Jan. 5: Jill Konrath - 3 Biggest Problems You Are Called Upon to Fix

January 2nd, 2012

Jill Konrath’s career is defined by her relentless search for fresh sales strategies that actually work in today’s business environment. She's a bestselling author and frequent speaker at sales conferences.

We will be talking to Jill about the three biggest problems you are called upon to fix at companies and your success in fixing them, as well as her book, SNAP Selling.

SNAP Selling, Jill's newest book, jumped to #1 on Amazon within hours of its release. Selling to Big Companies, her 1^st book, was selected as a "must-read" by Fortune magazine. It's been an Amazon Top 20 sales book since 2006.

Listen Now:

Standard Podcasts [01:01:37m]: Play Now | Play in Popup | Download | Embeddable Player | Hits (320)

Posted in Public Relations, Sales Strategist, Sales Skills Training, Marketing & Media | Comments (0) » | (0 ratings)

September 8 Show: Mike Schultz, Rain Group - Why Sales Training Fails

September 5th, 2011

President of RAIN Group, Mike Schultz is world-renowned as a consultant and expert in sales performance improvement, and co-author of the books Professional Services Marketing sales performance expert mike schultz (Wiley, 2009) and Wall Street Journal bestseller Rainmaking Conversations: How to Influence, Persuade, and Sell in Any Situation (Wiley, 2011).

Mike has worked with organizations such as Monitor Group, American Management Association, Instron, Ameresco, Pegasystems, Fidelity Investments, Ryder, Quintiles, Roche, Navigant Consulting, Bank of America, Mellon Bank, IDC Research, and dozens of others to improve sales performance and develop rainmakers.

As a sales leader himself, Mike oversaw a sales force at a leading business-to-business company, engineering growth in his division by 800% in a four year period while increasing margins significantly. Mike has also sold millions of dollars of products and services to companies across industries and of various sizes.

Mike is Publisher of RainToday.com, the world's largest publication (90,000 subscribers) and membership site for insight, advice, and tools for selling and marketing professional services, and he is on the faculty in the marketing division at Babson College. RainToday.com was borne out of Wellesley Hills Group, Mike’s first entrepreneurial venture, which enjoyed rapid growth and was listed in Inc. Magazine’s list of fastest growing companies in the country.

Listen Now:

Standard Podcasts [00:50:00m]: Play Now | Play in Popup | Download | Embeddable Player | Hits (84)

Posted in Sales Skills Training | Comments (0) » | (0 ratings)

August 18 Show: Justin Gray, CEO LeadMD

August 16th, 2011

Justin Gray is the CEO & Chief Marketing Evangelist of LeadMD. He founded the company in 2009 with the vision of transforming traditional “grassroots” marketing efforts through the use of cloud based marketing solutions. Realizing the potential for growth in this space, Mr. Gray created a true Marketing-as-a-Service corporation, which specializes in outsourcing the core functions of a marketing department either through on-demand solutions, consulting or both. Since that time Gray has emerged as strong voice for Marketing Automation and Conversation Marketing through both industry publications and his Blog, The Marketing Evangelist. Prior to launching LeadMD, Gray has spent the last 12 years helping companies of varying size overhaul and optimize their marketing and sales departments including CEO for MaaS Impact, and Vice President of Sales & Marketing at BillingTree.

Listen Now:

Standard Podcasts [00:50:00m]: Play Now | Play in Popup | Download | Embeddable Player | Hits (68)

Posted in Marketing Automation, Sales Strategist, Sales Skills Training | Comments (0) » | (0 ratings)

June 2 Show: Trish Bertuzzi, The Bridge Group, Inc.

May 31st, 2011

Commentary: James Obermayer Winners never try, Winners only win, Trying is for Losers.

When someone says, “I’ll do my best,” you know the outcome. When staff people say, “I will try as hard as I can,” you know the excuses have started. As Gerry Spence says, “Trying is for losers.” In this short 5 minutes Obermayer says it’s time we stopped trying to prove the ROI for marketing and started doing it.

Trish Bertuzzi Inside Sales Thinker, Writer & Builder President & Chief Strategist, The Bridge Group, Inc.

SLMA radio host Will Crist will ask Trish about the biggest challenge her group has encountered. The number one weaknesses that marketers and sales managers share. She talks about her new book, Building Inside Sales: Framing a Best Practice Group

Trish and The Bridge Group help Sales & Marketing leaders make the big decisions: on implementation strategy, process to improve performance, supporting technology, and metrics & measurement.

Since founding The Bridge Group in 1998, Trish and team have helped over 180 B2B technology clients build, expand, and optimize their Inside Sales strategies.

Trish is a frequent speaker and blogger on Inside Sales productivity, trends, and effectiveness. She is author of Building Inside Sales: Framing a Best Practice Group and co-author of Sales Speaks: Perception & Ponderings on Marketing Leads.

Trish has won 7 awards (including a lifetime contribution award from the AA-ISP & Top 20 Women to Watch from the SLMA), serves on 3 boards, has a golf handicap she won’t reveal.

Listen Now:

Standard Podcasts [00:50:00m]: Play Now | Play in Popup | Download | Embeddable Player | Hits (64)

Posted in Sales Strategist, Sales Skills Training | Comments (0) » | (0 ratings)

May 12 Show: Al Davidson and Dennis Totah

May 9th, 2011

Al Davidson, Strategic Sales & Marketing (SSM)

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.

Dennis Totah, CatapultWorks

Dennis Totah, President of the Data Group for CatapultWorks, provides the technology vision for all CatapultWorks groups, and drives database, telemarketing and sales and marketing initiatives by guiding CatapultWorks' long-term service, partnering and acquisition strategies. Dennis' unique experience managing sales operations at companies including Kodak and Portera has helped CatapultWorks continue to provide our clients a more complete marketing services offering that yields substantially more ROI than traditional agencies. Dennis also spearheads the agency's ability to deliver automated scoring and nurturing programs using advanced CRM and SFA technologies.

Listen Now:

Standard Podcasts [00:50:00m]: Play Now | Play in Popup | Download | Embeddable Player | Hits (60)

Posted in Marketing Automation, Sales Strategist, Sales Skills Training, Current and Past Shows | Comments (0) » | (0 ratings)

April 21 Show: Jeff Pedowitz and Tony Rutigliano

April 18th, 2011

Jeff Pedowitz of The Pedowitz Group Jeff Pedowitz, President and Chief Executive Officer

We will ask Jeff why the Pedowitz Group is ranked 12th in Atlanta’s fastest Growing Companies (out of 50). What does his company do that is different from his competitors? What advice can he give sales manager’s to grow their revenue in 2011? What is the number one error marketing manager’s are making in 2011?

Jeff has 20 years of experience leading successful B2C and B2B organizations. As founder and president of The Pedowitz Group, Jeff is responsible for setting the company's vision and strategic direction along with managing all daily operations. He frequently writes and speaks on a variety of topics related to demand generation, Web 2.0, and marketing.

Prior to founding The Pedowitz Group, Jeff served as vice president of professional services for Eloqua, one of the world's leading providers of demand generation software. While there, he spearheaded a best practices consulting organization from the ground up and helped Eloqua achieve a significant thought leadership position in the marketplace.

Jeff began his career with Subway Sandwiches, where he successfully built a territory to include 35 owned and franchised stores. From there, he held key leadership and executive positions with Computer Associates, SmartTime Software, and Salesnet.

Tony Rutigliano - Gallup and co-author of Strengths Basd Selling

Tony Rutigliano, Founder of Gallup’s Sales Force Effectiveness Practice

The SLMA will ask Tony why his book Strengths Based Selling is difference from the several dozen other books on selling published each month. We’ll ask what sales managers, salespeople and C-Level management can learn from his book.

Tony Rutigliano is coauthor of Strengths Based Selling, which Gallup Press published in March 2011. Rutigliano consults on ways that organizations can improve their effectiveness in assessing, developing, and retaining talented contributors. A founder and leader of Gallup's sales force effectiveness practice, he has expertise in measuring the capacity for success within individuals and teams and helping organizations deploy effective systems to recruit and manage their human capital.

Rutigliano rejoined Gallup in 2007 as a Senior Practice Expert after serving nearly four years as Vice President/Chief Learning Officer for ADP. At ADP, Rutigliano oversaw initiatives and programs aimed at improving the organization's learning, leadership development, succession planning, performance management, and talent-assessment capabilities. He also led many of the sales training and sales-manager development efforts for ADP's force of more than 5,000 reps.

Before joining ADP in 2004, Rutigliano served as a Senior Managing Consultant with Gallup. During his 10 years with the company, he worked with clients in the technology, financial services, pharmaceutical, manufacturing, and media industries throughout North America and Europe. Rutigliano also served in a leadership role during the launch of Gallup's Q12 employee engagement practice.

Before initially joining Gallup, Rutigliano was publisher and editor-in-chief of Sales & Marketing Management magazine, where he led a team that reported on and influenced key trends in sales force structure, automation, training, and compensation. He has also served as a director with the American Management Association, where he worked in such fields as human resources management, training, and compensation.

Listen Now:

Standard Podcasts [00:50:00m]: Play Now | Play in Popup | Download | Embeddable Player | Hits (50)

Posted in Public Relations, Sales Skills Training, Current and Past Shows | Comments (0) » | (0 ratings)

March 17 Show: Kathy Greenler Sexton

March 15th, 2011

Kathy Greenler Sexton, VP of Marketing for Zoom Information

The SLMA will ask Kathy about her opinion of CRM and marketing automation systems. What can marketers do to better manage their sales lead and inquiries? How can sales managers get their salespeople to follow-up sales leads.

KATHY GREENLER SEXTON is vice president of marketing for Zoom Information, Inc., located at www.Zoominfo.com, the world's most comprehensive directory of business information on people and companies. She is responsible for leading the strategy, development and execution of market initiatives that directly impact Zoom Information's revenue, profit, market share and growth. Kathy brings more than 20 years of content and online information experience to her role as vice president. After working in broadcast television and international marketing roles, she was a founding member, lead marketer and publisher for the web-based search engine pioneer AltaVista. She has also general-managed or marketed industry-leading online companies focused on news, small business information and general research including: Individual.com, Office.com and HighBeam Research. Most recently she worked to lead the transformation of BLR (Business & Legal Resources) from traditional publisher to online media company.

Listen Now:

Standard Podcasts [00:50:00m]: Play Now | Play in Popup | Download | Embeddable Player | Hits (49)