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Sales Lead Management Association Radio

24
Aug

How to Avoid the 3 Reasons for CRM Failure!

There seems to be as many discussions about CRM failure as there are about CRM successes. A research report from Merkle Inc., in DM News said that 63% of the CRM Initiatives Fail. And yet there are roadmaps to avoid failure and experienced people can tell us how it’s done right the first time.  In our show this week, Traci Whetzel the Director of CRM at Concept Services outlines how to avoid CRM failure. The host is Jim Obermayer.

About Traci Wetzel

Traci Whetzel, Director – CRM, began her career with Concept Services as a BDM, and during her tenure she has held a multitude of roles within the organization. Traci is a strategic and process driven manager with a passion for sales process design, results, CRM and all things technical.
 
Traci has over a decade of experience working with and implementing various CRM solutions. She is an inspiring person to work with on both a personal and professional level because of her knowledge, optimism and “can-do” attitude. Traci is a great representation of our company’s spirit of an optimal blend of hard work and fun, which she displays on a daily basis to her employees and customers.
 
Core Expertise
CRM
Process Design
Lead Generation and Management
Marketing Automation
Sales Management
Certifications
The University of Akron
Certified Salesforce.com Administrator

This episode of SLMA Radio is generously sponsored by:
The only firm that delivers tele-based lead generation programs exclusively for enterprise technology providers.
and
A leading service provider specializing in sales lead management

About Concept Services

Concept Services is a growing company of over 80 employees that is looking to add talented and professional individuals to our team. We work with companies across the United States, Canada and Europe providing them with new business opportunities. We are strategically located between Cleveland and Canton for the purpose of attracting, acquiring and developing the best talent possible.
 
Concept Services is primarily a New Business Development/Lead Management group. We work directly with our client’s sales force and provide them with an integrated solution for managing the front-end part of the sales process. Our services include prospecting, cold-calling, managing and qualifying inbound leads from your website or phone, customer care surveys and more, all for the purpose of uncovering new business opportunities.
 
We also offer services for Driver Recruitment, CRM Development & Implementation and others. In addition, Concept Services has a dedicated CRM Division that is a Certified salesforce.com Implementation Partner, which assists companies with the design, implementation and management of their salesforce.com instance.   www.conceptservicesltd.com   Ph: 330-336-2571
18
Aug

How Artificial Intelligence, Applied to Lead Management Finds Hot Leads

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Can Artificial Intelligence Find your Next Customer?

If salespeople don’t pursue leads, and the run-of-the-mill marketing automation system is mediocre in pursuit (but better than reps) and the average CRM system tracks but doesn’t qualify, some people say the answer is applying artificial intelligence (AI) to the issue.  AI is said to be different from autoresponders in that the system interprets intention and sentiment, avoids lost leads, and helps to surface those that intend to buy.  In the interview Alex Terry, CEO of Conversica and Carl Landers, Senior VP and CMO at Conversica help clear away the mysteries of AI and its application to sales lead management qualification.  About time.

Alex Terry, Chief Executive Officer

Alex is an accomplished general manager and leader with over 20 years of management experience in high-growth SaaS companies. Previously, Alex was CEO at Become, Inc. an award-winning shopping analytics platform providing performance-based marketing services to thousands of merchants in North America, Europe and Asia. Prior to that, Alex was EVP and General Manager of the Zoomerang.com online survey business where he introduced new lines of business, re-energized growth and managed the business through its acquisition by SurveyMonkey, Inc. Alex was also President and CEO of NeoEdge Networks and spent five years at Time Warner/AOL in senior executive roles. A technology and business model innovator, Mr. Terry holds multiple patents for his work in Internet services, integrated communications, and interactive billing systems.  He earned his MBA from Harvard Business School and his undergraduate degree from Dartmouth College.

Carl Landers, Senior Vice President and CMO

Carl has over 20 years of B2B marketing experience in high tech. Prior to joining Conversica, Carl was chief marketing officer at Serena Software, a leading provider of software development and deployment solutions to the Global 2000. He joined Serena as VP of product marketing and demand generation after serving in a similar role at CA Technologies in the company's portfolio management business unit. Carl's previous experience includes senior marketing, product management and product development roles at Niku Corporation, Tyco International and Raychem Corporation, and startups Perfect Commerce and Zoho Corporation. Carl holds a Bachelor of Science degree from Stanford University.

About Conversica:

Conversica is the leading provider of lead engagement software for marketing, inside sales and sales organizations. Driven by artificial intelligence technology, Conversica’s custom online persona automatically contacts, engages, nurtures, qualifies and follows up with leads via natural, two-way email conversations until the lead converts into an opportunity or opts out. The virtual sales assistant interprets the lead’s intention and sentiment in email replies and extracts key information, such as phone numbers and the best time to call. As a result, our customers find their next customers more quickly and efficiently, while ensuring no lead is left behind.
Used by more than 8,000 sales representatives worldwide, Conversica maximizes sales opportunities by optimizing sales team productivity and has helped create more than US$8 billion in sales revenue.
Founded in 2007, Conversica is a portfolio company of Kennet Partners and is headquartered in Foster City, California.
18
Aug

Maximizing Lead Generation: The Complete Guide for B2B Marketers

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Book Review with the Author: Maximizing Lead Generation: The Complete Guide for B2B Marketers

Author Ruth P. Stevens is interviewed on August 13, 2015, 10:30 Pacific time by SLMA Radio Host Jim Obermayer about her book Maximizing Lead Generation.   We will discuss her step by step lead generation recommendations, see if the top media options have changed in the time since the book was published and if her predictions on the ways lead generation is going to evolve has started to come true. 

About the book: Maximizing Lead Generation: The Complete Guide for B2B Marketers

Paperback, 11 Chapters, 199 pages plus index

  • The Case for Lead Generation
  • Campaign Planning
  • The Marketing Database
  • Campaign Development
  • Campaign Media Selection
  • Response Planning and Management
  • Lead Equalization
  • Lead Nurturing
  • Metrics and Testing
  • The Fast Evolving Future of Lead Generation

Available on Amazon and Que Publishing
List Price: $44.95  Que $26.99  Amazon: $15.85  Also available as a Kindle book.


About Ruth P. Stevens

Ruth P. Stevens consults on customer acquisition and retention, teaches marketing at business schools in the U.S. and abroad, and is a contributor to HBR.orgAdAgeBiznology and Target Marketing Magazine.  Crain's BtoB magazine named Ruth one of the 100 Most Influential People in Business Marketing.  Her newest book is B2B Data-Driven Marketing: Sources, Uses, Results.  She is also the author of Maximizing Lead Generation: The Complete Guide for B2B MarketersandTrade Show and Event Marketing, and co-author of the white paper series, "B-to-B Database Marketing."  Ruth is a director of the HIMMS Media Group and the Business Information Industry Association.   She also serves as a mentor to fledgling companies at the ERA business accelerator in New York City.  She is past chair of the DMA Business-to-Business Council, and past president of the Direct Marketing Club of New York. Ruth has held senior marketing positions at Time Warner, Ziff-Davis, and IBM and holds an MBA from Columbia University.  Learn more at www.ruthstevens.com.

3
Aug

Marketing’s Role is to “Follow the Money”

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Marketing departments spend from a few percent of yearly sales to 20% or more.  If marketing managers can't follow the money they aren't doing their job.  In our program this week with Paul Petersen, GM and Vice President of GoldMine Software we discuss ways that marketing management can make better decisions in lead generation and lead management by following the money.  This program is live, not scripted and the host is Jim Obermayer.  Mr. Petersen was a guest on SLMA Radio when he addressed the subject:  Why CRM is NOT a settled science!   It is one of the most listened to programs so far in 2015.

 

About Paul Petersen

Mr. Petersen is the general manager and vice president of the GoldMine business unit of HeatSoftware Inc. His career spans working with sales & marketing systems and process having developed, managed, and sold for companies including McDonald's Corp, General Electric , Symantec, Allied Van Lines and now has 16 years with CRM background at GoldMine.  Mr. Petersen holds a JD from Loyola University of Chicago and was one of the first to be awarded  the Professional Certified Marketer designation by the American Marketing Association.


About GoldMine

Headquartered in Milpitas, CA., USA, GoldMine is a division of FrontRange Solutions. GoldMine is a leading provider of mobile relationship management solutions for small businesses worldwide. Over 1 million users have selected GoldMine to help them manage over 1 billion relationships. GoldMine has been selected by businesses in more than 80 verticals and 45 countries to grow their businesses and build enduring relationships.

 

Commercial sponsors on SLMA Radio include: The Young CompanyThe Vanella Group and Vanilla Soft.

27
Jul

Machine Learning: What is it? How does it work? How reliable is it?

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In this program, Chris Lynde and Mike Griffiths of dbSIgnals explain the basics and the promise of machine learning for everyday marketers. Machine learning is not new, but it's application in B2B marketing is increasing because of the availability and variety of large data sets, computational processing that is inexpensive/powerful, and affordable data storage. dbSignals CEO Chris Lynde and Co-Founder Mike Griffiths discuss what it means for the marketer to make decisions in real time from the constantly learning capability of machine learning. Case studies will be discussed.

Let's catch you up: Machine learning is a sub-field of computer science that evolved from the study of pattern recognition and computational learning theory in artificial intelligence. Machine learning explores the construction and study of algorithms that can learn from and make predictions on data.


Chris Lynde, Founder and Chief Executive Officer

Chris is CEO and Founder of dbSignals, a leading provider of cloud-based marketing automation software. dbSignals enables organizations to engage in successful lead generation and relationship marketing with a single interface that targets very narrowly defined "custom" audiences across multiple channels.  dbSignals integrates massive amounts of prospecting data, online click through data, and customer data with a software package that enables highly targeted and relevant messaging using machine learning and state of the art analytics. Mr. Lynde has over 30 years' experience working with large scale data and database marketing companies including Equifax, Experian, and EDS's Direct Marketing division - Neodata.

Mike Griffiths, Co-Founder and Chief Analytic Officer

Mike Griffiths is an accomplished database, online advertising and analytics expert, who helped pioneer the field of online behavioral targeting and optimization.

Mike was a founder and CTO of Matchlogic, one of the original online advertising companies, and the first company to create and use behavioral targeting in an online context. Prior to MatchLogic, Mike designed and developed systems in such diverse fields as Machine Learning, GIS, Computational Geometry, Simulation, Knowledge engineering and Computer Language development.

Mike was a pioneer in the field of online privacy. He was one of the founding members of the Network Advertising Alliance (NAI), and went on to represent the advertising industry during congressional hearings in 2000.

Mike holds multiple patents in the fields of online advertising, media delivery, and laser printing optimization.

About dbSignals

dbSignals is ranked among the top marketing automation solutions for large, medium and small businesses by Raab Associates' 2015 Vendor Selection Tool (VEST) Report. The company combines data, technology, and the science of machine learning to automate the sales and marketing process so customers can stay focused on running their businesses. dbSignals' Customer Acquisition Prospecting Databases, coupled with real-time data management and self-learning technology creates smarter campaigns and the best results possible. The dbSignals platform sits on top of an integrated database that contains customer data, a national B2B and B2C prospecting database, and a complete system of record.

Based in Broomfield, CO., with offices in Phoenix, AZ., dbSignals is a wholly owned subsidiary of Club Holdings, LLC. dbSignals provides everything a business needs to acquire and retain customers on one easy-to-use SaaS platform. The services are available direct and through white-labeled resellers. Learn more at dbsignals.com

Commercial  sponsors on SLMA Radio include: The Young CompanyThe Vanella Group and Vanilla Soft.
25
Jul

Four Reasons Why a Pipeline Fails to Deliver Which Makes Sales Managers Look Clueless.

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Sales pipelines that fail to deliver projected sales are a common and ugly fact of life in too many organizations. Sales managers are fired not just  because the sales department fails to deliver, but because the sales manager fails to forecast. No one likes being in the financial dark and CEOs and CFOs take it seriously when sales managers demonstrate failure to know the marketplace when they can’t forecast sales in a consistent manner.  In this 30 minute program, Rod Sloan, a frequent guest on SLMA Radio and our voice from the UK, gives us the top four reasons why pipelines (and the sales managers who create them) fail to deliver. Author of “Alignment, The Secret to getting your Sales and Marketing Teams Working Together” The host this week is Jim Obermayer.
 
Rod Sloane
 
Rod Sloane produces the UK based “No-Bull Sales & Marketing Alignment Radio Show” available on itunes.apple.com. He is a conference speaker who tackles how companies manage leads, create opportunities and generate revenue. Mr. Sloane is the founder of the LinkedIn Sales and Marketing Alignment Group that has over 8,000 members. Rod says it is about your people, your language and your culture. Sloane has his own consultancy aptly named, Rod Sloan. http://www.rodsloane.co.uk/     


Commercial  sponsors on SLMA Radio include: The Young CompanyThe Vanella Group and Vanilla Soft.
 
13
Jul

4 Ways Queue-Based Lead Management is Shaping Inside Sales

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As the shift to insides departments grows while the number of field sales reps shrinks, the C-Level managers are doubling-down on expectations of  inside sales productivity. It isn’t enough that the number of prospects and customers spoken to on a daily basis quadruples for inside vs. outside reps. Nor that the average cost per inside rep is only 50-60% of the outside rep total compensation.There is a constant pressure for increased sales productivity in the face of high rejection rates while the count of salespeople per manager continues to grow. 
 
The answer everyone suspects is a technology boost that helps the ISR manage their workflow and this is all driven by the relatively new science of queue based lead management. In this unscripted, sans PowerPoint program, Kevin Thornton, EVP of Vanillasoft explains to the SLMA Radio Host Jim Obermayer how queue based lead management makes the difference between success and failure for any company with high lead volumes and inside sales people.


Kevin Thornton

A strategic, global sales & marketing executive, Kevin’s career spans over 20 years leading sales teams that have generated over $1B in software sales. Kevin has forged dozens of strategic partnerships and has executed the go-to-market strategy for hundreds of leading software solutions through multiple channels and regions.As Executive Vice President, Sales & Marketing for VanillaSoft, Kevin is responsible for accelerating global customer and revenue growth and overseeing all new customer engagement and acquisition strategies. Kevin’s key areas of focus are SEO & Social Media Marketing, Business Development, Channel & Alliance Partnerships and Demand Generation.

Prior to joining VanillaSoft, Kevin served as Senior Vice President Sales & Marketing, Americas at Corel Corporation where he was responsible for all regional sales, marketing, alliances, and business development activities. Prior to Corel, Kevin served as Senior Vice President Sales for Sage Software’s Small Business Division. Kevin resides in Dallas, Texas and is an honors graduate of the University of Ottawa in Ontario, Canada.

About VanillaSoft

VanillaSoft is the industry's leading software for sales-by-phone professionals. VanillaSoft’s intuitive and easy-to-use inside sales software takes the best of CRM, Lead Management, Telemarketing and Appointment Setting applications to create the most productive phone sales environment available today. 

The VanillaSoft platform allows customers to see increased productivity, higher contact rates, and sales accountability in ways no other sales-by-phone solution does.  VanillaSoft’s queue-based lead management takes sales to a whole new level: it’s Sales to the Power of the Queue. Through queue-based lead management, inside sales organizations see increased productivity, gain performance visibility, and realize a greater ROI on leads.

 

Commercial  sponsors on SLMA Radio include: The Young CompanyThe Vanella Group and Vanilla Soft.

6
Jul

How Gamification provides triple digital growth for inside sales

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Inside salespeople are growing at the expense of outside sales reps and with it comes difficulties. Inside salespeople are expected to make more “contacts” – 50-100 a day, keep the CRM system updated and deal with rejection 90-95% of the time. The push for revenue is measured hourly and is relentless in many organizations. And yet, a new sales productivity platform from Ambition shows that combining fun and motivation with accountability through gamification are all possible. In this short interview, Ambition CEO Travis tells us why Harvard Business Review sought them out for an article and why inside sales departments are reaching previously unheard of success; some report triple digital growth by using gamification.


About Travis Truett

Travis Truett is the CEO of Ambition, a sales productivity and analytics platform for Salesforce and other CRM solutions. A lifelong entrepreneur, Travis has built Ambition into one of the most respected performance management solutions for the workforce. Both Travis and the Ambition platform have been the subject of feature stories in the Harvard Business Review, the Wall Street Journal, Inc. Magazine, and Business Insider.

Truett attended the University of Tennessee where he earned a degree in Enterprise Management. Upon graduation he quickly put his diploma to work by spending two years snow skiing and rock climbing across the world with extended stints in Austria, Utah, and California.

Post-sabbatical Travis taught himself to program and co-founded companies Retickr and Fireplug, both invaluable learning experiences in making every mistake possible. Undeterred, Travis helped start Ambition which was subsequently accepted into the world-renowned Y Combinator program before raising Silicon Valley funding for a Tennessee Valley startup. Now serving as CEO, Ambition has achieved triple-digit growth including Fortune100 customers and numerous product accolades under his watch.


About Ambition

Ambition is modern performance management for proactive, data-driven sales organizations. It enables employees and management to more effectively track and optimize cause-and-effect between daily activities and long-term objectives with the secret sauce being a “Fantasy Football” gamification layer proven to drive sustainable results.

Ambition’s cutting-edge sales operations platform passively manages user performance. Ambition drives CRM adoption, KPI attainment, team accountability and cultural alignment across your sales force by tracking real-time performance, improving transparency and accelerating new hire onboarding.


Commercial  sponsors on SLMA Radio include: The Young CompanyThe Vanella Group and Vanilla Soft.
25
Jun

Lead generation and maximizing what you’ve already got.

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Companies create new prospects every day, while often ignoring that salespeople give up on most prospects within 1-2 phone calls and in less than 30-60 days.  They move on to the low hanging fruit of short term buyers and ignore that research shows that 75% of the purchasing decisions are made in the 4th to 12th  months. In this interview with Chris Lynde, CEO of dbSignals he tells how to maximize the leads you have already. The host is Jim Obermayer.
 
 
About Chris Lynde
Chris Lynde is founder and CEO of dbSignals. Chris is an analytically minded, self-described “data geek” who has more than 30 years of experience in multi-channel database marketing, data, and analytic services. He has pioneered a number of large-scale, first-to-market database products and held several C-level roles with direct profit-and-loss responsibilities of more than $300 million in Fortune 1000 corporations, as well as pure start-ups.
 
In his previous role as senior vice president for Club Holdings, Chris led the implementation of multi-channel marketing technology, customer database development, and marketing campaign planning across the portfolio. Prior to joining Club Holdings, Chris was senior vice president and general manager of Source Marketing; senior vice president and general manager of Equifax Marketing Services; and president and CEO of Oaktree Systems, a public database marketing subsidiary of Gateway Industries.
 
A serial entrepreneur with a passion for music and golf, Chris in the 1970s co-founded Rainbow Records, the largest record chain in the Chicago metro area with 13 stores. He also founded TeeShots International, a direct marketing company specializing in golf products, and co-founded Destination Golf, a nationally syndicated television show that ran on Fox Sports and ESPN.
 
About dbSignals
dbSignals is ranked among the top marketing automation solutions for large, medium and small businesses by Raab Associates’ 2015 Vendor Selection Tool (VEST) Report. The company combines data, technology, and the science of machine learning to automate the sales and marketing process so customers can stay focused on running their businesses. dbSignals’ Customer Acquisition Prospecting Databases, coupled with real-time data management and self-learning technology creates smarter campaigns and the best results possible. The dbSignals platform sits on top of an integrated database that contains customer data, a national B2B and B2C prospecting database, and a complete system of record.
 
Based in Broomfield, CO., with offices in Phoenix, AZ., dbSignals is a wholly owned subsidiary of Club Holdings, LLC. dbSignals provides everything a business needs to acquire and retain customers on one easy-to-use SaaS platform. The services are available direct and through white-labeled resellers. Learn more at dbsignals.com

Commercial  sponsors on SLMA Radio include: The Young Company, The Vanella Group and Vanilla Soft.
23
Jun

Trade shows and conferences: are they throwing rose petals as you walk in the door?

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Conferences and trade shows are part of every industry. Whether you and your company participate in them is part of your marketing plan. Once you have your plan and schedule - how are you going to prepare to make the most of the money you spend on attending, exhibiting, sponsoring or speaking at these events?  Do you have enough staff to get it covered; and not only COVERED but NAILED?


Jim reminds us that planning for a conference needs to start months ahead of time. Communicating with attendees through inmail systems days before isn't good enough and will most likely be a waste of time.

Jim Obermayer will interview SLMA Marketing Director, Susan Finch, on this very topic. You may not realize how much of a mediocre presence you have once you realize all that you can do before, during and AFTER the conference or trade show.

This show had several ideas that to some, may be obvious, but making sure you do them can add to your successful conference experience before, during and after!

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A bit about Susan Finch in her own words:

Her mission: Create marketing solutions that give you power, renewed excitement, peace of mind, knowledge, and a plan while making you look great.

I give you control of your marketing plan AND I translate geekspeak into plain English. I’ll create a customized marketing plan that includes video, strategic alliances, client advocacy and then you get to choose the parts you want to do, and get my assistance with the rest, including: branding, repurposing and creating your content, and developing training materials.

Learn more about this specialty of hers here >


Commercial  sponsors on SLMA Radio include: The Young CompanyThe Vanella Group and Vanilla Soft.