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Sales Lead Management Association Radio

17
Jun

Threat Brief Survey Results and How it Affects MSPs

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On this episode of MSPradio, we chat with Brian Coffey, Technical Channel Account Manager at Webroot, about the 2015 Threat Brief that Webroot recently published and what MSPs need to know to better protect their clients from the latest data security threats.

This is a replay from MSP Radio's show in May. We felt it was important enough to share again with you. 


 Highlights include: there’s absolutely a correlation between both having the right technology in place but also having a well-educated user base. So think that’s absolutely a strategy that MSPs to consider; am I putting the best security technology in place for my computers?

But also I might be making my customers aware of what the prevalent threats are, how threats get on to an end point and doing a little bit more endings or education I think could have a big impact in keeping their customers and partners safe.

and: We see the complexity of threats continuing to grow and the creativity that we see coming from these engineers.

We see it more and more focused on the financial rewards and benefits that they can achieve from these different models. I think that really illustrates the speed and the complexity that we’re seeing. It really illustrates that security has to continue to be a focus for both consumers and for businesses and there has to be an attention to what types of security products are we offering to try to keep end points and people safe. 


Listen to this replay to hear the full story.


Commercial  sponsors on SLMA Radio include: The Young CompanyThe Vanella Group and Vanilla Soft.
8
Jun

Why CRM is NOT a settled science!

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CRM has been around as a “new” process for 30+ years in various forms. And yet even with giants in the industry, new entrants emerge almost monthly and new capabilities continue to be added to even the pioneers in the industry.  In the interview with industry veteran Paul Petersen, Vice President of Goldmine, we discuss why CRM is not yet a settled science and what the future may hold for this vital but aging process. The host this week in Jim Obermayer.
 
 
About Paul Petersen
 
Mr. Petersen is the general manager and vice president of the GoldMine business unit of HeatSoftware Inc. His career spans working with sales & marketing systems and process having developed, managed, and sold for companies including McDonald’s Corp, General Electric , Symantec, Allied Van Lines and now has 16 years with CRM background at GoldMine.  Mr. Petersen holds a JD from Loyola University of Chicago and was one of the first to be awarded  the Professional Certified Marketer designation by the American Marketing Association.
 
About GoldMine
Headquartered in Milpitas, CA., USA, GoldMine is a division of FrontRange Solutions. GoldMine is a leading provider of mobile relationship management solutions for small businesses worldwide. Over 1 million users have selected GoldMine to help them manage over 1 billion relationships. GoldMine has been selected by businesses in more than 80 verticals and 45 countries to grow their businesses and build enduring relationships.
1
Jun

How to connect SEO directly to revenue!

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Revenue is rallying cry for marketing, as it has been since the last recession and seems to be accelerating.  In this episode Eric Kronthal of periscopeUP discusses how SEO is not simply a long term strategy for visibility, but it can be tracked for contributions to revenue. The host this week is Jim Obermayer.


About Eric Kronthal
 
Eric Kronthal is an experienced online marketer proficient in building custom solutions to meet online advertising and marketing objectives since 1996. Eric left PricewaterhouseCoopers' consulting services to become one of the early employees at Advertising.com (acquired by AOL) and he is credited with the launch of several industry leading online advertising solutions including Behavioral Targeting, Interactive Television advertising, and several self-service applications. Among the companies he worked with were Snap-on Tools, NASCAR, Match.com, USA Networks, H&R Block, PGA Tour, Southwest Airlines, TV Guide, and Comcast Cable. 
 
Eric started periscopeUP in 2009 to guide marketers toward accountable Search Engine Optimization. He and the team at periscopeUP believe success should be measured by the number of leads and sales generated, and not by search rank, clicks or visits. Customers include Trump Entertainment Resorts, Bon Secours Health System, Carnegie Mellon University, The Gettysburg Foundation, University of Pittsburgh Medical Center and CARCHEX. 
 
Eric, his wife and two children, live in Chevy Chase, MD. 
 
About periscopeUP
 
SEO services are just one of many offered by periscopeUP, including: Pay Per Click Search Advertising, Search Reputation Management, Display Retargeting, Web Development and Web Analytics. Regardless of the channel(s) used, periscopeUP's philosophy for increasing website conversions and leads is to optimize the marketing message for customers and prospects first and the channel or platform second. Month over month periscopeUP's analysts track, measure and report on tactics to continually improve.
 
While based in Washington, DC, many of periscopeUP's employees work virtually from Boston, New York, and Houston.
22
May

How does iContact Pro measure marketing program success?

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Every marketer worth his or her salt is on the hunt for marketing tools that yield an ROI for lead generation campaigns.  In this SLMA Live program and podcast replay we discuss with Geoff Alexander – President of iContact how they have made the necessary changes to iContact in their new Pro Program to help marketers not only communicate more efficiently but measure their program’s contribution to sales.  The host is Jim Obermayer.
 
About  Geoff Alexander – President, iContact
 
Geoff Alexander oversees iContact’s day-to-day business operations, including strategic direction, revenue, sales, services, and marketing. Alexander has 20 years of experience in management, marketing, product strategy, revenue optimization and business development with a concentration in business-to-business online/software-as-a-service (SaaS) applications. Prior to Cision and iContact, he held key management positions at a variety of innovative technology companies ranging from venture-backed startups to the Fortune 500 list.
 
Alexander holds a Bachelor of Business Administration from James Madison University. He is also a board member for the North Carolina Technology Association, and regularly advises early and mid-stage startups. Follow him @iContact.  919-957-6150

About iContact

Since 2003, small and medium businesses worldwide have achieved significant results by turning to iContact’s best-in-class email marketing solutions and knowledgeable team members. Made scalable to serve the needs of high-volume senders, professional marketers, and businesses new to email, iContact’s easy-to-use technology ensures that every customer has what they need – whenever they need it – to succeed. Headquartered in Morrisville, NC, iContact is an award-winning company in the Cision family of brands.
19
May

How to decide if outsourcing inside sales is right for your company.

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This is a replay of a show from December with Jeff Feuer of Customer Solutions Group.

You'll have to listen to the full show, but here are some highlights:
Outsourcing as a TOOL, it can be used to great advantage or great disadvantage.

The in-house sales force that can handle the workload, probably doesn't need to consider outsourcing that much.

Some reasons you may want to consider outsourcing are trigger events. These trigger events may include:

  • Near term large expansion of sales force.
  • Perhaps immediate need or temporary need that would be difficult to ramp up and ramp down for in house.
  • Desire to benchmark the existing sales force against an objective third party that could trigger good healthy competition that could make both the in-house
  • Launching a new business or a new product is another trigger event that should cause a manager to think about outsourcing, because a fresh perspective can be valuable to assist in solving unique problems
  • Lack of scale to justify an impact, or telephone capacity issue that could hinder a successful launch and related scale issues.

*How to get ROI - is it more or less expensive?*
If you allocate the costs properly, in-house sales should be 10% less than outsource. That's typical.
Depends on where you are located and your in-house work force location - Silicon Valley is way different than more industrial areas.

After analyzing costs, you'll have to decide if you have a greater capacity for success keeping it all in-house or will you have a greater capacity of success if you outsource for this specific situation.

Jeffrey's company 130 front line full time sales people.
"Sales is part of our core DNA - we've been doing it for 21 years. We are a sales firm."

09:00 Quoting Gerhard at Sales 2.0, "Majority of firms are not hiring outside sales people, they are hiring inside sales" and then using outsourcing more when they have the extra need."

09:20 Technology and the way people work, really tends to favor inside sales today.
Someone can cover a lot of grounding a phone call. Inside is more economical.


Outsourcing offers a lot of flexibility.


Outsources see a lot of different sales problems. Where inside sales relies on one set of experiences from their own services.

10:30 Warm Transfer topic. How and why it's used.
It's another word for outsourcing the prospecting leg of your sales process.
The task is to find the decision maker. Outsourcer can do it less expensively. They have more experience in this piece of the sales process.

11:48 Using a divide an conquer approach where the prospecting is outsourced and the closing, demos and customer service remain with in-house.

15:30 Outsourcers are specialists in the infrastructure and execution of programs. Most have space to grow and create quickly.

How long does it take to get up and running?
3-5 weeks is typical. Depends on services are necessary.

Do most of your clients use CRM?
With over 90 CRM systems out there. Important to have one system, but not all of the bells and whistles.
I want my sales people to focus on SELLING, not filling in little forms and data. That's what they do best - SELL. Persuasion skills are more important to sales than administrative skills. 

6
May

Can Marketing Automation Build Your Business?

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Join us May 14 for this episode of SLMA Radio. Yep, we've heard all the promises of marketing automation: follow-up, nurturing, customizing response, qualifying leads, etc., etc., but the real question is, can it build your business? Can it increase revenue and is its contribution measurable? SLMA Radio host Jim Obermayer clears away the hype and discusses the bottom line potential with marketing automation pioneer Lars Helgeson, CEO of GreenRope.

About Lars Helgeson

Lars Helgeson has been in the Internet marketing space since 2000, when he co-founded one of the world's first email service providers, CoolerEmail. As a pioneer in responsible email marketing, he grew CoolerEmail to a global software company specializing in marketing communication with over 1,500 clients. In 2010, after spending several years designing and implementing a more comprehensive way to meet the needs of small and mid-sized businesses, he launched GreenRope. GreenRope is the world's first and only Business Operating System, a cloud-based platform that simplifies and consolidates a company's sales, marketing, and operations. GreenRope currently provides technology solutions to over 3,000 companies worldwide.

Lars earned Bachelor of Science and Master of Science degrees in Mechanical Engineering from Rensselaer Polytechnic Institute in Troy, NY. He also has an MBA from the Robert Anderson School at the University of New Mexico. He served in the United States Air Force for 4 years, working in the Air Force's space test program, Air Force Research Laboratory, and Ballistic Missile Defense Organization. He enjoys travel, stand-up paddleboarding, mountain biking, and ice hockey, and practices yoga whenever the forces of the universe are not aligned to keep him at his computer.

In the past several years, Lars has been a finalist in the San Diego Business Journal's Most Admired CEO and Information Technology Executive of the Year, and a finalist for San Diego Magazine's Top Tech Exec Award.
About GreenRope

GreenRope is a company built around providing exceptional value to its customers. In the past 15 years, GreenRope has have evolved from being one of the first email marketing service providers to being the only Complete CRM on the market. "Combining sales, marketing, and operations in to a single platform, GreenRope inspires collaboration with your clients, vendors, and employees and we live this collaborative culture, listening to people like you to build what YOU want to run your business."

GreenRope  Philosophy
The mission of GreenRope is to provide a user-friendly, cost-effective, and efficient way for business owners to consolidate their operations on all levels. GreenRope  aims at always understanding the present and future needs of small business owners and helping them achieve their business goals.
5
May

Organic Mobile Search is Within Your Reach - Stop Pointing Fingers at Google

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CMOs, SEO companies, Web Developers - stop pointing fingers. Smart phones and mobile search are not new. Weren't you ready? What about third party applications you are using or married to? Instead of wallowing in "It's not my fault, we only had three months to plan!" - why not look at it as an opportunity to REVIEW, REVISE and RENEW your site?
Highlights include: 
00:23 It is not google's fault. It's about what the users want from their experience.
00:58 Google wants to give the users the best search results - the best experience.
01:15 What is the differentiator between #1 and #10 results?

01:34 #1 gripe when searching from mobile is the results don't lead to sites that are mobile friendly.

Browser vs. Search engines - the two have to play nicely to give you the best results.
03:38 - It's the Web Developer... it's the SEO company... it's the marketing team... Who is at fault? ANSWER: THEY ALL ARE!
04:43 The mobile search market has really heated up in the last year. 
05:30 Assuming you have looked at your analytics. Where are your visitors/searchers coming from? You need to know. 
06:07 CASE STUDY: Cost benefit analysis. Local brick and mortar: butcher shop.
08:40 You never know when someone will pick up their phone for an immediate query they have. You don't know when they have the time for this query that's bothering them. They will go from searching, reading to calling or walking in your doors within 24 hours. THIS is the conversion we are looking for. 
09:30 You have to be there for your customers when they want what you have. BE their solution, give them the answers they seek.
12:40 Even in small companies where one person or vendor wears many hats: media buy, design, SEO, marketing - we have a responsibility to know better and ask the question, know where their customers and searchers are coming from.

14:06 "It's (website) is doing what it's supposed to be doing." Are you sure?

14:36 - Provide your customers with custom dashboards to serve their needs, or take them on a tour of analytics so they know what's going on and have the answers as to where their customers are coming from.
15:30 It bit those in the butt who just put out a website and forgot about it. 
They treat their website like a shingle they hang outside their business. They hang it and it's just there.

What percentage of your traffic comes from organic search?

Is your website successful or not successful? Do you know?

16:21 Just because you have an eCommerce site with all of your products, you still need to TALK about your products - tell stories - tickle the search engines that you are active and engaged. The sole description in your product "more" needs to be more than the dimensions.
17:15 This is a wake-up call to all businesses if they are even paying attention.
17:30 What is your website about? What are you doing for it lately? It's more than just making it mobile friendly. It's about evaluating your goals, your marketing strategy, modifying it, updating it. 
18:08 It's a fabulous opportunity to refresh your online presence and get excited about your site once again.  Your old mailing lists may be drying up. Time to find a new audience for your products and services.
23:00 Find out from your Team in a GROUP CALL: who is doing this, what is the timeline and we need to get this done yesterday. Eliminate the shoulda wouldas and finger pointing - just solve it. 
24:00 You will have to most likely pay for these updates, especially if you have a custom site. The web changes so quickly, you have to be ready to invest to keep up. 
24:40 You need to check in with your web development team at least once a month. It needs to go on the list with the rest of your marketing and sales duties. This is the cog in a lot of these strategies.
25:00 It's time to get excited again about your website. Rebrand, review, renew!
25:45 Find David Kutcher at http://confluentforms.com and Susan Finch at http://susanfinch.com
4
May

Mobilegeddon and other finger pointing, search and SEO nonsense.

Watch Now:


Susan Finch and David Kutcher of Confluentforms.com dove into this discussion as companies large and small are crying foul from Google with the new mobile friendly algorithms put in place for search results at the end of April. CMOs, SEO companies, Web Developers - stop pointing fingers. Smart phones and mobile search are not new. Weren't you ready? What about third party applications you are using or married to? Instead of wallowing in "It's not my fault, we only had three months to plan!" - why not look at it as an opportunity to REVIEW, REVISE and RENEW your site?


Related rant of sorts on LinkedIn >
Highlights include: 
00:23 Mobilegeddon is not google's fault. It's about what the users want from their experience.
00:58 Google wants to give the users the best search results - the best experience.
01:15 What is the differentiator between #1 and #10 results?

01:34 #1 gripe when searching from mobile is the results don't lead to sites that are mobile friendly.

Browser vs. Search engines - the two have to play nicely to give you the best results.
03:38 - It's the Web Developer... it's the SEO company... it's the marketing team... Who is at fault? ANSWER: THEY ALL ARE!
04:43 The mobile search market has really heated up in the last year. 
05:30 Assuming you have looked at your analytics. Where are your visitors/searchers coming from? You need to know. 
06:07 CASE STUDY: Cost benefit analysis. Local brick and mortar: butcher shop.
08:40 You never know when someone will pick up their phone for an immediate query they have. You don't know when they have the time for this query that's bothering them. They will go from searching, reading to calling or walking in your doors within 24 hours. THIS is the conversion we are looking for. 
09:30 You have to be there for your customers when they want what you have. BE their solution, give them the answers they seek.
12:40 Even in small companies where one person or vendor wears many hats: media buy, design, SEO, marketing - we have a responsibility to know better and ask the question, know where their customers and searchers are coming from.

14:06 "It's (website) is doing what it's supposed to be doing." Are you sure?

14:36 - Provide your customers with custom dashboards to serve their needs, or take them on a tour of analytics so they know what's going on and have the answers as to where their customers are coming from.
15:30 It bit those in the butt who just put out a website and forgot about it. 
They treat their website like a shingle they hang outside their business. They hang it and it's just there.

What percentage of your traffic comes from organic search?

Is your website successful or not successful? Do you know?

16:21 Just because you have an eCommerce site with all of your products, you still need to TALK about your products - tell stories - tickle the search engines that you are active and engaged. The sole description in your product "more" needs to be more than the dimensions.
17:15 This is a wake-up call to all businesses if they are even paying attention.
17:30 What is your website about? What are you doing for it lately? It's more than just making it mobile friendly. It's about evaluating your goals, your marketing strategy, modifying it, updating it. 
18:08 It's a fabulous opportunity to refresh your online presence and get excited about your site once again.  Your old mailing lists may be drying up. Time to find a new audience for your products and services.
23:00 Find out from your Team in a GROUP CALL: who is doing this, what is the timeline and we need to get this done yesterday. Eliminate the shoulda wouldas and finger pointing - just solve it. 
24:00 You will have to most likely pay for these updates, especially if you have a custom site. The web changes so quickly, you have to be ready to invest to keep up. 
24:40 You need to check in with your web development team at least once a month. It needs to go on the list with the rest of your marketing and sales duties. This is the cog in a lot of these strategies.
25:00 It's time to get excited again about your website. Rebrand, review, renew!
25:45 Find David Kutcher at http://confluentforms.com and Susan Finch at http://susanfinch.com

28
Apr

Why Your Sales People Are Losing Sales

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640X480-SLMARADIO-fripp-why.jpg
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 FrippVT.com.

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 www.frippvt.com. 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.  
21
Apr

A New Marketing Term is Born: Mega Content

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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: paul@backbonemedia.com