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Sales Lead Management Association Radio

19
Jan

How Branding impacts Teleprospecting and Lead Generation


Michael Falkson, founder of eti Sales Support makes the case that those that ignore branding do so at their peril.  He believes too many marketing manager's think that branding is an expensive exercise that has few measurable benefits for the small to mid-sized company. Falkson argues that branding and its benefits make the sales process much easier and he tells us how to do it. The host for this show is Jim Obermayer.

Michael Falkson, Founder & CEO

Founder and CEO of eti Sales Support, Michael Falkson leads the  company's strategic direction.

An entrepreneur at heart, Michael emigrated from South Africa in 1987 to  establish eti. eti is a premier B2B Sales and Marketing support agency.  eti has been a leader in the field since the company's inception, innovating and deploying cutting edge technologies, which include stateoftheart  CRM, PRM and Marketing Automation solutions geared towards maximizing sales productivity.

Prior to leaving South Africa, Michael was the CTO for Effective Letters Pty. Ltd, SouthAfrica's leading Direct Mail Marketing agency, and CEO and founder of ETM Pty Ltd, which was the largest Call Centre operation in the country at that time. He was also the founder and Chairman of SATA (South African Telemarketing Association) until emigrating to the US.Michael studied at the University of Witwatersrand in Johannesburg and the Hebrew University in Jerusalem.

About eti Sales Support:The Sales Lead Generation Company

Whether you're just beginning to grow your business or you already have a thriving national or global business, eti has the resources, the experience and the services to help you expand.We're a leading business-to-business sales support agency specializing in programs to maximize clients' direct marketing and sales growth nationally and globally.

Founded in 1987, we have a record of success in increasing clients' sales with New Customer Acquisition as the most important aspect of our many sales driven services. Our Business Developers are college-educated with most having extensive previous business experience. Our clients profit fully from their successful abilities in conducting sophisticated programs that require knowledge, intelligence, business insight and communication skills to produce the best results. Our core competence is in consultative business development, primarily for clients with complex products, services, and value propositions.

eti Mission:

  • To grow client sales by maximizing sales productivity.
  • To provide high-quality, responsive, (global) business-to-business sales support services via a growing pipeline of sales opportunities.
  • To provide leading-edge, real-time reporting and analytics that offer clients optimum control and accountability to maximize returns on their marketing investments.
  • To provide highly effective leadership and support for integrating sales and marketing campaigns.

Sales Lead Generation Services include:

  • Sales Lead Generation
  • Appointment Setting
  • New Customer Acquisition
  • Customer Retention
  • Customer Development and Growth
  • Upsell and/or Cross Sell
  • Full Account Management
  • Build and Nurture Client Relationships
  • Special Promotions Announcement
  • Channels Motivation and Management
  • Dormant Account Revitalization

  www.etisales.com 1-800-466-4384

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18
Jan

Marketing Automation: Quick Wins in 30 Days

Marketing Automation has promise, no doubt about it, but how do you turn promise into measurable wins that can be shown to management and sales? In this week’s SLMA Radio program, Justin Gray, CEO of LeadMD gives us a roadmap to get quick wins in 30 days for new marketing automation installations. The host for this program is Jim Obermayer.


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

 

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, visit http://www.leadmd.com & http://navigate.leadmd.com
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13
Jan

Images and Graphics for Marketing: Which format works best and WHY?

Images done right – What’s the difference? png? jpeg? gif?

It is hammered into your head that EVERY blog post, every article and update needs an image.
We know those posts generally get the most activity – but only if they are quality and interesting images. But what about the format of those images and graphics, especially when they need to be LARGE such as on Google+ and Pinterest? There are several formats for online images: jpg/jpeg, gif and the current favorite, png.

Instagram allows 15 second marketing videos, Pinterest allows you to pin all images, some videos and animated graphics - but what makes the most sense to get your message out there?

What’s the difference?
How do we know which we want?
Can we simply rename an image?
What about saving as, a save as after saving as?

A copy of a copy of a copy – even digitally – begins to lose quality. We’ll give you tips on how to avoid that issue and keep your images as crisp, clear and lovely as possible.

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Helps:
Here is the link to Stackoverflows site, nicely describing differences:
http://stackoverflow.com/questions/2336522/png-vs-gif-vs-jpeg-when-best-to-use

And for crazy nerds, Google Developers "Image Optimization":
https://developers.google.com/web/fundamentals/performance/optimizing-content-efficiency/image-optimization

Free programs to edit images:
PicMonkey, Canva

Apps to edit images on your phone or tablet:
A Beautiful Mess!, Photoshop Express

Tips highlighted:
Start with the largest possible image and use SAVE AS to create variations and other formats. Name them all the same at the front and add: _500-lowres, _1200-highres, etc. so when you sort them they stay in a group and are easier to find.

Just because you can animate things, doesn't mean you should. Let's go back to that gooey baby from 1992!

Comment from event attendee, Brian Shea:
For those going back to the old days of dial-up in the 90's, keeping file size small was one of the most important lessons, as we had to upload those images via 28.8/56k.  So, we quickly understood and appreciated filesize.  When broadband came in, and digital cameras, all the new designers thought nothing of using photos directly out of the cameras.
Yes, I've seen 4mb files being used on websites.
Even for some old timers, they didn't get the concept that even though 'everyone' has broadband, the images still need to be optimized.  It wasn't until they got hit with major mobile data charges that they realized that filesize is not just about performance and speed. It's also costly.
Watch Now:
6
Jan

Why is Workbooks.com named one of the top CRM Solutions?

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CRM is a crowded field, and it is difficult to decide which program is best.  After All, best is in the mind of the user.  Workbooks.com was named one of three of the top CRM Solution.  Considering Ian Moyse the sales director has been named one of the most influential people in sale sales management and his SLMA Radio program was one of the most listened to shows in 2014, we decided to ask Ian why Workbooks.com got such a high rating from G2 Crowd, Inc.
 

About Ian Moyse

Ian Moyse is Sales Director at Cloud CRM vendor Workbooks.com. . He also 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

About WorkBooks

Workbooks is a provider of a cloud based CRM Application that goes beyond traditional CRM and is  designed specifically for small and mid-size organisations.
 
Workbooks won CRM of the Year 2014 & 2013, is rated the #1 for customer satisfaction by independent G2 Crowd and won CRM Wards ahead of 31 other CRM vendors in 2014. Workbooks also won a TMC Cloud Computing Excellence Award in both 2014 & 2013 was recognized with a 2014 award for Most Innovative Cloud Best Practice by Channel Partners. Our suite of products enables our customers to accelerate sales growth, improve marketing execution, streamline business processes and improve the quality of customer support they deliver. 
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12
Dec

How Managing Leads for Independent sales channels brings big results!

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Managing sales leads has always gotten its biggest visibility for those organizations that have direct sales forces.  But there are advocates that say that managing leads for the independent channel can be just as fruitful and in many cases more so.  In this interview Jim LaBelle of LeadTrack software shares why the right software and the right management of leads for the independent channel can be tremendously productive.  The host for this program is Jim Obermayer.

About Jim LaBelle

Jim Labelle is the President and owner of LEADTRACK Software. After an exciting career in telecommunications he purchased LEADTRACK Software as a way to reduce travel while staying involved in sales and marketing.  He saw an opportunity in LEADTRACK to leverage his extensive experience in sales and marketing to help companies improve the effectiveness of marketing programs and increase sales through both direct and indirect distribution channels.  During his career with GTE/Verizon he and his family relocated 14 times as he was given assignments with ever increasing responsibility throughout the organization. He started as a direct sales rep and moved through various positions in sales, distribution, logistics, marketing, customer service and general management. He was given responsibility to manage large regional and national sales teams; business and consumer retail chains; customer call centers with more than 2500 reps and was a pioneer in the launch of the original wireless business model that included using indirect sales partners to meet the exponential growth of the industry. He retired as an area president for GTE/Verizon and was then named CEO of 21st Century Telesis, a wireless startup with markets throughout the US. 

This broad career background created the basis for many professional service contracts over the next several years with a number of telecommunication clients developing business plans; launching markets and securing financing.

In 2004 he purchased LEADTRACK Software recognizing the value of providing tools for large and small companies to manage valuable sales leads, distribution channels and marketing budgets. He also saw the opportunity to provide affordable solutions to all market segments without the need for budget busting monthly user subscription fees. 

About LEADTRACK

LEADTRACK introduced one of the first sales lead management software programs in 1978. For 40 years LEADTRACK has refined its sales lead management software products to keep abreast of changing technology and to include state of the art features allowing clients to optimize sales lead management functions., from a  PC, the Web or any mobile device.

LEADTRACK solutions are deployed as either a public cloud solution called LEADTRACK on Demand or in a client server design installed on your premise, within your firewall in your private cloud. Our private cloud application called LEADTRACK Complete is comprised of LT Plus and LT Web, allowing access from any device. LT Plus is the core logic for the management and navigation of the LEADTRACK data base. LT Web is a companion product to LT Plus and allows unlimited login users with no monthly subscription fees. LEADTRACK offers closed-loop sales lead management tool for rapidly and effectively importing, distributing, nurturing, and analyzing sales leads. With just a few clicks, you can evaluate all of your demand generation programs. LEADTRACK also permits integration with backend CRM support tools and other business systems.

www.leadtrack.com

 
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9
Dec

Why would you want to convert your audio podcast to video and visa versa?

So you made a video show or tip or guide, but you want to turn it into a podcast. You can do that as a video – depending on your hosting account set up for your podcast station, or you can convert it to audio.

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Which is a reminder, that not everyone sits watching you like they would The Voice. They may just want to listen. Don’t rely on screen shares and visuals if you want your content to be more versatile. But also, don't miss the opportunity to expose your video or audio content to a new audience easily.

What if you were a guest on a radio show and want to turn that content into video for YouTube? There are simple steps, including making sure you have permission from the original source to re-purpose the content. We will cover steps and ideas of how to best turn your content around to give you more options to get it out there.
Watch Now:
25
Nov

How Outsourcing Sales can Increase Revenue 10-20% in 90 to 120 Days

Listen Live at 10:30 AM - December 4th

Listen by clicking on the arrow in the Listen Live Box (at right)

A replay will be available the following week at the end of this description. 


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Outsourcing of sales, not just sales lead qualification is growing, so say many of the people SLMA Radio Host Jim Obermayer knows and interviews.  In this SLMA Radio Interview with Jeffery Feuer, president of the Customer Solutions Group, the two of them tackle the subject of how outsourcing can increase sales in 90-120 days. 

Some questions that will be covered, time permitting:
  • Can a company expect increased revenue in 90-120 Days?
  • Why and when should someone outsource their sales?
  • Are sales outsourcing more or less expensive than doing it in-house?
  • Is sales outsourcing an all or nothing proposition?
  • What is warm transfer?
  • How good are appointments that are set by an outsourced service?
  • What should someone look for when they select an outsource vendor?
  • Besides good salesmen, what are the most important elements for successful outsourcing?

About Jeffery Feuer 
 
For over 25 years, Jeff Feuer, President of Customer Solutions Group, has created sales tools and developed sales teams. His professional goal is to apply efficiencies to the process of turning leads into customers. “Leads are great, but they really shine when converted into customers,” he says. 
 
Jeff co-founded Customer Solutions Group, a sales outsourcing and consulting firm, over 20 years ago. Since then, he helped hundreds of firms nationwide to reduce their cost of customer acquisition. Feuer and his team provide services that advance sales at their client firms including appointment setting, telephone lead qualification, sales consulting, and sales outsourcing. Jeff designed specialized sales testing software used at his firm’s InsideSalesLab, a sales incubator that discovers and optimizes customer acquisition strategies. He is expert with every element of sales operations, from recruitment to reporting.

Jeff is a cum laude graduate of the University of California with a BA degree in Economics and an MBA from Harvard Business School.
 
About Customer Soilutions Group
Customer Solutions Group (CSG), a 21-year-old sales consulting and outsourcing firm, has assisted hundreds of firms from startups to Fortune 500 to increase sales, shorten their sales cycles, and reduce sales cost. 
CSG consultants are sales veterans. They combine years of sales line management experience with years of consulting expertise to produce practical solutions to common sales problems. They are familiar with all facets of sales technology and infrastructure as well as the human elements needed to drive superior sales performance.  
 
Clients can benefit from CSG’s perspective on their existing sales operations or outsource part of all of their sales process to CSG. CSG pioneered sales testing at its InsideSalesLab, a sales incubator that runs pilot programs helping firms discover their best path to profitable sales.
 
Through its warm-transfer service, CSG manages telephone lead qualification for some of the largest firms in the US. Each day, CSG receives, scores, calls and qualifies tens of thousands of sales leads for its clients. Qualified leads are warm-transferred directly to client sales persons to pitch and close. To date, CSG has warm-transferred over 4 million qualified prospects to its clients throughout the US.

Through its sales-appointment service, CSG performs important groundwork locating, qualifying, and scheduling good prospects for its client’s senior sales persons.  

For more information, visit CSG’s web sites:  
 
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18
Nov

How to avoid CRM implementation failure!

It depends on what report you read, but we know that CRM or sales automation installations are fraught with frustration and failure. It isn’t unusual that companies go through 2-3 CRM companies until it has a system that works for everyone. In this interview, host Jim Obermayer, asks Joe Scioscia, VP of Sales at VAI how to avoid common CRM installation failures. Joe Scioscia is a top flight expert on the subject and in 25 minutes he will guide us out of the corn patch maze known as CRM Implementation.


About Joe Scioscia, VP of Sales, VAI 
Joe Scioscia is VAI’s Vice President of Sales. VAI is a leader in ERP Solutions for dynamic growth companies. Joe’s responsibilities include both direct and indirect sales, worldwide field support, field strategy and planning, sales operations, and product development. Joe has been selling Enterprise Management solutions to Distribution and Manufacturing companies for over 25 years, and has helped some of the industry’s most recognized companies improve efficiencies and responsiveness. Joe is an IBM Certified Specialist and has spoken at numerous events as an industry speaker.  

About VAI (Vormittag Associates, Inc.) 
VAI is a leading independent mid-market ERP software developer renowned for its configurable solutions and ability to automate critical business functions for the distribution, manufacturing, specialty retail and service sectors. An IBM Premier Business Partner, VAI is the 2012 IBM Beacon Award Winner for Outstanding Solutions for Midsize Businesses. The company continues to innovate with new solutions that leverage analytics, business intelligence, mobility and cloud technology to help customers make more informed business decisions in real-time and empower their mobile workforces.  VAI is headquartered in Ronkonkoma, NY with branch offices in Florida, Illinois and California. 

S2K Sales Force 
Sales Force Automation (SFA) streamlines all phases of the sales process, minimizing the time that sales representatives need to spend on each phase, allowing sales representatives to pursue more clients in a shorter amount of time than would otherwise be possible. At the heart of VAI S2K Sales Force is a contact management system that tracks and records every stage in the sales process for each prospective client, from initial contact to final disposition. From the main contact screen the sales team can review current leads, convert leads to prospects, and prospects to customers. The sales representatives can manage contacts and track all interactions with existing accounts and opportunities. Users can log a call, create to-dos, schedule events and add notes. Events can be posted to their calendar and open to-do lists will keep sales representatives up-to-date on all upcoming activities. Activities get posted to history so that users can easily review all of their interactions with an account. 


 
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10
Nov

Vaccinate your marketing team against social media overwhelm

As the director of marketing, Erika Goldwater manages the strategy and execution of the demand generation, communications, social media and content marketing programs for ANNUITAS. She has extensive experience in several companies and has learned a lot about bringing the team along the social media map and schedule.
Know your team, where they gained their knowledge and experience so you are able to bring them into your vision.
  1. Present a plan and show the full strategy.
  2. Baby steps to explain the steps of what they are, why they need them and how they can implement them.
  3. There is regular cadence, ground rules. Those need to be known - a guidebook they can refer to when you are not right with them.

"After those first couple of tweets, they feel more comfortable and are usually good to go." - Erika Goldwater

"Meeting a tweet quota is not social media engagement." - Susan Finch

Determine, what are the strategic goals of the company? Don't spend the time peppering venues where your buyers don't usually engage.

The goals: 

Engagement & Trust
Further your brand
Share information value to your customers.
If you aren't going to do that, please don't start social media.
It's social dialogue in real time.
You have to be dedicated to it. If you don't have a team willing to back you up, 
Teams have to be aligned with the activity - there has to be a commitment to it.
One tweet, one post - isn't enough.
Erika Goldwater drilling down social media to basics:

"Social media - be gracious. If you find something worth sharing, DO IT and give credit to the person who created or originally shared it with you."

Be careful about re-tweeting blindly without actually checking and READING the linked article. Same with pinning - where did it originate? Did you read it all the way through? You may get bitten in the fanny if you don't.

Watch Now:
10
Nov

MSP Radio Special Edition for Our Veterans - Thank you for serving.

On Veterans' Day in America, we are publishing a program aired last week hosted by Nate Teplow for MSP Radio one of our SLMA radio special programs. We think is worth repeating to SLMA Radio listeners.


Veteran’s Day is this week, and people across the nation are taking the time to honor and remember our veterans and all they do for our country. The military teaches our veterans a unique set of skills, both technical and interpersonal, and for this reason, many veterans often find jobs in IT when they return home from service.

On this week’s episode of MSPradio, we chat with Hire Heroes USA, a non-profit organization that helps veterans find jobs after returning home from service. Kelly Dempsey, Director of Communications and Corporate Relations, and Brian Stann, CEO, will tell us a little about the organization and the valuable skill set that our veterans possess as a result of serving our country. Tune in now to this special, Veteran’s Day episode of MSPradio.
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