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Sales Lead Management Association Radio

2
Mar

Prioritizing Sales Management for Success: Three Essentials for Increased Sales

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In this 30 minute program SLMA Radio host Jim Obermayer interviews author Mike Weinberg about the framework he follows in his consulting practice to reap outsized rewards for his clients. He shares the “Three main buckets” that must be addressed so that sales management can get back to sales management and sales success.

Amazon lists 30,277 books on sales management and yet they named “Sales Management Simplified” as one of the best books for 2015.  We originally heard Mike on an episode of Sales Pipeline Radio which is also on the SLMA Channel and he was also interviewed on SLMA Radio

About Mike Weinberg

Mike Weinberg is a consultant, sales coach, speaker and author on a mission to simplify sales. His specialties are New Business Development and Sales Management, and his passion is helping companies and individuals acquire new clients. Prior to launching his own firm, Mike had been the top-producing salesperson in three organizations.  Forbes, OpenView and several other publications have named Mike a Top Sales Influencer.

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This episode is generously sponsored by adView.cfm?id=383The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. Visit VanellaGroup.com or call 888-335-0340

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Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution.  Call 888 784 2929 or visit us at www.validar.com

24
Feb

The Four Things Every CEO Needs to Know About Sales Management

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Most CEO’s admit that they are competent in finance, lag in manufacturing, unknowing about engineering, unfamiliar with quality control, and innocent about marketing.  When it comes to sales, however, it seems CEO’s always feel they are experts at sales management and in most cases this is dangerous.  It is always dangerous to not know what you don’t know.  In this program, author and radio host Andy Paul discusses the four things every CEO should know about sales.  The host is Jim Obermayer.

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.
 
Email: andy@zerotimeselling.com
Twitter: @zerotimeselling
Accelerate Radio
Phone: 619-980-4002


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This episode is generously sponsored by adView.cfm?id=383The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visit VanellaGroup.com or call 888-335-0340

adView.cfm?id=396

Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. From capturing leads at tradeshows to managing onsite registration, tracking session attendance, gathering feedback, and providing sponsors lead retrieval we have a full suite of solutions for you. Since 2005 Validar has been turning Corporate Events and Trade Shows into Better Business. Call 888 784 2929 or visit us at www.validar.com



16
Feb

Women, if you want to achieve more, DO something about it.

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250-SLMARADIO-crater-hopkins.jpgWhen you want to get further in your career, position, earnings - look to those who are already there and are still growing. Let people take notice of you for your skill, to-the-point explanations, persuasiveness, confidence. Listen to Bonnie Crater and Jeanne Hopkins speak on this topic and tell you some of what they recommend and have followed themselves. All of the answers can't be found in books or motivational talks. You learn in the trenches by observing those who are ahead of you. You achieve it by asking them pointed questions as to how or why they chose a plan, a tactic or response.

Taylor Swift in her Grammy acceptance speech was heard saying, "As the first woman to win album of the year at the Grammys twice, I want to say to all the young women out there: there are going to be people along the way who will try to undercut your success or take credit for your accomplishments or your fame," And she wasn't done - at the end of the evening she continued with, 


"But if you just focus on the work and you don’t let those people sidetrack you, someday when you get where you’re going, you’ll look around and you’ll know it was you and the people who love you who put you there and that will be the greatest feeling in the world."


Bonnie Crater is the CEO of Full Circle Insights
Under Bonnie’s leadership, Full Circle Insights gained market traction , doubled year over year and recently closed a Series A. With a steady vision, she led products to market that helped customers like Jobvite and Influitive make marketing impact visible to boards/investors this year. By intentionally building a team-first workplace culture, Bonnie created a passionate team that delivers groundbreaking martech solutions.

Jeanne Hopkins is CMO of Continuum Managed IT Services
Jeanne Hopkins has built a powerhouse metrics based sales and marketing team at Continuum that drives quality leads and revenue for MSP partners. She has been honored by SLMA with “50 Most Influential Sales Lead Management,” 2011– 2014 and “20 Women to Watch in Sales Lead Management” for four years.

Jeanne is always ahead of the curve when it comes to the latest in inbound marketing and lead generation strategies. And she is always sharing her knowledge with her team and others through speaking, mentorships, various advisory boards and more.

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This episode is generously sponsored by adView.cfm?id=383The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visit VanellaGroup.com or call 888-335-0340

adView.cfm?id=396

Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. From capturing leads at tradeshows to managing onsite registration, tracking session attendance, gathering feedback, and providing sponsors lead retrieval we have a full suite of solutions for you. Since 2005 Validar has been turning Corporate Events and Trade Shows into Better Business. Call 888 784 2929 or visit us at www.validar.com

9
Feb

Dirty Little Secrets of the Sales Training Industry

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Every industry has its secrets and the sales training industry, an area often over-burdened with out-of-work salespeople, is one area that is confusing and laden with misconceptions.  In this interview, seasoned sales training professional Patricia Fripp shares the secrets to sales training that not everyone wants you to know.   Bring seat belts. 

About Patricia Fripp

When your message must be memorable, your presentation powerful, and your sale successful, you can’t go wrong calling Patricia Fripp.

Patricia has won or been awarded these designations by the National Speakers Association: Certified Speaking Professional (CSP), CPAE, Hall of Fame keynote speaker, and the Cavett Award (considered the Oscar of speaking). Named “One of the 10 most electrifying speakers in North America” by Meetings and Conventions magazine, Patricia delivers high-content, entertaining, dramatically memorable presentations.

One of the few professional speakers who can transform the presentation skills of others, she is an executive speech coach and sales presentation skills trainer.Kiplinger’s Personal Finance wrote that one of the best investments in your career is Patricia Fripp’s presentation skills training.

Patricia simplifies and demystifies the process of preparing and presenting powerful, persuasive presentations. She can deliver her message in a keynote speech, breakout sessions, through interactive virtual training, and in-depth customized training and coaching.

Fripp is a past president, and the first female president, of the over 3,000-member National Speakers Association. She is a member of the highly prestigious Speakers Roundtable, an invitation-only group of highly regarded professional speakers, authors, and consultants.

In addition, Patricia often teams up with her brother, legendary guitarist of King Crimson, Robert Fripp, for Fripp and Fripp presentations on “How to Be a Hero for More Than One Day” and “Beginner to Master.”

She is the author of Make It So You Don’t Have to Fake It! and Get What You Want! and co-author of Speaker’s Edge, Speaking Secrets of the Masters and Insights Into Excellence.

Patricia is now virtually everywhere with FrippVT.com, her interactive, learn-at-your-own-pace, virtual presentation skills training.

Fripp Virtual Training’s Powerful, Persuasive Presentations is a multimillion-dollar, state-of-the-art, web-based training platform that emulates live training and coaching. It is almost as if Patricia Fripp were sitting right there with you.

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This episode is generously sponsored by The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visit BuildPipeline.com or call 888-335-0340

Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. From capturing leads at tradeshows to managing onsite registration, tracking session attendance, gathering feedback, and providing sponsors lead retrieval we have a full suite of solutions for you. Since 2005 Validar has been turning Corporate Events and Trade Shows into Better Business. Call 888 784 2929 or visit us at www.validar.com

8
Feb

How a Personal Sales Assistant App Increases Sales Using Humor

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"A sales representatives day is filled with tight schedules, tension, pressure to perform, calls, call-backs, new lead follow-up, old lead follow-up, an aggravating sales manager, customer complaints, emails, presentations and oh yes an occasional appointment  and stupid stuff the corporate office layers in just for fun.  All of this makes it difficult to keep track of the most important part: new business activities.  Adam Honig, CEO and Founder of Spiro Technologies shares with SLMA host Jim Obermayer how an app for the iPhone and Android users powers a humor loaded sales personal assistance program to motivate sales reps and help them with their everyday work. Hint: the app uses a customer built-in machine learning engine that leverages existing data in Salesforce, email and calendars.

The Selling Power President's Club powered by Spiro

Being eligible for the President's Club is super easy: you need to be one of the first 2,000 salespeople to download and use Spiro, our personal sales assistant. Don't worry, if you're one of the legendary salespeople already using Spiro, you can update it to the most current version and opt into the President's Club.


About Adam Honig
Adam Honig is the co-founder and CEO of Spiro Technologies. He is a recognized thought-leader in sales process and effectiveness, and throughout his career has gained experience at every level of a sales organization – from a salesperson to VP of Sales at a company he co-founded and helped take public. As a serial entrepreneur and business leader, Adam has co-founded three successful technology companies in addition to Spiro: Innoveer Solutions, C-Bridge and Open Environment. He is also known for speaking at various conferences including Dreamforce, for pioneering the 'No Jerks' hiring model and for flying his drone while traveling the world.

About Spiro
Spiro is the personal sales app for quota-carrying salespeople who want to make more money. Stay on top of your pipeline and close more deals thanks to your free personal assistant that makes sure you connect with your customers and prospects at the right time. Spiro integrates across Salesforce, email and calendars to deliver proactive notifications from multiple fun and engaging assistant personas. Spiro also reduces CRM data entry by capturing user actions in the app and syncing information across platforms. Spiro can be downloaded for free in the Apple App Store, Chrome Store, or register for the Android Beta and is available to salespeople who use Salesforce. For more information, please visit http://www.spirohq.com and follow Spiro on Twitter @SpiroHQ and Facebook at https://www.facebook.com/SpiroHQ.

This episode is generously sponsored by The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visit BuildPipeline.com or call 888-335-0340

Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. From capturing leads at tradeshows to managing onsite registration, tracking session attendance, gathering feedback, and providing sponsors lead retrieval we have a full suite of solutions for you. Since 2005 Validar has been turning Corporate Events and Trade Shows into Better Business. Call 888 784 2929 or visit us at www.validar.com
28
Jan

Follow the money - that’s marketing’s role with Paul Petersen

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250-SLMARADIO-petersen-follow-the-money.Marketing departments spend from a few percent of yearly sales to 20% or more.  If marketing managers can't follow the money they aren't doing their job.  In our program this week with Paul Petersen, GM and Vice President of GoldMine Software we discuss ways that marketing management can make better decisions in lead generation and lead management by following the money.  This program is live, not scripted and the host is Jim Obermayer.  Mr. Petersen was a guest on SLMA Radio when he addressed the subject:  Why CRM is NOT a settled science!   It is one of the most listened to programs so far in 2015.

About Paul Petersen

Mr. Petersen is the general manager and vice president of the GoldMine business unit of HeatSoftware Inc. His career spans working with sales & marketing systems and process having developed, managed, and sold for companies including McDonald's Corp, General Electric , Symantec, Allied Van Lines and now has 16 years with CRM background at GoldMine.  Mr. Petersen holds a JD from Loyola University of Chicago and was one of the first to be awarded  the Professional Certified Marketer designation by the American Marketing Association.

About GoldMine

Headquartered in Milpitas, CA., USA, GoldMine is a division of FrontRange Solutions. GoldMine is a leading provider of mobile relationship management solutions for small businesses worldwide. Over 1 million users have selected GoldMine to help them manage over 1 billion relationships. GoldMine has been selected by businesses in more than 80 verticals and 45 countries to grow their businesses and build enduring relationships.

 

This episode is generously sponsored by The Vanella Group
The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visit BuildPipeline.com or call 888-335-0340
and by Validar
Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. From capturing leads at tradeshows to managing onsite registration, tracking session attendance, gathering feedback, and providing sponsors lead retrieval we have a full suite of solutions for you. Since 2005 Validar has been turning Corporate Events and Trade Shows into Better Business. Call 888 784 2929 or visit us at www.validar.com
26
Jan

Sales Management Simplified

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Amazon lists 30,277 books on sales management and yet they named “Sales Management Simplified” as one of the best books for 2015.  We originally heard Mike on an episode of Sales Pipeline Radio which is also on the SLMA Channel. 

 During this 30 minute program SLMA Radio host Jim Obermayer interviews author Mike Weinberg about what it takes to be a great sales manager and how his book has been received since its publication in October of 2015. 

 About Mike Weinberg

Mike Weinberg is a consultant, sales coach, speaker and author on a mission to simplify sales. His specialties are New Business Development and Sales

Management, and his passion is helping companies and individuals acquire new clients. Prior to launching his own firm, Mike had been the top-producing

salesperson in three organizations.  Forbes, OpenView and several other publications have named Mike a Top Sales Influencer.

 

Author of two Amazon #1 Best-Sellers:

The just released Sales Management. Simplified. and New Sales. Simplified.   His first book, New Sales. Simplified. – The Essential Handbook for Prospecting and New Business Development, spent a full year as the Top-Rated book in its category. And his latest book, Sales Management. Simplified. is being called “arguably the greatest book ever written on sales management, and an unequaled blueprint for leading salespeople and building high-performance sales teams.”

http://www.newsalescoach.com/

314.397.7700  


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This episode is generously sponsored by The Vanella Group
The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visit BuildPipeline.com or call 888-335-0340

and by Validar
Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. From capturing leads at tradeshows to managing onsite registration, tracking session attendance, gathering feedback, and providing sponsors lead retrieval we have a full suite of solutions for you. Since 2005 Validar has been turning Corporate Events and Trade Shows into Better Business. Call 888 784 2929 or visit us at www.validar.com

19
Jan

How to get a 60% Increase in Conversions to Forecast!

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How technology and outbound calling over-comes quota failure and turns losers into winners!

 

Failure to make quota is sad.  Sad for the reps that fail, sad for the CFO that has to figure out how to pay the employees and Sad for the sales manager that will be fired after he or she fires those that fail.  It’s a losing situation unless it can be turned around.  During this program, Peter Gracey, CEO of QuotaFactory tells us how to use technology and outbound calling to turn losers into winners.  The host is Jim Obermayer.

  

About Peter Gracey

 

Peter Gracey is the CEO and Co-Founder of QuotaFactory where he is responsible for company vision, growth and success, and servicing client and partner relationships while focusing on product management. He enjoys helping sales and marketing execs to streamline their prospecting process and surpass quota. Peter is also an Adjunct Professor of Sales and Marketing for the University of Massachusetts Amherst. Connect with Pete on LinkedIn and follow him on Twitter to join in on sales development discussions and industry updates.

 

 About QuotaFactory

 

QuotaFactory is the leading prospect relationship management (PRM) platform and outsourced sales development services company. Our PRM empowers sales development reps to execute account-based selling techniques and strategies using a phone-driven prospecting plan. This results in a higher number of fully qualified leads for closing reps to both increase and develop a true sales pipeline that is accurately forecasted. Whether you decide to have our internal team handle the entire process for you, or empower your team with our technology, we put reps in the best position to increase your monthly conversions to forecast by up to 60%.   Contact QuotaFactory Today!

 

Blog   Sales Wars

 

Contact: info@quotafactory.com

 

QuotaFactory

313 Boston Post Road West

Marlborough, MA 01752

781-702-6990

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This episode is generously sponsored by The Vanella Group
The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visit BuildPipeline.com or call 888-335-0340
and by Validar
Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. From capturing leads at tradeshows to managing onsite registration, tracking session attendance, gathering feedback, and providing sponsors lead retrieval we have a full suite of solutions for you. Since 2005 Validar has been turning Corporate Events and Trade Shows into Better Business. Call 888 784 2929 or visit us at www.validar.com
11
Jan

How to Increase Win Rates & Beat Your Sales Goals in 2016

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Mike Schultz says, "Increasing win rate—even just by a few percentage points—has a dramatic effect on a company's revenue and profitability."

In this interview with Mike Schultz, President of the Rain Group, SLMA Radio host Jim Obermayer discusses why top performing companies are winning 62% of their sales opportunities while the rest drag in with Only 40%. 
 
The Rain Group studied 472 sales executives and sellers representing companies with sales forces ranging from 10 sellers to 5,000+, and published the results in The Top-Performing Sales Organization Benchmark Report. They analyzed what organization factors correlated to higher win rates—and the results are significant.  In this interview we will try to cover:
 
  • 3 sales skill areas all organizations need to pay attention to
  • 5 ideas for strengthening your sales process—for both leaders and individual sellers
  • What your organization needs to do to drive revenue growth
  • Surprising findings around sales training and seller motivation
  • How Value-Driving Sales Organizations excel in revenue growth, value pricing, win rates, sales force retention, and more
  • How Top Performers differ from The Rest in sales process maturity, sales training focus and investment, sales skills, sales results, and more

Mike Schultz, President, RAIN Group

President of RAIN Group, Mike Schultz is world-renowned as a consultant and sales expert. He is bestselling author of Rainmaking Conversations: How to Influence, Persuade, and Sell in Any Situation (Wiley, 2011) and Insight Selling: Surprising Research on What Sales Winners Do Differently (Wiley, 2014), and was named the Top Sales Thought Leader globally in 2011.
 
Mike and the team at RAIN Group have worked with organizations such as Hitachi, BNY Mellon, HP, SAP, Boeringer Ingelheim, Deloitte, Harvard Business School, and dozens of others to unleash their sales potential.
 
As a sales leader himself, Mike oversaw a sales force at a leading business-to-business company, engineering growth in his division by 800% in a four year period while increasing margins significantly. Mike has also personally sold tens of millions of dollars in products and services to companies across industries and of various sizes.
 
Mike is a graduate of Brandeis University in Waltham, MA with a B.A. in American Studies, and holds an MBA from the F.W. Olin Graduate School of Business at Babson College.
 

About the Rain Group

           
Over the past two decades, RAIN Group has grown into a recognized leader in sales improvement with an international client base. We've helped hundreds of thousands of salespeople, managers, and professionals in more than 62 countries increase their sales significantly with our sales training, sales consulting, and sales coaching services.
 
Led by Recognized Sales Experts
 
RAIN Group is led by industry luminaries Mike Schultz and John Doerr, two of the world's most respected sales experts, named as the Top Sales Thought Leaders globally. We are leaders in sales research and publishing, including the bestselling book Rainmaking Conversations, Insight Selling, What Sales Winners Do Differently, and The Benchmark Report on High Performance in Strategic Account Management.
 
Sales Training Company Focused on Unleashing Sales Potential
 
We help our clients succeed in each area of the Sales Competency WheelSM, and make sure the wheel is working the best it can to unleash sales potential at their companies. Our suite of sales training programs cover everything your sellers need to become top performers.
 
For us, good is not good enough. We are constantly innovating, working on the leading edge of selling and sales training research, thinking, methods, and technologies. Only by constantly striving to be the best can we be most helpful to our clients and most impactful to their selling results.
 
Specialized in Sales Improvement for the Complex Sale
 
The complex sale presents a unique set of challenges. It can be a long sales process that requires prospect and client education, high-dollar investments, multiple decision makers, team selling, and stiff competition. You must connect, influence, persuade, collaborate, and sell the impact of your solution. And often the opportunity is not in reacting well to client-driven demand, but driving demandthrough your sales and delivery teams.
 
We specialize in working with companies who face a complex sale or who sell complex products and services.
 
Global Sales Training Company
 
With offices across the US and internationally in London, Geneva, Johannesburg, Dehli, and Sydney, we have a global footprint allowing us to serve clients all over the world. We've trained hundreds of thousands of professionals and have worked in more than 62 countries.
 
RAIN Group is a Sales Training Company that Will Help Unleash the Sales Potential of Your Team
 
Take the first step to sales improvement today. Give us a call at 508-405-0438,send us an email, or fill out our contact form to learn how you can improve sales performance at your company.

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This episode is generously sponsored by The Vanella Group
The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visit BuildPipeline.com or call 888-335-0340

and by Validar
Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. From capturing leads at tradeshows to managing onsite registration, tracking session attendance, gathering feedback, and providing sponsors lead retrieval we have a full suite of solutions for you. Since 2005 Validar has been turning Corporate Events and Trade Shows into Better Business. Call 888 784 2929 or visit us at www.validar.com

5
Jan

How to Implement Sales Lead Automation

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What is sales lead automation? Of course there is marketing automation and sales force automation, but sales lead automation? In this interview Gabe Buck, CEO and Founder of ClickPoint Software describes what sales lead automation is and what it can do to deliver more “A” quality leads. Mr. Buck will discuss approach that simultaneously delivers leads to field sales teams, call centers, franchisees, and lead buyers. He'll talk about how proper lead filtering can increase lead quality and delete up to 27% of the leads that are “bad.”

About Gabe Buck
 
Gabe Buck is a technology entrepreneur with over 15 years of experience including building bootstrapped companies to scale, product development, marketing, business operations, and strategy.  Mr. Buck founded ClickPoint Software in 2007 with a simple mission: help marketers, call centers, and sales teams improve results from their leads and contacts.    
 
While serving as a VP of sales for an ad agency Gabe Buck  worked with a lot of companies in the financial sector that failed  at managing leads.  He found  that there  were very poor processes in place and he saw a tremendous amount of revenue being left on the floor.  Buck knew the right process combined with easy to use software could improve revenue from leads.   
 
 
About ClickPoint: Accelerate Sales and Win More Deals
 
Founded in 2007 and located in Scottsdale, Arizona, ClickPoint serves both Fortune 500 companies and small businesses. ClickPoint was born out of a desire to help companies tackle the big problem of managing leads and sales teams effectively.
 
We found many companies using CRM suites did not do a good job of integrating sales and marketing. Instead, we saw many companies integrating them in a linear fashion. We could see that companies were missing out on a tremendous amount of potential customers due to a lack of insight into lead quality, lead performance, contact to close rates, and real-time sales performance. 
 
Today ClickPoint works to help companies implement Lead Management Automation. ClickPoint integrates sales and marketing effectively and prevents sales inefficiency, resulting in increased lead quality, lead quantity, and improved conversion.
 
Mission
We extract more value from customer interactions by improving sales efficiency and performance. We do this by providing a single integrated marketing automation, lead management, and call routing solution.
  
Service and Post Implementation Support
ClickPoint is well known for providing both small and enterprise clients with excellent post implementation support. You can read more about our customer success with companies from many different verticals. Read More
 
Enterprise Development Team
ClickPoint started as an enterprise development team. We invest heavily in our team, tools, and our development process. When it comes time to integrate internal and external solutions our team is here to help, no matter the size of the project.

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This episode is generously sponsored by The Vanella Group
The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visit BuildPipeline.com or call 888-335-0340

and by Validar
Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. From capturing leads at tradeshows to managing onsite registration, tracking session attendance, gathering feedback, and providing sponsors lead retrieval we have a full suite of solutions for you. Since 2005 Validar has been turning Corporate Events and Trade Shows into Better Business. Call 888 784 2929 or visit us at www.validar.com


 
15
Dec

Why leadership campaigns are important to nominees and those nominating

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With the announcement of the 40 Most Inspiring Leaders in Sales Lead Management, Jim Obermayer and Susan Finch discuss the not so obvious reasons campaigns like this are important. It's not just about building your contact lists, email lists and gaining members. It goes way deeper than that.

They will cover the evolution of such recognition campaigns within the history of the SLMA and other organizations. Points to include the value to the nominees, their companies but also to those who are nominating people. Join them for this, tweet your questions and comments before, during and after this episode. 

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This episode is generously sponsored by The Vanella Group
The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visit BuildPipeline.com or call 888-335-0340

and by Validar
Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. From capturing leads at tradeshows to managing onsite registration, tracking session attendance, gathering feedback, and providing sponsors lead retrieval we have a full suite of solutions for you. Since 2005 Validar has been turning Corporate Events and Trade Shows into Better Business. Call 888 784 2929 or visit us at www.validar.com

8
Dec

The must-have sales analytics to control revenue growth!

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Sales managers need every advantage in an increasing fast paced sales world but the volume (or lack of it) of analytical information from the company can stress even the most best sales manager. In this short interview, Derek Grant of SalesLoft takes us through the absolutely must-have-analytics that every sales manager needs to control their future revenue stream. Marketing managers are invited to listen. The host is Jim Obermayer.


About our guest:

Derek leads SalesLoft's sales organization, which is focused on helping sales development practitioners schedule more, qualified meetings. Prior to joining SalesLoft, Derek served as the architect of Pardot’s sales process, leading the organization from pre-revenue startup to $100M exit to ExactTarget (subsequently acquired by Salesforce). Derek is a native son of Florida and holds a bachelor's degree in communications from Florida State University. 

About the company: 

SalesLoft is the simplest way to convert prospects into qualified appointments. Build a cadence of phone calls and sales emails for your team to follow consistently. Automatically track and log sales emails and dials into Salesforce, saving time for Sales Development Reps to have more conversations with our integrated sales dialer.


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This episode is generously sponsored byThe Vanella Group
The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visitBuildPipeline.comor call 888-335-0340

and by Validar
Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. From capturing leads at tradeshows to managing onsite registration, tracking session attendance, gathering feedback, and providing sponsors lead retrieval we have a full suite of solutions for you. Since 2005 Validar has been turning Corporate Events and Trade Shows into Better Business. Call 888 784 2929 or visit us atwww.validar.com




1
Dec

Why LeadsCon is THE Lead Generation Conference of 2016

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Known as the performance marketing conference, LeadsCon is for companies that rely on lead generation to drive their revenue.


In this program you will learn about LeadsCon New York and Las Vegas in 2016 in our interview with Warren Pickett and Cory Smith. LeadsCon 2016 is expected to have 1700-2000 attendees, 100 + speakers and 30 plus session. There will be a trade show floor which is focused on lead generation experts. If you are serious about lead generation, listen to Cory and Warren tell us about the 8 year history of LeadsCon and what to expect in 2016. The host this week is Susan Finch.

Our guests:

Warren Pickett - Content Director, LeadsCon

As the content director forLeadsCon events, Warren brings more than a decade of event programming experience and more than 20 years of experience in B2B print, online and digital media. He helps drive engagement in the performance marketing marketplace and brings together marketers, executives, agencies, technology & service providers, entrepreneurs, corporate communications experts and audience development team members to help foster B2B and B2C communities in real-time at face-to-face, in-person events.

Cory Smith - Show Director, LeadsCon

Cory joined Access Intelligence in 2013 to manage and grow the LeadsCon Community, the leading source of business information for the performance marketing and Lead Gen industry. Cory is a veteran of twenty-two years in business media having managed two Tradeshow Top 100 events and recognized for having managed two of the fastest 50 growing events in the industry. Prior to joining AI Cory was the Director of Events at Mining Media International, where he was responsible for launching new events and growing a portfolio of seven conferences and tradeshows in the mining and construction marketplace. Prior to his role at Mining Media International, he served as Vice President of Events for both Nielsen Business Media and F+W Media. In these roles, he managed several industry leading events: Kitchen/Bath Industry Show, Medtrade, and the HOW Design Conference. Cory is a graduate of the University of Georgia with a BBA in Risk Management/Insurance. ;http://www.leadscon.com/about-us


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This episode is generously sponsored byThe Vanella Group
The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visitBuildPipeline.comor call 888-335-0340

and by Validar
Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. From capturing leads at tradeshows to managing onsite registration, tracking session attendance, gathering feedback, and providing sponsors lead retrieval we have a full suite of solutions for you. Since 2005 Validar has been turning Corporate Events and Trade Shows into Better Business. Call 888 784 2929 or visit us atwww.validar.com
17
Nov

90 Days to Increase Sales 30% - Show Me!

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250-SLMARADIO-hollison-30in90.jpg

Increasing sales by 30% in 90 days is a bold statement and we asked Mike Hollison, CMO of InsideSales.com how it can be done.  Of course following up all leads increases sales, but InsideSales.com claims its self-learning engine drives predicative sales communications and engagement which combined with rep motivation results in dramatic sales increases. Prime questions: How does the Neuralytics® program work?  How soon can results REALLY be seen. What is the basis for the claim in increased sales?  What does it cost and what are the contractual expectations from clients?  The host is Jim Obermayer

This is a replay.

About Mick Hollison

Mick Hollison joined InsideSales.com in June 2013 with over 20 years of experience in technology marketing, product management and sales. Currently, Mick oversees all marketing efforts including public relations, content marketing, paid advertising and website conversion.

Previous to InsideSales.com, Mick spent 7 years at Citrix, a $2.6B company, recently serving as global vice president of marketing and strategy, leading integrated product marketing and strategy. He was responsible for integrated product messaging, solutions marketing, and marketing strategy and led the development of pricing, licensing and packaging across all Citrix product lines.

Prior to Citrix, Mick spent two years at Microsoft where he was responsible for the development and delivery of marketing messages targeting C-level executives. During his tenure, he led a worldwide network of nine executive briefing centers delivering over $4 billion in influence revenue per year, and produced customer events such as the Microsoft CEO Summit. Before joining Microsoft, he spent 13 years with IBM in a variety of executive product line roles. 

About Inside Sales

InsideSales.com offers the industry’s leading sales acceleration platform built on Neuralytics®, a predictive and prescriptive self-learning engine that drives revenue growth by delivering an optimized experience for both salesperson and buyer. The platform fuels sales rep performance and provides buyer personalization with breakthrough innovations in predictive sales communications, gamification and sales hiring. Customers: Over 2,000 • Employees: Over 700 • Locations: Worldwide headquarters in Provo, Utah, with European regional headquarters in Reading, UK; additional offices in San Mateo, California and Salt Lake City, Utah. In May 2015, the company announced its acquisition of C9 Inc., based in San Mateo, California, to extend its predictive capabilities from sales prospecting to sales forecasting for opportunities and accounts. And earlier in the year, the company hired top executive talent including Chief Customer Officer and President of Worldwide Sales Jim Steele and expanded its company footprint beyond U.S. borders into Europe. www.insidesales.com

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This episode is generously sponsored byThe Vanella Group
The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visitBuildPipeline.comor call 888-335-0340
and by Validar
Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. From capturing leads at tradeshows to managing onsite registration, tracking session attendance, gathering feedback, and providing sponsors lead retrieval we have a full suite of solutions for you. Since 2005 Validar has been turning Corporate Events and Trade Shows into Better Business. Call 888 784 2929 or visit us atwww.validar.com
9
Nov

Why Only 13% of Marketing Automation Programs are Successful

Watch Now:

It's one thing to buy a marketing automation tool and install it. Its quite another thing to use it every day to manage and nurture, your most precious asset: sales leads. And yet some would say that this leading edge technology could be aptly named bleeding edge because of the effort it extracts from the users to make it work. In the interview with Justin Gray, CEO of LeadMD we discuss how to avoid being part of the 87% of marketing automation users who fail. The host this week is Susan Finch

Justin Gray , CEO & Chief Marketing Evangelist

You might know Justin from the incredible amounts of quality best practices content LeadMD churns out on a monthly basis. You might say he drank the content marketing Kool-aid. You might also say he spiked it with Everclear and slept behind a Walgreens last night. Justin founded LeadMD with the vision of being a little different, the dream of igniting a fire around marketing, fueled by "doing". The result is a true Marketing-as-a-Service offering, which has become the benchmark of excellence and a Preferred Service Partner for both Marketo and Salesforce.com. Mr.Gray has emerged as a strong voice for demand generation, value-based marketing and conversational best practices. As a recognized speaker,Justin has been published over 250 times in industry publications. Meanwhile, his Blog, The Marketing Evangelist is one of the top marketing blogs in the marketing automation the space.

Company Twitter:@myleadmd

Personal Twitter:@jgraymatter

LinkedIn:http://www.linkedin.com/in/leadmd

About LeadMD

LeadMD is a full-service marketing and sales consulting firm specializing in conversational marketing and revenue performance management. With deep expertise in Marketo,Salesforce.com and respective integration, LeadMD helps businesses make sense out of marketing automation and increase revenue by developing, streamlining, and maximizing any lead generation program. For more information, visithttp://www.leadmd.com http://navigate.leadmd.com


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This episode is generously sponsored byThe Vanella Group
The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visitBuildPipeline.comor call 888-335-0340

and by Validar
Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. From capturing leads at tradeshows to managing onsite registration, tracking session attendance, gathering feedback, and providing sponsors lead retrieval we have a full suite of solutions for you. Since 2005 Validar has been turning Corporate Events and Trade Shows into Better Business. Call 888 784 2929 or visit us atwww.validar.com
4
Nov

What KPI’s do Sales Managers need to Track?

Watch Now:

Key Performance Indicators aren't new, but for many sales managers KPI's aren't defined, tracked or used as pointers to help them manage salespeople. Maybe it is the lack of easy to use tools to track KPIs.  Maybe it is the sales manager's inability to understand how they can use KPIs to look at the past and predict the future;  regardless, the excuses aren't valid anymore. In this interview with Pipeliner CEO Nikoluas Kimla and John Golden, Chief Strategy officer for Pipeliner, they discuss the five KPIs that every sales manager should use to understand how to coach their teams to extraordinary success. The host is SLMA's Jim Obermayer.

About Nikolaus Kimla

Nikolaus is a true entrepreneur: over the last 40 years he has created six businesses, three of which are still going strong today. His experience in the software industry goes back over 20 years to his founding of uptime ITechnology. Through his work at uptime he learned software development from the ground up and, as noted above, the company has been a resounding success.

Following the project of World Check (World Check was acquired by Thomson Reuters 2011), which uptime has completed developed and overseen the IT for more than 10 years and still working today on it, Nikolaus' attention turned to sales—for he felt that salespeople were seriously undervalued and unsupported in today's business world.

Thus began the 8-year journey that ultimately resulted in Pipeliner CRM—a unique solution that actually empowers salespeople to sell instead of burdening them with cumbersome administrative duties as traditional CRM solutions have.

"Technology is nothing. What's important is that you have a faith in people, that they're basically good and smart, and if you give them tools, they'll do wonderful things with them."

About John Golden

John Golden, Chief Strategy Officer (CSO) with Pipeliner is the best selling author of two books "Social Upheaval: How to Win @ Social Selling" & "Winning the Battle for Sales". An acknowledged thought leader and speaker on sales and business strategy, he is the former CEO of Huthwaite(SPIN Selling) and Omega Performance, both global consulting companies and Focused Revenue Results, a management consultancy group.

Role at Pipeliner

Provides strategic direction to Pipeliner sales to increase market penetration through effective direct and channel sales strategies while ensuring that the organization is aligned with its target buyers, and that the platform continues to deliver optimum value to sales people, sales managers and business executives.


------------------
This episode is generously sponsored by The Vanella Group
The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visit BuildPipeline.com or call 888-335-0340

and by Validar
Whether you’re producing a seminar series, user’s conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution.  From capturing leads at tradeshows to managing onsite registration, tracking session attendance, gathering feedback, and providing sponsors lead retrieval we have a full suite of solutions for you.  Since 2005 Validar has been turning Corporate Events and Trade Shows into Better Business. Call 888 784 2929 or visit us at www.validar.com 
29
Oct

How to Stop Jerks from Ruining Your Company!

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We've worked with them and for them: the jerks. Those that are bullies, rude, bad-mannered, impolite, they disrupt meetings, are late to meetings, they are know-it-all people that are toxic to the organization. The guest this week, Christine Crandell of New Business Strategies says it doesn't have to be this way. Department managers and HR Departments can work to avoid the jerks and hire those that are team members. It may be testing, it may be a list of character traits that the company publishes and holds everyone accountable to. Yes, you can warn people about being a jerk and fire someone for being a jerk; learn how. Christine insists it can be done. The host this week is Jim Obermayer

About Christine Crandell – President

Christine Crandell is a 25-year B2B expert in market strategy, and building successful, profitable organizations. Her work with CEOs and Boards is focused on helping them understand how to optimize their strategy and align their organizations to accelerate revenue. As President of New Business Strategies, she leads the international strategy consulting firm and has advised more than 100 CEOs and Board of Directors in North America, Europe and Australia in areas including M&A, market category creation, company strategy, and go-to-market planning. She advises CEOs and Boards on how to align messaging, structure and culture with the customer to dramatically improve company performance.
Christine holds Board of Advisory roles with several early stage companies. She also lectures at San Francisco State, University of San Francisco and Golden Gate University where she was the recipient of the 2005 Ageno School of Business, Stanley Price Adjunct Professor Award. Christinerude, was named as one the "Top 50 Influential People in Sales and Marketing in 2012", "Top 15 Leaders in Social Selling", "Top 20 Women to Watch in 2012" by the Sales Lead Management Association ("SLMA"), and as one of Silicon Valley's Most Influential Women for 2010 by the Silicon Valley/San Jose Business Journal.
An accomplished writer and public speaker, Christine has been published in BusinessWeek, CMO.com, and is a blogger for Forbes.com, CMSwire, and HuffingtonPost. She holds an MBA from Florida Atlantic University and DBA (abd) from Golden Gate University.
Follow her personal blog at www.christinecrandell.com and on Twitter @chriscrandell. She can be reached at christine.crandell [at] newbizs.com

About New Business Strategies

New Business Strategies is a customer engagement and strategy consulting firm focused on helping B2B and B2B2C companies to become customer-led organizations. Our clients see measurable improvement in their customer retention rates and achieve more predictable revenue by understanding and operationalizing the expectations of their target markets. Becoming a customer-led organization doesn't require black magic, complicated methodologies or huge teams of consultants, it comes down to aligning processes, culture, and technology to outward to what drives value in the eyes of the customer.

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This episode is generously sponsored by The Vanella Group
The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visitBuildPipeline.com or call 888-335-0340

and byValidar
Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution.  From capturing leads at tradeshows to managing onsite registration, tracking session attendance, gathering feedback, and providing sponsors lead retrieval we have a full suite of solutions for you.  Since 2005 Validar has been turning Corporate Events and Trade Shows into Better Business. Call 888 784 2929 or visit us at www.validar.com 
19
Oct

Marketing Management must Change or be Fired Says Author Carlos Hidalgo!

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The author of Driving Demand by Carlos Hidalgo discusses with the host Jim Obermayer why B2B lead generation and marketing in general has changed so dramatically. Carlos just doesn’t talk about the issues; he discusses how the transformation of the buyer is creating an upheaval in sales and marketing in departments. This interview discusses why CMO’s are under pressure to perform, why so many people in marketing are in different silos with so little connection to their salespeople. Frank talk from Carlos can make the most stoic marketing manager think about change as a necessary tactic for survival.
 

About Carlos Hidalgo  Chief Executive Officer and Principal

Twitter: @cahidalgo
Carlos is an innovative thought-leader with over 20 years’ experience as a B2B marketing practitioner and industry visionary. Carlos is widely recognized for his expertise in strategic integrated marketing, Demand Process, Demand Transformation℠ and marketing automation. As CEO and Principal of ANNUITAS, Carlos drives strategy and leads core practice teams to Transform Demand℠ for enterprise clients globally. Carlos has been named one of the 50 Most Influential People in Sales Lead Management for the last five years and was named as a Who’s Who in BtoB Marketing in 2011 and 2012. Prior to ANNUITAS Carlos was responsible for global SMB marketing at BMC Software and held a similar role at McAfee. Carlos received his bachelor’s degree in business communications from Cedarville University in Ohio.

About  ANNUITAS:

ANNUITAS is a demand generation and change management firm that helps B2B marketing and sales leaders at enterprise organizations build and execute demand generation that is more buyer-centric, revenue-optimized and operationally-minded. ANNUITAS delivers this via its Demand Process℠ methodology. ANNUITAS works with clients to determine their demand strategy and process, drives execution and then helps clients achieve self-sustainability and longer-term optimization.

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This episode is generously sponsored by The Vanella Group
The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visit BuildPipeline.com or call 888-335-0340

and by Validar
Whether you’re producing a seminar series, user’s conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution.  From capturing leads at tradeshows to managing onsite registration, tracking session attendance, gathering feedback, and providing sponsors lead retrieval we have a full suite of solutions for you.  Since 2005 Validar has been turning Corporate Events and Trade Shows into Better Business. Call 888 784 2929 or visit us at www.validar.com 
 
13
Oct

Recruiting & Retention: Why would they come and stay?

Watch Now:

Host, Susan Finch and her Guest, Jaysen Greenleaf, VP of Business Development at RIO Genesis Software discussed both sides of recruiting great talent for your team and retaining them. They also dispelled myths about millennials, including thinking they are job hoppers.


The first half of the show was about preparing for growth, where to find the talent and the value that younger team members can bring, especially fresh from college or another industry. They are a clean, tech-savvy, educated slate with strong entrepreneurial spirit.

The second half of the show talked about ways to KEEP them after you get them to your company. This includes the importance of weekly meetings, breaks from the office to change the scene and allow those in other departments to get to know each other. It's an enjoyable show.

About our guest:
Jaysen Greenleaf joined RIO Genesis from Phoenix Asset Management, where he had worked for seven years. After starting his career at Phoenix as an asset manager, Mr. Greenleaf was steadily promoted throughout his time with the company. After two successful years as an asset manager, Jaysen was promoted to a client team lead position and managed multiple clients for Phoenix. Four and a half years ago, he was promoted to Director of Client Relations and Business Development, where he managed new client development while also managing existing client partnerships.

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This episode is generously sponsored by The Vanella Group
The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visit BuildPipeline.com or call 888-335-0340

and by Validar
Whether you’re producing a seminar series, user’s conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution.  From capturing leads at tradeshows to managing onsite registration, tracking session attendance, gathering feedback, and providing sponsors lead retrieval we have a full suite of solutions for you.  Since 2005 Validar has been turning Corporate Events and Trade Shows into Better Business. Call 888 784 2929 or visit us at www.validar.com 
12
Oct

SLMA Week: Why is there so much lip service and so little action in Marketing ROI Reporting?

00:0000:00
Is there really a marketing ROI?  Ruth P. Steven's tells the truth!" This is a replay of a show that is evergreen. The problem still exists.How do you weigh in on it?

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.

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This episode is generously sponsored by The Vanella Group
The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visit BuildPipeline.com or call 888-335-0340

and by Validar
Whether you’re producing a seminar series, user’s conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution.  From capturing leads at tradeshows to managing onsite registration, tracking session attendance, gathering feedback, and providing sponsors lead retrieval we have a full suite of solutions for you.  Since 2005 Validar has been turning Corporate Events and Trade Shows into Better Business. Call 888 784 2929 or visit us at www.validar.com