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Sales Lead Management Association Radio

23
Sep

Rosen on Convergence Marketing and the Expectations of Generation Z

From the Sales 2.0 Conference, SLMA Radio host interviews Richard Rosen of Rosen Convergence (the branding/direct/digital agency).  Richard tells us his interpretation of Generation Z and their mantra of “I want to make a difference and I expect you to do the same.”

 
About Richard G. Rosen CEO
Richard G. Rosen - Rosen Convergence Marketing

Richard is the originator and chief architect of Convergence Marketing. As a world-renowned marketing consultant of Convergence, Richard fuses business school analytics with creative marketing and advertising to achieve unprecedented results.

His book, Convergence Marketing: Combining Brand and Direct for Unprecedented Profits, (Wiley & Sons), is an entertaining “how to” tool for every professional in the business of marketing.

As a passionate speaker, Richard presents keynotes and seminars at business and academic forums around the world. They include Cannes Lions International Advertising Festival, the ERA European Conference, the International DMA Conference and more.

Richard is an active member of the Clinton Global Initiative which creates and implements innovative solutions to the world’s most pressing challenges. He also holds an Executive Education Certificate in Strategic CSR from Pepperdine University’s Graziadio School of Business & Management taught by former Patagonia CEO, Michael Crooke, Ph.D.

His awards include a Telly, the Caples Organization’s Emerson Award for exemplary service to the marketing community, and the first “B-to-B Marketer of the Year Award” by the International Direct Marketing Association. He’s earned 28 International Echo Awards, received recognition from experts at Harvard, UC Berkeley and DePaul University and has been featured in numerous publications.
 
About Rosen Convergence  http://rosenconvergence.com/
ROSEN’s approach to business is guided by our commitment to the Clinton Global Initiative, our status as a B Corporation and a Gold Sustainability at Work Certified Business issued by the City of Portland.  ROSEN is also a proud member of the following organizations:
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16
Sep

First Chief Content Officer talks about ridiculously good content.

We love to read anything Ann Handley writes, now she shares how even we can write better. Ann shares secrets to great content in her latest book, Everybody Writes, Your Go-To Guide for Creating Ridiculously Good Content.


Ann Handley, Chief Content Officer for MarketingProfs, author of Everybody Writes (September 2014) and co-author of Content Rules: How to Create Killer Blogs, Podcasts, Videos, Ebooks, Webinars (and More) That Engage Customers and Ignite Your Business (Wiley, Late 2010). Ann has a passion for building community, particularly in using new media tools to broaden and build value. Previously, Ann was the co-founder of ClickZ.com, one of the first sources of interactive marketing news and commentary.
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9
Sep

Stu Heinecke with a discussion of his new book: Big Fat Beautiful Head

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Do you enjoy reading cartoons? You’re not alone. 

Editorial readership surveys show they’re almost always the best read and remembered part of magazines and newspapers. But how do the cartoonists do it? Where do their ideas come from and how do they convert those bits of inspiration into the delightful sprinkling of drawings we enjoy so much? That’s what makes this book so special. Not only does Wall Street Journal cartoonist Stu Heinecke share his doodling’s, he takes us behind the scenes with stories about each cartoon in the book. Where the ideas came from, how they were created and who they touched all come into focus in this one-of-a-kind book.  Host Jim Obermayer talks with cartoonist Heinecke about how this book came about.


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9
Sep

Jenny Vance and her company LeadJen for an ROI Report

Not every company can truly articulate an ROI story.  Hear Jenny Vance, CEO from LeadJen nail down how LeadJen gives a return on Investment from her clients.


Jenny Vance has over 10 years of experience in helping companies market their products and services. That experience helped Jenny develop a set of best practices for outbound marketing, inside sales, appointment setting and lead nurturing. Under her leadership, LeadJen works with B2B companies across North America, Europe and Australia seeking to improve their marketing programs and develop successful sales leads.



About LeadJen:
LeadJen is a B2B lead generation company that helps corporate sales and marketing teams drive more revenue and better understand their market through database building, custom marketing campaigns & B2B appointment setting. LeadJen’s scientific approach, proven methodologies and market intelligence drives revenue for clients in various industries including healthcare, manufacturing, retail, financial services, life sciences and high tech. Based in Indianapolis, LeadJen is a 2013 Mira Award winner and was recognized as a 2012 and 2013 Inc. 5000 company, a 2012 Indiana Company to Watch and a 2013 Top Workplace.
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8
Sep

Why smart marketers don’t avoid the sales funnel, and dumb ones do!

By definition, the sales funnel appears to be the domain of the sales department, but in the past few years enlightened marketers have realized that the sales funnel is one of their most useful tools to understand and control marketing.  In this interview, Andy Paul, Author of Zero Time Selling makes the case for the importance of using the sales funnel as marketer’s most fundamental tool in controlling marketing spending on promotions that work. 


About Andy Paul

Andy Paul , the founder & CEO and founder of Zero-Time Selling, Inc., is a leading expert on maximizing the value of your selling to help customers make fast and favorable decisions. He is recognized as one of the leading global experts on social selling. Andy is also the author of the award-winning book, Zero-Time Selling: 10 Essential Steps to Accelerate Every Company's Sales. Zero-Time Selling® reflects Andy’s knowledge that in today's hyper-competitive sales environment "how" a company sells its products and services is as important as "what" they sell in creating value for the customer and effectively differentiating their company and offerings. With more than 30 years in the sales business as a successful sales professional and sales vice president in companies ranging from raw startups to Fortune 1000. Andy is a frequently sought-after speaker, trainer, executive sales coach and sales process consultant. He splits his time between offices in New York City and San Diego.

Phone: 619-980-4002

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5
Sep

Reputation Management: It’s more than reviews on Yelp!

Join Susan Finch as she interviews  Director of Marketing and Joe Ibanez, Director of Sales for Reputation Impression. They will be discussing:

~ What is reputation management?
~ How do we control or respond to negative reviews?
~ How can we prevent negative reviews - or at least cut them WAY back?
~ Who is most likely to review your business and sully your reputation?
~ Who can help you BUILD it up?

This is geared toward service industries including auto, home services, hospitality, medical, legal and wellness.

Many business owners think that simply responding to reviews you receive on Yelp! is enough. It goes way beyond that. There are several venues that collect reviews, plus atypical places.

*ASK YOUR QUESTIONS* in the event stream in case you can't make it. Please reply YES or MAYBE so you stay current on this discussion and don't miss the live event!

*About our guests:*

Brigitte Rubidoux is the Director of Marketing at Reputation Impression, creating & managing all aspects of the company's digital brand. After attending the University of California Santa Cruz, she returned to San Diego to pursue a career in marketing. Brigitte is one of the early employees of the company and with her get it done attitude, has moved up from executive assistant to the Director of Marketing. She is always looking forward, trying to stay up to date with best practices and new ideas related to Internet Marketing.

As the Director of Sales for Reputation Impression, Joe has been able to utilize his Sales Training and his Personal Coaching skills learned while under the employment of Anthony Robbins and SBC Communications (now AT&T) to help Reputation Impression improve its Sales and Skill sets of employees under his direct supervision. Joe's skills are mainly focused towards Customer Service and satisfaction while having a proven track record in the sales arena as well.


This will be a live event on YouTube LIVE, Wednesday, September 10 9am Pacific.
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2
Sep

Is traditional direct marketing dead?

Craig Huey, in this week's show, tackles a tough subject when he answers the question, Is Traditional Direct Marketing Dead?  Of course, he says it isn't, and with good reason, but the naysayers are out there.  Huey says direct marketing is stronger than ever and is more accountable than most programs.  Hear what he has to say and learn why direct is more direct and profitable than ever in this interview with SLMA Radio host Jim Obermayer.

Craig Huey: The Authority on accountable advertising 
Craig Huey, the President of Creative Direct Marketing Group, is recognized as one of the world's leading experts in direct response marketing. He is the winner of 78 major marketing awards for break-through campaigns for multimillion-dollar sales.

Craig works with small companies and major corporations. His campaigns have targeted municipal areas to international markets. Working with over 1,000 companies, Craig has helped successful companies become more successful, and troubled companies to recover.

Articles by and about Craig Huey have appeared in Inc., DM News, Direct Marketing, Target Marketing, Christianity Today, and Adweek.

He is also the creator of the V.I.V.A.™ (Valuable Information, Value-Added) direct marketing system.

Craig is an author, his newest book is 16 Secrets to Raising Capital from Accredited Investors Under the JOBS Act , as well as publisher of the industry newsletter Direct Marketing Update.

He is also the President of InfoMat, a postal and email mailing list brokerage and management company.

Creative Direct Marketing Group Bio
Creative Direct Marketing Group, INC. (CDMG) is a full-service, direct response advertising and digital marketing agency with one goal in mind: increasing your response and profits through "accountable advertising.  For more than 30 years, we've helped turn entrepreneurial start-ups into large companies…and large companies into multibillion-dollar businesses.  Through 7 recessions, 2 inflationary periods, as well as times of economic prosperity, CDMG has consistently achieved breakthrough response rates for our clients.
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2
Sep

Time to get a REAL head shot and lose the selfies or outdated images.

A headshot starts way before the headshot. There is planning, prep and research to find the right studio to take it for you. What to wear, accessories, pose and more. The tips below assume you are not having to wear a uniform. Also, if you are appearing, speaking, etc. you'll want to provide an image as soon as you accept so that the intern doesn't do a Google search and end up with something outdated, embarrassing or not even you. I've done it several times for radio guests that don't seem to think they need to provide a headshot because it's RADIO.
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Watch this episode of Geekspeak Guides on this very topic:
  1. Wear some COLOR solids are best. Patterns are distracting.
  2. Earrings – do they go with the outfit? Are the trendy or business like – yet with personality?. They, too can be distracting.
  3. Shirts – are collars ironed? Is the jacket REALLY your size or the size you wish you still were?
  4. Tie or no tie – depends on your target market. BORROW an expensive tie if you have to – that doesn't mean buying it at Nordstrom and then returning it. Have a GOOD tie. It will give you a lift.
  5. Glasses or no glasses? Do you always wear glasses? Will anyone recognize you if you do not have them on or will they ask if you got Lasix surgery? When was the last time you updated your frames? You may be due if it's been more than 5 years. Styles change. You may end up with lighter weight ones, too, that are more flattering.If you bought your glasses with one shaped face and you've gained or lost weight, changed hair color, gone gray – your old glasses will not look as good as they did when you first got them.
  6. Smile - do you want your teeth whiter or are you happy with what you have? There is no correct answer – just what fits for YOU. Whitening products. SMILE warmly like you are looking at a friend you haven't seen in a while and they look fantastic and happy!Remember if you use a whitening product the night before or even that day – the real ones will somewhat dry your teeth out and you'll need to replenish the moisture or the first thing you drink – coffee, soda, juice, wine – will soak right in to the more porous surface. Be ready to brush again.
  7. Stray hairs – men - PLEASE trim your nose hairs and eyebrows. Get it done professionally. If your ears are showing – no YODAS! Same if your neck is showing – clean it up. Beards/mustaches – are they cleaned up or are you sporting that ZZtop – Duck Dynasty look?Women, as we get older hair shifts on us – chins and upper lips, sideburn area – defuzz, pluck. DO NOT WAX THE DAY BEFORE A HEAD SHOT. Sometimes, waxing your face stimulates the skin to cleanse and you end up with blemishes. RED is hard to hide.
  8. DO NOT PICK your face – as a general rule – but REALLY leave it alone the day of your head shot. Be GENTLY, rub gently to avoid breaking something open. Patching it with cover-up will still show and add to the edits that need to be done.
  9. Selecting the studio: You want someone with some artistic sense who can help bring out your best
  • Consider bringing a couple of shirts, colors with accessories: earrings, ties, etc. to give variety.
  • You will want a HIGH RES digital version at the very least.
  • Go for COLOR – you can always switch to black and white.
  • Ask them about your rights to post the images and use them in promotional materials. Once you purchase a high res version, can you use it anywhere you want to without watermark?

Pose time - backdrops, your angle and lighting. This is part of why you will have a professional shoot youCan't afford a studio, you can go to JC Penney, WalMart, Target, not to be confused with Mall Santa shots. They do a nice job for the budget. Preferably, find a local photography studio that specializes in head shots. Wedding specialists are not business head shot specialists, nor is the local business that does passport photos.

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Thank you, +Adam Music who shared some tips about the actual photo itself with us.  Love the part about wide and tall hair!

Black and white is nice and artsy; but when your head shot appears on other sites, it might be next to color shots, which makes you look out of place. There are sections of our site where we do not run photos if they are in black and white, even if they run in the paper, because of our site's optics. So make sure you at least get a color shot done, even if you're not going to use it, to give other sites options. Remember – you can't go from black and white to color.

Sites have different display dimensions and sizes. A nice, big hi-res photo can help them accommodate you into other sites without them having to mess around with the image. But make it a FULL head, please. Some people have sent us head shots with the tops of their heads cut off. And I can't manipulate an image to show your entire head if part of it isn't there originally.

The ratios we use in print and online are either squares or 14″ x 19″ vertical photos. I'd advise trying to fit that vertical ratio if possible. There are some people whose hair either is too wide or too tall, so there's a lot that has the potential to get cut off. As a photo editor, I do my best to get as much of a head-to-shoulders view of them. It's not always easy to accomplish. But when dressing and styling, those factors could enter into your decisions. Maybe you go for one pose that looks good vertically and one that looks good squared off. If you look better horizontally, I can't help you.

Look at the camera. The off-to-one-side may work for your site, but not others.

Keep it current! There are a number of subjects who look a lot different when we run their mug one day and a feature shot of how they actually look today.
We and some other publications also run knock-outs of photos, where the background is erased so the background appears to be gray. If you have a shot where the background is easily removed, you'll look better when an editor who isn't you gets it.

Final tip: Remember, we are all famous, just not everyone knows it yet. You want to be prepared!
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20
Aug

MSP Websites and How to Make Them Work for You

This week we are staying with a theme of your business website. The first half of our hour is a replay of last week's MSPRadio with Nate Teplow. Some messages are important enough to state again - even the following week! 

Your website is your storefront these days, and also the hub of all your online marketing initiatives. Websites are critical to your marketing success, yet many MSPs will neglect their website as an afterthought. Your website is not something you can just setup and have live on its own. You need to continuously update and optimize your site for it to work for you.

On this episode of MSPradio, we talk with Julia Beebe, Marketing Manager and website optimizer at Continuum, and Brandon Garcin, Content Marketing Manager at Continuum, to discuss how MSPs can improve their website, fuel it with content, and use the two to drive leads and business growth.

1. well formatted, easy to use website.
2. design

What is the buyer's journey?
The path that your typical customer takes to eventually purchase your product or service.

She also recommends Google Analytics. Hey, we were just talking about this http://bit.ly/finchshovi3slma - remember that show with David Kutcher?

It doesn't all have to be on the home page - the other key pages will come up in the search engines if they are well written. You have more than one landing page when people arrive at your site as a result of search.

Well-organized navigation is critical to guide them through the process.

Misconception:
People get up in development whistles and design. Design is driven by the content! Without strong content, everything else will fall flat.
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19
Aug

Geekspeak Guides: Where’s your damn contact info on your website?

You have a website, perhaps you have a brick and mortar store you want us to fine, perhaps a restaurant. Are your HOURS and link to DIRECTIONS listed on your home page and EVERY PAGE of your site? Make it easy for us to visit you.


Are you trying to be too clever with "us" "find" "hello" in your menu rather than CONTACT ? Don't make it hard. Make it easy to CONNECT or CONTACT. Add your form, sure, add your subscription form but add your PHONE, EMAIL and MAILING and/or PHYSICAL address in there, too. I don't want to have to dig around on your site, I don't always have the time to type a contact form submission with TINY keys - sometimes, I just want to CALL you. 

HOMEWORK : Go check your site/sites to see if that information is readily available. Can a 9 year old find how to reach you? 
Check your blog and other sites - do they link back to your main site AND have contact info? I can't tell you how annoying it is on blogs where they only way to contact the writer is by making a comment on a post.
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join the community:  bit.ly/geekspeakguides
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Your Geekspeak Guides:

+Susan Finch  - +Susan Finch Solutions   Marketing, PR & Web Pro for DECADES! 
With a background in public relations and advertising since 1986, Susan is a "gentle guide for clients trying new venues online." She engages those skills as she helps create an online presence that will appeal to existing and future clients and/or investors. All these factors are considered before she constructs a suggested plan for clients. It goes way beyond an online presence.

Web:          http://susanfinch.com
Google+:   http://plus.google.com/+susanfinch
Twitter:     http://twitter.com/susanfinchweb 
Shout-out:http://binkypatrol.org 


+Yvonne Heimann  -  +Ask Yvi    Your "Can Do" Geek
After countless calls from business owners that have lost control of their web site,Yvonne put her main focus on customized WordPress sites, helping clients take charge of their online presence.Her refreshing openness will provide you with knowledge and resources in areas like Social Media, Social Media Marketing, Email Marketing, WordPress and Search Engine Optimization.

Web:        http://askyvi.com
Blog:        http://yourcandogeek.com
Google+: http://plus.google.com/+yvonneheimann
Twitter:   http://twitter.com/askyvi 

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