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Sales Lead Management Association Radio

15
Apr

Sales Managers Suck at Taking Responsibility

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. 

Jim says, "The premise is that millions of dollars are spend on lead generation and 75-90% of all inquiries are not followed-up. This means 75-90% of the marketing dollars are wasted and there are huge opportunity loses when sales fails to talk to potential buyers. 
We have traditionally blamed salespeople, but to follow-up or not is a strategic decision and part of every manager’s responsibility when his/her people fail in this most basic skill."

nick-hedges-li.jpg

About Nick Hedges: 
Nick Hedges is president and CEO at Velocify and a 15 year veteran of the Internet and software as a service (SaaS) industry. Nick joined Velocify in 2008 as SVP of business development and then held various roles at the company, including head of sales and chief revenue officer, prior to becoming CEO in 2011. 
Prior to Velocify, Nick was a case team leader at Bain and Company, where he led strategic assessments in the technology, consumer products, media, and private equity industries. Prior to Bain, he was the CEO of an online marketplace for the global soft commodity industry that provided trading and logistics services to companies across Africa, Asia and Europe. The company was one of the few early dot-coms to generate healthy revenue and was a forerunner of SaaS technology. Earlier in his career, Nick worked at Andersen Consulting (now Accenture) on Internet and process-reengineering projects and at Ogilvy and Mather Advertising as an account manager for big brands, such as Kodak and Ford Motor Company.
14
Apr

How to get an accurate database without getting ripped off.

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. 

Why it is important: 
An interesting history lesson on database marketing. The importance of triple verification of a purchased database and why you should only buy from reputable database providers. 

vin-gupta-150.jpg

About Vin Gupta
Vin Gupta is the former Chief Executive Officer (CEO) and Chairman of infoGROUP (previously known as infoUSA. infoGROUP grew from a one-man operation to a global employer of over 5,000 with revenues of $750 million. During this period he acquired over 45 companies. InfoGroup was sold in July 2010 for $680 million.
He was appointed by President Clinton to serve as a Trustee of the John F. Kennedy Center for the Performing Arts in Washington, D.C. Mr. Gupta was also nominated and confirmed to be the United States Consul General to Bermuda as well as nominated by the President to be the United States Ambassador to Fiji. 

About Database USA
[youtube=https://www.youtube.com/watch?v=RSxgDJ3vL20]
7
Apr

Why an Integrated Marketing Strategy is More Important Now Than Ever


This week's guest was Shelly Kramer of V3 Integrated Marketing. This show is NECESSARY for any company that has a marketing and sales team, does advertising, is on social media and attends conferences or any combination of the above. Do not miss this priceless list of recommendations, ideas and strategies covered by Shelly with SLMARadio co-host, Susan Finch

Special thanks to Stephan Hovnanian for highlighting the show. 
Visit his site at http://websighthangouts.com/

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."

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).


GOLDEN NUGGET: 
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

Founder and CEO of V3 Integrated Marketing, a full service integrated marketing agency headquartered in Kansas City, MO.located in Kansas City, Missouri, I'm known for my expertise with regard to brand strategy, integrated marketing, all things related to the web and the digital space, including lead generation, mobile marketing, content strategy and content marketing, website design and development, social media community building and management, business intelligence and social data gathering, analysis and integration into strategy, SEO + SEM, corporate communications, corporate social media training and a host of other things. 

I'm also a well-known speaker and present often at conferences all over world, on topics ranging from integrated marketing to digital strategy, to social media strategies to using your blog to drive leads and sales and the importance of the mobile space. 

When it comes to using the web as part of your integrated marketing strategy and helping you sell more stuff to more people--whether you're in the B2B or B2C space -- our team at V3 is pretty awesome. Oh, and did I mention we like results? And we're committed to showing our clients measurable results instead of asking them to take our word for it. We find they like that. 

I'm also kind of partial to quick wit, sarcasm, quick repartee and smart people. I like kids, good deeds, hard work, dogs, fun and frivolity. I've been known to do almost anything for food. Really good food. And, of course, beer. Beer is always good. So is wine. Red. Of course.

You can find me on the web without trying hard, but if you want easy buttons and don't want to look to the right an inch or two, you can find me here:

Shelly on LinkedIn
Shelly on Facebook
Shelly on Twitter

About our friend, Stephan Hovnanian:

Google Plus Training
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.

I am also the author of the Google+ Pro Tips series of ebooks, available on Kindle. You should check these out if you want to ramp up your Google+ return on investment.
Watch Now:
1
Apr

How to take lead generation the in-house and achieve measurable results

jenny-vance-cropped.jpgHost 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.

About LeadJen

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.

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25
Mar

Is branding dead in a digital world?

bart-young.jpgSLMA 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. 

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11
Mar

The Eight Pillars of Demand Generation for Revenue Acceleration

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.

russell-kern.pngRussell Kern


President/Founder

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.


Read the rest of this entry »

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11
Mar

Crisis Communications: Flight or Fight plan with Linda Zimmer

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. 

Highlights include: 

  • 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:

Linked In: http://www.linkedin.com/in/lzimmer
Twitter: http://twitter.com/lgzimmer
Pinterest: http://pinterest.com/znetlady/
MarcomInteractive: http://www.marcominteractive.com/


Read the rest of this entry »

Watch Now:
3
Mar

Create Predictable, Scalable Sales Revenue

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.

aaron-ross.jpgAbout 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.

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24
Feb

Interviews from Tech Marketing 360. Highlight: Socedo

SLMARadio host Jim Obermayer visited Tech Marketing 360 at the Ritz-Carlton Hotel in Laguna Niguel, CA on Feb 19th.  He interviewed Gayle Wolski , the General Manager of Tech Marketing 360, plus an in depth interview with Aseem Badshah, and Kevin Yu, founders of Socedo a very unique lead generation company.

Other interviews included:

  • Russ Danner, Crafter Software
  • Dharmesh Godha of Advaiya Solutions
  • Elena Vaysman, Hoovers’ Inc.
  • Joanne F. Valentino, The Medical Letter
  • Douglas McDonald, Transiris Corporation

Tech Marketing 360  Description

Technology is the most dynamic and challenging specialty in the world of marketing. Tech Marketing 360 is dedicated to you - the technology marketer- the unsung hero of a multi-billion dollar engine of economic growth.  Our mission is to build a community of tech marketers, for tech marketers, and at this path-breaking event, you’ll gain insight from the top thinkers at top companies, and be immersed in a community of practice, sharing, teaching and learning that will supercharge not just your skill sets, but your strategic vision.

Over three days at Tech Marketing 360, 400 senior-level tech marketing professionals will discover the most current and cutting-edge innovations and strategies to drive marketing success. Attend educational sessions across five tracks, hear inspirational keynotes, meet with top industry sponsors, and engage with your peers at special networking receptions in an intimate, upscale setting at the Ritz-Carlton Laguna Niguel.

At Tech Marketing 360 you’ll learn how to:

  • Develop the right mix of digital and traditional channels
  • Find new ways to scale your messaging and sales enablement at low cost
  • Navigate the change from packaged, on-premise solutions to Cloud-based and subscription models
  • Leverage social and mobile technologies to drive real business outcomes
  • Combine deep subject-matter expertise with the need for horizontal and multi-audience solutions
  • Bridge the gap and learn how to identify, engage with and market to CIOs, IT, developers and other technology-buying decision makers

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17
Feb

Why sales pitches and social media don’t mix!

SLMA Host Jim Obermayer interviews Marge Bieler, CEO of RareAgent, as they tackle the subject of "Why sales pitches and social media don't mix!." We're led to believe that everyone loves social media, every company needs social media, and many people use social media, but are they using it the right way? 


About Marge Bieler


Marge Bieler is the CEO and founder of RareAgent, a company that helps businesses create cash conversations through embracing humanity, humor and social media. She has been an influential businesswoman since 1996 and strives to leave her mark on the business world through hard work, innovation and the ability to turn 'boring' into creative in a snap. Her work has always been honest and spiritual. Marge's spirituality and belie in prayer have gotten her where she is today and kept her level and smart about her decisions. She hopes to spread this knowledge and expertise to as many people as possible, as well as help others with the things she's dealt with, such as teenage addiction and how to become prayer warriors. 

About RareAgent 

RareAgent is a radically simple social marketing and training agency that drives cash conversations for businesses. Our mission is to help our clients achieve their business growth goals through conversational storytelling, social enabled programs, and social sales training. We've been in business since 2005 and in 2010 realized social media was going to be a significant driving force in creating conversations. Our Thoughtful Conversation Framework has helped our clients see a 5x uplift in opportunities entering their sales funnels, resulting in new logo business as well as closing millions of dollars in new revenue.
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