Sales Lead Management Association Radio header image 1

Sales Lead Management Association Radio

10
Jul

July 12: Lisa Cramer, President of LeadLife Solutions

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LisaCramerSM.jpgPaul Roberts, of SLMA Radio will interview Lisa and ask her:

  • Why companies currently losing revenue by not paying attention to their website visitors?
  • What percentage of prospects that LeadLife speaks with still have legacy marketing and sales processes? What impact does this have on their sales/marketing effectiveness?
  • When companies do employ some type of consultation or solution to help with their sales and marketing efforts – like marketing automation – what are some of the top reasons such attempts fail to improve the bottom line?

Lisa Cramer Biography.

Lisa Cramer is president and co-founder of LeadLife Solutions, a provider of an on-demand lead management solution that helps drive revenue by bundling a state of the art marketing automation platform with highly-experienced marketing and sales specialists. In 2009 and 2010, Lisa was recognized as one of the top five “Most Influential People” in sales lead management, and in 2011 was named one of the Top 20 Women to Watch in sales lead management. Follow Lisa on Twitter @lisajcramer or connect on her B2B marketing blog. For more information on lead management or best practices call 1-800-680-6292 or email info@leadlife.com Lisa is also on the SLMA Board of Advisors.

Description of the company’s services/products:

LeadLife Solutions (www.leadlife.com) is the only provider of a premier lead management solution combining people and technology. We power our first-class marketing automation technology (the “brawn”) with lead management experts (the “brains”) to help clients maximize sales opportunities. Our specialists augment your staff with the time and expertise to build and execute marketing campaigns. With LeadLife’s flexible and intuitive software, we can help you increase the value of your lead generation dollars online/offline, qualify sales leads, shorten sales cycles and increase your marketing ROI.

25
Jun

June 28: Anderson Crosby of Relecom, Inc. talks about reporting tools

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anderson-crosby.jpgSLMA Radio interviews Anderson Crosby president of Relecom, Inc.   Host James Obermayer asks Anderson why he developed a reporting tool when so many are available within CRM and Marketing Automation programs.   Who uses the tool more, advertisers, agencies or publishers?  How easy is to use?  What is the cost?  What is the benefit of the benefit when using Relecom reporting?

More about Anderson Crosby, President, Relecom, Inc.:

Anderson is a recognized expert in Digital Marketing Metrics and an active speaker at marketing events on topics ranging from Digital Marketing Best Practices to Measurement and Metrics.  He has developed award-winning integrated marketing programs for multiple fortune 500 companies.

He founded Relecom to address the market need of understanding and managing overwhelming digital data and developed a marketing measurement and decision system to turn data into decisions.

Anderson holds a BS in Advertising from the University of Tennessee and an MBA from the University of California, Irvine.

Relecom provides an independent marketing measurement and decision system. By collecting key information from across multiple communication channels, Relecom presents valuable performance scores, rankings and alerts so marketers can monitor the effectiveness of their marketing activities. They focus on decisions not data and provide timely actionable information for management decisions that impact your business. Overview video

Anderson has spoken at a variety of local and national events: •    San Diego AMA-  Metrics Matter: Moving Beyond the Click-Through Rate (May 2010) •    Orange County AMA •    Frost & Sullivan Marketing World Events •    Los Angeles Direct Marketing Association •    University of California Irvine •    California Poly •    Digital Media Center

3
May

Best of SLMA Radio: Jeanne Hopkins of HubSpot

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Jeanne Hopkins of HubSpot

The Sales Lead Management Association (SLMA) weekly internet radio program, broadcast live at 5 PM PST each Thursday, announced he will interview Jeanne Hopkins of HubSpot on January 19th as the show’s 100th guest. Jeanne Hopkins is HubSpot’s Vice President of Marketing. Guests on the SLMA Radio Hour are CEOs and CMOs from CRM software, marketing automation software, lead generation and other sales lead management firms, as well as CMOs in B2B and B2C companies.

Will Crist said that Jeanne runs the demand generation and lead conversion efforts for internet marketing software company HubSpot. Her previous experience includes serving as chief marketing officer for MarketingExperiments, MarketingSherpa and InTouch, three leading marketing research and publishing organizations that serve the B2B and B2C markets; and senior director of marketing programs and communications at Symmetricom. In addition, Jeanne has over 20 years of senior-level management experience with B2B and B2C companies leading their sales and marketing teams.

The SLMA internet radio program can be reached via the SLMA website: http://www.salesleadmgmtassn.com/. Click on the SLMA Radio logo on the left, and then the “listen live” button. Archived programs of 99 CEOs/CMOs from companies in the sales lead management field are available. SLMA radio shows can also be subscribed to via iTunes.

About the Sales Lead Management Association The Sales Lead Management Association was founded in 2007. Membership is free. The association serves 4,250 members of the worldwide sales lead management community.

In 2011, SLMA’s site received more than 146,677 total visitors. A privately held organization, SLMA has a diversified business model with revenues coming from sponsors, display advertising, SLMA Radio, sponsored video webinars, newsletter advertising, sponsored cartoons, industry leader links, a speaker’s directory, case studies and a blog, Sales Lead Management Today.

SLMA featured programs include more than 300 articles and whitepapers, the “50 Most Influential People in Sales Lead Management” (2008, 2009, 2010, 2011), the SLMA “20 Women to Watch in 2011” and “Sales Lead Management Week” (Oct. 15 through 19 in 2012).

For additional information, visit the SLMA.

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Media Contact: Sue Campanale 714-637-6989 scampanale@salesleadmgmtassn.com www.salesleadmanagementweek.com

9
Apr

April 12: Laura McGuire, CEO of Saligent

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Will Crist, the SLMA Radio host, will ask about Saligent's Free LeadsTo Revenue” Assessment.

laura-mcguire-200.jpgAbout Laura McGuire

Chief Executive Officer and Co-Founder Laura McGuire is chief executive officer and co-founder of SmartTracks. Laura is a successful entrepreneur, having founded three other businesses in the demand generation and marketing automation industry.

Laura is an internationally-recognized expert in database marketing and is often found speaking at industry and association meetings and conventions in the US and abroad. Laura is on several boards of directors and consults on new-technology marketing both in the U.S. and Europe.

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1
Feb

Feb Shows: Shawn Naggiar, Kevin Miller, Jeff Pedowitz, Debbie Qaqish and Paul Mosenson

The Sales Lead Management Association (SLMA) weekly radio program (broadcast live at 5 PM PST each Thursday), announced the line-up for February’s SLMA Radio Programs. He will interview Shawn Naggiar CRO of Act-On Software on Feb 2nd, Kevin Miller CMO and Principle of SalesFUSION on February 9th, Jeff Pedowitz and Debbie Qaqish of the Pedowitz Group on Feb 15th and Paul Mosenson President of NuSpark Marketing on Feb 23rd. Read the rest of this entry »

30
Jan

Feb. 2: Shawn Naggiar Chief Revenue Officer - Act|On

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shawn-neggiar.jpgShawn is responsible for everything related to creating, managing, and growing revenue at the company. He joined Act-On in early 2008 as employee #7, and was a key architect in creating the company's go-to-market strategy. He built the revenue and service sides of the business from the ground up, helping make Act-On one of the hottest SaaS companies in the online marketing technology space.

Prior to joining Act-On, Shawn spent six years in sales and business development at WebEx Communications. Prior to WebEx, Shawn held various sales management positions with RedCreek Communications (acquired by SonicWall), WorldTalk Communications (acquired by Tumbleweed), Finjan Inc., and Rainmaker Systems.

Some of the questions we'll be asking Shawn include:

  • Marketing automation is hot right now, but why? It has been around for well over 10 years.
  • In your opinion there are 3 core capabilities that people are truly looking for from marketing automation.  Why these?
  • Is it true that  Email Marketing currently serves as a core technology for 90% of small business marketers, but only 3% of small businesses actually use a marketing automation tool.  Why?
6
Jan

Jan 12: Jeff Erramouspe, President of Manticore

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jeff-erramouspe.jpgJeff Erramouspe has over 20 years of management experience in both entrepreneurial and Fortune 500 technology companies. Jeff joined Manticore Technology from Digby, where he was VP of Market Development, and was the co-founder and CEO of Deepfile Corporation (now called StoredIQ), a leading provider of file management solutions for corporate compliance. Prior to founding Deepfile, he was a venture fellow at AV Labs, the seed-stage fund associated with Austin Ventures, where he provided executive leadership to several portfolio companies. During this period, Jeff was recruited by the Foundation for Entrepreneurial Excellence to be an adjunct professor for entrepreneurship at the University of Texas Graduate School of Business.

Jeff was the first vice president of marketing for Vignette Corporation, the leading provider of content management and e-relationship management solutions. While at Vignette, he developed company and product positioning that established Vignette as the leading provider of content management solutions. Jeff came to Vignette after a successful executive management career at Compaq Computer Corporation, where he was responsible for the server/systems management software business. Jeff holds a Bachelor of Arts degree from the University of California at San Diego in Management Science.

Some of the questions host, Will Crist will be asking include:

  1. Tell us about your two ebooks?
  2. We know your system nurtures leads, but how does it generate more leads.
  3. What is the pricing for your product?
  4. What is the value add for a typical company that generates only 500 inquiries a month?
  5. What size B2B or B2C company gets the most value from your product?
  6. Is there a case study that demonstrates real results that you would like to talk about?
15
Nov

Nov. 17 Show: Bill Nussey, CEO, Silverpop & Victor Kippes, President/CEO, Validar, Inc. Replay

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BEST OF SLMA RADIO: Replay from November 10, 2010 Show:

Commentary:  Andy Rooney on Sales Leads

Interviews with:

Bill Nussey, CEO, Silverpop Victor Kippes   President/ CEO Validar, Inc.

Since 2005, Validar Inc. has helped companies identify, qualify, and manage leads more efficiently and effectively. With our software and services, companies can capture highly qualified leads at the lowest cost and quantify the performance of their marketing efforts.

Silverpop's Engagement Marketing suite of Web-based solutions enables companies worldwide to build relationships with customers and prospects through the creation, automation and delivery of relevant online messaging.

This show is sponsored by: SmartLead by AdTrack

26
Sep

Sept. 29 Show: Marco Marini, CEO of ClickMail and Jim Cecil of Nurture Marketing

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marco-marini.jpgMarco will be asked questions about eMail’s recent low penetration rates, and how ClickMail successfully launches small email programs.  We will ask him about a successful case study for a small and a large company.

Marco Marini is an acknowledged expert in e-marketing with over a decade and half's-worth of experience in the field. Before taking over as CEO, he was CMM's VP of Marketing & Operations. Marini has also held key marketing positions with CyberSource, eHealthInsurance, DoveBid and IBM Canada.

jim_cecil_200.jpgJim Cecil of Bellevue, Washington, has spent his entire business career perfecting, teaching and producing the Nurture Selling Process. As an author, consultant and powerful speaker, Jim excites audiences across the world with the logic and emotion of customer cultivation. In addition to launching Nurture Marketing in 1986 and co-creating the Nurture Institute in 2004 with Eric Rabinowitz, Jim is the author of two books, "A Cure for the Common Cold-Call" in 1997 and co-author of Nurturing Customer Relationships in 2006. He has coached hundreds of Microsoft's Certified Partners as well as New York Life's top producers and literally tens of thousands of CEOs on the skills and strategies of customer attraction, retention and affection. Jim has addressed audiences from Sydney, Australia to mid-town Manhattan and everywhere in between since 1970 and continues to write, consult and share his strong message to this day.

19
Sep

Sept. 22 Show: Carlos Hidalgo - Exec Dir of Marketing Automation Institute

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carlos-hidalgo200.jpgCARLOS HIDALGO –  EXECUTIVE DIRECTOR  MARKETING AUTOMATION INSTITUTE

We will interview Carlos about the new and exciting The Marketing Automation Institute, their goals and aspirations and why the SLMA recommends that its members join the MAI.

The Marketing Automation Institute (MAI) is the community for marketing automation end-users that provides the highest level of vendor neutral curriculum, training and certification. By joining the MAI and engaging in our marketing automation community, marketing and sales professionals can exchange information with peers, as well as interact with world-class experts while attaining the only industry certification for end-users. The result is advanced career development and networking for professionals and corporations.

Only the MAI provides:

  • Vendor neutral training developed specifically for those in the marketing industry.
  • A community where marketing automation end-users can exchange information and best practices on specific strategies and solutions, as well as maximizing their marketing, sales and technology investments
  • Certification for marketing automation end-users

LIMITED TIME! Join the MAI for Only $199! For a limited time become an MAI Charter Member for only $199! That is a $50 discount off the original price of $249.

Use code MAI001 during checkout. Join the MAI Today!

12
Sep

September 15 Show: Jim Meyer of eTrigue on Marketing Automation

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jim-meyer.jpgJim Meyer, Vice President and General Manager, eTrigue Corporation Jim Meyer of eTrigue speaks to the topic of Marketing Automation – and specifically what capabilities exist for direct support of lead flow.

Informative, educational, vendor neutral.   But he’ll also get pretty passionate about how organizations fail to use the tools correctly, and fail to gain any real value.

Jim is a veteran Silicon Valley technology operating and marketing executive with experience building and managing breakout technology companies. Prior to eTrigue, Jim co-founded Aleron where he helped build the Ultrawideband (UWB) industry, including the founding of WiMedia, an industry alliance. Before this, Jim was a pioneer in the development of UWB technology at Fantasma Networks, one of the first silicon startups targeting high data rate, short range wireless solutions. Jim has held leadership positions at Broadlogic, Adaptec and Hyundai Electronics America.

16
Aug

August 18 Show: Justin Gray, CEO LeadMD

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JustinGray300.jpgJustin Gray is the CEO & Chief Marketing Evangelist of LeadMD. He founded the company in 2009 with the vision of transforming traditional “grassroots” marketing efforts through the use of cloud based marketing solutions. Realizing the potential for growth in this space, Mr. Gray created a true Marketing-as-a-Service corporation, which specializes in outsourcing the core functions of a marketing department either through on-demand solutions, consulting or both. Since that time Gray has emerged as strong voice for Marketing Automation and Conversation Marketing through both industry publications and his Blog, The Marketing Evangelist. Prior to launching LeadMD, Gray has spent the last 12 years helping companies of varying size overhaul and optimize their marketing and sales departments including CEO for MaaS Impact, and Vice President of Sales & Marketing at BillingTree.

http://www.leadmd.comVisit LeadMD for more information on marketing automation

11
Aug

August 11 Show: Kim Albee, Genoo and Greg Head, Infusionsoft

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KimAlbee.jpgKim 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.jpgGreg 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.

26
Jul

July 29 Show: Ruth P. Stevens

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ruth4.jpg

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.

0789741148_Stevens_frontcover.pngRuth 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)

5
Jul

July 7 Show: Karla Blalock and Karen Hayward

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Karla Blalock of PointClearKarla 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 of CenterBeamKaren 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.

24
May

May 26 - Kristin Hambelton - Neolane

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KristinHambelton_Neolane.jpgKristin 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?
17
May

May 17 Show: Brian Kardon of Eloqua

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brian-kardon.gifBrian 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.

9
May

May 12 Show: Al Davidson and Dennis Totah

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al-davidson-200.jpgAl 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.jpgDennis 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.

27
Apr

April 28 Show: Mary Dedrick, Kristi Gloppen

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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.

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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.

4
Apr

April 7 Show: Ken Thoreson

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leading-sales-teams-cover-thoreson-200.jpgKen 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.

28
Mar

March 24 Show: SalesForce Apps that make salespeople better salespeople.

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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

15
Mar

March 17 Show: Kathy Greenler Sexton

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Kathy Greenler Sexton
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.

8
Mar

March 10 Show: Srihari Kumar and Jeff Molander

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Srihari KumarSrihari Kumar – Chief Executive Officer LeadFormix

Questions: What makes LeadFormix different? How can marketers use the LeadFormix information to support salespeople? What does LeadFormix do that other products don’t do? Cost? Commitment?

Srihari has been a co-founder or early employee of a string of successful Silicon Valley startups, including VXtreme (acquired by Microsoft), Yodlee (acquired in part by Warburg Pincus), InMage Systems (the largest independent Continuous Data Protection provider), and RingCube (winner of the 2009 Product of the Year for Desktop Virtualization). Srihari was a key member of the team that built the first version of Windows Media Server and Windows Media Player at Microsoft, and invented the concept of hypervideo for which he holds the patent. Srihari also worked as a Computer Science Researcher for SRI (Stanford) International, Philips Research, and the UCSD Computer Science Department. Srihari earned a BS from the Indian Institute of Technology (IIT), Chennai, an MS in Computer Science from Washington University, and an MBA with honors from the Wharton School of Business, University of Pennsylvania.

About LeadFormix LeadFormix is a leader in next-generation marketing automation software, known as Marketing Automation 2.0. LeadFormix delivers a game-changing real-time marketing automation solution for enterprises that converts anonymous online visits into qualified sales leads, determines website visitor interest and intent, and enables sales teams to reach decision-makers more effectively and close deals faster using patented business intelligence and data mining technology.

The  company was founded in early 2008 by experienced software executives from Microsoft, Yodlee, Autonomy (Optimost / Interwoven), and Healtheon.

Jeff MolanderJeff Molander is adjunct professor of digital marketing at Loyola University's business school.

Our questions for Jeff ask him to explain and backup his assertion that social media sells!  What does he mean when he says there is no such thing as social media?   What’s this story about Moosejaw?

Jeff is the former co-founder of the Google Affiliate Network and the authority on making social media marketing produce leads and sales. He's author of the forthcoming book, Off the Hook Marketing: How to make social media sell.  Since 1997, Jeff's been helping business owners and senior executives align digital marketing with customer acquisition and retention.  He's a professional speaker who's known for delivering practical ways to make tools like Twitter and Facebook produce leads and sales.   http://www.jeffmolander.com/blog

This show is sponsored by: SmartLead by AdTrack

2
Mar

March 3 Show: Matthew Schwartz and Michael Ward

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Matthew SchwartzMatthew Schwartz , Editor of Follow The Lead

SLMA Radio host Will Crist will ask Matthew about trends he sees in the sales lead management industry. He will ask about what’s working and what’s not working! Matthew Schwartz , has been editor of Follow the Lead since its 2009 launch. He is also a contributing reporter for Crain’s BtoB and BtoB’s Media Business magazines, where he covers business media, marketing/advertising and, naturally, social media. Earlier in his career he was Editor of PR News, where he got an education in corporate communications, and a writer/producer for Fox News Channel and CNN, where he learned to pray at the altar of the deadline. If you have any news, tips and information that you think would be suitable for sales and marketing executives, please give him a holler at matthew.schwartz38@yahoo.com.

Michael WardMichael Ward | CEO / Founder Net-Results

Will Crist the host will ask how Net-Results tracks individual visitors to a website and “listens” to their needs. He will dig into the value-add for salespeople that are the beneficiary of Net-Results users. He will ask questions about users can be using Net-Results in just 5 minutes.

Net-Results was founded in 2003 as a web development and marketing firm. They transitioned to a software company after experiencing success with a web monitoring product we released in 2006. Our marketing automation software evolved from that product through innovation and customer suggestion to become the best software available to manage revenue generation from lead to close.

This show is sponsored by: SmartLead by AdTrack
22
Feb

Feb.24 Show: Alex Shootman, Mani Iyer

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Commentary:

James Obermayer, CEO of the SLMA.

Subject: It’s never too late to be what we could have been:  Alignment between Sales & Marketing.

Alex Shootman, VP Sales Eloqua

Eloqua automates the science of marketing – campaign execution, testing, measurement, prospect profiling, and lead nurturing – allowing marketers to acquire customers, drive revenue and do what they do best: develop strong brands, build creative campaigns, and deliver compelling content. With Eloqua, marketers can read and automatically respond to their buyers’ Digital Body Language™ and triumph over their biggest challenges:

Mani Iyer,  Founder and CEO Kwanzoo

Kwanzoo Smart Engagement Marketing Kwanzoo provides a SaaS-based marketing platform, that engages users everywhere, to drive more leads and increase sales. Marketers can quickly and easily build highly engaging, multichannel campaigns. Kwanzoo campaigns run inside email newsletters, on websites, Facebook pages, affiliates, and paid media channels.

Marketers get to engage, qualify and convert users into targeted leads. Marketers can also grow sales virally with incentives. Users get to engage, self-qualify, and receive relevant offers. Users then share the offers, receive incentives and drive word-of-mouth for the business.

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James Obermayer, CEO of the SLMA. Alex Shootman, VP Sales Eloqua Mani Iyer,  Founder and CEO Kwanzoo

This show is sponsored by: SmartLead by AdTrack

3
Feb

Feb. 3 Show: Shawn McLaren, Adam Blitzer & James Obermayer

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Commentary: James Obermayer, CEO of the SLMA.

7 Demanding, pushy minutes, from the CEO of the SLMA on why Marketing must spend money on programs that work, and let their competitors spend money on everything else.

Shawn McLaren CEO , ConnectandSell solution.

We will discuss with Shawn why cold calling is not dead. Why new technology is putting life and revenue back in the B2B cold calling arena.

Shawn is the Chairman and Chief Executive Officer of ConnectAndSell. Shawn brings an enviable track record as inventor and entrepreneur. Shawn joined ConnectAndSell in 2007. Prior to ConnectAndSell, Shawn ran Securant which was sold to RSA. Shawn may be best known as founder of Cambridge Systems Group and inventor of the first storage management product for mainframe computers. Shawn is a passionate alumni of the University of Michigan.

Adam Blitzer, Co-founder and COO of Pardot and author of “Think Outside the Inbox.”

This interview will focus on Campaign Reporting and the value of marketing automation to the salespeople it serves (what’s in it for sales?)

Adam is responsible for product management, marketing, and operations. Adam was previously a senior email marketing consultant for InterContinental Hotels Group, a consultant at Moxie Interactive, and spent four years in Japan at an advertising agency. A native of Cincinnati, Ohio, Adam holds a bachelor's degree from Duke University and studied abroad at Waseda University.

Read his book, Think Outside the Inbox, or his B2B marketing automation blog.

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James Obermayer, CEO of the SLMA. Shawn McClaren CEO , ConnectandSell solution. Adam Blitzer, Co-founder and COO of Pardot and author of "Think Outside the Inbox."

This show is sponsored by: SmartLead by AdTrack

6
Jan

Jan. 6 Show: Carlos Hidalgo, John Hasbrouck, Bill Godfrey

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Commentary:

Carlos Hidalgo, CEO of Annuitas Group. Carlos, who is never shy and known for telling it like it is, will be speaking about The Importance of Lead Management in Marketing Automation Success.

Interviews with host Will Crist:

Bill Godfrey CEO, of Aprimo, we can expect to hear Bill’s opinion of changes in marketing automation and especially his company.

John Hasbrouck, CEO NewLeads, Inc., will discuss how iPad and other touch pad devices are increasing the quantity and quality of leads acquired at trade shows

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Carlos Hidalgo, CEO of Annuitas Group. Bill Godfrey CEO, of Aprimo John Hasbrouck, CEO NewLeads, Inc.

This show is sponsored by: SmartLead by AdTrack

23
Dec

12/29/10 - Holiday Replay: Paul Staelin of Birst and Andrew Gaffney of DemandGen Report

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Birst is the industry’s first and only end-to-end Business Intelligence (BI) suite that provides the power of on-premise Business Intelligence (BI) tools with the economics of Software-as-a-Service (SaaS). We'll be interviewing Paul Staelin, Vice President of Customer Operations and co-Founder - Birst.

He will be followed by Andres Gaffney, Publisher of DemandGen Report. DemandGen Report is a targeted e-media publication spotlighting the strategies and solutions that help companies better align their sales and marketing organizations, and ultimately, drive growth. A key component of our coverage focuses on the sales and marketing automation tools that enable companies to better measure and manage their multi-channel demand generation efforts.

This show is sponsored by: SmartLead by AdTrack

23
Dec

Holiday Replay: Jill Konrath & Laura Patterson

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One of our most popular shows, we decided to replay the show interviewing Laura Patterson, Vision Edge Marketing and Jill Konrath, Selling to Big Companies for our holiday break.

Listen to opinionated, to the point; some say pushy, driven, accomplished women who grow companies!

Talk about powerful, on the edge, well known CEO’s, Laura Patterson and Jill Konrath guide large and small companies to usual growth through vastly different approaches

Jill Konrath, Chief Sales Officer of Selling to Big Companies, in the top ten of the Fifty Most Influential People in Sales Lead Management in 2009 is the author of three books, SNAP Selling, Selling to Big Companies and Get Back to Work Faster. A leading sales strategist and a thought leader in B2B sales is an in-demand sales speaker who provides much needed wake-up calls to sales organizations. She is a passionate spokesperson for turning the sales force into a competitive advantage

Laura Patterson, is CEO of a VisionEdge Marketing, Inc. a data-driven and metrics-focused marketing firm that specializes in improving marketing performance and helping organizations create a competitive advantage designed to attract, secure and retain profitable customers. Their services include marketing performance management and measurement , marketing and sales alignment , product and strategic marketing , and professional development . She is also a two time author; her latest book is Marketing Metrics in Action.

Tune in Thursday at 5 PM PST at SLMA Radio. Can’t make it? Tune in later by accessing a recording of the program on the following Monday by visiting the SLMA web site. This show is sponsored by: SmartLead by AdTrack

15
Dec

December 9: Dan Hughes, Mac McIntosh, Joerg Rathenberg of Unisfair and Dan Hughes of Broadlook

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Commentary: Dan Hughes SmartLead by AdTrack as one of the 50 Most Influential People in Sales Lead Management for two years running.  CEO of SmartLead by Adtrack one of the pioneering companies in the Sales Lead Management space.

Interviews with:

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Mac McIntosh,  The Sales-Lead-Expert.  Number one this year on the 50”s List. Consultant to the Stars (Star companies that is).   Mac us how he envisions inquiry management changing in the coming 12 months.With more than 20 years of advertising, marketing and sales experience, Mac specializes in helping companies get more high-quality B2B sales leads, turn them into sales, track and measure results, and prove a favorable return on investment. He has earned a enviable reputation for getting results for his clients. Joerg Rathenberg, VP of Marketing, Unisfair www.unisfair.com Unisfair provides cloud applications for the world’s most innovative companies to create branded and interactive virtual environments.Unisfair’s Virtual Engagement Center is a new channel to connect with customers, prospects and employees anytime and anywhere. Industry leaders like 3M, ADP, Cisco, Genentech, Novartis, IBM, and KPMG leverage Unisfair’s platform for lead generation, customer engagement, training, recruiting and more.
Dan Hughes Broadlook Technologies http://www.broadlook.comThe World's Most Advanced Internet Research Tools.Broadlook Technologies is the leading developer of Internet research software that empowers users to leverage the Internet. Mine the largest, real time source of data in the world, the Internet, and get the information you need to grow your business in minutes!

This show is sponsored by: SmartLead by AdTrack