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Sales Lead Management Association Radio


Why Your Sales People Are Losing Sales

Host Susan Finch interviews Patricia Fripp, the woman with boundless energy and bottomless wit to get to the heart of the lost sales issue.  It happens every year, salespeople are behind in quota, competitive sales that should come to you slip through your salesperson’s hands. The problem is that you very seldom know why. 

Excuse abound: 
  • pricing is too high
  • a product isn’t good enough
  • the marketplace sucks  
  • the weather was bad on the east coast 
  • hurricanes in the south tornadoes in the Midwest
  • and fires and earthquakes in the west. 

It’s all a bunch of hooey because salespeople can’t diagnose themselves and sales managers seldom visit the field enough to know what the real problem is. Until now. Patricia Fripp, the sales presentation skills trainer gets to the heart of the issue.

Patricia Fripp, CSP, CPAE
When your message must be memorable, your presentation persuasive, your sale a success call Fripp.  Patricia is virtually everywhere with

Keynote Speaker, Executive Speech Coach, Sales Presentation Skills Trainer, Virtual Training Expert Fripp helps organizations and individuals gain a competitive edge through powerful persuasive presentation skills.

Patricia Fripp is the ultimate authority on powerful persuasive presentations - your competitive edge! She is a Hall of Fame keynote speaker, executive speech coach, and sales presentation skills trainer and coach. Meetings and Conventions magazine named her "One of the 10 most electrifying speakers in North America.” Kiplinger's Personal Finance wrote, "The sixth best investment in your career is to attend a Patricia Fripp speaking school."   Fripp is now virtually everywhere through her interactive virtual training Trusted by clients such as ADP, Cisco, VMWare, IBM, VISA and Genentech. Patricia is a past president, and the first female president, of the over 3,000-member National Speakers Association.  

A New Marketing Term is Born: Mega Content

I love this “digital  commentary” by Paul Salvaggio. This month he tackles the thought that content marketing is part of what Gardner Research calls an over-hyped term deep in the “hype cycle”.   Paul gives us seven reasons why recent content management strategies are severely flawed and what he means by Mega Content and how it can benefit the user.   This is a very thought provoking commentary.

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:

Is Marketing Automation Inadvertently Becoming the New ERP?

Guest Dan Arra, VP of Sales & Service at Alto Cloud has a unique perspective in that he discusses with the host Jim Obermayer how marketing automation could be slipping into a rigid process that resembles an ERP solution, which is not necessarily good for the customer or the salesperson. He discusses how machine learning, when added to marketing automation can push personalized communications in real time to address a customer’s immediate interest. 

About Dan Arra, VP Sales & Service

A Silicon Valley entrepreneur, Dan Arra has over twenty-five years of experience in the software industry holding various positions in sales, engineering, senior management, and product management. Most recently, Dan was the Managing Director of Macadamian, a software design and development studio with deep expertise in the telecommunications and enterprise networking industries.

A founding/co-founding member of four successful technology companies, Dan played a key role assisting two companies going public on the NASDAQ. He co-founded SCS America, which became Brightstar Information Technology Group, and aggressively grew the company to over $30M in a short five-year period. While at BrightStar, Dan’s responsibilities included worldwide sales, consulting operations as well as taking the company public on the NASDAQ. BrightStar was an e-business professional services consultancy with annual revenues over $100M with 450 employees throughout locations in the US and Australia.
An early investor and employee of Young Design Inc. (YDI), which went public on the NASDAQ, Dan was a leader in sales and business development. YDI subsequently acquired wireless networking and services companies including Terabeam, Proxim Wireless, Ricochet Networks, and others. Dan founded Gatespeed Broadband, a wireless Internet service provider and successfully sold the company and also co-founded Blackstone Solutions, a software and services company delivering program management software solutions to enterprise customers.

Dan majored in Electrical Engineering at the University of Southern California and has been an IEEE member since 1987.

About Altocloud

Smarter Interactions with your Online Customers and Prospects

Altocloud is a cloud platform that combines predictive analytics with voice, video, and chat interactions to identify the right website and mobile visitors and best moments for communications.  We help convert shoppers into buyers for eCommerce, connect web and mobile visitors with Inside Sales people in real-time, and streamline Customer Support experiences.  Altocloud helps businesses efficiently grow revenue, saving time and money while making customers happy.

Altocloud is based in Silicon Valley and Galway Ireland and is led by CEO Barry O'Sullivan (Bio), formerly a senior executive at Cisco and Nortel where he led multi-billion dollar businesses, including Cisco'sVoIP, Collaboration, Contact Center and WebEx businesses.

Altocloud was founded in 2013 by Dan Arra, Joe Smyth and Barry O'Sullivan and had its launch out of stealth mode in March 2014 at  Enterprise Connect, the leading enterprise communications industry event (see News).

Gender Equality at the C-Level: Is it possible?

Watch Now:
Inspired by Patty Murray, formerly of Intel, Bonnie Crater, CEO of Full Circle CRM, wrote this article about taking a play from the NFL. Combine these thoughts with those of Patty Murray about gender equality at the executive level, especially the C level, we have some work to do. 
Some thoughts from Patty that Bonnie & Susan pondered: 
  • Ambition – and how it’s expressed – often looks very different in women.
  • Isolation affects women’s advancement more than we think.
  • Intentional, tailored development and flexibility is critical.
  • Women don’t want to be singled out as technical females.

How do these resonate with you? Do you agree, disagree? What is your company doing to address the imbalance in this area? Is it enough?
Phil Fernandez of Marketo doesn't think it is. He is committed to adding two more women to his executive level, bringing it to 4 and 4. He's also looking to increase the number of women on Marketo's board by 3. 
Decide to make a change. Listen to this passionate show and take the challenge.

Measuring Marketing with your CRM (Especially Salesforce)

Of all the reasons to install and use Salesforce as a CRM system, measuring marketing performance is one of the biggies.   And yet we still hear that campaign results are not measured consistently.  Some will say that metrics will only be important if the campaign has metrics attached to them going into the launch.  How can you measure something that marketing didn’t have the foresight to forecast the goals before launch?   In this interview with industry veteran Bonnie Crater, CEO of Full Circle CRM, we explore how can you get intelligence to make decisions and not hum and haw when the CEO says, “What does Salesforce report on our marketing spend?  What worked and what didn’t and why not?”   The host for this program is Jim Obermayer, author of several books on managing sales leads.

About Bonnie Crater
Prior to joining Full Circle CRM, Bonnie Crater was Vice President of Marketing for VoiceObjects and Realization. Bonnie has held Vice President and Senior Vice President roles at Genesys, Netscape, Network Computer Inc.,, and Stratify, as well. A 10-year veteran of Oracle Corporation and its various subsidiaries, Bonnie served as Vice President, Compaq Products Division and Vice President, Workgroup Products Division. In addition, Bonnie was President and CEO of Zelerate, a provider of open source e-commerce solutions. In 2000, Bonnie was named one of the “Top 20 Female Executives in Silicon Valley” by San Jose Magazine. Bonnie holds a B.A. in Biology from Princeton University.
About Full Circle CRM
Full Circle CRM provides Salesforce users a complete Marketing Performance Management solution that answers all of their marketing questions in one place and helps drive more revenue from every campaign with best-practice response lifecycle management, powerful weighted campaign influence models, and comprehensive marketing and sales funnel metrics. The company’s cloud-based products are built 100 percent on the Salesforce1 Platform and are compatible with the leading marketing automation solutions. All of your marketing data is in Salesforce, and so are the answers.
Founded by former Salesforce executives, product managers, and marketing automation specialists – the Full Circle CRM team knows what it takes to run a successful marketing organization. Our team is passionate about giving marketers the answers they need to prove marketing’s contribution to the bottom line, plan with confidence, and grow revenue. Learn more at

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. 
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.

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:

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 

Stop sending newsletters, send an email instead.

Watch Now:
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.

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

Yvonne Heimann - Your "Can Do" Geek


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.