Everyone, yes everyone, knows that trade show leads close faster than any other type of lead (fewer steps in less time). With the fixed cost of a trade show going in, the challenge is how an average company can get the maximum number of qualified leads. Double the number of qualified leads, (which reduces your lead cost in half) and you will increase sales by 100%. Sounds farfetched but not really; our guest George Rebhan of LeadValu will tell us how to do it. The host is Jim Obermayer.
About our Guest George Rebhan
George is president and co-founder of LeadValu LLC, and an accomplished entrepreneur and product development expert with over 30 years of experience. He’s been part of the founding or executive management team for a number of start-up or early stage companies. George also played a key role in the acquisition planning/strategy and post-acquisition integration for those companies. Read the rest of this entry »
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.
How to Get a Meeting with Anyone.
- Wentto #1 in several categories
- #2Top New Release in Sales & Selling
-TopSales World Book of the Week
-Named this week 3/9/16 one of the Hot 100 Best Business Books by Books Blizz
What is Contact Marketing?
Contact Marketing Radio
Known as the performance marketing conference, LeadsCon is for companies that rely on lead generation to drive their revenue.
Warren Pickett - Content Director, LeadsCon
As the content director forLeadsCon events, Warren brings more than a decade of event programming experience and more than 20 years of experience in B2B print, online and digital media. He helps drive engagement in the performance marketing marketplace and brings together marketers, executives, agencies, technology & service providers, entrepreneurs, corporate communications experts and audience development team members to help foster B2B and B2C communities in real-time at face-to-face, in-person events.
Cory Smith - Show Director, LeadsCon
Cory joined Access Intelligence in 2013 to manage and grow the LeadsCon Community, the leading source of business information for the performance marketing and Lead Gen industry. Cory is a veteran of twenty-two years in business media having managed two Tradeshow Top 100 events and recognized for having managed two of the fastest 50 growing events in the industry. Prior to joining AI Cory was the Director of Events at Mining Media International, where he was responsible for launching new events and growing a portfolio of seven conferences and tradeshows in the mining and construction marketplace. Prior to his role at Mining Media International, he served as Vice President of Events for both Nielsen Business Media and F+W Media. In these roles, he managed several industry leading events: Kitchen/Bath Industry Show, Medtrade, and the HOW Design Conference. Cory is a graduate of the University of Georgia with a BBA in Risk Management/Insurance. ;http://www.leadscon.com/about-us
Since 2005, Validar Inc. has helped B2B event marketers better understand and articulate their value. Validar’s goal is to close the loop between event marketing and sales by enabling through technology the ability to driving relevant activity to sales while measuring the performance of each customers event marketing campaigns. With Validar you can now truly understand the economic value of your event marketing efforts.
Whether you’re producing a seminar series, user’s conference, lunch and learn, or exhibiting at a tradeshow, If the primary purpose is generating renewed interest in your products and services, Validar is the perfect fit.
From capturing leads at tradeshows to managing onsite registration, tracking session attendance, gathering feedback, and providing sponsors lead retrieval they have a full suite of solutions for you. These tools deliver useable data that supports your goals and measures your performance against measurable, actionable objectives. Validar will always provide 100% effort in understanding your event marketing goals and objectives, and our promise is to meet or exceed your expectations at every event.
Call Validar at 1-888-784-2929 or text the word Validar to 878787 to learn more.
Can Artificial Intelligence Find your Next Customer?
Alex Terry, Chief Executive Officer
Carl Landers, Senior Vice President and CMO
Book Review with the Author: Maximizing Lead Generation: The Complete Guide for B2B Marketers
Author Ruth P. Stevens is interviewed on August 13, 2015, 10:30 Pacific time by SLMA Radio Host Jim Obermayer about her book Maximizing Lead Generation. We will discuss her step by step lead generation recommendations, see if the top media options have changed in the time since the book was published and if her predictions on the ways lead generation is going to evolve has started to come true.
About the book: Maximizing Lead Generation: The Complete Guide for B2B Marketers
Paperback, 11 Chapters, 199 pages plus index
- The Case for Lead Generation
- Campaign Planning
- The Marketing Database
- Campaign Development
- Campaign Media Selection
- Response Planning and Management
- Lead Equalization
- Lead Nurturing
- Metrics and Testing
- The Fast Evolving Future of Lead Generation
About Ruth P. Stevens
Ruth P. Stevens consults on customer acquisition and retention, teaches marketing at business schools in the U.S. and abroad, and is a contributor to HBR.org, AdAge, Biznology and Target Marketing Magazine. Crain's BtoB magazine named Ruth one of the 100 Most Influential People in Business Marketing. Her newest book is B2B Data-Driven Marketing: Sources, Uses, Results. She is also the author of Maximizing Lead Generation: The Complete Guide for B2B Marketers, andTrade Show and Event Marketing, and co-author of the white paper series, "B-to-B Database Marketing." Ruth is a director of the HIMMS Media Group and the Business Information Industry Association. She also serves as a mentor to fledgling companies at the ERA business accelerator in New York City. She is past chair of the DMA Business-to-Business Council, and past president of the Direct Marketing Club of New York. Ruth has held senior marketing positions at Time Warner, Ziff-Davis, and IBM and holds an MBA from Columbia University. Learn more at www.ruthstevens.com.
Companies create new prospects every day, while often ignoring that salespeople give up on most prospects within 1-2 phone calls and in less than 30-60 days. They move on to the low hanging fruit of short term buyers and ignore that research shows that 75% of the purchasing decisions are made in the 4th to 12th months. In this interview with Chris Lynde, CEO of dbSignals he tells how to maximize the leads you have already. The host is Jim Obermayer.
Linda currently serves on the Mayor’s Council for the Arts for the City of Philadelphia, is a Director of the Pennsylvania Academy of the Fine Arts, and a Director of the American Poetry Review. She served on the United States Small Business Administration President’s Council from 1991 to 1993.
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.
- 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
Outsourcing of sales, not just sales lead qualification is growing, so say many of the people SLMA Radio Host Jim Obermayer knows and interviews. In this SLMA Radio Interview with Jeffery Feuer, president of the Customer Solutions Group, the two of them tackle the subject of how outsourcing can increase sales in 90-120 days.
- Can a company expect increased revenue in 90-120 Days?
- Why and when should someone outsource their sales?
- Are sales outsourcing more or less expensive than doing it in-house?
- Is sales outsourcing an all or nothing proposition?
- What is warm transfer?
- How good are appointments that are set by an outsourced service?
- What should someone look for when they select an outsource vendor?
- Besides good salesmen, what are the most important elements for successful outsourcing?
- Architecture / Engineering / Construction
- Accounting & Finance
- Government Contracting
In this interview, Eric Jacobson, Co-Founder and CFO of Amplifinity, makes the argument that branding and brand advocacy is more important than ever as a source for qualified leads.
About Eric Jacobson, President & CFO
Host Jim Obermayer will Interview Jenny Vance, co-founder and president of LeadJen and tackle subjects such as:
- Why do internal lead generation staffs so often fail?
- What kind of process needs to be in place to improve the outcomes of lead generation?
- What kind of technology ( telephone solutions, data analysis, etc.) need to be in place for a lead generation team to succeed?
- What are the fundamentals lead generation teams?
- How do you know when you have quality data and what should you do with it?
About Jenny Vance
Co-founder and president, LeadJen
Founder and CEO, PlanSoon
Jenny Vance is one of the leading women entrepreneurs in Indianapolis. She is the founder of LeadJen, a lead generation company, which she has grown to nearly 100 employees serving hundreds of companies across the United States, ranging from start-ups to Fortune 500. She also is co-founder of SalesVue, a CRM software solution.
In 2012, Jenny founded PlanSoon, a social network that helps people try new things and meet new people. PlanSoon was selected as one of three companies to be featured in the inaugural VentureCamp docu-series and tech accelerator program.
Jenny has received numerous awards. For three consecutive years, she was honored by the Sales Lead Management Association (SLMA) as one of the 50 Most Influential People in Sales Lead Management. She also was recognized by SLMA as one of 20 Women to Watch. Direct Marketing News and the Indianapolis Business Journal named Jenny to their 40 Under 40 lists, and she received the McDermond Medal for Excellence in Entrepreneurship in 2013. LeadJen was named a Mira Award winner by TechPoint in 2013 and was recognized as one of the 2012 Indiana Companies to Watch.
Jenny received her bachelor’s degree from DePauw University, where she was a Management Fellow. She is an active member of the Entrepreneur’s Organization, serving as president of the Indiana chapter. She also is the founder of the Indiana chapter of The American Association of Inside Sales Professionals (AA-ISP) and an active member of the National Association of Women Business Owners.
Jenny is a frequent speaker and author of numerous articles on entrepreneurship and lead generation.
LeadJen is a B2B lead generation company that helps corporate sales and marketing teams drive more revenue and better understand their market. LeadJen’s scientific approach, proven methodologies and market intelligence drives revenue for clients in various industries including healthcare, manufacturing, retail, financial services, life sciences and high tech. Based in Indianapolis, LeadJen is an Inc. 5000 company. Founder Jenny Vance is recognized by the Sales Lead Management Association as one of the 50 Most Influential People in Sales Lead Management and was named a 40 Under 40 by both Direct Marketing News and the Indianapolis Business Journal. More information is available at www.leadjen.com and on Twitter @LeadJen_LLC.
SLMARadio host Jim Obermayer visited Tech Marketing 360 at the Ritz-Carlton Hotel in Laguna Niguel, CA on Feb 19th. He interviewed Gayle Wolski , the General Manager of Tech Marketing 360, plus an in depth interview with Aseem Badshah, and Kevin Yu, founders of Socedo a very unique lead generation company.
Other interviews included:
- Russ Danner, Crafter Software
- Dharmesh Godha of Advaiya Solutions
- Elena Vaysman, Hoovers’ Inc.
- Joanne F. Valentino, The Medical Letter
- Douglas McDonald, Transiris Corporation
Tech Marketing 360 Description
Technology is the most dynamic and challenging specialty in the world of marketing. Tech Marketing 360 is dedicated to you - the technology marketer- the unsung hero of a multi-billion dollar engine of economic growth. Our mission is to build a community of tech marketers, for tech marketers, and at this path-breaking event, you’ll gain insight from the top thinkers at top companies, and be immersed in a community of practice, sharing, teaching and learning that will supercharge not just your skill sets, but your strategic vision.
Over three days at Tech Marketing 360, 400 senior-level tech marketing professionals will discover the most current and cutting-edge innovations and strategies to drive marketing success. Attend educational sessions across five tracks, hear inspirational keynotes, meet with top industry sponsors, and engage with your peers at special networking receptions in an intimate, upscale setting at the Ritz-Carlton Laguna Niguel.
At Tech Marketing 360 you’ll learn how to:
- Develop the right mix of digital and traditional channels
- Find new ways to scale your messaging and sales enablement at low cost
- Navigate the change from packaged, on-premise solutions to Cloud-based and subscription models
- Leverage social and mobile technologies to drive real business outcomes
- Combine deep subject-matter expertise with the need for horizontal and multi-audience solutions
- Bridge the gap and learn how to identify, engage with and market to CIOs, IT, developers and other technology-buying decision makers