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Sales Lead Management Association Radio

18
Mar 2020

How to Fast Track Your Business with Organic Growth – Laura Patterson

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Every company grows organically until it makes a decision to grow through acquisition, and that is the basis for this discussion about Laura Patterson's new book, Fast-Track Your Business: A Customer-Centric Approach to Accelerate Market

This book, (which I have read,) is a practical guide for growing any business, and all the while doing it with better shareholder return and faster revenue growth. During this interview, we asked Laura to tell us about the book and then focus on two of her favorite chapters. She chose: Upstream Marketing and Plan and Execute.

 Listen in: Buy the book.

Fast-Track Your Business: A Customer-Centric Approach to Accelerate Market Growth     Paperback – Released January 27, 2020

Kindle     $9.99       Paperback   $17.99

(From the description on Amazon) Ready. Set. Grow! Former football player and coach, Lou Holtz, once said: “In this world, you’re either growing or you’re dying, so get in motion and grow.” Most every company leader is in pursuit of growth. Growing companies are attractive. They’re attractive to partners, employees, and of course customers. If your company is not growing, then you and your shareholders are losing equity, profit, and employees. Growth doesn’t just occur–growth takes the right culture, processes, and discipline. Most importantly growth takes intent and deliberate focused action.

Growth is a result of solving customer problems at the right time with the right solution with a story that resonates with the market. In Fast-Track Your Business, author Laura Patterson offers step-by-step guidance for acquiring customer insights, creating customer-centric outcomes, and developing strategies and measurable executable plans. Fast-Track Your Business provides a customer-centric framework for choosing and navigating a sustainable path forward—a system that creates momentum and accelerates organic market growth.

 Abou the author Laura Patterson

Laura Patterson is the author of three previous business books: Gone Fishin' - A Guide to Finding, Hooking, Keeping, and Growing Profitable Customers (sold out); Measure What Matters: Reconnecting Marketing to Business Goals (sold out); and Marketing Metrics in Action: Creating a Performance Driven Marketing Organization[LP1] .

Today she is at the helm of VisionEdge Marketing, founded in 1999, and is recognized as one of the pioneers and authorities in the Marketing Performance Management (MPM) discipline. The company specializes in helping companies apply data, metrics and proven best-in-class practices to improve Marketing effectiveness, deliver business impact, and enable better business decision-making.

Her Company: VisionEdge Marketing

VisionEdge Marketing enables organizations to accelerate revenue and create a competitive advantage by leveraging data, analytics, processes, and alignment to address marketing accountability and operations, to measure and improve marketing performance, to develop dashboards that foster fact-based decisions about markets, customers, and products, and to enhance marketing and sales collaboration.

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SLMA Radio is hosted by James Obermayer of Funnel Media Group which is a program on the Funnel Radio Channel.  Funnel Media Group is the sponsor of SLMA Radio

Funnel Media Group, LLC   

7
Mar 2020

How Direct Mail and Digital Ads Work Together for Higher Results

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Some say direct mail has been superseded by digital ads.  Some say direct mail paired with digital ads brings results that exceed expectations for extraordinary results.  To find out if this is true and how it works, our host Jim Obermayer interviews the founder of Taradel, Jim Fitzgerald.  Taradel has a platform that uses the latest database disciplines for a defined target audience to bring higher results by using direct mail and digital communications. 

 About Jim Fitzgerald

Jim Fitzgerald is the Founder and CEO of Taradel, a martech company located in Richmond, Virginia. The company's All-in-One platform integrates direct mail and digital advertising services which are used by thousands of SMBs in the U.S. and Canada. 

 Since 2003, Taradel has worked with over 17,000 small business customers and established "white label" partnerships with some of the biggest brands in the world - including the United States Postal Service, Canada Post, Staples and FedEx Office.  Under Jim's leadership, Taradel has been named the Inc. 5000 list of America's fastest-growing private companies for 12 consecutive years — an achievement held by only 22 companies nationwide.

https://www.linkedin.com/in/jimfitzgerald60/

About Taradel

Taradel makes it easy to deploy highly targeted direct marketing campaigns for franchises and small to medium-sized businesses. Only Taradel combines easy-to-use software, proprietary data analytics, and direct marketing experts to maximize conversions. Strategic, Co-branded, and White-labeled Partnerships with FedEx Office, Canada Post, U.S. Postal Service, and franchises helped drive Taradel’s ten consecutive years on the Inc. 5000’s fastest-growing companies in America. 

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SLMA Radio is hosted by James Obermayer of Funnel Media Group which is a program on the Funnel Radio Channel.  Funnel Media Group is the sponsor of SLMA Radio

Funnel Media Group, LLC   

24
Feb 2020

How to Create the Most Valuable Content that Contributes to Sales

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Content starved marketing departments are constantly searching for content of whatever ilk to feed the ravenous public, be they prospects or customers.  Salespeople are frustrated by content deliveries that don’t exactly pertain to the prospects need and is therefore useless.  Even if the right content is created this month, it is often out of date within a short period of time and no one is pleased.  In this program, Bethany Fagan, Content Marketing Manager at PandaDoc discusses how to satisfy both sales and the prospects with content that contributes the most to sales.

 

 

21
Dec 2019

Are Marketers the Builders of Wealth? Darryl Praill Says it Depends

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Of course, marketers control the lead generation budget and this contributes to sales, but does marketing really control the wealth goals of the company?  Darryl Praill, CMO of VanillaSoft and host of the popular Inside Inside Sales podcast says, “it depends.”

They have the talent and the skills, Darryl says, but whether they have the will to use these is another matter.   Ultimately, he says they are the builders of wealth, pound for pound when measured against the employee count of marketing versus that of sales. 

This statement can also be said of other departments, says Darryl, but marketing sets the strategic direction of the company, produces the product specifications that customers need, and generates demand.   Darryl, however, still puts a “but” into the interview when he cautions that not every marketer is using their talents and skills as well as their competitors.

 About Darryl Praill

Darryl Praill, Chief Marketing Officer of VanillaSoft is a high-tech marketing executive with over 25 years’ experience spanning startups, re-starts, consolidations, acquisitions, divestments and IPO’s. He has been widely quoted in the media including television, press, and trade publications. He is a guest lecturer, public speaker, and radio personality and has been featured in numerous podcasts, case studies, and best-selling books.

Praill is a former recipient of the coveted Forty Under 40 Award, and has held senior executive roles in leading companies including Sybase, Cognos (now IBM), webPLAN (now Kinaxis), and CML Emergency Services (now AIRBUS).

You may also like these with Darryl Praill on Inside Inside Sales  

The 4 Ways Buyers Are Evaluating You  Karen Dunne-Squire and Darryl Praill

Embrace the Suck Dale Dupree and Darryl Praill

“How to Become Somebody that People Want to Buy From” – Anthony Iannarino Podcast  and Darryl Praill

About VanillaSoft

VanillaSoft, the industry’s most successful sales engagement platform, helps sales development teams engage over 15,000,000 contacts every month. Used standalone, or in combination with existing traditional CRM systems, VanillaSoft empowers sales reps to respond to new leads faster, interact with leads more consistently, across more channels, and generate more qualified sales opportunities. Globally, thousands of users employ VanillaSoft’s queue-based sales engine and intellective routing to implement sales cadence automation resulting in substantial gains in speed-to-lead, persistency, productivity, and revenue-per-rep. VanillaSoft is a privately held company headquartered in Plano, Texas, USA. To learn more, visit www.vanillasoft.com.

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SLMA Radio is hosted by James Obermayer of Funnel Media Group which is a program on the Funnel Radio Channel.  Funnel Media Group is the sponsor of SLMA Radio

Funnel Media Group, LLC   

26
Nov 2019

Why Marketing with Your Gut is Out and Marketing with Data is In – Ellie Mirman

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The podcast version of this show from the live broadcast will be available by the EOB on Tuesday, Nov 26th.

How Competitive Intelligence Drives Markets from a 20 Women to Watch Win er, Ellie Mirman of Crayon

What started as an interview with Ellie Mirman, CMO of Crayon, named one of the 20 Women to Watch by the Sales Lead Management Association, which centered on women in leadership, this morphed into an interesting discussion about how competitive intelligence creates a competitive advantage for its users. 

SLMA Host Erika Goldwater gets Ellie to talk about how to grow as a leader, her own experiences and the advice she gives about how women can pave their way to success. Just as interesting is her background in marketing, especially as a CMO at Crayon a competitive intelligence company. She discusses how marketers have to shift from “marketing by your gut” to marketing with data; how data is an equalizer and why data is the new universal language.

About our Guest Ellie Mirman

Ellie Mirman is CMO at Crayon. Prior to Crayon, she was VP Marketing at Toast, where she built and led the marketing function across demand gen, content marketing, product marketing, branding, and customer advocacy. Previously, Ellie held multiple marketing leadership positions at HubSpot during its growth from 100 customers to IPO. Ellie loves working at the intersection between Marketing, Sales, and Product, and building marketing from startup to scale-up.

About Crayon

Crayon is a market and competitive intelligence company that enables businesses to track, analyze, and act on everything happening outside their four walls. Tens of thousands of teams use Crayon's real-time competitive insights platform to enable sales to win more deals, improve marketing performance to break through crowded markets, and inform product and executive strategy to build and launch winning products.

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Host Erika Goldwater is the director of Global Communications for InRiver The new way to market and sell with powerful product information management. She has also been named as one of the 20 Women to Watch by the Sales Lead Management Association.

 

23
Jun 2019

How to Avoid CRM Failure with Joe Scioscia of VAI

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It depends on what report you read, but we know that CRM or sales automation installations are fraught with frustration and failure. It isn’t unusual that companies go through 2-3 CRM companies until it has a system that works for everyone. In this interview, host Jim Obermayer, asks Joe Scioscia, VP of Sales at VAI how to avoid common CRM installation failures. Joe Scioscia is a top flight expert on the subject and in 25 minutes he will guide us out of the corn patch maze known as CRM Implementation.

Read the rest of this entry »

10
Jun 2019

Should You “Buy an Appointment” to Build Pipeline?

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In this interview with Mari Anne Vanella, CEO of the Vanella Group, we discuss how an outside service can be effective in getting an appointment with the right person which leads to a sales pipeline boost. 

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31
May 2019

Stop Treating Email Recipients like Morons Says Laurie Beasley in a 4 Minute Podcast

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This is a 4+ minute passage from Laurie Beasley’s longer live radio program she hosted on SLMA Radio.  To listen to the whole program, go here:

Incorporating the Six Universal Buying Motives to Improve Email Copy and Response Rates

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8
Apr 2019
17
Feb 2019

Tech Culture Begins with Good Employees

20190214-dd-tweet-kornblum.jpgMark Godley sits down with Rob Kornblum, author, former VC, and friend. Rob and Mark discuss their years in tech startups and why culture, hiring and people are the essential ingredients   in a successful startup. Rob even goes so far to say that the team is more important than the product! Whoa!  Join the podcast to hear from a successful author, VC, and data wonk about the skills and savvy you need to hire and succeed in the startup world.   

24
Jan 2019

How a New CMO Revamped Marketing and Didn’t Get Fired!

So you are a new CMO and changes from you are expected, not the least of which is a boost in revenue.  In this 14 minute excerpt from the original program hear how a prominent CMO brought about the change that was needed in a 4 step process. 

Hear the whole program here:

4 Steps to Accelerating Company Growth

Revenue Rebels spotlights rule-breaking marketing and sales leaders who are accelerating business growth with a fanatically customer-centric approach and this month we’re featuring Darryl Praill, Chief Marketing Officer at VanillaSoft.

Since joining the VanillaSoft team a year ago, Darryl has transformed the sales and marketing process and increased lead flow by launching an inbound marketing strategy and an aggressive digital marketing program supported by a strong sales and marketing stack. If you’re a marketing leader ready to elevate your company, tune in to this episode to hear Darryl’s 4-step approach to accomplish this and more.

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Guest: Darryl Praill, Chief Marketing Officer, VanillaSoft

Guest Bio: Darryl Praill, Chief Marketing Officer of VanillaSoft, is a high-tech marketing executive with over 25 years’ experience spanning startups, re-starts, consolidations, acquisitions, divestments and IPO’s. He has been widely quoted in the media including television, press, and trade publications. He is a guest lecturer, public speaker, and radio personality and has been featured in numerous podcasts, case studies, and best-selling books.

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You may also like:

How Revenue Operations Improves Customer Engagement

Hear the best of Rhoan Morgan here.

 

6
Jun 2018

CEO’s: Will You Win or Lose the Revenue Acceleration War?

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SLMA guest host and board member Dan McDade (CEO of PointClear) interviews Karen Hayward a managing partner of Chief Outsiders on the subject of what separates winners and losers in the revenue wars. The interview covers three tactical areas that winners use, and loses fail to implement. Very interesting.

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25
Apr 2016

Marketing Myths and ROI

Marketing is often presented with a dizzying array of metrics many of which are useless. In this SLMA Program, Paul Petersen, GM and Vice President of GoldMine discusses how some of the most common metrics may not be what you think and in fact may be marketing myths. Petersen has been on some of the SLMA’s most listened to programs including: Follow the money - that’s marketing’s role, CRM’s shouldn’t be the leaders in technology and Why CRM is NOT a settled science! The host this week is Jim Obermayer.
 
About Paul Petersen
Mr. Petersen is the general manager and vice president of the GoldMine business unit of HeatSoftware Inc. His career spans working with sales & marketing systems and process having developed, managed, and sold for companies including McDonald's Corp, General Electric, Symantec, Allied Van Lines and now has 16 years with CRM background at GoldMine.  Mr. Petersen holds a JD from Loyola University of Chicago and was one of the first to be awarded  the Professional Certified Marketer designation by the American Marketing Association.
 
About GoldMine
Headquartered in Milpitas, CA., USA, GoldMine is a division of FrontRange Solutions. GoldMine is a leading provider of mobile relationship management solutions for small businesses worldwide. Over 1 million users have selected GoldMine to help them manage over 1 billion relationships. GoldMine has been selected by businesses in more than 80 verticals and 45 countries to grow their businesses and build enduring relationships.

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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. To learn more, visit VanellaGroup.com or call 888-335-0340


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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. Call 888 784 2929 or visit us at www.validar.com
12
Apr 2016

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
28
Jul 2013

How to break through to important people

Host Jim Obermayer interviews Stu Heinecke, president and founder of CartoonLink on the subject of “How to break through to important people”  This is a tough subject, but in 45 minutes Stu gives us proven tactics from his marketing and sales experiences to help salespeople and marketing people penetrate the impenetrable.
 
Stu is the resident humorist for the SLMA. Even our show producer, Paul Roberts said this was a VERY entertaining and informative show. He's featuring it on his own site.
 

About Stu Heinecke and Cartoonlink
A prominent cartoonist whose work can be seen in marketing campaigns and in the pages of The Wall Street Journal and other publications, Mr. Heinecke is the President and Founder of CartoonLink, a service that helps marketers apply the powerful effects of cartoons in their campaigns.  “Drawing Attention” author Stu Heinecke is one of the world’s foremost experts on the use of cartoons in advertising, marketing and sales promotion, will be a contributing editor for the SLMA specializing in cartoon humor. His work will appear twice a month on the SLMA home page and in the SLMA newsletter.

In his book, “Drawing Attention” Mr. Heinecke asserts that the lessons learned from countless marketing campaigns about the application of cartoons can be applied to all sorts of missions, personal or professional. An e-version of his book is available for purchase on the CartoonLink site and Amazon.
 
15
Oct 2012

Cooking Up Great Sales Leads: Top 10 Ingredients

SLMA Radio host Jim Obermayer interviews Al Davidson, founder and president of Strategic Sales and Marketing, Inc. Al has, has been nominated by the Sales Lead Management Association as one of the 50 Most Influential leaders in the industry. Davidson is also the group owner of Linkedin’s Manage Your Leads which has 5393 members.

Every delicious meal begins with a good recipe: without all the ingredients, working in the right order, sequence and in just the right quantities, your dish just doesn’t come out right. Just like cooking in the kitchen, “cooking up” great sales leads requires a list of key ingredients and a consistent process to achieve a successful result.

Great chefs know how to add an intangible touch to a dish that is all their own. In the same way, sales lead generation experts know how to draw upon the special nuances and human touch of furthering a conversation, identifying a prospect’s needs, and building relationships.

Just like preparing a great meal requires a long process of washing, prepping, chopping, seasoning and cooking, B2B lead generation is a long-term process of building relationships, maximizing opportunities and learning as you go along. With these 10 ingredients, your lead generation and appointment setting calls will be more likely to achieve success.




al-davidson-200.jpgAbout Al Davidson

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. 


About SSM - Strategic Sales & Marketing, Inc. Major Account Lead Generation Since 1989

SSM's sales lead generation services are targeted to those clients whose primary focus is selling "complex" B2B products and or services. These types of sales are typically "non commodity" items and may also have one or more of the following characteristics; Decision makers that are typically at the Owner, Director, VP or C level of contact. Sales that require multiple sales calls (typically over a period of months) to close. Selling situations where the prospect may be asked to make a large purchase. Typically our clients are utilizing a "solution sell process" and therefore require leads where prospects have a challenge, problem or issue that needs to be resolved.

8
Oct 2012

5 Myths about Social Media and your online reputation. Why worry about my online reputation?

barry-lieberman.jpgHost Jim Obermayer interviews Barry Lieberman, On-Line Reputation Expert.  We will ask Barry about the 5 Myths about Social Media and your online reputation. Should anyone really care about odd-balls making stupid comments about you or your company on line; or are they stupid comments?   How can you learn about your on-line reputation?  Is it too costly today to create customer advocates? How do I maintain a reasonable customer support reputation online and afford to stay in business?

Barry Lieberman – Interim CMO & CEO, Marketing & Customer Support Leader & Advisor

Senior executive with over 30 years’ experience enabling organizations to see a real return on their investments in marketing and sales. Lieberman is focused on improving an organization’s customer facing operations’ effectiveness, infrastructure & processes.  His goal is to empower companies to enjoy the rewards of a consistent, integrated approach to marketing & customer support.

His specialties include:

High technology, financial services, insurance, business services, and wellness products. Internet and online marketing, online reputation assessment and restoration, customer experience/support infrastructure effectiveness and enhancement, social media marketing, electronic and postal mail marketing, telephone marketing, database marketing. www.linkedin.com/in/barrylieberman .

About Advantage Plus Marketing Group The goal of Advantage Plus Marketing Group is to empower companies to increase their value to the marketplace and investors while enjoying the rewards of a consistent, integrated approach to marketing, customer support and sales. Since 1992 Advantage Plus Marketing Group has implemented over 1800 programs for organizations ranging in size from multinational corporations to personal selling organizations. APMG creates programs that bridge the gap between marketing and sales and truly convert marketing programs to sales revenue by using the integration of new marketing tools with time-proven processes and techniques that enable sales channels to respond effectively.