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Sales Lead Management Association Radio

29
Sep

How to turn website visitors into leads!

Getting visitors to your website isn’t difficult, getting them to inquire is another issue.  Too many companies struggle with how to turn website traffic into inquiries and then leads. 3,000 visitors a month and three leads won’t get it, but few marketing managers know how to solve the problem.   In this program, host Jim Obermayer interviews Janelle Johnson, Director of Demand Gen at ACT-On Software as she outlines how to turn visitors into leads.


Janelle Johnson, Director, Demand Gen at Act-On Software. 
Johnson is responsible for everything from email marketing, webinars and content creation to lead generation and nurturing. She is a key player in the development of all processes for lead and pipeline cultivation and maturation, and driving tight alignment between the sales and marketing teams. Janelle has been named to SLMA’s “20 Women to Watch” list as well as the “50 Most Influential People in Sales Lead Management.”   Twitter handle: @janelle_johnson

About Act-On
Founded in 2008, Act-On is headquartered in Beaverton, Oregon, with offices in Roseville and San Mateo, California; Scottsdale, Arizona; London, United Kingdom; and Bangalore, India. It is backed by venture capital firms Norwest Venture Partners, Trinity Ventures, U.S. Venture Partners and Voyager Capital. In addition, the company has received an investment from Stanford University.
 
Act-On was created to empower businesses to effectively market online at a fraction of the effort and cost incurred by more complicated systems. Act-On introduced a solution that was far more powerful yet easy enough and intuitive enough that a marketer could use it without help from the IT department.
 
Act-On Software is the world's fastest growing marketing automation company; its cloud-based marketing automation platform is the foundation of successful marketing campaigns everywhere – from small, simple and direct, to complex globally implemented programs. It’s technology features an Instant-On™ database for accelerated campaign implementation; an easy, highly intuitive user interface; and a comprehensive, feature-rich solution set. This includes a best-in-class email engine with one-click integration to leading web conferencing and CRM solutions; tools for website visitor tracking, lead scoring, lead nurturing and social media prospecting; design tools for web forms, landing pages and emails; and more. Contrary to general industry practices, all contracts regardless of size are month-to-month, with prices starting at $500.

Act-On is a sponsor of the Sales Lead Management Association.
25
Sep

Pinterest and your B2B services business: Group boards and RSS feeds

Pinterest for Business: Hidden Secrets Only the Pros Know

Those 4 girls turned Pinterest upside down and inside out. This isn't your typical "how to form a post"  - been there DONE that show... THIS is the"hidden treasures you pay marketers BIG bucks to do for you show. Visuals Matter on Pinterest more than any other social media platform, so make sure that you are not wasting your good content with a horrible stock image.  Efficiency and consistency with Pinterest with increase your visibility and will help create a foundation of trust with your followers. You'll want to stick around for the whole show because Danielle Miller drops a major tip that is unknown to many Pinterest users. Get a leg up on your competition, provide better quality content to your followers and watch your business sky rocket with these Pinterest tips.

This is THE Pinterest show to watch. +Jeff Sieh+Susan Finch+Jessica Dewell,+Lany Sullivan, and I will be diving into the secrets tips the pros use for capturing the power of Pinterest. This is an edited show from the full 45 minutes on YouTube


A lot of non-typical Pinerest ground was covered. Most shows cover how to create your account and boards, effectively craft your images. This show went deeper for business into the value of group boards, vetting them and inviting others to contribute. They also covered the HUGE hidden value of the RSS feeds created with each Pinterest account and pin board. This is a huge value if you are looking to maximize the reach of your well-written pins and blog posts.

Danielle and Jeff reminded us to take the time to create or select a great image rather than relying on the typical stock photos of people in suits having a tug-o-war, or with all of their hands in a circle for teamwork. Be compelling with your images. SPEND THE MONEY or TAKE YOUR OWN photos to enhance. 

Co-Host, Susan Finch and Danielle Miller covered a valuable tool for distributing content: IFTTT.com - If This, Then That to maximize the RSS feeds created by your company in venues such as Pinterst and your website.

EYE OPENER: Pinterest is the only SOCIAL MEDIA venue that provides these RSS feeds. The others give you widgets, but not a true, versatile FEED

Meet Our Panel This Week!
Jeff Sieh - Founder and Host of Manly Pinterest Tips on YouTube. Each week Jeff is teaching us that men can pin too!
Connect with Jeff on Pinterest here: http://www.pinterest.com/jeffsieh/

To catch one of his outstanding interviews on his very popular "The Manly Show", watch this interview with Under Seige director, Gary W. Goldstein here >
Danielle Miller - Founder of +Miller Media Management has found her home on Pinterest and teaches her clients how to maximize it for their businesses
Connect with Danielle on Pinterest here: http://www.pinterest.com/MMMSocialMedia/

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23
Sep

Rosen on Convergence Marketing and the Expectations of Generation Z

From the Sales 2.0 Conference, SLMA Radio host interviews Richard Rosen of Rosen Convergence (the branding/direct/digital agency).  Richard tells us his interpretation of Generation Z and their mantra of “I want to make a difference and I expect you to do the same.”

 
About Richard G. Rosen CEO
Richard G. Rosen - Rosen Convergence Marketing

Richard is the originator and chief architect of Convergence Marketing. As a world-renowned marketing consultant of Convergence, Richard fuses business school analytics with creative marketing and advertising to achieve unprecedented results.

His book, Convergence Marketing: Combining Brand and Direct for Unprecedented Profits, (Wiley & Sons), is an entertaining “how to” tool for every professional in the business of marketing.

As a passionate speaker, Richard presents keynotes and seminars at business and academic forums around the world. They include Cannes Lions International Advertising Festival, the ERA European Conference, the International DMA Conference and more.

Richard is an active member of the Clinton Global Initiative which creates and implements innovative solutions to the world’s most pressing challenges. He also holds an Executive Education Certificate in Strategic CSR from Pepperdine University’s Graziadio School of Business & Management taught by former Patagonia CEO, Michael Crooke, Ph.D.

His awards include a Telly, the Caples Organization’s Emerson Award for exemplary service to the marketing community, and the first “B-to-B Marketer of the Year Award” by the International Direct Marketing Association. He’s earned 28 International Echo Awards, received recognition from experts at Harvard, UC Berkeley and DePaul University and has been featured in numerous publications.
 
About Rosen Convergence  http://rosenconvergence.com/
ROSEN’s approach to business is guided by our commitment to the Clinton Global Initiative, our status as a B Corporation and a Gold Sustainability at Work Certified Business issued by the City of Portland.  ROSEN is also a proud member of the following organizations:
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16
Sep

First Chief Content Officer talks about ridiculously good content.

We love to read anything Ann Handley writes, now she shares how even we can write better. Ann shares secrets to great content in her latest book, Everybody Writes, Your Go-To Guide for Creating Ridiculously Good Content.


Ann Handley, Chief Content Officer for MarketingProfs, author of Everybody Writes (September 2014) and co-author of Content Rules: How to Create Killer Blogs, Podcasts, Videos, Ebooks, Webinars (and More) That Engage Customers and Ignite Your Business (Wiley, Late 2010). Ann has a passion for building community, particularly in using new media tools to broaden and build value. Previously, Ann was the co-founder of ClickZ.com, one of the first sources of interactive marketing news and commentary.
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9
Sep

Stu Heinecke with a discussion of his new book: Big Fat Beautiful Head

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Do you enjoy reading cartoons? You’re not alone. 

Editorial readership surveys show they’re almost always the best read and remembered part of magazines and newspapers. But how do the cartoonists do it? Where do their ideas come from and how do they convert those bits of inspiration into the delightful sprinkling of drawings we enjoy so much? That’s what makes this book so special. Not only does Wall Street Journal cartoonist Stu Heinecke share his doodling’s, he takes us behind the scenes with stories about each cartoon in the book. Where the ideas came from, how they were created and who they touched all come into focus in this one-of-a-kind book.  Host Jim Obermayer talks with cartoonist Heinecke about how this book came about.


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9
Sep

Jenny Vance and her company LeadJen for an ROI Report

Not every company can truly articulate an ROI story.  Hear Jenny Vance, CEO from LeadJen nail down how LeadJen gives a return on Investment from her clients.


Jenny Vance has over 10 years of experience in helping companies market their products and services. That experience helped Jenny develop a set of best practices for outbound marketing, inside sales, appointment setting and lead nurturing. Under her leadership, LeadJen works with B2B companies across North America, Europe and Australia seeking to improve their marketing programs and develop successful sales leads.



About LeadJen:
LeadJen is a B2B lead generation company that helps corporate sales and marketing teams drive more revenue and better understand their market through database building, custom marketing campaigns & B2B appointment setting. LeadJen’s scientific approach, proven methodologies and market intelligence drives revenue for clients in various industries including healthcare, manufacturing, retail, financial services, life sciences and high tech. Based in Indianapolis, LeadJen is a 2013 Mira Award winner and was recognized as a 2012 and 2013 Inc. 5000 company, a 2012 Indiana Company to Watch and a 2013 Top Workplace.
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8
Sep

Why smart marketers don’t avoid the sales funnel, and dumb ones do!

By definition, the sales funnel appears to be the domain of the sales department, but in the past few years enlightened marketers have realized that the sales funnel is one of their most useful tools to understand and control marketing.  In this interview, Andy Paul, Author of Zero Time Selling makes the case for the importance of using the sales funnel as marketer’s most fundamental tool in controlling marketing spending on promotions that work. 


About Andy Paul

Andy Paul , the founder & CEO and founder of Zero-Time Selling, Inc., is a leading expert on maximizing the value of your selling to help customers make fast and favorable decisions. He is recognized as one of the leading global experts on social selling. Andy is also the author of the award-winning book, Zero-Time Selling: 10 Essential Steps to Accelerate Every Company's Sales. Zero-Time Selling® reflects Andy’s knowledge that in today's hyper-competitive sales environment "how" a company sells its products and services is as important as "what" they sell in creating value for the customer and effectively differentiating their company and offerings. With more than 30 years in the sales business as a successful sales professional and sales vice president in companies ranging from raw startups to Fortune 1000. Andy is a frequently sought-after speaker, trainer, executive sales coach and sales process consultant. He splits his time between offices in New York City and San Diego.

Phone: 619-980-4002

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5
Sep

Reputation Management: It’s more than reviews on Yelp!

Join Susan Finch as she interviews  Director of Marketing and Joe Ibanez, Director of Sales for Reputation Impression. They will be discussing:

~ What is reputation management?
~ How do we control or respond to negative reviews?
~ How can we prevent negative reviews - or at least cut them WAY back?
~ Who is most likely to review your business and sully your reputation?
~ Who can help you BUILD it up?

This is geared toward service industries including auto, home services, hospitality, medical, legal and wellness.

Many business owners think that simply responding to reviews you receive on Yelp! is enough. It goes way beyond that. There are several venues that collect reviews, plus atypical places.

*ASK YOUR QUESTIONS* in the event stream in case you can't make it. Please reply YES or MAYBE so you stay current on this discussion and don't miss the live event!

*About our guests:*

Brigitte Rubidoux is the Director of Marketing at Reputation Impression, creating & managing all aspects of the company's digital brand. After attending the University of California Santa Cruz, she returned to San Diego to pursue a career in marketing. Brigitte is one of the early employees of the company and with her get it done attitude, has moved up from executive assistant to the Director of Marketing. She is always looking forward, trying to stay up to date with best practices and new ideas related to Internet Marketing.

As the Director of Sales for Reputation Impression, Joe has been able to utilize his Sales Training and his Personal Coaching skills learned while under the employment of Anthony Robbins and SBC Communications (now AT&T) to help Reputation Impression improve its Sales and Skill sets of employees under his direct supervision. Joe's skills are mainly focused towards Customer Service and satisfaction while having a proven track record in the sales arena as well.


This will be a live event on YouTube LIVE, Wednesday, September 10 9am Pacific.
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2
Sep

Is traditional direct marketing dead?

Craig Huey, in this week's show, tackles a tough subject when he answers the question, Is Traditional Direct Marketing Dead?  Of course, he says it isn't, and with good reason, but the naysayers are out there.  Huey says direct marketing is stronger than ever and is more accountable than most programs.  Hear what he has to say and learn why direct is more direct and profitable than ever in this interview with SLMA Radio host Jim Obermayer.

Craig Huey: The Authority on accountable advertising 
Craig Huey, the President of Creative Direct Marketing Group, is recognized as one of the world's leading experts in direct response marketing. He is the winner of 78 major marketing awards for break-through campaigns for multimillion-dollar sales.

Craig works with small companies and major corporations. His campaigns have targeted municipal areas to international markets. Working with over 1,000 companies, Craig has helped successful companies become more successful, and troubled companies to recover.

Articles by and about Craig Huey have appeared in Inc., DM News, Direct Marketing, Target Marketing, Christianity Today, and Adweek.

He is also the creator of the V.I.V.A.™ (Valuable Information, Value-Added) direct marketing system.

Craig is an author, his newest book is 16 Secrets to Raising Capital from Accredited Investors Under the JOBS Act , as well as publisher of the industry newsletter Direct Marketing Update.

He is also the President of InfoMat, a postal and email mailing list brokerage and management company.

Creative Direct Marketing Group Bio
Creative Direct Marketing Group, INC. (CDMG) is a full-service, direct response advertising and digital marketing agency with one goal in mind: increasing your response and profits through "accountable advertising.  For more than 30 years, we've helped turn entrepreneurial start-ups into large companies…and large companies into multibillion-dollar businesses.  Through 7 recessions, 2 inflationary periods, as well as times of economic prosperity, CDMG has consistently achieved breakthrough response rates for our clients.
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2
Sep

Time to get a REAL head shot and lose the selfies or outdated images.

A headshot starts way before the headshot. There is planning, prep and research to find the right studio to take it for you. What to wear, accessories, pose and more. The tips below assume you are not having to wear a uniform. Also, if you are appearing, speaking, etc. you'll want to provide an image as soon as you accept so that the intern doesn't do a Google search and end up with something outdated, embarrassing or not even you. I've done it several times for radio guests that don't seem to think they need to provide a headshot because it's RADIO.
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Watch this episode of Geekspeak Guides on this very topic:
  1. Wear some COLOR solids are best. Patterns are distracting.
  2. Earrings – do they go with the outfit? Are the trendy or business like – yet with personality?. They, too can be distracting.
  3. Shirts – are collars ironed? Is the jacket REALLY your size or the size you wish you still were?
  4. Tie or no tie – depends on your target market. BORROW an expensive tie if you have to – that doesn't mean buying it at Nordstrom and then returning it. Have a GOOD tie. It will give you a lift.
  5. Glasses or no glasses? Do you always wear glasses? Will anyone recognize you if you do not have them on or will they ask if you got Lasix surgery? When was the last time you updated your frames? You may be due if it's been more than 5 years. Styles change. You may end up with lighter weight ones, too, that are more flattering.If you bought your glasses with one shaped face and you've gained or lost weight, changed hair color, gone gray – your old glasses will not look as good as they did when you first got them.
  6. Smile - do you want your teeth whiter or are you happy with what you have? There is no correct answer – just what fits for YOU. Whitening products. SMILE warmly like you are looking at a friend you haven't seen in a while and they look fantastic and happy!Remember if you use a whitening product the night before or even that day – the real ones will somewhat dry your teeth out and you'll need to replenish the moisture or the first thing you drink – coffee, soda, juice, wine – will soak right in to the more porous surface. Be ready to brush again.
  7. Stray hairs – men - PLEASE trim your nose hairs and eyebrows. Get it done professionally. If your ears are showing – no YODAS! Same if your neck is showing – clean it up. Beards/mustaches – are they cleaned up or are you sporting that ZZtop – Duck Dynasty look?Women, as we get older hair shifts on us – chins and upper lips, sideburn area – defuzz, pluck. DO NOT WAX THE DAY BEFORE A HEAD SHOT. Sometimes, waxing your face stimulates the skin to cleanse and you end up with blemishes. RED is hard to hide.
  8. DO NOT PICK your face – as a general rule – but REALLY leave it alone the day of your head shot. Be GENTLY, rub gently to avoid breaking something open. Patching it with cover-up will still show and add to the edits that need to be done.
  9. Selecting the studio: You want someone with some artistic sense who can help bring out your best
  • Consider bringing a couple of shirts, colors with accessories: earrings, ties, etc. to give variety.
  • You will want a HIGH RES digital version at the very least.
  • Go for COLOR – you can always switch to black and white.
  • Ask them about your rights to post the images and use them in promotional materials. Once you purchase a high res version, can you use it anywhere you want to without watermark?

Pose time - backdrops, your angle and lighting. This is part of why you will have a professional shoot youCan't afford a studio, you can go to JC Penney, WalMart, Target, not to be confused with Mall Santa shots. They do a nice job for the budget. Preferably, find a local photography studio that specializes in head shots. Wedding specialists are not business head shot specialists, nor is the local business that does passport photos.

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Thank you, +Adam Music who shared some tips about the actual photo itself with us.  Love the part about wide and tall hair!

Black and white is nice and artsy; but when your head shot appears on other sites, it might be next to color shots, which makes you look out of place. There are sections of our site where we do not run photos if they are in black and white, even if they run in the paper, because of our site's optics. So make sure you at least get a color shot done, even if you're not going to use it, to give other sites options. Remember – you can't go from black and white to color.

Sites have different display dimensions and sizes. A nice, big hi-res photo can help them accommodate you into other sites without them having to mess around with the image. But make it a FULL head, please. Some people have sent us head shots with the tops of their heads cut off. And I can't manipulate an image to show your entire head if part of it isn't there originally.

The ratios we use in print and online are either squares or 14″ x 19″ vertical photos. I'd advise trying to fit that vertical ratio if possible. There are some people whose hair either is too wide or too tall, so there's a lot that has the potential to get cut off. As a photo editor, I do my best to get as much of a head-to-shoulders view of them. It's not always easy to accomplish. But when dressing and styling, those factors could enter into your decisions. Maybe you go for one pose that looks good vertically and one that looks good squared off. If you look better horizontally, I can't help you.

Look at the camera. The off-to-one-side may work for your site, but not others.

Keep it current! There are a number of subjects who look a lot different when we run their mug one day and a feature shot of how they actually look today.
We and some other publications also run knock-outs of photos, where the background is erased so the background appears to be gray. If you have a shot where the background is easily removed, you'll look better when an editor who isn't you gets it.

Final tip: Remember, we are all famous, just not everyone knows it yet. You want to be prepared!
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