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Sales Lead Management Association Radio

5
Dec 2016

Marketing Enablement? Buzz Words or Facing Reality In a Changing Marketing Environment?

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250-SLMARADIO-20161208-caretsky.jpgMarketing Enablement appears to be a recent twist on sales enablement discussions.   Sirius Decisions, Seismic Solutions and others have written about the subject and there is mounting evidence that marketing must first address its own issue of marketing enablement before offering solutions to sales enablement.  In our interview with week, Larry Caretsky, CEO of Commence Corporation offers his opinion on the state of Marketing Enablement. The host is Jim Obermayer.

Caretsky offered his Predictions for 2017 on the SLM Blog and was recently interviewed on CRM Radio Sales Enablement: Clearing up the confusion.  November 8, 2016

Read the rest of this entry »

20
Jun 2016

How to use Marketing Automation to Follow a Longer B2B Sales Cycle

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Long Sales Cycles are difficult enough for salespeople to keep top of mind, much less gearing up a marketing automation program to do it for you. Too many marketers are so short of content that the longer the sales cycle the more likely that the content and communications may be lacking in specificity for each prospects need.  During this live program, Fred Yee, CEO and founder of ActiveConversion discusses how to use the “smarts” in marketing automation to your advantage for long sales cycles. The host is Jim Obermayer.

 
About Fred Yee
 
23
Mar 2016

What to Consider in Choosing a DAM system to Avoid Costly Mistakes

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Whether it is your first venture into installing a digital asset management system (DAM) or you are into your second or third generation installation, there are specific things to look for to avoid costly mistakes. In this interview with North Plains executives Mohan Taylor and Mike Verrell, they discuss with host Jim Obermayer what to consider when installing a DAM System. 

Mohan Taylor: 

As North Plains’ Chief Product Officer, Mohan is responsible for the long-term product strategy for North Plains. He has 15 years’ experience in designing and implementing digital asset management systems and has worked for some of the world’s largest organizations.

Mike Verrell: 

Mike is Pre-sales Manager for North Plains and has been working in the field of Rich Media and Digital Asset Management for over 15 years. He has experience with the challenges faced by a wide variety of industries, including alcoholic beverages, retail, manufacturing, publishing, media, creative agencies, banks and pharmaceutical, to name a few. Mike has worked with a number of large brands with both the business and IT groups in order to ensure the right solution is implemented.

About North Plains 

With over 1,400 installations supporting over one million active users worldwide North Plains is recognized as the leader in helping global brand managers, marketers, content creators, publishers and media companies to efficiently and effectively engage and connect with their target audiences through visual media including images, photos, videos and 3D designs.

North Plains’ market-leading software portfolio enables companies to address a number of needs across the Creative Marketing Lifecycle, including work-in-progress creative production systems, digital asset management infrastructure and comprehensive marketing and brand asset management solutions. In addition to providing a complete portfolio of software products, North Plains is uniquely positioned when it comes to the integration and implementation of product and software solutions with its professional services team and a rich network of resellers and global technology partners.

Since 1994, North Plains has helped its customers stay ahead of their rapidly changing marketing needs. With offices in Canada, the United States, Europe and Japan, North Plains counts many of the world’s leading companies and brands among its satisfied clients. For more information, please visit http://www.northplains.com

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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. 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
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
5
Jan 2016

How to Implement Sales Lead Automation

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What is sales lead automation? Of course there is marketing automation and sales force automation, but sales lead automation? In this interview Gabe Buck, CEO and Founder of ClickPoint Software describes what sales lead automation is and what it can do to deliver more “A” quality leads. Mr. Buck will discuss approach that simultaneously delivers leads to field sales teams, call centers, franchisees, and lead buyers. He'll talk about how proper lead filtering can increase lead quality and delete up to 27% of the leads that are “bad.”

About Gabe Buck
 
Gabe Buck is a technology entrepreneur with over 15 years of experience including building bootstrapped companies to scale, product development, marketing, business operations, and strategy.  Mr. Buck founded ClickPoint Software in 2007 with a simple mission: help marketers, call centers, and sales teams improve results from their leads and contacts.    
 
While serving as a VP of sales for an ad agency Gabe Buck  worked with a lot of companies in the financial sector that failed  at managing leads.  He found  that there  were very poor processes in place and he saw a tremendous amount of revenue being left on the floor.  Buck knew the right process combined with easy to use software could improve revenue from leads.   
 
 
About ClickPoint: Accelerate Sales and Win More Deals
 
Founded in 2007 and located in Scottsdale, Arizona, ClickPoint serves both Fortune 500 companies and small businesses. ClickPoint was born out of a desire to help companies tackle the big problem of managing leads and sales teams effectively.
 
We found many companies using CRM suites did not do a good job of integrating sales and marketing. Instead, we saw many companies integrating them in a linear fashion. We could see that companies were missing out on a tremendous amount of potential customers due to a lack of insight into lead quality, lead performance, contact to close rates, and real-time sales performance. 
 
Today ClickPoint works to help companies implement Lead Management Automation. ClickPoint integrates sales and marketing effectively and prevents sales inefficiency, resulting in increased lead quality, lead quantity, and improved conversion.
 
Mission
We extract more value from customer interactions by improving sales efficiency and performance. We do this by providing a single integrated marketing automation, lead management, and call routing solution.
  
Service and Post Implementation Support
ClickPoint is well known for providing both small and enterprise clients with excellent post implementation support. You can read more about our customer success with companies from many different verticals. Read More
 
Enterprise Development Team
ClickPoint started as an enterprise development team. We invest heavily in our team, tools, and our development process. When it comes time to integrate internal and external solutions our team is here to help, no matter the size of the project.

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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


 
9
Nov 2015

Why Only 13% of Marketing Automation Programs are Successful

Watch Now:

It's one thing to buy a marketing automation tool and install it. Its quite another thing to use it every day to manage and nurture, your most precious asset: sales leads. And yet some would say that this leading edge technology could be aptly named bleeding edge because of the effort it extracts from the users to make it work. In the interview with Justin Gray, CEO of LeadMD we discuss how to avoid being part of the 87% of marketing automation users who fail. The host this week is Susan Finch

Justin Gray , CEO & Chief Marketing Evangelist

You might know Justin from the incredible amounts of quality best practices content LeadMD churns out on a monthly basis. You might say he drank the content marketing Kool-aid. You might also say he spiked it with Everclear and slept behind a Walgreens last night. Justin founded LeadMD with the vision of being a little different, the dream of igniting a fire around marketing, fueled by "doing". The result is a true Marketing-as-a-Service offering, which has become the benchmark of excellence and a Preferred Service Partner for both Marketo and Salesforce.com. Mr.Gray has emerged as a strong voice for demand generation, value-based marketing and conversational best practices. As a recognized speaker,Justin has been published over 250 times in industry publications. Meanwhile, his Blog, The Marketing Evangelist is one of the top marketing blogs in the marketing automation the space.

Company Twitter:@myleadmd

Personal Twitter:@jgraymatter

LinkedIn:http://www.linkedin.com/in/leadmd

About LeadMD

LeadMD is a full-service marketing and sales consulting firm specializing in conversational marketing and revenue performance management. With deep expertise in Marketo,Salesforce.com and respective integration, LeadMD helps businesses make sense out of marketing automation and increase revenue by developing, streamlining, and maximizing any lead generation program. For more information, visithttp://www.leadmd.com http://navigate.leadmd.com


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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
18
Aug 2015

How Artificial Intelligence, Applied to Lead Management Finds Hot Leads

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Can Artificial Intelligence Find your Next Customer?

If salespeople don’t pursue leads, and the run-of-the-mill marketing automation system is mediocre in pursuit (but better than reps) and the average CRM system tracks but doesn’t qualify, some people say the answer is applying artificial intelligence (AI) to the issue.  AI is said to be different from autoresponders in that the system interprets intention and sentiment, avoids lost leads, and helps to surface those that intend to buy.  In the interview Alex Terry, CEO of Conversica and Carl Landers, Senior VP and CMO at Conversica help clear away the mysteries of AI and its application to sales lead management qualification.  About time.

Alex Terry, Chief Executive Officer

Alex is an accomplished general manager and leader with over 20 years of management experience in high-growth SaaS companies. Previously, Alex was CEO at Become, Inc. an award-winning shopping analytics platform providing performance-based marketing services to thousands of merchants in North America, Europe and Asia. Prior to that, Alex was EVP and General Manager of the Zoomerang.com online survey business where he introduced new lines of business, re-energized growth and managed the business through its acquisition by SurveyMonkey, Inc. Alex was also President and CEO of NeoEdge Networks and spent five years at Time Warner/AOL in senior executive roles. A technology and business model innovator, Mr. Terry holds multiple patents for his work in Internet services, integrated communications, and interactive billing systems.  He earned his MBA from Harvard Business School and his undergraduate degree from Dartmouth College.

Carl Landers, Senior Vice President and CMO

Carl has over 20 years of B2B marketing experience in high tech. Prior to joining Conversica, Carl was chief marketing officer at Serena Software, a leading provider of software development and deployment solutions to the Global 2000. He joined Serena as VP of product marketing and demand generation after serving in a similar role at CA Technologies in the company's portfolio management business unit. Carl's previous experience includes senior marketing, product management and product development roles at Niku Corporation, Tyco International and Raychem Corporation, and startups Perfect Commerce and Zoho Corporation. Carl holds a Bachelor of Science degree from Stanford University.

About Conversica:

Conversica is the leading provider of lead engagement software for marketing, inside sales and sales organizations. Driven by artificial intelligence technology, Conversica’s custom online persona automatically contacts, engages, nurtures, qualifies and follows up with leads via natural, two-way email conversations until the lead converts into an opportunity or opts out. The virtual sales assistant interprets the lead’s intention and sentiment in email replies and extracts key information, such as phone numbers and the best time to call. As a result, our customers find their next customers more quickly and efficiently, while ensuring no lead is left behind.
Used by more than 8,000 sales representatives worldwide, Conversica maximizes sales opportunities by optimizing sales team productivity and has helped create more than US$8 billion in sales revenue.
Founded in 2007, Conversica is a portfolio company of Kennet Partners and is headquartered in Foster City, California.
6
May 2015

Can Marketing Automation Build Your Business?

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Join us May 14 for this episode of SLMA Radio. Yep, we've heard all the promises of marketing automation: follow-up, nurturing, customizing response, qualifying leads, etc., etc., but the real question is, can it build your business? Can it increase revenue and is its contribution measurable? SLMA Radio host Jim Obermayer clears away the hype and discusses the bottom line potential with marketing automation pioneer Lars Helgeson, CEO of GreenRope.

About Lars Helgeson

Lars Helgeson has been in the Internet marketing space since 2000, when he co-founded one of the world's first email service providers, CoolerEmail. As a pioneer in responsible email marketing, he grew CoolerEmail to a global software company specializing in marketing communication with over 1,500 clients. In 2010, after spending several years designing and implementing a more comprehensive way to meet the needs of small and mid-sized businesses, he launched GreenRope. GreenRope is the world's first and only Business Operating System, a cloud-based platform that simplifies and consolidates a company's sales, marketing, and operations. GreenRope currently provides technology solutions to over 3,000 companies worldwide.

Lars earned Bachelor of Science and Master of Science degrees in Mechanical Engineering from Rensselaer Polytechnic Institute in Troy, NY. He also has an MBA from the Robert Anderson School at the University of New Mexico. He served in the United States Air Force for 4 years, working in the Air Force's space test program, Air Force Research Laboratory, and Ballistic Missile Defense Organization. He enjoys travel, stand-up paddleboarding, mountain biking, and ice hockey, and practices yoga whenever the forces of the universe are not aligned to keep him at his computer.

In the past several years, Lars has been a finalist in the San Diego Business Journal's Most Admired CEO and Information Technology Executive of the Year, and a finalist for San Diego Magazine's Top Tech Exec Award.
About GreenRope

GreenRope is a company built around providing exceptional value to its customers. In the past 15 years, GreenRope has have evolved from being one of the first email marketing service providers to being the only Complete CRM on the market. "Combining sales, marketing, and operations in to a single platform, GreenRope inspires collaboration with your clients, vendors, and employees and we live this collaborative culture, listening to people like you to build what YOU want to run your business."

GreenRope  Philosophy
The mission of GreenRope is to provide a user-friendly, cost-effective, and efficient way for business owners to consolidate their operations on all levels. GreenRope  aims at always understanding the present and future needs of small business owners and helping them achieve their business goals.
20
Apr 2015

Is Marketing Automation Inadvertently Becoming the New ERP?

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Guest Dan Arra, VP of Sales & Service at Alto Cloud has a unique perspective in that he discusses with the host Jim Obermayer how marketing automation could be slipping into a rigid process that resembles an ERP solution, which is not necessarily good for the customer or the salesperson. He discusses how machine learning, when added to marketing automation can push personalized communications in real time to address a customer’s immediate interest. 

About Dan Arra, VP Sales & Service

A Silicon Valley entrepreneur, Dan Arra has over twenty-five years of experience in the software industry holding various positions in sales, engineering, senior management, and product management. Most recently, Dan was the Managing Director of Macadamian, a software design and development studio with deep expertise in the telecommunications and enterprise networking industries.

A founding/co-founding member of four successful technology companies, Dan played a key role assisting two companies going public on the NASDAQ. He co-founded SCS America, which became Brightstar Information Technology Group, and aggressively grew the company to over $30M in a short five-year period. While at BrightStar, Dan’s responsibilities included worldwide sales, consulting operations as well as taking the company public on the NASDAQ. BrightStar was an e-business professional services consultancy with annual revenues over $100M with 450 employees throughout locations in the US and Australia.
An early investor and employee of Young Design Inc. (YDI), which went public on the NASDAQ, Dan was a leader in sales and business development. YDI subsequently acquired wireless networking and services companies including Terabeam, Proxim Wireless, Ricochet Networks, and others. Dan founded Gatespeed Broadband, a wireless Internet service provider and successfully sold the company and also co-founded Blackstone Solutions, a software and services company delivering program management software solutions to enterprise customers.

Dan majored in Electrical Engineering at the University of Southern California and has been an IEEE member since 1987.
 

About Altocloud

Smarter Interactions with your Online Customers and Prospects

Altocloud is a cloud platform that combines predictive analytics with voice, video, and chat interactions to identify the right website and mobile visitors and best moments for communications.  We help convert shoppers into buyers for eCommerce, connect web and mobile visitors with Inside Sales people in real-time, and streamline Customer Support experiences.  Altocloud helps businesses efficiently grow revenue, saving time and money while making customers happy.

Altocloud is based in Silicon Valley and Galway Ireland and is led by CEO Barry O'Sullivan (Bio), formerly a senior executive at Cisco and Nortel where he led multi-billion dollar businesses, including Cisco'sVoIP, Collaboration, Contact Center and WebEx businesses.

Altocloud was founded in 2013 by Dan Arra, Joe Smyth and Barry O'Sullivan and had its launch out of stealth mode in March 2014 at  Enterprise Connect, the leading enterprise communications industry event (see News).
14
Mar 2015

Stop sending newsletters, send an email instead.

Watch Now:
Before you pull the trigger, make sure you have some basic drip pieces in place. It's not about sending NEWSLETTERS. No one needs more newsletters. Think about these as sharing tips and items of interest with your contacts based on their interest and needs, rather than looking at it as a way to quickly cram your wares down their inbox. Wouldn't it be great if the 2000 on your list each shared your helpful, well-written, concise email with 2 folks, and at least one of those also gave your their email because they love the offer you give them if they "subscribe?"

Link to the checklist gift from Ely, Susan & Yvi and ongoing guides and tips to help you get started before you spend too much time in the WRONG email marketing system for your company.

Guest Panelist:

Ely Delaney is the Co Founder, Dean and Lead Trainer at Your Marketing University, a marketing education company designed specifically to help teach motivated entrepreneurs and business professionals how to take control of their marketing, online and offline. Ely has been in the marketing and multimedia design world since 1996 and is dedicated to helping businesses achieve their marketing goals without the need for expensive advertising agencies.

Subscribe to the Geekspeak Guides on YouTube, iTunes and Stitcher.

Your Geekspeak Guides:
Susan Finch - Marketing, PR & Web Pro for DECADES!

Yvonne Heimann - Your "Can Do" Geek

18
Jan 2015

Marketing Automation: Quick Wins in 30 Days

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Marketing Automation has promise, no doubt about it, but how do you turn promise into measurable wins that can be shown to management and sales? In this week’s SLMA Radio program, Justin Gray, CEO of LeadMD gives us a roadmap to get quick wins in 30 days for new marketing automation installations. The host for this program is Jim Obermayer.

 

Justin Gray, CEO & Chief Marketing Evangelist

You might know Justin from the incredible amounts of quality best practices content LeadMD churns out on a monthly basis.  You might say he drank the content marketing Kool-aid.  You might also say he spiked it with Everclear and slept behind a Walgreens last night. Justin founded LeadMD with the vision of being a little different, the dream of igniting a fire around marketing, fueled by “doing”.  The result is a true Marketing-as-a-Service offering, which has become the benchmark of excellence and a Preferred Service Partner for both Marketo and Salesforce.com. Mr. Gray has emerged as a strong voice for demand generation, value-based marketing and conversational best practices. As a recognized speaker, Justin has been published over 250 times in industry publications. Meanwhile, his Blog, The Marketing Evangelist is one of the top marketing blogs in the marketing automation the space.
 
Company Twitter: @myleadmd
Personal Twitter: @jgraymatter
 

About LeadMD

LeadMD is a full-service marketing and sales consulting firm specializing in conversational marketing and revenue performance management. With deep expertise in Marketo, Salesforce.com and respective integration, LeadMD helps businesses make sense out of marketing automation and increase revenue by developing, streamlining, and maximizing any lead generation program. For more information, visit http://www.leadmd.com & http://navigate.leadmd.com
13
Jan 2015

Images and Graphics for Marketing: Which format works best and WHY?

Watch Now:
 
Images done right – What’s the difference? png? jpeg? gif?
 
It is hammered into your head that EVERY blog post, every article and update needs an image.
We know those posts generally get the most activity – but only if they are quality and interesting images. But what about the format of those images and graphics, especially when they need to be LARGE such as on Google+ and Pinterest? There are several formats for online images: jpg/jpeg, gif and the current favorite, png.
 
Instagram allows 15 second marketing videos, Pinterest allows you to pin all images, some videos and animated graphics - but what makes the most sense to get your message out there?
 
What’s the difference?
How do we know which we want?
Can we simply rename an image?
What about saving as, a save as after saving as?
 
A copy of a copy of a copy – even digitally – begins to lose quality. We’ll give you tips on how to avoid that issue and keep your images as crisp, clear and lovely as possible.
 
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Helps:
Here is the link to Stackoverflows site, nicely describing differences:
http://stackoverflow.com/questions/2336522/png-vs-gif-vs-jpeg-when-best-to-use

And for crazy nerds, Google Developers "Image Optimization":
https://developers.google.com/web/fundamentals/performance/optimizing-content-efficiency/image-optimization
 
Free programs to edit images:
PicMonkey, Canva
 
Apps to edit images on your phone or tablet:
A Beautiful Mess!, Photoshop Express
 
Tips highlighted:
Start with the largest possible image and use SAVE AS to create variations and other formats. Name them all the same at the front and add: _500-lowres, _1200-highres, etc. so when you sort them they stay in a group and are easier to find.
 
Just because you can animate things, doesn't mean you should. Let's go back to that gooey baby from 1992!
 
Comment from event attendee, Brian Shea:
For those going back to the old days of dial-up in the 90's, keeping file size small was one of the most important lessons, as we had to upload those images via 28.8/56k.  So, we quickly understood and appreciated filesize.  When broadband came in, and digital cameras, all the new designers thought nothing of using photos directly out of the cameras.
Yes, I've seen 4mb files being used on websites.
Even for some old timers, they didn't get the concept that even though 'everyone' has broadband, the images still need to be optimized.  It wasn't until they got hit with major mobile data charges that they realized that filesize is not just about performance and speed. It's also costly.
23
Sep 2014

Rosen on Convergence Marketing and the Expectations of Generation Z

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From the Sales 2.0 Conference, SLMA Radio host interviews Richard Rosen of Rosen Convergence (the branding/direct/digital agency).  Richard tells us his interpretation of Generation Z and their mantra of “I want to make a difference and I expect you to do the same.”

 
About Richard G. Rosen CEO
Richard G. Rosen - Rosen Convergence Marketing

Richard is the originator and chief architect of Convergence Marketing. As a world-renowned marketing consultant of Convergence, Richard fuses business school analytics with creative marketing and advertising to achieve unprecedented results.

His book, Convergence Marketing: Combining Brand and Direct for Unprecedented Profits, (Wiley & Sons), is an entertaining “how to” tool for every professional in the business of marketing.

As a passionate speaker, Richard presents keynotes and seminars at business and academic forums around the world. They include Cannes Lions International Advertising Festival, the ERA European Conference, the International DMA Conference and more.

Richard is an active member of the Clinton Global Initiative which creates and implements innovative solutions to the world’s most pressing challenges. He also holds an Executive Education Certificate in Strategic CSR from Pepperdine University’s Graziadio School of Business & Management taught by former Patagonia CEO, Michael Crooke, Ph.D.

His awards include a Telly, the Caples Organization’s Emerson Award for exemplary service to the marketing community, and the first “B-to-B Marketer of the Year Award” by the International Direct Marketing Association. He’s earned 28 International Echo Awards, received recognition from experts at Harvard, UC Berkeley and DePaul University and has been featured in numerous publications.
 
About Rosen Convergence  http://rosenconvergence.com/
ROSEN’s approach to business is guided by our commitment to the Clinton Global Initiative, our status as a B Corporation and a Gold Sustainability at Work Certified Business issued by the City of Portland.  ROSEN is also a proud member of the following organizations:
2
Sep 2014

Is traditional direct marketing dead?

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Craig Huey, in this week's show, tackles a tough subject when he answers the question, Is Traditional Direct Marketing Dead?  Of course, he says it isn't, and with good reason, but the naysayers are out there.  Huey says direct marketing is stronger than ever and is more accountable than most programs.  Hear what he has to say and learn why direct is more direct and profitable than ever in this interview with SLMA Radio host Jim Obermayer.

Craig Huey: The Authority on accountable advertising 
Craig Huey, the President of Creative Direct Marketing Group, is recognized as one of the world's leading experts in direct response marketing. He is the winner of 78 major marketing awards for break-through campaigns for multimillion-dollar sales.

Craig works with small companies and major corporations. His campaigns have targeted municipal areas to international markets. Working with over 1,000 companies, Craig has helped successful companies become more successful, and troubled companies to recover.

Articles by and about Craig Huey have appeared in Inc., DM News, Direct Marketing, Target Marketing, Christianity Today, and Adweek.

He is also the creator of the V.I.V.A.™ (Valuable Information, Value-Added) direct marketing system.

Craig is an author, his newest book is 16 Secrets to Raising Capital from Accredited Investors Under the JOBS Act , as well as publisher of the industry newsletter Direct Marketing Update.

He is also the President of InfoMat, a postal and email mailing list brokerage and management company.

Creative Direct Marketing Group Bio
Creative Direct Marketing Group, INC. (CDMG) is a full-service, direct response advertising and digital marketing agency with one goal in mind: increasing your response and profits through "accountable advertising.  For more than 30 years, we've helped turn entrepreneurial start-ups into large companies…and large companies into multibillion-dollar businesses.  Through 7 recessions, 2 inflationary periods, as well as times of economic prosperity, CDMG has consistently achieved breakthrough response rates for our clients.
28
Jul 2014

Why VOCUS is a serious challenger to Eloqua!

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You Mon Tsang joins Jim Obermayer to discuss why Vocus is a serious challenge to Eloqua’s positon in the marketing automation space.  When Obermayer approached Vocus about the interview, their response is that they take exception to our title as Vocus representatives feel that they, and not Eloqua, is the leader in the marketing automation space. We’ll find out the scoop when we interview Mr. Tsang. After all, their site says that they have more than 16,000 annual subscription customers across a wide variety of industries that use Vocus software. 
 
About: You Mon Tsang  CEO, Vocus Marketing Suite business line
 
Before assuming his current role leading Vocus’ Marketing Suite business line, Mr. Tsang held positions as CMO and senior vice president of product at Vocus. Prior to Vocus, he was CEO of Engine140, a company Vocus acquired and subsequently integrated into its product portfolio. A serial entrepreneur, Tsang also founded and was CEO of Biz360, a market intelligence company that helped Fortune 500 companies compile and analyze media content. He founded Boxxet, a consumer content aggregation engine with 4 million unique visitors a month, as well as Milktruck LLC, an Internet pioneer in offline browsing and “push” software.
 
Mr. Tsang holds a Bachelor of Arts in urban studies from Yale University and an MBA from the Walter A. Haas School of Business at the University of California at Berkeley
 
About Vocus:
Vocus provides leading cloud-based public relations and marketing software that enables companies to acquire and retain customers. The company offers products and services to help clients attract and engage prospects, nurture and convert customers, and measure and improve marketing effectiveness. More than 16,000 annual subscription customers across a wide variety of industries use Vocus software. The company is headquartered in Beltsville, MD with offices in North America, Europe and Asia.  
21
Jul 2014

Is Marketing Automation Right for Every Company?

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Howard Sewell has opinions, driven by expertise And experience, that few have.  Jim Obermayer, SLMA Radio host will interview Howard and discuss the criteria for a company considering implementing a marketing automation system. It isn’t for everyone but everyone should know why or why not it makes sense for them. You’ll learn:
  • What are the key criteria that make a company an ideal candidate for marketing automation?
  • How should a company prepare to make sure they get the most from marketing automation?
  • Where do companies fall short with marketing automation?  What are the pitfalls to avoid?
  • Realistically, what are the necessary resources a company needs to be successful with marketing automation?
  • What’s the best way to choose a marketing automation solution? What should companies look for?
Jim Obermayer will address these questions with Howard Sewell, President of Spear Marketing Group

Howard has more than 20 years’ experience in high-tech sales and marketing.  He started his marketing career at software giant Oracle Corporation, before leaving to start his own direct marketing agency, CDI, growing the firm to be one of the nation’s top B2B agencies.  Howard authors Spear’s blog (www.spearmarketing.com/blog), where he writes on demand generation, lead nurturing, and marketing technology.  For the last 3 years running, Howard has been named one of the “50 Most Influential People in Sales Lead Management” by the SLMA.

Company Bio

Spear Marketing Group (www.spearmarketing.com) is a full-service demand generation agency that helps B2B high-technology companies generate, nurture, and convert leads to revenue.  Spear’s unique, holistic approach to demand generation blends strategic expertise, creative flair, and a deep understanding of marketing technology to achieve measurable results across every stage of the lead lifecycle. The firm serves high-tech clients nationwide from its offices in Silicon Valley and Seattle, WA.  

Connect with him on Twitter: @hjsewell and LinkedIn: /hjsewell