SLMA Radio Host Jim Obermayer interviews Andy Paul, author and founder of Zero Time Selling. So my question after meeting the author and downloading the book from Amazon as a Kindle version is, what makes this different than any of the other 50+ books on selling I have read and reviewed? Yes, I am skeptical and I thought this is going to be another tortuous roadmap from another consultant who left the sales field. Well I ended up reading three quarters of the book on the first siting and only gave up at 3 AM. I immediately sent four copies to company presidents that I know need the insight. This will be an interesting interview.
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.
In This 25 minute discussion, Jim Obermayer gets Velocify CEO Nick Hedges opinion as to why sales lead follow-up is so dismal, and why sales manager’s appear to not take responsibility in making it happen.
SLMA Radio Host Jim Obermayer interviews the father of modern database marketing, Vin Gupta. The interview ranges from how modern database marketing came about to exactly how to avoid getting ripped off by supposed database suppliers. Vin has never strayed far from his roots as a marketer.
1:03 - What is an integrated marketing strategy...it's more than just covering Twitter, Facebook, and LinkedIn.
Breaking down the silos within an organization
3:19 - So you want to be a content marketer? Let's take a step back and look at channels, brands, and power...
6:45 - 96% of people who visit your website are not ready to buy.(KISSmetrics) What does your website need to do to make sure you don't lose those opportunities?
Is your marketing impacting the customer at every step of their journey?
If you're speaking at a trade show or conference, are you thinking about what your LinkedIn profile looks like? Are the topics you're speaking about present on your company blog? What's going to happen to the decks after the conference? This is integrated marketing.
Shelly covered so many instances of missed opportunities that are typical. You spend the money to get them to the trade show, to have beautiful cards, manicured hands to shake hands, allowance for schmoozing - yet what did they do to prepare?
Some ideas include:Create lists, groups, circles that include all of the speakers for the event. Same with sponsors, exhibitors. If you are going through the trouble to send people there - have them pepper the key attendees with interest - "Hey, you're speaking - I can't wait to hear you..." + mention, @ mention them and their companies. You'd be surprised how much that can mean to people.
13:25 - Fantastic story about an enterprise-level client and the impact (or lack thereof) of decisions related to marketing spend, specifically display advertising.
What do you want to be known for in your market? Do you talk about it? If not, you're leaving opportunities on the table.
If you are speaking on a topic on behalf of your company, does your company profile include links to posts/articles that you have created on the same topic? Does your company site display that you have the expertise on this topic? How current are the posts? Check them out or create them FAST! Build that credibility.
17:59 - Are you gating your content? Bad idea (see 6:45 timestamp), you're alienating your prospects.
Keep watching for a mini-rant on LinkedIn, lead-gen marketing, social media automation, and a great story about doing "a lot of different things, a little bit right."
You may think you have it covered, but chances are - you are indeed doing a lot of things, a little bit right.
- Are you trying too hard to "own" your communities or just using the ones you like, and are you forcing people to "go" somewhere other than where they want to go?
I don't care if you don't like Google+, get over it! Work with somebody who has proficiency in Google+.
For that matter, find team members who are proficient in each of your four major online venues - could be one person, could be four. LinkedIn, Google+, Twitter, Facebook. It's pretty even that this is where people hang out - 25% average for each. If you want to hit more prospects and expose them to your expertise, you have to be proficient in all of these venues. But this is just the online piece.
- The fastest commercial break ever! Now let's talk about how to break down a piece of content into different presentations of that information for different audiences and platforms (tough to automate this, people).
Get over being paranoid about sharing things that your competition may find, just do it better!
34:58 - Shelly talks about the challenges that marketers face today to embrace all these channels and ideas in an effective fashion, and what to do about it.
38:12 - Who do you hire? Younger and savvy, or senior and seasoned? What will be most successful? How do we adapt and effect change?
43:18 - How to find and work with Shelly, info on the Integrated Marketing Summit and other conferences worth checking out, either IRL (in real life) or virtually...but IRL is better.
About Shelly Kramer
About our friend, Stephan Hovnanian:
If you need the expertise of not only an experienced, active Google Plus user, but also someone who understands marketing and web strategy, consider hiring me for some hands-on personal Google Plus training.
Host Jim Obermayer will Interview Jenny Vance, co-founder and president of LeadJen and tackle subjects such as:
- Why do internal lead generation staffs so often fail?
- What kind of process needs to be in place to improve the outcomes of lead generation?
- What kind of technology ( telephone solutions, data analysis, etc.) need to be in place for a lead generation team to succeed?
- What are the fundamentals lead generation teams?
- How do you know when you have quality data and what should you do with it?
About Jenny Vance
Co-founder and president, LeadJen
Founder and CEO, PlanSoon
Jenny Vance is one of the leading women entrepreneurs in Indianapolis. She is the founder of LeadJen, a lead generation company, which she has grown to nearly 100 employees serving hundreds of companies across the United States, ranging from start-ups to Fortune 500. She also is co-founder of SalesVue, a CRM software solution.
In 2012, Jenny founded PlanSoon, a social network that helps people try new things and meet new people. PlanSoon was selected as one of three companies to be featured in the inaugural VentureCamp docu-series and tech accelerator program.
Jenny has received numerous awards. For three consecutive years, she was honored by the Sales Lead Management Association (SLMA) as one of the 50 Most Influential People in Sales Lead Management. She also was recognized by SLMA as one of 20 Women to Watch. Direct Marketing News and the Indianapolis Business Journal named Jenny to their 40 Under 40 lists, and she received the McDermond Medal for Excellence in Entrepreneurship in 2013. LeadJen was named a Mira Award winner by TechPoint in 2013 and was recognized as one of the 2012 Indiana Companies to Watch.
Jenny received her bachelor’s degree from DePauw University, where she was a Management Fellow. She is an active member of the Entrepreneur’s Organization, serving as president of the Indiana chapter. She also is the founder of the Indiana chapter of The American Association of Inside Sales Professionals (AA-ISP) and an active member of the National Association of Women Business Owners.
Jenny is a frequent speaker and author of numerous articles on entrepreneurship and lead generation.
LeadJen is a B2B lead generation company that helps corporate sales and marketing teams drive more revenue and better understand their market. 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 an Inc. 5000 company. Founder Jenny Vance is recognized by the Sales Lead Management Association as one of the 50 Most Influential People in Sales Lead Management and was named a 40 Under 40 by both Direct Marketing News and the Indianapolis Business Journal. More information is available at www.leadjen.com and on Twitter @LeadJen_LLC.
SLMA Radio host Jim Obermayer interviews Bart Young of the Young Company, which has roots as the oldest agency in the LA area. The interview will focus on the role of branding in a digital world. While the Young Company offers the full array of digital services, branding is part of its services as it has been for over sixty years. Bart gives us his opinion as he defends branding as an important task for every client.
About Bart Young
Bart’s career in advertising began at age seven, when he spent the summer stuffing envelopes for a direct mail campaign at his father’s company, Speer, Young & Hollander. In 1983, Bart took over the firm as president and built it into one of Southern California’s leading independent agencies and a top 100 B2B agency in the U.S. Bart holds an MBA degree from the University of California, Berkeley where he studied with brand equity expert David Aaker.
About Young Company
Founded in Los Angeles in 1949, and now located in downtown Laguna Beach, Young Company is one of the top creative advertising agencies and internet marketing agencies in Orange County. The firm has extensive experience in advertising, branding, Internet marketing, market research, public relations, social media and website design. Major clients have included ARAMARK, Fluor Corporation, HP, Hughes, IBM, Northrop Grumman, Samsung and Texas Instruments, as well as a number of major software, semiconductor and Internet companies.
SLMA Radio Host Jim Obermayer interviews agency founder, president and author Russell Kern about is his up-coming book, The Eight Pillars of Demand Generation for Revenue Acceleration. In this interview Russell tackles the reasons for developing the Eight Pillars of demand generation and revenue acceleration. We will discuss how and why Russell ties revenue to demand generation. The "R Word" is finally coming into its own for marketers and as usual Kern is ahead of the herd in predicting how to get there.
Whether he's putting together a strategic marketing plan or speed-walking around the office, greeting every employee who crosses his path, Russell is the heart and soul of KERN. He launched the agency in 1991 and has been helping clients such as DIRECTV, CLEAR, SAP and Symantec, achieve astounding results ever since. In fact, for Russell, moving the needle for companies is much more than a business objective, it's a true passion. He often cites the core principles of the founding "masters" of direct marketing. After growing his agency into a response-generating machine, speaking at direct marketing events around the country and authoring the book S.U.R.E.-Fire Direct Response Marketing, it's safe to say Russell has become quite the master himself.
A crisis communications plan is critical for all businesses. When you are in crisis is too late. Join me as we hear from Marketing Communications Expert, +Linda Zimmer . Linda is person to follow, know and learn from.
She can be found EVERYWHERE that is digital and is called upon from companies and institutions around the world for guidance, planning and education.
- 10:50 - Do you have a place on your site with a list of whom to contact at your company for crisis situations? You'd be surprised how hard it can be to find the person YOU would want to be the POINT person.
- 13:03 - What is a REAL crisis? It's in REAL time and needs to be dealt with NOW
- 13:48 - Small businesses need a plan more than ever because one crisis can take out your company.
- 14:15 - Remembering how the big change in Google search semantics has affected many small businesses who relied on keyword stuffing, SEO the "old way"
- 14:45 Google can change their algorithms overnight - if that's what you count on, then that has be part of your plan.
- 20:15 - Social media is about
- 23:54 - Know what your company represents
- 24:11 - Without a known message and tone, your response can become fragmented causing more damage to your company than the crisis itself
- 30:29 - seeking legal council with your plan
- 37:39 - GEM: Know the difference between being right and being effective.
- 40:00 - GEM: Ask the question, "What can derail our success?" - those are your hotspots
- 44:28 - Caution against only relying on online media to get your crisis situation plan deployed. You need to include more traditional forms of communication because perhaps it's your site and the internet that have gone down and your phone lines are exploding with frustrated customers.
- 51:00 - Who is creating your corporate message and maintaining it online? Was it the intern? The person who no longer works there? You need to have access to ALL accounts
GRAB EVERY PROFILE/VANITY URL with your name, your company name or brand name or someone else will. This will give a consistent message and the public will know it's coming from you and will not be confused.
This is not an event to be missed. Linda, who is a collaborative, liquid being said it would be great to get a couple of additional experts in the discussion in the filmstrip. If you think yourself an expert on this topic and would want to join in, please let me know.
You can get to know Linda Zimmer better here:
Host Jim Obermayer interviews Aaron Ross, best-selling author of Predictable Revenue. Ross reaches back into his experience at SalesForce.com to share a method he has created to allow any company to create predictable revenue.
About Aaron Ross
Aaron Ross is the #1 best-selling author of Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com (called by Inc.com the “Sales Bible of Silicon Valley”). His consulting company, Predictable Revenue Inc., helps companies with sales teams double or triple their growth. Before Predictable Revenue, Aaron worked at Salesforce.com, where he created a revolutionary Cold Calling 2.0 inside sales process and team that helped increase Salesforce.com’s revenues by $100 million. Aaron graduated from Stanford University. He lives in Los Angeles with his wife and four children (also expecting a new baby in June 2014, loves motorcycles, and he keeps his work to 20-30 hours a week.