Women in business and why they don’t take credit for their accomplishments

October 31st, 2012

Jill Rowley continues to be a force in the sales lead management industry. A pioneer in the space, Jill has become an expert and global companies (Rally Software, DocuSign, ArcSight) turn to her for guidance and knowledge.

In working closely with Jill, she continues to show herself as more than just a sales rep, but a trusted advisor in the area of sales lead management and the new world of buyer driven marketing and sales.

SLMA Director, Susan Finch will be having a conversation with Jill talking about what keeps women from taking credit for their own accomplishments. What separates women who are comfortable standing up for themselves, their skills and accomplishments; versus those who quietly let credit be given away, usually to a same-level man or supervisor man or woman?

Jill's achievements in the field of of sales lead management:

SLMA Woman to Watch in 2011 winner
Awarded Eloquan on the Year for 2011 - Eloquan of the year is given to an Eloqua employee who meets criteria including: passion, knowledgeable about the technology, mentor, and active in the community.

Jill encompasses all of this and more.

Professional Boards:

Focus Expert SLMA Contributing Member
Top Sales Rep at Eloqua
Member of The Marketing Automation Institute Member of MOCCA

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Posted in Current and Past Shows, Women and Business | Comments |

Why Webinars fail and 10 never-fail ways to boost webinar results!

October 24th, 2012

SLMA host Jim Obermayer will ask with Mark Alarik of Sales Overlays why most webinars fail the majority of the time. In this brief program Mark will share with us 10 of his 24 secrets for a successful webinar program.

Mark Alarik will share how to quickly boost the effectiveness of any webinar. He’ll explain how you can transform your webinars, and any presentation, from boring and mediocre into one that is even more appealing and productive than tradeshows and other lead generation channels.

Mark is also offering his newest publication FOR FREE, entitled The 24 New Rules of Webinar Presentations – How to build a growing community of raving fans!

G. Mark Alarik

G. Mark Alarik is co-founder and president of Sales Overlays, a sales and marketing agency that has served Fortune 500 and smaller companies since 1975. Their primary business is developing problem solving marketing campaigns that fill the sales funnel with quality leads and grow the value of the customer base. Mark is also a published author in many trade magazines.

In the next 40 minutes you will learn:

How to tap into the real potential of webinar marketing.
The Top Ten Rules that will impact your webinars the most
Why Steve Jobs was one of the greatest business presenters, and which two of his techniques will improve your webinars by 200%!

You can contact Mark at 847-942-7140 to get your free copy of his publication or to discuss your next webinar.

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Posted in Current and Past Shows, Event Marketing | Comments |

Why Marketing Automation needs Outbound Telemarketing!

September 27th, 2012

These two independent disciplines are becoming as interconnected as yin and yang. One without the other, some would say, is almost unthinkable. Outbound telemarketing can stand on its own, but can Marketing Automation?

Debra da Costa of Direct Marketing Partners makes a case why outbound telemarketing is the lynchpin for marketing automation.

Da Costa is an SLMA “2010 20 Women to Watch” winner, and voted in 2010 as one of the SLMA’s 50 Most Influential People to Watch in Sales Lead Management.

As the founder of Direct Marketing Partners she has guided her company towards serving B2B customers sales lead funnel management needs. In that pursuit, she has researched new approaches and spoken at industry organizations like the SLMA, to evangelize new lead management process developments.

Founder CEO of Direct Marketing Partners, a 20 year firm steeped in B2B prospect development and lead management services.
Speaker on the SLMA Radio program on the topic of "The Evolution of B2B Lead Qualification"
Competitive cyclist
Voted in 2010 as one of the “50 Most Influential People in Sales Lead Management.”
Named as one of SLMA’s 20 Women to Watch in Sales Lead Management in 2011.”

About Direct Marketing Partners

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Posted in Marketing Automation, Current and Past Shows, Channel Marketing | Comments |

Sept 13: Expert talk about the STUPID mistakes bloggers make!

September 11th, 2012

SLMA Host Jim Obermayer Interviews Dan McDade president of PointClear and Susan Finch of SusanFinch.com. McDade publishes ViewPoint, The Truth About Lead Generation which was just named One of Top 50 Blogs by Top Sales World. Susan Finch, the director web services for the SLMA, has created over 100 blogs for her clients. Learn what works and what doesn’t. Hear what Dan McDade has to say about what he has done to create an award winning blog. Hear from Susan Finch who recounts the stupidest, and sometimes costliest mistakes new bloggers make.

About Dan McDade

Dan McDade founded PointClear in 1997 with the mission to be the first and best company providing prospect development services to business-to-business companies with complex sales processes. He has been instrumental in developing the innovative strategies that drive revenue for PointClear clients nationwide.

In addition to serving as president and CEO of PointClear, Dan is the author of The Truth About Leads, an insightful book that sheds light on the little-known secrets that help focus B2B lead-generation efforts, align sales and marketing organizations and drive revenue. The book was published in 2011.

Dan is a board member and immediate past-chairman of the Technology Association of Georgia (TAG) Education Collaborative, an organization promoting STEM (science, technology, engineering and math) education in Georgia’s middle and high schools. He also serves on the TAG board. The Sales Lead Management Association named Dan one of the 50 most influential people in sales lead management in 2009, 2010 and 2011. In addition he was named a 2012 Top Sales Expert and one of the Top 50 Sales & Marketing Influencers for 2012 by Top Sales World. Dan is also the author of ViewPoint | The Truth About Lead Generation, a blog exploring issues related to B2B sales, marketing and lead generation.

About PointClear

PointClear is the prospect development company. Founded in 1997, the Atlanta-based company helps B2B companies drive revenue. PointClear closes the gap between marketing and sales—nurturing leads, engaging contacts and developing prospects until they're ready to close.

PointClear’s prospect development services include market development, lead development and opportunity development, encompassing the following functions: lead generation, qualification, and nurturing; event support; and data segmentation and management. The company stands out because of its strategic approach to planning; the quality of its people; and a multi-touch, multi-media, multi-cycle prospecting process.

This unique combination gives clients such as Quincy Compressor, CenterBeam, South Star Entergy Services, Intermec, Bomgar, Microsoft, Optum Insight, Joulex and D&B more predictable forecasts and significantly higher revenue results.

About Susan Finch

Susan prides herself on keeping the ego out of client blogging and web devel0pment. She believes in giving her clients all access to their files, with warnings of course of how to NOT break it. She has been in Marketing and Public Relations since 1984 and began devel0ping websites in 1996 with her first client, the City of Anaheim. Over the past several years she has a spent a lot of her time training clients on how to take charge of their sites, become disciplined in adding good content regularly, and helping them avoid simple, yet sometimes catastrophic mistakes.

Her background in public relations has helped her advise clients as to what they should share, and how they should respond to unexpected headlines that involve their companies. Laguna Woods Village (formerly Leisure World) in Laguna Woods, CA taught her about the importance of training clients and spokespeople to respond to the media and express their views in a positive and diplomatic way.

Susan has been a director for the SLMA since 2008. She is also the founder and CEO of Binky Patrol, Inc. - an all volunteer non-profit that makes blankets and gives them away to children and teens in need of comfort.

Connect with her: susanfinch.com | LinkedIn | @susanfinchweb

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Posted in Public Relations, Current and Past Shows, Marketing & Media, Branding | Comments |

Sept 6: Get rid of the business card fishbowl for small shows!

September 4th, 2012

Major trade shows and events provide lead collection and qualification technology that enables exhibitors to quickly determine where and how to spend their lead follow-up dollars. However, the thousands of small businesses that rely on events without such technology still use fishbowls to collect business cards that make follow-up a nightmare.

Working together, Event Technologies and Calvert Creative have embarked on a mission to bring large event lead collection and follow-up to the small business owners who rely on small events and expos to market their products. Their first offerings were introduced at the American Chamber of Commerce Executives Conference held in August 2012 in Louisville, KY.

Event Technologies of Long Beach, CA is a full service provider of lead management solutions for trade show exhibitors utilizing Internet based products developed by TPC Inc. of Chapel Hill, NC.

Calvert Creative of Cary, NC helps companies develop leads and sales through online marketing, all while working within their budget and timeline. “It’s like having a whole marketing department–right in your office.”

Fred Tremblay, VP Development at Event Technologies and President of TPC Inc., along with Jeff Tippett, Director of Calvert Creative will discuss the problems with small business lead follow-up and their efforts to help solve them.

Read the rest of this entry »

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Posted in Trade Shows, Current and Past Shows | Comments |

August 30: SEO Lies, Myths, Falsehoods, Deceptions and Snake Oil Promises

August 27th, 2012

James Obermayer the host of SLMA Radio interviews Judy Key Johnson from the Key Marketing Group as she discusses Lies, Myths, Falsehoods, Deceptions and Snake Oil promises surrounding discipline of search engine optimization. Judy will cover:

What to expect.
What not to expect.
What not to do.
How much doing it will cost.
How to choose someone to do it
And how long it takes to see results.

Judy Key Johnson, KMG’s founder, has been a company president and a chief operating officer of several companies and has served on a board of directors and raised venture capital. Everyone on the KMG team meets her high standards of performance.

About the Key Marketing Group Key Marketing Group (KMG) was founded in 2002 to provide online marketing expertise for small to mid-sized businesses. As a pioneer of Search Engine Optimization (SEO), with experience dating back to 1996, the company offers a rich business and marketing experience with the most up-to-date tools and techniques.

Among KMG offerings are search engine optimization, website design and content developed to increase sales based on customers’ online behavior patterns, and a complete range of other marketing services: strategy, messaging, graphics, writing, editing, newsletters, photography and YouTube videography. www.keymarketinggroup.biz

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Posted in SEO and Social Media, Current and Past Shows | Comments |

August 23: Rod Sloane, UK Based Outspoken Expert on Sales & Marketing Alignment

August 21st, 2012

SLMA Radio host James Obermayer interviews Author Rod Sloane founder of the 8000 member Sales and Marketing Alignment Group. In a frank and humorous interview, Rod discusses the failings of company management to tackle the number one problem faced by B2B companies: “Marketing and Sales Alignment.”

Rod Sloane also 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.

Author of “”Alignment, The Secret to getting your Sales and Marketing Teams Working Together” 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/

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Posted in Sales Skills Training, Current and Past Shows, Marketing & Media | Comments |

August 16: Jeff Gordon and Jeremy Sacco from BuyerZone

August 15th, 2012

SLMA Radio host Jim Obermayer will ask Jeff Gordon and Jeremy Sacco from BuyerZone to talk about the highlights of the BuyerZone and LeadsCouncil research report: The State of B2B Lead Generation 2012 BuyerZone and LeadsCouncil research report: The State of B2B Lead Generation 2012

Jeremy Sacco - Editorial Manager

Jeremy's been leading the content team at BuyerZone for eight years, learning about a huge range of products and services and talking to hundreds of businesses about buying and selling the equipment and services that helps them succeed. He's written for B2B buyers on the Web since 1996 - and his focus then as now is on using the Web to provide business advice that's helpful and easy to understand. As the content leader for BuyerZone, Jeremy manages the lead generation blog About Leads, providing marketing and sales advice up and down the sales pipeline, from lead generation to closing business. He graduated from Middlebury College with a degree in English.

Jeff Gordon Director of Marketing

As Director of Marketing, Jeff is responsible for key online and offline marketing initiatives including

customer acquisition and retention, demand generation, business development and public relations. Jeff has spent his entire seven year career at BuyerZone in a variety of marketing roles. Prior to his current position, Jeff managed the company's email strategy, affiliate network, external communications and has deep experience working with BuyerZone's sales organization.

He contributes marketing and sales advice regularly for BuyerZone's lead generation blog, About Leads. Jeff holds a Bachelor of Science degree with honors in Business Administration from Babson College.

About BuyerZone

Since 1992, BuyerZone has helped connect millions of businesses with thousands of quality sellers for hundreds of products and services. Buyers save time and money on important purchases by receiving free price quotes from sellers who best meet their needs. BuyerZone's lead generation programs and marketing services provide sellers with cost-effective, easy-to-implement and results-focused solutions that deliver leads from prospective buyers at every stage of the purchasing cycle. BuyerZone, headquartered in Waltham, Massachusetts, is a division of Reed Business Information (RBI). RBI is a member of the Reed Elsevier Group plc (NYSE: RUK and ENL). For more information, visit http://www.buyerzone.com.

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Posted in Lead Generation, Current and Past Shows | Comments |

Best of SLMA Radio: Shawn Naggiar Act-On

August 7th, 2012

Shawn is responsible for everything related to creating, managing, and growing revenue at the company. He joined Act-On in early 2008 as employee #7, and was a key architect in creating the company's go-to-market strategy. He built the revenue and service sides of the business from the ground up, helping make Act-On one of the hottest SaaS companies in the online marketing technology space.

Prior to joining Act-On, Shawn spent six years in sales and business development at WebEx Communications. Prior to WebEx, Shawn held various sales management positions with RedCreek Communications (acquired by SonicWall), WorldTalk Communications (acquired by Tumbleweed), Finjan Inc., and Rainmaker Systems.

Some of the questions asked Shawn included:

Marketing automation is hot right now, but why? It has been around for well over 10 years.
In your opinion there are 3 core capabilities that people are truly looking for from marketing automation. Why these?
Is it true that Email Marketing currently serves as a core technology for 90% of small business marketers, but only 3% of small businesses actually use a marketing automation tool. Why?

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Posted in Marketing Automation, Current and Past Shows | Comments |

August 2: Carlos Hidalgo, Executive Director of the Marketing Automation Institute

July 31st, 2012

SLMA Radio host Jim Obermayer has asked Carlos to make an unbiased presentation to the membership (and visitors) on the subject of: Why Marketing Automation? Facts, Figures and Cost!

SLMA Interviews Carlos Hidalgo, Executive Director of the Marketing Automation Institute.

About the MAI: The MAI is a Community for All Things Marketing Automation

The Marketing Automation Institute (MAI) is the community for marketing automation end users who want to maximize the ROI from their marketing automation investment. The MAI provides the highest level of vendor-agnostic curriculum, training and certification, as well as opportunities for automation professionals to network, advance in their career and learn from their peers and industry leaders.

The Marketing Automation Institute’s mission is to help end-users advance their careers and organizations achieve a higher return on their investments by being the resource for vendor-agnostic curriculum, training and certification for the marketing automation industry. Our priority is to promote innovative ideas and best practices that both expand the industry as a whole, and serve to develop a rich community of marketing automation end-users, vendor partners and services providers.

By joining the MAI, marketing automation professionals can exchange information with their peers, interact with world-class experts, attain the only agnostic industry certification for end-users and advance their careers in the automation profession.

About: Carlos Hidalgo

Carlos is a known thought leader in B2B marketing for his keen insights on the development and implementation of lead management process, and is also a recognized expert in marketing automation. Most recently, Carlos was named a 2011 Who’s Who in BtoB Marketing. Additionally, Carlos has been recognized three years in a row (2009 – 2011) by SLMA’s 50 Most Influential People in Sales Lead Management. He is a frequent speaker, blogger and guest contributor of many articles on B2B marketing. Prior to The Annuitas Group, Carlos was responsible for global SMB marketing at BMC Software. In this role, Hidalgo managed all aspects of marketing and customer relations for the SMB line of products including the creation of strategic messaging, go-to-market strategies, management of all customer communications and demand generation activities. He was also responsible for implementing global marketing best practices and processes, and ensuring all global direct marketing needs were being met. Prior to BMC, Carlos held similar roles at other various B2B companies including McAfee and Staffware, as well as Bertram, McKee & Associates, an independent marketing firm, where he was instrumental in delivering strategic marketing, lead management, generation and database

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