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Sales Lead Management Association Radio

20
Aug

MSP Websites and How to Make Them Work for You

This week we are staying with a theme of your business website. The first half of our hour is a replay of last week's MSPRadio with Nate Teplow. Some messages are important enough to state again - even the following week! 

Your website is your storefront these days, and also the hub of all your online marketing initiatives. Websites are critical to your marketing success, yet many MSPs will neglect their website as an afterthought. Your website is not something you can just setup and have live on its own. You need to continuously update and optimize your site for it to work for you.

On this episode of MSPradio, we talk with Julia Beebe, Marketing Manager and website optimizer at Continuum, and Brandon Garcin, Content Marketing Manager at Continuum, to discuss how MSPs can improve their website, fuel it with content, and use the two to drive leads and business growth.

1. well formatted, easy to use website.
2. design

What is the buyer's journey?
The path that your typical customer takes to eventually purchase your product or service.

She also recommends Google Analytics. Hey, we were just talking about this http://bit.ly/finchshovi3slma - remember that show with David Kutcher?

It doesn't all have to be on the home page - the other key pages will come up in the search engines if they are well written. You have more than one landing page when people arrive at your site as a result of search.

Well-organized navigation is critical to guide them through the process.

Misconception:
People get up in development whistles and design. Design is driven by the content! Without strong content, everything else will fall flat.
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19
Aug

Geekspeak Guides: Where’s your damn contact info on your website?

You have a website, perhaps you have a brick and mortar store you want us to fine, perhaps a restaurant. Are your HOURS and link to DIRECTIONS listed on your home page and EVERY PAGE of your site? Make it easy for us to visit you.


Are you trying to be too clever with "us" "find" "hello" in your menu rather than CONTACT ? Don't make it hard. Make it easy to CONNECT or CONTACT. Add your form, sure, add your subscription form but add your PHONE, EMAIL and MAILING and/or PHYSICAL address in there, too. I don't want to have to dig around on your site, I don't always have the time to type a contact form submission with TINY keys - sometimes, I just want to CALL you. 

HOMEWORK : Go check your site/sites to see if that information is readily available. Can a 9 year old find how to reach you? 
Check your blog and other sites - do they link back to your main site AND have contact info? I can't tell you how annoying it is on blogs where they only way to contact the writer is by making a comment on a post.
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join the community:  bit.ly/geekspeakguides
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Your Geekspeak Guides:

+Susan Finch  - +Susan Finch Solutions   Marketing, PR & Web Pro for DECADES! 
With a background in public relations and advertising since 1986, Susan is a "gentle guide for clients trying new venues online." She engages those skills as she helps create an online presence that will appeal to existing and future clients and/or investors. All these factors are considered before she constructs a suggested plan for clients. It goes way beyond an online presence.

Web:          http://susanfinch.com
Google+:   http://plus.google.com/+susanfinch
Twitter:     http://twitter.com/susanfinchweb 
Shout-out:http://binkypatrol.org 


+Yvonne Heimann  -  +Ask Yvi    Your "Can Do" Geek
After countless calls from business owners that have lost control of their web site,Yvonne put her main focus on customized WordPress sites, helping clients take charge of their online presence.Her refreshing openness will provide you with knowledge and resources in areas like Social Media, Social Media Marketing, Email Marketing, WordPress and Search Engine Optimization.

Web:        http://askyvi.com
Blog:        http://yourcandogeek.com
Google+: http://plus.google.com/+yvonneheimann
Twitter:   http://twitter.com/askyvi 

Watch Now:
5
Aug

How salespeople spend their time can increase sales 29-49%


How salespeople spend their time (spend is the operative word) can make a staggering  difference in productivity (code word for ROI) of a sales rep.  Jorge Jeffery of Velocify shares the results of data collected from 400 companies and one million sales leads.  He tells the SLMA Radio host Jim Obermayer how to double conversion rates, (close more deals) and how to call leads more quickly. All of this comes from their recently released study: The Power of Prioritization.
 
 
About Jorge Jeffery
 
Jorge Jeffery joined Velocify in 2011 and is senior manager of strategic intelligence. Jorge has been instrumental in mining data from the more than 1,500 sales teams that leverage Velocify’s solutions today. Insights gleaned help establish best practices for Velocify clients in order to maximize revenue potential.
 
About Velocify
 
Velocify is a market-leading provider of cloud-based intelligent sales software, designed for high-velocity sales environments. Velocify helps sales teams keep pace with the speed of opportunity and increase revenue by driving rapid lead response, increased selling discipline, improved productivity, and actionable selling insights.
 
The company has helped more than 1,500 companies across a variety of industries improve customer acquisition practices and sales performance. Velocify was recently recognized as one of the fastest growing companies in North America by Deloitte and a Best Place to Work by the Los Angeles Business Journal.
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5
Aug

How channel management software delivers a measureable ROI.


Many will say channel management has gotten short-shift in the software field where management of reps using CRM systems gets most of the attention. And yet, the management of these channel partners is increasingly important in an increasingly in-personal world. SLMA Radio host Jim Obermayer will interview Channeltivity CEO Jason Jacobs as they discussion Partner Relationship Management (PRM) and ROI benefits. 
 

About Jason Jacobs

Jason Jacobs is a serial entrepreneur, visionary leader and seasoned high growth startup CEO specializing in launching technology and technology enabled services companies.Founder and President of The Verge Group, a consultancy that Identifies Potential and Accelerates Results in early stage companies, Jason focuses on Emergent Strategy and Agile Organization Practices for high growth and restarting growth. Jason has assembled a team of some of the best business minds in the world in areas of Strategy, Top Management Team Dynamics, Organizational Performance, Organization Network Analysis, Information Technology and Seed/Venture Finance. Jason is an active board member of Entrepreneurs Organization, a global organization of over 7500 business owners representing the top 4% of businesses worldwide.
 

About Channeltivity
 
Channeltivity is the world’s most user-friendly Partner Relationship Management (PRM) solution for emerging and mid-market companies. Companies around the world trust our partner portal software to foster successful partner relationships and make their channel management easy. Activate your free trial today at www.channeltivity.com
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31
Jul

SLMA ROI Spotlight: SalesRoads

David Krieger projects as much as a 300% return on investment for SalesRoads services


About David Kreiger

David Kreiger is the Founder and President of SalesRoads, a business-to-business appointment setting, lead generation and sales outsourcing company. He was recently named as one of The Most Influential Leaders in Sales & Lead Management by the SLMA. 

David started SalesRoads while attending The Wharton School and received numerous awards for the company while still getting his MBA.  He began his career at TradeOut.com, a business-to-business online auction site. David was responsible for creating, managing and growing the inside sales and customer service departments.   David has held sales, marketing and training positions at several Fortune 500 companies such as Heinz, Deloitte & Touche and PepsiCo.   Prior to going back to business school, David worked in sales and marketing at The Beanstalk Group where he managed the trademark licensing programs for companies such as Ford Motor Company. 

David has been featured in Fortune Magazine, The Christian Science Monitor and CNN/Money Magazine. David holds a BA from the University of Pennsylvania and an MBA from The Wharton School.

About SalesRoads

SalesRoads is the nation's leading B2B Appointment Setting, Lead Generation and Sales Outsourcing provider for start-up, midmarket and enterprise level organizations. Because of our unique approach to demand generation, we understand the intricacies of implementing successful programs for our clients. Since we are on the front lines of communication, we recognize the importance of a quality first impression – this is why our US-based telesales executives are the most experienced in the industry, with an average of 14 years of telesales experience. This skill level provides our clients with the most proficient, distinguished and professional agents in the industry. www.salesroads.com
28
Jul

Why VOCUS is a serious challenger to Eloqua!


You Mon Tsang joins Jim Obermayer to discuss why Vocus is a serious challenge to Eloqua’s positon in the marketing automation space.  When Obermayer approached Vocus about the interview, their response is that they take exception to our title as Vocus representatives feel that they, and not Eloqua, is the leader in the marketing automation space. We’ll find out the scoop when we interview Mr. Tsang. After all, their site says that they have more than 16,000 annual subscription customers across a wide variety of industries that use Vocus software. 
 
About: You Mon Tsang  CEO, Vocus Marketing Suite business line
 
Before assuming his current role leading Vocus’ Marketing Suite business line, Mr. Tsang held positions as CMO and senior vice president of product at Vocus. Prior to Vocus, he was CEO of Engine140, a company Vocus acquired and subsequently integrated into its product portfolio. A serial entrepreneur, Tsang also founded and was CEO of Biz360, a market intelligence company that helped Fortune 500 companies compile and analyze media content. He founded Boxxet, a consumer content aggregation engine with 4 million unique visitors a month, as well as Milktruck LLC, an Internet pioneer in offline browsing and “push” software.
 
Mr. Tsang holds a Bachelor of Arts in urban studies from Yale University and an MBA from the Walter A. Haas School of Business at the University of California at Berkeley
 
About Vocus:
Vocus provides leading cloud-based public relations and marketing software that enables companies to acquire and retain customers. The company offers products and services to help clients attract and engage prospects, nurture and convert customers, and measure and improve marketing effectiveness. More than 16,000 annual subscription customers across a wide variety of industries use Vocus software. The company is headquartered in Beltsville, MD with offices in North America, Europe and Asia.  
27
Jul

If I had a nickel: Google Analytics, more than just pretty charts.

 
If I had a nickel...your website stats, more than just pretty charts
When you log into +Google Analytics , what do you see? If it’s neat looking graphs and tables, well, we need to talk. There is some serious intel that you can get from your web stats, stuff that will help you make real business decisions about how to use your website and your online marketing strategy. And nobody knows how to get us set up and on the right track than +David Kutcher . 

In this episode, David covers topics such as:
  • What if you have more than one site? Should they be under one account or different accounts?
  • What about subdomains? One property or several properties with URL filters?
  • What are annotations in analytics? They are like your own diary of your website and the changes you make - David LOVES these and we cover them starting at about the 20 minute mark until the break.
  • Do you know how to view and edit your analytics? If it's your site or your company's site and you are responsible for the results - you need access!
  • David tells us his favorite charts.
  • His big take away tips include how to get people interested in reading analytics? HINT: It's not a lot different from when you were a kid at bedtime.


*******MEET DAVID KUTCHER******
David is the co-owner of +Confluent Forms LLC  a boutique firm providing branding, graphic design, web design, web development and custom software development services and has been in the business since '97 and incorporated his business in ‘02. His clients have included Fortune 100 companies, major banks, large non-profits and universities, to small mom & pop businesses and charities. Probably over 200 sites and clients by now...

David started as a web designer, transitioned to a web developer, then to an information architect and online strategist.

David’s company also is the brains behind the RFP Database, one of the largest online marketplaces for requests for proposals in the world, with over 120,000 registered users and having hosted over 100,000 requests for proposals.

Web: http://www.confluentforms.com
Google+: https://plus.google.com/+davidkutcher
Google+ (page): https://plus.google.com/+confluentforms
Twitter:@confluentforms
LinkedIn: http://www.linkedin.com/in/davidkutcher/
Helpout: http://helpouts.google.com/+davidkutcher

Did you miss our previous discussions?
"If I had a nickel...Webmaster Transitions: Pleading Ignorance Doesn't Fly"  http://bit.ly/finchshovi1 
If I had a nickel... Detangling Your Business on da'Google http://bit.ly/finchshovi2 


========Your Series Hosts========
+Susan Finch  - Marketing, PR & Web Pro for DECADES! 
With a background in public relations and advertising since 1986, Susan is a "gentle guide for clients trying new venues online." She engages those skills as she helps create an online presence that will appeal to existing and future clients and/or investors. All these factors are considered before she constructs a suggested plan for clients. It goes way beyond an online presence.

Web: http://susanfinch.com
Google+: http://plus.google.com/+susanfinch
Twitter: http://twitter.com/susanfinchweb 
Shout-out:http://binkypatrol.org 

+Stephan Hovnanian  - Web strategy, Google+ for Business
Stephan Hovnanian is a web strategist and email marketer for Shovi Websites, author of the Google+ Pro Tips series of ebooks on Amazon, and host of a weekly webcast called Google+ Business Spotlight. Stephan distills the content and advice out there on the Web into useful and applicable ideas to help your business make the most of its online presence.

Web: http://www.websighthangouts.com
Google+: https://plus.google.com/+StephanHovnanian/about
Twitter: https://twitter.com/stephanhov 
Watch Now:
22
Jul

#ROI Spotlight with Christine Crandell of New Business Strategies


New Business Strategies is a business strategy consulting firm focused on helping B2B technology companies build profitable, sustainable customer relationships. We help clients create larger and more predictable revenue pipelines by understanding the customer’s lifecycle, expectations and decision-making process and aligning the organization with its customers.


Jim Obermayer interviews New Business Strategies' President, Christine Crandell for a discussion on ROI.

Christine Crandell is a 25-year B2B expert in market strategy, and building successful, profitable organizations. Her work with CEOs and Boards is focused on helping them understand how to optimize their strategy and align their organizations to accelerate revenue. As President of New Business Strategies, she leads the international strategy consulting firm and has advised more than 100 CEOs and Board of Directors in North America, Europe and Australia in areas including M&A, market category creation, company strategy, and go-to-market planning. She advises CEOs and Boards on how to align messaging, structure and culture with the customer to dramatically improve company performance.
21
Jul

Is Marketing Automation Right for Every Company?


Howard Sewell has opinions, driven by expertise And experience, that few have.  Jim Obermayer, SLMA Radio host will interview Howard and discuss the criteria for a company considering implementing a marketing automation system. It isn’t for everyone but everyone should know why or why not it makes sense for them. You’ll learn:
  • What are the key criteria that make a company an ideal candidate for marketing automation?
  • How should a company prepare to make sure they get the most from marketing automation?
  • Where do companies fall short with marketing automation?  What are the pitfalls to avoid?
  • Realistically, what are the necessary resources a company needs to be successful with marketing automation?
  • What’s the best way to choose a marketing automation solution? What should companies look for?
Jim Obermayer will address these questions with Howard Sewell, President of Spear Marketing Group

Howard has more than 20 years’ experience in high-tech sales and marketing.  He started his marketing career at software giant Oracle Corporation, before leaving to start his own direct marketing agency, CDI, growing the firm to be one of the nation’s top B2B agencies.  Howard authors Spear’s blog (www.spearmarketing.com/blog), where he writes on demand generation, lead nurturing, and marketing technology.  For the last 3 years running, Howard has been named one of the “50 Most Influential People in Sales Lead Management” by the SLMA.

Company Bio

Spear Marketing Group (www.spearmarketing.com) is a full-service demand generation agency that helps B2B high-technology companies generate, nurture, and convert leads to revenue.  Spear’s unique, holistic approach to demand generation blends strategic expertise, creative flair, and a deep understanding of marketing technology to achieve measurable results across every stage of the lead lifecycle. The firm serves high-tech clients nationwide from its offices in Silicon Valley and Seattle, WA.  

Connect with him on Twitter: @hjsewell and LinkedIn: /hjsewell
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15
Jul

Solving the Biggest Failure on the Web: Conversion Rate Optimization


Tim Ash, noted author and conversion rate champion, tackles a subject that is a catastrophic failure for  95% of the companies that publish a web site, which is almost everyone.  Or, everyone that counts.  What earthly good does it do to have 5,000 visitors a month and ten leads?  The host, Jim Obermayer interviews Ash and asks why companies go 99% there in building a web presence and leave off the 1% that will give them 90% of their success: website conversions that turn into sales leads.  This is a can’t miss show. 

About Tim Ash

Tim Ash is the author of the bestselling book Landing Page Optimization, and CEO of SiteTuners (a firm that improves website conversion rate via conversion-focused redesign blueprints, landing page testing, and training of internal optimization teams). A computer scientist and cognitive scientist by education (his PhD studies were in Neural Networks and Artificial Intelligence); Tim has developed an expertise in user-centered design, persuasion and understanding online behavior, and landing page testing. In the mid-1990s he became one of the early pioneers in the discipline of website conversion rate optimization.

Over the past 19 years, Tim has helped a number of major US and international brands to develop successful web-based initiatives. Companies like Sears, Google, Expedia, eHarmony, Facebook, American Express, Canon, Nestle, Symantec, Intuit, Autodesk, Yahoo! and many others have benefited from Tim's deep understanding and innovative perspective.

Today, in addition to providing strategic consulting services, Tim is a highly-regarded keynote speaker and presenter at industry conferences worldwide including Internet Retailer, Search Engine Strategies, PubCon and countless others. He is the founder and chairperson of Conversion Conference and a frequent contributor to print and online publications such as ClickZ, Website Magazine, Visibility and others. Since 1995, he has authored more than 100 published articles. In addition, Tim is the online voice of conversion optimization as the host of the Landing Page Optimization podcast on WebmasterRadio.fm. 

Tim earned a dual-major Bachelor of Science degree "with highest distinction" in Computer Engineering and Cognitive Science from UC San Diego while studying on under a U.C. Regent's Scholarship (the highest academic scholarship awarded by the UC system). During his PhD studies at UC San Diego he also earned his Master’s degree in Computer Science.

About SiteTuners

SiteTuners is a premier conversion rate optimization agency that has worked with more than 1200 clients worldwide since 2002. It provides support for high-converting website redesigns, landing page testing, and the training of internal optimization teams.  CEO Tim Ash wrote the book on Landing Page Optimization, and founded the Conversion Conference.

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