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 1st book, was selected as a "must-read" by Fortune magazine. It's been an Amazon Top 20 sales book since 2006.
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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.
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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.
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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.
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March 17 Show: Kathy Greenler Sexton
March 15th, 2011
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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.
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Jan. 20 Show - Ruth P. Stevens and Ken Murray
January 19th, 2011
Interviews:
Ruth Stevens, eMarketing Strategy
Ruth P. Stevens's expertise in customer acquisition and retention derives from a decade and a half of hands-on marketing for both large enterprises and start-up companies. Just prior to beginning her consulting practice, she served as chief marketing officer at an Internet company in New York City. Before that, she had broad responsibilities for direct marketing at three corporate giants — IBM, Ziff-Davis and Time Warner.
Ken Murray, CEO VanillaSoft
Ken Murray is a 30 year veteran of the Inside Sales space. He has designed and built inside sales campaigns for numerous Fortune 500 companies. His sales teams have sold over 168,000 products annually and produced north of 700 million dollars in annual sales. In 2005 Ken commercialized the product that was driving his inside sales team and founded VanillaSoft.
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| Ruth Stevens, eMarketing Strategy | Ken Murray, CEO VanillaSoft |
This show is sponsored by:
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Holiday Replay: Jill Konrath & Laura Patterson
December 23rd, 2010
One of our most popular shows, we decided to replay the show interviewing Laura Patterson, Vision Edge Marketing and Jill Konrath, Selling to Big Companies for our holiday break.
Listen to opinionated, to the point; some say pushy, driven, accomplished women who grow companies!
Talk about powerful, on the edge, well known CEO’s, Laura Patterson and Jill Konrath guide large and small companies to usual growth through vastly different approaches
Jill Konrath, Chief Sales Officer of Selling to Big Companies, in the top ten of the Fifty Most Influential People in Sales Lead Management in 2009 is the author of three books, SNAP Selling, Selling to Big Companies and Get Back to Work Faster. A leading sales strategist and a thought leader in B2B sales is an in-demand sales speaker who provides much needed wake-up calls to sales organizations. She is a passionate spokesperson for turning the sales force into a competitive advantage
Laura Patterson, is CEO of a VisionEdge Marketing, Inc. a data-driven and metrics-focused marketing firm that specializes in improving marketing performance and helping organizations create a competitive advantage designed to attract, secure and retain profitable customers. Their services include marketing performance management and measurement , marketing and sales alignment , product and strategic marketing , and professional development . She is also a two time author; her latest book is Marketing Metrics in Action.
Tune in Thursday at 5 PM PST at SLMA Radio. Can’t make it? Tune in later by accessing a recording of the program on the following Monday by visiting the SLMA web site.
This show is sponsored by:
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October 28 Show - Paul Staelin of Birst and Andrew Gaffney of DemandGen Report
October 28th, 2010
Birst is the industry’s first and only end-to-end Business Intelligence (BI) suite that provides the power of on-premise Business Intelligence (BI) tools with the economics of Software-as-a-Service (SaaS). We'll be interviewing Paul Staelin, Vice President of Customer Operations and co-Founder - Birst.
He will be followed by Andres Gaffney, Publisher of DemandGen Report. DemandGen Report is a targeted e-media publication spotlighting the strategies and solutions that help companies better align their sales and marketing organizations, and ultimately, drive growth. A key component of our coverage focuses on the sales and marketing automation tools that enable companies to better measure and manage their multi-channel demand generation efforts.
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Sept 23 Laura Patterson & Jill Konrath Guests
September 23rd, 2010
SLMA Radio Interviews on Sept 23rd, Laura Patterson, Vision Edge Marketing and Jill Konrath, Selling to Big Companies.
Listen to opinionated, to the point; some say pushy, driven, accomplished women who grow companies!
Talk about powerful, on the edge, well known CEO’s, Laura Patterson and Jill Konrath guide large and small companies to usual growth through vastly different approaches
Jill Konrath, Chief Sales Officer of Selling to Big Companies, in the top ten of the Fifty Most Influential People in Sales Lead Management in 2009 is the author of three books, SNAP Selling, Selling to Big Companies and Get Back to Work Faster. A leading sales strategist and a thought leader in B2B sales is an in-demand sales speaker who provides much needed wake-up calls to sales organizations. She is a passionate spokesperson for turning the sales force into a competitive advantage
Laura Patterson, is CEO of a VisionEdge Marketing, Inc. a data-driven and metrics-focused marketing firm that specializes in improving marketing performance and helping organizations create a competitive advantage designed to attract, secure and retain profitable customers. Their services include marketing performance management and measurement , marketing and sales alignment , product and strategic marketing , and professional development . She is also a two time author; her latest book is Marketing Metrics in Action.
Tune in Thursday at 5 PM PST at SLMA Radio. Can’t make it? Tune in later by accessing a recording of the program on the following Monday by visiting the SLMA web site.
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