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Sales Lead Management Association Radio

26
Jul 2016

Why Sales Lead Management Workflow Can Increase Sales 30%

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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 2016

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


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 2016

The Single Biggest Mistake Every Sales Person Makes

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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
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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. 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 2016

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

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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

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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 2016

How a Personal Sales Assistant App Increases Sales Using Humor

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"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 2015

SLMWeek: Lead Management isn’t about implementing software.

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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 

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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 2015

4 Ways Queue-Based Lead Management is Shaping Inside Sales

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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 2015

You have to be willing to go from NO.

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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 2014

Why is Lead Management a failure of so many?

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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 2014

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

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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 2014

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

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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 2014

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

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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 2014

Sales Managers Suck at Taking Responsibility

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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 2013

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

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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 2013

Why don’t salespeople follow-up sales leads?

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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.