Sales Lead Management Association Radio header image 1

Sales Lead Management Association Radio

26
Jul 2016

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 2016

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 2016

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