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Sales Lead Management Association Radio

6
Sep

A Thought Leader discusses the Best Decisions and Biggest Mistakes in Ten Years of Growth

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When companies and its leadership open the company door, I am sure they don’t think about being a thought leader, they just want to survive. During this interview we discuss thought leadership with ONTRAPORT CEO Landon Ray. Mr. Ray, as you’ll note in his biography, spends some of his time helping others become more successful in their own small business. In this interview we’ll talk about how he and his employees made ONTRAPORT a successful company while touching on the best decisions and the biggest mistakes they made along the way. The host is Jim Obermayer.
 

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10
May

How to Find Qualified Prospects to Drive The Forecast

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Ask salespeople what they want from marketing and they will say, “More leads.” Give them more leads and they will then ask for, “Qualified Leads.” We know that without  qualified leads the sales forecasts are weak and ineffective about predicting the future revenue for a company. Qualified leads have many definitions, however, from a salesperson’s perspective it is simply meant as “qualified to buy.” During our program, Sean Burke, CEO of Kitedesk discusses how a company can economically create real qualified leads to drive a forecast which drive sales.
 
About Sean Burke
 
KiteDesk CEO Sean Burke is an Entrepreneur at heart, currently on his ninth startup with six exits. At KiteDesk he is focused on changing sales prospecting for the better for high growth organizations.
 
About KiteDesk
 
KiteDesk provides smart sales prospecting software, overcoming the #1 challenge salespeople face–a lack of qualified leads. We do this with smart digital tools, including the ability to build hyper-targeted lead lists around Ideal Customer Profiles.

KiteDesk is a venture-backed, privately-held company headquartered in Tampa, with offices throughout the United States. To learn more, please visit www.KiteDesk.com or connect with us on Facebook  or @KiteDesk.


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This episode is generously sponsored by adView.cfm?id=383The Vanella Group, Inc.-- the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visit VanellaGroup.com or call 888-335-0340


adView.cfm?id=396
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.  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

19
Jan

How to get a 60% Increase in Conversions to Forecast!

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How technology and outbound calling over-comes quota failure and turns losers into winners!

 

Failure to make quota is sad.  Sad for the reps that fail, sad for the CFO that has to figure out how to pay the employees and Sad for the sales manager that will be fired after he or she fires those that fail.  It’s a losing situation unless it can be turned around.  During this program, Peter Gracey, CEO of QuotaFactory tells us how to use technology and outbound calling to turn losers into winners.  The host is Jim Obermayer.

  

About Peter Gracey

 

Peter Gracey is the CEO and Co-Founder of QuotaFactory where he is responsible for company vision, growth and success, and servicing client and partner relationships while focusing on product management. He enjoys helping sales and marketing execs to streamline their prospecting process and surpass quota. Peter is also an Adjunct Professor of Sales and Marketing for the University of Massachusetts Amherst. Connect with Pete on LinkedIn and follow him on Twitter to join in on sales development discussions and industry updates.

 

 About QuotaFactory

 

QuotaFactory is the leading prospect relationship management (PRM) platform and outsourced sales development services company. Our PRM empowers sales development reps to execute account-based selling techniques and strategies using a phone-driven prospecting plan. This results in a higher number of fully qualified leads for closing reps to both increase and develop a true sales pipeline that is accurately forecasted. Whether you decide to have our internal team handle the entire process for you, or empower your team with our technology, we put reps in the best position to increase your monthly conversions to forecast by up to 60%.   Contact QuotaFactory Today!

 

Blog   Sales Wars

 

Contact: info@quotafactory.com

 

QuotaFactory

313 Boston Post Road West

Marlborough, MA 01752

781-702-6990

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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
11
Jan

How to Increase Win Rates & Beat Your Sales Goals in 2016

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Mike Schultz says, "Increasing win rate—even just by a few percentage points—has a dramatic effect on a company's revenue and profitability."

In this interview with Mike Schultz, President of the Rain Group, SLMA Radio host Jim Obermayer discusses why top performing companies are winning 62% of their sales opportunities while the rest drag in with Only 40%. 
 
The Rain Group studied 472 sales executives and sellers representing companies with sales forces ranging from 10 sellers to 5,000+, and published the results in The Top-Performing Sales Organization Benchmark Report. They analyzed what organization factors correlated to higher win rates—and the results are significant.  In this interview we will try to cover:
 
  • 3 sales skill areas all organizations need to pay attention to
  • 5 ideas for strengthening your sales process—for both leaders and individual sellers
  • What your organization needs to do to drive revenue growth
  • Surprising findings around sales training and seller motivation
  • How Value-Driving Sales Organizations excel in revenue growth, value pricing, win rates, sales force retention, and more
  • How Top Performers differ from The Rest in sales process maturity, sales training focus and investment, sales skills, sales results, and more

Mike Schultz, President, RAIN Group

President of RAIN Group, Mike Schultz is world-renowned as a consultant and sales expert. He is bestselling author of Rainmaking Conversations: How to Influence, Persuade, and Sell in Any Situation (Wiley, 2011) and Insight Selling: Surprising Research on What Sales Winners Do Differently (Wiley, 2014), and was named the Top Sales Thought Leader globally in 2011.
 
Mike and the team at RAIN Group have worked with organizations such as Hitachi, BNY Mellon, HP, SAP, Boeringer Ingelheim, Deloitte, Harvard Business School, and dozens of others to unleash their sales potential.
 
As a sales leader himself, Mike oversaw a sales force at a leading business-to-business company, engineering growth in his division by 800% in a four year period while increasing margins significantly. Mike has also personally sold tens of millions of dollars in products and services to companies across industries and of various sizes.
 
Mike is a graduate of Brandeis University in Waltham, MA with a B.A. in American Studies, and holds an MBA from the F.W. Olin Graduate School of Business at Babson College.
 

About the Rain Group

           
Over the past two decades, RAIN Group has grown into a recognized leader in sales improvement with an international client base. We've helped hundreds of thousands of salespeople, managers, and professionals in more than 62 countries increase their sales significantly with our sales training, sales consulting, and sales coaching services.
 
Led by Recognized Sales Experts
 
RAIN Group is led by industry luminaries Mike Schultz and John Doerr, two of the world's most respected sales experts, named as the Top Sales Thought Leaders globally. We are leaders in sales research and publishing, including the bestselling book Rainmaking Conversations, Insight Selling, What Sales Winners Do Differently, and The Benchmark Report on High Performance in Strategic Account Management.
 
Sales Training Company Focused on Unleashing Sales Potential
 
We help our clients succeed in each area of the Sales Competency WheelSM, and make sure the wheel is working the best it can to unleash sales potential at their companies. Our suite of sales training programs cover everything your sellers need to become top performers.
 
For us, good is not good enough. We are constantly innovating, working on the leading edge of selling and sales training research, thinking, methods, and technologies. Only by constantly striving to be the best can we be most helpful to our clients and most impactful to their selling results.
 
Specialized in Sales Improvement for the Complex Sale
 
The complex sale presents a unique set of challenges. It can be a long sales process that requires prospect and client education, high-dollar investments, multiple decision makers, team selling, and stiff competition. You must connect, influence, persuade, collaborate, and sell the impact of your solution. And often the opportunity is not in reacting well to client-driven demand, but driving demandthrough your sales and delivery teams.
 
We specialize in working with companies who face a complex sale or who sell complex products and services.
 
Global Sales Training Company
 
With offices across the US and internationally in London, Geneva, Johannesburg, Dehli, and Sydney, we have a global footprint allowing us to serve clients all over the world. We've trained hundreds of thousands of professionals and have worked in more than 62 countries.
 
RAIN Group is a Sales Training Company that Will Help Unleash the Sales Potential of Your Team
 
Take the first step to sales improvement today. Give us a call at 508-405-0438,send us an email, or fill out our contact form to learn how you can improve sales performance at your company.

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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

8
Dec

The must-have sales analytics to control revenue growth!

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Sales managers need every advantage in an increasing fast paced sales world but the volume (or lack of it) of analytical information from the company can stress even the most best sales manager. In this short interview, Derek Grant of SalesLoft takes us through the absolutely must-have-analytics that every sales manager needs to control their future revenue stream. Marketing managers are invited to listen. The host is Jim Obermayer.


About our guest:

Derek leads SalesLoft's sales organization, which is focused on helping sales development practitioners schedule more, qualified meetings. Prior to joining SalesLoft, Derek served as the architect of Pardot’s sales process, leading the organization from pre-revenue startup to $100M exit to ExactTarget (subsequently acquired by Salesforce). Derek is a native son of Florida and holds a bachelor's degree in communications from Florida State University. 

About the company: 

SalesLoft is the simplest way to convert prospects into qualified appointments. Build a cadence of phone calls and sales emails for your team to follow consistently. Automatically track and log sales emails and dials into Salesforce, saving time for Sales Development Reps to have more conversations with our integrated sales dialer.


------------------

This episode is generously sponsored byThe 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, visitBuildPipeline.comor 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 atwww.validar.com




27
Jul

If I had a nickel: Google Analytics, more than just pretty charts.

Watch Now:
 
If I had a nickel...your website stats, more than just pretty charts
When you log into +Google Analytics , what do you see? If it’s neat looking graphs and tables, well, we need to talk. There is some serious intel that you can get from your web stats, stuff that will help you make real business decisions about how to use your website and your online marketing strategy. And nobody knows how to get us set up and on the right track than +David Kutcher . 

In this episode, David covers topics such as:
  • What if you have more than one site? Should they be under one account or different accounts?
  • What about subdomains? One property or several properties with URL filters?
  • What are annotations in analytics? They are like your own diary of your website and the changes you make - David LOVES these and we cover them starting at about the 20 minute mark until the break.
  • Do you know how to view and edit your analytics? If it's your site or your company's site and you are responsible for the results - you need access!
  • David tells us his favorite charts.
  • His big take away tips include how to get people interested in reading analytics? HINT: It's not a lot different from when you were a kid at bedtime.


*******MEET DAVID KUTCHER******
David is the co-owner of +Confluent Forms LLC  a boutique firm providing branding, graphic design, web design, web development and custom software development services and has been in the business since '97 and incorporated his business in ‘02. His clients have included Fortune 100 companies, major banks, large non-profits and universities, to small mom & pop businesses and charities. Probably over 200 sites and clients by now...

David started as a web designer, transitioned to a web developer, then to an information architect and online strategist.

David’s company also is the brains behind the RFP Database, one of the largest online marketplaces for requests for proposals in the world, with over 120,000 registered users and having hosted over 100,000 requests for proposals.

Web: http://www.confluentforms.com
Google+: https://plus.google.com/+davidkutcher
Google+ (page): https://plus.google.com/+confluentforms
Twitter:@confluentforms
LinkedIn: http://www.linkedin.com/in/davidkutcher/
Helpout: http://helpouts.google.com/+davidkutcher

Did you miss our previous discussions?
"If I had a nickel...Webmaster Transitions: Pleading Ignorance Doesn't Fly"  http://bit.ly/finchshovi1 
If I had a nickel... Detangling Your Business on da'Google http://bit.ly/finchshovi2 


========Your Series Hosts========
+Susan Finch  - Marketing, PR & Web Pro for DECADES! 
With a background in public relations and advertising since 1986, Susan is a "gentle guide for clients trying new venues online." She engages those skills as she helps create an online presence that will appeal to existing and future clients and/or investors. All these factors are considered before she constructs a suggested plan for clients. It goes way beyond an online presence.

Web: http://susanfinch.com
Google+: http://plus.google.com/+susanfinch
Twitter: http://twitter.com/susanfinchweb 
Shout-out:http://binkypatrol.org 

+Stephan Hovnanian  - Web strategy, Google+ for Business
Stephan Hovnanian is a web strategist and email marketer for Shovi Websites, author of the Google+ Pro Tips series of ebooks on Amazon, and host of a weekly webcast called Google+ Business Spotlight. Stephan distills the content and advice out there on the Web into useful and applicable ideas to help your business make the most of its online presence.

Web: http://www.websighthangouts.com
Google+: https://plus.google.com/+StephanHovnanian/about
Twitter: https://twitter.com/stephanhov 
3
Jun

How to ID Your Best Prospects out of the Primordial Slop

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Host Jim Obermayer discusses with Tony Tissot, director of Marketing at eTrigue,  how to extract the most qualified prospects from the masses of inquiries that most companies create.  When salespeople are surveyed they always say, “ I want more leads.”    Three months later they say, ”You misunderstood me, I want more qualified leads.”  Tony is going to share how this is done. 

 

About Tony Tissot

Tony Tissot has been an advocate of marketing automation capabilities since before the term was coined, while running marketing and corpcom for a $2B division of a Global 50 company and later, two successful technology start-ups.  Tony Tissot is currently Sr. Director of Marketing at eTrigue, a pioneer in marketing automation. twitter @tonytissot
 

About eTrigue

eTrigue provides easy-to-use Marketing Automation solutions to help you identify hot leads and close more sales. eTrigue DemandCenter marketing automation creates, executes and tracks powerful multi-channel demand generation campaigns, email marketing campaigns, and online activities with real-time lead alerts, automated lead scoring and reporting, and search-based profiling without requiring dedicated staff or IT integration.
  • Target and nurture your best prospects easier
  • Align Sales and Marketing to drive revenue faster
  • Improve ROI and accountability with measurable results
 eTrigue helps generate and qualify sales leads, shorten sales cycles, and increase revenue. In addition, eTrigue’s advanced analytics give marketers the tools they need to measure results and demonstrate true ROI.
 
Software-as-a-service, eTrigue DemandCenter Intelligent Demand Generation solutions combine sophistication with ease of use. No dedicated resources are required to run eTrigue marketing automation or to make changes to achieve a better fit with your marketing and sales process. And because we understand the inherent value of volume in sales, our flat-fee pricing allows for an unlimited number of company users with unlimited campaign frequency and customer activity—promoting, not penalizing, your company’s growth and success.
 
Successfully enabling customer demand generation programs for 25 years, eTrigue was initially developed by one of Silicon Valley’s leading marketing and demand generation agencies. Inspired by the difficulty of running demand generation programs for startups and for multinational clients within the constraints and limitations of cumbersome, or feature-light applications, the eTrigue marketing automation and sales acceleration solutions were developed to fill a need for a better demand generation solution.
 
The eTrigue DemandCenter automated marketing solution has been such a success that demand outgrew the high-tech agency. With years of development completed, over 3,000 successful demand generation programs launched, and a strong customer base growing more than 100% per year, eTrigue Corporation was officially launched.
 
When it’s time for your sales to take flight, contact eTrigue Corporation at 800.858.8500.
 
3
Jun

Best Hire you’ll make this year: Predictive Sales

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SLMA Radio host Jim Obermayer chats Justin Shriber, VP of Products of C9, the predicative analytics company.  It really comes down to a twist to that well-known saying “What you don’t know can hurt you.” 

Companies sit on piles of information and then can’t seem to forecast sales results in a reliable manner. In this interview Justin shares what can be done about forecasting failure and how to optimized revenue across the value chain.   The end result is, the information you already have can generate revenue as surely as another person, if you know how to use it.



About Justin Shriber

Justin Shriber is the Vice President of Products at C9 where he is responsible for Product Management, Product Marketing and Strategy.  For the past two decades, Justin has focused on helping companies accelerate growth and profitability by building and executing strategies that align marketing, sales and service with the needs of the customer. At Oracle he headed Oracle’s CRM On Demand organization and at Siebel, he was one of the early pioneers of the cloud, leading product teams responsible for delivering the first generation of SaaS applications. Prior to the work that he did and Siebel and Oracle, Justin was a management consultant at McKinsey & Company.
 
He holds an MBA from the Harvard Business School and a Bachelor of Arts degree in English and Economics from the University of California Los Angeles.
C9: The Revenue Performance Company

C9, the Revenue Performance company, helps organizations analyze and optimize revenue across marketing, sales, service and support. Only C9 Applications and Active Data enable companies to increase revenue by improving visibility and predictability, generating more accurate forecasts, and identifying revenue risk.

Going Beyond BI and CRM

Only C9 provides Active Data Services and Analytic Applications that optimize Revenue Performance across the entire Revenue Supply Chain. Going far beyond the limits of CRM systems and BI platforms, C9 products deliver high-value, insights—in the form of alerts, reports, dashboards, and pipeline and forecasting solutions—to business users at their moment of value, anytime and anywhere. These insights empower users to focus on key deals, identify risk, manage teams more effectively, increase forecast accuracy and grow revenues.

Driving Revenues for Industry Leaders

C9 helps grow revenues for industry leaders including Avaya, BMC Software, CA Technologies, EMC2, LinkedIn, Pandora, Progress Software, Siemens, Splunk and Stanley Black & Decker.

C9 Headquarters
177 Bovet Road #520
San Mateo, CA 94402
Headquarters: +1.650.561.7855