- 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.
We covered the reasons people are so comfortable on LinkedIn and why they find exploring Google+ uncomfortable, or unnerving, due to the fact it is organized differently with Circles, profiles and all of the other tools that are largely under utilized. We also discussed how when you dive into G+ it can be overwhelming due to all of the notifications that find you everywhere unless you go into settings and tone it way back.
Google+ profiles are about PEOPLE. If your profile is set up under your company name, you may want to change that RIGHT AWAY. Some "profiles" are being flagged when they are a company, rather than a person. PAGES in Google+ are for COMPANIES - similar to LinkedIn and Facebook - Profile - person, Page - company, brand or organization.
Mari Anne Vanella of the Vanella Group brought some very real examples of why she prefers LinkedIn and is hesitant to dive into Google Plus. She's had a successful, well formed group, Telesales 2.0, on LinkedIn for years. She is in the B2B arena exclusively.Greg Cooper covered additional scenarios of what may hold people back from dipping a toe into Google+; and Ronnie Bincer - The Hangout Helper as well as Mark Vang offered Mari Anne and the rest of you some great suggestions for getting started in Google+. It's not about bringing everyone over from LinkedIn, it's about finding some new connections through similar interests and areas of expertise.
We all acknowledged how powerful content is when posted to G+, YouTube through Hangouts on Air and using your authorship tags Google provides to build your reputation as an expert in your field and increase your rank in search engine results.
Is there really a marketing ROI? Ruth P. Steven's tells the truth!"
SLMA Radio host Jim Obermayer interviews Ruth P. Stevens about the reality of the holy grail of proving marketing's return investment.
- Is it as easy as some say or as difficult as some others say;
- Why aren't more marketers skilled enough to prove the ROI for lead generation (or branding for that matter).
- What are the consequences of a marketer not being skilled in ROI reporting?
- What are the most often used tools for proving the return on results for marketing plans.
About Ruth P. Stevens
Ruth P. Stevens's expertise in customer acquisition and retention derives from a decade and a half of hands-on marketing for both large enterprises and start-up companies. Just prior to beginning her consulting practice, she served as chief marketing officer at an Internet company in New York City. Before that, she had broad responsibilities for direct marketing at three corporate giants – IBM, Ziff-Davis and Time Warner.
She has been listed as one of the 50 Most Influential in Sales Lead Management in 2011, one of the 20 Women to Watch in Sales Lead Management in 2012 and 2011. Since going independent in the late 90's, Ruth has had a lot of experience with people who are on the fence with the decision of whether venturing out on their own is for them, or are they better staying with or seeking a firm to work for.
She will also help alert you as to the common mistakes people make when making this change without thinking it through all the way. This mistakes can make the difference between success and failure.
- Hourly by task
- By the job (bundled)
- By the FTE (bundled)
- PFP/Cost per lead
- Trial Programs
SLMA Radio Host Jim Obermayer interviews Debbie Qaqish, author of "Rise of the Revenue Marketer." Debbie was driven to write book by the question increasing asked by marketers, "What are you going to do about revenue?"
Obermayer will ask Debbie about the Revenue Marketers she knows that have made a difference. Why do marketers welcome revenue responsibility? Does she recommend that marketers should be paid on revenue. What are the metrics a revenue marketer should track other than the revenue goal? How long does it take to become a Revenue Marketer?
SLMA Host Jim Obermayer interviews Jeff Ogden, Host of Marketing Made Simple TV a popular and syndicated TV show. Not just a podcast this program has real followers as Jeff reaches out in a new media that every marketer should know about.
Jeff Ogden is an award-winning sales and marketing expert, as well as the President of the sales lead generation company Find New Customers. He’s also the author of the “definitive guide to btob demand generation” How to Find New Customers. In addition, Jeff created and hosts the popular syndicated show, Marketing Made Simple TV, where he interviews famous business leaders like Beth Comstock (SVP and Chief Marketing Officer of General Electric), Guy Kawasaki (1.3 million Twitter followers, and Daniel Pink (NYT best-selling author.) He holds a degree in Marketing from the University of Notre Dame.
About Find New Customers
Find New Customers helps mid-sized companies (from 150 to 1000 employees) to develop world-class demand generation programs, improving the flow of qualified sales opportunities, increasing win rates, and growing overall profits. Find New Customers delivers these services all over the world, except in the state of Georgia.
Host Jim Obermayer interviews Victor Kippes, CEO of Validar on the tough subject of the attitude of trade show managers about sales leads. Do they really care? Is their job just to show up and throw up (the exhibit of course) and then not care about the reason for the show?
About Victor Kippes
Victor Kippes is CEO of Validar Inc., a B2B lead management company that specializes in events. Much of Validar's value proposition is based upon Victor's experience as a receiver of leads. He has been in a sales role for over 20 years both as a direct contributor and as the leader of a large enterprise sales team. He is a recovering sales leader who understands very well the challenges marketing and sales leaders face specific to demand generation and lead management. If you are a marketing leader interested in understanding and articulating your true value, or a sales leader interested in improved conversions and pipeline growth, Validar and Victor are there for you.
Validar provides B2B lead management solutions to large corporations and we specialize in events. If you are attending or producing an event / campaign with the primary purpose of driving new opportunities to your sales team, Validar can help.
Its solutions lower cost by driving relevant lead follow-up activity to sales and increase revenue by reducing lead decay from campaigns. They enable their customers to identify, categorize and track new opportunities, pipeline and actual revenue contribution from their marketing efforts. Specialties: B2B lead management solutions for companies that attend or product events.
Susan Finch and Jim Obermayer were joined by Trish Bertuzzi, President & Chief Strategist of The Bridge Group, Inc.
The first half of the show covers using Twitter for social selling. If you want to target buyers who are using Twitter and they post occasionally, do they really or is it mainly automated propaganda about companies?Before you attempt to become a thought leader on Twitter and invest the time you need to know:
- Are they buying there.
- How are they using Twitter?
The post, "Twitter for Sales Reps: Big Hat - No Cattle" is about engagement. Twitter is a GREAT tool for listening. But, when you tweet, it's a snapshot - like a lightbulb going off in a room. If no one is in the room, no one sees your flash.
Read the research in the post. Trish summed up that she could get better true engagement through LinkedIn, email, cold calling people. Testing big companies - same results. The question is, do you want to be POPULAR or do you want to be RICH? There are other ways to get people engaged with you that will give you a higher.
She continued with, "Only so many selling hours in a day. Before you assume Twitter will work, do your analysis. It may be only a listening tool for you. We are not really reaching out to people through Twitter with rare exception.
Twitter is a spam cannon when you think about it.If you are not following me, I can't have a one on one conversation with you. But on Linked In, I can send you an inmessage, I can contact you through a shared group. That's the key point. It's not one on one with Twitter."
Spam may be too harsh a word, but perhaps not.
"I even schedule my 5 tweets a day. Unless you are in the room when my scheduled tweet or your scheduled tweet goes out - we will miss each other's messages."
"I have a ball with those 142 characters!"
Most of the blogs I read are because of some mention on Twitter. For me, it's a great news feed. Great place to find and share in other venues. We both find that more people engage thoroughly from LinkedIn and G+ where they read more, watch videos, make comments. Twitter was the opener for those conversations
The second half of the show Jim Obermayer and Trish talked about the increased effectiveness of outbound calling.
Outbound prospecting has improved dramatically - up by 35% Prospects are picking up the phones again. It isn't all about inbound, although inbound IS THE BOMB! Referrals - absolutely the way to go. But if you are like most companies, you'll get 40-60% from inbound. Unless 40-60% of quota is good enough, you need to get on the outbound prospecting path.
You have to have direct dial numbers to be effective. People are actually hiring staff to populate the database before it gets to the caller: name, title, direct number and email. Truly raising the positive results.
Two technologies Trish Bertuzzi is in love with:
- Connect and Sell provides 5-6 conversations per hour for most of her team. For her, 8-11. That's HUGE.
- The other technology she loves is Insidesales.com. Use their dialer technology combined with local presence. For every call you make you show up as a local caller to the number. Aren't you more apt to pick up the phone from an unknown local number?
Jim asked her why it's working better, "I think we're getting better at understanding cadence and telling a story.
It takes 7-8 touches to get someone to respond. Those touches have to be in a fairly short period of time. Success comes from using a variety of mediums: video, email, voicemail. Cadence counts and you need to figure out what your cadence should be.
We've also gotten better at telling story via our touches. These are chapters in your story that you are trying to tell your potential buyer."
There seem to be two basic camps. Jim talked about increased success for one particular company using this approach: Send email, then call 20 minutes later - success rate went up, call back rate went up.
Trish disagrees with this method - not a fan of the double tap. Best for desk-bound targets. Not a great platitude. We could have two companies using the doubletap: great branding and recognition - works better; lesser known companies, doesn't work as well.
Jim asked about the misinterpreted and repeated stats from SiriusDecisions: "59% have already made up their minds..." Trish let SeriusDecisions off the hook. This was misquoted and twisted. "It's like the game telephone, the more accurate quote is that '59% start their research online'."
Listen to the show to hear the full story.
About Trish Bertuzzi:
Over the last two decades, Trish has promoted Inside Sales as a community, profession and engine for revenue growth. In the process, The Bridge Group has worked with over 220 B2B technology clients to build, expand and optimize their inside sales efforts.
By a combination of hard work and timing, Trish and team's research & ideas have been featured on Inc.com, by associations like SLMA & AA-ISP and across more than 68 sites in the sales and marketing blogosphere.
Host Jim Obermayer interviews Larry McAdams of the McAdams Group. Larry repeats an often quoted proverb that says," "He who fails to plan plans to fail." In this 40 minute interview Obermayer and McAdams discuss why companies fail to plan and the results of their failure. They cover the elements of a sales and marketing plan and why it only takes 8 hours to complete a solid plan.
About the McAdams Group
McAdams Group, located in Newport Beach, California, is a brand ID & advertising design agency specializing in web and print media.
"Make Bigger Waves is our battle cry," says Larry McAdams, president of McAdams Group. "This commitment keeps us searching for just the right creative approach to help our clients achieve their dreams.
McAdams Group's creative philosophy and commitment to service have resulted in a long list of creative solutions and an even longer list of satisfied clients.
Web & Print Communication Services:
- marketing/sales/communication plans
- website design, programming & hosting
- lead generation
- brand & product ID / naming
- brand management
- print & broadcast advertising
- email marketing & management systems
- search engine optimization/ search engine marketing
- web, print & broadcast media plans
- point of sale materials
- product launch support
- corporate & product literature
- content management systems for web
- promotion development
- direct mail/direct response
- trade show exhibit design
- sales & training videos
- interior & exterior signage
Cyndi Greenglass, Senior Vice President, Strategic Solutions for Diamond Marketing Solutions was interviewed by Susan Finch about strategic volunteering. Finch, as the founder of a national non-profit, Binky Patrol has been at both ends of this discussion. She and Cyndi were in line with their thoughts and recommendations about strategic volunteering.
- What do you mean by “strategic volunteering”
- Is volunteering different than philanthropy?
- How much volunteering do you do?
- How much time does it take?
- What types of organizations?
- How did you decide where to volunteer?
- Why do you say that volunteering can be bad?
- Does this seem self serving?
- What is your advice on how to choose?
- Are you good at saying no?
- Create volunteer activities. This is a great way to find good leadership candidates and use these opportunities for skill building and training
- Men tend to identify mentors at early age - in their career and at a personal level. This development use in a positive way volunteer contacts mentoring opportunities - networking, etc.
- Quickly identify if it is not a good fit get out fast.
Cyndi is responsible for marketing and strategic solutions and manages our agency services team of data, analytics, creative, and digital professionals. With a strong track record in marketing, strategic planning, and database development, she helps our clients “market smarter” by providing strategic solutions. Prior to joining Diamond Marketing Solutions, Cyndi launched World Marketing Integrated Solutions, an integrated database and strategic marketing consulting firm. Her background includes 10 years in international business consulting with the U.S. Embassy and the U.S. Foreign Commercial Services.
Cyndi is a past president of the Chicago Association of Direct Marketing and past chair of the Direct Marketing Association Business-to-Business Council. She is a frequent presenter at major DM industry conferences and is an educator at several universities. Cyndi has twice been recognized among the Top 100 BTB Marketers by Crain’s BtoB magazine.