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Sales Lead Management Association Radio

17
Nov

Secrets for Managing New Sales Reps for Early Success

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250-SLMARADIO-20161117-reflektive.jpgManaging sales reps is not most people’s favorite job.  Getting the reps to perform early is a special talent.   Too often salespeople languish in the startup phase and deliver little in their first six months to as long as a year.  In this program we talk with Reflective’s Ben Nachbaur and Cindy Shibutani about the secrets to getting early performance wins from new hires in sales. The host is Jim, Obermayer

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11
Aug

3 Ways to a Perfect Sale Demo

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You train the sales reps and send them forth and the first stumbling block is demonstrations of your product. Certainly the reps do dry runs in training, managers listen in for the first few live demos and then the reps are off on their own and God only knows what happens. In the program this week Steve Richard, co-Founder and CRO of Exec Vision we discuss the three ways you can be sure to have a great sales demo. The host this week is Jim Obermayer. 
 

About our guest, Steve Richard

 
Steve's mission & life's work is helping sales professionals become wildly successful. Each of the three companies Steve's played a founding role in exemplify this dedication to the betterment of sales organizations.

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12
Apr

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

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
9
Feb

Dirty Little Secrets of the Sales Training Industry

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Every industry has its secrets and the sales training industry, an area often over-burdened with out-of-work salespeople, is one area that is confusing and laden with misconceptions.  In this interview, seasoned sales training professional Patricia Fripp shares the secrets to sales training that not everyone wants you to know.   Bring seat belts. 

About Patricia Fripp

When your message must be memorable, your presentation powerful, and your sale successful, you can’t go wrong calling Patricia Fripp.

Patricia has won or been awarded these designations by the National Speakers Association: Certified Speaking Professional (CSP), CPAE, Hall of Fame keynote speaker, and the Cavett Award (considered the Oscar of speaking). Named “One of the 10 most electrifying speakers in North America” by Meetings and Conventions magazine, Patricia delivers high-content, entertaining, dramatically memorable presentations.

One of the few professional speakers who can transform the presentation skills of others, she is an executive speech coach and sales presentation skills trainer.Kiplinger’s Personal Finance wrote that one of the best investments in your career is Patricia Fripp’s presentation skills training.

Patricia simplifies and demystifies the process of preparing and presenting powerful, persuasive presentations. She can deliver her message in a keynote speech, breakout sessions, through interactive virtual training, and in-depth customized training and coaching.

Fripp is a past president, and the first female president, of the over 3,000-member National Speakers Association. She is a member of the highly prestigious Speakers Roundtable, an invitation-only group of highly regarded professional speakers, authors, and consultants.

In addition, Patricia often teams up with her brother, legendary guitarist of King Crimson, Robert Fripp, for Fripp and Fripp presentations on “How to Be a Hero for More Than One Day” and “Beginner to Master.”

She is the author of Make It So You Don’t Have to Fake It! and Get What You Want! and co-author of Speaker’s Edge, Speaking Secrets of the Masters and Insights Into Excellence.

Patricia is now virtually everywhere with FrippVT.com, her interactive, learn-at-your-own-pace, virtual presentation skills training.

Fripp Virtual Training’s Powerful, Persuasive Presentations is a multimillion-dollar, state-of-the-art, web-based training platform that emulates live training and coaching. It is almost as if Patricia Fripp were sitting right there with you.

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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

26
Jan

Sales Management Simplified

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Amazon lists 30,277 books on sales management and yet they named “Sales Management Simplified” as one of the best books for 2015.  We originally heard Mike on an episode of Sales Pipeline Radio which is also on the SLMA Channel. 

 During this 30 minute program SLMA Radio host Jim Obermayer interviews author Mike Weinberg about what it takes to be a great sales manager and how his book has been received since its publication in October of 2015. 

 About Mike Weinberg

Mike Weinberg is a consultant, sales coach, speaker and author on a mission to simplify sales. His specialties are New Business Development and Sales

Management, and his passion is helping companies and individuals acquire new clients. Prior to launching his own firm, Mike had been the top-producing

salesperson in three organizations.  Forbes, OpenView and several other publications have named Mike a Top Sales Influencer.

 

Author of two Amazon #1 Best-Sellers:

The just released Sales Management. Simplified. and New Sales. Simplified.   His first book, New Sales. Simplified. – The Essential Handbook for Prospecting and New Business Development, spent a full year as the Top-Rated book in its category. And his latest book, Sales Management. Simplified. is being called “arguably the greatest book ever written on sales management, and an unequaled blueprint for leading salespeople and building high-performance sales teams.”

http://www.newsalescoach.com/

314.397.7700  


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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

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

19
Jan

How to get a 60% Increase in Conversions to Forecast!

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How technology and outbound calling over-comes quota failure and turns losers into winners!

 

Failure to make quota is sad.  Sad for the reps that fail, sad for the CFO that has to figure out how to pay the employees and Sad for the sales manager that will be fired after he or she fires those that fail.  It’s a losing situation unless it can be turned around.  During this program, Peter Gracey, CEO of QuotaFactory tells us how to use technology and outbound calling to turn losers into winners.  The host is Jim Obermayer.

  

About Peter Gracey

 

Peter Gracey is the CEO and Co-Founder of QuotaFactory where he is responsible for company vision, growth and success, and servicing client and partner relationships while focusing on product management. He enjoys helping sales and marketing execs to streamline their prospecting process and surpass quota. Peter is also an Adjunct Professor of Sales and Marketing for the University of Massachusetts Amherst. Connect with Pete on LinkedIn and follow him on Twitter to join in on sales development discussions and industry updates.

 

 About QuotaFactory

 

QuotaFactory is the leading prospect relationship management (PRM) platform and outsourced sales development services company. Our PRM empowers sales development reps to execute account-based selling techniques and strategies using a phone-driven prospecting plan. This results in a higher number of fully qualified leads for closing reps to both increase and develop a true sales pipeline that is accurately forecasted. Whether you decide to have our internal team handle the entire process for you, or empower your team with our technology, we put reps in the best position to increase your monthly conversions to forecast by up to 60%.   Contact QuotaFactory Today!

 

Blog   Sales Wars

 

Contact: info@quotafactory.com

 

QuotaFactory

313 Boston Post Road West

Marlborough, MA 01752

781-702-6990

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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
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
15
Dec

Why leadership campaigns are important to nominees and those nominating

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With the announcement of the 40 Most Inspiring Leaders in Sales Lead Management, Jim Obermayer and Susan Finch discuss the not so obvious reasons campaigns like this are important. It's not just about building your contact lists, email lists and gaining members. It goes way deeper than that.

They will cover the evolution of such recognition campaigns within the history of the SLMA and other organizations. Points to include the value to the nominees, their companies but also to those who are nominating people. Join them for this, tweet your questions and comments before, during and after this episode. 

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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

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

19
Oct

Marketing Management must Change or be Fired Says Author Carlos Hidalgo!

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The author of Driving Demand by Carlos Hidalgo discusses with the host Jim Obermayer why B2B lead generation and marketing in general has changed so dramatically. Carlos just doesn’t talk about the issues; he discusses how the transformation of the buyer is creating an upheaval in sales and marketing in departments. This interview discusses why CMO’s are under pressure to perform, why so many people in marketing are in different silos with so little connection to their salespeople. Frank talk from Carlos can make the most stoic marketing manager think about change as a necessary tactic for survival.
 

About Carlos Hidalgo  Chief Executive Officer and Principal

Twitter: @cahidalgo
Carlos is an innovative thought-leader with over 20 years’ experience as a B2B marketing practitioner and industry visionary. Carlos is widely recognized for his expertise in strategic integrated marketing, Demand Process, Demand Transformation℠ and marketing automation. As CEO and Principal of ANNUITAS, Carlos drives strategy and leads core practice teams to Transform Demand℠ for enterprise clients globally. Carlos has been named one of the 50 Most Influential People in Sales Lead Management for the last five years and was named as a Who’s Who in BtoB Marketing in 2011 and 2012. Prior to ANNUITAS Carlos was responsible for global SMB marketing at BMC Software and held a similar role at McAfee. Carlos received his bachelor’s degree in business communications from Cedarville University in Ohio.

About  ANNUITAS:

ANNUITAS is a demand generation and change management firm that helps B2B marketing and sales leaders at enterprise organizations build and execute demand generation that is more buyer-centric, revenue-optimized and operationally-minded. ANNUITAS delivers this via its Demand Process℠ methodology. ANNUITAS works with clients to determine their demand strategy and process, drives execution and then helps clients achieve self-sustainability and longer-term optimization.

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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

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 
 
5
Oct

How to Increase Sales 30% in 90 Days

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Increasing sales by 30% in 90 days is a bold statement and we asked Mike Hollison, CMO of InsideSales.com how it can be done.  Of course following up all leads increases sales, but InsideSales.com claims its self-learning engine drives predicative sales communications and engagement which combined with rep motivation results in dramatic sales increases. Prime questions: How does the Neuralytics® program work?  How soon can results REALLY be seen. What is the basis for the claim in increased sales?  What does it cost and what are the contractual expectations from clients?  The host is Jim Obermayer

About Mick Hollison

Mick Hollison joined InsideSales.com in June 2013 with over 20 years of experience in technology marketing, product management and sales. Currently, Mick oversees all marketing efforts including public relations, content marketing, paid advertising and website conversion.

Previous to InsideSales.com, Mick spent 7 years at Citrix, a $2.6B company, recently serving as global vice president of marketing and strategy, leading integrated product marketing and strategy. He was responsible for integrated product messaging, solutions marketing, and marketing strategy and led the development of pricing, licensing and packaging across all Citrix product lines.

Prior to Citrix, Mick spent two years at Microsoft where he was responsible for the development and delivery of marketing messages targeting C-level executives. During his tenure, he led a worldwide network of nine executive briefing centers delivering over $4 billion in influence revenue per year, and produced customer events such as the Microsoft CEO Summit. Before joining Microsoft, he spent 13 years with IBM in a variety of executive product line roles. 

About Inside Sales

InsideSales.com offers the industry’s leading sales acceleration platform built on Neuralytics®, a predictive and prescriptive self-learning engine that drives revenue growth by delivering an optimized experience for both salesperson and buyer. The platform fuels sales rep performance and provides buyer personalization with breakthrough innovations in predictive sales communications, gamification and sales hiring. Customers: Over 2,000 • Employees: Over 700 • Locations: Worldwide headquarters in Provo, Utah, with European regional headquarters in Reading, UK; additional offices in San Mateo, California and Salt Lake City, Utah. In May 2015, the company announced its acquisition of C9 Inc., based in San Mateo, California, to extend its predictive capabilities from sales prospecting to sales forecasting for opportunities and accounts. And earlier in the year, the company hired top executive talent including Chief Customer Officer and President of Worldwide Sales Jim Steele and expanded its company footprint beyond U.S. borders into Europe. www.insidesales.com



25
Jul

Four Reasons Why a Pipeline Fails to Deliver Which Makes Sales Managers Look Clueless.

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Sales pipelines that fail to deliver projected sales are a common and ugly fact of life in too many organizations. Sales managers are fired not just  because the sales department fails to deliver, but because the sales manager fails to forecast. No one likes being in the financial dark and CEOs and CFOs take it seriously when sales managers demonstrate failure to know the marketplace when they can’t forecast sales in a consistent manner.  In this 30 minute program, Rod Sloan, a frequent guest on SLMA Radio and our voice from the UK, gives us the top four reasons why pipelines (and the sales managers who create them) fail to deliver. Author of “Alignment, The Secret to getting your Sales and Marketing Teams Working Together” The host this week is Jim Obermayer.
 
Rod Sloane
 
Rod Sloane 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. 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/     


Commercial  sponsors on SLMA Radio include: The Young CompanyThe Vanella Group and Vanilla Soft.
 
6
Jul

How Gamification provides triple digital growth for inside sales

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Inside salespeople are growing at the expense of outside sales reps and with it comes difficulties. Inside salespeople are expected to make more “contacts” – 50-100 a day, keep the CRM system updated and deal with rejection 90-95% of the time. The push for revenue is measured hourly and is relentless in many organizations. And yet, a new sales productivity platform from Ambition shows that combining fun and motivation with accountability through gamification are all possible. In this short interview, Ambition CEO Travis tells us why Harvard Business Review sought them out for an article and why inside sales departments are reaching previously unheard of success; some report triple digital growth by using gamification.


About Travis Truett

Travis Truett is the CEO of Ambition, a sales productivity and analytics platform for Salesforce and other CRM solutions. A lifelong entrepreneur, Travis has built Ambition into one of the most respected performance management solutions for the workforce. Both Travis and the Ambition platform have been the subject of feature stories in the Harvard Business Review, the Wall Street Journal, Inc. Magazine, and Business Insider.

Truett attended the University of Tennessee where he earned a degree in Enterprise Management. Upon graduation he quickly put his diploma to work by spending two years snow skiing and rock climbing across the world with extended stints in Austria, Utah, and California.

Post-sabbatical Travis taught himself to program and co-founded companies Retickr and Fireplug, both invaluable learning experiences in making every mistake possible. Undeterred, Travis helped start Ambition which was subsequently accepted into the world-renowned Y Combinator program before raising Silicon Valley funding for a Tennessee Valley startup. Now serving as CEO, Ambition has achieved triple-digit growth including Fortune100 customers and numerous product accolades under his watch.


About Ambition

Ambition is modern performance management for proactive, data-driven sales organizations. It enables employees and management to more effectively track and optimize cause-and-effect between daily activities and long-term objectives with the secret sauce being a “Fantasy Football” gamification layer proven to drive sustainable results.

Ambition’s cutting-edge sales operations platform passively manages user performance. Ambition drives CRM adoption, KPI attainment, team accountability and cultural alignment across your sales force by tracking real-time performance, improving transparency and accelerating new hire onboarding.


Commercial  sponsors on SLMA Radio include: The Young CompanyThe Vanella Group and Vanilla Soft.
19
May

How to decide if outsourcing inside sales is right for your company.

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This is a replay of a show from December with Jeff Feuer of Customer Solutions Group.

You'll have to listen to the full show, but here are some highlights:
Outsourcing as a TOOL, it can be used to great advantage or great disadvantage.

The in-house sales force that can handle the workload, probably doesn't need to consider outsourcing that much.

Some reasons you may want to consider outsourcing are trigger events. These trigger events may include:

  • Near term large expansion of sales force.
  • Perhaps immediate need or temporary need that would be difficult to ramp up and ramp down for in house.
  • Desire to benchmark the existing sales force against an objective third party that could trigger good healthy competition that could make both the in-house
  • Launching a new business or a new product is another trigger event that should cause a manager to think about outsourcing, because a fresh perspective can be valuable to assist in solving unique problems
  • Lack of scale to justify an impact, or telephone capacity issue that could hinder a successful launch and related scale issues.

*How to get ROI - is it more or less expensive?*
If you allocate the costs properly, in-house sales should be 10% less than outsource. That's typical.
Depends on where you are located and your in-house work force location - Silicon Valley is way different than more industrial areas.

After analyzing costs, you'll have to decide if you have a greater capacity for success keeping it all in-house or will you have a greater capacity of success if you outsource for this specific situation.

Jeffrey's company 130 front line full time sales people.
"Sales is part of our core DNA - we've been doing it for 21 years. We are a sales firm."

09:00 Quoting Gerhard at Sales 2.0, "Majority of firms are not hiring outside sales people, they are hiring inside sales" and then using outsourcing more when they have the extra need."

09:20 Technology and the way people work, really tends to favor inside sales today.
Someone can cover a lot of grounding a phone call. Inside is more economical.


Outsourcing offers a lot of flexibility.


Outsources see a lot of different sales problems. Where inside sales relies on one set of experiences from their own services.

10:30 Warm Transfer topic. How and why it's used.
It's another word for outsourcing the prospecting leg of your sales process.
The task is to find the decision maker. Outsourcer can do it less expensively. They have more experience in this piece of the sales process.

11:48 Using a divide an conquer approach where the prospecting is outsourced and the closing, demos and customer service remain with in-house.

15:30 Outsourcers are specialists in the infrastructure and execution of programs. Most have space to grow and create quickly.

How long does it take to get up and running?
3-5 weeks is typical. Depends on services are necessary.

Do most of your clients use CRM?
With over 90 CRM systems out there. Important to have one system, but not all of the bells and whistles.
I want my sales people to focus on SELLING, not filling in little forms and data. That's what they do best - SELL. Persuasion skills are more important to sales than administrative skills. 

28
Apr

Why Your Sales People Are Losing Sales

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Host Susan Finch interviews Patricia Fripp, the woman with boundless energy and bottomless wit to get to the heart of the lost sales issue.  It happens every year, salespeople are behind in quota, competitive sales that should come to you slip through your salesperson’s hands. The problem is that you very seldom know why. 

Excuse abound: 
  • pricing is too high
  • a product isn’t good enough
  • the marketplace sucks  
  • the weather was bad on the east coast 
  • hurricanes in the south tornadoes in the Midwest
  • and fires and earthquakes in the west. 

It’s all a bunch of hooey because salespeople can’t diagnose themselves and sales managers seldom visit the field enough to know what the real problem is. Until now. Patricia Fripp, the sales presentation skills trainer gets to the heart of the issue.

Patricia Fripp, CSP, CPAE
When your message must be memorable, your presentation persuasive, your sale a success call Fripp.  Patricia is virtually everywhere with FrippVT.com.

Keynote Speaker, Executive Speech Coach, Sales Presentation Skills Trainer, Virtual Training Expert Fripp helps organizations and individuals gain a competitive edge through powerful persuasive presentation skills.

Patricia Fripp is the ultimate authority on powerful persuasive presentations - your competitive edge! She is a Hall of Fame keynote speaker, executive speech coach, and sales presentation skills trainer and coach. Meetings and Conventions magazine named her "One of the 10 most electrifying speakers in North America.” Kiplinger's Personal Finance wrote, "The sixth best investment in your career is to attend a Patricia Fripp speaking school."   Fripp is now virtually everywhere through her interactive virtual training www.frippvt.com. Trusted by clients such as ADP, Cisco, VMWare, IBM, VISA and Genentech. Patricia is a past president, and the first female president, of the over 3,000-member National Speakers Association.  
30
Mar

How does Pay for Performance work in Lead Generation?

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Pay for performance is an interesting topic in lead generation.  Not every company has the guts for it, or the experience to pull it off.  In this interview with SalesStaff CEO David Balzen we get an understanding of the what it takes for a pay-for-performance model to be successful for both parties. Certainly many companies want someone to take all of the risk while they reap the benefits of new sales.  We’ll see how this works and the pitfalls for both parties.   The host this week is Jim Obermayer. 
 
About DAVID BALZEN
David Balzen is the founder and CEO of SalesStaff and is responsible for the company's strategic and operational leadership. 
As a demand generation executive and pioneer in lead generation for B2B industries, David helped lead the industry through the development of demand generation systems leveraging inbound and outbound lead generation strategies. His extensive understanding of the business development challenges facing B2B companies and their sales teams led to the development of SalesStaff. David has over 20 years’ experience as a chief executive, consultant and thought leader in demand generation. Recognitions include Winner of the Crystal Eagle Award by the University of Houston's Center for Entrepreneurship. Business accomplishments include being a 1999, 2000 and 2013 "Houston 100" Winner as one of the fastest growing Houston-Based companies. In 2012, David was selected as one of the Top 25 Most Influential Inside Sales Professionals by the American Association of Inside Sales Professionals. Inc. Magazine featured SalesStaff on the Inc. 500 list in 2013 as the 87th fastest growing company in America.

About SalesStaff
 
SalesStaff’s leadership team is deeply rooted in the Information Technology industry with more than 25 years’ experience of C-level leadership in information technology companies. They saw the need to support true sales “closers” with actionable opportunities through a consistent and sustainable flow of prospect meetings.
 
In response to that need in the marketplace, SalesStaff began offering demand generation services to the high-tech industry. Since then, SalesStaff has pioneered a number of leading innovations:
  • Integrated delivery model
  • Various technology platforms leading to vastly increased productivity
  • First hybrid demand generation offering
Having come from the IT consulting world, its founders created sound sales principals designed around complex-sale environments that support actionable sales opportunity development.
 
SalesStaff stands firm on our commitment to clients to do what we say we will and deliver quality sales appointments, leads, and sales intelligence.
16
Feb

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.
8
Sep

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

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.
14
Jul

ROI Moments with Patrick McClure of Connexia

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Patrick McClure is a Proven Sales Manager and Executive with the ability to quickly determine critical problems and their root causes. His 25 year corporate career includes direct sales in excess of $100 million in products and services and management of multiple high performance teams. Jim Obermayer has known Pat for 8-10 years. He's a real refined sales consultant, author and so much more than that.


His focus: How do we increase the performance to increase the output of sales organizations?
To achieve that, 10 years ago, he started his own firm completely focused on accelerating sales performance and sales management.

Jim asked, "How do you increase output?" since THAT is his primary statement of value that he will increase output.

Patrick replied, "I have a very good diagnostic tools of what is wrong." He usually gets called in on the premise that the sales people cannot sell. But when he gets there he usually finds there are other problems. It's a multi-faceted series of problems: problems with marketing, value proposition, lack of training by sales management or sales. He gets to the true bottom of the issues and puts tools in place to fix the real problems.

03:15 - Case study

Conflict between inside sales force and outside sales force. Couldn't figure out what was causing the millions of dollars of revenue lost due to the conflict. Sales process says that when a customer calls in to order, the inside sales team would just take the order and stick it in the file. They would not take the additional step of informing the outside sales person. The orders were delivered into the field, but the outside sales person had no idea nor any way to follow up.

The results he told them, "Looking at the files in this room, there is $20M additional in sales that you don't even know about."

He proceeded to set up notification for outside sales to be notified.
He then put in training for inside and outside of how to follow up.

This resulted in a 30% increase in revenues.

Jim observed, "So many times everyone knows what's going wrong but not how to fix it. "

05:00 - Let's train the sales people!

Looking at Connexia Group's website. What else can you do for companies?  

05:23 He gets called in to find a solution. Frequently, a CEO says, "The problem is, we need sales training...." Based on experience, he increases the depth of the initial investigation,  "Let's talk about they don't know how to close, value proposition, sales process, target market, marketing..." all of this stuff comes together and the synergy affects the outcome. The team needs to function together. Of course the sales people won't be able to sell if this is not in place and they'll be blamed for the problem. 

He also offers business planning and business development.

Here's another Case Study:

The formula was that in place for a firm for 15 years was VERY successful New recruits went through a 6 month training - the resulting plan was they made:600 calls, they'd get 10 appointments, resulting in 2 deals. 


Then the financial meltdown occurred.
No more buyers and sales completely changed.
It wasn't working. 

What he found through analysis is that the critical problem was that they were 100% dependent on one sales strategy  - the phone. As a result they were failing.

He put together a program of 10 different ways to acquire a client without the phone. 
He trained sales how to do that and deals took off like a rocket. 
One team of 25 sales people experienced a quick 10-20% growth.

Jim asked, "How do you approach these engagements?"

Patrick responded with his typical method, "I propose initial engagement - gap analysis - that takes about 3-4 weeks - I charge a flat fee for that. Then, I come back with findings and recommendations. It may result that it is a match or not."   If it is a match and some of the needs are outside his area of expertise, he brings in affiliates and manages the project. 

Average start up engagement for gap analysis - between $5000 and $10,000 - 30-40 hours of his time. This results in an in-depth report of what's wrong, plus recommendations of how to fix it. Sometimes he goes in and reshapes sales for several months and then replaces himself with a new VP of Sales. 

You can connect with Patrick here: www.connexiagroup.com  patrick@connexiagroup.com

Patrick is a keynote speaker - loves to speak on topics of sales, sales optimization, management diagnostics, customer service and is a distinguished speaker with Toastmasters International.
18
Jun

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

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.
27
May

The Collaborative sales era dictates that salespeople change or change jobs.

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Host Jim Obermayer interviews Keith M. Eades, CEO of Sales Performance International (SPI)  and Timothy T. Sullivan, Director of Business Development for SPI authors of new book (March 3, 2014) The Collaborative Sale.   We have heard that buyer behavior has changed, and with it, we are hammered that sales people must also change or fail.  In this short interview we discuss the major changes which are influencing buyer behavior and with that the change that is dictating a modification in sales attitudes and approaches to the sales process.   


KEITH M. EADES, FOUNDER AND CHIEF EXECUTIVE OFFICER,  SALES PERFORMANCE INTERNATIONAL, INC.
Keith is Founder and Chief Executive Officer of Sales Performance International (SPI), one of the largest sales improvement firms in the world. Headquartered in Charlotte, North Carolina, SPI is currently doing business in more than 50 countries.

Keith speaks regularly at industry, customer and partner events, and he is considered one of the most knowledgeable authorities on transforming companies into world-class organizations. The Collaborative Sale is Keith’s fourth book. 

In 2001, Clemson University recognized Keith with the Alumni Fellow Award for his outstanding career accomplishments. He is an inaugural member of the Shapiro Center Entrepreneurial Round Table and serves on the Executive Advisory Board for the College of Business and Behavioral Sciences at Clemson.

TIMOTHY T. SULLIVAN  DIRECTOR, BUSINESS DEVELOPMENT, SALES PERFORMANCE INTERNATIONAL, INC.
Tim is Director of Business Development at Sales Performance International, where he works with clients to identify and develop solutions for sales performance issues. In this capacity, Tim has the opportunity to observe and collect best practices from many of the world’s top-performing sales professionals.

The Collaborative Sale is Tim’s second coauthored book with Keith Eades, the first being The Solution Selling Fieldbook (McGraw Hill, 2005); he was also a contributor to The Solution-Centric Organization (McGraw Hill, 2006). He contributes regularly to the Solution Selling Blog, found at www.solutionsellingblog.com. Tim is also a frequent speaker at industry conferences on advanced sales and marketing topics. He holds a business degree from the University of Notre Dame.

About SPI
Sales Performance International (SPI) is a global sales performance improvement firm dedicated to helping the world's leading corporations elevate their sales relationships and drive measurable, sustainable revenue growth and operational sales performance improvement.

Founded in 1988, SPI has been the leader in helping global companies successfully transition from selling products to marketing and selling high-value solutions. With extensive sales performance expertise, deep industry knowledge, global resources and a proven track record, SPI collaborates with clients to deliver strategic, operational and tactical solutions.
SPI has assisted more than 1,000,000 sales and management professionals in more than 50 countries and 14 languages to achieve higher levels of performance.
27
May

What does it take for Sales Training to actually work?

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Host Jim Obermayer interviews Alyson Brandt, president of Fusion Learning. They discuss,why company presidents turn to sales training when sales lag and why this often fails. Obermayer, a sales consultant for 18 years, discuss what it takes to get a return investment for sales training, how long it takes and how to measure progress. 


About Alyson Brandt

The best part of my job is working with people – coaching and building strong internal teams and working with clients to develop their teams to get business results.” As President of Fusion Learning USA, Aly is responsible for growing the US business through strategy development and implementation, revenue and profit generation, developing strong, customer focused teams, and ensuring high impact solutions are deployed with our customers. 

“I believe highly engaged employees lead to long term client relationships which in turn drives profitable growth. So my focus is on investing in our teams and client relationships, to bring insight and value and grow our business.” 

What delights and inspires you about your work? 

“For over 25 years, Aly has advised Global 1000 executives and senior leaders on best practices in global sales force development, sales leadership and management and leadership initiatives. “There is nothing better than hearing a client say, our work made a big difference and here is how. It’s inspiring to help people build their competence and confidence – we help develop business and life skills.” 

What are some organizations you have worked with recently? 

Aly has worked with Fortune 500 companies across numerous industries – from financial services to hospitality. Some of her key client relationships have included Deloitte, Covidien, Unilever, Starwood, JPMorgan Chase, Chubb, American Express, and Canon to name a few. 

What is your perspective on sales development? 

“The best sales performers are curious, strong listeners, connectors of ideas, bring insight and passion for their solutions and customers and know how to get things done to drive results. Sales Leaders play a critical role in optimizing sales performance.

To quote Ron Heifetz, “leaders must be both on the balcony and dance floor” to be effective. Too often, sales organizations under invest in their leaders to ensure they have both strategic and operational capabilities.”

About Fusion Learning

Fusion Learning Inc. is one of North America’s fastest growing sales effectiveness firms. We are in the business of:
  • Aligning individual and team sales efforts with overall strategy
  • Enabling leaders to instill more discipline and accountability in customer-facing professionals
  • Developing sales and service skills and techniques that produce results. 
We have received numerous awards and recognition, most notably being named one of the Top 20 Training Companies in North America for the past 3 years by Selling Power magazine. In addition we have been named one of Canada’s Top Small and Medium Employers for 2014. 

Fusion Learning Inc. is a privately held global company founded in 2000. We provide the expertise of over 55 professionals – facilitators, consultants, designers, writers, project leaders, graphic designers and administrative support – who together develop and deliver solutions to drive and optimize sales performance. Fusion Learning has delivered learning solutions in over 14 counties and in 7 languages since our inception. Our reach extends to a broad range of industries including Financial Services, Insurance, Media, Pharmaceutical, Healthcare, Professional Services, Consumer Packaged Goods, Telecommunications and Technology.
20
May

Queue-Based Vs. List Based Selling

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Host Jim Obermayer interviews Genie Parker of Vanilla Soft and David Kreiger of Sales Roads discuss Queue Based Selling and its promises of increased sales productivity.  Inside sales positions have grown several hundred percent a year in the past few years (says Selling Power), but is  there anything new to manage them and their results.  Parker and Kreiger insist that their method of Queue based selling is different, more productive and the users like it better.  We'll see. 


About Genie ParkerGenie brings more than 30 years of experience in sales and marketing with an emphasis on doing business on the phone. Genie comes with a broad experience reaching into hundreds of industries including technology, manufacturing, non-profits, financial services, and business services.Prior to joining VanillaSoft, Genie Parker co-founded Murray and Associates, a remarkably successful boutique outbound call center. Genie's company consistently delivered sales, qualified leads, appointments, marketing and fund-raising services to businesses from The Fortune 500 to small businesses across the United States for 15 years.PMA gained a reputation in the industry with companies looking to carry out highly productive calling campaigns while ensuring a quality customer experience. Her knowledge of technology and the entire phone sales process gives her the ability to bring the two together to give VanillaSoft customers the tools they want and need.Genie has worked at such companies as L'Oréal, Monet, and 1928 Jewelry and holds a B.S. degree in Marketing from The University of Southern Mississippi.

About VanillaSoft

The Power of Simplicity  VanillaSoft is the industry's leading software for Sales by Phone. Our intuitive and easy-to-use inside sales software takes the best of CRM, Lead Management and Telemarketing applications to create the most productive phone sales environment available today. >VanillaSoft's core philosophy and development process is centered around one concept: The Power of Simplicity.  It is through this principle that VanillaSoft offers this platform that allows our customers to see increased productivity, higher contact rates, and sales accountability tools like no other.

About David Kreiger

David Kreiger is the Founder and President of SalesRoads, a business-to-business appointment setting, lead generation and sales outsourcing company. He was recently named as one of The Most Influential Leaders in Sales & Lead Management by the SLMA. 

David started SalesRoads while attending The Wharton School and received numerous awards for the company while still getting his MBA.  He began his career at TradeOut.com, a business-to-business online auction site. David was responsible for creating, managing and growing the inside sales and customer service departments.   David has held sales, marketing and training positions at several Fortune 500 companies such as Heinz, Deloitte & Touche and PepsiCo.   Prior to going back to business school, David worked in sales and marketing at The Beanstalk Group where he managed the trademark licensing programs for companies such as Ford Motor Company. 

David has been featured in Fortune Magazine, The Christian Science Monitor and CNN/Money Magazine. David holds a BA from the University of Pennsylvania and an MBA from The Wharton School.

About SalesRoads

SalesRoads is the nation's leading B2B Appointment Setting, Lead Generation and Sales Outsourcing provider for start-up, midmarket and enterprise level organizations. Because of our unique approach to demand generation, we understand the intricacies of implementing successful programs for our clients. Since we are on the front lines of communication, we recognize the importance of a quality first impression – this is why our US-based telesales executives are the most experienced in the industry, with an average of 14 years of telesales experience. This skill level provides our clients with the most proficient, distinguished and professional agents in the industry. www.salesroads.com

20
May

Sales Trends in 2014

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Host Jim Obermayer interviews Larissa Gschwandtner, VP of Sales & Marketing at Selling Power as we discuss the sales trends in 2014. We want her opinion on: 

  • Are outside sales positions obsolete?
  • Are all sales positions in B2B really “inside sales” as purchasing patterns change?
  • Does lead generation drive corporate growth as it did in the past? 
  • Are there too many choices in CRM and Marketing automation systems? 
  • Is the salesperson just robot reciting facts to a highly educated buyer? 
  • Are sales training courses the last refuge of sales managers that don’t know what else to do? 
640X480-SLMARADIO-gschwandtner.jpg

About Larissa Gschwandtner, Vice President, Selling Power 

Selling Power is the largest media organization providing insight, best practices, and practical advice for today’s sales leaders. As Vice President, Sales & Marketing at Selling Power, Larissa oversees the creation and delivery of thought-leadership topics and relevant trends frequently covered in Selling Power magazine, on www.SellingPower.com and at industry events including the Sales Leadership Conference and Sales 2.0 Conference series. Larissa has consulted with industry-leading solution providers including Adobe, Microsoft, Oracle, SAP, dozens of sales 2.0 providers, thought-leaders and sales methodology practitioners to improve the understanding of services available to help sales leaders achieve improved sales and increased customer retention. 

About Selling Power

In addition to Selling Power magazine, the leading periodical for sales managers and sales VPs since 1981, Selling Power Inc. produces the Sales Management Digest and Daily Boost of Positivity newsletters, as well as a five-minute video series featuring interviews with top executives. Selling Power is a regular media sponsor of the Sales 2.0 Conference.
21
Apr

Is there a formula for selling in today’s market?

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zero-selling-by-andy-paul.pngSLMA Radio Host Jim Obermayer interviews Andy Paul, author and founder of Zero Time Selling. So my question after meeting the author and downloading the book from Amazon as a Kindle version is, what makes this different than any of the other 50+ books on selling I have read and reviewed? Yes, I am skeptical and I thought this is going to be another tortuous roadmap from another consultant who left the sales field. Well I ended up reading three quarters of the book on the first siting and only gave up at 3 AM. I immediately sent four copies to company presidents that I know need the insight. This will be an interesting interview.

andy-paul.jpgAbout 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.

Email: andy@zerotimeselling.com
Web: www.zerotimeselling.com
Twitter: @zerotimeselling
Phone: 619-980-4002

15
Apr

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."

nick-hedges-li.jpg

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.
7
Apr

Why an Integrated Marketing Strategy is More Important Now Than Ever

Watch Now:

This week's guest was Shelly Kramer of V3 Integrated Marketing. This show is NECESSARY for any company that has a marketing and sales team, does advertising, is on social media and attends conferences or any combination of the above. Do not miss this priceless list of recommendations, ideas and strategies covered by Shelly with SLMARadio co-host, Susan Finch

Special thanks to Stephan Hovnanian for highlighting the show. 
Visit his site at http://websighthangouts.com/

1:03 - What is an integrated marketing strategy...it's more than just covering Twitter, Facebook, and LinkedIn.

Breaking down the silos within an organization

3:19 - So you want to be a content marketer? Let's take a step back and look at channels, brands, and power...

6:45 - 96% of people who visit your website are not ready to buy.(KISSmetrics) What does your website need to do to make sure you don't lose those opportunities?

Is your marketing impacting the customer at every step of their journey?

If you're speaking at a trade show or conference, are you thinking about what your LinkedIn profile looks like? Are the topics you're speaking about present on your company blog? What's going to happen to the decks after the conference? This is integrated marketing.

Shelly covered so many instances of missed opportunities that are typical. You spend the money to get them to the trade show, to have beautiful cards, manicured hands to shake hands, allowance for schmoozing - yet what did they do to prepare?

Some ideas include:
Create lists, groups, circles that include all of the speakers for the event. Same with sponsors, exhibitors. If you are going through the trouble to send people there - have them pepper the key attendees with interest - "Hey, you're speaking - I can't wait to hear you..." + mention, @ mention them and their companies. You'd be surprised how much that can mean to people.

13:25 - Fantastic story about an enterprise-level client and the impact (or lack thereof) of decisions related to marketing spend, specifically display advertising.

What do you want to be known for in your market? Do you talk about it? If not, you're leaving opportunities on the table.

If you are speaking on a topic on behalf of your company, does your company profile include links to posts/articles that you have created on the same topic? Does your company site display that you have the expertise on this topic? How current are the posts? Check them out or create them FAST! Build that credibility.

17:59 - Are you gating your content? Bad idea (see 6:45 timestamp), you're alienating your prospects.

Keep watching for a mini-rant on LinkedIn, lead-gen marketing, social media automation, and a great story about doing "a lot of different things, a little bit right."

I don't care if you don't like Google+, get over it! Work with somebody who has proficiency in Google+. 

For that matter, find team members who are proficient in each of your four major online venues - could be one person, could be four. LinkedIn, Google+, Twitter, Facebook. It's pretty even that this is where people hang out - 25% average for each. If you want to hit more prospects and expose them to your expertise, you have to be proficient in all of these venues. But this is just the online piece.

 - The fastest commercial break ever! Now let's talk about how to break down a piece of content into different presentations of that information for different audiences and platforms (tough to automate this, people).


GOLDEN NUGGET: 
Get over being paranoid about sharing things that your competition may find, just do it better!


34:58 - Shelly talks about the challenges that marketers face today to embrace all these channels and ideas in an effective fashion, and what to do about it.

38:12 - Who do you hire? Younger and savvy, or senior and seasoned? What will be most successful? How do we adapt and effect change?

43:18 - How to find and work with Shelly, info on the Integrated Marketing Summit and other conferences worth checking out, either IRL (in real life) or virtually...but IRL is better.

About Shelly Kramer

Founder and CEO of V3 Integrated Marketing, a full service integrated marketing agency headquartered in Kansas City, MO.located in Kansas City, Missouri, I'm known for my expertise with regard to brand strategy, integrated marketing, all things related to the web and the digital space, including lead generation, mobile marketing, content strategy and content marketing, website design and development, social media community building and management, business intelligence and social data gathering, analysis and integration into strategy, SEO + SEM, corporate communications, corporate social media training and a host of other things. 

I'm also a well-known speaker and present often at conferences all over world, on topics ranging from integrated marketing to digital strategy, to social media strategies to using your blog to drive leads and sales and the importance of the mobile space. 

When it comes to using the web as part of your integrated marketing strategy and helping you sell more stuff to more people--whether you're in the B2B or B2C space -- our team at V3 is pretty awesome. Oh, and did I mention we like results? And we're committed to showing our clients measurable results instead of asking them to take our word for it. We find they like that. 

I'm also kind of partial to quick wit, sarcasm, quick repartee and smart people. I like kids, good deeds, hard work, dogs, fun and frivolity. I've been known to do almost anything for food. Really good food. And, of course, beer. Beer is always good. So is wine. Red. Of course.

You can find me on the web without trying hard, but if you want easy buttons and don't want to look to the right an inch or two, you can find me here:

Shelly on LinkedIn
Shelly on Facebook
Shelly on Twitter

About our friend, Stephan Hovnanian:

Google Plus Training
If you need the expertise of not only an experienced, active Google Plus user, but also someone who understands marketing and web strategy, consider hiring me for some hands-on personal Google Plus training.

I am also the author of the Google+ Pro Tips series of ebooks, available on Kindle. You should check these out if you want to ramp up your Google+ return on investment.
18
Jan

Art of Social Selling and Realty’s Changing Face of Lead Generation

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Susan Finch will be be interviewing Shannon Belew about onilne marketing and her new book, The Art of Social Selling.

Our second guest is Wade Perry, Managing Broker, ABR, CNE,e-PRO, GRI, SFR

Susan's second guest is Wade Perry of Coldwell Banker, Devonshire in Colorado. He has been in this industry for over 20 years. The designations after his name begin to paint the picture of his dedication to continue to learn and do better in this industry. His success as a managing broker is living proof. 



A bit about Shannon, in her own words:
"I fit into almost all of the above categories. A specialist in online marketing and author of the best-selling book, "Starting an Online Business For Dummies All-in-One" 3rd edition, 2011 (Wiley Publishing), I have owned both offline and online businesses, written and blogged about online business, social media trends and tech for nearly two decades, and I am always up for learning more in this always-evolving industry. "

About the new book, The Art of Social Selling:

Social media platforms such as Facebook, Twitter, LinkedIn and Google+ (yes – even Google+) are changing the way consumers are buying.  Learning to tap into these online social media communities is now a must – and social selling should be another  necessary part of your sales strategy. That's because the traditional sales funnel has changed for both B2B and B2C companies, thanks in large part to the unlimited access consumers have to  information. In fact, consumers are often 70 percent or more through the buying process by the time they first contact a salesperson. And much of that information is made available through social media.

Conquering the modern sales process and reaching buyers through social selling means that a salesperson must become a trusted adviser – building meaningful relationships through social media.


Connect with Shannon: Google+ Twitter and LinkedIn

Our second guest is Wade Perry, Managing Broker, ABR, CNE,e-PRO, GRI, SFR

Susan's second guest is Wade Perry of Coldwell Banker, Devonshire in Colorado. He has been in this industry for over 20 years. The designations after his name begin to paint the picture of his dedication to continue to learn and do better in this industry. His success as a managing broker is living proof. 

He will be talking about how the Real Estate industry has gone through major overhauls and must continue to evolve with the changing way people think about purchasing homes and property. Door hanger days are long gone and more relationships are cemented within the communities (farms) these Realtors serve.

Wade spends some of his time on Channel 9 talking about the market and touring homes. His first love is his family and coaching his son's teams.

13
Jan

No Bull: Jumping the Chasm between Sales & Marketing

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SLMA Radio host Jim Obermayer interviews John Foley, Jr., CEO of InterlinkONE and Grow Socially. The subject this week is the "Jumping the Chasm between Sales & Marketing." Foley feels he has a unique perspective on why marketing so often fails in its understanding of sales problems and yet sales doesn't escape when it flops in "selling" marketing on its needs. This should be an interesting interview, as Foley is known as a straight talker as he takes both departments to task for their failures.


About John Foley
John Foley, Jr. is President and CEO Massachusetts based interlinkONE, and Grow Socially. interlinkONE provides marketing software solutions for marketing automation, customer communications management, QR codes, and mobile websites. Grow Socially focuses on marketing services including strategic marketing plans, business transformation consulting, marketing consulting, and website development. John has also written countless educational resources including white papers and ebooks, and he is a published author of 3 books; Business Transformation: A New Path to Profit for the Printing Industry, Business Transformation: A New Path to Profitability for the Mailing and Fulfillment Industries, and his most recent accomplishment, Untethered Marketing: The Role of Cloud and Mobile Communications. Learn more about John at JohnFoleyJr.com, and be sure to check out interlinkONE.com GrowSocially.com, and MarketWithMAX.com to learn more about the products and services John's companies offer.
About InterlinkOne

interlinkONE is an industry leading provider of innovative marketing software and services. We provide solutions that will help you achieve your business and marketing objectives! In addition to providing tools that will enable you to succeed, our experienced and energetic staff will guide you down a path of best practices that are always tailored to your specific needs. Below are some of the products and services that we offer.