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Sales Lead Management Association Radio

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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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.


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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 
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?

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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 
12
Oct

SLMWeek: Lead Management isn’t about implementing software.

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During this celebration of Sales Lead Management Week, we interviewed Richard Brock of Leadlife in 2014. It's still relevant, we still haven't learned. Richard Brock, who many say is the founder of customer relationship management and consequently modern sales lead management. We tackled the difficult subject of why lead management continues to be a failure at so many companies. Why do they think that by just putting in a software product they will instantly increase sales?

About Richard Brock 

Richard Brock is a tech-savvy, entrepreneurial software development professional with over 30 years of experience in CRM Solutions and deep roots in Marketing Automation. He is the co-founder and CEO of LeadLife Solutions, a provider of an on-demand lead management solution that drives revenue by bundling state-of-the art marketing automation technology with lead management systems to maximize sales opportunities. He is a board member of the Technology Executives Roundtable, mentor to various technology companies and Founding Father of CRM. 

Richard pioneered the Sales Force Automation space by starting Brock Control Systems (Firstwave Technologies), which became the leading provider of web-based Customer Relationship Management applications. 

About LeadLife Solutions 

LeadLife was founded and designed by experts with lots of sales, marketing and customer relationship management experiences. We understand the pressures placed on sales and marketing departments to hit numbers. Whether it’s a sales execution tool, a marketing automation solution or both, LeadLife’s proven platform provides companies flawless execution of their marketing and sales strategies. And we are there to help. www.leadlife.com 

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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
5
Oct

How to Increase Sales 30% in 90 Days

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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

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


21
Sep

How To Double Your Qualified Leads At Your Next Trade Show

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When asked what they want from marketing, sales reps usual ask for more qualified leads. In this program Matt Hill of the Hill Group tells us how to create double the qualified loads at trade shows. Hill ,who says his company has trained over 60,000 sales reps, says it doesn’t cost more to the create better leads, just reps that are willing to learn. The host this week is Jim Obermayer.


Some of the points covered:
  1. How to attract more visitors to your booth.
  2. How to have more conversations with qualified visitors.
  3. How to politely disengage from conversations.
  4. Three things your booth staff should be doing.
  5. Three things your booth staff should stop doing.
  6. How to decide if a visitor is qualified or not.
This is Matt Hill’s 26th year of providing exhibit staff training. He has trained over 60,000 exhibit staff personnel from around the world. Some of his clients include Microsoft, GE, Toshiba Medical Systems, Intel, Hewlett-Packard, Medtronic, Apple, and the U.S. Department of Commerce. Matt has published three books about working in a trade show environment. He is a career salesperson with over 30 years of experience. He started as a factory rep for Playskool toys, then he was at Xerox selling engineering products and then with his own company, The Hill Group for the past 26 years. He holds a BA degree in psychology from California State University, Northridge. 

Company Bio: 

His company, The Hill Group, is focused in three areas: Training corporate personnel to work in their own trade show booth (Exhibit Staff Training Workshop); training presenters (Presenter Development Workshop); and helping managers work with their younger employees (Managing the Millennial Generation).

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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
16
Sep

Research Report: Results of a Study on the Most Effective Lead Follow-Up Strategies

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This is a dynamite report on the most effective follow-up strategies which were analyzed from 63,256 calls. The report lays the ground work on how to improve contact rates, how speed of follow-up affect results, average number of calls to qualify a lead, etc. The guest is Adam Bluemner managing editor for Find Account Software. The study is available here. The host his week is Jim Obermayer.

Author Biography

Adam Bluemner is the Managing Editor for Find Accounting Software. Over the last decade Adam has spoken with thousands of companies, helping them achieve success through intelligent software investment. Adam writes extensively on accounting, ERP, and business management software.

Business Bio:

Better business is possible through better software. It's our core belief and still as true today as it was when we started in 1996. Since then, our free matching service has provided over 200,000 businesses with recommendations on the best software for their needs. Browse our software directory of over 3,500 products in 86 categories.

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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
10
Sep

CRM’s shouldn’t be the leaders in technology.

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250-SLMARADIO-peterson-goldminer.jpgOur guest is GoldMine Vice President, Paul Petersen. We were talking about technology iOS systems and not wanting to be the pioneer in these technologies, but to be able to respond properly and to have your product evolve to meet needs that are continuously evolving monthly; it seems like that they change and very rapidly.


Paul Petersen cited: 
We have people ask us, 
“What do you have this function?" "No we don't." 
We ask, "Do you use it?" 
"Well no." 
"Have you thought about how you would use it?" "No." Or, "Then why is it 

important?" 

Highlights include:
CRMs and why there are so stinking many of them!
Unlike accounting which is a pretty stable environment once you get your network going and how you want your invoices to look and things like that, you can turn that out for years in some cases without having to do much. But when you look at CRM it is a very evolving workspace. So CRM right? Customer relationship management is a bit of a misnomer because you are including customers, prospective customers, prospects.

It turns into a lead management; it becomes this combination all-encompassing tool.
CRM is all those places that connect all the muscles, connect the brain, nerve reaction so yeah lead processing which in all marketing you've got the sales department then you have customer service which can be run integrated or standalone and of course management wants to know what's happening.

Which is CRM is the best for you, whether it's a proprietary one or some overall layer that knows how to play nicely with other systems?
When you get to areas like finance or your general marketing and sales, people have tried to integrate things but are finding that day, if I have an integrated accounting pick it's got CRM. The CRM doesn't do such a great job after all or they focus on the wrong things – integration. I am spending a lot of money to create a record and accounting systems when I may be only do that 10 times a month right? So is that really a high-value area or it just creates a lot of technical complexity?

I don't think… CRM's shouldn't be the leaders in technology. 
What they need to do is accommodate the most common technology and we are commonly going through things and saying… So for example we missed the quickness with which Android was becoming adopted. We looked at it, it was kind of a fragmented marketplace. We had iOS solutions smart phones, 98% of the market, it seemed like a no-brainer. Within six months of releasing the product, android had sorted that out primarily through Samsung driving it. They got one version of the operating system and they had some major carriers now carrying the devices and it was kind of a "Whoops!" So we did get there but we tend not to like to be the first in the market.
You'll have to listen to the replay for the full conversation.

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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
31
Aug

Five Ways to Increase Qualified Leads from Trade Shows by 300%

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Too many companies  go to trade shows because their competitors are there and they fail to realize that shows create their most qualified leads.  Industry stats indicate it takes fewer touches to make a sale from an exhibit visitor.   If this is true, companies should be trying to go to as many shows as possible and the goal should be a high lead count of qualified prospects. In this program, Victor Kippes, President of Validar will describe the Five Ways to Increase Qualified leads by 300%. The host is Jim Obermayer.

Since 2005, Validar Inc. has helped B2B event marketers better understand and articulate their value. Validar’s goal is to close the loop between event marketing and sales by enabling through technology the ability to driving relevant activity to sales while measuring the performance of each customers event marketing campaigns. With Validar you can now truly understand the economic value of your event marketing efforts.

Whether you’re producing a seminar series, user’s conference, lunch and learn, or exhibiting at a tradeshow, If  the primary purpose is generating renewed interest in your products and services, Validar is the perfect fit.

From capturing leads at tradeshows to managing onsite registration, tracking session attendance, gathering feedback, and providing sponsors lead retrieval they have a full suite of solutions for you. These tools deliver useable data that supports your goals and measures your performance against measurable, actionable objectives. Validar will always provide 100% effort in understanding your event marketing goals and objectives, and our promise is to meet or exceed your expectations at every event.

Call Validar at 1-888-784-2929 or text the word Validar to 878787 to learn more.

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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

24
Aug

How to Avoid the 3 Reasons for CRM Failure!

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There seems to be as many discussions about CRM failure as there are about CRM successes. A research report from Merkle Inc., in DM News said that 63% of the CRM Initiatives Fail. And yet there are roadmaps to avoid failure and experienced people can tell us how it’s done right the first time.  In our show this week, Traci Whetzel the Director of CRM at Concept Services outlines how to avoid CRM failure. The host is Jim Obermayer.

About Traci Whetzel

Traci Whetzel, Director – CRM, began her career with Concept Services as a BDM, and during her tenure she has held a multitude of roles within the organization. Traci is a strategic and process driven manager with a passion for sales process design, results, CRM and all things technical.
 
Traci has over a decade of experience working with and implementing various CRM solutions. She is an inspiring person to work with on both a personal and professional level because of her knowledge, optimism and “can-do” attitude. Traci is a great representation of our company’s spirit of an optimal blend of hard work and fun, which she displays on a daily basis to her employees and customers.
 
Core Expertise
CRM
Process Design
Lead Generation and Management
Marketing Automation
Sales Management
Certifications
The University of Akron
Certified Salesforce.com Administrator

About Concept Services

Concept Services is a growing company of over 80 employees that is looking to add talented and professional individuals to our team. We work with companies across the United States, Canada and Europe providing them with new business opportunities. We are strategically located between Cleveland and Canton for the purpose of attracting, acquiring and developing the best talent possible.
 
Concept Services is primarily a New Business Development/Lead Management group. We work directly with our client’s sales force and provide them with an integrated solution for managing the front-end part of the sales process. Our services include prospecting, cold-calling, managing and qualifying inbound leads from your website or phone, customer care surveys and more, all for the purpose of uncovering new business opportunities.
 
We also offer services for Driver Recruitment, CRM Development & Implementation and others. In addition, Concept Services has a dedicated CRM Division that is a Certified salesforce.com Implementation Partner, which assists companies with the design, implementation and management of their salesforce.com instance.   www.conceptservicesltd.com   Ph: 330-336-2571

This episode of SLMA Radio is generously sponsored by:
The Vanella Group  The only firm that delivers tele-based lead generation programs exclusively for enterprise technology providers.  and  Direct Marketing Partners.  A leading service provider specializing in sales lead management