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Sales Lead Management Association Radio


Innovations in Mobile Lead Capture

How Mobile Lead Capture is the Future for Better Qualified Leads from Events


Events, whether private “trade shows”, users conferences or association and member events, all have similar issues.  They generally know who is at their event (registration) but they don’t know where they go, who they speak with and if they are interested in products and services shown by the organizer or paid exhibitors. In spite of efforts by some exhibitors organizers there is still no clear winner of the technology which is used at events, until recently.  Mobile led capture seems to be gaining traction.  In this interview with High Performance Software’s CEO Peter Gillett we get an update on Mobile Lead Capture.


About Peter Gillett

Peter Gillett is CEO of High Performance Software where he’s responsible for driving product development and client roll-outs of Zuant ,the company’s award-winning Mobile Lead Capture app across US corporations.  An entrepreneur and innovator, Peter created the world’s first web-based CRM system funded by Lucent Technologies in the 1990s. CRM, lead generation and follow-up are still the focus for Zuant and its network of NACCENT call centers around the globe.   Contact Peter via email at


About Zuant

Zuant from High Performance Software is the company’s sole product focussed on mobile lead capture. More than half the workforce is employed on tech development to keep pace with an accelerating industry where the need for fast data capture increases in a digital world. As a result, Zuant is seen in 4 main application areas: Tradeshow, Everyday Sales, Market Research and Retail. The company’s core values are then concentrated on beautiful product UI combined with Customer Service Support which is 2nd to none.


SLMA Radio Sponsorship

 adView.cfm?id=396Whether 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


Why doesn’t Exhibits Management care more about sales leads?


Host Jim Obermayer interviews Victor Kippes, CEO of Validar on the tough subject of the attitude of trade show managers about sales leads.  Do they really care?  Is their job just to show up and throw up (the exhibit of course) and then not care about the reason for the show?

About Victor Kippes

Victor Kippes is CEO of Validar Inc., a B2B lead management company that specializes in events. Much of Validar's value proposition is based upon Victor's experience as a receiver of leads. He has been in a sales role for over 20 years both as a direct contributor and as the leader of a large enterprise sales team. He is a recovering sales leader who understands very well the challenges marketing and sales leaders face specific to demand generation and lead management. If you are a marketing leader interested in understanding and articulating your true value, or a sales leader interested in improved conversions and pipeline growth, Validar and Victor are there for you.

About Validar

Validar provides B2B lead management solutions to large corporations and we specialize in events. If you are attending or producing an event / campaign with the primary purpose of driving new opportunities to your sales team, Validar can help.

Its solutions lower cost by driving relevant lead follow-up activity to sales and increase revenue by reducing lead decay from campaigns. They enable their customers to identify, categorize and track new opportunities, pipeline and actual revenue contribution from their marketing efforts.  Specialties: B2B lead management solutions for companies that attend or product events.






Strategic Volunteering - When saying Yes is bad.


Cyndi Greenglass, Senior Vice President, Strategic Solutions for Diamond Marketing Solutions was interviewed by Susan Finch about strategic volunteering. Finch, as the founder of a national non-profit, Binky Patrol has been at both ends of this discussion. She and Cyndi were in line with their thoughts and recommendations about strategic volunteering.

In this show Susan asked Cyndi:
  1. What do you mean by “strategic volunteering”
  2. Is volunteering different than philanthropy?
  3. How much volunteering do you do?
  4. How much time does it take?
  5. What types of organizations?
  6. How did you decide where to volunteer?
  7. Why do you say that volunteering can be bad?
  8. Does this seem self serving?
  9. What is your advice on how to choose?
  10. Are you good at saying no?
Some of the take-aways included:
What advice do you have for other women to say no?
Have a personal plan - how does this opportunity/organization fit into your plan? If it does not - say, "No." At least say no until you figure it out.
What if you have 10% of your time allocated for volunteering and this new opportunity would add another 5-10%? You either need to pull back what you were already doing to make room for this new thing, or take a pass for now so that you don't do a shoddy job volunteering for either organization or project.

Can you leave us with 3 takeaways on how to become a strategic volunteer?
  1. Create volunteer activities. This is a great way to find good leadership candidates and use these opportunities for skill building and training
  2. Men tend to identify mentors at early age - in their career and at a personal level. This development use in a positive way volunteer contacts mentoring opportunities - networking, etc.
  3. Quickly identify if it is not a good fit get out fast. 
for the second year in a row.
Theirs will be a pre-conference intensive workshop. 

Part 1 (Saturday, 12 Oct, 10am to 12:30pm): Everything Data in Business, Government and Institutional Markets
with Cyndi W. Greenglass
Review how B2B databases are structured, and how to find the last crumb of useful information about customers and prospects, both internally and externally. Focus will be placed on internal data sources, compiled and response databases, as well as physical and digital sources of actionable data. You will learn specific steps for keeping your customer information fresh and clean.

Part 2 (Saturday, 12 Oct, 2:15pm to 4:30pm): Developing and Delivering Compelling Motivational Offers
with Ruth P. Stevens
This session will focus on offer development in B2B, providing key insights and examples of successful offer and creative in social media, mobile, and print communications. Case studies will illustrate excellent online and offline copy, design, and offer tests, and exercises will allow attendees to craft social media messaging that drive results. You will learn how to craft compelling offers at each stage of the buy cycle.

More about Cyndi Greenglass:

Cyndi is responsible for marketing and strategic solutions and manages our agency services team of data, analytics, creative, and digital professionals. With a strong track record in marketing, strategic planning, and database development, she helps our clients “market smarter” by providing strategic solutions. Prior to joining Diamond Marketing Solutions, Cyndi launched World Marketing Integrated Solutions, an integrated database and strategic marketing consulting firm. Her background includes 10 years in international business consulting with the U.S. Embassy and the U.S. Foreign Commercial Services.

Cyndi is a past president of the Chicago Association of Direct Marketing and past chair of the Direct Marketing Association Business-to-Business Council. She is a frequent presenter at major DM industry conferences and is an educator at several universities. Cyndi has twice been recognized among the Top 100 BTB Marketers by Crain’s BtoB magazine. 


Mike Sorgani on Event Management



Exhibiting- It’s all about Leads! Forget branding, shows must create leads, leads and more leads.

Sometimes exhibit management forgets why they are going to exhibit.  Everything at the exhibit is meant to create interest; everything must contribute to a higher lead count than last year.  Why spend $50K or $500K on an exhibit and get the cheapest lead acquisition system which can contribute to the failure of the whole exhibit effort.  Mike Sorgani discusses the successes and failures that all revolve around that simple little lead acquisition device that is too often an afterthought.

Mike Sorgani has served as ITN International's Vice President, Sales & Marketing since 2006. During his tenure with the firm, ITN International's revenue has grown from $5 million to $7 million annually. Mike began his career in the event industry in 1976 and has occupied key positions at several registration and lead management firms, including Registration Control Systems, CompuSystems and Exgenex. During that time, he has seen registration and lead management technology evolve from mag stripe to Near Field Communication (short-range wireless), today's leading edge. Mike is a frequent speaker at industry events such as CEMA Summit, ESCA's annual meeting, EXHIBITOR and EXPO EXPO.


Why Webinars fail and 10 never-fail ways to boost webinar results!


SLMA host Jim Obermayer will ask with Mark Alarik of Sales Overlays why most webinars fail the majority of the time.  In this brief program Mark will share with us 10 of his 24 secrets for a successful webinar program.

Mark Alarik will share how to quickly boost the effectiveness of any webinar. He’ll explain how you can transform your webinars, and any presentation, from boring and mediocre into one that is even more appealing and productive than tradeshows and other lead generation channels.

Mark is also offering his newest publication FOR FREE, entitled The 24 New Rules of Webinar Presentations – How to build a growing community of raving fans!

g-mark-alarik.jpgG. Mark Alarik

G. Mark Alarik is co-founder and president of Sales Overlays, a sales and marketing agency that has served Fortune 500 and smaller companies since 1975. Their primary business is developing problem solving marketing campaigns that fill the sales funnel with quality leads and grow the value of the customer base.  Mark is also a published author in many trade magazines.

In the next 40 minutes you will learn:

  • How to tap into the real potential of webinar marketing.
  • The Top Ten Rules that will impact your webinars the most
  • Why Steve Jobs was one of the greatest business presenters, and which two of his techniques will improve your webinars by 200%!

You can contact Mark at 847-942-7140 to get your free copy of his publication or to discuss your next webinar.


March 29: Shawn Elledge Integrated Marketing Summit | DemandCon Talks About Event Marketing


scott-elledge.jpgScott Elledge will be talking about the importance of Event Marketing

After years of hosting marketing events for the Kansas City Business Marketing Association and being a quest speaker at various events around North America, I decided to launch an event series focused on Integrated Marketing Strategies. The Integrated Marketing Summit (IMS) is the premier event series dedicated to the continued education of advertising and marketing professionals.

Their goal is to help companies drive revenue rapidly in this ever complicated world of instant and global communication. Statistics prove that a integrated marketing solution will outperform a non integrated approach by as much as 800%. But with disparate technologies, data and lack of sales and marketing alignment this strategy often becomes a pipe dream.

IMS events invites recognized thought leaders in all aspects of marketing, advertising and sales from around the world to share best practices and life experiences with our audiences.

Whether you are a seasoned corporate marketer, advertising professional or sales executive, this event will help you become more efficient through automation and more effective through integration.

How to get the most out of your event marketing budget

  • Identify Pitfalls
  • Tips

How to Plan your own event

  • Timing, Agenda & Food & Beverage Tips
  • Speaker / Content Strategies including Workshops

Effective event marketing strategies

  • Email, Video, Social Media, PR, DM, PPC, Radio
  • Partner Program

In addition he will talk about his growing DemandCon conferences and the popularity of the DemandCon webinar programs.