August 11 Show: Kim Albee, Genoo and Greg Head, Infusionsoft
August 11th, 2011
Kim Albee Genoo Founder and CEO
Kim Albee has over 23 years of experience designing software and running businesses. Her passion is in creating systems that are easy to use and helping companies attract more prospects and close more sales. When new technology appears, from social networking to the Kindle, Kim is among the first to play with it and show others the best ways to use it. She has founded two marketing software companies, Einsof Inc in 2000 and Genoo LLC in 2008.
In addition to her own companies, Kim has worked with organizations such as Minneapolis Star Tribune, Wells Fargo, Verisign Global Registry Services and Yahoo!. Kim holds a B.A. degree in Business Systems from Linfield College. Kim also has a lifelong interest in the technology of being and leads courses in ontology.
Kim founded Genoo LLC, a Software as a Service (SaaS) offering of Integrated Online Marketing Tools (http://www.genoo.com ). Genoo was built for marketers struggling to keep up with the speed and functionality required to leverage the Internet effectively to drive growth for their companies.
After working on many solutions for mid-to-large corporations, Genoo set out to recreate those tools for the small and mid-sized market. The software design baked in enough flexibility and functionality for large corporations, but made the tools widely accessible to every marketer who needs them.
Kim has spoken at Marketing Sherpa’s B2B Summit, the Online Marketing Summit, as well as other Sales & Marketing related conferences and events.
Greg Head, Chief Marketing Officer, Infusionsoft
Greg’s passion for helping emerging technology companies with their marketing and growth strategies led him to Infusionsoft, where he oversees the company’s marketing strategy. He has a successful history in the software business with a track record of creating winning products, brands and businesses in the CRM space.
Before joining Infusionsoft, Greg spent 15 years helping to grow ACT! and SalesLogix from startups into global brands. He has a B.A. in economics from the University of Iowa. You can follow Greg on Twitter.
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July 29 Show: Ruth P. Stevens
July 26th, 2011
2011 20 Women to Watch: Ruth P. 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.
At IBM, she served as director of direct marketing, North America, for the IBM hardware, software and services brands, leading a team of 140 direct marketing professionals. She then moved to the IBM Software Group, where she directed global direct marketing.
At Ziff-Davis, she served as vice president of marketing for the electronic publishing division, and later helped launch Ziff's Consumer Media Group as its vice president of marketing. At Time Warner, she worked in marketing, new business development and general management for the Book-of-the-Month Club and Time-Life Books.
Ruth serves on the board of directors of Edmund Optics, a leading supplier and manufacturer of industrial optics and components, based in Barrington, NJ. Ruth is a frequent contributor to a variety of marketing publications and author of Trade Show and Event Marketing and The DMA B-to-B Lead Generation Handbook. She teaches marketing to graduate students at Columbia Business School. Ruth serves on the board of the Direct Marketing Club of New York.
She is past chair of the Business-to-Business Council of the Direct Marketing Association and holds a BA from Hamilton College and an MBA from Columbia University.
Questions we will discuss with Ruth: Her new book “Maximizing Lead Generation” (Pearson), best practices in sales lead management and her opinions on Social Media usefulness?
Other Books:
The DMA Lead Generation Handbook (2003) Trade Show and Event Marketing (2005)
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July 7 Show: Karla Blalock and Karen Hayward
July 5th, 2011
Karla Blalock, VP, Solution Services PointClear
Karla Blalock heads PointClear's solution services organization, responsible for all client operations, including program development, management, and delivery. Karla joined PointClear in 2004 after serving as director of marketing and strategic planning for Southern Company Energy Solutions, a subsidiary of Southern Company. She brings a diverse combination of business strategy, operational expertise and market development experience to her current role. She has held marketing, sales management and operational positions within the service, manufacturing and distribution industries. Karla draws on more than 20 years of experience to quickly identify strategic issues and develop prospect development programs that can be executed and measured against business objectives. The Sales Lead Management Association named Karla one of the 50 most influential people in sales lead management in 2010.
Karen Hayward, Executive VP, CMO CenterBeam
With over a decade of experience in Cloud computing, Karen has been instrumental in building and defining CenterBeam’s sales organization, sales processes and lead generation as CenterBeam’s EVP and Chief Marketing Officer. In 2010, Ms. Hayward was distinguished by CRN as one of the "Power 100: The Most Powerful Women of the Channel." Ms. Hayward was recognized for driving top-line revenue growth and revving up CenterBeam's social media program. In 2008, CenterBeam was honored with a DemandGen Top 10 Award for "Using Sales and Marketing automation to fuel Corporate Growth" and received Stevie Finalist recognition for "Best Marketing Department" from the American Business Awards. In 2004, Selling (a monthly publication of Institutional Investor) selected Ms. Hayward as its “Selling All-Star.” Ms. Hayward has also been a featured speaker at Interop 2007, On24 Webcast on Lead Farming, and a guest lecturer at USC Hayward. Ms. Hayward holds a Bachelor of Commerce degree from Concordia University in Montreal, Quebec, Canada.
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May 26 - Kristin Hambelton - Neolane
May 24th, 2011
Kristin Hambelton VP of Marketing - Neolane
Kristin Hambelton is vice president of marketing at conversational marketing technology provider Neolane, Inc.
She is responsible for Neolane’s market and brand strategy and operations including corporate communications, demand generation, product and partner marketing, and digital marketing including search and social media. Follow Kristin on Twitter @KMHambelton
We will ask Ms. Hambelton,
- How she intends to work with the new North American Sales Manager Brian Serino.
- Radio host Will Crist will inquire about the April 21st Neolane webinar theme, “Crack the Code.”
- Her opinion on why there aren’t more women in upper management for CRM and marketing automation companies.
- Why does Neolane use the term conversation marketing technology.
- We will ask about Neolane’s largest and smallest client; are the value add services the same?
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May 17 Show: Brian Kardon of Eloqua
May 17th, 2011
Brian Kardon Chief Marketing Officer Eloqua
Learn the tips and tricks for forecasting and proving marketing's impact on revenue. Brian will be asked about this DemanCon Keynote: Marketing Secrets of High-Growth companies.
As Chief Marketing Officer, Brian Kardon is responsible for driving Eloqua’s global market and brand strategy, demand generation, and communications. Brian brings more than 20 years of experience in successfully implementing global marketing strategies that resulted in substantial growth. Before joining Eloqua, Brian was Chief Strategy and Marketing Officer at Forrester Research, where he helped to more than double the business in less than five years, and significantly improved Forrester’s profitability.
Previously, Brian was Senior Vice President of Marketing at Reed Business Information, the world's largest business publisher. During his five-year tenure at Reed, Brian was instrumental in doubling the company's annual revenues to more than $1 billion through a combination of acquisitions, alliances, and new product development. Brian also spent six years at Braxton Associates, the strategy consulting division of Deloitte Consulting, where he was director of the marketing strategy practice and worked with clients like Coca-Cola, Merck, Nabisco, Ralph Lauren, and Sears.
Brian is a popular keynote speaker addressing marketing and growth topics at The Conference Board, European ICT World Forum@CeBIT, Handelsblatt IT Forum, Software Information Industry Association (SIIA), Magazine Publishers of America (MPA), American Business Media, American Marketing Association (AMA), The Wharton School, and Harvard Business School’s Burning Questions Conference. Brian holds a BS and MBA from The Wharton School, University of Pennsylvania.
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May 12 Show: Al Davidson and Dennis Totah
May 9th, 2011
Al Davidson, Strategic Sales & Marketing (SSM)
Al Davidson is the President and owner of Strategic Sales & Marketing (SSM), which he founded in 1989. Under Al's direction SSM has designed and implemented new business development plans and programs for thousands of B2B companies nationwide. Since their inception SSM's calling center has completed over 50 million new business sales presentations to high level decision makers and generated over 7 million sales leads. As a result, SSM has developed major account development expertise in the high technology, manufacturing and business service sectors. In addition Al Davidson has 25 years experience in business-to-business (B2B) direct marketing, new business development consulting, sales force management, lead management, sales training, and B2B web marketing. SSM also powers the Connecticut Technology Council's Lead Generation Resource Center (LGRC). The mission of the LGRC is to provide advisory services to CTC members in the following areas; identifying new business opportunities; searching out and qualifying customer prospects and business partners; design, production and implementation of marketing programs and strategies.
Dennis Totah, CatapultWorks
Dennis Totah, President of the Data Group for CatapultWorks, provides the technology vision for all CatapultWorks groups, and drives database, telemarketing and sales and marketing initiatives by guiding CatapultWorks' long-term service, partnering and acquisition strategies. Dennis' unique experience managing sales operations at companies including Kodak and Portera has helped CatapultWorks continue to provide our clients a more complete marketing services offering that yields substantially more ROI than traditional agencies. Dennis also spearheads the agency's ability to deliver automated scoring and nurturing programs using advanced CRM and SFA technologies.
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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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April 7 Show: Ken Thoreson
April 4th, 2011
Ken Thoreson of Acumen Management Group, Ltd.
In this interview, Ken Thoreson, President of Acumen Management Group puts into perspective the need for executives and managers at all levels to develop both personal visions for success and business visions for growth. To take advantage of the changing market, successful business organizations must focus on both their leadership and management skills, knowing the difference and executing effectively separates the top performing organizations from all the rest. Listen and learn how to create personal vision and why it is the spark that ignites action and how you communicate it and build an entire organization that is energized, focused with a culture based upon high performance.
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March 24 Show: SalesForce Apps that make salespeople better salespeople.
March 28th, 2011
Frank Verril, President of Advanced Image Direct and CLoud2You
Cloud2You is a better, faster, more economical way to compose, manufacture and mail personal letters or greeting cards in closed face envelopes, even brochures and postcard formats.Cloud2You is part of Advanced Image Direct.Cloud2You was conceived and developed by Advanced Image Direct (AID), one of the country’s largest and most secure direct mail manufacturers located in Fullerton, California. They are producing mail for Fortune 100 companies nationally on a wide range of production platforms from web & digital presses including state of the art personalization capabilities on through to intelligent inserting and mailing. They know mail and produce a lot of it!
Dave Stone, President of Red Sky Solutions.
Red Sky Solutions implements CRM solutions. As a premiere, certified partner, they combine Salesforce.com's award-winning CRM solutions with their business process and industry best-practices implementation expertise. This allows organizations to more effectively manage and share sales, marketing, and support information across the company - all without software - and in much shorter time.
Red Sky Solutions provides the right balance of hands-on implementation guidance and expertise to ensure the Salesforce.com solution is aligned with your business requirements - while still being sensitive to the bottom line investment.The company’s focus is on improving effectiveness in three main functional areas of a company - Sales, Marketing, and Services/Support.
Jim Banks, CEO of Shade Tree Technology – Incite2
Shade Tree Technologies improves Sales Performance Today with More Calls & Better conversationswith Incite2. Efficiency is about making more calls and having more conversations. Incite2 is the first purpose-built solution that equips sales professionals with everything they need to significantly increase performance and do the job better. The product goes way beyond native Salesforce.com capabilities to support the entire workflow of the calling process including: call preparation and research, prospect engagement, conversation and next step recording and team reporting.
Incite2 simplifies salesforce.com with a single screen interface that increases calling performance between 20% - 50%. Qualifying more leads & move deals through the pipeline faster is what Incite2 does.
It’s Dynamic Conversation Playbooks enable sales professionals to deliver the right information, to the right person at the right time... enabling sales professionals to put more deals into the pipeline. Playbooks enable reps to move beyond improvising each call... to utilizing a rich infrastructure of information that is uniquely targeted
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March 17 Show: Kathy Greenler Sexton
March 15th, 2011
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Kathy Greenler Sexton, VP of Marketing for Zoom Information |
The SLMA will ask Kathy about her opinion of CRM and marketing automation systems. What can marketers do to better manage their sales lead and inquiries? How can sales managers get their salespeople to follow-up sales leads.
KATHY GREENLER SEXTON is vice president of marketing for Zoom Information, Inc., located at www.Zoominfo.com, the world's most comprehensive directory of business information on people and companies. She is responsible for leading the strategy, development and execution of market initiatives that directly impact Zoom Information's revenue, profit, market share and growth. Kathy brings more than 20 years of content and online information experience to her role as vice president. After working in broadcast television and international marketing roles, she was a founding member, lead marketer and publisher for the web-based search engine pioneer AltaVista. She has also general-managed or marketed industry-leading online companies focused on news, small business information and general research including: Individual.com, Office.com and HighBeam Research. Most recently she worked to lead the transformation of BLR (Business & Legal Resources) from traditional publisher to online media company.
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