Sales Lead Management Association Radio header image 1

Sales Lead Management Association Radio

8
Aug

How to Tell a Story with Data

00:0000:00

20170810-tweet-greenglass2.jpg

 

There is nothing like making a presentation to a board of directors, salespeople or even customers that contains important data that strikes fear in the heart of a marketer.   How to do it so the listener understands the most salient points is what Cyndi Greenglass of Diamond Communication Solutions tackles in this program.  Data presentations can be spot-on compelling when the presenter takes the time to make it interesting with the oldest of all means: communicating with a story.  The host is Jim Obermayer.  They will cover:

  1. The power of storytelling?
  2. If you are a marketer, why should you care about data and this topic?
  3. How to turn your data into a memorable story!
  4. So, you have a data analyst, shouldn’t they do this?
  5. What are the top mistakes marketers make when presenting?
  6. What are the three tips listeners can take to the bank?

About Cyndi Greenglass

Cyndi is responsible for strategic solutions for clients in financial services, insurance and healthcare services, as well as managing the agency services team of data, analytics and digital professionals. With a strong track record in data driven communications, strategic planning, and database development, she helps clients develop, execute, and measure their customer communications with a close focus on user acceptance strategies. Cyndi is known for valued senior executive counsel, especially in healthcare patient communications, multi-channel communications.

Greenglass has razor-sharp strategic skills matched by impeccable on-the-ground savvy and tactical abilities. These qualities have enabled her to build a successful company and reputation in critical compliance and regulated communications.   She is a founder of Diamond Communication Solutions, a $100 million data communications company with 7 locations and more than 500 employees serving F1000 and growing companies in Insurance, Financial Services, Healthcare, and Higher Education.

Cyndi is frequently quoted in publications on B2B, B2C, lead generation and nurturing strategies, and is a consistent contributor to books, white papers and articles by leading thought leaders in B2B lead generation.

Diamond Communication Solutions

Diamond Communication Solutions is a full-service partner in the design, production, and deployment of data-driven, highly personalized customer and member communications for businesses and non-profit organizations. Delivering targeted, relevant, and dynamic messaging using print and digital media, Diamond provides in-house solutions for secure communications, direct response, and fulfilment solutions. Our clients are primarily in the specialty industries of healthcare, financial services, insurance, and nonprofit.

With over 1,200 healthcare customers and over 500 financial clients alone, Diamond has a client base that includes Fortune 1000 companies, major insurance and financial institutions, and member organizations.

URL: www.dmsolutions.com

SLMA Radio Sponsorship

 adView.cfm?id=396Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. Call 888 784 2929 or visit us at www.validar.com

1
Aug

B. Carroll: How to Overcome a 98% Failure of Sales Lead Conversion

00:0000:00

20170803-tweet-carroll.jpg

Learn at least three ways increase lead conversion

Lead Management, real lead management, the experienced manager knows must be solved before sales conversion from leads is optimized.  In the interview with lead management expert Brian Carroll we discuss recent research from Forrester and his thoughts on how to tackle the lead conversion conundrum.  Brian says we must approach the conversion from the customer perspective.   Learn at least three ways increase your conversion.   The host is Jim Obermayer.

Carroll_Book.jpgBrian Carroll, Evangelist, Author, Speaker

Brian Carroll, the author of the bestseller, Lead Generation for the Complex Sale, has been a staple in the B2B Marketing community for years. He publishes the popular B2B Lead Blog and is the founder of the B2B Lead Roundtable discussion only LinkedIn Group that has over 20,500 members. Brian recently finished a stint as Chief Evangelist at MECLABS and is now back to helping B2B understand and execute modern demand generation do lead acceleration.   

Brian Carroll
Mobile ∙ 651 226 4516
Twitter ∙ @brianjcarroll
linkedin.com/in/brianjcarroll

 

You may also like:

How to do lead management that improves conversion

 

SLMA Radio Sponsorship

 adView.cfm?id=396Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. Call 888 784 2929 or visit us at www.validar.com

22
Jul

Startupland: Madness, Brilliance and PR Misadventures

00:0000:00

20170727-tweet-wolf-traylor.jpg

"Startupland: Madness, Brilliance and PR Misadventures" brings new insight about startup decisions, the good and the bad, from the external PR counsel perspective.  Co-Authored by Kevin Wolf and Polly Traylor, the book shares stories about their clients, such as the CEO who only wanted "to podium," the CMO whose pitbull tactics had them running for the door, and the founder who put more energy into his Twitter posts than steering the ship on a smooth course.  We interview Kevin Wolf and ask him about the three biggest pitfalls for start-ups and what can be done to avoid them.  The host is Jim Obermayer

About the authors Kevin Wolf and Polly Taylor

Kevin Wolf is the founder of TGPR, a content marketing and PR agency based in Silicon Valley. Prior to starting TGPR, he managed corporate communications for a publicly-traded software company and worked in a pair of PR agencies. Kevin is a graduate of San Diego State University. He lives in Menlo Park, California, with his wife and sons.

Polly Traylor is founder and owner of PST Consulting, Inc., a corporate communications firm based in the Denver area. Previously, Polly worked at Microsoft in Seattle, and before that, as a staff editor and writer at various technology industry publications including CIO and The Industry Standard.  Polly is married to David, a life sciences investment banker, and together they are raising two daughters and three rescue  animals.

About the Companies

TGPR is a full-service content marketing and PR agency. Our clients are early stage enterprise cloud companies that want to raise awareness for their people, products and services, but don’t want to break the bank doing so. TGPR was founded in 2002 by enterprise communications practitioner Kevin Wolf, who is supported on client business by experienced writing and media professionals. TGPR’s mission is to support enterprise sales and marketing with great content and media relations. 

 

PST Consulting Inc. is a corporate communications provider serving startups up to Fortune 1000 clients with PR and writing services.

SLMA Radio Sponsorship

 adView.cfm?id=396Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. Call 888 784 2929 or visit us at www.validar.com

19
Jul

If You Can’t Manage Sales Leads, You Can’t Manage Sales

00:0000:00

20170720-tweet-lewis.jpg

david-lewis-manufacturing-demand.pngManaging sales leads is not for the timid or uninformed because how sales leads are managed is crucial to the growth of your company. David Lewis, the author and founder of DemandGen International is a believer that if you can’t manage the sales lead process, you can’t manage sales revenue. In his book Manufacturing Demand, the Principles of Successful Lead Management, David outlines his five principles of sales lead management and over the coming months he will discuss each of the principles in standalone shows. His ideas and tips will surprise you.  The host is Jim Obermayer

About David Lewis

For more than 20 years, CEO David Lewis has been a pioneering innovator in digital marketing, and has overseen marketing for some of Silicon Valley’s leading technology firms. David and his team at DemandGen have been at the forefront of the transformation taking place in marketing by helping 100’s of the top sales and marketing teams around the world incorporate marketing technology to drive predictable and sustainable growth. David is an accomplished speaker, thought leader, host of DemandGen Radio, and author of the #1 book on lead management Manufacturing Demand.

Download your copy of Manufacturing Demand

 

SLMA Radio Sponsorship

 adView.cfm?id=396Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. Call 888 784 2929 or visit us at www.validar.com

11
Jul

The New PR: Blurring the Lines Between PR and Content Marketing

00:0000:00

20170713-tweet-goldwater.jpg

In this interview with Interim VP of Marketing Erika Goldwater we discuss how PR must assume new responsibility and opportunities in its quest to more intimately engage its audience.  Erika says:

  • There are three steps the new PR person must take to be a PR content creator.
  • Must be that PR must also create content that the audience wants.
  • “It is no longer just a one and done press release,” she comments. 
  • PR must become an integral part of the marketing mix and strategy and create content.

 About Erika Goldwater Read the rest of this entry »

2
Jul

Defining the Benefits of Revenue Intelligence

00:0000:00

20170525-tweet-rothman.jpg

Marketing is all about Connecting marketing investments to revenue…and making sense of attribution data is even harder”, so says BrightFunnel and we agree it should always have been this way.  In the episode we interview BrightFiunnel's CMO Dayna Rothman to understand how this is done in the prospects journey and why it can apply to every marketing department.  The host is Jim Obermayer.

About Our Guest Dayna Rothman Read the rest of this entry »

27
Jun

Will AI Replace Salespeople?

00:0000:00

20170729-tweet-perkins.jpg

Some say, it isn’t a matter of if, but when salespeople will be replaced by algorithms (Artificial Intelligence) interacting with buyers.  Some say it is happening already at an ever increasing pace.    In this interview with Bob Perkins, founder and chairman of the American Association of Inside Professionals we discuss his opinions and recent research sponsored by Velocify and AA-ISP: The Evolving Sales Technology Landscape.   The host is Jim Obermayer. Read the rest of this entry »

19
Jun

Will AI Replace Marketing Jobs?

00:0000:00

20170622-tweet-teshima.jpg

This is part of a series of interviews with industry leaders about artificial intelligence’s impact on the marketing and sales departments current and future head count. We interview Paul Teshima, a former Eloqua executive and CEO of Nudge.ai. The executives interviewed so far seem to believe that AI will create jobs while also changing the job description of those in both sales and marketing. Paul may have a different opinion. The host is Jim Obermayer

About Paul Teshima Read the rest of this entry »

13
Jun

Fixing Mid-Funnel Marketing Breakdown

00:0000:00

20170615-tweet-judge.jpg

Lead generation teams have been hard at work filling the top of the funnel, however research shows that very few are actually impacting the bottom-funnel sales pipeline! Leads are not making it through the marketing mid-funnel into the sales pipeline at the rates needed to hit sales targets. This has become a new problem child both for marketing and sales!

Join us on SLMA Radio, as Tom Judge from DMP will be discussing his research findings on the subject of lead generation mid-funnel breakdowns, the severe problems they're causing to sales, and how to fix them.   He will tell us how to diagnose and fix mid-funnel failure and drive more sales leads into the pipeline. He’ll have several contrasting examples so listeners can compare how they’re doing.  The host is Jim Obermayer

 About Tom Judge Read the rest of this entry »

5
Jun

Applying AI to Content Marketing

00:0000:00

20170608-tweet-deshpande.jpg

Witnessing the birth of Content Intelligence

There are two messages pounding into the marketing departments today:

  1. Content Management is king
  2. Artificial Intelligence (Machine Learning) is changing the way we market and sell Read the rest of this entry »

30
May

Best Practices for Turning Leads into Customers - Chris Smith

00:0000:00

20170601-tweet-smith.jpg

From Chris Smith, author of The Conversion Code, we will learn about a salesman’s approach to a marketing problem: capturing and converting online leads into closed sales. The host is Jim Obermayer.

About our guest: Chris Smith Read the rest of this entry »

23
May

Will Artificial Intelligence Replace Marketing Departments?

00:0000:00

 

20170525-tweet-huff.jpg

Dozens of companies are starting up, it seems almost every day, to apply artificial intelligence and the connecting technology of machine learning to provide new ways to market, find prospects, and qualify leads. 

Existing companies are racing to use new AI applications in their own technology to compete by increa Read the rest of this entry »

15
May

AI for Sales Training a Prophecy Come True

00:0000:00

20170518-tweet-aeniza.jpg 

AI for everything is becoming the AI for anything…to hear some wags tell it; but the reality is different from the dreams and marketing hype. The reality is this instance is the use of AI for sales training representatives to become more methodical in their approach to sales is real, over-due and  enormously useful. "This has great rewards," says Sabrina, "And no downside.”  Sabrina was on CRM Radio in April: The Future of Artificial Intelligence for Salespeople

The host is Jim Obermayer

About Sabrina Ateniza Read the rest of this entry »

9
May

How to track Mysterious (Anonymous) Website Traffic within your CRM System

00:0000:00

 20170511-tweet-cheney.jpg

It’s lovely to have website traffic, but almost useless unless you know who the visitors are. The key element is to combine your web analytics and CRM data to turn anonymous visitors into real people.  John Cheney, CEO of Workbooks CRM tackles how he has solved the mystery of the mysterious visitors.  The host is Jim Obermayer. Read the rest of this entry »

1
May

The Four Must-Have-Tools Every B2B Marketing Department Needs

00:0000:00

20170504-tweet-hopkins.jpg

In this first of a series of interviews we interview Jeanne Hopkins about the four must-have-tools every marketing department needs. With the proliferation of software programs, processes and web-based tools marketing is no longer as simple and straight forward as it once was. Hopkins is the Senior Executive VP/CMO of Ipswich. The host is Jim Obermayer.

About our guest, Jeanne Hopkins, Executive Vice President and Chief Marketing Officer at Ipswitch Read the rest of this entry »

26
Apr

Was that Show Worth It? How to Measure Revenue for Trade Show Investments

00:0000:00

20170427-tweet-kippes.jpg

We know that trade shows are a must-have marketing campaign, but each has the cost of the show and the people (people are often 2X the cost of the show).  The good news is that trade show leads take fewer touches to close, but shows are often not measured by their revenue contribution.  In our interview with Victor Kippes, founder and CEO of Validar, he explains how to measure the revenue contribution and how to avoid cutting shows from the schedule because no one can answer, “Was that show worth it?”  The host is Jim Obermayer Read the rest of this entry »

17
Apr

How AI is Affecting Natural Language Searches for First Time Results

00:0000:00

20170420-tweet-torras.jpg

Inbenta believes key word searches are out as AI is being used for natural Language searches (aka as NLP-natural language processing).  The Inbenta program understands the nuances of human conversation, so it answers a query based on meaning, not individual keywords.  What this means in the world of customer service, e-commerce searches, and cross selling, to name a few applications, is substantially more satisfied users.   We’ll learn more in our discussion with Inbenta founder Jordi Torras.  And yes, Avarta’s can be part of your solution. The host is Jim Obermayer. Read the rest of this entry »

11
Apr

Is Buying an Appointment the right thing to do?

00:0000:00

20170413-tweet-vanella.jpg

When asked, salespeople will always, always say that what they need is a qualified lead.  No one can deny that there is no better qualified lead than an appointment with the right person that is considering purchasing a product in their space.  In this interview with Mari Anne Vanella, CEO of the Vanella Group, we discuss how an outside service can be so effective in getting an appointment with the right person.  The host is Jim Obermayer. Read the rest of this entry »

4
Apr

7 Ways to Lead Your Team When You Don’t Have the Answers

00:0000:00

20170405-tweet-dewell.jpg

Don’t wait till you’re at the end of your rope.  Take steps to avoid burnout, and align your everyday tasks to your business goals.  In this interview with Jessica Dewell we discuss her 7 ways to lead a team how to avoid brain clutter, how to respect your intuition and when is too much time management really too much.  The host is Jim Obermayer Read the rest of this entry »

27
Mar

How Badger Maps increases Sales Rep’s Productivity by 25%

00:0000:00

20170330-tweet-benson.jpg

How outside sales representatives spend their time is always in question, but the sales manager seldom looks to mapping software as a way to solve the time on-the-road AND productivity issues.  During our program with Badger Map’s CEO Steve Benson, he explains how mapping software is so much more than a route planner when it comes crushing sales quotas.  The host is Jim Obermayer.  Read the rest of this entry »

20
Mar

How to Double Qualified Leads from Trade Shows

00:0000:00

250-SLMARADIO-20170323-rebhan.jpgEveryone, yes everyone, knows that trade show leads close faster than any other type of lead (fewer steps in less time).  With the fixed cost of a trade show going in, the challenge is how an average company can get the maximum number of qualified leads. Double the number of qualified leads, (which reduces your lead cost in half) and you will increase sales by 100%. Sounds farfetched but not really; our guest George Rebhan of LeadValu will tell us how to do it.  The host is Jim Obermayer.

About our Guest  George Rebhan
George is president and co-founder of LeadValu LLC, and an accomplished entrepreneur and product development expert with over 30 years of experience. He’s been part of the founding or executive management team for a number of start-up or early stage companies. George also played a key role in the acquisition planning/strategy and post-acquisition integration for those companies. Read the rest of this entry »

14
Mar

The Greatest Number One, Worst of All time, Failure of Sales Management

00:0000:00

 

250-SLMARADIO-20170316-benson.jpgSales management takes its lumps and everyone has an opinion about the failure of sales management.  In this program, Steve Benson, CEO of Badger Maps shares his opinion about the number one failure of sales management and what can be done to fix it.  The host is Jim Obermayer.

Our Guest Steve Benson

Steve is the Founder and CEO of Badger Maps. After receiving his MBA from Stanford, Steve worked in Outside Sales and Sales Management at IBM, HP and Google where he worked in the enterprise sales group. Steve was Google Enterprise's Top Sales Executive in 2009. In 2012 Steve founded Badger Maps, the #1 Sales App in the Apple App Store, which helps Field Sales People be more successful.

About Badger Maps, Inc Read the rest of this entry »

6
Mar

The Growing Value of Podcasting for B2B Marketing

00:0000:00

250-SLMARADIO-20170309-andypaul.jpgOur guest today, Andy Paul will talk about the Growing Value of Podcasting for B2B Marketing.  He is an author, consultant and podcaster.  In the past 18 months Andy’s podcast series called Accelerate has had 394 episodes (averaging six programs a week).  In this time he has learned a lot about podcasting, what works and what doesn’t and how import this medium can be for B2B  marketers.  The host is James Obermayer, Publisher for the Funnel Media Group and Founder of the Sales Lead Management Association. Read the rest of this entry »

1
Mar

How to get Targeted Leads at Targeted Accounts Near the Bottom of the Funnel

00:0000:00

250-SLMARADIO-20170302-mosenson.jpgHear Paul Mosenson, president of NuSpark Marketing defines ABM while truthfully dispelling misconceptions of ABM potential for small and large companies.

Answering:

  1. How can SMB’s take advantage of Account Based Marketing?
  2. How do you measure account-based marketing?
  3. How do firms identify target accounts?
  4. How does ABM use predictive marketing tools?
  5. What is a technology stack, do you already have it and how do you manage it?
  6. What is exactly is an ABM ad platform and how do they work?
  7. A key element of ABM is content personalization.  How is that managed?
  8. Can traditional top of funnel lead generation and lead nurturing still work?
  9. Why does it take so long to get started with Account Based Marketing?
  10. What is the single greatest hurtle to a quick ABM startup?

About Paul Mosenson Read the rest of this entry »

20
Feb

Tips for Leading an Organization through Change

00:0000:00

250-SLMARADIO-20170223-dordar.jpgChange can be met with eagerness or dread and the last is most common.  We are met with accelerating, bewildering change almost daily and our guest this week, the CEO of PerfectMind, Farid Dordar discusses one of his favorite subjects, tips for dealing with change.   The host is Jim Obemayer. Read the rest of this entry »

14
Feb

8 Components to Boost Lead to Revenue Results based on Research from 1400 Executives

00:0000:00

250-SLMARADIO-20170216-ryan.jpgIn this interview with Christopher Ryan, CEO of Fusion Marketing Partners we cover the 8 significant components to increase the lead to revenue conversion for B2B companies.  The results are based on Fusion Marketing Partners annual research  survey of 1400+ sales and marketing executives.   The host is Jim Obermayer. Show airs Thurs January 19 10:30 am.

About Christopher Ryan

Chris Ryan has 25 years of marketing, technology, and senior management experience, and is a widely known expert in B2B marketing, lead-to-revenue modeling, sales strategy, and business startups. As both a services provider and in-house marketing executive, Chris has played a transformative role in driving marketing and sales programs that achieve the desired results and create alignment and synergy between the sales and marketing operations.

Chris is known as an outstanding communicator and has presented keynote addresses and breakout sessions at numerous conferences on marketing and technology. For three years, Target Marketing magazine named Chris as one of the Top 100 U.S. Marketers. Chris has written four books on marketing and information technology, including the recently published Winning B2B Marketing.

About Fusion Marketing Partners Read the rest of this entry »

9
Feb

How Predictive Marketing Leads to those Likely to Buy From You

00:0000:00

250-SLMARADIO-20170209-amundsonjpg.jpgLead Gen will never be the same again!

On the surface predictive marketing sounds like a gamble on the future with a little bit of fortune telling thrown in, but that would be a wrong assumption.  In this interview with Matt Amundson Vice President at EverString, we explore the scientific (yes we have used the “S” word) roots of using artificial intelligence to guide marketing to those most likely to buy.  Lead generation will never be the same again.  The host is Jim Obermayer

About our guest Matt Amundson

Vice President of Sales Development & Field Marketing at EverString. With more than 10 years of sales and marketing experience, Matt has held roles in Demand Generation and Sales Development at TIBCO, Marketo, Foster Grant and Red Bull. His primary focus is on creating processes that generate consistent, closable pipeline. Matt is a graduate of UCLA and also participated on the football team, so expect plenty of references to sport, teamwork and the power of coaching.

About EverString Read the rest of this entry »

1
Feb

How to Increase Sales by Automating the Lead Management Process

00:0000:00

250-SLMARADIO-20170202-delacruz.jpgGuy De La Cruz reprises his appearance on SLMA Radio as we tackle the ever evasive end game of automating the sales lead process.  In his last program on July 26,  2016, Guy discussed the subject  Why Sales Lead Management Workflow Can Increase Sales 30%.  This time we delve deeper into the subject to discuss the 5-6 actions marketing can take to painlessly automate sales lead management.   The host is Jim Obermayer.

About our guest Guy De La Cruz Read the rest of this entry »

24
Jan

How to Increase Referrals in a Digital Dominated World

00:0000:00

250-SLMARADIO-20170126-gay.jpgWord of mouth is alive and well in this digital world as marketers and salespeople alike again learn to tap into the most powerful of all human interactions, referrals.  The software field for this application is dramatically expanding and our guest Tom Gay, CEO of Refer.com explains why referrals are an advantage in a digitally dominated marketplace.  The host is Jim Obermayer

About Thomas Gay

Read the rest of this entry »

17
Jan

Trends in B2B Marketing and Lead-to-Revenue Research Report - 2017

00:0000:00

250-SLMARADIO-20170119-ryan.jpgChristopher Ryan, CEO of Fusion marketing Partners will review the most significant findings in their annual survey of 1400+ sales and marketing executives.  There are substantial surprises which gives us hope for sales and marketing and yet some results which dash our dreams of change.  The host is Jim Obermayer. Show airs Thurs January 19 10:30 am. Read the rest of this entry »