April 25: Juliana Lukasik Director CEO of @largefilms on Mentoring
April 24th, 2013
Sparking 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.
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April 4: Software that delivers the most data wins
April 2nd, 2013
SLMA 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.
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February 14: Kathie Nelson says Stop turning over rocks for customers.
February 11th, 2013
Susan 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.
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Cooking Up Great Sales Leads: Top 10 Ingredients
October 15th, 2012
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.
About 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.
Posted in Uncategorized, Sales Lead Management, Lead Nurturing | Comments |
Oct. 3: Top Ten Pricing Mistakes even Pros Make!
October 3rd, 2012
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
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.
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Why are salespeople so p.o.’d at marketing?
September 18th, 2012
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.
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July 12: Lisa Cramer, President of LeadLife Solutions
July 10th, 2012
Paul 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.
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May 17: Gil Cargill, Cargill Consulting Group, Inc.
May 15th, 2012
After 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.
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April 5: Ken Thoreson, Acumen Management How a Sales Team Can Manage Itself!
April 2nd, 2012
Ken 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
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March 15: Leads 360 CEO Nick Hedges Discusses Highlights of Lead Industry Report 2012
March 12th, 2012
This 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.
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