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Sales Lead Management Association Radio

12
Oct

On Creativity - Steve Gershik says, More success if you start with the YES.

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Steve Gershik is one of many successful sales and marketing pros that understand the value of improv training. Here is a quick tip you can start applying immediately to ensure your success. Start with the YES.  This one minute tip came from outtakes of a recent interview on CRM Radio, "Where have all the risk takers gone?". Catch the replay here >

9
Oct

The 4 Common Mistakes in Lead Nurturing That Lead to Failure

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Lead Nurturing, not to be confused with dumping all your available content on new prospects, has a certain finesse if done right, but it can lead to impatience, frustration and rejection by prospects if done poorly.  In this program we interview Howard Sewell, president of Spear Marketing about the four common failures of lead nurturing.

About Howard Sewell

Howard Sewell is president of Spear Marketing Group, a leading B2B demand generation agency, and a B2B marketing veteran with more than 25 years’ experience in lead generation and lead management.

About Spear Marketing Group

Spear Marketing Group is a full-service demand generation agency that helps B2B companies generate, nurture, and convert sales leads to revenue.  Spear’s proven approach to demand generation blends strategic expertise, creative flair, and a deep understanding of marketing technology to drive measurable results across every stage of the lead lifecycle.

2
Oct

Case Study: How ADP Proved ROI on a $1.5M Tradeshow Budget

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A Case Study with Sales Management Super Hero Stephen Landry

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High Tradeshow Investment, but no visible ROI?  “Why is that?” Asks host Peter Gillett. In this episode of SLMA Radio. Zuant CEO Peter Gillett interviews Sales Enablement Super Hero Stephen Landry nosh about:

  • Human issues
  • Corporate Politics
  • Planning
  • Technology

About Stephan Landry

Stephen Landry has a 30 year history of Sales, Sales Training, Sales Enablement & Sales Management.  He has focused on B2B Enterprise software sales for most of his career.  For the last 15 years he ran global sales at ADP.  For the last 6 of these years he worked for a supporting Division of ADP, called AVS where he was Senior Director. Highlights include:

  • Managed a 250+ Field and Inside Sales team covering the United States and for various Payroll , Tax and compliance solutions with direct selling to many verticals
  • Executed on an annual Sales Team quota 100 Million +
  • Ran extensive marketing programs and supported Event marketing with over 36 annual events and tradeshows  

Stephen is currently head of sales for Ontrackworkflow, a digital asset management company based in Atlanta, GA. A Florida native, he earned his Marketing degree from University of South Florida. He has three children and currently lives in Sarasota with his wife. 

More Peter

Slick Salesforce Interactivity for Events and Your Sales Team

Why Should Sales People LOVE Tradeshows?

26
Sep

Managing Leads for Distributors: An Overlooked Advantage

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Sales Lead Management for direct sales people is a common, popular subject, whether for outside or inside salespeople, but for distributors not so much. Industrial distributors are left to themselves to find a buyer. Most industrial companies with wide ranging distributors let them fend for themselves; no lead generation, no CRM system. Some feel that is why they have distributors so they don't have to generate leads. Fred Yee of Active Conversion talks about why industrial companies and their distributors are different and why distributors that get leads produce more than those that don't. The host is Jim Obermayer.

They cover:

  • Distributor needs
  • Industrial manufacturers mistakes in lead management
  • Why the business process for the two is the same as direct even if they aren’t treated the same.
  • How the ROI can change when the distributors are served real sales leads
  • What to do about it.

 

About our Guest Fred Yee

Fred Yee, founder and CEO of ActiveConversion, has a history of running successful tech companies with high growth. After his previous company in web conferencing was acquired, Fred looked to solve a problem close to home - how to improve and simplify the sales and marketing process for companies with long sales cycles. This led to the creation of ActiveConversion, a marketing and sales platform customized for industrial sales and marketing.

Fred holds a B.Sc. in computer science and completed the MBA Executive course for entrepreneurs at the University of Calgary. Fred has varied expertise through his career as a software developer, project manager, and sales executive. He is a recognized leader in the online marketing community.

Yee has been recognized for two years running as one of the Top 50 Most Influential People in Sales Lead Management. He lends perspective to industry publications such as Industrial Distribution, Marketing Sherpa, and Technology Advice. His speaking engagements include the Dreamforce Conference (presented by Salesforce.com), as well as events like the Saskatchewan Trade & Export Conference, and CanWeld Expo.

About ActiveConversion Software

The ActiveConversion software was developed in 2007 and has become the benchmark in lead identification, lead management, and marketing automation for industrial companies.

ActiveConversion provides a single tool to help convert interested buyers, measure marketing and sell intelligently. The platform is simple to use and easy to integrate into existing processes, which is why it has helped companies improve sales and marketing in over 500 projects across different industrieso.

 

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

 

18
Sep

How the latest brain research can increase your sales

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Neuromarketing co-author, Patrick Renvoise, discusses how brain research and his 
neuromarketing concepts as outlined in his best selling book, "Neuromarketing: Understanding the Buy Buttons in Your Customer's Brain," have changed the way we market and sell. Mr. Renvoise will also give us a peak into a new edition of his book due out next year. The host is Jim Obermayer.

About Patrick Renvoise

Prior to co-foundeing SalesBrain, Patrick was in charge of Business Development first at Silicon Graphics then at LinuxCare. While marketing super-computers and complex software solutions to some of the world's most brilliant scientists at NSAA, Shell, Boeing, Airbus, BMW, and more, he becoame fascinated by the human brain. Patrick then started to investigate a scientific model to explain how humans use their brain to make buying decisions. He spent two years researching and formalizing the first, 100% science-based persuasion model called NeuroMAP™ In 2002 Patrick and his business partner, Dr. Chsitophe Morin, co-authored the first book on Neuromarketing and published NeuroMAP™. This proprietary award-winning methodology has been used for the past 15 years to help over 6,000 companies worldwide SCIENTIFICALLY CAPTURE, SCIENTIFICALLY CONVINCE and SCIENTIFICALLY CLOSE more business.

Parick receivied a Masters in Computer Science from the National Institute of Applied Sciences (Lyon, France). He is currently serving as Chief Neuromarketing Officer of SalesBrain. To get a diagnostic on the impact of your sales and marketing strategy on the brain of your customers, contact Patrick at, patrick@salsbrain.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

12
Sep

How to Improve Your Nurture Content with Neuromarketing Principles

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DemandGen International Founder David Lewis, author and DemandGen Radio host, shares with us thoughts on Neuromarketing (aka Nueroscience) and six principles he applies to programs with his clients.  David has studied the science of Neuromarketing and its application to content delivery for prospects.   The host is Jim Obermayer. Read the rest of this entry »

30
Aug

Why Should Sales People LOVE Tradeshows?

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In business these days, it’s increasingly difficult to connect by phone, let alone face to face meetings, which is why Tradeshows are back in fashion with a vengeance. Read the rest of this entry »

22
Aug

How to Optimize Customer Experiences for 4-10X Revenue

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The rallying cries up and down the halls of marketing today is, “How do we address customer experiences?” Read the rest of this entry »

16
Aug

Innovations in Mobile Lead Capture

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How Mobile Lead Capture is the Future for Better Qualified Leads from Events

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Read the rest of this entry »

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May

Will Artificial Intelligence Replace Marketing Departments?

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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

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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

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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

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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

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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

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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?

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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

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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%

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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

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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 »