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Sales Lead Management Association Radio


Sales Managers Suck at Taking Responsibility

In This 25 minute discussion, Jim Obermayer gets Velocify CEO Nick Hedges opinion as to why sales lead follow-up is so dismal, and why sales manager’s appear to not take responsibility in making it happen. 

Jim says, "The premise is that millions of dollars are spend on lead generation and 75-90% of all inquiries are not followed-up. This means 75-90% of the marketing dollars are wasted and there are huge opportunity loses when sales fails to talk to potential buyers

We have traditionally blamed salespeople, but to follow-up or not is a strategic decision and part of every manager’s responsibility when his/her people fail in this most basic skill."

1:08 Whose responsibility is it. We have to start holding sales managers responsible for not performing.

1:30 Sales Managers haven't had the tools to figure out who's doing what and when.

1:52 Focused on win rate

2:13 Focus on qualification rate in the first place from marketing qualified lead to sales qualified lead. It's been really neglected and ready for change.

2:57 Is it more tool oriented? Jim wants to know.

3:15 Sales doesn't use the tools.

3;27 Velocify the tool: Sales acceleration software. Helps inside sales teams - makes them more effective at taking a lead that is marketing qualified and turning it into a sales qualified lead.

4:03 Distributing leads to sales team based on historical sales performance.

4:20 Guided workflow

5:42 Velocify includes the pieces left as optional in most CRM tools. This is not a CRM tool.

6:00 The problem is, more people going into inside sales teams because of lead marketing leads explosion. This leads to poorly trained team.

7:00 Sales 2.0, Jim said the speakers said the only sales forces growing in following year will be inside sales teams. Nick Hedges agrees.

7:45 Bring field teams inside - that may be the answer.

8:45 Nick's advice to sales managers, "Have to move to something over time. If you start off with highly prescriptive, it tends to get rejected by the sales people. Kind of tie things up over time. 

9:40 Reporting and visibility systems about people's relative performances is a really good way to drive the right behaviors.

10:10 Best clue is boards on the wall showing the top performers. That's how you know they some some good systems in place.

10:51 Everything should go over to sales, according to Nick Hedges.

11:25 Marketing automation systems are good for drip emails and content until the lead qualifies as a sales qualified lead.

12:15 Most transformational thing about marketing automation is that it created a catalyst for sales leaders and marketing leaders to agree on what is a viable qualified marketing lead. If that doesn't happen, you're back in that cycle of rejecting leads and having leads rejected.

12:55 Qualified lead is clear for Velocify: based on bad framework, size of prospect, clear intention to purchase our software. There is no such thing as a standard definition. Make your marketing qualified lead definition as less-exacting as you possibly can. 

13:20 There is no substitute for human conversation.

14:00 Jim told a story about a company who was in deep trouble closing deals and meeting quota: "Criteria was so tight that they were not making quota, but 2500 leads were stuck in lead qualification portion of the system." Had to kick it loose.

15:25 Nick Hedges does not stand by BANT framework. He feels you'll lose too many potential sales qualified sales leads staying strict to BANT.

On Velocify's Ideal Customer:

16:50 B2C customers include banks, mortgage companies, insurance companies, higher education. They tend to orient toward medium and large size companies.

17:30 B2B is fastest growing in their portfolio, tends to be pretty vertically agnostic. Medium and large size companies with a common characteristic: they are trying to scale their sales efforts at a very fast pace.

About Nick Hedges: 
Nick Hedges is president and CEO at Velocify and a 15 year veteran of the Internet and software as a service (SaaS) industry. Nick joined Velocify in 2008 as SVP of business development and then held various roles at the company, including head of sales and chief revenue officer, prior to becoming CEO in 2011. 
Prior to Velocify, Nick was a case team leader at Bain and Company, where he led strategic assessments in the technology, consumer products, media, and private equity industries. Prior to Bain, he was the CEO of an online marketplace for the global soft commodity industry that provided trading and logistics services to companies across Africa, Asia and Europe. The company was one of the few early dot-coms to generate healthy revenue and was a forerunner of SaaS technology. Earlier in his career, Nick worked at Andersen Consulting (now Accenture) on Internet and process-reengineering projects and at Ogilvy and Mather Advertising as an account manager for big brands, such as Kodak and Ford Motor Company.

How to fix your database to boost email success by 40%

10 steps to optimize your b2b email marketing database

Host Jim Obermayer interviews Frank Jamieson, president of Applied DM Research.  Databases have always been important, but in this interview, Frank discusses the ten steps that marketers can use to optimize their email marketing databases.   Remember, the database is 40-60% of an email blasts success.  Optimize your database and watch the return climb 40-60%.


About Frank Jamieson


Frank Jamieson is President of Applied DM Research and with 15 years’ experience he has built target rich marketing databases.  Applied DM Research has provided  target marketing services to: Apple, Equinix, Solarcity, Sunpower, Box, Michelin, Cisco Systems,,  Shell Oil, DocuSign, In-N-Out Burgers DMA/Direct Marketing Association Board Member


About Applied DM Research


Applied DM Research offers a fully integrated suite of marketing database solutions for b2b and b2c marketers that includes customer profiling, market segmentation, prospect database development, data appending, database cleansing and sales funnel analytics. We also offer project management services for specialized direct marketing and digital marketing campaigns.

Specialties: Customer Profiling, Prospect Database Research, Market Segmentation, Data Appending Database cleansing, Sales Funnel Analytics, Media Targeting Profiles, Email Appending, Telephone Appending, Computer Mapping, Direct Marketing, Lead Generation, Database Marketing, Digital Marketing, Demand Generation




How to ID Your Best Prospects out of the Primordial Slop

Host Jim Obermayer discusses with Tony Tissot, director of Marketing at eTrigue,  how to extract the most qualified prospects from the masses of inquiries that most companies create.  When salespeople are surveyed they always say, “ I want more leads.”    Three months later they say, ”You misunderstood me, I want more qualified leads.”  Tony is going to share how this is done. 


About Tony Tissot

Tony Tissot has been an advocate of marketing automation capabilities since before the term was coined, while running marketing and corpcom for a $2B division of a Global 50 company and later, two successful technology start-ups.  Tony Tissot is currently Sr. Director of Marketing at eTrigue, a pioneer in marketing automation. twitter @tonytissot

About eTrigue

eTrigue provides easy-to-use Marketing Automation solutions to help you identify hot leads and close more sales. eTrigue DemandCenter marketing automation creates, executes and tracks powerful multi-channel demand generation campaigns, email marketing campaigns, and online activities with real-time lead alerts, automated lead scoring and reporting, and search-based profiling without requiring dedicated staff or IT integration.
  • Target and nurture your best prospects easier
  • Align Sales and Marketing to drive revenue faster
  • Improve ROI and accountability with measurable results
 eTrigue helps generate and qualify sales leads, shorten sales cycles, and increase revenue. In addition, eTrigue’s advanced analytics give marketers the tools they need to measure results and demonstrate true ROI.
Software-as-a-service, eTrigue DemandCenter Intelligent Demand Generation solutions combine sophistication with ease of use. No dedicated resources are required to run eTrigue marketing automation or to make changes to achieve a better fit with your marketing and sales process. And because we understand the inherent value of volume in sales, our flat-fee pricing allows for an unlimited number of company users with unlimited campaign frequency and customer activity—promoting, not penalizing, your company’s growth and success.
Successfully enabling customer demand generation programs for 25 years, eTrigue was initially developed by one of Silicon Valley’s leading marketing and demand generation agencies. Inspired by the difficulty of running demand generation programs for startups and for multinational clients within the constraints and limitations of cumbersome, or feature-light applications, the eTrigue marketing automation and sales acceleration solutions were developed to fill a need for a better demand generation solution.
The eTrigue DemandCenter automated marketing solution has been such a success that demand outgrew the high-tech agency. With years of development completed, over 3,000 successful demand generation programs launched, and a strong customer base growing more than 100% per year, eTrigue Corporation was officially launched.
When it’s time for your sales to take flight, contact eTrigue Corporation at 800.858.8500.

Best Hire you’ll make this year: Predictive Sales

SLMA Radio host Jim Obermayer chats Justin Shriber, VP of Products of C9, the predicative analytics company.  It really comes down to a twist to that well-known saying “What you don’t know can hurt you.” 

Companies sit on piles of information and then can’t seem to forecast sales results in a reliable manner. In this interview Justin shares what can be done about forecasting failure and how to optimized revenue across the value chain.   The end result is, the information you already have can generate revenue as surely as another person, if you know how to use it.

About Justin Shriber

Justin Shriber is the Vice President of Products at C9 where he is responsible for Product Management, Product Marketing and Strategy.  For the past two decades, Justin has focused on helping companies accelerate growth and profitability by building and executing strategies that align marketing, sales and service with the needs of the customer. At Oracle he headed Oracle’s CRM On Demand organization and at Siebel, he was one of the early pioneers of the cloud, leading product teams responsible for delivering the first generation of SaaS applications. Prior to the work that he did and Siebel and Oracle, Justin was a management consultant at McKinsey & Company.
He holds an MBA from the Harvard Business School and a Bachelor of Arts degree in English and Economics from the University of California Los Angeles.
C9: The Revenue Performance Company

C9, the Revenue Performance company, helps organizations analyze and optimize revenue across marketing, sales, service and support. Only C9 Applications and Active Data enable companies to increase revenue by improving visibility and predictability, generating more accurate forecasts, and identifying revenue risk.

Going Beyond BI and CRM

Only C9 provides Active Data Services and Analytic Applications that optimize Revenue Performance across the entire Revenue Supply Chain. Going far beyond the limits of CRM systems and BI platforms, C9 products deliver high-value, insights—in the form of alerts, reports, dashboards, and pipeline and forecasting solutions—to business users at their moment of value, anytime and anywhere. These insights empower users to focus on key deals, identify risk, manage teams more effectively, increase forecast accuracy and grow revenues.

Driving Revenues for Industry Leaders

C9 helps grow revenues for industry leaders including Avaya, BMC Software, CA Technologies, EMC2, LinkedIn, Pandora, Progress Software, Siemens, Splunk and Stanley Black & Decker.

C9 Headquarters
177 Bovet Road #520
San Mateo, CA 94402
Headquarters: +1.650.561.7855

The Collaborative sales era dictates that salespeople change or change jobs.

Host Jim Obermayer interviews Keith M. Eades, CEO of Sales Performance International (SPI)  and Timothy T. Sullivan, Director of Business Development for SPI authors of new book (March 3, 2014) The Collaborative Sale.   We have heard that buyer behavior has changed, and with it, we are hammered that sales people must also change or fail.  In this short interview we discuss the major changes which are influencing buyer behavior and with that the change that is dictating a modification in sales attitudes and approaches to the sales process.   

Keith is Founder and Chief Executive Officer of Sales Performance International (SPI), one of the largest sales improvement firms in the world. Headquartered in Charlotte, North Carolina, SPI is currently doing business in more than 50 countries.

Keith speaks regularly at industry, customer and partner events, and he is considered one of the most knowledgeable authorities on transforming companies into world-class organizations. The Collaborative Sale is Keith’s fourth book. 

In 2001, Clemson University recognized Keith with the Alumni Fellow Award for his outstanding career accomplishments. He is an inaugural member of the Shapiro Center Entrepreneurial Round Table and serves on the Executive Advisory Board for the College of Business and Behavioral Sciences at Clemson.

Tim is Director of Business Development at Sales Performance International, where he works with clients to identify and develop solutions for sales performance issues. In this capacity, Tim has the opportunity to observe and collect best practices from many of the world’s top-performing sales professionals.

The Collaborative Sale is Tim’s second coauthored book with Keith Eades, the first being The Solution Selling Fieldbook (McGraw Hill, 2005); he was also a contributor to The Solution-Centric Organization (McGraw Hill, 2006). He contributes regularly to the Solution Selling Blog, found at Tim is also a frequent speaker at industry conferences on advanced sales and marketing topics. He holds a business degree from the University of Notre Dame.

About SPI
Sales Performance International (SPI) is a global sales performance improvement firm dedicated to helping the world's leading corporations elevate their sales relationships and drive measurable, sustainable revenue growth and operational sales performance improvement.

Founded in 1988, SPI has been the leader in helping global companies successfully transition from selling products to marketing and selling high-value solutions. With extensive sales performance expertise, deep industry knowledge, global resources and a proven track record, SPI collaborates with clients to deliver strategic, operational and tactical solutions.
SPI has assisted more than 1,000,000 sales and management professionals in more than 50 countries and 14 languages to achieve higher levels of performance.

What does it take for Sales Training to actually work?

Host Jim Obermayer interviews Alyson Brandt, president of Fusion Learning. They discuss,why company presidents turn to sales training when sales lag and why this often fails. Obermayer, a sales consultant for 18 years, discuss what it takes to get a return investment for sales training, how long it takes and how to measure progress. 

About Alyson Brandt

The best part of my job is working with people – coaching and building strong internal teams and working with clients to develop their teams to get business results.” As President of Fusion Learning USA, Aly is responsible for growing the US business through strategy development and implementation, revenue and profit generation, developing strong, customer focused teams, and ensuring high impact solutions are deployed with our customers. 

“I believe highly engaged employees lead to long term client relationships which in turn drives profitable growth. So my focus is on investing in our teams and client relationships, to bring insight and value and grow our business.” 

What delights and inspires you about your work? 

“For over 25 years, Aly has advised Global 1000 executives and senior leaders on best practices in global sales force development, sales leadership and management and leadership initiatives. “There is nothing better than hearing a client say, our work made a big difference and here is how. It’s inspiring to help people build their competence and confidence – we help develop business and life skills.” 

What are some organizations you have worked with recently? 

Aly has worked with Fortune 500 companies across numerous industries – from financial services to hospitality. Some of her key client relationships have included Deloitte, Covidien, Unilever, Starwood, JPMorgan Chase, Chubb, American Express, and Canon to name a few. 

What is your perspective on sales development? 

“The best sales performers are curious, strong listeners, connectors of ideas, bring insight and passion for their solutions and customers and know how to get things done to drive results. Sales Leaders play a critical role in optimizing sales performance.

To quote Ron Heifetz, “leaders must be both on the balcony and dance floor” to be effective. Too often, sales organizations under invest in their leaders to ensure they have both strategic and operational capabilities.”

About Fusion Learning

Fusion Learning Inc. is one of North America’s fastest growing sales effectiveness firms. We are in the business of:
  • Aligning individual and team sales efforts with overall strategy
  • Enabling leaders to instill more discipline and accountability in customer-facing professionals
  • Developing sales and service skills and techniques that produce results. 
We have received numerous awards and recognition, most notably being named one of the Top 20 Training Companies in North America for the past 3 years by Selling Power magazine. In addition we have been named one of Canada’s Top Small and Medium Employers for 2014. 

Fusion Learning Inc. is a privately held global company founded in 2000. We provide the expertise of over 55 professionals – facilitators, consultants, designers, writers, project leaders, graphic designers and administrative support – who together develop and deliver solutions to drive and optimize sales performance. Fusion Learning has delivered learning solutions in over 14 counties and in 7 languages since our inception. Our reach extends to a broad range of industries including Financial Services, Insurance, Media, Pharmaceutical, Healthcare, Professional Services, Consumer Packaged Goods, Telecommunications and Technology.

Queue-Based Vs. List Based Selling

Host Jim Obermayer interviews Genie Parker of Vanilla Soft and David Kreiger of Sales Roads discuss Queue Based Selling and its promises of increased sales productivity.  Inside sales positions have grown several hundred percent a year in the past few years (says Selling Power), but is  there anything new to manage them and their results.  Parker and Kreiger insist that their method of Queue based selling is different, more productive and the users like it better.  We'll see. 

About Genie ParkerGenie brings more than 30 years of experience in sales and marketing with an emphasis on doing business on the phone. Genie comes with a broad experience reaching into hundreds of industries including technology, manufacturing, non-profits, financial services, and business services.Prior to joining VanillaSoft, Genie Parker co-founded Murray and Associates, a remarkably successful boutique outbound call center. Genie's company consistently delivered sales, qualified leads, appointments, marketing and fund-raising services to businesses from The Fortune 500 to small businesses across the United States for 15 years.PMA gained a reputation in the industry with companies looking to carry out highly productive calling campaigns while ensuring a quality customer experience. Her knowledge of technology and the entire phone sales process gives her the ability to bring the two together to give VanillaSoft customers the tools they want and need.Genie has worked at such companies as L'Oréal, Monet, and 1928 Jewelry and holds a B.S. degree in Marketing from The University of Southern Mississippi.

About VanillaSoft

The Power of Simplicity  VanillaSoft is the industry's leading software for Sales by Phone. Our intuitive and easy-to-use inside sales software takes the best of CRM, Lead Management and Telemarketing applications to create the most productive phone sales environment available today. >VanillaSoft's core philosophy and development process is centered around one concept: The Power of Simplicity.  It is through this principle that VanillaSoft offers this platform that allows our customers to see increased productivity, higher contact rates, and sales accountability tools like no other.

About David Kreiger

David Kreiger is the Founder and President of SalesRoads, a business-to-business appointment setting, lead generation and sales outsourcing company. He was recently named as one of The Most Influential Leaders in Sales & Lead Management by the SLMA. 

David started SalesRoads while attending The Wharton School and received numerous awards for the company while still getting his MBA.  He began his career at, a business-to-business online auction site. David was responsible for creating, managing and growing the inside sales and customer service departments.   David has held sales, marketing and training positions at several Fortune 500 companies such as Heinz, Deloitte & Touche and PepsiCo.   Prior to going back to business school, David worked in sales and marketing at The Beanstalk Group where he managed the trademark licensing programs for companies such as Ford Motor Company. 

David has been featured in Fortune Magazine, The Christian Science Monitor and CNN/Money Magazine. David holds a BA from the University of Pennsylvania and an MBA from The Wharton School.

About SalesRoads

SalesRoads is the nation's leading B2B Appointment Setting, Lead Generation and Sales Outsourcing provider for start-up, midmarket and enterprise level organizations. Because of our unique approach to demand generation, we understand the intricacies of implementing successful programs for our clients. Since we are on the front lines of communication, we recognize the importance of a quality first impression – this is why our US-based telesales executives are the most experienced in the industry, with an average of 14 years of telesales experience. This skill level provides our clients with the most proficient, distinguished and professional agents in the industry.


Sales Trends in 2014

Host Jim Obermayer interviews Larissa Gschwandtner, VP of Sales & Marketing at Selling Power as we discuss the sales trends in 2014. We want her opinion on: 

  • Are outside sales positions obsolete?
  • Are all sales positions in B2B really “inside sales” as purchasing patterns change?
  • Does lead generation drive corporate growth as it did in the past? 
  • Are there too many choices in CRM and Marketing automation systems? 
  • Is the salesperson just robot reciting facts to a highly educated buyer? 
  • Are sales training courses the last refuge of sales managers that don’t know what else to do? 

About Larissa Gschwandtner, Vice President, Selling Power 

Selling Power is the largest media organization providing insight, best practices, and practical advice for today’s sales leaders. As Vice President, Sales & Marketing at Selling Power, Larissa oversees the creation and delivery of thought-leadership topics and relevant trends frequently covered in Selling Power magazine, on and at industry events including the Sales Leadership Conference and Sales 2.0 Conference series. Larissa has consulted with industry-leading solution providers including Adobe, Microsoft, Oracle, SAP, dozens of sales 2.0 providers, thought-leaders and sales methodology practitioners to improve the understanding of services available to help sales leaders achieve improved sales and increased customer retention. 

About Selling Power

In addition to Selling Power magazine, the leading periodical for sales managers and sales VPs since 1981, Selling Power Inc. produces the Sales Management Digest and Daily Boost of Positivity newsletters, as well as a five-minute video series featuring interviews with top executives. Selling Power is a regular media sponsor of the Sales 2.0 Conference.

8 Mins: Gerhard Gschwandtner, Founder of Selling Power about the state of selling today.

While attending Sales 2.0, Jim Obermayer of the SLMA took a few minutes to discuss Sales 2.0 with Selling Power Founder Gerhard Gschwandtner about the conference and the state of the sales profession from his perspective. Gerhard is a thoughtful expert on selling and there are few people he doesn’t know in the selling profession, and even less he doesn’t know about selling. 


About Gerhard Gschwandtner 

His personal mantra is "excellence is a question of expanding awareness". When all is said and done, He is a sales guy. He established my professional reputation as a sales guru by training over 10,000 salespeople in Europe and the US. He realized that salespeople and their managers need all the help they can get, that's why he started Selling Power magazine and turned it into the world's leading sales management magazine. Gerhard’s mission is to contribute to the success of sales leaders with, a sales intelligence platform that's visited by over 300,000 sales leaders every month. 
He also runs four Sales 2.0 conferences a year (in London, Boston and San Francisco) that attract over 2,000 sales and marketing leaders. His conferences are based on sharing ideas through unscripted conversations and continuous exploration of the core theme: improving people, enhancing processes and implementing advanced technology solutions to achieve operational efficiency and greater customer satisfaction. (
Over 100,000 sales executives watch my daily (5 min) video interviews with sales leaders online (free) on 
He collaborated on a documentary on the profession of selling that was aired on PBS stations across America. You can watch this video online: He is the author of 16 books on Selling, Sales Management and Sales Psychology and 2 books on photography. (


Helping sales leaders integrate culture, process and technology. Creating Video Sales Enablement platforms. Delivering keynote speeches that help salespeople achieve more than their managers ever thought possible. In my speeches I show salespeople how they can get far better results by changing their focus, their physiology and their self-limiting beliefs. Salespeople win more sales when they align self-enablement with sales enablement. 
Follow him on Twitter @gerhard20 

About sales 2.0 Conferences 

The Sales 2.0 Conference was held on May 5-6, 2014 in San Francisco. Attendees learned real-time capabilities – real-time marketing, analytics, social media, pricing, performance feedback, incentive programs, etc. – and how to close the real-time technology gap to achieve unprecedented success. 
If you attended this conference, you can access speaker presentations, white papers, and more in the Resource Library. 
To learn about upcoming conference dates and locations, email or visit Sales 2.0 Events.

How an internet radio program provides listeners for pennies

SLMA radio host Susan Finch interviews Jim Obermayer of SLMALive the internet radio network to discuss how B2B companies can create their own internet radio programming. Obermayer and Finch discuss how having your own program is easy and less labor and capital intensive than a webinar program. During this program Finch and Obermayer will cover how internet radio is a huge generator of multi-faceted content, and provides a thought leadership position for the program owners.

About Jim Obermayer

James Obermayer is the Founder and Executive Director of the 8000 member Sales Lead Management Association and a principal in Sales Leakage, Inc., an Orange County, CA., firm. He specializes in helping small to medium-size companies identify sales and marketing leakage issues that stifle sales growth and waste valuable marketing dollars. Recent assignments include interim sales management positions at software companies, medical device/services corporations, a steel door manufacturer, a major real estate developer, an audience response system provider and a financial services firm. Obermayer has been the moderator to create marketing and sales plans in a single day. He is an author/coauthor of four B2B books and has a weekly internet radio program.

About SLMALive

SLMALive: Ears, not Eyeballs. Just getting eyeballs on your site was the rage, yesterday. Today it's about getting people to listen to your message, for hundreds or even thousands of listening hours. Forget paying $10 a click for a 75% abandon rate and a minute or two on your site. Forget about $5K-$20K for webinar attendance of 100 people. Get your own internet radio listeners for $.50 cents to $2 per listener hour!

SLMALive is an online B2B radio network that gives companies the opportunity to produce their own shows and native commercials to increase their authority as experts. SLMALive shows are a content creation machine for the program hosts. They do this through customer interviews, panel discussions, rants and case study interviews.

After the live show program owners use the 30-minute SLMALive internet radio program to repurpose content for blogs, newsletters, white papers, testimonials, website content, YouTube, Google +, home page (player with program lists), email blasts, interviews, articles, webinars, transcripts, tweets, and text or voice snippets taken from the program recording. The programs owners can syndicate its program to other sites. This is hot.

Do you have something to talk about? Is your company THE expert on your topic or industry? Use SLMALive's internet radio network to cost effectively reach decision makers.

For information about having your own program on the SLMALive network. Call Ron Goodman T. 510.471.3874, C.510.708.1276.

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