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Sales Lead Management Association Radio

4
Nov 2015

What KPI’s do Sales Managers need to Track?

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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.


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This episode is generously sponsored by The Vanella Group
The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visit BuildPipeline.com or call 888-335-0340

and by Validar
Whether you’re producing a seminar series, user’s conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution.  From capturing leads at tradeshows to managing onsite registration, tracking session attendance, gathering feedback, and providing sponsors lead retrieval we have a full suite of solutions for you.  Since 2005 Validar has been turning Corporate Events and Trade Shows into Better Business. Call 888 784 2929 or visit us at www.validar.com 
10
Sep 2015

CRM’s Shouldn’t be the Leaders in Technology.

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250-SLMARADIO-peterson-goldminer.jpgOur 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.

 
Paul Petersen cited: 

We have people ask us, 

“What do you have this function?" "No we don't." 
We ask, "Do you use it?" 

"Well no." 
"Have you thought about how you would use it?" "No." Or, "Then why is it 
important?" 

Highlights include:

 
CRMs and why there are so stinking many of them!
Unlike accounting which is a pretty stable environment once you get your network going and how you want your invoices to look and things like that, you can turn that out for years in some cases without having to do much. But when you look at CRM it is a very evolving workspace. So CRM right? Customer relationship management is a bit of a misnomer because you are including customers, prospective customers, prospects.
 
It turns into a lead management; it becomes this combination all-encompassing tool.
CRM is all those places that connect all the muscles, connect the brain, nerve reaction so yeah lead processing which in all marketing you've got the sales department then you have customer service which can be run integrated or standalone and of course management wants to know what's happening.
 
Which is CRM is the best for you, whether it's a proprietary one or some overall layer that knows how to play nicely with other systems?
When you get to areas like finance or your general marketing and sales, people have tried to integrate things but are finding that day, if I have an integrated accounting pick it's got CRM. The CRM doesn't do such a great job after all or they focus on the wrong things – integration. I am spending a lot of money to create a record and accounting systems when I may be only do that 10 times a month right? So is that really a high-value area or it just creates a lot of technical complexity?
 
I don't think… CRM's shouldn't be the leaders in technology. 
What they need to do is accommodate the most common technology and we are commonly going through things and saying… So for example we missed the quickness with which Android was becoming adopted. We looked at it, it was kind of a fragmented marketplace. We had iOS solutions smart phones, 98% of the market, it seemed like a no-brainer. Within six months of releasing the product, android had sorted that out primarily through Samsung driving it. They got one version of the operating system and they had some major carriers now carrying the devices and it was kind of a "Whoops!" So we did get there but we tend not to like to be the first in the market.
You'll have to listen to the replay for the full conversation.
 
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This episode is generously sponsored by The Vanella Group
The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms. The Vanella Group supports firms from Fortune 500 companies to startups.  To learn more, visit BuildPipeline.com or call 888-335-0340
24
Aug 2015

How to Avoid the 3 Reasons for CRM Failure!

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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 Whetzel

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

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

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

8
Jun 2015

Why CRM is NOT a settled science!

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CRM has been around as a “new” process for 30+ years in various forms. And yet even with giants in the industry, new entrants emerge almost monthly and new capabilities continue to be added to even the pioneers in the industry.  In the interview with industry veteran Paul Petersen, Vice President of Goldmine, we discuss why CRM is not yet a settled science and what the future may hold for this vital but aging process. The host this week in Jim Obermayer.
 
 
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.
6
Apr 2015

Measuring Marketing with your CRM (Especially Salesforce)

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Of all the reasons to install and use Salesforce as a CRM system, measuring marketing performance is one of the biggies.   And yet we still hear that campaign results are not measured consistently.  Some will say that metrics will only be important if the campaign has metrics attached to them going into the launch.  How can you measure something that marketing didn’t have the foresight to forecast the goals before launch?   In this interview with industry veteran Bonnie Crater, CEO of Full Circle CRM, we explore how can you get intelligence to make decisions and not hum and haw when the CEO says, “What does Salesforce report on our marketing spend?  What worked and what didn’t and why not?”   The host for this program is Jim Obermayer, author of several books on managing sales leads.

 
 
About Bonnie Crater
 
Prior to joining Full Circle CRM, Bonnie Crater was Vice President of Marketing for VoiceObjects and Realization. Bonnie has held Vice President and Senior Vice President roles at Genesys, Netscape, Network Computer Inc., salesforce.com, and Stratify, as well. A 10-year veteran of Oracle Corporation and its various subsidiaries, Bonnie served as Vice President, Compaq Products Division and Vice President, Workgroup Products Division. In addition, Bonnie was President and CEO of Zelerate, a provider of open source e-commerce solutions. In 2000, Bonnie was named one of the “Top 20 Female Executives in Silicon Valley” by San Jose Magazine. Bonnie holds a B.A. in Biology from Princeton University.
 
About Full Circle CRM
 
Full Circle CRM provides Salesforce users a complete Marketing Performance Management solution that answers all of their marketing questions in one place and helps drive more revenue from every campaign with best-practice response lifecycle management, powerful weighted campaign influence models, and comprehensive marketing and sales funnel metrics. The company’s cloud-based products are built 100 percent on the Salesforce1 Platform and are compatible with the leading marketing automation solutions. All of your marketing data is in Salesforce, and so are the answers.
 
Founded by former Salesforce executives, product managers, and marketing automation specialists – the Full Circle CRM team knows what it takes to run a successful marketing organization. Our team is passionate about giving marketers the answers they need to prove marketing’s contribution to the bottom line, plan with confidence, and grow revenue. Learn more at www.fullcirclecrm.com.
23
Mar 2015

Tips for Improving CRM Sales Outcomes with Ian Moyse

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We know that just buying and installing a CRM system is not a guarantee of success. And we also hear that 50% of CRM installations fail to meet a satisfaction level (some studies say failure is much higher).  In our program this week we interview a well-known CRM Sales Executive, Ian Moyse as he discusses tips that can improve the chances for a successful CRM installation. Ian has been on our show several times (January 6, 2015 and Oct 21, 2014). 


About Ian Moyse
Ian Moyse is a well-known CRM expert.  In 2014 he was named in the top ten of the 50 Most Influential People in Sales Lead Management by the SLMA.  Located in the UK, he 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.  He was recently named Sales Director of the Year by the Institute of Sales & Marketing (BESMA-Feb 2015) #BESMA 
6
Jan 2015

Why is Workbooks.com named one of the top CRM Solutions?

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CRM is a crowded field, and it is difficult to decide which program is best.  After All, best is in the mind of the user.  Workbooks.com was named one of three of the top CRM Solution.  Considering Ian Moyse the sales director has been named one of the most influential people in sale sales management and his SLMA Radio program was one of the most listened to shows in 2014, we decided to ask Ian why Workbooks.com got such a high rating from G2 Crowd, Inc.
 

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. 
18
Nov 2014

How to avoid CRM implementation failure!

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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 it 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. 
 
 
 
21
Oct 2014

Is selling in a cloud-world better or worse for salespeople?

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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. 
14
Jul 2014

Why Pipeliner CRM could be the first serious challenger to SalesForce

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In this fast-paced interview, CMO Eric Quanstrom makes the thoughtful, bold statement, that of all the CRM systems, only Pipleliner CRM is a serious challenger to SalesForce dominance in the CRM space.  Eric contents it is their entire entrepreneurial approach that will be welcomed by salespeople and copied by other CRM companies  as the future of CRM.   At a recent reception in Los Angeles at the Johnathan Club, CEO Nikolas Kimla and Eric said that times have changed, but SalesForce hasn't (my interpretation).   It should be an interesting interview. 

About Nikolaus Kimla

Nikolaus Kimla is the founder and managing partner of Pipelinersales, Inc. and the creator of Pipeliner CRM software. More than 19 years ago, Kimla set the foundation for Pipeliner’s future with his company uptime ITechnologies.  Kimla is also the initiator of the independent economic platform GO AHEAD! based on the principles of free market economy.  GO-AHEAD! is about connecting people and business leadership around values such as freedom, responsibility, and entrepreneurial spirit. In addition Kimla is a renowned author and works by Kimla include Salespeople Embracing It All, The IT Revolution and Empty Coffers--New Burdens.

About Eric Quanstrom

Eric Quanstrom is Chief Marketing Officer for PipeLiner, Inc.  Quanstrom brings a rare combination of marketing, digital media, technology, and strategic experience to his role, (July 2014) where he guides global marketing activities, including inbound, web presence, social media, corporate communications, and user experience programs which build on Pipeliner's commitment to be the leading sales management tool in the world.

Previous to Pipeliner, Quanstrom was CMO/VP, Marketing & Sales at Nimble, a business and social relationship management tool, leading over 4X growth across key metrics. Prior to Nimble, Quanstrom was Chief Operating Officer (COO) of Sorenson Media, an award-winning provider of high-quality video solutions such as Sorenson Squeeze, the gold standard in video encoding and the original video codec company behind Flash and Quicktime.

Quanstrom, who guided over 50% revenue growth while at Sorenson Media, is also adept at leading marketing at startups, serving as vice president of consumer marketing and business development at SightSpeed, which was acquired by Logitech in October 2008. Other past successes include roles as director of marketing and sales for Appellation America, an innovative online wine portal, and the West Coast head of the Fox Online Properties (FoxSports.com, FoxNews.com and Fox.com).

About PiperLiner, Inc.

Designed by sales professionals for sales professionals, PipeLiner is a next-generation CRMone that works with the entrepreneurial personality of sales professionals to help them do their jobs more productively and effectively.

Visualize your sales pipeline and gain actionable insights. Open your Pipeliner CRM and get an instantly readable graphical overview of all your opportunities in the context of your sales process. A visually rich, uncluttered model of your actual sales pipeline acts as your interface. It's real-time sales data, organized so you can always remain focused on revenue targets.

  • Gain insights fast, and devise more effective sales strategies
  • Focus on proactive coaching support (instead of jumping in as a "super closer")
  • Click and voila!—Instantly "readable" sales and activity reports
  • Promote best practices with popular and easily understood visual tools
  • Search less and sell more—Customer and account details are in one comprehensive view

Because Productivity Soars 24/7 (Online or Off)

Your Pipeliner CRM system is available anytime, anywhere in the world. We use a unique hybrid approach—a blend of Cloud-based and on-premise engineering—we call it the SMART Cloud. Your data is always safe in the Cloud, but you are always able to work with your entire system anywhere.

  • Work on your own schedule, online or offline
  • Most recent synced version of your system is always ready
  • Control your schedule when on the road, at "no access" customer locations, on a hike, or on a plane

Because You Can Track Progress in Real Time

Pipeliner CRM for sales teams makes it easier to visualize and follow your sales process.

  • Forecasts are front and center, updated in real time
  • View pipeline from any angle at any moment
  • Save your favorite views as Profiles and see them with a click
  • Alerts, timeline views, and powerful filters improve sales forecast accuracy and lower risk
  • Collaboration tools for sharing, delegating, and interacting keep salespeople working toward goals in a timely way
  • Social monitoring adds relevance to prospect relationships and builds trust

Because Common Sense Pricing Has Big Advantages

Pipeliner is affordable, easy to implement, and has a high rate of adoption by salespeople and teams.

  • One low price for all the core features, plug-ins, offline client, mobile CRM app
  • Full implementation in hours
  • Full support as you come on board
  • Sales teams see value and adopt enthusiastically
  • Training in hours with low learning curve
  • Low monthly fee and no hidden costs
  • 30-day trial with no strings attached, no credit card required

Headquartered in Los Angeles, California and Vienna, Austria, Pipeliner CRM spans every content, with offices in the UK, Sweden, Slovakia, and India. Follow our discussions on FacebookLinkedIn, and Twitter or online at PipelinerSales.com

 

16
Dec 2013

Why isn’t your CRM System Working?

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SLMA Radio Host Jim Obermayer interviews Dan Rogers CEO and CJ Cunniff, VP of BD of SmartLead, on the important subject of why CRM systems have such a high dissatisfaction rate.  More than 80% of all B2B companies have a CRM system in place, but there are reports saying only about 50% or less are satisfied.  In this 40 minute program the experts from SmartLead will tackle the high failure rate and what can be done about it.  We will explore the usual suspects for failure: setup, training, sales processes, reporting, databases, qualified lead definitions, sales rep buy-in, etc. 

About Dan Rogers
 
Dan Rogers is the CEO of SmartLead and drives the company’s vision. With more than 22 years of executive experience, Dan’s leadership expertise includes international assignments. In New Zealand, he was a charter member of the CLEAR Communications management team. In Ireland, Dan served as the Director of General Operations at East Telecom. And in the Netherlands, he worked for Versatel Telecommunications.

Prior to joining SmartLead, he also served as Vice President of Customer Solutions for APAC Customer Services and Vice President of Customer Services at Telecom USA in Cedar Rapids, Iowa. Dan is also a member of the Sales Lead Management Association’s Advisory Board. Dan’s state appointments include the Iowa Capital Investment Board and the Iowa Emergency Response Commission. He holds a Bachelors Degree from the University of Iowa.


 
About CJ Cunniff
 
CJ Cunniff is the Vice President of Business Development for SmartLead. Mixing marketing with web programing, CJ understands how marketers can succeed in the digital world. CJ has lead the SmartLead Sales and Marketing teams since 2011. He has over 12 years of marketing experience in private and public sectors, 5 years in web programming and 7 years leading teams in digital and mixed media efforts.  CJ is Google Analytics certified and specializes in lead generation and management through the sales life cycle.

About SmartLead: A Pioneer in Lead Management
Since 1981, companies have relied on SmartLead’s customized lead management systems and best practices to smoothly and seamlessly manage leads from the moment the leads are generated, through qualification, ranking, nurturing and distribution to sales people or channel partners.
SmartLead is the only full-service lead management company with:
  • Dedicated account managers to advise clients on best practices and implement their programs
  • Web-based lead management, sales force automation systems
  • Insightful analytics system
  • In-house marketing services: contact center, direct mail, email, printing, web hosting, and fulfillment/warehouse.
Large companies with complex sales or dealer distribution systems rely on SmartLead to simplify the Herculean task of managing thousands of leads from multiple sources. SmartLead smoothly and seamlessly manages the lead process from the moment the leads are generated until the leads are qualified and distributed to sales people or channel partners.
23
Sep 2013

Is the traditional sales compensation program for B2B dead?

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SLMA Radio Host Jim Obermayer will ask Daniel Perry of Sales Benchmark Index the tough questions. 

  • Is the traditional sales compensation program of salary plus commission obsolete?

  • Are commissions dead as a motivator?

  • How much should the base salary be as a percentage of the whole package?

  • Is it time to change commissioned sales reps to just a salary?

  • Are draws again commission still used?

  • Are companies paying for sales lead follow-up? 

About Daniel Perry
Dan Perry is an industry thought leader with more than 25 years of experience in B2B field sales, sales management, and sales operations. Dan has delivered domestic and international results for companies such as: 
  • Hewlett Packard
  • Yahoo!
  • Epicor 
  • Terremark Worldwide
  • Dow Jones
  • Kronos
  • Intuit
  • CDS Global 
  • Ceridian 
  • Monster.com 

Prior to joining Sales Benchmark Index, Dan held executive sales leadership positions 'making the number' at Aramark, Corporate Express, Lavi Industries and 3 Day Blinds. In these roles, he held global responsibility for sales strategy, market segmentation, demand creation, sales process, channel design, organizational structure, sales force capacity planning, and served as a member of the executive management committees.

Dan is an is adjunct professor at Pepperdine University for their MBA program specializing in Sales Management. He earned a BA in Economics from Illinois Wesleyan University.

Sales Benchmark Index 
Sales Benchmark Index provides sales consulting services to leading organizations across the private and public sectors. These companies are seeking to increase their rate of revenue growth. Unlike traditional sales improvement approaches, such as software implementations or skills training, SBI offers superior value because it relies on the benchmarking method to deliver results. This method of sales consulting allows for results to be delivered quickly with little organizational disruption and it is accomplished through the use of best-in-class diagnostic tools and solutions that are supported with verifiable truth. Each project is executed by the most experienced team of advisors in the industry.
9
Jul 2013

How New CRM Empowers Salespeople to be Entrepreneurs

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SLMA Radio Host Jim Obermayer interviews Nikolaus Kimla and the subject is: “How New CRM Empowers Salespeople to be Entrepreneurs” 


About Nikolaus Kimla 
Nikolaus Kimla is the founder and managing partner of Pipelinersales, Inc. and the creator of Pipeliner, a revolutionary sales CRM software. At the foundation of the development of the company and the Pipeliner product is a business philosophy based on the Austrian School of Economics. Kimla is also the initiator of the independent economic platform GO AHEAD! which orientates itself on these principles of a free marketplace in terms of liberal and social responsibility. Nikolaus Kimlas is also a renowned author and has just released a new book entitled Salespeople Embracing It All. Previously published works by Kimla include The IT Revolution and Empty Coffers--New Burdens. 

For more information on Nikolaus Kimla: http://www.nikolauskimla.com/ 

About Pipeliner
Pipeliner is the only CRM software available that enables automatic synchronization for both Mac and PC systems—locally or through the cloud. Unique to Pipeliner CRM is an intuitive graphic representation of the sales process, or pipeline. This enables the individual salesperson, as well as management, to be intimately involved with the sales process. Sales reps can clearly and quickly see where in the sales process their deals stand, and can customize this sales CRM software to their needs. Pipeliner empowers salespeople to be the entrepreneurs that they are—an approach that has revolutionized CRM software. 

For more information on Pipeliner: http://www.pipelinersales.com
2
Apr 2013

Software that delivers the most data wins

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iStock_000013323978Small.jpgSLMA CEO Jim Obermayer says that software programs that explain the most data, and are verified by the most evidence, are better than those that do not. He'll discuss how CRM properly applied, along with marketing automation, gives the most data on marketing performance and gives more evidence than any other combination of software.  In essence, those with the most data will win.  But, he says, "You have to manage the sales lead system to win."

During this program Obermayer contends that those with the most marketing toys win. But tools without leadership are just tools in the hands of fools.

About Obermayer

Obermayer is an author (four books) and  a speaker on subjects of sales lead management, sales enablement and marketing ROI.  He is the founder and of the world-wide 6200 member Sales Lead Management Association, which also has a Linkedin Group of 2987 members.  The SLMA is the sponsor of the yearly Sales Lead Management Week, the annual contest for the 50 Most Influential People in Sales Lead Management, and the nomination and naming of the 20 Women to Watch in Sales Lead Management.  The SLMA also hosts the weekly c-level interview program; SLMA Radio.  Obermayer is the Vice President of Business Development at Vitech Corporation.

25
Mar 2013

Why Sales Forces are Moving Inside – Kevin Thornton – VanillaSoft

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KevinThornton_VanillaSoft.jpgHost Jim Obermayer will interview Kevin Thornton, EVP of VanillaSoft and discuss the trend (some would say tsunami) of sales departments that are moving from outside to inside positions. Thornton will debate differences in productivity, sales activities and how to measure ROI when going from outside to inside salespeople.He will tackle how to manage, motivate and control these new sales superstars. Using VOIP for the mobile workforce and the software that is more than simple CRM, Thornton will tackle how to help them manage their goals and workday. 

 
About Kevin Thornton As Executive Vice President, Sales & Marketing for VanillaSoft, Kevin Thornton is responsible for accelerating customer and revenue growth and overseeing all new customer engagement and acquisition strategies. 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. vanillasoft-crm-300x214.png
 
About VanillaSoft Founded in 2005, VanillaSoft provides its global client base with award-winning, cloud-based Lead Management Software for telesales and appointment setting. VanillaSoft customers benefit from increased productivity by deploying an award-winning, Best-In-Class feature set that includes next-best-lead routing, auto-dialing, on-board intelligent messaging, integrated e-mail, real-time lead distribution, live dashboard and digital call recording. Typical users realize a productivity increase of 30 to 100% over traditional CRM, creating an easy to justify ROI.