After concluding a spectacular sales and management career at IBM, in which he led his sales team from a dead-last rating among 220 branch offices to first place in less than a year, Gil Cargill launched his own consulting practice in 1978. Cargill Consulting Group, Inc. was built on the same strategies that produced Cargill’s outstanding sales results at IBM.

Gil Cargill has spent the past twenty-nine years as a consultant, speaker and trainer helping thousands of businesses achieve dramatic and permanent improvements in sales productivity. Cargill has taught salespeople across diverse industries the importance of developing sales processes, the advantages of implementing new technology, and the benefits of tracking sales performance.

Cargill is a frequent speaker at national conventions and meetings of Vistage International, formerly The Executive Committee (TEC), and has been consultant to such organizations as Arthur Andersen, Toshiba, ComputerLand, Micro Age, Apple Computers, Borg Warner Weyerhaeuser, and many thousands of growing small-to-medium businesses.

In 1996, Sales & Marketing Management magazine named Gil Cargill one of the “Top Six Speakers in the Country”, and Successful Meetings magazine listed him as one of the “Hot 25 Speakers to Watch For.” Cargill has received numerous other awards/recognitions and is frequently quoted in leading sales and management publications.

Twenty-nine years of success in both sales consulting and sales training is proof that Cargill’s style of delivering information and defining proven sales processes has helped his audiences understand that there are better, more profitable ways to perform their sales tasks.

• Who are TextLane customers?
• You mention ad agencies use TextLane, what is a typical agency campaign?
• You say you can control and send messages to different distribution lists?  Do you have an example?
• How can you forecast response metrics from newly created distribution lists to increase marketing effectiveness?
• White Label
• Is TextLane service rebrandable? Perform text message campaigns for your clients, allow them to login to conduct their own marketing, and earn more return for your brand and bottom line.
• Is this only for B2B or are the serous B2B applications?
• Who are some of your B2B customers?
• Cost?

Benjamin Webster, Vice President for TextLane

Benjamin Webster is the Vice President of Sales for TextLane and a sixteen year veteran of the Internet and technology industries.    TextLane is a text message (SMS) technology provider that helps businesses communicate more efficiently with prospects, customers, and team members.   Mr. Webster is an excited advocate of text messaging as medium for communication with prospects and customers and will talk about the rising popularity of text messaging and how this growing medium can be used in sales leads management and marketing automation.

Prior to joining TextLane in 2010, Mr. Webster headed sales for and was a co-founder of SecondVoice, a venture funded start-up that provided mobile communication technology for large enterprises.   Prior to SecondVoice, Mr. Webster ran sales for Avisan Design Group, the parent company of TextLane, a technology consulting company with numerous Fortune 500 clients including Disney, AOL Time Warner, Viacom, and Ingram Micro among others.

Earlier in his career, before he discovered his love for the technology industry, Mr. Webster was an investment advisor with Merrill Lynch where he advised ultra-high net worth individual on tax deferred stock diversification strategies.   Mr. Webster is a graduate of UCLA where he earned a BA in Physics.

About TextLane

TextLane provides text message technology and services that help businesses communicate more effectively with prospects, customers, and team members.  Our industry unique SMS Converse™ allows users of leads management and marketing automation systems to engage in two-way text message “conversations” without the normal technology limitations associated with short code, long code, or carrier gateway based text messaging.  Whether using text messaging for reminders, lead nurturing, or bulk marketing, TextLane clients communicate better with and get the attention of their customers and prospects.   www.textlane.com

The Sales Lead Management Association (SLMA) weekly internet radio program, broadcast live at 5 PM PST each Thursday, announced he will interview Jeanne Hopkins of HubSpot on January 19th as the show’s 100th guest. Jeanne Hopkins is HubSpot’s Vice President of Marketing. Guests on the SLMA Radio Hour are CEOs and CMOs from CRM software, marketing automation software, lead generation and other sales lead management firms, as well as CMOs in B2B and B2C companies.

Will Crist said that Jeanne runs the demand generation and lead conversion efforts for internet marketing software company HubSpot. Her previous experience includes serving as chief marketing officer for MarketingExperiments, MarketingSherpa and InTouch, three leading marketing research and publishing organizations that serve the B2B and B2C markets; and senior director of marketing programs and communications at Symmetricom. In addition, Jeanne has over 20 years of senior-level management experience with B2B and B2C companies leading their sales and marketing teams.

The SLMA internet radio program can be reached via the SLMA website: http://www.salesleadmgmtassn.com/. Click on the SLMA Radio logo on the left, and then the “listen live” button. Archived programs of 99 CEOs/CMOs from companies in the sales lead management field are available. SLMA radio shows can also be subscribed to via iTunes.

About the Sales Lead Management Association The Sales Lead Management Association was founded in 2007. Membership is free. The association serves 4,250 members of the worldwide sales lead management community.

In 2011, SLMA’s site received more than 146,677 total visitors. A privately held organization, SLMA has a diversified business model with revenues coming from sponsors, display advertising, SLMA Radio, sponsored video webinars, newsletter advertising, sponsored cartoons, industry leader links, a speaker’s directory, case studies and a blog, Sales Lead Management Today.

SLMA featured programs include more than 300 articles and whitepapers, the “50 Most Influential People in Sales Lead Management” (2008, 2009, 2010, 2011), the SLMA “20 Women to Watch in 2011” and “Sales Lead Management Week” (Oct. 15 through 19 in 2012).

For additional information, visit the SLMA.

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Media Contact: Sue Campanale 714-637-6989 scampanale@salesleadmgmtassn.com www.salesleadmanagementweek.com

Host Will Crist will ask Matthew why he believes traditional methods of demand generation are failing.  What is collaborative buying?  How does a marketing manager acquire the skills to influence buyers “before” contacting a salesperson?

Matthew is a Social Marketing Executive and is co-founder of Social Gastronomy, LLC and the Social Executive Council. Prior to founding Social Gastronomy, Matthew has over 18 years’ experience as an executive in marketing, product management, and sales.

Matthew has an extensive background in the SaaS Software, Social Media, Mobile, IT Services, and Telecom industries. He has prior entrepreneurial experience as a founder and executive in several early-stage venture-backed technology companies, as well as, holds several US patents for a mobile marketing technology. Matthew is a prominent blogger and regular industry speaker on social marketing and strategy topics.

About Social Gastronomy, LLC

Buyer-Centric - Evangelize it. Live it. Enable it.

The name Social Gastronomy℠ is a fusion of “Social Media” and “Gastronomy”. Gastronomy is blending of the art (culture) and science (methodology) of cooking. We leverage the art of social media with the science of BtoB behavioral target marketing for big, complicated purchases.

The Buyer-Centric approach is quality maturity model that assesses and defines service quality, experience, and value from a buyer’s perspective.

Across all BtoB markets, we are seeing a transformational fusion of marketing, sales, business development, and customer care from the buyer’s perspective. Are you Buyer-Centric? Are your company’s sales and marketing activities helping them make better buying decisions?

Our Social Cookbook for Target Marketing℠ is a proprietary methodology that leverages public social networks and online communities for insight in order to identify and target difficult to reach buyers, enhance the customer acquisition process, build relationships with key market and complex sales influencers. The more complicated the buyer decision process, the better the results… hard to reach decision makers, large decision influencer committees, complex technical solutions, new product introduction and adoption, long relationship cycles; the better the impact we have on market development, customer acquisition, and lowering the cost of customer acquisition.

The Topic: Social Media and the B-to-B Channel

Steve Gershik is vice president of marketing for SiriusDecisions, a b-to-b research and advisory firm for sales and marketing.  Steve brings more than 18 years of global B2B marketing experience to SiriusDecisions, including his roles as CEO of 28Marketing, a demand generation consulting company, and co-founding DemandCon, the demand generation conference. Previously, Steve was VP of Marketing at TOA Technologies and Eloqua, among other technology leadership roles.

He is on the Executive Council of the Marketing Automation Institute and has been named one of the Top 50 Leaders in Sales Lead Management by the SLMA and is also in demand as a frequent speaker at industry conferences and webinars.

About Laura McGuire

Chief Executive Officer and Co-Founder Laura McGuire is chief executive officer and co-founder of SmartTracks. Laura is a successful entrepreneur, having founded three other businesses in the demand generation and marketing automation industry.

Laura is an internationally-recognized expert in database marketing and is often found speaking at industry and association meetings and conventions in the US and abroad. Laura is on several boards of directors and consults on new-technology marketing both in the U.S. and Europe.

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Acumen  Management  Group  Ltd.  “operationalizes”  sales  management  systems  and  processes  that pull  revenue  out  of  the  doldrums  into  the  fresh  zone.  During  the  past  14  years,  our  consulting,  advisory,  and  platform  services  have  illuminated,  motivated,  and  rejuvenated  the  sales  efforts  for  organizations  throughout  North  America.    Ken provides  keynotes,  consulting  services,  training  and  products  designed  to  improve  business  and  revenue  performance.

Backgrounder Ken  Thoreson,  Acumen  Management  Group,  Ltd.  president,  is  a  sales  leadership  professional  who “operationalizes”  sales  management  systems  and  processes  to  pull  sales  results  out  of  the  doldrums  into  the  fresh  zone  of  predictable  revenue.  The  sales  management  thought  leader  is  recognized  as  an  expert  in  sales  execution,  channel  management,  revenue  generation,  sales  analysis,  compensation,  forecasting,  recruitment,  and  training  within  the  sales  function.  Over  the  past  14  years,  his  consulting,  advisory,  and  platform  services  have  illuminated,  motivated,  and  rejuvenated  the  sales  efforts  for  companies  throughout  North  America—from  emerging,  transitional  to  high‐growth.  Prior  to  founding  Acumen,  he  led  development‐stage,  entrepreneurial,  and  $250‐million  national  vertical  software  sales  organizations  as  vice  president  of  sales.    As  a  speaker,  Ken  energizes  audiences  and  recharges  their  personal  commitment  to  professional  excellence  to  help  drive  personal  and  organizational  change  and  growth.  In  addition  to  the  3  newly  released  books  based  on  his  Sales  Management  Guru  series,  and  Success  Simplified,  co‐authored  with  Stephen  Covey,  Ken’s  many  articles  and  nationally  recognized  blog  are  excellent  resources  for  executives  who  want  to  revitalize  their  organizations.  He  has  been  published  in  Selling  Power,  VARBusiness,  Reseller  Management,  Business  Products  Professional  and  SmartReseller.  He  is  currently  a  columnist  for  Redmond  Channel  Partner  Magazine,  a  publication  for  Microsoft  channel  partners.  Ken’s  blog  has  been  rated  in  the  top  10  sales  blogs  in  the  United  States  and  ranked  a  top  sales  industry  social  media  user  by  op  View.

Ken  is  a  member  of  the  National  Speakers  Association.   www.NSA.com

After years of hosting marketing events for the Kansas City Business Marketing Association and being a quest speaker at various events around North America, I decided to launch an event series focused on Integrated Marketing Strategies. The Integrated Marketing Summit (IMS) is the premier event series dedicated to the continued education of advertising and marketing professionals.

Their goal is to help companies drive revenue rapidly in this ever complicated world of instant and global communication. Statistics prove that a integrated marketing solution will outperform a non integrated approach by as much as 800%. But with disparate technologies, data and lack of sales and marketing alignment this strategy often becomes a pipe dream.

IMS events invites recognized thought leaders in all aspects of marketing, advertising and sales from around the world to share best practices and life experiences with our audiences.

Whether you are a seasoned corporate marketer, advertising professional or sales executive, this event will help you become more efficient through automation and more effective through integration.

How to get the most out of your event marketing budget

• Identify Pitfalls
• Tips

How to Plan your own event

• Timing, Agenda & Food & Beverage Tips
• Speaker / Content Strategies including Workshops

Effective event marketing strategies

• Email, Video, Social Media, PR, DM, PPC, Radio
• Partner Program

In addition he will talk about his growing DemandCon conferences and the popularity of the DemandCon webinar programs.

Terry Booton , President Advanced Marketing Instruction “The Sales Performance and Employee Fine Tuning Company”

Terry talks about how to improve employee productivity and performance, especially sales representatives.  We’ll ask Terry about his claim that Advanced Marketing Instruction can make a major impact on shortening a company’s sales cycle and improve their close rate! Author:  “Cracking New Accounts” “Selling to the Top Decision Maker”

Specializing in:  Sales and marketing strategies, sales training, coaching and mentoring, keynote presentations, mediation, strategic employee hiring and development processes including state of the art pre-hire screening and employee development assessment tools.

Terry Booton has spent over forty years in sales, marketing, and management.  He spent four and one half years with the JC Penney Company in management and eighteen years with IBM.

He is currently the president of his own company, Advanced Marketing Instruction, The Sales Performance and Employee Fine Tuning Company, which specializes in sales and marketing strategies, sales training, coaching and mentoring, and state of the art strategic employee hiring and strategic workforce development tools.

His consulting experience is international and spans all sizes of clients from small enterprises to the Fortune 500.   He has authored two books, “Cracking New Accounts” and “Calling on the Top Decision Maker” and has been featured in many publications.

James W. Obermayer, Sales Lead Management Association Obermayer will discuss with Will Crist the host the subject of “Whose sales funnel is it anyway?”

CEO and Executive Director of the Sales Lead Management Association.  Principle of Sales Leakage Consulting.

James W. Obermayer is an author (four books) and speaker on subjects of sales lead management, sales enablement and marketing ROI.  He is the founder and of the world-wide 4500 member Sales Lead Management Association, which also has a Linkedin Group of 2670 members.  The SLMA is the sponsor of the yearly Sales Lead Management Week, the annual contest for the 50 Most Influential People in Sales Lead Management, and the nomination and naming of the 20 Women to Watch in Sales Lead Management.  The SLMA also hosts the weekly C-level interview program; SLMA Radio.  He is a frequent speaker for corporations and also national and regional conferences.

Obermayer is also the principal of Sales Leakage Consulting, Inc., an Orange County, CA., marketing and sales interim management consulting firm.  He has written more than 95 articles on sales and marketing management.

Nick Hedges is President & CEO of Leads360 and a 15 year veteran of the Internet and Software as a Service industries. Nick joined Leads360 in 2008 as SVP of Business Development and has since held various responsibilities at the company including Head of Sales and Chief Revenue Officer.

Prior to Leads360, Mr. Hedges was at Bain and Company, where he led a variety of operational transformation engagements and strategic assessments in the technology, consumer products, media, and private equity industries. Prior to Bain, Mr. Hedges was the CEO of an online marketplace for the global soft commodity industry which provided trading and logistics services to companies across Africa, Asia and Europe. The company was one of the few “dot coms” to generate healthy revenue and produced a product that was a precursor to what is currently described as “software as a service”.

Earlier in his career, Mr. Hedges worked at Andersen Consulting (now Accenture) on Internet and process-reengineering projects and at Ogilvy and Mather Advertising as an Account Manager for Kodak and Ford Motor Company. Mr. Hedges holds an MBA with Distinction from Harvard Business School where he was a Fulbright Scholar, and received a bachelor’s degree with first class honors from Manchester University.

About Leads360:

Leads360 doesn’t sell leads; it provides lead management software  and services that ensure their clients achieve unparalleled return on investment from their leads. Leads360 is the largest and most successful sales lead management company with over 5,000 clients and more than five years of experience helping businesses grow. We provide Web-based lead software to businesses that need a proven solution to help them manage their sales process from start to close.

The average company converts a small percentage of the leads they purchase or generate. Despite the time, effort and cost of marketing, companies that don’t use lead management end up wasting opportunities and usually don’t even know it. If you are buying or generating internet leads you need a lead management solution-and we’re confident that we have the most powerful software and the best professional services and support.

• What do you mean when you make the claim you offer software with a service?
• What is personalized software capability?
• Please describe what you mean by “complex lead distribution.”
• Account management and customer service are an issue with the big CRM companies, why is SmartLead different?
• Can you define sales lead nurturing SmartLead style?

Dan Rogers drives the company’s vision. With more than 22 years of executive experience, Dan’s leadership expertise includes international assignments. In New Zealand, he was a charter member of the CLEAR Communications management team. In Ireland, Dan served as the Director of General Operations at East Telecom. And in the Netherlands, he worked for Versatel Telecommunications. Prior to joining SmartLead, he also served as Vice President of Customer Solutions for APAC Customer Services and Vice President of Customer Services at Telecom USA in Cedar Rapids, Iowa. Dan is also a member of the Sales Lead Management Association’s Advisory Board. Dan’s state appointments include the Iowa Capital Investment Board and the Iowa Emergency Response Commission. He holds a Bachelors Degree from the University of Iowa.

Since 1981, companies have relied on SmartLead’s customized lead management systems and best practices to smoothly and seamlessly manage leads from the moment the leads are generated, through qualification, ranking, nurturing and distribution to sales people or channel partners.

About SmartLead

SmartLead is the only full-service lead management company with:

• Dedicated account managers to advise clients on best practices and implement their programs
• Web-based lead management, sales force automation systems
• Insightful analytics system
• In-house marketing services: contact center, direct mail, email, printing, web hosting, and fulfillment/warehouse.

Large companies with complex sales or dealer distribution systems rely on SmartLead to simplify the Herculean task of managing thousands of leads from multiple sources. SmartLead smoothly and seamlessly manages the lead process from the moment the leads are generated until the leads are qualified and distributed to sales people or channel partners.

About True Influence Claims:

• 20 Million B2b CONTACTS
• Clients only pay for lead that click on the offer
• Segmented data for better targeting
• Experts at behavior targeting.

True Influence is the world’s most accurate and fastest-growing online lead generation company, helping B2B decision makers and sales and marketing professionals to generate the right leads at the right time in the right volume. Founded in 2008, True Influence understands that effective sales and marketing efforts require the most in-depth and accurate prospect data combined with their proprietary Relevance Engine to generate the right leads at the right time in the right volume. The core product line overlays crowd-sourced, user-contributed contact information with proprietary prospecting technology and lead verification process to produce an entirely unique and highly effective lead flow supply. With a 100% replacement guarantee and continual data scrubbing, True Influence is the leading source of accurate, crowd-sourced and risk-free business leads.  For more information, visit www.trueinfluence.com

The focus will be on sales funnel management.

Paul handles top-to-middle of the funnel and Frank handles  mid-to-bottom.  They have  aligned marketing and sales functions to increase the sales at their clients by managing the sales funnel.

Some of the questions Will Crist the host will ask:

1. Explain the concept of funnel optimization? 2. What are the keys to obtaining, converting, and nurturing quality leads via the funnel? 3. What is your approach to pipeline management? 4. How do you approach lead nurturing? 5. You mention the Power of 5s in your material regarding pipeline metrics, how does that work? 6. What are the goals of your Salesforece.com app that measures pipeline? 7. Terms such as lead Generation, Demand Generation, and Inbound Marketing seem similar, what are the differences?

Paul Mosenson Founder and President, NuSpark Marketing

Paul is a seasoned marketing vet of 25 years. Experienced in b2b marketing as well as consumer marketing.    As Media Director at a full-service ad agency, Paul managed large media and marketing budgets. In addition to his comprehensive media experience, he is also adept at social media and offers his services for training, implementation, and measurement. Further, he is an expert on analytics and media measurement.

For more than 20 years, Paul has been building strategic, comprehensive multi-media marketing campaigns that get results. He possesses a unique expertise in traditional, interactive, and social media. In the last few years, Paul has become a national thought leader on lead generation and content marketing. His vast and versatile marketing experience spans the fields of healthcare, financial services, business-to-business, economic development, technology, retail, state-funded programs, automotive, and tourism.

NuSpark Marketing is the firm Paul founded in early 2010. We give your marketing a “new spark” by implementing a new approach to lead management. Lead management is the process of putting together sound strategies that generate quality website visitors that convert into leads via engaging websites and landing pages, and then convert into sales via lead nurturing platforms called marketing automation.

Frank Donny - President and Chief of Marseli

Frank’s remarkable 25-year career of driving marketing and sales operations divisions within Fortune 500 and start-up organizations is highlighted by his passion for business development and empowering others to succeed.

Frank is a recognized thought leader in the areas of sales performance, demand generation, pipeline management and sales and marketing integration.  He has been a featured guest speaker on Selling Power TV (www.sellingpower.com), WRMR Revenue Marketing Radio and is the author of Sales and Marketing Integration- How You Can Increase the Close Rates of Your Early-Stage Pipeline Opportunities and Your CRM or Your Salespeople? Understanding CRM Performance Beyond Just Features and Functionality.

Prior to founding Marseli, Frank served as SVP of Demand Generation for Richardson, a global leader in sales performance improvement.  Frank contributed to the areas of product management, lead generation, pipeline management, sales operations and further supports the alignment of Richardson’s Sales and Marketing departments.  In addition, Frank provided senior-level counsel to Richardson clients who required pipeline and territory management strategy, sales/marketing integration and sales process improvement services.

Frank has a BS in Marketing from Marquette University and an MBA from Western Illinois.  He hails from the great State of Wisconsin and is proud to be called a Cheesehead.

1. The three biggest issues facing B2B marketers in 2012?
2. What’s your definition of a revenue marketer?
3. Tell us about your Revenue Marketer Radio program?
4. Who was the best interview you’ve had on your Revenue Marketing Radio program?
5. How can marketers measure marketing ROI from social media?
6. Tell us how to integrate sales and marketing activities and goals.
7. 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.

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:

1. You make the claim you can generate more leads that turn into revenue. How do you do that?
2. What is the cost of using your platform?
3. How long does it take to get up and running with SalesFUSION?
4. Do you think B2B spending will increase or decrease in 2012?
5. 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.

Feb 2nd - Shawn Naggiar Chief Revenue Officer – Act-On Software, Inc.

Will Crist, the host, will ask Shawn:

1. About a constant, nagging issue: How can companies can get salespeople to close out the leads they get.
2. How does lead scoring work?
3. Three tips on getting above average responses to email campaigns.
4. T he cost for ActOn Software.
5. How long does it take to fully deploy Act-On Software.

Shawn is named as one of the 50 Most Influential people in Sales Lead Management in 2011.

Naggiar is responsible for everything related to creating, managing and growing revenue at Act-On Software, Inc. He joined Act-On in early 2008 as employee #7 and was a key architect in creating the company’s go to market strategy, building the revenue and service side of the business from the ground up, helping make Act-On Software one of the hottest SaaS companies in the Online Marketing Technology space.

Feb 9th Kevin Miller CMO and Principle - SalesFUSION

Will Crist the host will ask Kevin:

1. You make the claim you can generate more leads that turn into revenue. How do you do that?
2. What is the cost of using your platform?
3. How long does it take to get up and running with SalesFUSION?
4. Do you think B2B spending will increase or decrease in 2012?
5. 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.

Feb 16th Jeff Pedowitz and Debbie Qaqish – The Pedowitz Group

Will Crist will ask Debbie and Jeff about:

1. The three biggest issues facing B2B marketers in 2012?
2. What’s your definition of a revenue marketer?
3. Tell us about your Revenue Marketer Radio program?
4. Who was the best interview you’ve had on your Revenue Marketing Radio program?
5. How can marketers measure marketing ROI from social media?
6. Tell us how to integrate sales and marketing activities and goals.
7. 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.

Feb 23rd Paul Mosenson, President of NuSpark Marketing

Will Crist the SLMA Radio host will ask Paul:

1. How does he measure his client’s ROI for marketing programs he runs for them?
2. What advice can he give marketers in getting salespeople to follow-up sales leads?
3. How does he approach sales lead nurturing?
4. What are the most common problems marketing people seem to be encountering in sales lead management?
5. Tell us about your statement: Our process can generate up to 50% more sales-ready leads, reduce leads ignored by sales by 55%, and increase win rates by an average of 30%.

Paul has been named as one of the 50 Most influential People in Sales Lead Management in 2011.

Mosenson is a seasoned marketing vet of 25 years. Experienced in B2B marketing as well as consumer marketing, Paul can step in and help problem solve within almost any industry. His vision is to help companies with thoughtful marketing strategy and tactics that cover the entire funnel of “leads to sales.”

He is a professional that believes in developing effective win-win business partnerships, and as such he always employs a consultative, team approach when working with clients and business partners.

About the Sales Lead Management Association

The Sales Lead Management Association was founded in 2007. Membership is free. The association serves 4,250 members of the worldwide sales lead management community. site received more than 146,000 total visitors. A privately held organization, SLMA has a diversified business model with revenues coming from sponsors, display advertising, SLMA Radio, sponsored video webinars, newsletter advertising, sponsored cartoons, industry leader links, a speaker’s directory, case studies and a blog, Sales Lead Management Today.

In 2011, SLMA’s SLMA featured programs include more than 300 articles and white papers, The 50 Most Influential People in Sales Lead Management (2009, 2010, 2011) and the SLMA 20 Women to Watch in 2011 and “Sales Lead Management Week’ (Oct. 15 through 19 in 2012). For additional information, visit the SLMA.

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Media Contact: Sue Campanale 714-637-6989 scampanale@salesleadmgmtassn.com www.salesleadmanagementweek.com

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 we’ll be asking Shawn include:

• 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?

Paula Chiocchi is a marketing industry veteran whose focus is on the future. Realizing the potential of online marketing and advertising technology drives her leadership of Outward Media’s successful campaigns. “The new technologies transform our ability to help clients significantly build their businesses. It’s an incredibly dynamic time to generate and capture qualified leads,” believes Chiocchi.

Chiocchi founded Outward Media in 1998. Under her direction, the company has evolved from a niche marketing firm emphasizing online advertising to a provider of influential email and ad marketing campaigns for Fortune 1000 companies and privately held businesses seeking greater profitability. Integrity, innovation and industry intelligence have been Chiocchi’s hallmark throughout her career. She began with Dun & Bradstreet and developed her skills by creating direct mail, online advertising and email campaigns for leading mortgage companies, financial institutions, online gaming sites, sweepstakes enterprises and e-commerce companies.

Deploying emerging marketing techniques and tools has proven critical to Chiocchi’s success. “We continually forge partnerships with innovative and reliable professionals. Our clients can expect creative, effective and efficient eMarketing campaigns that capture customers and reach their target audience,” she says. The core strengths of Outward Media – comprehensive analysis, highly attuned service, and responsiveness – reflect Chiocchi’s depth of experience. Client service is one area that she believes requires more than the latest technology. She explains that “listening and responding to customers is more than the basis of our marketing campaigns, it serves as Outward Media’s guiding principle.”

The Sales Lead Management Association (SLMA) weekly internet radio program, broadcast live at 5 PM PST each Thursday, announced he will interview Jeanne Hopkins of HubSpot on January 19th as the show’s 100th guest. Jeanne Hopkins is HubSpot’s Vice President of Marketing. Guests on the SLMA Radio Hour are CEOs and CMOs from CRM software, marketing automation software, lead generation and other sales lead management firms, as well as CMOs in B2B and B2C companies.

Will Crist said that Jeanne runs the demand generation and lead conversion efforts for internet marketing software company HubSpot. Her previous experience includes serving as chief marketing officer for MarketingExperiments, MarketingSherpa and InTouch, three leading marketing research and publishing organizations that serve the B2B and B2C markets; and senior director of marketing programs and communications at Symmetricom. In addition, Jeanne has over 20 years of senior-level management experience with B2B and B2C companies leading their sales and marketing teams.

The SLMA internet radio program can be reached via the SLMA website: http://www.salesleadmgmtassn.com/. Click on the SLMA Radio logo on the left, and then the “listen live” button. Archived programs of 99 CEOs/CMOs from companies in the sales lead management field are available. SLMA radio shows can also be subscribed to via iTunes.

About the Sales Lead Management Association The Sales Lead Management Association was founded in 2007. Membership is free. The association serves 4,250 members of the worldwide sales lead management community.

In 2011, SLMA’s site received more than 146,677 total visitors. A privately held organization, SLMA has a diversified business model with revenues coming from sponsors, display advertising, SLMA Radio, sponsored video webinars, newsletter advertising, sponsored cartoons, industry leader links, a speaker’s directory, case studies and a blog, Sales Lead Management Today.

SLMA featured programs include more than 300 articles and whitepapers, the “50 Most Influential People in Sales Lead Management” (2008, 2009, 2010, 2011), the SLMA “20 Women to Watch in 2011” and “Sales Lead Management Week” (Oct. 15 through 19 in 2012).

For additional information, visit the SLMA.

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Media Contact: Sue Campanale 714-637-6989 scampanale@salesleadmgmtassn.com www.salesleadmanagementweek.com

Jeff was the first vice president of marketing for Vignette Corporation, the leading provider of content management and e-relationship management solutions. While at Vignette, he developed company and product positioning that established Vignette as the leading provider of content management solutions. Jeff came to Vignette after a successful executive management career at Compaq Computer Corporation, where he was responsible for the server/systems management software business. Jeff holds a Bachelor of Arts degree from the University of California at San Diego in Management Science.

Some of the questions host, Will Crist will be asking include:

1. Tell us about your two ebooks?
2. We know your system nurtures leads, but how does it generate more leads.
3. What is the pricing for your product?
4. What is the value add for a typical company that generates only 500 inquiries a month?
5. What size B2B or B2C company gets the most value from your product?
6. Is there a case study that demonstrates real results that you would like to talk about?