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Sales Lead Management Association Radio

4
Apr 2017

7 Ways to Lead Your Team When You Don’t Have the Answers

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Don’t wait till you’re at the end of your rope.  Take steps to avoid burnout, and align your everyday tasks to your business goals.  In this interview with Jessica Dewell we discuss her 7 ways to lead a team how to avoid brain clutter, how to respect your intuition and when is too much time management really too much.  The host is Jim Obermayer Read the rest of this entry »

24
Feb 2016

The Four Things Every CEO Needs to Know About Sales Management

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Most CEO’s admit that they are competent in finance, lag in manufacturing, unknowing about engineering, unfamiliar with quality control, and innocent about marketing.  When it comes to sales, however, it seems CEO’s always feel they are experts at sales management and in most cases this is dangerous.  It is always dangerous to not know what you don’t know.  In this program, author and radio host Andy Paul discusses the four things every CEO should know about sales.  The host is Jim Obermayer.

About Andy Paul

Andy Paul , the founder & CEO and founder of Zero-Time Selling, Inc., is a leading expert on maximizing the value of your selling to help customers make fast and favorable decisions. He is recognized as one of the leading global experts on social selling. Andy is also the author of the award-winning book, Zero-Time Selling: 10 Essential Steps to Accelerate Every Company's Sales. Zero-Time Selling® reflects Andy’s knowledge that in today's hyper-competitive sales environment "how" a company sells its products and services is as important as "what" they sell in creating value for the customer and effectively differentiating their company and offerings. With more than 30 years in the sales business as a successful sales professional and sales vice president in companies ranging from raw startups to Fortune 1000. Andy is a frequently sought-after speaker, trainer, executive sales coach and sales process consultant. He splits his time between offices in New York City and San Diego.
 
Email: andy@zerotimeselling.com
Twitter: @zerotimeselling
Accelerate Radio
Phone: 619-980-4002


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This episode is generously sponsored by adView.cfm?id=383The 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 VanellaGroup.com or call 888-335-0340

adView.cfm?id=396

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



16
Feb 2016

Women, if you want to achieve more, DO something about it.

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250-SLMARADIO-crater-hopkins.jpgWhen you want to get further in your career, position, earnings - look to those who are already there and are still growing. Let people take notice of you for your skill, to-the-point explanations, persuasiveness, confidence. Listen to Bonnie Crater and Jeanne Hopkins speak on this topic and tell you some of what they recommend and have followed themselves. All of the answers can't be found in books or motivational talks. You learn in the trenches by observing those who are ahead of you. You achieve it by asking them pointed questions as to how or why they chose a plan, a tactic or response.

Taylor Swift in her Grammy acceptance speech was heard saying, "As the first woman to win album of the year at the Grammys twice, I want to say to all the young women out there: there are going to be people along the way who will try to undercut your success or take credit for your accomplishments or your fame," And she wasn't done - at the end of the evening she continued with, 


"But if you just focus on the work and you don’t let those people sidetrack you, someday when you get where you’re going, you’ll look around and you’ll know it was you and the people who love you who put you there and that will be the greatest feeling in the world."


Bonnie Crater is the CEO of Full Circle Insights
Under Bonnie’s leadership, Full Circle Insights gained market traction , doubled year over year and recently closed a Series A. With a steady vision, she led products to market that helped customers like Jobvite and Influitive make marketing impact visible to boards/investors this year. By intentionally building a team-first workplace culture, Bonnie created a passionate team that delivers groundbreaking martech solutions.

Jeanne Hopkins is CMO of Continuum Managed IT Services
Jeanne Hopkins has built a powerhouse metrics based sales and marketing team at Continuum that drives quality leads and revenue for MSP partners. She has been honored by SLMA with “50 Most Influential Sales Lead Management,” 2011– 2014 and “20 Women to Watch in Sales Lead Management” for four years.

Jeanne is always ahead of the curve when it comes to the latest in inbound marketing and lead generation strategies. And she is always sharing her knowledge with her team and others through speaking, mentorships, various advisory boards and more.

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This episode is generously sponsored by adView.cfm?id=383The 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 VanellaGroup.com or call 888-335-0340

adView.cfm?id=396

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

28
Jan 2016

Follow the money - that’s marketing’s role with Paul Petersen

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250-SLMARADIO-petersen-follow-the-money.Marketing departments spend from a few percent of yearly sales to 20% or more.  If marketing managers can't follow the money they aren't doing their job.  In our program this week with Paul Petersen, GM and Vice President of GoldMine Software we discuss ways that marketing management can make better decisions in lead generation and lead management by following the money.  This program is live, not scripted and the host is Jim Obermayer.  Mr. Petersen was a guest on SLMA Radio when he addressed the subject:  Why CRM is NOT a settled science!   It is one of the most listened to programs so far in 2015.

 

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.

 

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
15
Dec 2015

Why leadership campaigns are important to nominees and those nominating

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With the announcement of the 40 Most Inspiring Leaders in Sales Lead Management, Jim Obermayer and Susan Finch discuss the not so obvious reasons campaigns like this are important. It's not just about building your contact lists, email lists and gaining members. It goes way deeper than that.

They will cover the evolution of such recognition campaigns within the history of the SLMA and other organizations. Points to include the value to the nominees, their companies but also to those who are nominating people. Join them for this, tweet your questions and comments before, during and after this episode. 

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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

29
Oct 2015

How to Stop Jerks from Ruining Your Company!

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We've worked with them and for them: the jerks. Those that are bullies, rude, bad-mannered, impolite, they disrupt meetings, are late to meetings, they are know-it-all people that are toxic to the organization. The guest this week, Christine Crandell of New Business Strategies says it doesn't have to be this way. Department managers and HR Departments can work to avoid the jerks and hire those that are team members. It may be testing, it may be a list of character traits that the company publishes and holds everyone accountable to. Yes, you can warn people about being a jerk and fire someone for being a jerk; learn how. Christine insists it can be done. The host this week is Jim Obermayer

About Christine Crandell – President

Christine Crandell is a 25-year B2B expert in market strategy, and building successful, profitable organizations. Her work with CEOs and Boards is focused on helping them understand how to optimize their strategy and align their organizations to accelerate revenue. As President of New Business Strategies, she leads the international strategy consulting firm and has advised more than 100 CEOs and Board of Directors in North America, Europe and Australia in areas including M&A, market category creation, company strategy, and go-to-market planning. She advises CEOs and Boards on how to align messaging, structure and culture with the customer to dramatically improve company performance.
Christine holds Board of Advisory roles with several early stage companies. She also lectures at San Francisco State, University of San Francisco and Golden Gate University where she was the recipient of the 2005 Ageno School of Business, Stanley Price Adjunct Professor Award. Christinerude, was named as one the "Top 50 Influential People in Sales and Marketing in 2012", "Top 15 Leaders in Social Selling", "Top 20 Women to Watch in 2012" by the Sales Lead Management Association ("SLMA"), and as one of Silicon Valley's Most Influential Women for 2010 by the Silicon Valley/San Jose Business Journal.
An accomplished writer and public speaker, Christine has been published in BusinessWeek, CMO.com, and is a blogger for Forbes.com, CMSwire, and HuffingtonPost. She holds an MBA from Florida Atlantic University and DBA (abd) from Golden Gate University.
Follow her personal blog at www.christinecrandell.com and on Twitter @chriscrandell. She can be reached at christine.crandell [at] newbizs.com

About New Business Strategies

New Business Strategies is a customer engagement and strategy consulting firm focused on helping B2B and B2B2C companies to become customer-led organizations. Our clients see measurable improvement in their customer retention rates and achieve more predictable revenue by understanding and operationalizing the expectations of their target markets. Becoming a customer-led organization doesn't require black magic, complicated methodologies or huge teams of consultants, it comes down to aligning processes, culture, and technology to outward to what drives value in the eyes of the customer.

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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, visitBuildPipeline.com or call 888-335-0340

and byValidar
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 
19
Oct 2015

Marketing Management must Change or be Fired Says Author Carlos Hidalgo!

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The author of Driving Demand by Carlos Hidalgo discusses with the host Jim Obermayer why B2B lead generation and marketing in general has changed so dramatically. Carlos just doesn’t talk about the issues; he discusses how the transformation of the buyer is creating an upheaval in sales and marketing in departments. This interview discusses why CMO’s are under pressure to perform, why so many people in marketing are in different silos with so little connection to their salespeople. Frank talk from Carlos can make the most stoic marketing manager think about change as a necessary tactic for survival.
 

About Carlos Hidalgo  Chief Executive Officer and Principal

Twitter: @cahidalgo
Carlos is an innovative thought-leader with over 20 years’ experience as a B2B marketing practitioner and industry visionary. Carlos is widely recognized for his expertise in strategic integrated marketing, Demand Process, Demand Transformation℠ and marketing automation. As CEO and Principal of ANNUITAS, Carlos drives strategy and leads core practice teams to Transform Demand℠ for enterprise clients globally. Carlos has been named one of the 50 Most Influential People in Sales Lead Management for the last five years and was named as a Who’s Who in BtoB Marketing in 2011 and 2012. Prior to ANNUITAS Carlos was responsible for global SMB marketing at BMC Software and held a similar role at McAfee. Carlos received his bachelor’s degree in business communications from Cedarville University in Ohio.

About  ANNUITAS:

ANNUITAS is a demand generation and change management firm that helps B2B marketing and sales leaders at enterprise organizations build and execute demand generation that is more buyer-centric, revenue-optimized and operationally-minded. ANNUITAS delivers this via its Demand Process℠ methodology. ANNUITAS works with clients to determine their demand strategy and process, drives execution and then helps clients achieve self-sustainability and longer-term optimization.

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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 
 
12
Oct 2015

SLMWeek: Lead Management isn’t about implementing software.

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During this celebration of Sales Lead Management Week, we interviewed Richard Brock of Leadlife in 2014. It's still relevant, we still haven't learned. Richard Brock, who many say is the founder of customer relationship management and consequently modern sales lead management. We tackled the difficult subject of why lead management continues to be a failure at so many companies. Why do they think that by just putting in a software product they will instantly increase sales?

About Richard Brock 

Richard Brock is a tech-savvy, entrepreneurial software development professional with over 30 years of experience in CRM Solutions and deep roots in Marketing Automation. He is the co-founder and CEO of LeadLife Solutions, a provider of an on-demand lead management solution that drives revenue by bundling state-of-the art marketing automation technology with lead management systems to maximize sales opportunities. He is a board member of the Technology Executives Roundtable, mentor to various technology companies and Founding Father of CRM. 

Richard pioneered the Sales Force Automation space by starting Brock Control Systems (Firstwave Technologies), which became the leading provider of web-based Customer Relationship Management applications. 

About LeadLife Solutions 

LeadLife was founded and designed by experts with lots of sales, marketing and customer relationship management experiences. We understand the pressures placed on sales and marketing departments to hit numbers. Whether it’s a sales execution tool, a marketing automation solution or both, LeadLife’s proven platform provides companies flawless execution of their marketing and sales strategies. And we are there to help. www.leadlife.com 

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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
15
Apr 2015

Gender Equality at the C-Level: Is it possible?

Watch Now:
Inspired by Patty Murray, formerly of Intel, Bonnie Crater, CEO of Full Circle CRM, wrote this article about taking a play from the NFL. Combine these thoughts with those of Patty Murray about gender equality at the executive level, especially the C level, we have some work to do. 
Some thoughts from Patty that Bonnie & Susan pondered: 
  • Ambition – and how it’s expressed – often looks very different in women.
  • Isolation affects women’s advancement more than we think.
  • Intentional, tailored development and flexibility is critical.
  • Women don’t want to be singled out as technical females.

How do these resonate with you? Do you agree, disagree? What is your company doing to address the imbalance in this area? Is it enough?
Phil Fernandez of Marketo doesn't think it is. He is committed to adding two more women to his executive level, bringing it to 4 and 4. He's also looking to increase the number of women on Marketo's board by 3. 
Decide to make a change. Listen to this passionate show and take the challenge.
4
Feb 2015

Why did the BMA and ANA Merge?

Watch Now:

In this interview with BMA Chairman Stephen Liguori and Executive Director Al Maag, SLMA Radio host Jim Obermayer asks why the oldest B2B association in the industry with an annual conference of 1,000 attendees , 16 chapters and 2500 member would be so enthusiastic about being acquired by the Association of National Advertisers? 


As it turns out there are very good reasons for the expansion of the ANA by buying a premier B2B organization. 

  • Many B2C companies have B2B interests
  • BMA has deep experience and knowledge of B2B 
  • There are opportunities for cross over membership 
  • Both have their own conferences and will remain so. 
  • The BMA has a strong chapter presence, and the ANA doesn’t…yet. 
  • Cross-over knowledge transfer is of great interest to both