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Sales Lead Management Association Radio

18
Nov

How to avoid CRM implementation failure!

It depends on what report you read, but we know that CRM or sales automation installations are fraught with frustration and failure. It isn’t unusual that companies go through 2-3 CRM companies until they has a system that works for everyone. In this interview, host Jim Obermayer, asks Joe Scioscia, VP of Sales at VAI how to avoid common CRM installation failures. Joe Scioscia is a top flight expert on the subject and in 25 minutes he will guide us out of the corn patch maze known as CRM Implementation.


About Joe Scioscia, VP of Sales, VAI 
Joe Scioscia is VAI’s Vice President of Sales. VAI is a leader in ERP Solutions for dynamic growth companies. Joe’s responsibilities include both direct and indirect sales, worldwide field support, field strategy and planning, sales operations, and product development. Joe has been selling Enterprise Management solutions to Distribution and Manufacturing companies for over 25 years, and has helped some of the industry’s most recognized companies improve efficiencies and responsiveness. Joe is an IBM Certified Specialist and has spoken at numerous events as an industry speaker.  

About VAI (Vormittag Associates, Inc.) 
VAI is a leading independent mid-market ERP software developer renowned for its configurable solutions and ability to automate critical business functions for the distribution, manufacturing, specialty retail and service sectors. An IBM Premier Business Partner, VAI is the 2012 IBM Beacon Award Winner for Outstanding Solutions for Midsize Businesses. The company continues to innovate with new solutions that leverage analytics, business intelligence, mobility and cloud technology to help customers make more informed business decisions in real-time and empower their mobile workforces.  VAI is headquartered in Ronkonkoma, NY with branch offices in Florida, Illinois and California. 

S2K Sales Force 
Sales Force Automation (SFA) streamlines all phases of the sales process, minimizing the time that sales representatives need to spend on each phase, allowing sales representatives to pursue more clients in a shorter amount of time than would otherwise be possible. At the heart of VAI S2K Sales Force is a contact management system that tracks and records every stage in the sales process for each prospective client, from initial contact to final disposition. From the main contact screen the sales team can review current leads, convert leads to prospects, and prospects to customers. The sales representatives can manage contacts and track all interactions with existing accounts and opportunities. Users can log a call, create to-dos, schedule events and add notes. Events can be posted to their calendar and open to-do lists will keep sales representatives up-to-date on all upcoming activities. Activities get posted to history so that users can easily review all of their interactions with an account. 


 
10
Nov

Vaccinate your marketing team against social media overwhelm

As the director of marketing, Erika Goldwater manages the strategy and execution of the demand generation, communications, social media and content marketing programs for ANNUITAS. She has extensive experience in several companies and has learned a lot about bringing the team along the social media map and schedule.
Know your team, where they gained their knowledge and experience so you are able to bring them into your vision.
  1. Present a plan and show the full strategy.
  2. Baby steps to explain the steps of what they are, why they need them and how they can implement them.
  3. There is regular cadence, ground rules. Those need to be known - a guidebook they can refer to when you are not right with them.

"After those first couple of tweets, they feel more comfortable and are usually good to go." - Erika Goldwater

"Meeting a tweet quota is not social media engagement." - Susan Finch

Determine, what are the strategic goals of the company? Don't spend the time peppering venues where your buyers don't usually engage.

The goals: 

Engagement & Trust
Further your brand
Share information value to your customers.
If you aren't going to do that, please don't start social media.
It's social dialogue in real time.
You have to be dedicated to it. If you don't have a team willing to back you up, 
Teams have to be aligned with the activity - there has to be a commitment to it.
One tweet, one post - isn't enough.
Erika Goldwater drilling down social media to basics:

"Social media - be gracious. If you find something worth sharing, DO IT and give credit to the person who created or originally shared it with you."

Be careful about re-tweeting blindly without actually checking and READING the linked article. Same with pinning - where did it originate? Did you read it all the way through? You may get bitten in the fanny if you don't.

Watch Now:
10
Nov

MSP Radio Special Edition for Our Veterans - Thank you for serving.

On Veterans' Day in America, we are publishing a program aired last week hosted by Nate Teplow for MSP Radio one of our SLMA radio special programs. We think is worth repeating to SLMA Radio listeners.


Veteran’s Day is this week, and people across the nation are taking the time to honor and remember our veterans and all they do for our country. The military teaches our veterans a unique set of skills, both technical and interpersonal, and for this reason, many veterans often find jobs in IT when they return home from service.

On this week’s episode of MSPradio, we chat with Hire Heroes USA, a non-profit organization that helps veterans find jobs after returning home from service. Kelly Dempsey, Director of Communications and Corporate Relations, and Brian Stann, CEO, will tell us a little about the organization and the valuable skill set that our veterans possess as a result of serving our country. Tune in now to this special, Veteran’s Day episode of MSPradio.
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4
Nov

Is a low cost enough to save email marketing as a lead gen tool?


Sylvia Montgomery, Partner at Hinge Marketing tackles a tough question about the efficiency of email marketing to generate leads. Email response rates continue to be an issue and many companies clinging to it because of cost.  Certainly garbage in and poor response out isn’t unusual.  A major database supplier said to me, “Well, Jim, don’t blame the database, blame the offer, blame the subject line, blame the product, but don’t blame the database or the method of getting it to the reader.  We’ll see what Sylvia has to say.


About  Sylvia Montgomery, CPSM
SENIOR PARTNER-Hinge Marketing
 
A Senior Partner and the head of Hinge’s A/E/C practice, Sylvia collects many shoes and wears many hats. When she’s not traveling around the country for speaking engagements or client meetings, you will find Sylvia creating marketing and branding strategies for clients, supervising her A/E/C team, developing new business, or working on her personal brand. With a 20-year career spanning visual communications, strategy, and marketing, and over a decade working in the A/E/C sector, Sylvia brings a creative, business-focused approach to her client engagements. She specializes in agile marketing for professional services firms, creating actionable, research-driven strategies tailored to helping businesses grow. A Starbucks aficionado, Sylvia credits her success to a top-secret formula involving caffeine and yoga.

Sylvia came to Hinge from Bowman Consulting, one of the fastest-growing engineering firms in the Mid-Atlantic, where she was Director of Marketing. Prior to that, she held executive-level marketing positions at Rubbermaid Commercial Products, a major consumer brand, and Digital Commerce, a technology firm. Sylvia is an active member of the Society for Marketing Professional Services (SMPS), where she held a seat on the board of directors, and she frequently speaks and writes on topics related to the A/E/C industry and marketing. Previously, Sylvia has served as adjunct professor at both Trinity College and George Washington University. Sylvia holds an MBA from the University of Maryland, University College, an MFA from George Washington University, and a BA from Trinity University.
 
About Hinge Marketing
 
When it comes to choosing a marketing or branding firm, we don't envy you. There are more options out there than flies in a cow pasture. But if you want a firm that’s at home in your field and is familiar with the challenges you face, Hinge has a lot to offer that you simply won't find elsewhere in a single package:
 
Professional Services Expertise
As professional services specialists, we focus on just five market segments:
  • Architecture / Engineering / Construction
  • Accounting & Finance
  • Consulting
  • Government Contracting
  • Technology
Because we've worked with a lot of firms in your industry, we have a pretty good idea already what challenges you face. We've also done the due diligence to know what strategies have worked for the leaders in your market. Talk to us — we'll show you the way.
 
Specialized Market Research
 
The marketplace is always changing. That's why we conduct regular research into issues that affect our clients. This research gives us the insights we need to advise our professional services clients and adapt to evolving conditions. The time and effort we put into original research is painful, but it gives us — and our clients — a true competitive advantage.
Top-Drawer Creative
 
The best firms can't afford to look bad. It's tough to maintain a great reputation if your image isn't up to the task. At Hinge, we've invested in an award-winning creative team that makes our clients look great and speak with confidence.
 
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30
Oct

Why Powerful Persuasive Sales Presentations Make a Difference

Long term success, Patricia Fripp says, doesn’t depend on how smart you are, but how well you speak.   Obermayer the SLMA Radio host said, “As a sales manager I knew that I can control and teach a lot of things but every time a salesperson opens their mouth, there is no telling what will come out.  Marketing people are worse because they generally don’t speak for a living.”  In this interview, the preeminent speaking coach tells it like it is and will convince you why a speech coach is just good business.


About Patricia Fripp

Patricia Fripp is the ultimate authority on powerful persuasive presentations - your competitive edge! She is a Hall of Fame keynote speaker, executive speech coach, and sales presentation skills trainer and coach. Meetings and Conventions magazine named her "One of the 10 most electrifying speakers in North America.” Kiplinger's Personal Finance wrote, "The sixth best investment in your career is to attend a Patricia Fripp speaking school."   Fripp is now virtually everywhere through her interactive virtual training www.frippvt.com. Trusted by clients such as ADP, Cisco, VMWare, IBM, VISA and Genentech. Patricia is a past president, and the first female president, of the over 3,000-member National Speakers Association.

About: Fripp & Associates

Patricia Fripp and her expert associates are the ultimate destination if you want to improve the quality of your public speaking, sales presentations, or you are looking for a keynote speaker for your meetings, conventions, and corporate events. Other services include interactive virtual training and PowerPoint creation and coaching.
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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. 
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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
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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.
 
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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 “
 
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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.
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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/

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