act-On Software on Feb 2nd, Kevin Miller CMO and Principle of SalesFUSION on February 9th, Jeff Pedowitz and Debbie Qaqish of the Pedowitz Group on Feb 15th and Paul Mosenson President of NuSpark Marketing on Feb 23rd. Read the rest of this entry »