About Mick Hollison
About Inside Sales
It's one thing to buy a marketing automation tool and install it. Its quite another thing to use it every day to manage and nurture, your most precious asset: sales leads. And yet some would say that this leading edge technology could be aptly named bleeding edge because of the effort it extracts from the users to make it work. In the interview with Justin Gray, CEO of LeadMD we discuss how to avoid being part of the 87% of marketing automation users who fail. The host this week is Susan Finch
Justin Gray , CEO & Chief Marketing Evangelist
You might know Justin from the incredible amounts of quality best practices content LeadMD churns out on a monthly basis. You might say he drank the content marketing Kool-aid. You might also say he spiked it with Everclear and slept behind a Walgreens last night. Justin founded LeadMD with the vision of being a little different, the dream of igniting a fire around marketing, fueled by "doing". The result is a true Marketing-as-a-Service offering, which has become the benchmark of excellence and a Preferred Service Partner for both Marketo and Salesforce.com. Mr.Gray has emerged as a strong voice for demand generation, value-based marketing and conversational best practices. As a recognized speaker,Justin has been published over 250 times in industry publications. Meanwhile, his Blog, The Marketing Evangelist is one of the top marketing blogs in the marketing automation the space.
LeadMD is a full-service marketing and sales consulting firm specializing in conversational marketing and revenue performance management. With deep expertise in Marketo,Salesforce.com and respective integration, LeadMD helps businesses make sense out of marketing automation and increase revenue by developing, streamlining, and maximizing any lead generation program. For more information, visithttp://www.leadmd.com http://navigate.leadmd.com
Key Performance Indicators aren't new, but for many sales managers KPI's aren't defined, tracked or used as pointers to help them manage salespeople. Maybe it is the lack of easy to use tools to track KPIs. Maybe it is the sales manager's inability to understand how they can use KPIs to look at the past and predict the future; regardless, the excuses aren't valid anymore. In this interview with Pipeliner CEO Nikoluas Kimla and John Golden, Chief Strategy officer for Pipeliner, they discuss the five KPIs that every sales manager should use to understand how to coach their teams to extraordinary success. The host is SLMA's Jim Obermayer.
About Nikolaus Kimla
Nikolaus is a true entrepreneur: over the last 40 years he has created six businesses, three of which are still going strong today. His experience in the software industry goes back over 20 years to his founding of uptime ITechnology. Through his work at uptime he learned software development from the ground up and, as noted above, the company has been a resounding success.
Following the project of World Check (World Check was acquired by Thomson Reuters 2011), which uptime has completed developed and overseen the IT for more than 10 years and still working today on it, Nikolaus' attention turned to sales—for he felt that salespeople were seriously undervalued and unsupported in today's business world.
Thus began the 8-year journey that ultimately resulted in Pipeliner CRM—a unique solution that actually empowers salespeople to sell instead of burdening them with cumbersome administrative duties as traditional CRM solutions have.
"Technology is nothing. What's important is that you have a faith in people, that they're basically good and smart, and if you give them tools, they'll do wonderful things with them."
About John Golden
John Golden, Chief Strategy Officer (CSO) with Pipeliner is the best selling author of two books "Social Upheaval: How to Win @ Social Selling" & "Winning the Battle for Sales". An acknowledged thought leader and speaker on sales and business strategy, he is the former CEO of Huthwaite(SPIN Selling) and Omega Performance, both global consulting companies and Focused Revenue Results, a management consultancy group.
Role at Pipeliner
Provides strategic direction to Pipeliner sales to increase market penetration through effective direct and channel sales strategies while ensuring that the organization is aligned with its target buyers, and that the platform continues to deliver optimum value to sales people, sales managers and business executives.
We've worked with them and for them: the jerks. Those that are bullies, rude, bad-mannered, impolite, they disrupt meetings, are late to meetings, they are know-it-all people that are toxic to the organization. The guest this week, Christine Crandell of New Business Strategies says it doesn't have to be this way. Department managers and HR Departments can work to avoid the jerks and hire those that are team members. It may be testing, it may be a list of character traits that the company publishes and holds everyone accountable to. Yes, you can warn people about being a jerk and fire someone for being a jerk; learn how. Christine insists it can be done. The host this week is Jim Obermayer
Host, Susan Finch and her Guest, Jaysen Greenleaf, VP of Business Development at RIO Genesis Software discussed both sides of recruiting great talent for your team and retaining them. They also dispelled myths about millennials, including thinking they are job hoppers.
When asked what they want from marketing, sales reps usual ask for more qualified leads. In this program Matt Hill of the Hill Group tells us how to create double the qualified loads at trade shows. Hill ,who says his company has trained over 60,000 sales reps, says it doesn’t cost more to the create better leads, just reps that are willing to learn. The host this week is Jim Obermayer.
This is a dynamite report on the most effective follow-up strategies which were analyzed from 63,256 calls. The report lays the ground work on how to improve contact rates, how speed of follow-up affect results, average number of calls to qualify a lead, etc. The guest is Adam Bluemner managing editor for Find Account Software. The study is available here. The host his week is Jim Obermayer.
Adam Bluemner is the Managing Editor for Find Accounting Software. Over the last decade Adam has spoken with thousands of companies, helping them achieve success through intelligent software investment. Adam writes extensively on accounting, ERP, and business management software.
Better business is possible through better software. It's our core belief and still as true today as it was when we started in 1996. Since then, our free matching service has provided over 200,000 businesses with recommendations on the best software for their needs. Browse our software directory of over 3,500 products in 86 categories.
Our guest is GoldMine Vice President, Paul Petersen. We were talking about technology iOS systems and not wanting to be the pioneer in these technologies, but to be able to respond properly and to have your product evolve to meet needs that are continuously evolving monthly; it seems like that they change and very rapidly.
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
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.org, AdAge, Biznology 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 Marketers, andTrade 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.
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.
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.