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Sales Lead Management Association Radio

25
Oct

Can your Marketing People Execute Revenue Accountability in 2018?

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It’s Budget Time and this year may be different for many marketers as expectations of “marketing revenue management” have increased.

The 5 Step Model for Operationalizing an SPB&M

Since the publishing of Debbie Qaqish’s book the Revenue Marketer the thought that marketing is not only responsible for demand-gen and product marketing, but also revenue has cause elation and fear in the marketing suite.  In this interview with Kevin Joyce of the Pedowitz Group and Sam Melnik VP of Marketing at Allocadia the two discuss major changes in planning and marketing operations that are taking some people and companies by surprise. 

  1. Why this a new ballgame for Marketing Operations
  2. Definitions of SPB& M,  MO-led, and MPM
  3. How marketing planning has changed to Marketing Revenue Planning
  4. Does every company require a Marketing Operations Manager to plan and execute this MPM process?
  5. Describe the Pedowitz and Allocadia partnership

Why it matters

“The thought that marketing is not only responsible for demand-gen and product marketing, but also revenue has cause elation and fear in the marketing suite.”

 

Sam Melnick, VP of Marketing at Allocadia

Sam Melnick is the VP of Marketing at Allocadia, the leader in Marketing Performance Management software, managing over $20B in marketing spend to-date. He is an award-winning and analytically driven marketing professional with experience as a marketing practitioner at Vivox, CMO industry analyst at IDC, and customer success manager at a Lattice Engines. Sam is a frequent speaker at marketing industry events and prolific author of marketing research. He was recognized as a top 50 most influential marketing technology professional, plus one of New England’s top 40 influencers in content and digital marketing. Sam is a graduate of UMass Amherst’s Isenberg School of Management.

LinkedIn: https://www.linkedin.com/in/sammelnick

Twitter: http://www.twitter.com/sammelnick

 

About Allocadia

Allocadia is the leader in Marketing Performance Management and creators of the #RunMarketing movement. The company's award-winning technology empowers marketers with confidence in their plans, investments, and ROI. Founded in 2006 by twin sisters Kristine Steuart and Katherine Berry, Allocadia today serves more than 10,000 marketers worldwide, managing over $20B in marketing investment to-date. Learn how leading marketing organizations at over 200 companies including Microsoft, Juniper Networks, VMware, Red Hat and Charles Schwab run the business of marketing at Allocadia.com.

 

Kevin Joyce, CMO/Vice President Strategy Services, the Pedowitz Group

Kevin Joyce is CMO and vice president of strategy services with The Pedowitz Group. He holds a unique combination of marketing skills and sales experience that helps companies to bridge the gap between sales and marketing.  Last year he was named one of SLMA’s Top 40 Most Inspiring in B2B Lead Generation.

Kevin is a marketing executive with 35 years of experience in high tech, holding positions that include engineering, marketing, and sales. For more than 16 years, Kevin has worked with SMB to enterprise companies on their journeys to transform their demand generation strategies as it relates to the six key components of a successful Revenue Marketing™ engine: strategy, people, process, technology, customers and results.

Kevin has successfully launched numerous products and services as a director of product marketing at Sequent, as a director of sales at IBM, as vice president of marketing at Unicru, and as CEO at Rubicon Marketing Group. He holds a BS in Engineering from the University of Limerick, Ireland and an MBA in Marketing from the University of Portland.

About The Pedowitz Group – Connecting Marketing to Revenue™

The Pedowitz Group wrote the book, and is the undisputed thought leader on Revenue Marketing™. As your partner, TPG helps you plan, build and optimize your revenue engine by delivering services in MarTech, demand generation and marketing operations. To discover how we can help your organization become successful Revenue Marketers™, visit http://www.pedowitzgroup.com, or call us at 855-REV-MKTG or visit Revenue Marketer Blog.

Linkedin: https://www.linkedin.com/in/kevinhjoyce/

Twitter: https://twitter.com/nivenor1

 

SLMA Radio Sponsorship

 adView.cfm?id=396Whether 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 www.validar.com

14
Feb

8 Components to Boost Lead to Revenue Results based on Research from 1400 Executives

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250-SLMARADIO-20170216-ryan.jpgIn this interview with Christopher Ryan, CEO of Fusion Marketing Partners we cover the 8 significant components to increase the lead to revenue conversion for B2B companies.  The results are based on Fusion Marketing Partners annual research  survey of 1400+ sales and marketing executives.   The host is Jim Obermayer. Show airs Thurs January 19 10:30 am.

About Christopher Ryan

Chris Ryan has 25 years of marketing, technology, and senior management experience, and is a widely known expert in B2B marketing, lead-to-revenue modeling, sales strategy, and business startups. As both a services provider and in-house marketing executive, Chris has played a transformative role in driving marketing and sales programs that achieve the desired results and create alignment and synergy between the sales and marketing operations.

Chris is known as an outstanding communicator and has presented keynote addresses and breakout sessions at numerous conferences on marketing and technology. For three years, Target Marketing magazine named Chris as one of the Top 100 U.S. Marketers. Chris has written four books on marketing and information technology, including the recently published Winning B2B Marketing.

About Fusion Marketing Partners Read the rest of this entry »

10
Jan

How Leading Companies Increase Revenue in today’s Hyper Competitive Environment!

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250-SLMARADIO-20170112-morgan.jpgIn this interview with Rhoan Morgan, recent winner in the category of most inspiring leader of B2B and B2C C-Level Executives, she reveals what leading companies are doing that those that want to be leading companies aren’t doing.  The host is Jim Obermayer

About Rhoan Morgan

As CEO of DemandLab, Rhoan sets the direction for the technologies, strategies, and partnerships that drive success for the agency’s clients. An early proponent of marketing automation, Rhoan continues to explore the next wave of technologies and analytics that support engaging customer journeys, and deliver valuable customer insights that advance business goals and accelerate revenue. Read the rest of this entry »

3
May

How to Avoid Sales Productivity Dips While Modernizing Sales Departments

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Change is a risky proposition for all sales organizations because change means confusion, hesitation and chaos as salespeople adjust to the company’s vision of a new sales approach driven by changed customer buying habits.  In the book “Selling Vision” co-author Rick Cheatham takes us through the origins of the book and how change doesn’t have to mean one or two quarters of lower revenue when salespeople adjust.  Everyone agrees that new realities of customer buying is driving changes in sales organizations and Cheatham discusses how to approach change and not get slammed in the process.  The host is Jim Obermayer
 

About Rick Cheatham

RICK CHEATHAM leads the US Sales Practice for BTS. He works with clients such as Google, Accenture, Metlife, and IBM to drive their sales efforts into the future. Rick leads a team of over 20 consultants and conceptualizes many of the BTS solutions deployed in the US.
 
He is passionate about making work a place where salespeople come to be successful, is totally pragmatic and experienced in getting results through being a purpose-driven leader, and has an uncommon balance between vision and how things really get done. 
 
Prior to BTS Rick was a sales leader for both regional and global account teams. Ultimately he led the sales force of a $1B business unit through a restructuring and shift in how they sold, which has shaped his thinking on how organizations can change what and how they sell faster and more effectively. Rick lives in Austin, TX.
 
About BTS
BTS is a professional services firm nestled between consulting and training on the strategy execution spectrum. Our focus is on the people side of strategy working with leaders at all levels to help them make better decisions, convert those decisions to actions and deliver results.  Rick leads BTS’ Sales Practice, which offers buyer-centric consulting, sales transformation (planning, change management, and training), assessment and selection, and on-the-job execution tools.

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This episode is generously sponsored by adView.cfm?id=383The Vanella Group, Inc.-- the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visit VanellaGroup.com or call 888-335-0340


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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 www.validar.com
3
Mar

Create Predictable, Scalable Sales Revenue

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Host Jim Obermayer interviews Aaron Ross, best-selling author of Predictable Revenue. Ross reaches back into his experience at SalesForce.com to share a method he has created to allow any company to create predictable revenue.

aaron-ross.jpgAbout Aaron Ross

Aaron Ross is the #1 best-selling author of Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com (called by Inc.com the “Sales Bible of Silicon Valley”). His consulting company, Predictable Revenue Inc., helps companies with sales teams double or triple their growth. Before Predictable Revenue, Aaron worked at Salesforce.com, where he created a revolutionary Cold Calling 2.0 inside sales process and team that helped increase Salesforce.com’s revenues by $100 million. Aaron graduated from Stanford University. He lives in Los Angeles with his wife and four children (also expecting a new baby in June 2014, loves motorcycles, and he keeps his work to 20-30 hours a week.

4
Feb

CMO Salaries and Integrated Marketing Summit Review

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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 Realtor.com., 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.

11
Nov

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

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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 »