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Sales Lead Management Association Radio

30
Mar

How does Pay for Performance work in Lead Generation?

Pay for performance is an interesting topic in lead generation.  Not every company has the guts for it, or the experience to pull it off.  In this interview with SalesStaff CEO David Balzen we get an understanding of the what it takes for a pay-for-performance model to be successful for both parties. Certainly many companies want someone to take all of the risk while they reap the benefits of new sales.  We’ll see how this works and the pitfalls for both parties.   The host this week is Jim Obermayer. 
 
About DAVID BALZEN
David Balzen is the founder and CEO of SalesStaff and is responsible for the company's strategic and operational leadership. 
As a demand generation executive and pioneer in lead generation for B2B industries, David helped lead the industry through the development of demand generation systems leveraging inbound and outbound lead generation strategies. His extensive understanding of the business development challenges facing B2B companies and their sales teams led to the development of SalesStaff. David has over 20 years’ experience as a chief executive, consultant and thought leader in demand generation. Recognitions include Winner of the Crystal Eagle Award by the University of Houston's Center for Entrepreneurship. Business accomplishments include being a 1999, 2000 and 2013 "Houston 100" Winner as one of the fastest growing Houston-Based companies. In 2012, David was selected as one of the Top 25 Most Influential Inside Sales Professionals by the American Association of Inside Sales Professionals. Inc. Magazine featured SalesStaff on the Inc. 500 list in 2013 as the 87th fastest growing company in America.

About SalesStaff
 
SalesStaff’s leadership team is deeply rooted in the Information Technology industry with more than 25 years’ experience of C-level leadership in information technology companies. They saw the need to support true sales “closers” with actionable opportunities through a consistent and sustainable flow of prospect meetings.
 
In response to that need in the marketplace, SalesStaff began offering demand generation services to the high-tech industry. Since then, SalesStaff has pioneered a number of leading innovations:
  • Integrated delivery model
  • Various technology platforms leading to vastly increased productivity
  • First hybrid demand generation offering
Having come from the IT consulting world, its founders created sound sales principals designed around complex-sale environments that support actionable sales opportunity development.
 
SalesStaff stands firm on our commitment to clients to do what we say we will and deliver quality sales appointments, leads, and sales intelligence.
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30
Mar

Marketing Technology Rollouts, How to Avoid Failure

Marketing Technology rollouts are increasing and with it the failure rate, according to Paul Salvaggio. In this 5 minute commentary, Paul guides you through the three things that can be done to ensure a better result from your technology installation. 


About Paul Salvaggio 
Paul Salvaggio is the VP of Operations for Backbone Media, a digital marketing agency based in Boston – Paul provides the tools, processes, services, and teams to best serve their B2B clients in the areas of data, technology and content. He leverages his nearly ten years of experience in the industry to help clients get their message out so they can focus on creating and fostering relationships. Contact: paul@backbonemedia.com
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23
Mar

Tips for Improving CRM Sales Outcomes with Ian Moyse

We know that just buying and installing a CRM system is not a guarantee of success. And we also hear that 50% of CRM installations fail to meet a satisfaction level (some studies say failure is much higher).  In our program this week we interview a well-known CRM Sales Executive, Ian Moyse as he discusses tips that can improve the chances for a successful CRM installation. Ian has been on our show several times (January 6, 2015 and Oct 21, 2014). 


About Ian Moyse
Ian Moyse is a well-known CRM expert.  In 2014 he was named in the top ten of the 50 Most Influential People in Sales Lead Management by the SLMA.  Located in the UK, he sits on the board of Eurocloud UK, & Governance Board of the Cloud Industry Forum (CIF). Ian has a number of awards and accolades to his name including 2012 & 2013 bring in the Top 25 of the worldwide SMB Nation 150 Channel Influencers list, 2012: First in the UK to pass the CompTIA Cloud Essentials specialty certification exam, 2011: Channelnomics Influencer of the year for Europe and TalkinCloud named Ian as one of the global top 200 cloud channel experts In 2013 Ian was listed as the 40th most connected person on LinkedIn Worldwide and 4th most connected in the UK, being the most connected Cloud Evangelist on LinkedIn globally.  He was recently named Sales Director of the Year by the Institute of Sales & Marketing (BESMA-Feb 2015) #BESMA 
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14
Mar

Stop sending newsletters, send an email instead.

Before you pull the trigger, make sure you have some basic drip pieces in place. It's not about sending NEWSLETTERS. No one needs more newsletters. Think about these as sharing tips and items of interest with your contacts based on their interest and needs, rather than looking at it as a way to quickly cram your wares down their inbox. Wouldn't it be great if the 2000 on your list each shared your helpful, well-written, concise email with 2 folks, and at least one of those also gave your their email because they love the offer you give them if they "subscribe?"

Link to the checklist gift from Ely, Susan & Yvi and ongoing guides and tips to help you get started before you spend too much time in the WRONG email marketing system for your company.

Guest Panelist:

Ely Delaney is the Co Founder, Dean and Lead Trainer at Your Marketing University, a marketing education company designed specifically to help teach motivated entrepreneurs and business professionals how to take control of their marketing, online and offline. Ely has been in the marketing and multimedia design world since 1996 and is dedicated to helping businesses achieve their marketing goals without the need for expensive advertising agencies.

Subscribe to the Geekspeak Guides on YouTube, iTunes and Stitcher.

Your Geekspeak Guides:
Susan Finch - Marketing, PR & Web Pro for DECADES!

Yvonne Heimann - Your "Can Do" Geek

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9
Mar

Contact Marketing: When you absolutely MUST get through to someone.


Stu Heinecke is the author of "How To Get A Meeting with Anyone" (BenBella Books, 2-2016) and host of this week's show. His book is a compilation of "Contact Marketing" techniques, as he calls them, designed to help sales reps break through to their toughest-to-reach, VIP prospects. In his book, and in this series of interviews, he asks top sales thought leaders, "When you absolutely must get through to someone of great importance, how do you do it?"

Linda Richardson is the author of "Changing the Sales Conversation" and Founder and Executive Chairwoman of Richardson, a global sales training business. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence for 2006 and in 2007 she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” 

Linda is credited with the movement to Consultative Selling, which is the cornerstone of Richardson’s methodology. Other innovations Linda has spearheaded in the sales training industry are: development of a comprehensive, integrated curriculum dedicated exclusively to sales, commitment to customization vs. generic training, and development of an interactive coaching-type training methodology. Her innovation in eLearning earned Richardson the Best Soft Skills Award from Elearning! magazine and Product of the Year for Richardson SkillGauge™ diagnostics from Customer Interaction Solutions magazine. 

Linda is the author of ten books on selling and sales management, including her most recent works, Perfect Selling, The Sales Success Handbook — 20 Lessons to Open and Close Sales Now, Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management courses at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. She is a frequent speaker at industry and client conferences. 

Linda began her career as an educator and educational psychologist and transitioned to the corporate world where she developed a passion for sales effectiveness. Prior to founding Richardson, Linda was a teacher, a manager at a global consulting firm, and an officer at a major financial institution. She has been published extensively in industry and training journals and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board magazine.

Linda currently serves on the Mayor’s Council for the Arts for the City of Philadelphia, is a Director of the Pennsylvania Academy of the Fine Arts, and a Director of the American Poetry Review. She served on the United States Small Business Administration President’s Council from 1991 to 1993.

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3
Mar

Digital Marketing Commentator: high energy comments from Paul Salvaggio

Everything is eventually digital today and Paul Salvaggio from Backbone Media is bringing us some of his digital musing, rants or raves about digital marketing. Bring seatbelts. If you have a comment during the show the call in number is: 949-330-7762  The host is Jim Obermayer



About Paul Salvaggio
 
Paul Salvaggio is the  VP of Operations for Backbone Media, a digital marketing agency based in Boston – Paul provides the tools, processes, services, and teams to best serve their B2B clients in the areas of data, technology and content. He leverages his nearly ten years of experience in the industry to help clients get their message out so they can focus on creating and fostering relationships. Contact: paul@backbonemedia.com

 
 
About Backbone Media
Our success — and the success of our work— is built on a foundation of 4 core values that inform every decision we make as a business. These are the principles and ideals that make us “tick,” and allow us to do the best work possible for our clients.
 
FLEXIBILITY
As a nimble company, we can handle a variety of different types of projects, while maintaining a high level of consistency and quality. By remaining flexible, we can offer both custom and out-of-the-box type solutions to fit the needs of our clients. This also affects how we’ve structured our business; we maintain a small, agile team of in-house design, development, and strategy experts, and surround them with an extended network of trusted, US-based writing and graphic design professionals.
 
PARTNERSHIP
We like to think of ourselves as a natural, collaborative extension of our clients’ internal marketing departments. We pride ourselves on being available any time our clients want to talk through an idea or question about their web strategy, and value the friendly rapport we’ve developed with all of our clients.
 
INSIGHT
Using a combination of best-practices knowledge and experience, Backbone is in a unique position to solve online marketing problems for our customers. Rather than simply take orders, we build relationships with clients that enable us to ‘push-back’ on certain ideas when we feel the client’s goals are at stake. Our work is based on strategic decision making, not blindly-followed trends.
 
PASSION
Throughout our holistic, full life-cycle approach to online marketing, Backbone employees exude a high-level of passion for their work. Each team member maintains specific focuses, while remaining completely dedicated to our clients, and excited about what we do.
 

www.backbonemedia.com   508 366 2100
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20
Feb

Data is not truth, but it’s being sold as the truth.

A gift from Linda to help you get started:


MYTH 4: Privacy is dead because we share and don't care:

79% of consumers care deeply about privacy.
But they have no way to know how they can control it.
Some of us are forced to be on Facebook to stay in touch with friends and family.
It's a compelling thing you have to do. You have ZERO control.

If you say no to the rules, you are OUT. So you either say, "no" and have no access, or you say, "yes" to participate and share. Even with your profile locked down, Facebook is still collecting your data even though you hide it from the rest of the world.


KNOW THIS: DATA IS NOT TRUTH, but it's being sold as the truth.

"You can predict what the average man will do with certainty, but you can't predict what the individual will do."
They share, but they also share stuff that has nothing to do with their real life. Perhaps it's research for a client, or something you were into for a moment after watching a movie, but then moved on. It's not accurate - it does not take into account our continuous evolution of interests.

Why should we care?

People share, but we have to be really respectful of that from a brand and reputation management view.
What we do with this trusted data can really destroy our relationships.
Consumers DO care, they feel they have no control over the data they share and then they rely on trusting that they are going to be smart by selective of whom they share information with. But how well do these selected companies protect what the consumer trusts them with?

All of our physical devices being connected to the internet - personal and moved to cloud. This is the central issue of our time as it relates to privacy and security. Know that the FTC is making this a high priority.

Myth 5: If it's in the cloud, I have a login and it's safe.

What is your doing at rest? What about in transit? Transit is typical, but confirm about it at rest.
When is it encrypted? The biggies are: Dropbox, Google Drive, and Box.
In the last 12-18 months, since the Snowden debacle, they are all encrypting their data at rest. It was already encrypted in transit.

Our government doesn't want us to encrypt our data. They want to be able to subpoena these records and have easy access to the data. They prefer not to decrypt. Really keep a brief eye on what is going on in Congress on this. If the laws come down that we cannot encrypt our data, it puts our customers at risk and our businesses at risk for breaches. We need a balance to this approach. We all need to participate in this conversation and give feedback to our elected officials. Lying back to await the outcome is unacceptable.

Cellphones have the same issue. Apple's new IOS is encrypted. The FBI is petitioning Congress to make this illegal.
If the government can hack it, so can our competitors, employees and other governments.
Make sure your 3rd party cloud vendors disclose to you what their security measures are.


About Linda Zimmer:  LinkedIn Google+ | Twitter

Today's world is a digital one. That means being effective online if you want great business outcomes. Connecting with customers and offering value builds business.She's clocked more than 20 years in creating and managing digital marketing strategies to engage with people and trigger action. And she's loved every second of my relationships and collaboration with corporate, nonprofit, and government organizations.

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16
Feb

You have to be willing to go from NO.

Tim Wackel covers some of the biggest errors salespeople commit… and where there are some big opportunities.

This lively discussion will cover:

  • The sales sins you must avoid
  • Top tips for finding new business today
  • What to do when prospects go silent

On email marketing - Subject lines:
Make sure your fun subject goes with the context of the message. You can have some fun.

You have to be willing to go from no. - Tim Wackel

Would you like me to go ahead and put together a proposal? TOO much opium. Instead try this approach:

I enjoyed our visit, but I sense that putting together a proposal is still a little premature, what are your thoughts?

Get them to BEG you to get to the next step. It's like a great first date.

Don't take the bait. Pride yourself on delayed gratification.

Tim is the founder and president of The Wackel Group, a training and consulting firm dedicated to helping organizations find, win and keep customers for life. He is a member of the American Society for Training and Development and holds a professional membership in the National Speakers Association. He earned his Electrical Engineering degree from the University of Nebraska and lives in Dallas where he and his wife raised their two children and are now enjoying their empty nest.

Tim Wackel is one of today’s most popular sales speakers because he makes information entertaining, memorable and easy to understand. He combines more than 25 years of successful sales leadership with specific client research to deliver high-impact programs that go beyond today’s best practices. Tim’s keynotes and workshops are insightful, engaging and focused on providing real world success strategies that audiences can (and will!) implement right away.
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9
Feb

Content and Lead Generation through RSS Feeds

The Geekspeak Guides, Susan Finch and Yvonne Heimann, are at it again giving you ideas of how to use your own site content, content from other sites and from venues such as Youtube, Pinterest and more to populate your site, your podcasting venues such as iTunes and Stitcher. These ideas will help create that fill in content for your social media posts to give you more time to REALLY engage with people in real conversations. This episode was recently featured on Blubrry as a valuable episode.

RSS (Rich Site Summary or Really Simple Syndication) is your simple pipeline of information. In a nutshell, it’s a properly formatted text file created dynamically by websites such as blogs and other content management systems. They don’t all create them, but most do. There are even tools you can use to create one on your own. THIS is the file you want so you can PUSH your content and reuse it, reshape it and share it better with MANY more venues including iTunes. You may use this superpower whether you are gathering content from your website, Pinterest, podcast or other online sites and services.

This video will give you several ideas and teach you how to find your RSS feed on your own site, and where you can use it.

Did you know that PINTEREST is actually a BLOG with CATEGORIES? That means that your entire Pinterest account and individual boards can all be treated as an RSS feed. 

Google offers a great FREE tool to generate a feed post, allow subscribers, manage subscribers and allow you to bring in content from other sites into your own, share your content with others with just a few lines of code and it is all DYNAMIC using RSS.

Having a feed address gives you something very specific to submit to Google on one specific topic. 

Podcasts use XML/RSS feeds, as well. It's a text file with useful fields for these various venues. For a podcast, it knows to look for the associated media file, episode art and excerpt. Depending on the podcasting service you use such as Blubrry, Podbean, Lipsyn, you'll be given different options before they send your fabulous content off to venues such as iTunes, Stitcher, SoundCloud and more.

This 20 minute show gives you some great ideas to use your content to generate more interest, more credibility, more leads and ultimately more sales. Trust us, we know this works.

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Find Geekspeak Guides on:

itunes:    http://bit.ly/gsgitunes
stitcher:  http://bit.ly/gsgstitcher
blubbrry: http://bit.ly/gsgblubrry


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4
Feb

Why did the BMA and ANA Merge?

In this interview with BMA Chairman Stephen Liguori and Executive Director Al Maag, SLMA Radio host Jim Obermayer asks why the oldest B2B association in the industry with an annual conference of 1,000 attendees , 16 chapters and 2500 member would be so enthusiastic about being acquired by the Association of National Advertisers? 


As it turns out there are very good reasons for the expansion of the ANA by buying a premier B2B organization. 

  • Many B2C companies have B2B interests
  • BMA has deep experience and knowledge of B2B 
  • There are opportunities for cross over membership 
  • Both have their own conferences and will remain so. 
  • The BMA has a strong chapter presence, and the ANA doesn’t…yet. 
  • Cross-over knowledge transfer is of great interest to both
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