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Sales Lead Management Association Radio


Four Reasons Why Marketing Ops isn’t Optional



Marketing operations is no longer just for the big boys. With the continuing growth of software applications to control every aspect of marketing, and the need to coordinate the processes. procedures  and results, the marketing operations department is being found in mid-sized and even SMBs. During this program Wilson Raj, Global Director of Customer Intelligence at SAS makes the case that Marketing Ops is an essential part of every marketing department. The host is Jim Obermayer.


About WIlson Raj

Read the rest of this entry »


Four ways to create INTERACTIVE Digital Content that Increases Response



Ok, we get it, most of you are struggling just to get some content on your site and now we have someone talking about “Interactive Content.” The way things are changing it almost makes you want to go into sales. But not too fast, this interactive content thing is the wave of the not too distant future and the SLMA has an expert on the subject with Jonathan Lacoste, president of Jebbit. The host is Jim Obermayer.
About Jonathan Lacoste
Jonathan Lacoste is an award-winning entrepreneur and writer. Lacoste is the co-founder and President of Jebbit, a digital marketing software company he founded as an undergraduate student in 2011. Since launching the company, Jonathan has been named to Forbes' "30 Under 30," was the "Emerging Executive of the Year" in the state of Massachusetts and is considered the youngest entrepreneur to raise venture capital, at age 19. Jonathan pens “The CMO Corner” column for Inc Magazine, sharing marketing-tech trends and tips from CMOs in various fields. In his spare time, Jonathan is an avid marathoner, having run 13 to date.
About Jebbit
Jebbit is a venture-backed company offering a digital marketing platform that creates engaging micro-content, personalizing a brand’s interaction with each individual in its audience. Over time, our solution transforms the unique data we’ve captured into rich consumer profiles, which integrate with any marketing technology stack.


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. .To learn more, visit 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.  Call 888 784 2929 or visit us at

How to Get a Website to Deliver Leads (Not Just Traffic)



It isn’t enough, any longer, to slap up a website, insert a “contact” us link,” and landing page and wait for the business to roll in. It isn’t enough to get your website visitors up to thousands or tens of thousands per month without those visitors converting to an action to learn more, buy or buy more. The dirty secret of websites, which CMO’s dread being confronted with is “Why do we have traffic but no leads?”  
In this short program Lina Requist the president of ONTRAPORT tell us the secrets of how to increase conversion from your website. The host is Jim Obermayer
About Lena Requist 
Lena Requist, President of ONTRAPORT, is passionate about growing businesses and developing kick-ass business teams. She brings that enthusiasm, along with an impressive background of building startups into multimillion dollar businesses, to her inspirational and motivational talks. Lena’s talent helped grow ONTRAPORT 5,000% in three years, landing the organization at #102 on the 2012 Inc. 500 list and #96 on Forbes' list of America's Most Promising Companies.
The secret to her success is the combination of her passion for business and her unique style of management, for which she received the 2012 Stevie award for Female Executive in Business. She has fostered a culture of productivity, empowerment and free thinking at ONTRAPORT, which was recognized with an Achievers' 50 Most Engaged Workplaces award.
Lena created Driver's Ed, a professional productivity course designed to put everyone in the driver's seat of their careers. She last taught this live, online course to over 100 business owners all over the world. Lena also founded ONTRAPORT Women in Business, a community of over 300 women, for which she leads monthly virtual Hangouts about issues affecting female entrepreneurs and businesswomen today.
ONTRAPORT is an all­-in-­one small business management platform that integrates all the software tools entrepreneurs needs to start, systemize and scale their business. ONTRAPORT makes it easy to set up and automate processes across the business and, when coupled with our expert implementation, done-­for-­you services and personalized customer support, empowers our clients to focus on building a business they love.
Why all-in-one?
Trying to manage a bunch of separate tools to run your business creates a frustrating mess that simply won't work as your business grows.

With ONTRAPORT, all your business tools, data and customer information is in one system and everything works together seamlessly. You’ll create better customer experiences, increase sales and you can automate everything, saving a ton of time. Plus, you’ve always got one team to call when you have a question or need support.


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. The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visit 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.  Since 2005 Validar has been turning Corporate Events and Trade Shows into Better Business. Call 888 784 2929 or visit us at


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



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

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 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

Why leadership campaigns are important to nominees and those nominating

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

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


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 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


Marketing’s Role is to “Follow the Money”


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

About Paul Petersen

Mr. Petersen is the general manager and vice president of the GoldMine business unit of HeatSoftware Inc. His career spans working with sales & marketing systems and process having developed, managed, and sold for companies including McDonald's Corp, General Electric , Symantec, Allied Van Lines and now has 16 years with CRM background at GoldMine.  Mr. Petersen holds a JD from Loyola University of Chicago and was one of the first to be awarded  the Professional Certified Marketer designation by the American Marketing Association.

About GoldMine

Headquartered in Milpitas, CA., USA, GoldMine is a division of FrontRange Solutions. GoldMine is a leading provider of mobile relationship management solutions for small businesses worldwide. Over 1 million users have selected GoldMine to help them manage over 1 billion relationships. GoldMine has been selected by businesses in more than 80 verticals and 45 countries to grow their businesses and build enduring relationships.


Commercial sponsors on SLMA Radio include: The Young CompanyThe Vanella Group and Vanilla Soft.


Mobilegeddon and other finger pointing, search and SEO nonsense.

Watch Now:

Susan Finch and David Kutcher of dove into this discussion as companies large and small are crying foul from Google with the new mobile friendly algorithms put in place for search results at the end of April. CMOs, SEO companies, Web Developers - stop pointing fingers. Smart phones and mobile search are not new. Weren't you ready? What about third party applications you are using or married to? Instead of wallowing in "It's not my fault, we only had three months to plan!" - why not look at it as an opportunity to REVIEW, REVISE and RENEW your site?

Related rant of sorts on LinkedIn >
Highlights include: 
00:23 Mobilegeddon is not google's fault. It's about what the users want from their experience.
00:58 Google wants to give the users the best search results - the best experience.
01:15 What is the differentiator between #1 and #10 results?

01:34 #1 gripe when searching from mobile is the results don't lead to sites that are mobile friendly.

Browser vs. Search engines - the two have to play nicely to give you the best results.
03:38 - It's the Web Developer... it's the SEO company... it's the marketing team... Who is at fault? ANSWER: THEY ALL ARE!
04:43 The mobile search market has really heated up in the last year. 
05:30 Assuming you have looked at your analytics. Where are your visitors/searchers coming from? You need to know. 
06:07 CASE STUDY: Cost benefit analysis. Local brick and mortar: butcher shop.
08:40 You never know when someone will pick up their phone for an immediate query they have. You don't know when they have the time for this query that's bothering them. They will go from searching, reading to calling or walking in your doors within 24 hours. THIS is the conversion we are looking for. 
09:30 You have to be there for your customers when they want what you have. BE their solution, give them the answers they seek.
12:40 Even in small companies where one person or vendor wears many hats: media buy, design, SEO, marketing - we have a responsibility to know better and ask the question, know where their customers and searchers are coming from.

14:06 "It's (website) is doing what it's supposed to be doing." Are you sure?

14:36 - Provide your customers with custom dashboards to serve their needs, or take them on a tour of analytics so they know what's going on and have the answers as to where their customers are coming from.
15:30 It bit those in the butt who just put out a website and forgot about it. 
They treat their website like a shingle they hang outside their business. They hang it and it's just there.

What percentage of your traffic comes from organic search?

Is your website successful or not successful? Do you know?

16:21 Just because you have an eCommerce site with all of your products, you still need to TALK about your products - tell stories - tickle the search engines that you are active and engaged. The sole description in your product "more" needs to be more than the dimensions.
17:15 This is a wake-up call to all businesses if they are even paying attention.
17:30 What is your website about? What are you doing for it lately? It's more than just making it mobile friendly. It's about evaluating your goals, your marketing strategy, modifying it, updating it. 
18:08 It's a fabulous opportunity to refresh your online presence and get excited about your site once again.  Your old mailing lists may be drying up. Time to find a new audience for your products and services.
23:00 Find out from your Team in a GROUP CALL: who is doing this, what is the timeline and we need to get this done yesterday. Eliminate the shoulda wouldas and finger pointing - just solve it. 
24:00 You will have to most likely pay for these updates, especially if you have a custom site. The web changes so quickly, you have to be ready to invest to keep up. 
24:40 You need to check in with your web development team at least once a month. It needs to go on the list with the rest of your marketing and sales duties. This is the cog in a lot of these strategies.
25:00 It's time to get excited again about your website. Rebrand, review, renew!
25:45 Find David Kutcher at and Susan Finch at


Digital Marketing Commentator: high energy comments from Paul Salvaggio


Everything is eventually digital today and Paul Salvaggio from Backbone Media is bringing us some of his digital musing, rants or raves about digital marketing. Bring seatbelts. If you have a comment during the show the call in number is: 949-330-7762  The host is Jim Obermayer

About Paul Salvaggio
Paul Salvaggio is the  VP of Operations for Backbone Media, a digital marketing agency based in Boston – Paul provides the tools, processes, services, and teams to best serve their B2B clients in the areas of data, technology and content. He leverages his nearly ten years of experience in the industry to help clients get their message out so they can focus on creating and fostering relationships. Contact:

About Backbone Media
Our success — and the success of our work— is built on a foundation of 4 core values that inform every decision we make as a business. These are the principles and ideals that make us “tick,” and allow us to do the best work possible for our clients.
As a nimble company, we can handle a variety of different types of projects, while maintaining a high level of consistency and quality. By remaining flexible, we can offer both custom and out-of-the-box type solutions to fit the needs of our clients. This also affects how we’ve structured our business; we maintain a small, agile team of in-house design, development, and strategy experts, and surround them with an extended network of trusted, US-based writing and graphic design professionals.
We like to think of ourselves as a natural, collaborative extension of our clients’ internal marketing departments. We pride ourselves on being available any time our clients want to talk through an idea or question about their web strategy, and value the friendly rapport we’ve developed with all of our clients.
Using a combination of best-practices knowledge and experience, Backbone is in a unique position to solve online marketing problems for our customers. Rather than simply take orders, we build relationships with clients that enable us to ‘push-back’ on certain ideas when we feel the client’s goals are at stake. Our work is based on strategic decision making, not blindly-followed trends.
Throughout our holistic, full life-cycle approach to online marketing, Backbone employees exude a high-level of passion for their work. Each team member maintains specific focuses, while remaining completely dedicated to our clients, and excited about what we do.   508 366 2100

Vaccinate your marketing team against social media overwhelm

Watch Now:
As the director of marketing, Erika Goldwater manages the strategy and execution of the demand generation, communications, social media and content marketing programs for ANNUITAS. She has extensive experience in several companies and has learned a lot about bringing the team along the social media map and schedule.
Know your team, where they gained their knowledge and experience so you are able to bring them into your vision.
  1. Present a plan and show the full strategy.
  2. Baby steps to explain the steps of what they are, why they need them and how they can implement them.
  3. There is regular cadence, ground rules. Those need to be known - a guidebook they can refer to when you are not right with them.

"After those first couple of tweets, they feel more comfortable and are usually good to go." - Erika Goldwater

"Meeting a tweet quota is not social media engagement." - Susan Finch

Determine, what are the strategic goals of the company? Don't spend the time peppering venues where your buyers don't usually engage.

The goals: 

Engagement & Trust
Further your brand
Share information value to your customers.
If you aren't going to do that, please don't start social media.
It's social dialogue in real time.
You have to be dedicated to it. If you don't have a team willing to back you up, 
Teams have to be aligned with the activity - there has to be a commitment to it.
One tweet, one post - isn't enough.
Erika Goldwater drilling down social media to basics:

"Social media - be gracious. If you find something worth sharing, DO IT and give credit to the person who created or originally shared it with you."

Be careful about re-tweeting blindly without actually checking and READING the linked article. Same with pinning - where did it originate? Did you read it all the way through? You may get bitten in the fanny if you don't.

Why Powerful Persuasive Sales Presentations Make a Difference

Long term success, Patricia Fripp says, doesn’t depend on how smart you are, but how well you speak. Obermayer the SLMA Radio host said, “As a sales manager I knew that I can control and teach a lot of things but every time a salesperson opens their mouth, there is no telling what will come out. Marketing people are worse because they generally don’t speak for a living.”  In this interview, the preeminent speaking coach tells it like it is and will convince you why a speech coach is just good business.
About Patricia Fripp
Patricia Fripp is the ultimate authority on powerful persuasive presentations - your competitive edge! She is a Hall of Fame keynote speaker, executive speech coach, and sales presentation skills trainer and coach. Meetings and Conventions magazine named her "One of the 10 most electrifying speakers in North America.” Kiplinger's Personal Finance wrote, "The sixth best investment in your career is to attend a Patricia Fripp speaking school."   Fripp is now virtually everywhere through her interactive virtual training Trusted by clients such as ADP, Cisco, VMWare, IBM, VISA and Genentech. Patricia is a past president, and the first female president, of the over 3,000-member National Speakers Association.
About: Fripp & Associates
Patricia Fripp and her expert associates are the ultimate destination if you want to improve the quality of your public speaking, sales presentations, or you are looking for a keynote speaker for your meetings, conventions, and corporate events. Other services include interactive virtual training and PowerPoint creation and coaching.

MSP Websites and How to Make Them Work for You

This week we are staying with a theme of your business website. The first half of our hour is a replay of last week's MSPRadio with Nate Teplow. Some messages are important enough to state again - even the following week! 

Your website is your storefront these days, and also the hub of all your online marketing initiatives. Websites are critical to your marketing success, yet many MSPs will neglect their website as an afterthought. Your website is not something you can just setup and have live on its own. You need to continuously update and optimize your site for it to work for you.

On this episode of MSPradio, we talk with Julia Beebe, Marketing Manager and website optimizer at Continuum, and Brandon Garcin, Content Marketing Manager at Continuum, to discuss how MSPs can improve their website, fuel it with content, and use the two to drive leads and business growth.

1. well formatted, easy to use website.
2. design

What is the buyer's journey?
The path that your typical customer takes to eventually purchase your product or service.

She also recommends Google Analytics. Hey, we were just talking about this - remember that show with David Kutcher?

It doesn't all have to be on the home page - the other key pages will come up in the search engines if they are well written. You have more than one landing page when people arrive at your site as a result of search.

Well-organized navigation is critical to guide them through the process.

People get up in development whistles and design. Design is driven by the content! Without strong content, everything else will fall flat.

Geekspeak Guides: Where’s your damn contact info on your website?

Watch Now:
You have a website, perhaps you have a brick and mortar store you want us to fine, perhaps a restaurant. Are your HOURS and link to DIRECTIONS listed on your home page and EVERY PAGE of your site? Make it easy for us to visit you.

Are you trying to be too clever with "us" "find" "hello" in your menu rather than CONTACT ? Don't make it hard. Make it easy to CONNECT or CONTACT. Add your form, sure, add your subscription form but add your PHONE, EMAIL and MAILING and/or PHYSICAL address in there, too. I don't want to have to dig around on your site, I don't always have the time to type a contact form submission with TINY keys - sometimes, I just want to CALL you. 

HOMEWORK : Go check your site/sites to see if that information is readily available. Can a 9 year old find how to reach you? 
Check your blog and other sites - do they link back to your main site AND have contact info? I can't tell you how annoying it is on blogs where they only way to contact the writer is by making a comment on a post.
join the community:

Your Geekspeak Guides:

+Susan Finch  - +Susan Finch Solutions   Marketing, PR & Web Pro for DECADES! 
With a background in public relations and advertising since 1986, Susan is a "gentle guide for clients trying new venues online." She engages those skills as she helps create an online presence that will appeal to existing and future clients and/or investors. All these factors are considered before she constructs a suggested plan for clients. It goes way beyond an online presence.


+Yvonne Heimann  -  +Ask Yvi    Your "Can Do" Geek
After countless calls from business owners that have lost control of their web site,Yvonne put her main focus on customized WordPress sites, helping clients take charge of their online presence.Her refreshing openness will provide you with knowledge and resources in areas like Social Media, Social Media Marketing, Email Marketing, WordPress and Search Engine Optimization.



If I had a nickel: Google Analytics, more than just pretty charts.

Watch Now:
If I had a nickel...your website stats, more than just pretty charts
When you log into +Google Analytics , what do you see? If it’s neat looking graphs and tables, well, we need to talk. There is some serious intel that you can get from your web stats, stuff that will help you make real business decisions about how to use your website and your online marketing strategy. And nobody knows how to get us set up and on the right track than +David Kutcher . 

In this episode, David covers topics such as:
  • What if you have more than one site? Should they be under one account or different accounts?
  • What about subdomains? One property or several properties with URL filters?
  • What are annotations in analytics? They are like your own diary of your website and the changes you make - David LOVES these and we cover them starting at about the 20 minute mark until the break.
  • Do you know how to view and edit your analytics? If it's your site or your company's site and you are responsible for the results - you need access!
  • David tells us his favorite charts.
  • His big take away tips include how to get people interested in reading analytics? HINT: It's not a lot different from when you were a kid at bedtime.

David is the co-owner of +Confluent Forms LLC  a boutique firm providing branding, graphic design, web design, web development and custom software development services and has been in the business since '97 and incorporated his business in ‘02. His clients have included Fortune 100 companies, major banks, large non-profits and universities, to small mom & pop businesses and charities. Probably over 200 sites and clients by now...

David started as a web designer, transitioned to a web developer, then to an information architect and online strategist.

David’s company also is the brains behind the RFP Database, one of the largest online marketplaces for requests for proposals in the world, with over 120,000 registered users and having hosted over 100,000 requests for proposals.

Google+ (page):

Did you miss our previous discussions?
"If I had a nickel...Webmaster Transitions: Pleading Ignorance Doesn't Fly" 
If I had a nickel... Detangling Your Business on da'Google 

========Your Series Hosts========
+Susan Finch  - Marketing, PR & Web Pro for DECADES! 
With a background in public relations and advertising since 1986, Susan is a "gentle guide for clients trying new venues online." She engages those skills as she helps create an online presence that will appeal to existing and future clients and/or investors. All these factors are considered before she constructs a suggested plan for clients. It goes way beyond an online presence.


+Stephan Hovnanian  - Web strategy, Google+ for Business
Stephan Hovnanian is a web strategist and email marketer for Shovi Websites, author of the Google+ Pro Tips series of ebooks on Amazon, and host of a weekly webcast called Google+ Business Spotlight. Stephan distills the content and advice out there on the Web into useful and applicable ideas to help your business make the most of its online presence.


How to stop wasting marketing dollars on non-revenue tactics


Michelle Jacobs and Matt Hertig of Alight Analytics discuss how multi-channel marketing analytics can help companies be more efficient with every marketing dollar. Marketing management today has pressure to spend money on things that work and leave the rest for their competitors. Michelle and Matt share how they use ChannelMix Big Data Warehouse to increase sales online and offline for their customers.

About Michelle Jacobs, Co-Founder, Alight Analytics
Michelle Jacobs is the Co-Founder and Managing Partner of Alight Analytics, and continues to lead and develop their marketing analytics and measurement practice. Her passion for delivering insightful, actionable marketing analytics is a key pillar of the company's success. She is responsible for helping clients like Helzberg Diamonds, AMC Theatres and Hill's Pet Nutrition maximize their digital marketing efforts through intelligent use of multi-channel analytics. Before Alight Analytics, Michelle directed Web analytics, marketing and advertising strategies for companies such as H&R Block, American Century Investments, Saatchi & Saatchi, and Toyota.

About Matt Hertig, Co-Founder, Alight Analytics
Matt Hertig is the Co-Founder of Alight Analytics, an independent marketing analytics firm based in Kansas City, Missouri. Under his leadership, Alight has developed an industry-leading marketing analytics platform, ChannelMix, which has established Alight Analytics at the cutting edge of multi-channel marketing analytics.  Prior to founding Alight Analytics, Matt built an extensive background in CRM, database marketing, web strategy and business intelligence by serving as an executive leading multi-million dollar database marketing systems and multi-channel web strategies at companies such as AMC Theatres, American Century Investments and Payless ShoeSource.

About Alight Analytics
Alight Analytics delivers global marketers powerful, actionable marketing analytics. As a pioneer in the space, Alight has been offering its holistic analytics platform and services since 2007. With a talented team of dedicated experts, a proven process, and the industry’s best platform, Alight reveals omni-channel insights to enable marketers to optimize all their marketing channels. These insights significantly increase marketing ROI across their entire marketing portfolio – both online and offline. As the only marketing analytics firm to provide a full-service solution, Alight integrates its clients’ own marketing data in its cloud-based ChannelMix Big Data warehouse, builds custom dashboards, delivers regular, proactive insights and creates powerful attribution and predictive models to ensure future success.Alight Analytics was named the 2014 Best Business Analytics Solution Provider by Innovation Enterprise, a 2014 25 Under 25® award winner by Thinking Bigger Business and Alight’s Co-Founder, Michelle Jacobs, was named one of Ingram’s 2014 40 Under Forty honorees. Alight Analytics is a Google Analytics Certified Partner, a Google Analytics Authorized Premium Reseller, a MarketLive Integrated Partner, an Amazon Web Services APN Consulting Partner, a Tableau Software Technology Partner and part of the SAP HANA Startup Program.

If I had a nickel - Webmaster Transitions: Pleading Ignorance Doesn’t Fly

Watch Now:

This is the first in a series with SLMA Director, Susan Finch along with her cohost, Stephan Hovnanian

If I had a Nickel: Webmaster Transitions - Pleading Ignorance Doesn't Fly
It used to be that you would have "the guy" and he would hold the keys. Uh, BAD IDEA. It's YOUR presence, YOUR domain, YOUR email, YOUR BRAND.

If you decide to part ways for whatever reason with "the guy" there are a lot of aspects of your web presence that you will want to get a copy of. 

We have been on both sides of this discussion, as providers helping our clients move to new providers, and as the new provider for a client who has dumped, been dumped or simply parted ways with a web services provider. Years of hard lessons are now coming to you, free of charge so you are prepared to make that switch when the time comes.


========OUR FEATURED EXPERT========

+MaAnna Stephenson:
MaAnna is a geek who can still speak in plain English and helps solopreneurs, small businesses, and non-geeks create sites that gets noticed by search engines and readers. Whole-site setup, consultation and training including WordPress, SEO, content, conversion, security, performance, MailChimp, and memberships.

MaAnna's links:

Show Highlights Include:

  • When someone takes over your site - what tips do you have to prevent this pain?
  • Big question that you need to know FIRST: WHO OWNS YOUR DOMAIN?
  • Who are the domain contacts? There are usually 4: Registrant, Admin, Billing, Technical. You need to be at least two of those - REGISTRANT (owner) and BILLING
  • While we're at it, who has the keys to your social media? Do you know the logins? Is it the webmaster you are firing?
  • Select a domain registrar that is easy to communicate with - a PHONE they pick up so you can TALK. If you are switching Webmasters, you may need to move your domain to another provider.

NUGGET: When you set up the contacts for your domain, after you ensure you do have access to that account, make sure the admin contact or owner of the domain is listed as an email of yours NOT associated with the domain so you can get in, get support and  notifications. If you have, make sure the email for notifications is something like

Another security measure  in case your web server goes down, gets crashed into by a truck, etc., is to have the DOMAIN registered with ONE provider and your site hosted with ANOTHER provider. This was met with mixed reactions.
On one hand, it's nice to have ONE place where everything is to make managing easier - fewer logins, etc. 
On the other hand, it's a disaster when that one provider goes down.
Example, when Blue Host and GoDaddy had their systems hacked and brought down last year, people were stuck. There was no way to change the website location to a temporary page on another system because both the domains and the domains were in the same place. Now, if you have your domain registered and records at GoDaddy and your site hosted at BlueHost, this wouldn't be as bad. If bluehost went down, you could redirect the domain to a TEMPORARY page on Godaddy under you account to at least give folks your logo and contact information during the server issues and then switch it back when you got the all clear.

We'll talk about dual name servers in another show.

NUGGET: to see what sites are up and down.

What to look for when considering a new web services provider - this is not the hosting company, but the person, company or team that will take care of your website and online needs:

Check the references and ask around about any company you are considering. Don't just go by reviews. MaAnna talked about the "honeymoon phase" reviews - those within the first few months. Scroll to the older ones and check on those glowing reviews from a year or more ago. Are they still happy with the service?

Realize how rare it is to find one company that not only specializes in web development, but in social media and SEO too. They may do one or two pieces of the puzzle, but not all. This group strongly advises against a one-stop-shop because if anything goes awry with that ONE company, your entire online campaign, presence and branding can be lost or at least severely damaged. Even vetting these companies is no guarantee that something unexpected won't happen to them.

Things to check before transition - make sure you know the answers and the whereabouts, licenses and more to the following:

Do you have custom programming, scripts, carts, etc. Do you own it? 
You need to know this.
Clean up your online assets! URLs SQL (databases), files and more. You may not realize all that you have accumulated over the years and just have piles of items taking up space, confusing the search engines or even possibly conflicting with your current efforts.

========Your Series Hosts========

+Susan Finch - Marketing, PR & Web Pro for DECADES! 
With a background in public relations and advertising since 1986, Susan is a "gentle guide for clients trying new venues online." She engages those skills as she helps create an online presence that will appeal to existing and future clients and/or investors. All these factors are considered before she constructs a suggested plan for clients. It goes way beyond an online presence.


+Stephan Hovnanian - Web strategy, Google+ for Business
Stephan Hovnanian is a web strategist and email marketer for Shovi Websites, author of the Google+ Pro Tips series of ebooks on Amazon, and host of a weekly webcast called Google+ Business Spotlight. Stephan distills the content and advice out there on the Web into useful and applicable ideas to help your business make the most of its online presence.

Twitter: Shout-out:



How an internet radio program provides listeners for pennies

Watch Now:

SLMA radio host Susan Finch interviews Jim Obermayer of SLMALive the internet radio network to discuss how B2B companies can create their own internet radio programming. Obermayer and Finch discuss how having your own program is easy and less labor and capital intensive than a webinar program. During this program Finch and Obermayer will cover how internet radio is a huge generator of multi-faceted content, and provides a thought leadership position for the program owners.

About Jim Obermayer

James Obermayer is the Founder and Executive Director of the 8000 member Sales Lead Management Association and a principal in Sales Leakage, Inc., an Orange County, CA., firm. He specializes in helping small to medium-size companies identify sales and marketing leakage issues that stifle sales growth and waste valuable marketing dollars. Recent assignments include interim sales management positions at software companies, medical device/services corporations, a steel door manufacturer, a major real estate developer, an audience response system provider and a financial services firm. Obermayer has been the moderator to create marketing and sales plans in a single day. He is an author/coauthor of four B2B books and has a weekly internet radio program.

About SLMALive

SLMALive: Ears, not Eyeballs. Just getting eyeballs on your site was the rage, yesterday. Today it's about getting people to listen to your message, for hundreds or even thousands of listening hours. Forget paying $10 a click for a 75% abandon rate and a minute or two on your site. Forget about $5K-$20K for webinar attendance of 100 people. Get your own internet radio listeners for $.50 cents to $2 per listener hour!

SLMALive is an online B2B radio network that gives companies the opportunity to produce their own shows and native commercials to increase their authority as experts. SLMALive shows are a content creation machine for the program hosts. They do this through customer interviews, panel discussions, rants and case study interviews.

After the live show program owners use the 30-minute SLMALive internet radio program to repurpose content for blogs, newsletters, white papers, testimonials, website content, YouTube, Google +, home page (player with program lists), email blasts, interviews, articles, webinars, transcripts, tweets, and text or voice snippets taken from the program recording. The programs owners can syndicate its program to other sites. This is hot.

Do you have something to talk about? Is your company THE expert on your topic or industry? Use SLMALive's internet radio network to cost effectively reach decision makers.

For information about having your own program on the SLMALive network. Call Ron Goodman T. 510.471.3874, C.510.708.1276.


How to get an accurate database without getting ripped off.


SLMA Radio Host Jim Obermayer interviews the father of modern database marketing, Vin Gupta. The interview ranges from how modern database marketing came about to exactly how to avoid getting ripped off by supposed database suppliers. Vin has never strayed far from his roots as a marketer. 

Why it is important: 
An interesting history lesson on database marketing. The importance of triple verification of a purchased database and why you should only buy from reputable database providers. 


About Vin Gupta
Vin Gupta is the former Chief Executive Officer (CEO) and Chairman of infoGROUP (previously known as infoUSA. infoGROUP grew from a one-man operation to a global employer of over 5,000 with revenues of $750 million. During this period he acquired over 45 companies. InfoGroup was sold in July 2010 for $680 million.

He was appointed by President Clinton to serve as a Trustee of the John F. Kennedy Center for the Performing Arts in Washington, D.C. Mr. Gupta was also nominated and confirmed to be the United States Consul General to Bermuda as well as nominated by the President to be the United States Ambassador to Fiji. 

About Database USA

Why an Integrated Marketing Strategy is More Important Now Than Ever

Watch Now:

This week's guest was Shelly Kramer of V3 Integrated Marketing. This show is NECESSARY for any company that has a marketing and sales team, does advertising, is on social media and attends conferences or any combination of the above. Do not miss this priceless list of recommendations, ideas and strategies covered by Shelly with SLMARadio co-host, Susan Finch

Special thanks to Stephan Hovnanian for highlighting the show. 
Visit his site at

1:03 - What is an integrated marketing's more than just covering Twitter, Facebook, and LinkedIn.

Breaking down the silos within an organization

3:19 - So you want to be a content marketer? Let's take a step back and look at channels, brands, and power...

6:45 - 96% of people who visit your website are not ready to buy.(KISSmetrics) What does your website need to do to make sure you don't lose those opportunities?

Is your marketing impacting the customer at every step of their journey?

If you're speaking at a trade show or conference, are you thinking about what your LinkedIn profile looks like? Are the topics you're speaking about present on your company blog? What's going to happen to the decks after the conference? This is integrated marketing.

Shelly covered so many instances of missed opportunities that are typical. You spend the money to get them to the trade show, to have beautiful cards, manicured hands to shake hands, allowance for schmoozing - yet what did they do to prepare?

Some ideas include:
Create lists, groups, circles that include all of the speakers for the event. Same with sponsors, exhibitors. If you are going through the trouble to send people there - have them pepper the key attendees with interest - "Hey, you're speaking - I can't wait to hear you..." + mention, @ mention them and their companies. You'd be surprised how much that can mean to people.

13:25 - Fantastic story about an enterprise-level client and the impact (or lack thereof) of decisions related to marketing spend, specifically display advertising.

What do you want to be known for in your market? Do you talk about it? If not, you're leaving opportunities on the table.

If you are speaking on a topic on behalf of your company, does your company profile include links to posts/articles that you have created on the same topic? Does your company site display that you have the expertise on this topic? How current are the posts? Check them out or create them FAST! Build that credibility.

17:59 - Are you gating your content? Bad idea (see 6:45 timestamp), you're alienating your prospects.

Keep watching for a mini-rant on LinkedIn, lead-gen marketing, social media automation, and a great story about doing "a lot of different things, a little bit right."

I don't care if you don't like Google+, get over it! Work with somebody who has proficiency in Google+. 

For that matter, find team members who are proficient in each of your four major online venues - could be one person, could be four. LinkedIn, Google+, Twitter, Facebook. It's pretty even that this is where people hang out - 25% average for each. If you want to hit more prospects and expose them to your expertise, you have to be proficient in all of these venues. But this is just the online piece.

 - The fastest commercial break ever! Now let's talk about how to break down a piece of content into different presentations of that information for different audiences and platforms (tough to automate this, people).

Get over being paranoid about sharing things that your competition may find, just do it better!

34:58 - Shelly talks about the challenges that marketers face today to embrace all these channels and ideas in an effective fashion, and what to do about it.

38:12 - Who do you hire? Younger and savvy, or senior and seasoned? What will be most successful? How do we adapt and effect change?

43:18 - How to find and work with Shelly, info on the Integrated Marketing Summit and other conferences worth checking out, either IRL (in real life) or virtually...but IRL is better.

About Shelly Kramer

Founder and CEO of V3 Integrated Marketing, a full service integrated marketing agency headquartered in Kansas City, MO.located in Kansas City, Missouri, I'm known for my expertise with regard to brand strategy, integrated marketing, all things related to the web and the digital space, including lead generation, mobile marketing, content strategy and content marketing, website design and development, social media community building and management, business intelligence and social data gathering, analysis and integration into strategy, SEO + SEM, corporate communications, corporate social media training and a host of other things. 

I'm also a well-known speaker and present often at conferences all over world, on topics ranging from integrated marketing to digital strategy, to social media strategies to using your blog to drive leads and sales and the importance of the mobile space. 

When it comes to using the web as part of your integrated marketing strategy and helping you sell more stuff to more people--whether you're in the B2B or B2C space -- our team at V3 is pretty awesome. Oh, and did I mention we like results? And we're committed to showing our clients measurable results instead of asking them to take our word for it. We find they like that. 

I'm also kind of partial to quick wit, sarcasm, quick repartee and smart people. I like kids, good deeds, hard work, dogs, fun and frivolity. I've been known to do almost anything for food. Really good food. And, of course, beer. Beer is always good. So is wine. Red. Of course.

You can find me on the web without trying hard, but if you want easy buttons and don't want to look to the right an inch or two, you can find me here:

Shelly on LinkedIn
Shelly on Facebook
Shelly on Twitter

About our friend, Stephan Hovnanian:

Google Plus Training
If you need the expertise of not only an experienced, active Google Plus user, but also someone who understands marketing and web strategy, consider hiring me for some hands-on personal Google Plus training.

I am also the author of the Google+ Pro Tips series of ebooks, available on Kindle. You should check these out if you want to ramp up your Google+ return on investment.

Crisis Communications: Flight or Fight plan with Linda Zimmer

Watch Now:

A crisis communications plan is critical for all businesses. When you are in crisis is too late. Join me as we hear from Marketing Communications Expert, +Linda Zimmer . Linda is person to follow, know and learn from. 

She can be found EVERYWHERE that is digital and is called upon from companies and institutions around the world for guidance, planning and education. 

Highlights include: 

  • 10:50 - Do you have a place on your site with a list of whom to contact at your company for crisis situations? You'd be surprised how hard it can be to find the person YOU would want to be the POINT person.
  • 13:03 - What is a REAL crisis? It's in REAL time and needs to be dealt with NOW
  • 13:48 - Small businesses need a plan more than ever because one crisis can take out your company.
  • 14:15 - Remembering how the big change in Google search semantics has affected many small businesses who relied on keyword stuffing, SEO the "old way"
  • 14:45 Google can change their algorithms overnight - if that's what you count on, then that has be part of your plan.
  • 20:15 - Social media is about
  • 23:54 - Know what your company represents
  • 24:11 - Without a known message and tone, your response can become fragmented causing more damage to your company than the crisis itself
  • 30:29 - seeking legal council with your plan
  • 37:39 - GEM: Know the difference between being right and being effective.
  • 40:00 - GEM: Ask the question, "What can derail our success?" - those are your hotspots
  • 44:28 - Caution against only relying on online media to get your crisis situation plan deployed. You need to include more traditional forms of communication because perhaps it's your site and the internet that have gone down and your phone lines are exploding with frustrated customers.
  • 51:00 - Who is creating your corporate message and maintaining it online? Was it the intern? The person who no longer works there? You need to have access to ALL accounts

GRAB EVERY PROFILE/VANITY URL with your name, your company name or brand name or someone else will. This will give a consistent message and the public will know it's coming from you and will not be confused.

This is not an event to be missed. Linda, who is a collaborative, liquid being said it would be great to get a couple of additional experts in the discussion in the filmstrip. If you think yourself an expert on this topic and would want to join in, please let me know.

You can get to know Linda Zimmer better here:

Linked In:

Read the rest of this entry »


Interviews from Tech Marketing 360. Highlight: Socedo


SLMARadio host Jim Obermayer visited Tech Marketing 360 at the Ritz-Carlton Hotel in Laguna Niguel, CA on Feb 19th.  He interviewed Gayle Wolski , the General Manager of Tech Marketing 360, plus an in depth interview with Aseem Badshah, and Kevin Yu, founders of Socedo a very unique lead generation company.

Other interviews included:

  • Russ Danner, Crafter Software
  • Dharmesh Godha of Advaiya Solutions
  • Elena Vaysman, Hoovers’ Inc.
  • Joanne F. Valentino, The Medical Letter
  • Douglas McDonald, Transiris Corporation

Tech Marketing 360  Description

Technology is the most dynamic and challenging specialty in the world of marketing. Tech Marketing 360 is dedicated to you - the technology marketer- the unsung hero of a multi-billion dollar engine of economic growth.  Our mission is to build a community of tech marketers, for tech marketers, and at this path-breaking event, you’ll gain insight from the top thinkers at top companies, and be immersed in a community of practice, sharing, teaching and learning that will supercharge not just your skill sets, but your strategic vision.

Over three days at Tech Marketing 360, 400 senior-level tech marketing professionals will discover the most current and cutting-edge innovations and strategies to drive marketing success. Attend educational sessions across five tracks, hear inspirational keynotes, meet with top industry sponsors, and engage with your peers at special networking receptions in an intimate, upscale setting at the Ritz-Carlton Laguna Niguel.

At Tech Marketing 360 you’ll learn how to:

  • Develop the right mix of digital and traditional channels
  • Find new ways to scale your messaging and sales enablement at low cost
  • Navigate the change from packaged, on-premise solutions to Cloud-based and subscription models
  • Leverage social and mobile technologies to drive real business outcomes
  • Combine deep subject-matter expertise with the need for horizontal and multi-audience solutions
  • Bridge the gap and learn how to identify, engage with and market to CIOs, IT, developers and other technology-buying decision makers


CMO Salaries and Integrated Marketing Summit Review


Host Jim Obermayer discusses with Paul Roberts of OC Talk Radio, about the compensation programs for CMOs. Plus as a bonus, Obermayer brings interviews from the Integrated Market Summit Conference (January 30-31st in San Diego). He interviews Shawn Ellridge, Shawn Flaherty of ITX Corporation, Mac McIntosh from Acquire B2B, Jennifer Allen from Victor Marketing, and Julie Newmark from Outward Media Inc.

Obermayer said that this summit was unusual in its choice of topics. There was a keynote by the venerated Don E. Schultz interesting presentations by Shelly Kramer of V3 Integrated Marketing, Michelle Killebrew of IBM Social Business. Aaron Bolshaw of Act-On Software, Audie Chamberlain of, Nicholas Muldoon from Twitter, Eric Holtzclaw of Laddering Work’s, Matt Hertig and Michelle Jacobs of Alight Analytics, Tim Ash of SiteTuners (Your baby is Ugly) Roy Pun from Adobe, Amanda Kahlow of 6Sense Insights, Pam Didner of Intel. If you missed IMS, it will appear in Atlanta, Minneapolis, Cincinnati, Raleigh-Durham and Austin kin the coming months.


No Bull: Jumping the Chasm between Sales & Marketing

SLMA Radio host Jim Obermayer interviews John Foley, Jr., CEO of InterlinkONE and Grow Socially. The subject this week is the "Jumping the Chasm between Sales & Marketing." Foley feels he has a unique perspective on why marketing so often fails in its understanding of sales problems and yet sales doesn't escape when it flops in "selling" marketing on its needs. This should be an interesting interview, as Foley is known as a straight talker as he takes both departments to task for their failures.

About John Foley
John Foley, Jr. is President and CEO Massachusetts based interlinkONE, and Grow Socially. interlinkONE provides marketing software solutions for marketing automation, customer communications management, QR codes, and mobile websites. Grow Socially focuses on marketing services including strategic marketing plans, business transformation consulting, marketing consulting, and website development. John has also written countless educational resources including white papers and ebooks, and he is a published author of 3 books; Business Transformation: A New Path to Profit for the Printing Industry, Business Transformation: A New Path to Profitability for the Mailing and Fulfillment Industries, and his most recent accomplishment, Untethered Marketing: The Role of Cloud and Mobile Communications. Learn more about John at, and be sure to check out, and to learn more about the products and services John's companies offer.
About InterlinkOne

interlinkONE is an industry leading provider of innovative marketing software and services. We provide solutions that will help you achieve your business and marketing objectives! In addition to providing tools that will enable you to succeed, our experienced and energetic staff will guide you down a path of best practices that are always tailored to your specific needs. Below are some of the products and services that we offer.

Why are Content Marketing Agencies all the Rage?


SLMA Radio host Jim Obermayer interviews Christopher Hosford, editor-in-chief of the HosfordGroup a content marketing agency.  In this week's program Obermayer asks Hosford, "Why are Content Agencies necessary?" 

Can the typical digital, direct marketing, or branding agency handle content creation for B2B and B2C clients; or has the need outgrown their talents and ability to respond? Obermayer agrees nothing is created in lead gen today that does not have a need for a 'pile" of content for the insatiable appetite of buyers.  What content do these agencies create and what is the cost?  Is it true that those with the best and most content win?

About Christopher Hosford

Christopher Hosford is editor-in-chief of HosfordGroup, a New York City-based content marketing agency. He and his team are all former journalists — Chris previously was East Coast Bureau Chief of Crain's BtoB magazine, where he also spearheaded the company's content marketing services for such clients as Oracle Eloqua, Marketo, Aprimo, Act-On and Adobe. Previously Chris was editor-in-chief of the VNU/Nielsen publication Sales & Marketing Management magazine, and has covered marketing, business operations, finance and law fof 20 years. Chris was born in Atlanta, raised in Miami, and is a graduate of the University of Florida.

About the HosfordGroup, LLC

HosfordGroup LLC is a New York City-based B2B content marketing agency, specializing in the development of white papers, case studies, original research, webinars, blogs, live and virtual events, infographics and videos, among other forms of marketing content, all in support of clients' strategic marketing goals. HosfordGroup works directly with enterprise marketers, as well as with agencies of record to supplement their own content marketing services.

A Content Marketing Agency

+1 718.549.1726 (o)
+1 201.344.6465 (m)

Twitter | Google+



How is Google+ Different Than LinkedIn for Business Users?

Or: Why LinkedIn Users are Slow to Embrace Google+

We covered the reasons people are so comfortable on LinkedIn and why they find exploring Google+ uncomfortable, or unnerving, due to the fact it is organized differently with Circles, profiles and all of the other tools that are largely under utilized. We also discussed how when you dive into G+ it can be overwhelming due to all of the notifications that find you everywhere unless you go into settings and tone it way back.

Google+ profiles are about PEOPLE. If your profile is set up under your company name, you may want to change that RIGHT AWAY. Some "profiles" are being flagged when they are a company, rather than a person. PAGES in Google+ are for COMPANIES - similar to LinkedIn and Facebook - Profile - person, Page - company, brand or organization.

Mari Anne Vanella of the Vanella Group brought some very real examples of why she prefers LinkedIn and is hesitant to dive into Google Plus. She's had a successful, well formed group, Telesales 2.0, on LinkedIn for years. She is in the B2B arena exclusively.Greg Cooper covered additional scenarios of what may hold people back from dipping a toe into Google+; and Ronnie Bincer - The Hangout Helper as well as Mark Vang offered Mari Anne and the rest of you some great suggestions for getting started in Google+. It's not about bringing everyone over from LinkedIn, it's about finding some new connections through similar interests and areas of expertise.

We all acknowledged how powerful content is when posted to G+, YouTube through Hangouts on Air and using your authorship tags Google provides to build your reputation as an expert in your field and increase your rank in search engine results.

A wonderful post that goes with this is Mark Vang's article on Circle Management.


An interview with the author of Rise of the Revenue Marketer, Debbie Qaqish


SLMA Radio Host Jim Obermayer interviews Debbie Qaqish, author of "Rise of the Revenue Marketer."   Debbie was driven to write book by the question increasing asked by marketers, "What are you going to do about revenue?"

Obermayer will ask Debbie about the Revenue Marketers she knows that have made a difference. Why do marketers welcome revenue responsibility? Does she recommend that marketers should be paid on revenue. What are the metrics a revenue marketer should track other than the revenue goal? How long does it take to become a Revenue Marketer?

Read the rest of this entry »


How to Become Famous and Meet Really Cool People


SLMA Host Jim Obermayer interviews Jeff Ogden, Host of Marketing Made Simple TV a popular and syndicated TV show. Not just a podcast this program has real followers as Jeff reaches out in a new media that every marketer should know about.

About Jeff

Jeff Ogden is an award-winning sales and marketing expert, as well as the President of the sales lead generation company Find New Customers. He’s also the author of the “definitive guide to btob demand generation” How to Find New Customers. In addition, Jeff created and hosts the popular syndicated show, Marketing Made Simple TV, where he interviews famous business leaders like Beth Comstock (SVP and Chief Marketing Officer of General Electric), Guy Kawasaki (1.3 million Twitter followers, and Daniel Pink (NYT best-selling author.) He holds a degree in Marketing from the University of Notre Dame.

About Find New Customers

Find New Customers helps mid-sized companies (from 150 to 1000 employees) to develop world-class demand generation programs, improving the flow of qualified sales opportunities, increasing win rates, and growing overall profits. Find New Customers delivers these services all over the world, except in the state of Georgia.


Why B2B companies need a written marketing plan


Host Jim Obermayer interviews Larry McAdams of the McAdams Group.  Larry repeats an often quoted proverb that says," "He who fails to plan plans to fail."  In this 40 minute interview Obermayer and McAdams discuss why companies fail to plan and the results of their failure.  They cover the elements of a sales and marketing plan and why it only takes 8 hours to complete a solid plan. 

About the McAdams Group

McAdams Group, located in Newport Beach, California, is a brand ID & advertising design agency specializing in web and print media.

"Make Bigger Waves is our battle cry," says Larry McAdams, president of McAdams Group. "This commitment keeps us searching for just the right creative approach to help our clients achieve their dreams.

McAdams Group's creative philosophy and commitment to service have resulted in a long list of creative solutions and an even longer list of satisfied clients.

Web & Print Communication Services:

  • marketing/sales/communication plans
  • website design, programming & hosting
  • lead generation
  • brand & product ID / naming
  • brand management
  • print & broadcast advertising
  • email marketing & management systems
  • search engine optimization/ search engine marketing
  • web, print & broadcast media plans
  • point of sale materials
  • product launch support
  • corporate & product literature
  • content management systems for web
  • promotion development
  • direct mail/direct response
  • trade show exhibit design
  • sales & training videos
  • interior & exterior signage

Strategic Volunteering - When saying Yes is bad.


Cyndi Greenglass, Senior Vice President, Strategic Solutions for Diamond Marketing Solutions was interviewed by Susan Finch about strategic volunteering. Finch, as the founder of a national non-profit, Binky Patrol has been at both ends of this discussion. She and Cyndi were in line with their thoughts and recommendations about strategic volunteering.

In this show Susan asked Cyndi:
  1. What do you mean by “strategic volunteering”
  2. Is volunteering different than philanthropy?
  3. How much volunteering do you do?
  4. How much time does it take?
  5. What types of organizations?
  6. How did you decide where to volunteer?
  7. Why do you say that volunteering can be bad?
  8. Does this seem self serving?
  9. What is your advice on how to choose?
  10. Are you good at saying no?
Some of the take-aways included:
What advice do you have for other women to say no?
Have a personal plan - how does this opportunity/organization fit into your plan? If it does not - say, "No." At least say no until you figure it out.
What if you have 10% of your time allocated for volunteering and this new opportunity would add another 5-10%? You either need to pull back what you were already doing to make room for this new thing, or take a pass for now so that you don't do a shoddy job volunteering for either organization or project.

Can you leave us with 3 takeaways on how to become a strategic volunteer?
  1. Create volunteer activities. This is a great way to find good leadership candidates and use these opportunities for skill building and training
  2. Men tend to identify mentors at early age - in their career and at a personal level. This development use in a positive way volunteer contacts mentoring opportunities - networking, etc.
  3. Quickly identify if it is not a good fit get out fast. 
for the second year in a row.
Theirs will be a pre-conference intensive workshop. 

Part 1 (Saturday, 12 Oct, 10am to 12:30pm): Everything Data in Business, Government and Institutional Markets
with Cyndi W. Greenglass
Review how B2B databases are structured, and how to find the last crumb of useful information about customers and prospects, both internally and externally. Focus will be placed on internal data sources, compiled and response databases, as well as physical and digital sources of actionable data. You will learn specific steps for keeping your customer information fresh and clean.

Part 2 (Saturday, 12 Oct, 2:15pm to 4:30pm): Developing and Delivering Compelling Motivational Offers
with Ruth P. Stevens
This session will focus on offer development in B2B, providing key insights and examples of successful offer and creative in social media, mobile, and print communications. Case studies will illustrate excellent online and offline copy, design, and offer tests, and exercises will allow attendees to craft social media messaging that drive results. You will learn how to craft compelling offers at each stage of the buy cycle.

More about Cyndi Greenglass:

Cyndi is responsible for marketing and strategic solutions and manages our agency services team of data, analytics, creative, and digital professionals. With a strong track record in marketing, strategic planning, and database development, she helps our clients “market smarter” by providing strategic solutions. Prior to joining Diamond Marketing Solutions, Cyndi launched World Marketing Integrated Solutions, an integrated database and strategic marketing consulting firm. Her background includes 10 years in international business consulting with the U.S. Embassy and the U.S. Foreign Commercial Services.

Cyndi is a past president of the Chicago Association of Direct Marketing and past chair of the Direct Marketing Association Business-to-Business Council. She is a frequent presenter at major DM industry conferences and is an educator at several universities. Cyndi has twice been recognized among the Top 100 BTB Marketers by Crain’s BtoB magazine. 


Part 2 Should Marketing be compensated on revenue?


SLMA Radio host Jim Obermayer tackles the thorny question of compensation plans for marketing. Should Sales and Marketing be on the same plan? If so, is it just the Marketing leader, or the whole marketing department? What about bookings v. revenue as the basis for compensation? Sales is on bookings; marketing (usually) is on revenues, if at all. Are there other metrics that can be used for Marketing compensation plans, such as "qualified leads" or "conversions?" 

It will be a thought-provoking hour. Both Obermayer and Lundbohm are opinionated, have strongly held, and often sometimes opposing views.

About Eric Lundbohm
Eric Lundbohm is a B2B marketing professional with over 25 years’ experience in the trenches bringing products to market and growing their revenues. He brings a range of experience garnered from Fortune 500 down to start-up situations across technology, healthcare, information and automotive industries. Eric's main focus is on go-to-market strategies, creating messaging that works and lead generation that can be tracked. He enjoys helping companies hone their marketing strategy and execution to begin or accelerate growth.

His experience includes 9 years growing a network security firm from $4 million to $60 million, a dot-com start-up and a dozen years in marketing roles in Fortune 500 firms. He holds a Bachelors in MIS from the University of Rhode Island and a MBA in Marketing from The Ohio State University.

Eric blogs regularly on marketing, business and management on his blog at and you can follow him on Twitter @lundbohm.

Your competitor doesn’t have to be the enemy.


brenda-casey.jpgStrategic alliances can occur in the strangest places. One great resource to consider are your direct competitors. If you've seen, "Miracle on 34th Street" you'll remember Kris Kringle directing the mother to Gimble's over Macy's because Macy's didn't have the toy she desperately needed. Macy's became the hero and further embedded her loyalty because her needs were put first. 

Susan Finch interviews Brenda Casey, owner of Casey's Plumbing in Portland, Oregon. We rarely feature B2C executives and owners. Brenda is passionate about plumbing and her customers. She is also fastidious when it comes to customer service. They are known as "The Picky People's Plumber" for a reason.

They also tackle the topic of reputation management, Yelp! and the decisions Yelp! makes as far as displaying or not displaying reviews. Casey's has 37 comments. 28 are glowing, but Yelp! has decided that they are not legitimate comments and suppresses them from display AND the overall rating average. Susan knows for a fact that Casey's asks each customer for a review. The technician gives them the envelope with the quick survey and asks them to seal it while he/she is out at the truck wrapping it up. Good or bad, it is turned in. Customers are also invited to review them on Yelp!, MSN, Yahoo at the same time - Good or bad, happy or unhappy. It's the only way to improve your business is to ask for honest feedback.  Hear a bit of this story and other customer service practices that can inspire you to go beyond your competition to garner the clients you want. 

Brenda Casey says, "Our goal is to turn customers into clients." She knows the difference - Loyalty and longevity.

Casey's Plumbing website | follow them on Twitter