Sales Lead Management Association Radio header image 1

Sales Lead Management Association Radio

21
Oct

Is selling in a cloud-world better or worse for salespeople?

There is a genuine excuse salespeople use that they spend so much time researching on the web, updating the CRM system, and linking on social media, in short doing everything management tells them to do, that they don’t have time to sell. Ian Moyse tackles the subject with the insight of a recognized cloud expert.



About Ian Moyse

Ian Moyse is Sales Director at Cloud CRM vendor Workbooks.com. . He also sits on the board of Eurocloud UK, & Governance Board of the Cloud Industry Forum (CIF). Ian has a number of awards and accolades to his name including 2012 & 2013 bring in the Top 25 of the worldwide SMB Nation 150 Channel Influencers list, 2012: First in the UK to pass the CompTIA Cloud Essentials specialty certification exam, 2011: Channelnomics Influencer of the year for Europe and TalkinCloud named Ian as one of the global top 200 cloud channel experts In 2013 Ian was listed as the 40th most connected person on LinkedIn Worldwide and 4th most connected in the UK, being the most connected Cloud Evangelist on LinkedIn globally
 

About WorkBooks

Workbooks is a provider of a cloud based CRM application that goes beyond traditional CRM and is  designed specifically for small and mid-size organisations.

Workbooks won CRM of the Year 2014 & 2013, is rated the #1 for customer satisfaction by independent G2 Crowd and won CRM Wards ahead of 31 other CRM vendors in 2014. Workbooks also won a TMC Cloud Computing Excellence Award in both 2014 & 2013 was recognized with a 2014 award for Most Innovative Cloud Best Practice by Channel Partners. Our suite of products enables our customers to accelerate sales growth, improve marketing execution, streamline business processes and improve the quality of customer support they deliver. 
13
Oct

Why is Lead Management a failure of so many?

During our annual sales lead management week, we interview Richard Brock, who many say is the founder of customer relationship management and consequently modern sales lead management. During this interview, his third time on the show, we tackle the difficult subject of why lead management continues to be a failure at so many companies. Why do they think that by just putting in a software product they will instantly increase sales? Get ready for a thumping from Richard and Jim Obermayer the host. 


About Richard Brock 

Richard Brock is a tech-savvy, entrepreneurial software development professional with over 30 years of experience in CRM Solutions and deep roots in Marketing Automation. He is the co-founder and CEO of LeadLife Solutions, a provider of an on-demand lead management solution that drives revenue by bundling state-of-the art marketing automation technology with lead management systems to maximize sales opportunities. He is a board member of the Technology Executives Roundtable, mentor to various technology companies and Founding Father of CRM. 

Richard pioneered the Sales Force Automation space by starting Brock Control Systems (Firstwave Technologies), which became the leading provider of web-based Customer Relationship Management applications. 

About LeadLife Solutions 

LeadLife was founded and designed by experts with lots of sales, marketing and customer relationship management experiences. We understand the pressures placed on sales and marketing departments to hit numbers. Whether it’s a sales execution tool, a marketing automation solution or both, LeadLife’s proven platform provides companies flawless execution of their marketing and sales strategies. And we are there to help. www.leadlife.com 

About Sales Talk Technologies

By the time you get an opportunity to speak with the prospect, they have all kinds of information and preconceived ideas about their needs and the solutions that can meet their needs. So, you need a way of seeing what they’ve done and aligning your conversation with theirs. Unlike other software, SalesTalk is part of a proven platform that interprets the seller’s conversations through a click or touch technology and is combined with the prospect’s digital behaviors, providing consistent execution of your company’s sales strategy. The story-so-far feature within SalesTalk allows you to do just that. SalesTalk’s story-so-far feature is unique because it delivers critical data by tracking the timing and flow of every interaction with a prospect – each and every digital and conversational behavior is logged complete with time spent. All information within the story-so-far is synchronized behind the scenes with a company’s CRM system.

Increase your win to forecast ratio – making sure sale reps are aligning their conversation with their prospects and knowing what your prospect is interested in. Sales management get what they need from their CRM system without sales reps doing any extra work. It’s about better sales call each and every time so your reps can sell more. www.salestalktechnologies.com
00:0000:00
6
Oct

Why storytelling is the best way to connect with clients.

Host Jim Obermayer heard the MobiTen people, Leon Yeh and Lynda Corliss at a presentation during the Sales 2.0 conference hosted by Selling Power in Las Vegas in September. Their mobile application, Venta for the iPad, offers field salespeople intriguing technology, that helps sales people connect differently with clients, using something MobiTen calls Story Selling.
 
640X480-SLMARADIO-yeh-corliss-mobiten.jp

Leon Yeh is CEO and founder of MobiTen, a mobile technology firm focused on creating progressive tools for sales and marketing teams. A  20 year veteran of enterprise web development for firms like Northrup Grumman and Toyota, he is passionate about the user experience. MobiTen's core mission is to create mobile applications that ignite customer engagement. As CEO, Leon is committed to his vision of using mobile technology to bring brand stories to life. Leon has a Master's Degree in Software Engineering from the University of Southern California.
 

Lynda Corliss, Co-Founder and COO of MobiTen, has a background in IT Procurement, process optimization and Operations. With expertise spanning more than 20 years in IT procurement, licensing and contracts and later as the leader of Indirect Procurement for a large Biotech company. She specializes in creating win-win agreements for technology and services as well as creating programs that promote sound operating structures for Corporations such as Biotronik, ADP, Mentor Graphics, and Lockheed Missile and Space have worked with Lynda.
 
About MobiTen
 
MobiTen, Inc. , (Mobi for mobile and Ten for the Chinese word “tian”, meaning heaven or cloud) founded in 2011 in Portland, OR, is a-mobile technology company, focused on enterprise solutions for sales and marketing organizations.  MobiTen’s founders are mobile enterprise software experts Leon Yeh and Lynda Corliss. The firm adapts existing digital content and common file formats to craft highly portable, graphically dramatic, simple-to-use and update, interactive presentations for iPads.  This approach enables marketers to configure product and service specifications, pricing, and other supporting data so this information is continuously up to date and available to the entire sales organization for use in a wide range of customer contact situations. MobiTen’s newest product, Venta, is developing a reputation as “the sales team’s new best friend “
 
00:0000:00
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.
00:0000:00
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 will 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/

00:0000:00
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:
00:0000:00
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.
00:0000:00
9
Sep

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

51Cm5aWaGRL._BO2,204,203,200_PIsitb-stic

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.


00:0000:00
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.
00:0000:00
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

00:0000:00