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Sales Lead Management Association Radio


How Jill Konrath Reframes Problems


In this 2 minute and 16 second segment from her interview on the Five Most Important Things She has Learned in Busienss and Life, Jill Konrath talks about how she redefines a problem by turning it into a challenge. This is number three of five extracted from her interview “The Most Important Things Jill Konrath has learned in business and life.”  Hear the full interview here

Konrath’s sincerity comes through in this heartfelt advice.


The full interview contains:  Read the rest of this entry »


How to Optimize Customer Experiences for 4-10X Revenue



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


Will Artificial Intelligence Replace Marketing Departments?




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 »


AI for Sales Training a Prophecy Come True



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 »


Is Buying an Appointment the right thing to do?



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 »


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



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 »


Rise of the Mysterious Marketing Operations Function



More technology, more lead gen, more confusion, less time to manage it all; these are the issues facing marketing without a marketing operations manager. But wait, they told us that the technology is simple and easy to use, no one said we’d have hire a new high paid marketing ops person to run it all.  In this interview with author Debbie Qaqish we discuss the critical nature of the marketing operations function and why the right manager increases marketing and sales efficiency.  Debbie dispels the mystery surrounding this new position.  The host is Jim Obermayer. 

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Is the Love affair between the CFO and the VP of Marketing still alive?



In May of this year we interviewed Liz Sophia (VP of Marketing and Ron Shah CFO) of Hodges-Mace to discuss the progress that Liz was making in introducing Revenue Marketing to the company.  One of Liz’s first moves in the fall of 2015 was to enlist the support of the CFO.  They agreed in the interview that while huge progress had been made with the salespeople, new qualified leads, more accountability, etc., the jury was still out on how Revenue Marketing would fully become the sales and marketing rallying cry for the company. Let’s hear the progress that Liz and Ron have made and see if the love affair with revenue marketing is still an affair to remember. The host is Susan Finch.


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ABM: How to Build a Meaningful Account List in Days



Account Based Marketing, while no longer a subject for the niche marketer, still has its challenges to create and engage the right people.  It’s one thing to decide you can use ABM practices and tools to sell and service your account base, it’s another thing to actually create the account list.  Some marketing people say they can do it in a week or so and six months later they are still struggling to define exactly who is on the account list.  In this program, Lena Shaw, Director of Marketing for LeadGenius describes how to solve the biggest hurdle in setting up an Account Based Marketing program: the list. The host this week is Susan Finch.

Lena Shaw
Lena Shaw is the Director of Marketing and Growth at LeadGenius, a lead generation and account-based marketing (ABM) solutions company that has helped scale more than 120 growing B2B companies. Prior to LeadGenius, Lena managed social media and digital marketing efforts at Teach for America and The University of San Francisco. Connect with Lena on LinkedIn or follow her on Twitter.

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Book Review: Inside Content Marketing by Theresa Cramer


We interview Theresa Cramer, the author of EContent Magazine and discuss the definition of “Content Marketing” and why she wrote the 169 page book.  We discuss why so many people admit believing in it and yet why a much smaller number are actually good at it. She will discuss why content marketing works better than traditional advertising and why journalists seem to be better at it than traditional marketers. We expect to discuss the percentage of budget dollars that are devoted to content marketing. The host is Jim Obermayer.

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