Sales Lead Management Association Radio header image 1

Sales Lead Management Association Radio

26
Jul

Why Sales Lead Management Workflow Can Increase Sales 30%

00:0000:00

250-SLMARADIO-20160728-delacruz.jpg

Workflow isn’t just an industrial term for making a product from start to finish, oh no. Today, when you mention workflow sales and marketing people think sales processes or at least we should.   And sales processes always include sales lead management, or at least it should.  In this interview with Guy De La Cruz, VP of Sales at VanillaSoft he discusses the workflow process of lead management that drives sales.  The host is Jim Obermayer.
 

Read the rest of this entry »

3
May

How to Avoid Sales Productivity Dips While Modernizing Sales Departments

00:0000:00

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.

----------------------------------------------------


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


adView.cfm?id=396
and by Validar Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution.  Call 888 784 2929 or visit us at www.validar.com
12
Apr

The Single Biggest Mistake Every Sales Person Makes

00:0000:00
250-SLMARADIO-smith-041416.jpg
Salespeople must to learn dozens of different skills to be successful.The most accomplished salespeople have refined each of the talents, one after another, until they are consistently selling (think telephone skills,appointment setting, presenting, technical knowledge, persistence, in person communication, benefit presentations, probing questions, closing and negotiation to name a few). But there is one skill that separates winners from losers and Jeff Smith will share that in this program with host Jim Obermayer.

About Jeff Smith:
Generate. Follow up. Succeed.
 
As CEO at Lead Generation and Management Solutions, these words are Jeff’s mantra…and mission for each of his clients.Jeff Smith is a seasoned business executive who has been a key player in more than 20 successful business start-ups in markets including entertainment, telecommunications, Internet, finance, software, online services, information publishing, business services, business consulting, customer satisfaction, reputation marketing, ROI tracking, business coaching and sports training. Throughout his career, he has re-invented himself in a variety of different markets by focusing on the key principles of success.
 
Smith’s primary focus today is on helping clients solve their lead monetization problems by implementing intelligent automated lead generation and follow up solutions.

Like you, we all lead hectic lives with many distractions. Work. Home. Distractions from every corner of our daily lives. The result is we never have enough of our most precious resource…time. When we lack time, we often fail to focus on two of the most important aspects of our business success. Generating high quality leads that reach out to us - and following up on our leads in a professional and persistent manner until they are ready to buy, partner or whatever we consider success.
 
As an author Jeff has written two best-selling books on Amazon. “Profitable Internet Marketing for Dental Practices - How to Get More New Customers Than Your Competition” and “Winning with Reputation: 12 Key Strategies to a Stellar Online Reputation.” Jeff is a guest that will entertain, educate and inspire your listeners to grow, overcome challenges and succeed.
 
Will Berger, Founder, LeadOutcome said, “Jeff is an expert in lead generation and follow up. He knows the value of the advice he’s giving because he follows it every day and benefits from the results it produces.” 

Jeff Smith, CEO, Lead Monetization Solutions

www.lmsmax.com | 404-530-9383 | jsmith@lmsmax.com
----------------------------------------------------


This episode is generously sponsored by adView.cfm?id=383The Vanella Group, Inc.-- the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visit VanellaGroup.com or call 888-335-0340


adView.cfm?id=396
and by Validar Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. From capturing leads at tradeshows to managing onsite registration, tracking session attendance, gathering feedback, and providing sponsors lead retrieval we have a full suite of solutions for you. Since 2005 Validar has been turning Corporate Events and Trade Shows into Better Business. Call 888 784 2929 or visit us at www.validar.com
14
Mar

Should leads be reassigned if a rep fails on follow-up?

00:0000:00

250-SLMARADIO-jerrytroke-20160317.jpg

Sales lead follow-up by direct or indirect representatives continues to be the most aggravating, difficult, madding, and frustrating issue confronting sales and marketing management. Management demands, threatens, screams and begs salespeople to do their jobs and follow-up expensive sales leads given to them, and failure is their reward 75-90% of the time. In this interview with Jerry Troke, CEO of Marketnet, host Susan Finch and Jerry tackle the issue of simply reassigning sales leads to someone that cares instead of pursuing the impossible dream.
 
About Jerry Troke
Jerry Troke is an entrepreneur and sales/marketing executive with more than 35 years of experience across several industries in b2b markets.  Jerry received multiple degrees from Purdue University before joining Rockwell Automation (formerly Allen-Bradley Co) in 1978.  After his twenty-plus-year career with increasing responsibilities at Rockwell, he moved on to challenging opportunities with Stiles Machinery in the woodworking machinery industry, and Behler-Young and Heat Controller in the heating/ventilating/air conditioning industry, gaining perspective through working for both manufacturing and distribution companies.  In 2014, Jerry spearheaded the acquisition of MarketNet Solutions, currently serving as its president and owner.  Jerry resides in western Michigan with his wife, Sue, where they enjoy sailing on Lake Michigan.  He can be contacted at JTroke@MarketNetSolutions.com.
 
About MarketNet
MarketNet specializes in Lead Management and Digital Marketing. We help our clients move leads through the sales cycle with lead capture, content creation and lead distribution. Our process helps you save time and money by knowing when your leads are ready to be contacted and knowing what touchpoints and products they are interested in.
 
“No lead left behind” is more than a slogan to us. It’s a deep-seated operating philosophy. Every sales lead represents an opportunity for you and for us. For you, it’s more business. Not only today, but hopefully for the future as well. For us, it’s a chance to deliver a great customer experience on your behalf. We pay attention to every sales lead. Our systems and processes leave nothing to chance. Using our Lead Management process, we work with you and your channel partners to make sure no one is left unattended. No lead is left behind.
 
Not sure what Lead Management is? Yes, it may seem like a world of acronyms, fictional scenarios, and hypothetical questions. We bring it down to earth; we make it understandable and most importantly, we make it work. And it’s our passion (not many people can say that). We’re leaders in making Lead Management a key part of revenue generation, especially for clients who go to market through dealers or a mix of dealers and direct sales offices. So feel free to chat, call, email, or reach out to us through social media. We can help. Learn more about MarketNet at www.marketnetservices.com

----------------------------------------------------

This episode is generously sponsored by adView.cfm?id=383The 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 VanellaGroup.com or call 888-335-0340

adView.cfm?id=396
and by Validar Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. From capturing leads at tradeshows to managing onsite registration, tracking session attendance, gathering feedback, and providing sponsors lead retrieval we have a full suite of solutions for you. Since 2005 Validar has been turning Corporate Events and Trade Shows into Better Business. Call 888 784 2929 or visit us at www.validar.com
8
Feb

How a Personal Sales Assistant App Increases Sales Using Humor

00:0000:00
"A sales representatives day is filled with tight schedules, tension, pressure to perform, calls, call-backs, new lead follow-up, old lead follow-up, an aggravating sales manager, customer complaints, emails, presentations and oh yes an occasional appointment  and stupid stuff the corporate office layers in just for fun.  All of this makes it difficult to keep track of the most important part: new business activities.  Adam Honig, CEO and Founder of Spiro Technologies shares with SLMA host Jim Obermayer how an app for the iPhone and Android users powers a humor loaded sales personal assistance program to motivate sales reps and help them with their everyday work. Hint: the app uses a customer built-in machine learning engine that leverages existing data in Salesforce, email and calendars.

The Selling Power President's Club powered by Spiro

Being eligible for the President's Club is super easy: you need to be one of the first 2,000 salespeople to download and use Spiro, our personal sales assistant. Don't worry, if you're one of the legendary salespeople already using Spiro, you can update it to the most current version and opt into the President's Club.


About Adam Honig
Adam Honig is the co-founder and CEO of Spiro Technologies. He is a recognized thought-leader in sales process and effectiveness, and throughout his career has gained experience at every level of a sales organization – from a salesperson to VP of Sales at a company he co-founded and helped take public. As a serial entrepreneur and business leader, Adam has co-founded three successful technology companies in addition to Spiro: Innoveer Solutions, C-Bridge and Open Environment. He is also known for speaking at various conferences including Dreamforce, for pioneering the 'No Jerks' hiring model and for flying his drone while traveling the world.

About Spiro
Spiro is the personal sales app for quota-carrying salespeople who want to make more money. Stay on top of your pipeline and close more deals thanks to your free personal assistant that makes sure you connect with your customers and prospects at the right time. Spiro integrates across Salesforce, email and calendars to deliver proactive notifications from multiple fun and engaging assistant personas. Spiro also reduces CRM data entry by capturing user actions in the app and syncing information across platforms. Spiro can be downloaded for free in the Apple App Store, Chrome Store, or register for the Android Beta and is available to salespeople who use Salesforce. For more information, please visit http://www.spirohq.com and follow Spiro on Twitter @SpiroHQ and Facebook at https://www.facebook.com/SpiroHQ.

This episode is generously sponsored by The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visit BuildPipeline.com or call 888-335-0340

Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. From capturing leads at tradeshows to managing onsite registration, tracking session attendance, gathering feedback, and providing sponsors lead retrieval we have a full suite of solutions for you. Since 2005 Validar has been turning Corporate Events and Trade Shows into Better Business. Call 888 784 2929 or visit us at www.validar.com
12
Oct

SLMWeek: Lead Management isn’t about implementing software.

00:0000:00
During this celebration of Sales Lead Management Week, we interviewed Richard Brock of Leadlife in 2014. It's still relevant, we still haven't learned. Richard Brock, who many say is the founder of customer relationship management and consequently modern sales lead management. We tackled the difficult subject of why lead management continues to be a failure at so many companies. Why do they think that by just putting in a software product they will instantly increase sales?

About Richard Brock 

Richard Brock is a tech-savvy, entrepreneurial software development professional with over 30 years of experience in CRM Solutions and deep roots in Marketing Automation. He is the co-founder and CEO of LeadLife Solutions, a provider of an on-demand lead management solution that drives revenue by bundling state-of-the art marketing automation technology with lead management systems to maximize sales opportunities. He is a board member of the Technology Executives Roundtable, mentor to various technology companies and Founding Father of CRM. 

Richard pioneered the Sales Force Automation space by starting Brock Control Systems (Firstwave Technologies), which became the leading provider of web-based Customer Relationship Management applications. 

About LeadLife Solutions 

LeadLife was founded and designed by experts with lots of sales, marketing and customer relationship management experiences. We understand the pressures placed on sales and marketing departments to hit numbers. Whether it’s a sales execution tool, a marketing automation solution or both, LeadLife’s proven platform provides companies flawless execution of their marketing and sales strategies. And we are there to help. www.leadlife.com 

------------------------------
This episode is generously sponsored by The Vanella Group
The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visit BuildPipeline.com or call 888-335-0340
13
Jul

4 Ways Queue-Based Lead Management is Shaping Inside Sales

00:0000:00

As the shift to insides departments grows while the number of field sales reps shrinks, the C-Level managers are doubling-down on expectations of  inside sales productivity. It isn’t enough that the number of prospects and customers spoken to on a daily basis quadruples for inside vs. outside reps. Nor that the average cost per inside rep is only 50-60% of the outside rep total compensation.There is a constant pressure for increased sales productivity in the face of high rejection rates while the count of salespeople per manager continues to grow. 
 
The answer everyone suspects is a technology boost that helps the ISR manage their workflow and this is all driven by the relatively new science of queue based lead management. In this unscripted, sans PowerPoint program, Kevin Thornton, EVP of Vanillasoft explains to the SLMA Radio Host Jim Obermayer how queue based lead management makes the difference between success and failure for any company with high lead volumes and inside sales people.


Kevin Thornton

A strategic, global sales & marketing executive, Kevin’s career spans over 20 years leading sales teams that have generated over $1B in software sales. Kevin has forged dozens of strategic partnerships and has executed the go-to-market strategy for hundreds of leading software solutions through multiple channels and regions.As Executive Vice President, Sales & Marketing for VanillaSoft, Kevin is responsible for accelerating global customer and revenue growth and overseeing all new customer engagement and acquisition strategies. Kevin’s key areas of focus are SEO & Social Media Marketing, Business Development, Channel & Alliance Partnerships and Demand Generation.

Prior to joining VanillaSoft, Kevin served as Senior Vice President Sales & Marketing, Americas at Corel Corporation where he was responsible for all regional sales, marketing, alliances, and business development activities. Prior to Corel, Kevin served as Senior Vice President Sales for Sage Software’s Small Business Division. Kevin resides in Dallas, Texas and is an honors graduate of the University of Ottawa in Ontario, Canada.

About VanillaSoft

VanillaSoft is the industry's leading software for sales-by-phone professionals. VanillaSoft’s intuitive and easy-to-use inside sales software takes the best of CRM, Lead Management, Telemarketing and Appointment Setting applications to create the most productive phone sales environment available today. 

The VanillaSoft platform allows customers to see increased productivity, higher contact rates, and sales accountability in ways no other sales-by-phone solution does.  VanillaSoft’s queue-based lead management takes sales to a whole new level: it’s Sales to the Power of the Queue. Through queue-based lead management, inside sales organizations see increased productivity, gain performance visibility, and realize a greater ROI on leads.

 

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

16
Feb

You have to be willing to go from NO.

00:0000:00

Tim Wackel covers some of the biggest errors salespeople commit… and where there are some big opportunities.

This lively discussion will cover:

  • The sales sins you must avoid
  • Top tips for finding new business today
  • What to do when prospects go silent

On email marketing - Subject lines:
Make sure your fun subject goes with the context of the message. You can have some fun.

You have to be willing to go from no. - Tim Wackel

Would you like me to go ahead and put together a proposal? TOO much opium. Instead try this approach:

I enjoyed our visit, but I sense that putting together a proposal is still a little premature, what are your thoughts?

Get them to BEG you to get to the next step. It's like a great first date.

Don't take the bait. Pride yourself on delayed gratification.

Tim is the founder and president of The Wackel Group, a training and consulting firm dedicated to helping organizations find, win and keep customers for life. He is a member of the American Society for Training and Development and holds a professional membership in the National Speakers Association. He earned his Electrical Engineering degree from the University of Nebraska and lives in Dallas where he and his wife raised their two children and are now enjoying their empty nest.

Tim Wackel is one of today’s most popular sales speakers because he makes information entertaining, memorable and easy to understand. He combines more than 25 years of successful sales leadership with specific client research to deliver high-impact programs that go beyond today’s best practices. Tim’s keynotes and workshops are insightful, engaging and focused on providing real world success strategies that audiences can (and will!) implement right away.
13
Oct

Why is Lead Management a failure of so many?

00:0000:00

During our annual sales lead management week, we interview Richard Brock, who many say is the founder of customer relationship management and consequently modern sales lead management. During this interview, his third time on the show, we tackle the difficult subject of why lead management continues to be a failure at so many companies. Why do they think that by just putting in a software product they will instantly increase sales? Get ready for a thumping from Richard and Jim Obermayer the host. 

 
About Richard Brock 
 
Richard Brock is a tech-savvy, entrepreneurial software development professional with over 30 years of experience in CRM Solutions and deep roots in Marketing Automation. He is the co-founder and CEO of LeadLife Solutions, a provider of an on-demand lead management solution that drives revenue by bundling state-of-the art marketing automation technology with lead management systems to maximize sales opportunities. He is a board member of the Technology Executives Roundtable, mentor to various technology companies and Founding Father of CRM. 
 
Richard pioneered the Sales Force Automation space by starting Brock Control Systems (Firstwave Technologies), which became the leading provider of web-based Customer Relationship Management applications. 
 
About LeadLife Solutions 
 
LeadLife was founded and designed by experts with lots of sales, marketing and customer relationship management experiences. We understand the pressures placed on sales and marketing departments to hit numbers. Whether it’s a sales execution tool, a marketing automation solution or both, LeadLife’s proven platform provides companies flawless execution of their marketing and sales strategies. And we are there to help. www.leadlife.com 
 
About Sales Talk Technologies
 
By the time you get an opportunity to speak with the prospect, they have all kinds of information and preconceived ideas about their needs and the solutions that can meet their needs. So, you need a way of seeing what they’ve done and aligning your conversation with theirs. Unlike other software, SalesTalk is part of a proven platform that interprets the seller’s conversations through a click or touch technology and is combined with the prospect’s digital behaviors, providing consistent execution of your company’s sales strategy. The story-so-far feature within SalesTalk allows you to do just that. SalesTalk’s story-so-far feature is unique because it delivers critical data by tracking the timing and flow of every interaction with a prospect – each and every digital and conversational behavior is logged complete with time spent. All information within the story-so-far is synchronized behind the scenes with a company’s CRM system.
 
Increase your win to forecast ratio – making sure sale reps are aligning their conversation with their prospects and knowing what your prospect is interested in. Sales management get what they need from their CRM system without sales reps doing any extra work. It’s about better sales call each and every time so your reps can sell more.http://getsalestalk.com/
8
Sep

Why smart marketers don’t avoid the sales funnel, and dumb ones do!

00:0000:00
By definition, the sales funnel appears to be the domain of the sales department, but in the past few years enlightened marketers have realized that the sales funnel is one of their most useful tools to understand and control marketing.  In this interview, Andy Paul, Author of Zero Time Selling makes the case for the importance of using the sales funnel as marketer’s most fundamental tool in controlling marketing spending on promotions that work. 


About Andy Paul

Andy Paul , the founder & CEO and founder of Zero-Time Selling, Inc., is a leading expert on maximizing the value of your selling to help customers make fast and favorable decisions. He is recognized as one of the leading global experts on social selling. Andy is also the author of the award-winning book, Zero-Time Selling: 10 Essential Steps to Accelerate Every Company's Sales. Zero-Time Selling® reflects Andy’s knowledge that in today's hyper-competitive sales environment "how" a company sells its products and services is as important as "what" they sell in creating value for the customer and effectively differentiating their company and offerings. With more than 30 years in the sales business as a successful sales professional and sales vice president in companies ranging from raw startups to Fortune 1000. Andy is a frequently sought-after speaker, trainer, executive sales coach and sales process consultant. He splits his time between offices in New York City and San Diego.

Phone: 619-980-4002

5
Aug

How salespeople spend their time can increase sales 29-49%

00:0000:00

How salespeople spend their time (spend is the operative word) can make a staggering  difference in productivity (code word for ROI) of a sales rep.  Jorge Jeffery of Velocify shares the results of data collected from 400 companies and one million sales leads.  He tells the SLMA Radio host Jim Obermayer how to double conversion rates, (close more deals) and how to call leads more quickly. All of this comes from their recently released study: The Power of Prioritization.
 
 
About Jorge Jeffery
 
Jorge Jeffery joined Velocify in 2011 and is senior manager of strategic intelligence. Jorge has been instrumental in mining data from the more than 1,500 sales teams that leverage Velocify’s solutions today. Insights gleaned help establish best practices for Velocify clients in order to maximize revenue potential.
 
About Velocify
 
Velocify is a market-leading provider of cloud-based intelligent sales software, designed for high-velocity sales environments. Velocify helps sales teams keep pace with the speed of opportunity and increase revenue by driving rapid lead response, increased selling discipline, improved productivity, and actionable selling insights.
 
The company has helped more than 1,500 companies across a variety of industries improve customer acquisition practices and sales performance. Velocify was recently recognized as one of the fastest growing companies in North America by Deloitte and a Best Place to Work by the Los Angeles Business Journal.
18
Jun

How do salespeople stay relevant when buyers are liars and evasive?

00:0000:00

The Barriers Salespeople Face in Following-Up Sales Leads

Richards Brock is interviewed by SLMA Radio host Jim Obermayer as they discuss the increasing difficulty of salespeople being able to have meaningful discussions with inquirers.  Are salespeople marginalized as the buyer becomes easily educated about products without the benefits of a salesperson?  How does the salesperson stay germane in a game where the buyer is often evasive and dishonest about their intent?    

 

About Richard Brock

 

Richard Brock is a tech-savvy, entrepreneurial software development professional with over 30 years of experience in CRM Solutions and deep roots in Marketing Automation. He is the co-founder and CEO of LeadLife Solutions, a provider of an on-demand lead management solution that drives revenue by bundling state-of-the art marketing automation technology with lead management systems to maximize sales opportunities. He is a board member of the Technology Executives Roundtable, mentor to various technology companies and Founding Father of CRM. 

Richard pioneered the Sales Force Automation space by starting Brock Control Systems (Firstwave Technologies), which became the leading provider of web-based Customer Relationship Management applications.

About LeadLife Solutions


LeadLife was founded and designed by experts with lots of sales, marketing and customer relationship management experiences. We understand the pressures placed on sales and marketing departments to hit numbers.

Whether it’s a sales execution tool, a marketing automation solution or both, LeadLife’s proven platform provides companies flawless execution of their marketing and sales strategies.  And we are there to help. www.leadlife.com

About Sales Talk Technologies

 

By the time you get an opportunity to speak with the prospect, they have all kinds of information and preconceived ideas about their needs and the solutions that can meet their needs. So, you need a way of seeing what they’ve done and aligning your conversation with theirs. Unlike other software, SalesTalk is part of a proven platform that interprets the seller’s conversations through a click or touch technology and is combined with the prospect’s digital behaviors, providing consistent execution of your company’s sales strategy.

 

The story-so-far feature within SalesTalk allows you to do just that. SalesTalk’s story-so-far feature is unique because it delivers critical data by tracking the timing and flow of every interaction with a prospect – each and every digital and conversational behavior is logged complete with time spent.

All information within the story-so-far is synchronized behind the scenes with a company’s CRM system.

Increase your win to forecast ratio – making sure sale reps are aligning their conversation with their prospects and knowing what your prospect is interested in. Sales management get what they need from their CRM system without sales reps doing any extra work. It’s about better sales call each and every time so your reps can sell more.  www.salestalktechnologies.com

9
Jun

Sales Managers Suck at Taking Responsibility

00:0000:00

In This 25 minute discussion, Jim Obermayer gets Velocify CEO Nick Hedges opinion as to why sales lead follow-up is so dismal, and why sales manager’s appear to not take responsibility in making it happen. 

Jim says, "The premise is that millions of dollars are spend on lead generation and 75-90% of all inquiries are not followed-up. This means 75-90% of the marketing dollars are wasted and there are huge opportunity loses when sales fails to talk to potential buyers

We have traditionally blamed salespeople, but to follow-up or not is a strategic decision and part of every manager’s responsibility when his/her people fail in this most basic skill."

1:08 Whose responsibility is it. We have to start holding sales managers responsible for not performing.

1:30 Sales Managers haven't had the tools to figure out who's doing what and when.

1:52 Focused on win rate

2:13 Focus on qualification rate in the first place from marketing qualified lead to sales qualified lead. It's been really neglected and ready for change.

2:57 Is it more tool oriented? Jim wants to know.

3:15 Sales doesn't use the tools.

3;27 Velocify the tool: Sales acceleration software. Helps inside sales teams - makes them more effective at taking a lead that is marketing qualified and turning it into a sales qualified lead.

4:03 Distributing leads to sales team based on historical sales performance.

4:20 Guided workflow

5:42 Velocify includes the pieces left as optional in most CRM tools. This is not a CRM tool.

6:00 The problem is, more people going into inside sales teams because of lead marketing leads explosion. This leads to poorly trained team.

7:00 Sales 2.0, Jim said the speakers said the only sales forces growing in following year will be inside sales teams. Nick Hedges agrees.

7:45 Bring field teams inside - that may be the answer.

8:45 Nick's advice to sales managers, "Have to move to something over time. If you start off with highly prescriptive, it tends to get rejected by the sales people. Kind of tie things up over time. 

9:40 Reporting and visibility systems about people's relative performances is a really good way to drive the right behaviors.

10:10 Best clue is boards on the wall showing the top performers. That's how you know they some some good systems in place.

10:51 Everything should go over to sales, according to Nick Hedges.

11:25 Marketing automation systems are good for drip emails and content until the lead qualifies as a sales qualified lead.

12:15 Most transformational thing about marketing automation is that it created a catalyst for sales leaders and marketing leaders to agree on what is a viable qualified marketing lead. If that doesn't happen, you're back in that cycle of rejecting leads and having leads rejected.

12:55 Qualified lead is clear for Velocify: based on bad framework, size of prospect, clear intention to purchase our software. There is no such thing as a standard definition. Make your marketing qualified lead definition as less-exacting as you possibly can. 

13:20 There is no substitute for human conversation.

14:00 Jim told a story about a company who was in deep trouble closing deals and meeting quota: "Criteria was so tight that they were not making quota, but 2500 leads were stuck in lead qualification portion of the system." Had to kick it loose.

15:25 Nick Hedges does not stand by BANT framework. He feels you'll lose too many potential sales qualified sales leads staying strict to BANT.

On Velocify's Ideal Customer:

16:50 B2C customers include banks, mortgage companies, insurance companies, higher education. They tend to orient toward medium and large size companies.

17:30 B2B is fastest growing in their portfolio, tends to be pretty vertically agnostic. Medium and large size companies with a common characteristic: they are trying to scale their sales efforts at a very fast pace.

About Nick Hedges: 
Nick Hedges is president and CEO at Velocify and a 15 year veteran of the Internet and software as a service (SaaS) industry. Nick joined Velocify in 2008 as SVP of business development and then held various roles at the company, including head of sales and chief revenue officer, prior to becoming CEO in 2011. 
Prior to Velocify, Nick was a case team leader at Bain and Company, where he led strategic assessments in the technology, consumer products, media, and private equity industries. Prior to Bain, he was the CEO of an online marketplace for the global soft commodity industry that provided trading and logistics services to companies across Africa, Asia and Europe. The company was one of the few early dot-coms to generate healthy revenue and was a forerunner of SaaS technology. Earlier in his career, Nick worked at Andersen Consulting (now Accenture) on Internet and process-reengineering projects and at Ogilvy and Mather Advertising as an account manager for big brands, such as Kodak and Ford Motor Company.
5
Aug

Modern prospecting dilemma when prospects are too busy to talk to you!

00:0000:00
SLMA Radio host James Obermayer interviews author Rod Sloane, founder of the 8000 member Sales and Marketing Alignment Group. In a no holds-bared interview. Rod addresses how to talk to people who hide, evade, dodge, elude, skirt, shirk, equivocate and otherwise become invisible even though they have an expressed need.

Rod Sloane also produces the UK based “No-Bull Sales & Marketing Alignment Radio Show” available on itunes.apple.com. He is a conference speaker who tackles how companies manage leads, create opportunities and generate revenue. Mr. Sloane is the founder of the LinkedIn Sales and Marketing Alignment Group that has over 8,000 members.

Author of ”Alignment, The Secret to getting your Sales and Marketing Teams Working Together” Rod says It is about your people, your language and your culture. Sloane has his own consultancy aptly named, Rod Sloan. http://www.rodsloane.co.uk/
30
May

Why don’t salespeople follow-up sales leads?

00:0000:00

Jim Obermayer and Paul Roberts discuss the all-important topic of why salespeople don’t follow-up sales lead and what can be done about it.

James W. Obermayer is a principal in Sales Leakage Consulting, Inc., an Orange County, California based sales and marketing strategy consulting firm and a principal of Cerius Consulting. He specializes in helping small to medium-size companies identify sales and marketing leakage issues that stifle sales growth and waste valuable marketing dollars. Aside from consulting, his career has been equally divided between sales and marketing positions in business-to-business corporations.

Jim has served as Vice President, Worldwide Sales at an enterprise software company (Stac) an internet services company (Internet Products), Senior Vice President for two industry-leading inquiry management firms (IHS and AdTrack Corporation), and Vice President of Marketing for a medical device manufacturer (Brentwood Medical Products). He has also been Vice President of Sales and Marketing for a direct marketing agency (Kern Direct).

In addition, Obermayer is the author of "Managing Sales Leads, Turning Cold Prospects into Hot Customers" and "Sales & Marketing 365." He is also co-author of "Managing Sales Leads, How to Turn Every Prospect into a Customer" (over 12,500 copies sold). In addition, he has written more than 80 articles on sales and marketing management. He is a frequent speaker at conferences and training seminars for such organizations as the Direct Marketing Association and the American Marketing Association to corporate sales meetings.

24
Apr

Juliana Lukasik Director CEO of @largefilms on Mentoring

00:0000:00

juliana-lukasik.pngSparking debate and fostering the next generation of professional women through advocacy, mentorship and business moxie is what Juliana Lukasik can bring to your next conference. You’ll want her unique perspective as a expert in high-profile, international product launches and a leader for the cause of promoting women in media. We wanted to hear more from her on the topic of mentoring and relate it to the sales and marketing industries. 


When SLMA Radio cohost, Susan Finch first heard Juliana speak, it was on a panel honoring the 20 Women of Influence in Oregon. It was sponsored by the Portland Business Journal. Mentoring professionals, especially women, is Juliana's passion.

The Sales Lead Management Association is always talking about lead nurturing, lead management and sales skills training. It is our responsibility to dedicate as little as 3% of our time to mentoring professionals and students to help them become the leaders we want to face in sales, as peers. How else will they learn best practices if not from those who go before them? Tune in to hear Juliana and Susan speak about the importance of mentoring in all industries.


A bit about Juliana Lukasik:

Juliana has been in the film business for over 20 years. She is in the minority three percent of women commercial directors. She graduated from Oregon State University with a Bachelors of Arts in Broadcast Communications. In 1999, she purchased Signature Films and changed the name to @Large Films. In addition to day-to-day management of the company and business development, Juliana has produced and directed projects that have won Emmy, Addy and Telly awards. As a child, Juliana was told by her father that there wasn't anything she couldn't do. She believed this to her core. She is also the President of the CEIC (Central Eastside Industrial Council). Along with her love of advertising, Juliana is currently in pre-production on a project about one of her favorite subjects, pet adoption.

Follow her: @julianalukasik View her LinkedIn profile.

2
Apr

Software that delivers the most data wins

00:0000:00

iStock_000013323978Small.jpgSLMA CEO Jim Obermayer says that software programs that explain the most data, and are verified by the most evidence, are better than those that do not. He'll discuss how CRM properly applied, along with marketing automation, gives the most data on marketing performance and gives more evidence than any other combination of software.  In essence, those with the most data will win.  But, he says, "You have to manage the sales lead system to win."

During this program Obermayer contends that those with the most marketing toys win. But tools without leadership are just tools in the hands of fools.

About Obermayer

Obermayer is an author (four books) and  a speaker on subjects of sales lead management, sales enablement and marketing ROI.  He is the founder and of the world-wide 6200 member Sales Lead Management Association, which also has a Linkedin Group of 2987 members.  The SLMA is the sponsor of the yearly Sales Lead Management Week, the annual contest for the 50 Most Influential People in Sales Lead Management, and the nomination and naming of the 20 Women to Watch in Sales Lead Management.  The SLMA also hosts the weekly c-level interview program; SLMA Radio.  Obermayer is the Vice President of Business Development at Vitech Corporation.

11
Feb

February 14: Kathie Nelson says Stop turning over rocks for customers.

00:0000:00

Kathie-Nelson-Headshot-web-2-12.jpgSusan Finch interviews Kathie Nelson, Founder and CEO of Connectworks. Kathie is a serial entrepreneur and born powerhouse in business growth, is a four time author, highly sought after speaker, top tier business strategist, and coach.

Her cut to the chase deliverables have produced her own award winning sales, and national acclaim. In addition to her contributions to emerging companies, many non-profits and corporations have been the beneficiaries of her visionary leadership style resulting in substantial, measurable growth.

Once told she would never walk again, she defied the odds and overcame the obstacles that promised her life long limitations. Refusing to accept being told what she couldn’t do, she found her way to walk again and has never stopped. Kathie brings that same determination to all of her savvy business strategies.

Crediting this life changing experience as her catalyst, she soon developed the business formulas and strategies that persistently equal success for thousands of individuals and organizations nationally.

With concise and visionary accomplishment, her speaking prowess, signature products, and services far surpass the current market metrics. Get what every busy professional seeks: more money, more easily through business growth, marketing, networking, and sales.

Some of the show highlights and topics include:

There are two perspectives

1. Lack of confidence in their ability to sell or whatever they interpret what the word "sales" means to them.  These people usually have a disconnection to the language that sales professionals describe as the sales process.

2. Clear understanding of what the customer needs so that the sales conversation is about serving and discovery.  This group is usually comfortable and connected to the language that sales professionals describe as the sales process.

Small business owners frequently hear what they consider vague and non-relatable concepts, "lead management, sales lead management, ROI, lead nurturing, sales funnel management, lead generation." These same people have not been exposed to that professional language, yet they are out there trying to accomplish these goals. If they were confident in what makes them different, this would not get in their way.  It seems to be part of the stigma they associate with the term, "Sales Professional." You're going to have a difficult time selling anything if you can't become confident in your ability to sell your products or services.

Three key pieces to gathering the information ahead of time:

  • Keeping your finger on the pulse of trends that will affect your prospects or customers.
  • Conducting focus groups
  • Creating strategic partner alliances serving the same audience, as well as other sales professionals serving same audience

She asks them, "What's on your radar for 2013?" "What are obstacles that are possibly going to keep you or your customers from reaching their goals."

Susan Finch acknowledged these can be scary to ask the questions that you may not like the answer. But asking these questions make you empathetic, knowledgeable, credible. You will discover the correct market entry points, at what moment are they more receptive to hiring, launching, purchasing a service.

Kathie Nelson: realizing that if you have a sales manager over your shoulder telling you that you have to produce. "I can't slow down to do discovery because I have to get the quota up."  If you don't take the time for discovery, you are constantly turning over rocks, "Are you my customer?" "Are you my customer?"

Do you want to increase your sales quickly? Then commit to investing in the time, slow down - evaluate who my best customers were and what were they really going through. In general, do they have challenges? This process helps her empathize and serve them better. Once she did this and got clear on the experience of my customer, my sales doubled. This was through strategic partnerships.

"For every minute spent in planning saves 9 in execution."

Book recommendation for sales professionals:

Dave Crenshaw's book, "The Myth of Multitasking."  His overall message: Multi-tasking serves no one.

If you are in sales and don't want to be seen as a sales person, you are sabotaging your success. Whatever stigma you have associated with the sales profession is old news. You can be an honorable, caring, successful SALES professional, and proud of the product or service you represent, happy with the success you are adding to your customers' businesses.

Kathie's two books, "I Want What She's Got!" and the "Busy People Guide to Getting Unstuck" are helpful reads that will have you laughing and crying and inspired.

busy-peoples-guide-to-getting-unstuck-cover1

15
Oct

Cooking Up Great Sales Leads: Top 10 Ingredients

00:0000:00

SLMA Radio host Jim Obermayer interviews Al Davidson, founder and president of Strategic Sales and Marketing, Inc. Al has, has been nominated by the Sales Lead Management Association as one of the 50 Most Influential leaders in the industry. Davidson is also the group owner of Linkedin’s Manage Your Leads which has 5393 members.

Every delicious meal begins with a good recipe: without all the ingredients, working in the right order, sequence and in just the right quantities, your dish just doesn’t come out right. Just like cooking in the kitchen, “cooking up” great sales leads requires a list of key ingredients and a consistent process to achieve a successful result.

Great chefs know how to add an intangible touch to a dish that is all their own. In the same way, sales lead generation experts know how to draw upon the special nuances and human touch of furthering a conversation, identifying a prospect’s needs, and building relationships.

Just like preparing a great meal requires a long process of washing, prepping, chopping, seasoning and cooking, B2B lead generation is a long-term process of building relationships, maximizing opportunities and learning as you go along. With these 10 ingredients, your lead generation and appointment setting calls will be more likely to achieve success.




al-davidson-200.jpgAbout Al Davidson

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. 


About SSM - Strategic Sales & Marketing, Inc. Major Account Lead Generation Since 1989

SSM's sales lead generation services are targeted to those clients whose primary focus is selling "complex" B2B products and or services. These types of sales are typically "non commodity" items and may also have one or more of the following characteristics; Decision makers that are typically at the Owner, Director, VP or C level of contact. Sales that require multiple sales calls (typically over a period of months) to close. Selling situations where the prospect may be asked to make a large purchase. Typically our clients are utilizing a "solution sell process" and therefore require leads where prospects have a challenge, problem or issue that needs to be resolved.

3
Oct

Oct. 3: Top Ten Pricing Mistakes even Pros Make!

00:0000:00

pricing-strategy.jpg

SLMA Radio host Jim Obermayer interviews Per Sjortor of Atenga to discuss the most amateur mistakes even the most seasoned managers make in pricing their products. While this isn’t a sales lead management topic, Obermayer felt it is too important to miss.

per-sjortor.pngPer Sjortor

Mr. Sjorto’s long term interest in pricing as a key business driver lead to the founding of Atenga. He discovered that what he learned about pricing in business school was not actionable and practical enough to be useful. Having the opportunity to try different approaches to pricing, he concluded that there are specific intellectual properties around pricing that could be developed and that he could build a company around. That company is Atenga

Prior to Atenga, Per had more than 25 years of executive management experience and has founded and built a number of successful, and very profitable, sales and marketing companies in Europe and in the US. Per also co-founded industry association G-SAM and has published a number of articles in industry press. He is also a sought-after speaker at conferences.

About Atenga, Inc.

Atenga, Inc. was incorporated in 2002 and is located in the Los Angeles area. The Company began as a marketing consultancy, helping European and Asian companies establish markets in the United States. In that capacity, the founder discovered that European companies often took a much more disciplined approach to pricing than many American companies did, and American companies often relied on gut feel and flawed information to make critical pricing decisions.

In 2004, the founder toured several European companies in several different countries (Holland, Germany, Sweden and others), and documented their pricing methodologies. He re-oriented Atenga to focus strictly on pricing, adapting the European model to the American marketing and management style and customs. In 2010, we expanded our reach with dedicated resources in Europe, South America and Asia.

During 2011, the company got increased insight into the deficiencies of traditional customer satisfaction studies and measurements. Consequently, we developed a process to mitigate these deficiencies and offer clients truly valuable customer and competitor satisfaction measurements. www.atenga.com

Our staff comes with degrees from the best universities in the nation and with multi-year experiences working in senior positions at some of the leading companies in the world, such as American Express, Starbucks and others.

18
Sep

Why are salespeople so p.o.’d at marketing?

00:0000:00

iStock_000019479689Medium.jpg

Why do salespeople complain so much? Why is marketing so aggravated with salespeople?

Will Crist and Jim Obermayer get into the definition of a sales lead from a salesperson’s perspective. What do salespeople most want from marketing? What’s wrong with most leads? Why are 75% of all sales leads not followed-up? Why hasn’t marketing fixed their most vexing issue? Do salespeople really want telemarketing to prequalify leads? How fast should salespeople follow-up a lead? What must be on every lead for a salesperson to take it seriously? Should marketing lead generation be tied to sales quotas? How do you get salespeople to follow-up sales leads? Should marketing only deliver sales ready leads?

Marketing is represented by Obermayer. Sales by Crist. Bring seat belts. Turn down the volume.

10
Jul

July 12: Lisa Cramer, President of LeadLife Solutions

00:0000:00

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.

15
May

May 17: Gil Cargill, Cargill Consulting Group, Inc.

00:0000:00

gil-cargill.jpgAfter concluding a spectacular sales and management career at IBM, in which he led his sales team from a dead-last rating among 220 branch offices to first place in less than a year, Gil Cargill launched his own consulting practice in 1978. Cargill Consulting Group, Inc. was built on the same strategies that produced Cargill’s outstanding sales results at IBM.

Gil Cargill has spent the past twenty-nine years as a consultant, speaker and trainer helping thousands of businesses achieve dramatic and permanent improvements in sales productivity. Cargill has taught salespeople across diverse industries the importance of developing sales processes, the advantages of implementing new technology, and the benefits of tracking sales performance.

Cargill is a frequent speaker at national conventions and meetings of Vistage International, formerly The Executive Committee (TEC), and has been consultant to such organizations as Arthur Andersen, Toshiba, ComputerLand, Micro Age, Apple Computers, Borg Warner Weyerhaeuser, and many thousands of growing small-to-medium businesses.

In 1996, Sales & Marketing Management magazine named Gil Cargill one of the “Top Six Speakers in the Country”, and Successful Meetings magazine listed him as one of the “Hot 25 Speakers to Watch For.” Cargill has received numerous other awards/recognitions and is frequently quoted in leading sales and management publications.

Twenty-nine years of success in both sales consulting and sales training is proof that Cargill’s style of delivering information and defining proven sales processes has helped his audiences understand that there are better, more profitable ways to perform their sales tasks.

2
Apr

April 5: Ken Thoreson, Acumen Management How a Sales Team Can Manage Itself!

00:0000:00

ken-thoreson-200.jpgKen  Thoreson,   President,  Acumen Management, Known as the Sales Guru. Author (4 books) speaker and consultant.  A believer that a sales team can be built that manages itself.

Acumen  Management  Group  Ltd.  “operationalizes”  sales  management  systems  and  processes  that pull  revenue  out  of  the  doldrums  into  the  fresh  zone.  During  the  past  14  years,  our  consulting,  advisory,  and  platform  services  have  illuminated,  motivated,  and  rejuvenated  the  sales  efforts  for  organizations  throughout  North  America.    Ken provides  keynotes,  consulting  services,  training  and  products  designed  to  improve  business  and  revenue  performance.

Backgrounder Ken  Thoreson,  Acumen  Management  Group,  Ltd.  president,  is  a  sales  leadership  professional  who “operationalizes”  sales  management  systems  and  processes  to  pull  sales  results  out  of  the  doldrums  into  the  fresh  zone  of  predictable  revenue.  The  sales  management  thought  leader  is  recognized  as  an  expert  in  sales  execution,  channel  management,  revenue  generation,  sales  analysis,  compensation,  forecasting,  recruitment,  and  training  within  the  sales  function.  Over  the  past  14  years,  his  consulting,  advisory,  and  platform  services  have  illuminated,  motivated,  and  rejuvenated  the  sales  efforts  for  companies  throughout  North  America—from  emerging,  transitional  to  high‐growth.  Prior  to  founding  Acumen,  he  led  development‐stage,  entrepreneurial,  and  $250‐million  national  vertical  software  sales  organizations  as  vice  president  of  sales.    As  a  speaker,  Ken  energizes  audiences  and  recharges  their  personal  commitment  to  professional  excellence  to  help  drive  personal  and  organizational  change  and  growth.  In  addition  to  the  3  newly  released  books  based  on  his  Sales  Management  Guru  series,  and  Success  Simplified,  co‐authored  with  Stephen  Covey,  Ken’s  many  articles  and  nationally  recognized  blog  are  excellent  resources  for  executives  who  want  to  revitalize  their  organizations.  He  has  been  published  in  Selling  Power,  VARBusiness,  Reseller  Management,  Business  Products  Professional  and  SmartReseller.  He  is  currently  a  columnist  for  Redmond  Channel  Partner  Magazine,  a  publication  for  Microsoft  channel  partners.  Ken’s  blog  has  been  rated  in  the  top  10  sales  blogs  in  the  United  States  and  ranked  a  top  sales  industry  social  media  user  by  op  View.

Ken  is  a  member  of  the  National  Speakers  Association.   www.NSA.com

12
Mar

March 15: Leads 360 CEO Nick Hedges Discusses Highlights of Lead Industry Report 2012

00:0000:00

nick-hedges2.jpgThis is the 2nd year for the report.  The company analyzed 20 Million Leads across 1,500 lead buyer databases from 90 surveys and in-depth interviews.  Hear the optimism and the pessimism in the lead industry and what occurred in 2011.  Hear about Mortgage Industry purchased lead volume and conversion rates.  The report highlights the same information about the insurance and education industry.

Nick Hedges is President & CEO of Leads360 and a 15 year veteran of the Internet and Software as a Service industries. Nick joined Leads360 in 2008 as SVP of Business Development and has since held various responsibilities at the company including Head of Sales and Chief Revenue Officer.

Prior to Leads360, Mr. Hedges was at Bain and Company, where he led a variety of operational transformation engagements and strategic assessments in the technology, consumer products, media, and private equity industries. Prior to Bain, Mr. Hedges was the CEO of an online marketplace for the global soft commodity industry which provided trading and logistics services to companies across Africa, Asia and Europe. The company was one of the few "dot coms" to generate healthy revenue and produced a product that was a precursor to what is currently described as "software as a service".

Earlier in his career, Mr. Hedges worked at Andersen Consulting (now Accenture) on Internet and process-reengineering projects and at Ogilvy and Mather Advertising as an Account Manager for Kodak and Ford Motor Company. Mr. Hedges holds an MBA with Distinction from Harvard Business School where he was a Fulbright Scholar, and received a bachelor's degree with first class honors from Manchester University.

About Leads360:

Leads360 doesn’t sell leads; it provides lead management software  and services that ensure their clients achieve unparalleled return on investment from their leads. Leads360 is the largest and most successful sales lead management company with over 5,000 clients and more than five years of experience helping businesses grow. We provide Web-based lead software to businesses that need a proven solution to help them manage their sales process from start to close.

The average company converts a small percentage of the leads they purchase or generate. Despite the time, effort and cost of marketing, companies that don't use lead management end up wasting opportunities and usually don't even know it. If you are buying or generating internet leads you need a lead management solution-and we're confident that we have the most powerful software and the best professional services and support.

10
Oct

Oct. 13 Show: SLMA CEO, Jim Obermayer and Brad Kamphuis of Active Conversion

00:0000:00

JamesObermayer.jpgJames W. Obermayer is a principal in Sales Leakage Consulting, Inc., an Orange County, California based sales and marketing strategy consulting firm and a principal of Cerius Consulting. He specializes in helping small to medium-size companies identify sales and marketing leakage issues that stifle sales growth and waste valuable marketing dollars. Aside from consulting, his career has been equally divided between sales and marketing positions in business-to-business corporations.

Jim has served as Vice President, Worldwide Sales at an enterprise software company (Stac) an internet services company (Internet Products), Senior Vice President for two industry-leading inquiry management firms (IHS and AdTrack Corporation), and Vice President of Marketing for a medical device manufacturer (Brentwood Medical Products). He has also been Vice President of Sales and Marketing for a direct marketing agency (Kern Direct).

In addition, Obermayer is the author of "Managing Sales Leads, Turning Cold Prospects into Hot Customers" and "Sales & Marketing 365." He is also co-author of "Managing Sales Leads, How to Turn Every Prospect into a Customer" (over 12,500 copies sold). In addition, he has written more than 80 articles on sales and marketing management. He is a frequent speaker at conferences and training seminars for such organizations as the Direct Marketing Association and the American Marketing Association to corporate sales meetings.

During the show, Jim encourages you to tweet him any questions using the #slmaradio hashmark. He'll be responding to your questions during the live show.

BradKamphuis2.pngBrad Kamphuis is an expert in both strategic and direct selling, as well as networking, telemarketing, and lead generation tactics. He is trained in all the “big-name” sales strategies, including Dale Carnegie, Sandler Sales, Miller Heiman and Brian Tracy and has been involved in training hundreds of sales representatives. With his 22 years of expertise Brad has combined sales execution, marketing tactics and business development strategies to drive sales growth in companies ranging in revenue from $350K to $350M annually. Brad leads the business development department at ActiveConversion.