Dec 22: Best of SLMA Radio with Paula Chiocchi and Jeff Ogden

December 20th, 2011

Paula Chiocchi, CEO and President of Outward Media.

Paula Chiocchi is a marketing industry veteran whose focus is on the future. Realizing the potential of online marketing and advertising technology drives her leadership of Outward Media’s successful campaigns.

“The new technologies transform our ability to help clients significantly build their businesses. It’s an incredibly dynamic time to generate and capture qualified leads,” believes Chiocchi.

Chiocchi founded Outward Media in 1998. Under her direction, the company has evolved from a niche marketing firm emphasizing online advertising to a provider of influential email and ad marketing campaigns for Fortune 1000 companies and privately held businesses seeking greater profitability. Integrity, innovation and industry intelligence have been Chiocchi’s hallmark throughout her career. She began with Dun & Bradstreet and developed her skills by creating direct mail, online advertising and email campaigns for leading mortgage companies, financial institutions, online gaming sites, sweepstakes enterprises and e-commerce companies.

Deploying emerging marketing techniques and tools has proven critical to Chiocchi’s success. “We continually forge partnerships with innovative and reliable professionals. Our clients can expect creative, effective and efficient eMarketing campaigns that capture customers and reach their target audience,” she says. The core strengths of Outward Media – comprehensive analysis, highly attuned service, and responsiveness – reflect Chiocchi’s depth of experience. Client service is one area that she believes requires more than the latest technology. She explains that “listening and responding to customers is more than the basis of our marketing campaigns, it serves as Outward Media’s guiding principle.”

Jeff Ogden (@fearlesscomp) is President of the B2B lead generation consultancy

Find New Customers helps companies (with between 150 and 5,000 employees who sell complex products to businesses) to implement world-class lead generation programs. As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers.

He the President of the B2B lead generation company, Find New Customers. They help companies with 150 to 5,000 employees who sell complex products to businesses to implement and deploy world class lead generation programs. Why do they feel that is important? They tell us 8 out of 10 companies say the lack of quality sales leads is the #1 problem they face. So the services of B2B lead generation companies such as Find New Customers are really important. It’s their biggest problem!

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Nov. 3 Show: Michael A. Brown

October 31st, 2011

Defining Engagement and Real Person Engagement; not just through email and tweeting.

SLMA Radio will interview Michael A. Brown, one of the foremost experts on telesales and lead generation. We will ask him about the biggest mistakes marketers make, his pet peeves and what salespeople can do to improve their closing ratios.

Michael is neither shy nor retiring and his in-you-face-honest opinions are sought after by large and small companies. Michael A. Brown’s BtoBEngage consulting and training services enhance companies’ ability to approach, influence, advance, and sell. His clients range from startups to the Fortune 50. www.BtoBEngage.com. Michael has been elected as one of the 50 Most Influential People in Sales Lead Management in 2009 and 2010. He has several articles in the telemarketing section of the member’s only area and is a frequent guest on SLMA Radio. Listen in and Learn.

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June 23 Show: Paul Thomas, Lead Forensics

June 20th, 2011

Paul Thomas

Paul Thomas is the Managing Director of Lead Forensics, a next generation online lead generation tool. Having kicked off his sales and marketing career in a brochure fulfillment room at the age of 10, Paul moved up through marketing and sales departments and by the age of 20 was running his own marketing agency. 8 years on, the group now encompasses three businesses, Market Makers, Lead Forensics and the Really Group, employing over 150 people and working with some of the world largest brands.

Will Crist will ask some or all of the following questions:

What are your recommendations for Best Practices in Sales Lead Management?
We will ask about claims that Lead Forensics makes about “A Sixth Sense” in determining the best qualified visitors.
How does the Lead Forensics Software work?
How do you get contact details from people visiting a site?
Tell us about your reports. What kind of detail do you provide.
How is the software priced? Does someone buy it or use it on a subscription model?
How long does it take to get it installed and working across an entire site?
We will ask about a case history of a successful client installation.
What kind of company is the best fit for your software? Size? B2B OR B2C?
Are you compatible with most CRM Systems?

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June 16 Show: Maria Pergolino, Marketo and Bob Moore, Catapult Works

June 14th, 2011

Maria Pergolino, Marketo

Deemed by Telesmart Communication’s Josiane Feignon as “one of the most creative and spirited marketing bloggers,” Maria Pergolino leads Marketo’s inbound marketing, campaign optimization and demand generation strategies as the Director of Marketing. Her impressive 10 year online B2B marketing career spans everything from CRM, social media, content marketing, search marketing, and lead generation and nurturing.

Maria is a co-author of the most successful social media, lead nurturing, and lead scoring books created specifically for B2B Marketers, entitled The Definitive Guides to B2B Marketing. She also provides frequent contributions to the MarketingProfs blog and is an author of Marketo’s popular blog, Modern B2B Marketing, which has over 16,000 subscribers.

Maria has held management positions at companies such as Shunra, ESIS, Inc and, is Salesforce.com Certified Administrator and user group leader. She is also is a sought after speaker at numerous marketing events, and has a Marketing Degree and MBA from the School of Business at Rutgers University.

She was listed as one of the 20 Women to Watch in Sales Lead Management by the Sales Lead Management Association.

Recognized as a B2B Marketing thought leader, Maria has made significant contributions to the sales lead management and marketing automation industry. She has contributed over 100 blog posts annually to top 100 marketing blogs, as well as writing or contributing dozens of articles and white papers to drive awareness in the field of lead management. Her posts and papers are typically read by tens of thousands and she has a vast following of over 3300 in her twitter network. Maria has presented to thousands at a time, both online and at live events and has also developed much content through multimedia like video and webcasts.

Maria’s work has also been cited in multiple published articles and books, including the bestselling book “Content Rules” which specifically quotes Maria on her work in lead management. She has spoken on over 30 webinars and at 40 live events in the field of lead management, and more specifically on topics including social media, lead nurturing, content marketing, lead scoring and revenue performance management. Maria has also been a speaker for such organizations as American Marketing Association, MarketingProfs, Direct Marketing News, Online Marketing Connect, BtoB Magazine, Business Marketing Association and many more. Additional professional achievements include: Winner of several BMA B2 Awards and last year she was named one of 50 Most Influential People in Sales Lead Management.

Maria is constantly creating new ways to drive demand for Marketo. She is always one step ahead of the competition and refuses to be a follower. Maria continually strives for excellence in everything she does, and measures herself not only by her own accomplishments, but by the accomplishments of those around her. She is a fearless leader and works every day to make herself, and those she works with, better marketers.

Bob Moore, Catapult Works

Bob has built unrivaled expertise in data management, matching and ETL technologies. Bob has served as the Database Chair for the Northern California chapter of the Direct Marketing Association. In his current position, Bob works with CatapultWorks clients like Brocade, Alcatel-Lucent, Symantec and others as he manages the company's data services group and the entire database operations. In addition, he is responsible for the acquisition and adoption of new database management technologies that can be applied to enhance CatapultWorks’ services. Bob joined CatapultWorks in January of 2005 when his company, Data Direct, a leading full service database management firm, was acquired by CatapultWorks. Bob has been a strong catalyst in applying technological advances to business marketing and data management processes.

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June 9 Show: Paula Chiocchi and Jeff Ogden

June 6th, 2011

Paula Chiocchi, CEO and President of Outward Media.

“The new technologies transform our ability to help clients significantly build their businesses. It’s an incredibly dynamic time to generate and capture qualified leads,” believes Chiocchi.

Jeff Ogden (@fearlesscomp) is President of the B2B lead generation consultancy

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April 28 Show: Mary Dedrick, Kristi Gloppen

April 27th, 2011

Kristi Gloppen Sr. Manager, Web Marketing, Advertising & Sales Enablement - Xilinx, Inc.

Kristi Gloppen is an established communications professional with over ten years of B-to-B marketing experience. Her areas of expertise include: electronic direct marketing, advertising, social media and lead management. Kristi has spent the past 2 decades in the high-tech, electronics industry focused on creating sales and marketing campaigns targeting electronic engineers. She has degrees in both Communications and Business.

Mary Dedrick – Chief Operating Officer As COO Performark

Mary Dedrick is responsible for all aspects of operations and strategy development. Her keen ability to marry process and technology has been instrumental in driving Performark’s highly successful outsourcing solutions that integrate people, process and discipline resulting in sales and marketing alignment based on buyer-centric lead management processes.

With more than twenty-five years of experience, Mary is a visionary leader with a deep business process background. She understands the technical implications of complex relationships and has a proven track record of architecting and deploying innovative, results-oriented, practical solutions to a range of business and systems related challenges.

Prior to Performark, Mary was Senior Vice President of Web Enablement for Innuity, Inc., with responsibility for customer-facing elements of the business, operations, business delivery, inside sales and customer service. During her tenure with Innuity, Mary conceived and orchestrated the design and delivery of a patent-pending production process for automated web site creation which contributed to the company’s 400%+ growth in three years.

Mary has held various technology-related positions in diverse organizations and industries including Computer Power Group, Health Central (now Allina Health Systems), Baxter Travenol, Northrup King and Control Data.

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Feb. 17 Show: Malcolm Friedberg, Jason Weaver

February 15th, 2011

Commentary: James W. Obermayer, CEO of the SLMA.

Marketers are builders of wealth, but when will they take the credit they deserve?

In this short and punchy seven minutes, Obermayer pontificates on why he believes that marketers should take their rightful place as a builder of wealth. Without marketers creating a preference, raw inquiries and qualified leads, most salespeople would be off their quota attainment by 30-50% and sales expenses would soar. Come listen as Obermayer gives credit where credit is due, to marketing, the builders of wealth.

Malcolm Friedberg President Left Brain Marketing Malcolm will be asked questions about the results of their most successful demand generation program and how the company measures the ROI for the programs it creates. Left Brain Marketing is a Demand Generation strategy agency, serving some of the largest and best-known enterprise brands. The agency helps Marketing organizations develop and grow successful Demand Generation programs. Its approach leverages a proprietary Demand Generation process model – The Left Brain Model (TM) – powered by marketing automation technology. The agency delivers a full set of services that span strategy, production, analytics and optimization for Demand Generation programs. www.LeftBrainMarketing.co

Jason Weaver, CEO, Shoutlet, Inc.

Jason will be asked about recent client successes using their platform in addition to suggestions about measuring the ROI for social media.

Shoutlet provides a centralized platform that helps companies manage and monetize their social media communication. It includes Facebook and Twitter management, Social CRM, widget building, email and mobile marketing, social commerce, and real-time analytics in one easy-to-use interface. The platform gives brands and agencies the tools to create, manage, and measure their entire social media communications. Companies using Shoutlet's platform are able to better design and implement highly targeted campaigns and ultimately improve the business impact of their social media communications.

www.Shoutlet.com


James W. Obermayer CEO of the SLMA	Malcolm Friedberg President Left Brain Marketing	Jason Weaver CEO, Shoutlet, Inc.

This show is sponsored by:

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Feb. 10 Show - Ron Ploof, Lisa Horner

February 7th, 2011

Commentary: James W. Obermayer, CEO of the SLMA.

Subject: How to Estimate the number of Inquiries to make Forecast

Nothing happens in an organization without a sales forecast and yet few marketers take the forecast and estimate the number of inquiries and sales leads (qualified inquiries) that will be needed to make quota. Obermayer will tackle the subject in 7 minutes and also show the answer on the SLMA blog following the broadcast.

Ron Ploof President of Ronamok.com New Media Evangelist.

Author of “Read this First the Executives Guide to Social Media.” Social media has enabled Ron to combine his passion for storytelling with 25 years of high-tech business experience to help companies tell their own stories, in their own voice, rather than relying on third parties to do so. The ultimate benefit for businesses is that at the end of the day, they’ll own their audiences instead of having to perpetually rent others.

Ron loves to share his ideas in front of audiences large and small, having presented recently before Fortune 50 companies, PRSA, Ragan Communications, MarketingProfs, Social Media Club, Forensic Expert Witness Association, Entrepreneur Magazine, Podcamp, and the University California San Diego.

Lisa Horner, Director, Campaigns Citrix Online

Lisa has been nominated as one of the 20 Women to Watch in Sales Lead Management in 2011. We are interested in how Lisa measures the ROI for the programs she creates at Citrix online. Lisa leads the Demand Generation team at Citrix Online. Directing a team of media buyers and other demand generation pros, Lisa has led the marketing team to excellent results, including the best-ever year for the organization in 2010. She has been ahead of the curve in several cutting edge areas including use of Marketing Automation, segmenting customer lists by buyer persona to deliver customized content, and aligning goals with sales to ensure revenue targets are met.


James Obermayer, CEO of the SLMA.	Ron Ploof President of Ronamok.com New Media Evangelist.	Lisa Horner, Director, Campaigns Citrix Online

This show is sponsored by:

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Jan. 27 Show: Eric Swartzman, iPressroom and Jenny Vance of LeadJen

January 25th, 2011

Join us Thursday to hear Eric Swartzman, CEO of iPressroom speaking about 'Social Marketing to the Business Customer.' and Janny Vance, CEO of LeadJen

Eric Schwartzman of Eric Schwatrzman.com

@EricSchwartzman is coauthor of Social Marketing to the Business Customer, the first book devoted exclusively to B2B social media communications. He has been conducting monthly social media training programs for PRSA since 2006 and works as an independent online communications consultant to businesses, the US Military, government agencies and nonprofits. Eric specializes in online communications strategy, social media policy development and accelerating social media literacy within organizations. He is a frequenter speaker at professional conferences and has been producing the award-winning podcast “On the Record...Online” (@ontherecord), which focuses on how technology is changing the way organizations communicate, since April 2005.

Jenny Vance CEO of LeadJen

Across the globe, LeadJen has developed partnerships and supplied services that increase sales growth through database building, marketing campaigns, & B2B appointment setting. These advances enable any company, in any industry to improve marketing campaigns and grow sales revenue. LeadJen is consistently blazing past phenomenal benchmarks of appointment generation & pipeline growth.


Eric Schwartzman of Eric Schwatrzman.com	Jenny Vance CEO of LeadJen

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Jan. 20 Show - Ruth P. Stevens and Ken Murray

January 19th, 2011

Interviews:

Ruth Stevens, eMarketing Strategy

Ruth P. Stevens's expertise in customer acquisition and retention derives from a decade and a half of hands-on marketing for both large enterprises and start-up companies. Just prior to beginning her consulting practice, she served as chief marketing officer at an Internet company in New York City. Before that, she had broad responsibilities for direct marketing at three corporate giants — IBM, Ziff-Davis and Time Warner.

Ken Murray, CEO VanillaSoft

Ken Murray is a 30 year veteran of the Inside Sales space. He has designed and built inside sales campaigns for numerous Fortune 500 companies. His sales teams have sold over 168,000 products annually and produced north of 700 million dollars in annual sales. In 2005 Ken commercialized the product that was driving his inside sales team and founded VanillaSoft.