Feb 16: Jeff Pedowitz and Debbie Qaqish of The Pedowitz Group
February 13th, 2012
Will Crist will ask Debbie and Jeff about:
- The three biggest issues facing B2B marketers in 2012?
- What’s your definition of a revenue marketer?
- Tell us about your Revenue Marketer Radio program?
- Who was the best interview you’ve had on your Revenue Marketing Radio program?
- How can marketers measure marketing ROI from social media?
- Tell us how to integrate sales and marketing activities and goals.
- How large does a company have to be before it can use The Pedowitz Group?
Jeff and Debbie have been independently named as two of the most Influential People in Sales Lead Management in 2010 and 2011. Debbie was also recognized in 2011 as one of the 20 Women to Watch in Sales Lead Management.
Jeff Pedowitz, President and Chief Executive Officer the Pedowitz Group Jeff has 20 years of experience leading successful B2C and B2B organizations. As founder and president of The Pedowitz Group, Jeff is responsible for setting the company's vision and strategic direction along with managing all daily operations. He frequently writes and speaks on a variety of topics related to demand generation, Web 2.0, and marketing.
Debbie Qaqish, Chief Revenue Marketing Officer As a principal partner and chief revenue marketing officer of The Pedowitz Group, Debbie is responsible for developing and managing client relationships, as well as leading the firm’s strategic partnerships and alliances.
Debbie is a nationally recognized speaker, thought leader and innovator in the demand generation field, with more than 30 years of experience applying strategy, technology and process to help B2B companies drive revenue growth.
Debbie has been at the forefront of the marketing automation phenomenon, first as a beneficiary, and as an advocate and expert. She is a frequent speaker and writer on topics related to driving revenue through demand generation techniques, marketing automation technologies and the integration of sales and marketing.
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Feb 9: Kevin Miller CMO and Principle - SalesFUSION
February 6th, 2012
Kevin has over 17 years of database marketing, CRM and software marketing & sales experience. Kevin has worked in both sales and marketing capacities and spent 7 years supporting large-scale retail marketing promotions for companies like Sony, Discovery Channel, Toyota and Guinness. He has worked closely with agencies such as Bozell, JWT and Grey Direct.
In addition to marketing/promotion work, Kevin spent several years with Onyx Software, an enterprise CRM application. From Onyx, Kevin moved into a key role with NuEdge System, Inc, an enterprise database marketing solution used by Sears, Bridgestone and Saks. NuEdge was acquired by Metavante Corp. and Kevin stayed on working with the database marketing software and CRM application for retail financial services.
From here, Kevin moved into the B2B Demand generation ranks with Marketbright and played a key role in developing their demand generation programs, webinars and sales training. In January, 2009, Kevin joined SalesFUSION and has taken over Marketing and Sales management duties and works to establish the brand of SalesFUSION in the market. Kevin brings years of extensive marketing and technology sales experience to SalesFUSION and drives the overall messaging and B2B marketing philosophy of the company to market.
Miller holds a BS Marketing and BS Psychology from Albright College in Reading, PA
Kevin is very active in many LinkedIn groups and regularly authors white papers, articles and blogs. Kevin is an open networker on LinkedIn.
Will Crist the host will ask Kevin:
- You make the claim you can generate more leads that turn into revenue. How do you do that?
- What is the cost of using your platform?
- How long does it take to get up and running with SalesFUSION?
- Do you think B2B spending will increase or decrease in 2012?
- Can you give three tips to a B2B company that creates 1,000 inquiries a month, uses a CRM system but sales are declining?
Kevin has over 17 years of database marketing, CRM and software marketing & sales experience. Kevin has worked in both sales and marketing capacities and spent 7 years supporting large-scale retail marketing promotions for companies like Sony, Discovery Channel, Toyota and Guinness. He has worked closely with agencies such as Bozell, JWT and Grey Direct.
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Dec 8: Crisis Communications Planning with Bob Conrad and Aprimo’s Lisa Arthur Data Socialization
December 6th, 2011
Bob Conrad, Conrad Communications
SLMA Director, Christel Hall brings our guest, Bob Conrad to us. She had this introduction to share, "Bob is a PhD, APR, and colleague here in Northern Nevada, whose day job is as public information officer for the State of Nevada (Dept of Conservation and Natural Resources). As such, he has dealt with crisis management issues many times and speaks on crisis management to other business groups. In fact, he recently created an ebook (available on his website) that covers an interview with Jim Lukazewski, who is PRSA National’s expert on crisis management, and who has been a crisis management consultant for major corporations and government officials.
Off hours, Bob is an author and blogger/creator of ThisisReno.com, a community news site. I just finished editing Bob’s next book which addresses in part how often the media misinform…Toyota, EWG, etc., and are sometimes instrumental in creating a crisis where none would otherwise exist. So as a public relations specialist, a crisis communications specialist, and a blogger, he provides an interesting mix. Plus, he’s not shy about being controversial with some of his comments."
Bob will be discussing planning for the unforeseen emergency through good leadership and other tips.
SLMA Director, Susan Finch will be interjecting a few tips with regards to preparing your online presence to distribute your emergency or message about an unplanned situation quickly and effectively. 
Lisa Arthur, Chief Marketing Officer - Aprimo
Lisa will be speaking on the topic of the "socialization of data" and how this trend impacts customer engagement. As Aprimo’s Chief Marketing Officer, Lisa drives global market and brand strategy, solutions and product marketing, demand generation and customer-centric initiatives. A 25-year marketing veteran, she has served as CMO for Internet leader Akamai Technologies and B2B2C application provider Mindjet.
Lisa spent nearly seven years at Oracle, where as a Vice President of Marketing, she managed the market entry and growth for Oracle CRM and drove market and demand initiatives for all of Oracle’s services including its E-Business Suite On-Demand. Most recently, as the founder for Cinterim, Lisa applied her market-centric processes and insight to provide strategic counsel for Silicon Valley start-ups and Fortune 50 technology companies.
Lisa is a seasoned keynote speaker and has addressed diverse topics at Web 2.0, Office 2.0, American Marketing Association (AMA) Strategy Conference, Stanford University and the MIT Sloan CMO Summit. She has also appeared on Asia’s Wall Street Journal broadcast and published papers with AMA. Lisa is a member of Ball State’s Emerging Media Board of Advisors and a former advisory board member of the CMO Council. She holds a Bachelor of Arts from Ohio State University.
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Dec. 1: Rick Bellefond, RB Data Services and Laurie Beasey of Beasley Direct Marketing
November 28th, 2011
Rick Bellefond, President, RB Data Services
RB Data Services was founded by Rick Bellefond. Mr. Bellefond has been specializing in designing, implementing, supporting, and enhancing customized information tracking and management systems since 1989. He has both Bachelor's and Masters Degrees in Computer Science as well as over twenty years of software development experience. His Master's degree is from Duke University. Mr. Bellefond provides cost effective solutions to a wide range of complex problems including: Client Management; Lead Management; Telemarketing Management; Mailing List Management; and Customer Service Management. We will be asking him questions about nightmare CRM installations, mistakes to avoid, tips to make installation of CRM easy.
Laurie Beasley, President, Beasley Direct Marketing
Laurie is co-founder and president of Beasley Direct Marketing, Inc. www.BeasleyDirect.com , a Silicon Valley direct marketing agency that has managed online and direct marketing programs for hundreds of companies. Laurie serves as president of the Direct Marketing Association of Northern California www.DMAnc.org . She is also an instructor for the Online Marketing Institute www.OnlineMarketingInstitute.org and an instructor for the Online Marketing Certificate program at UC Berkeley Extension. We'll be asking Laurie: Is direct mail still alive? How can we get a 4% response from direct mail? What can be done about the email response slippage?
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September 15 Show: Jim Meyer of eTrigue on Marketing Automation
September 12th, 2011
Jim Meyer, Vice President and General Manager, eTrigue Corporation
Jim Meyer of eTrigue speaks to the topic of Marketing Automation – and specifically what capabilities exist for direct support of lead flow.
Informative, educational, vendor neutral. But he’ll also get pretty passionate about how organizations fail to use the tools correctly, and fail to gain any real value.
Jim is a veteran Silicon Valley technology operating and marketing executive with experience building and managing breakout technology companies. Prior to eTrigue, Jim co-founded Aleron where he helped build the Ultrawideband (UWB) industry, including the founding of WiMedia, an industry alliance. Before this, Jim was a pioneer in the development of UWB technology at Fantasma Networks, one of the first silicon startups targeting high data rate, short range wireless solutions. Jim has held leadership positions at Broadlogic, Adaptec and Hyundai Electronics America.
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March 10 Show: Srihari Kumar and Jeff Molander
March 8th, 2011
Srihari Kumar – Chief Executive Officer LeadFormix
Questions: What makes LeadFormix different? How can marketers use the LeadFormix information to support salespeople? What does LeadFormix do that other products don’t do? Cost? Commitment?
Srihari has been a co-founder or early employee of a string of successful Silicon Valley startups, including VXtreme (acquired by Microsoft), Yodlee (acquired in part by Warburg Pincus), InMage Systems (the largest independent Continuous Data Protection provider), and RingCube (winner of the 2009 Product of the Year for Desktop Virtualization). Srihari was a key member of the team that built the first version of Windows Media Server and Windows Media Player at Microsoft, and invented the concept of hypervideo for which he holds the patent. Srihari also worked as a Computer Science Researcher for SRI (Stanford) International, Philips Research, and the UCSD Computer Science Department. Srihari earned a BS from the Indian Institute of Technology (IIT), Chennai, an MS in Computer Science from Washington University, and an MBA with honors from the Wharton School of Business, University of Pennsylvania.
About LeadFormix LeadFormix is a leader in next-generation marketing automation software, known as Marketing Automation 2.0. LeadFormix delivers a game-changing real-time marketing automation solution for enterprises that converts anonymous online visits into qualified sales leads, determines website visitor interest and intent, and enables sales teams to reach decision-makers more effectively and close deals faster using patented business intelligence and data mining technology.
The company was founded in early 2008 by experienced software executives from Microsoft, Yodlee, Autonomy (Optimost / Interwoven), and Healtheon.
Jeff Molander is adjunct professor of digital marketing at Loyola University's business school.
Our questions for Jeff ask him to explain and backup his assertion that social media sells! What does he mean when he says there is no such thing as social media? What’s this story about Moosejaw?
Jeff is the former co-founder of the Google Affiliate Network and the authority on making social media marketing produce leads and sales. He's author of the forthcoming book, Off the Hook Marketing: How to make social media sell. Since 1997, Jeff's been helping business owners and senior executives align digital marketing with customer acquisition and retention. He's a professional speaker who's known for delivering practical ways to make tools like Twitter and Facebook produce leads and sales. http://www.jeffmolander.com/blog
This show is sponsored by:
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Feb. 10 Show - Ron Ploof, Lisa Horner
February 7th, 2011
Commentary: James W. Obermayer, CEO of the SLMA.
Subject: How to Estimate the number of Inquiries to make Forecast
Nothing happens in an organization without a sales forecast and yet few marketers take the forecast and estimate the number of inquiries and sales leads (qualified inquiries) that will be needed to make quota. Obermayer will tackle the subject in 7 minutes and also show the answer on the SLMA blog following the broadcast.
Ron Ploof President of Ronamok.com New Media Evangelist.
Author of “Read this First the Executives Guide to Social Media.” Social media has enabled Ron to combine his passion for storytelling with 25 years of high-tech business experience to help companies tell their own stories, in their own voice, rather than relying on third parties to do so. The ultimate benefit for businesses is that at the end of the day, they’ll own their audiences instead of having to perpetually rent others.
Ron loves to share his ideas in front of audiences large and small, having presented recently before Fortune 50 companies, PRSA, Ragan Communications, MarketingProfs, Social Media Club, Forensic Expert Witness Association, Entrepreneur Magazine, Podcamp, and the University California San Diego.
Lisa Horner, Director, Campaigns Citrix Online
Lisa has been nominated as one of the 20 Women to Watch in Sales Lead Management in 2011. We are interested in how Lisa measures the ROI for the programs she creates at Citrix online. Lisa leads the Demand Generation team at Citrix Online. Directing a team of media buyers and other demand generation pros, Lisa has led the marketing team to excellent results, including the best-ever year for the organization in 2010. She has been ahead of the curve in several cutting edge areas including use of Marketing Automation, segmenting customer lists by buyer persona to deliver customized content, and aligning goals with sales to ensure revenue targets are met.
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| James Obermayer, CEO of the SLMA. | Ron Ploof President of Ronamok.com New Media Evangelist. | Lisa Horner, Director, Campaigns Citrix Online |
This show is sponsored by:
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Feb. 3 Show: Shawn McClaren, Adam Blitzer & James Obermayer
February 3rd, 2011
Commentary: James Obermayer, CEO of the SLMA.
7 Demanding, pushy minutes, from the CEO of the SLMA on why Marketing must spend money on programs that work, and let their competitors spend money on everything else.
Shawn McClaren CEO , ConnectandSell solution.
We will discuss with Shawn why cold calling is not dead. Why new technology is putting life and revenue back in the B2B cold calling arena.
Shawn is the Chairman and Chief Executive Officer of ConnectAndSell. Shawn brings an enviable track record as inventor and entrepreneur. Shawn joined ConnectAndSell in 2007. Prior to ConnectAndSell, Shawn ran Securant which was sold to RSA. Shawn may be best known as founder of Cambridge Systems Group and inventor of the first storage management product for mainframe computers. Shawn is a passionate alumni of the University of Michigan.
Adam Blitzer, Co-founder and COO of Pardot and author of “Think Outside the Inbox.”
This interview will focus on Campaign Reporting and the value of marketing automation to the salespeople it serves (what’s in it for sales?)
Adam is responsible for product management, marketing, and operations. Adam was previously a senior email marketing consultant for InterContinental Hotels Group, a consultant at Moxie Interactive, and spent four years in Japan at an advertising agency. A native of Cincinnati, Ohio, Adam holds a bachelor's degree from Duke University and studied abroad at Waseda University.
Read his book, Think Outside the Inbox, or his B2B marketing automation blog.
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| James Obermayer, CEO of the SLMA. | Shawn McClaren CEO , ConnectandSell solution. | Adam Blitzer, Co-founder and COO of Pardot and author of "Think Outside the Inbox." |
This show is sponsored by:
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