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Sales Lead Management Association Radio

29
Jun 2016

How Internet Radio Reaches At-Work Listeners: The Importance of Streaming Live

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Internet Radio and the podcast replays continues to gain an audience in the B2B space as programs and hosts understand the benefits of  this multidimensional content creation machine.  During this program, veteran broadcaster Paul Roberts and Steve Gershik (personality on LeadSpaceRadio) discuss with Jim Obermayer the host, the acceptance of internet radio in the B2B space for at-work listeners.    In addition they explore the importance of live steaming for at-work listeners of business programming.
 
Paul Roberts has been a station owner for seven years and also the CEO of West Coast Marketing for 23 years.   Roberts created Orange County, California's first Community Radio Station featuring live, weekly broadcasts from OC's top business leaders and community groups.  He has since expanded the shows produced to include SLMA Radio, LeadSpace Radio, MSPNow Radio, Contact Radio, SalesPipeline Radio for Funnel Media Radio and several dozen other shows. 

Steve Gershik has 20 years of experience in product marketing, social media, demand generation and brand building, Gershik is an expert in what B2B companies need to do to survive and thrive in competitive environments today.

He is an experienced Chief Marketing Officer for early and growth stage technology companies and has been a roll-up-your-sleeves working manager in each of his roles. He's spoken at SXSW Interactive, DMA, AMA, BMA, DemandCon, SiriusDecisions Summit, AdTech, Eloqua Experience. He's consulted for technology startup companies, growth stage firms that need help building a revenue process and publicly traded companies that are looking to build a team of modern marketers. 
Gershik is a frequent visitor and commentator on SLMA Radio programs.
SLMA Radio Sponsorship
adView.cfm?id=383 This episode is generously sponsored by The Vanella Group, Inc.-- the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. To learn more, visit VanellaGroup.com or call 888-335-0340

adView.cfm?id=396 Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. Call 888 784 2929 or visit us at www.validar.com
23
Jun 2015

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.
4
May 2015

Mobilegeddon and other finger pointing, search and SEO nonsense.

Watch Now:


Susan Finch and David Kutcher of Confluentforms.com dove into this discussion as companies large and small are crying foul from Google with the new mobile friendly algorithms put in place for search results at the end of April. CMOs, SEO companies, Web Developers - stop pointing fingers. Smart phones and mobile search are not new. Weren't you ready? What about third party applications you are using or married to? Instead of wallowing in "It's not my fault, we only had three months to plan!" - why not look at it as an opportunity to REVIEW, REVISE and RENEW your site?


Related rant of sorts on LinkedIn >
Highlights include: 
00:23 Mobilegeddon is not google's fault. It's about what the users want from their experience.
00:58 Google wants to give the users the best search results - the best experience.
01:15 What is the differentiator between #1 and #10 results?

01:34 #1 gripe when searching from mobile is the results don't lead to sites that are mobile friendly.

Browser vs. Search engines - the two have to play nicely to give you the best results.
03:38 - It's the Web Developer... it's the SEO company... it's the marketing team... Who is at fault? ANSWER: THEY ALL ARE!
04:43 The mobile search market has really heated up in the last year. 
05:30 Assuming you have looked at your analytics. Where are your visitors/searchers coming from? You need to know. 
06:07 CASE STUDY: Cost benefit analysis. Local brick and mortar: butcher shop.
08:40 You never know when someone will pick up their phone for an immediate query they have. You don't know when they have the time for this query that's bothering them. They will go from searching, reading to calling or walking in your doors within 24 hours. THIS is the conversion we are looking for. 
09:30 You have to be there for your customers when they want what you have. BE their solution, give them the answers they seek.
12:40 Even in small companies where one person or vendor wears many hats: media buy, design, SEO, marketing - we have a responsibility to know better and ask the question, know where their customers and searchers are coming from.

14:06 "It's (website) is doing what it's supposed to be doing." Are you sure?

14:36 - Provide your customers with custom dashboards to serve their needs, or take them on a tour of analytics so they know what's going on and have the answers as to where their customers are coming from.
15:30 It bit those in the butt who just put out a website and forgot about it. 
They treat their website like a shingle they hang outside their business. They hang it and it's just there.

What percentage of your traffic comes from organic search?

Is your website successful or not successful? Do you know?

16:21 Just because you have an eCommerce site with all of your products, you still need to TALK about your products - tell stories - tickle the search engines that you are active and engaged. The sole description in your product "more" needs to be more than the dimensions.
17:15 This is a wake-up call to all businesses if they are even paying attention.
17:30 What is your website about? What are you doing for it lately? It's more than just making it mobile friendly. It's about evaluating your goals, your marketing strategy, modifying it, updating it. 
18:08 It's a fabulous opportunity to refresh your online presence and get excited about your site once again.  Your old mailing lists may be drying up. Time to find a new audience for your products and services.
23:00 Find out from your Team in a GROUP CALL: who is doing this, what is the timeline and we need to get this done yesterday. Eliminate the shoulda wouldas and finger pointing - just solve it. 
24:00 You will have to most likely pay for these updates, especially if you have a custom site. The web changes so quickly, you have to be ready to invest to keep up. 
24:40 You need to check in with your web development team at least once a month. It needs to go on the list with the rest of your marketing and sales duties. This is the cog in a lot of these strategies.
25:00 It's time to get excited again about your website. Rebrand, review, renew!
25:45 Find David Kutcher at http://confluentforms.com and Susan Finch at http://susanfinch.com

19
Jan 2015

How Branding impacts Teleprospecting and Lead Generation

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Michael Falkson, founder of eti Sales Support makes the case that those that ignore branding do so at their peril.  He believes too many marketing manager's think that branding is an expensive exercise that has few measurable benefits for the small to mid-sized company. Falkson argues that branding and its benefits make the sales process much easier and he tells us how to do it. The host for this show is Jim Obermayer.

Michael Falkson, Founder & CEO

Founder and CEO of eti Sales Support, Michael Falkson leads the  company's strategic direction.

An entrepreneur at heart, Michael emigrated from South Africa in 1987 to  establish eti. eti is a premier B2B Sales and Marketing support agency.  eti has been a leader in the field since the company's inception, innovating and deploying cutting edge technologies, which include stateoftheart  CRM, PRM and Marketing Automation solutions geared towards maximizing sales productivity.

Prior to leaving South Africa, Michael was the CTO for Effective Letters Pty. Ltd, SouthAfrica's leading Direct Mail Marketing agency, and CEO and founder of ETM Pty Ltd, which was the largest Call Centre operation in the country at that time. He was also the founder and Chairman of SATA (South African Telemarketing Association) until emigrating to the US.Michael studied at the University of Witwatersrand in Johannesburg and the Hebrew University in Jerusalem.

About eti Sales Support:The Sales Lead Generation Company

Whether you're just beginning to grow your business or you already have a thriving national or global business, eti has the resources, the experience and the services to help you expand.We're a leading business-to-business sales support agency specializing in programs to maximize clients' direct marketing and sales growth nationally and globally.

Founded in 1987, we have a record of success in increasing clients' sales with New Customer Acquisition as the most important aspect of our many sales driven services. Our Business Developers are college-educated with most having extensive previous business experience. Our clients profit fully from their successful abilities in conducting sophisticated programs that require knowledge, intelligence, business insight and communication skills to produce the best results. Our core competence is in consultative business development, primarily for clients with complex products, services, and value propositions.

eti Mission:

 

  • To grow client sales by maximizing sales productivity.
  • To provide high-quality, responsive, (global) business-to-business sales support services via a growing pipeline of sales opportunities.
  • To provide leading-edge, real-time reporting and analytics that offer clients optimum control and accountability to maximize returns on their marketing investments.
  • To provide highly effective leadership and support for integrating sales and marketing campaigns.

 

Sales Lead Generation Services include:

 

  • Sales Lead Generation
  • Appointment Setting
  • New Customer Acquisition
  • Customer Retention
  • Customer Development and Growth
  • Upsell and/or Cross Sell
  • Full Account Management
  • Build and Nurture Client Relationships
  • Special Promotions Announcement
  • Channels Motivation and Management
  • Dormant Account Revitalization

 

  www.etisales.com 1-800-466-4384

13
Jan 2015

Images and Graphics for Marketing: Which format works best and WHY?

Watch Now:
 
Images done right – What’s the difference? png? jpeg? gif?
 
It is hammered into your head that EVERY blog post, every article and update needs an image.
We know those posts generally get the most activity – but only if they are quality and interesting images. But what about the format of those images and graphics, especially when they need to be LARGE such as on Google+ and Pinterest? There are several formats for online images: jpg/jpeg, gif and the current favorite, png.
 
Instagram allows 15 second marketing videos, Pinterest allows you to pin all images, some videos and animated graphics - but what makes the most sense to get your message out there?
 
What’s the difference?
How do we know which we want?
Can we simply rename an image?
What about saving as, a save as after saving as?
 
A copy of a copy of a copy – even digitally – begins to lose quality. We’ll give you tips on how to avoid that issue and keep your images as crisp, clear and lovely as possible.
 
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Helps:
Here is the link to Stackoverflows site, nicely describing differences:
http://stackoverflow.com/questions/2336522/png-vs-gif-vs-jpeg-when-best-to-use

And for crazy nerds, Google Developers "Image Optimization":
https://developers.google.com/web/fundamentals/performance/optimizing-content-efficiency/image-optimization
 
Free programs to edit images:
PicMonkey, Canva
 
Apps to edit images on your phone or tablet:
A Beautiful Mess!, Photoshop Express
 
Tips highlighted:
Start with the largest possible image and use SAVE AS to create variations and other formats. Name them all the same at the front and add: _500-lowres, _1200-highres, etc. so when you sort them they stay in a group and are easier to find.
 
Just because you can animate things, doesn't mean you should. Let's go back to that gooey baby from 1992!
 
Comment from event attendee, Brian Shea:
For those going back to the old days of dial-up in the 90's, keeping file size small was one of the most important lessons, as we had to upload those images via 28.8/56k.  So, we quickly understood and appreciated filesize.  When broadband came in, and digital cameras, all the new designers thought nothing of using photos directly out of the cameras.
Yes, I've seen 4mb files being used on websites.
Even for some old timers, they didn't get the concept that even though 'everyone' has broadband, the images still need to be optimized.  It wasn't until they got hit with major mobile data charges that they realized that filesize is not just about performance and speed. It's also costly.
30
Oct 2014

Why Powerful Persuasive Sales Presentations Make a Difference

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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.
25
Sep 2014
9
Sep 2014

Stu Heinecke with a discussion of his new book: Big Fat Beautiful Head

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Do you enjoy reading cartoons? You’re not alone. 

Editorial readership surveys show they’re almost always the best read and remembered part of magazines and newspapers. But how do the cartoonists do it? Where do their ideas come from and how do they convert those bits of inspiration into the delightful sprinkling of drawings we enjoy so much? That’s what makes this book so special. Not only does Wall Street Journal cartoonist Stu Heinecke share his doodling’s, he takes us behind the scenes with stories about each cartoon in the book. Where the ideas came from, how they were created and who they touched all come into focus in this one-of-a-kind book.  Host Jim Obermayer talks with cartoonist Heinecke about how this book came about.


2
Sep 2014

Time to get a REAL head shot and lose the selfies or outdated images.

Watch Now:
A headshot starts way before the headshot. There is planning, prep and research to find the right studio to take it for you. What to wear, accessories, pose and more. The tips below assume you are not having to wear a uniform. Also, if you are appearing, speaking, etc. you'll want to provide an image as soon as you accept so that the intern doesn't do a Google search and end up with something outdated, embarrassing or not even you. I've done it several times for radio guests that don't seem to think they need to provide a headshot because it's RADIO.
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Watch this episode of Geekspeak Guides on this very topic:
  1. Wear some COLOR solids are best. Patterns are distracting.
  2. Earrings – do they go with the outfit? Are the trendy or business like – yet with personality?. They, too can be distracting.
  3. Shirts – are collars ironed? Is the jacket REALLY your size or the size you wish you still were?
  4. Tie or no tie – depends on your target market. BORROW an expensive tie if you have to – that doesn't mean buying it at Nordstrom and then returning it. Have a GOOD tie. It will give you a lift.
  5. Glasses or no glasses? Do you always wear glasses? Will anyone recognize you if you do not have them on or will they ask if you got Lasix surgery? When was the last time you updated your frames? You may be due if it's been more than 5 years. Styles change. You may end up with lighter weight ones, too, that are more flattering.If you bought your glasses with one shaped face and you've gained or lost weight, changed hair color, gone gray – your old glasses will not look as good as they did when you first got them.
  6. Smile - do you want your teeth whiter or are you happy with what you have? There is no correct answer – just what fits for YOU. Whitening products. SMILE warmly like you are looking at a friend you haven't seen in a while and they look fantastic and happy!Remember if you use a whitening product the night before or even that day – the real ones will somewhat dry your teeth out and you'll need to replenish the moisture or the first thing you drink – coffee, soda, juice, wine – will soak right in to the more porous surface. Be ready to brush again.
  7. Stray hairs – men - PLEASE trim your nose hairs and eyebrows. Get it done professionally. If your ears are showing – no YODAS! Same if your neck is showing – clean it up. Beards/mustaches – are they cleaned up or are you sporting that ZZtop – Duck Dynasty look?Women, as we get older hair shifts on us – chins and upper lips, sideburn area – defuzz, pluck. DO NOT WAX THE DAY BEFORE A HEAD SHOT. Sometimes, waxing your face stimulates the skin to cleanse and you end up with blemishes. RED is hard to hide.
  8. DO NOT PICK your face – as a general rule – but REALLY leave it alone the day of your head shot. Be GENTLY, rub gently to avoid breaking something open. Patching it with cover-up will still show and add to the edits that need to be done.
  9. Selecting the studio: You want someone with some artistic sense who can help bring out your best
  • Consider bringing a couple of shirts, colors with accessories: earrings, ties, etc. to give variety.
  • You will want a HIGH RES digital version at the very least.
  • Go for COLOR – you can always switch to black and white.
  • Ask them about your rights to post the images and use them in promotional materials. Once you purchase a high res version, can you use it anywhere you want to without watermark?

Pose time - backdrops, your angle and lighting. This is part of why you will have a professional shoot youCan't afford a studio, you can go to JC Penney, WalMart, Target, not to be confused with Mall Santa shots. They do a nice job for the budget. Preferably, find a local photography studio that specializes in head shots. Wedding specialists are not business head shot specialists, nor is the local business that does passport photos.

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Thank you, +Adam Music who shared some tips about the actual photo itself with us.  Love the part about wide and tall hair!

Black and white is nice and artsy; but when your head shot appears on other sites, it might be next to color shots, which makes you look out of place. There are sections of our site where we do not run photos if they are in black and white, even if they run in the paper, because of our site's optics. So make sure you at least get a color shot done, even if you're not going to use it, to give other sites options. Remember – you can't go from black and white to color.

Sites have different display dimensions and sizes. A nice, big hi-res photo can help them accommodate you into other sites without them having to mess around with the image. But make it a FULL head, please. Some people have sent us head shots with the tops of their heads cut off. And I can't manipulate an image to show your entire head if part of it isn't there originally.

The ratios we use in print and online are either squares or 14″ x 19″ vertical photos. I'd advise trying to fit that vertical ratio if possible. There are some people whose hair either is too wide or too tall, so there's a lot that has the potential to get cut off. As a photo editor, I do my best to get as much of a head-to-shoulders view of them. It's not always easy to accomplish. But when dressing and styling, those factors could enter into your decisions. Maybe you go for one pose that looks good vertically and one that looks good squared off. If you look better horizontally, I can't help you.

Look at the camera. The off-to-one-side may work for your site, but not others.

Keep it current! There are a number of subjects who look a lot different when we run their mug one day and a feature shot of how they actually look today.
We and some other publications also run knock-outs of photos, where the background is erased so the background appears to be gray. If you have a shot where the background is easily removed, you'll look better when an editor who isn't you gets it.

Final tip: Remember, we are all famous, just not everyone knows it yet. You want to be prepared!
21
Apr 2014

I don’t want your business card and you can’t make me take it!

Watch Now:

SLMA Radio co-host Susan Finch will be talking with Jessica Dewell, Chief Purposer/Founder of RedDirection.com. She is the host of Women in Business Today on Google+, a regular featured guest on the topic of identifying your target market segments well beyond demographics and sociographics.


Think of Jessica Dewell as a purposer: one who has spent her entire career online and is passionate about accurately articulating your business story. Why is this important? Simply put, using your style to target customers is the basis for forming connections online. Adamant that not all online marketing is right for every business, she wants to ensure your customers dictate where marketing occurs. Jess will help you purpose — and, equally important, expand — your existing marketing to promote maximum long term results.

As much time as she and Susan both spend networking online, they haven't forgotten the art of networking in person, how to behave at learning events, networking events and social business events. Let's start with the card crammer - you know that person - you may be that person. We're going to be talking about THOSE people and so many more like them that make you cringe.