Sales Lead Management Association Radio header image 1

Sales Lead Management Association Radio

5
Aug

How channel management software delivers a measureable ROI.


Many will say channel management has gotten short-shift in the software field where management of reps using CRM systems gets most of the attention. And yet, the management of these channel partners is increasingly important in an increasingly in-personal world. SLMA Radio host Jim Obermayer will interview Channeltivity CEO Jason Jacobs as they discussion Partner Relationship Management (PRM) and ROI benefits. 
 

About Jason Jacobs

Jason Jacobs is a serial entrepreneur, visionary leader and seasoned high growth startup CEO specializing in launching technology and technology enabled services companies.Founder and President of The Verge Group, a consultancy that Identifies Potential and Accelerates Results in early stage companies, Jason focuses on Emergent Strategy and Agile Organization Practices for high growth and restarting growth. Jason has assembled a team of some of the best business minds in the world in areas of Strategy, Top Management Team Dynamics, Organizational Performance, Organization Network Analysis, Information Technology and Seed/Venture Finance. Jason is an active board member of Entrepreneurs Organization, a global organization of over 7500 business owners representing the top 4% of businesses worldwide.
 

About Channeltivity
 
Channeltivity is the world’s most user-friendly Partner Relationship Management (PRM) solution for emerging and mid-market companies. Companies around the world trust our partner portal software to foster successful partner relationships and make their channel management easy. Activate your free trial today at www.channeltivity.com
00:0000:00
31
Jul

SLMA ROI Spotlight: SalesRoads

David Krieger projects as much as a 300% return on investment for SalesRoads services


About David Kreiger

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

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

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

About SalesRoads

SalesRoads is the nation's leading B2B Appointment Setting, Lead Generation and Sales Outsourcing provider for start-up, midmarket and enterprise level organizations. Because of our unique approach to demand generation, we understand the intricacies of implementing successful programs for our clients. Since we are on the front lines of communication, we recognize the importance of a quality first impression – this is why our US-based telesales executives are the most experienced in the industry, with an average of 14 years of telesales experience. This skill level provides our clients with the most proficient, distinguished and professional agents in the industry. www.salesroads.com
00:0000:00
28
Jul

Why VOCUS is a serious challenger to Eloqua!


You Mon Tsang joins Jim Obermayer to discuss why Vocus is a serious challenge to Eloqua’s positon in the marketing automation space.  When Obermayer approached Vocus about the interview, their response is that they take exception to our title as Vocus representatives feel that they, and not Eloqua, is the leader in the marketing automation space. We’ll find out the scoop when we interview Mr. Tsang. After all, their site says that they have more than 16,000 annual subscription customers across a wide variety of industries that use Vocus software. 
 
About: You Mon Tsang  CEO, Vocus Marketing Suite business line
 
Before assuming his current role leading Vocus’ Marketing Suite business line, Mr. Tsang held positions as CMO and senior vice president of product at Vocus. Prior to Vocus, he was CEO of Engine140, a company Vocus acquired and subsequently integrated into its product portfolio. A serial entrepreneur, Tsang also founded and was CEO of Biz360, a market intelligence company that helped Fortune 500 companies compile and analyze media content. He founded Boxxet, a consumer content aggregation engine with 4 million unique visitors a month, as well as Milktruck LLC, an Internet pioneer in offline browsing and “push” software.
 
Mr. Tsang holds a Bachelor of Arts in urban studies from Yale University and an MBA from the Walter A. Haas School of Business at the University of California at Berkeley
 
About Vocus:
Vocus provides leading cloud-based public relations and marketing software that enables companies to acquire and retain customers. The company offers products and services to help clients attract and engage prospects, nurture and convert customers, and measure and improve marketing effectiveness. More than 16,000 annual subscription customers across a wide variety of industries use Vocus software. The company is headquartered in Beltsville, MD with offices in North America, Europe and Asia.  
00:0000:00
27
Jul

If I had a nickel: Google Analytics, more than just pretty charts.

 
If I had a nickel...your website stats, more than just pretty charts
When you log into +Google Analytics , what do you see? If it’s neat looking graphs and tables, well, we need to talk. There is some serious intel that you can get from your web stats, stuff that will help you make real business decisions about how to use your website and your online marketing strategy. And nobody knows how to get us set up and on the right track than +David Kutcher . 

In this episode, David covers topics such as:
  • What if you have more than one site? Should they be under one account or different accounts?
  • What about subdomains? One property or several properties with URL filters?
  • What are annotations in analytics? They are like your own diary of your website and the changes you make - David LOVES these and we cover them starting at about the 20 minute mark until the break.
  • Do you know how to view and edit your analytics? If it's your site or your company's site and you are responsible for the results - you need access!
  • David tells us his favorite charts.
  • His big take away tips include how to get people interested in reading analytics? HINT: It's not a lot different from when you were a kid at bedtime.


*******MEET DAVID KUTCHER******
David is the co-owner of +Confluent Forms LLC  a boutique firm providing branding, graphic design, web design, web development and custom software development services and has been in the business since '97 and incorporated his business in ‘02. His clients have included Fortune 100 companies, major banks, large non-profits and universities, to small mom & pop businesses and charities. Probably over 200 sites and clients by now...

David started as a web designer, transitioned to a web developer, then to an information architect and online strategist.

David’s company also is the brains behind the RFP Database, one of the largest online marketplaces for requests for proposals in the world, with over 120,000 registered users and having hosted over 100,000 requests for proposals.

Web: http://www.confluentforms.com
Google+: https://plus.google.com/+davidkutcher
Google+ (page): https://plus.google.com/+confluentforms
Twitter:@confluentforms
LinkedIn: http://www.linkedin.com/in/davidkutcher/
Helpout: http://helpouts.google.com/+davidkutcher

Did you miss our previous discussions?
"If I had a nickel...Webmaster Transitions: Pleading Ignorance Doesn't Fly"  http://bit.ly/finchshovi1 
If I had a nickel... Detangling Your Business on da'Google http://bit.ly/finchshovi2 


========Your Series Hosts========
+Susan Finch  - Marketing, PR & Web Pro for DECADES! 
With a background in public relations and advertising since 1986, Susan is a "gentle guide for clients trying new venues online." She engages those skills as she helps create an online presence that will appeal to existing and future clients and/or investors. All these factors are considered before she constructs a suggested plan for clients. It goes way beyond an online presence.

Web: http://susanfinch.com
Google+: http://plus.google.com/+susanfinch
Twitter: http://twitter.com/susanfinchweb 
Shout-out:http://binkypatrol.org 

+Stephan Hovnanian  - Web strategy, Google+ for Business
Stephan Hovnanian is a web strategist and email marketer for Shovi Websites, author of the Google+ Pro Tips series of ebooks on Amazon, and host of a weekly webcast called Google+ Business Spotlight. Stephan distills the content and advice out there on the Web into useful and applicable ideas to help your business make the most of its online presence.

Web: http://www.websighthangouts.com
Google+: https://plus.google.com/+StephanHovnanian/about
Twitter: https://twitter.com/stephanhov 
Watch Now:
22
Jul

#ROI Spotlight with Christine Crandell of New Business Strategies


New Business Strategies is a business strategy consulting firm focused on helping B2B technology companies build profitable, sustainable customer relationships. We help clients create larger and more predictable revenue pipelines by understanding the customer’s lifecycle, expectations and decision-making process and aligning the organization with its customers.


Jim Obermayer interviews New Business Strategies' President, Christine Crandell for a discussion on ROI.

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.
00:0000:00
21
Jul

Is Marketing Automation Right for Every Company?


Howard Sewell has opinions, driven by expertise And experience, that few have.  Jim Obermayer, SLMA Radio host will interview Howard and discuss the criteria for a company considering implementing a marketing automation system. It isn’t for everyone but everyone should know why or why not it makes sense for them. You’ll learn:
  • What are the key criteria that make a company an ideal candidate for marketing automation?
  • How should a company prepare to make sure they get the most from marketing automation?
  • Where do companies fall short with marketing automation?  What are the pitfalls to avoid?
  • Realistically, what are the necessary resources a company needs to be successful with marketing automation?
  • What’s the best way to choose a marketing automation solution? What should companies look for?
Jim Obermayer will address these questions with Howard Sewell, President of Spear Marketing Group

Howard has more than 20 years’ experience in high-tech sales and marketing.  He started his marketing career at software giant Oracle Corporation, before leaving to start his own direct marketing agency, CDI, growing the firm to be one of the nation’s top B2B agencies.  Howard authors Spear’s blog (www.spearmarketing.com/blog), where he writes on demand generation, lead nurturing, and marketing technology.  For the last 3 years running, Howard has been named one of the “50 Most Influential People in Sales Lead Management” by the SLMA.

Company Bio

Spear Marketing Group (www.spearmarketing.com) is a full-service demand generation agency that helps B2B high-technology companies generate, nurture, and convert leads to revenue.  Spear’s unique, holistic approach to demand generation blends strategic expertise, creative flair, and a deep understanding of marketing technology to achieve measurable results across every stage of the lead lifecycle. The firm serves high-tech clients nationwide from its offices in Silicon Valley and Seattle, WA.  

Connect with him on Twitter: @hjsewell and LinkedIn: /hjsewell
00:0000:00
15
Jul

Solving the Biggest Failure on the Web: Conversion Rate Optimization


Tim Ash, noted author and conversion rate champion, tackles a subject that is a catastrophic failure for  95% of the companies that publish a web site, which is almost everyone.  Or, everyone that counts.  What earthly good does it do to have 5,000 visitors a month and ten leads?  The host, Jim Obermayer interviews Ash and asks why companies go 99% there in building a web presence and leave off the 1% that will give them 90% of their success: website conversions that turn into sales leads.  This is a can’t miss show. 

About Tim Ash

Tim Ash is the author of the bestselling book Landing Page Optimization, and CEO of SiteTuners (a firm that improves website conversion rate via conversion-focused redesign blueprints, landing page testing, and training of internal optimization teams). A computer scientist and cognitive scientist by education (his PhD studies were in Neural Networks and Artificial Intelligence); Tim has developed an expertise in user-centered design, persuasion and understanding online behavior, and landing page testing. In the mid-1990s he became one of the early pioneers in the discipline of website conversion rate optimization.

Over the past 19 years, Tim has helped a number of major US and international brands to develop successful web-based initiatives. Companies like Sears, Google, Expedia, eHarmony, Facebook, American Express, Canon, Nestle, Symantec, Intuit, Autodesk, Yahoo! and many others have benefited from Tim's deep understanding and innovative perspective.

Today, in addition to providing strategic consulting services, Tim is a highly-regarded keynote speaker and presenter at industry conferences worldwide including Internet Retailer, Search Engine Strategies, PubCon and countless others. He is the founder and chairperson of Conversion Conference and a frequent contributor to print and online publications such as ClickZ, Website Magazine, Visibility and others. Since 1995, he has authored more than 100 published articles. In addition, Tim is the online voice of conversion optimization as the host of the Landing Page Optimization podcast on WebmasterRadio.fm. 

Tim earned a dual-major Bachelor of Science degree "with highest distinction" in Computer Engineering and Cognitive Science from UC San Diego while studying on under a U.C. Regent's Scholarship (the highest academic scholarship awarded by the UC system). During his PhD studies at UC San Diego he also earned his Master’s degree in Computer Science.

About SiteTuners

SiteTuners is a premier conversion rate optimization agency that has worked with more than 1200 clients worldwide since 2002. It provides support for high-converting website redesigns, landing page testing, and the training of internal optimization teams.  CEO Tim Ash wrote the book on Landing Page Optimization, and founded the Conversion Conference.

00:0000:00
14
Jul

Why Pipeliner CRM could be the first serious challenger to SalesForce


In this fast-paced interview, CMO Eric Quanstrom makes the thoughtful, bold statement, that of all the CRM systems, only Pipleliner CRM is a serious challenger to SalesForce dominance in the CRM space.  Eric contents it is their entire entrepreneurial approach that will be welcomed by salespeople and copied by other CRM companies  as the future of CRM.   At a recent reception in Los Angeles at the Johnathan Club, CEO Nikolas Kimla and Eric said that times have changed, but SalesForce hasn't (my interpretation).   It should be an interesting interview. 

About Nikolaus Kimla

Nikolaus Kimla is the founder and managing partner of Pipelinersales, Inc. and the creator of Pipeliner CRM software. More than 19 years ago, Kimla set the foundation for Pipeliner’s future with his company uptime ITechnologies.  Kimla is also the initiator of the independent economic platform GO AHEAD! based on the principles of free market economy.  GO-AHEAD! is about connecting people and business leadership around values such as freedom, responsibility, and entrepreneurial spirit. In addition Kimla is a renowned author and works by Kimla include Salespeople Embracing It All, The IT Revolution and Empty Coffers--New Burdens.

About Eric Quanstrom

Eric Quanstrom is Chief Marketing Officer for PipeLiner, Inc.  Quanstrom brings a rare combination of marketing, digital media, technology, and strategic experience to his role, (July 2014) where he guides global marketing activities, including inbound, web presence, social media, corporate communications, and user experience programs which build on Pipeliner's commitment to be the leading sales management tool in the world.

Previous to Pipeliner, Quanstrom was CMO/VP, Marketing & Sales at Nimble, a business and social relationship management tool, leading over 4X growth across key metrics. Prior to Nimble, Quanstrom was Chief Operating Officer (COO) of Sorenson Media, an award-winning provider of high-quality video solutions such as Sorenson Squeeze, the gold standard in video encoding and the original video codec company behind Flash and Quicktime.

Quanstrom, who guided over 50% revenue growth while at Sorenson Media, is also adept at leading marketing at startups, serving as vice president of consumer marketing and business development at SightSpeed, which was acquired by Logitech in October 2008. Other past successes include roles as director of marketing and sales for Appellation America, an innovative online wine portal, and the West Coast head of the Fox Online Properties (FoxSports.com, FoxNews.com and Fox.com).

About PiperLiner, Inc.

Designed by sales professionals for sales professionals, PipeLiner is a next-generation CRMone that works with the entrepreneurial personality of sales professionals to help them do their jobs more productively and effectively.

Visualize your sales pipeline and gain actionable insights. Open your Pipeliner CRM and get an instantly readable graphical overview of all your opportunities in the context of your sales process. A visually rich, uncluttered model of your actual sales pipeline acts as your interface. It's real-time sales data, organized so you can always remain focused on revenue targets.

  • Gain insights fast, and devise more effective sales strategies
  • Focus on proactive coaching support (instead of jumping in as a "super closer")
  • Click and voila!—Instantly "readable" sales and activity reports
  • Promote best practices with popular and easily understood visual tools
  • Search less and sell more—Customer and account details are in one comprehensive view

Because Productivity Soars 24/7 (Online or Off)

Your Pipeliner CRM system is available anytime, anywhere in the world. We use a unique hybrid approach—a blend of Cloud-based and on-premise engineering—we call it the SMART Cloud. Your data is always safe in the Cloud, but you are always able to work with your entire system anywhere.

  • Work on your own schedule, online or offline
  • Most recent synced version of your system is always ready
  • Control your schedule when on the road, at "no access" customer locations, on a hike, or on a plane

Because You Can Track Progress in Real Time

Pipeliner CRM for sales teams makes it easier to visualize and follow your sales process.

  • Forecasts are front and center, updated in real time
  • View pipeline from any angle at any moment
  • Save your favorite views as Profiles and see them with a click
  • Alerts, timeline views, and powerful filters improve sales forecast accuracy and lower risk
  • Collaboration tools for sharing, delegating, and interacting keep salespeople working toward goals in a timely way
  • Social monitoring adds relevance to prospect relationships and builds trust

Because Common Sense Pricing Has Big Advantages

Pipeliner is affordable, easy to implement, and has a high rate of adoption by salespeople and teams.

  • One low price for all the core features, plug-ins, offline client, mobile CRM app
  • Full implementation in hours
  • Full support as you come on board
  • Sales teams see value and adopt enthusiastically
  • Training in hours with low learning curve
  • Low monthly fee and no hidden costs
  • 30-day trial with no strings attached, no credit card required

Headquartered in Los Angeles, California and Vienna, Austria, Pipeliner CRM spans every content, with offices in the UK, Sweden, Slovakia, and India. Follow our discussions on FacebookLinkedIn, and Twitter or online at PipelinerSales.com

 

00:0000:00
14
Jul

ROI Moments with Patrick McClure of Connexia


Patrick McClure is a Proven Sales Manager and Executive with the ability to quickly determine critical problems and their root causes. His 25 year corporate career includes direct sales in excess of $100 million in products and services and management of multiple high performance teams. Jim Obermayer has known Pat for 8-10 years. He's a real refined sales consultant, author and so much more than that.


His focus: How do we increase the performance to increase the output of sales organizations?
To achieve that, 10 years ago, he started his own firm completely focused on accelerating sales performance and sales management.

Jim asked, "How do you increase output?" since THAT is his primary statement of value that he will increase output.

Patrick replied, "I have a very good diagnostic tools of what is wrong." He usually gets called in on the premise that the sales people cannot sell. But when he gets there he usually finds there are other problems. It's a multi-faceted series of problems: problems with marketing, value proposition, lack of training by sales management or sales. He gets to the true bottom of the issues and puts tools in place to fix the real problems.

03:15 - Case study

Conflict between inside sales force and outside sales force. Couldn't figure out what was causing the millions of dollars of revenue lost due to the conflict. Sales process says that when a customer calls in to order, the inside sales team would just take the order and stick it in the file. They would not take the additional step of informing the outside sales person. The orders were delivered into the field, but the outside sales person had no idea nor any way to follow up.

The results he told them, "Looking at the files in this room, there is $20M additional in sales that you don't even know about."

He proceeded to set up notification for outside sales to be notified.
He then put in training for inside and outside of how to follow up.

This resulted in a 30% increase in revenues.

Jim observed, "So many times everyone knows what's going wrong but not how to fix it. "

05:00 - Let's train the sales people!

Looking at Connexia Group's website. What else can you do for companies?  

05:23 He gets called in to find a solution. Frequently, a CEO says, "The problem is, we need sales training...." Based on experience, he increases the depth of the initial investigation,  "Let's talk about they don't know how to close, value proposition, sales process, target market, marketing..." all of this stuff comes together and the synergy affects the outcome. The team needs to function together. Of course the sales people won't be able to sell if this is not in place and they'll be blamed for the problem. 

He also offers business planning and business development.

Here's another Case Study:

The formula was that in place for a firm for 15 years was VERY successful New recruits went through a 6 month training - the resulting plan was they made:600 calls, they'd get 10 appointments, resulting in 2 deals. 


Then the financial meltdown occurred.
No more buyers and sales completely changed.
It wasn't working. 

What he found through analysis is that the critical problem was that they were 100% dependent on one sales strategy  - the phone. As a result they were failing.

He put together a program of 10 different ways to acquire a client without the phone. 
He trained sales how to do that and deals took off like a rocket. 
One team of 25 sales people experienced a quick 10-20% growth.

Jim asked, "How do you approach these engagements?"

Patrick responded with his typical method, "I propose initial engagement - gap analysis - that takes about 3-4 weeks - I charge a flat fee for that. Then, I come back with findings and recommendations. It may result that it is a match or not."   If it is a match and some of the needs are outside his area of expertise, he brings in affiliates and manages the project. 

Average start up engagement for gap analysis - between $5000 and $10,000 - 30-40 hours of his time. This results in an in-depth report of what's wrong, plus recommendations of how to fix it. Sometimes he goes in and reshapes sales for several months and then replaces himself with a new VP of Sales. 

You can connect with Patrick here: www.connexiagroup.com  patrick@connexiagroup.com

Patrick is a keynote speaker - loves to speak on topics of sales, sales optimization, management diagnostics, customer service and is a distinguished speaker with Toastmasters International.
00:0000:00
4
Jul

#B2C Google Local To Do List for Businesses and History


Join +Stephan Hovnanian and I as we have an enlightening important conversation with our featured expert, +Mike Blumenthal to talk about a website's local presence and what business owners need to know. We'll also get into some unravel issues that come up.

This show will cover two parts. First, FINDING all versions of you and your business on Google... How do they search for that on Local, the new business pages, YouTube and G+.

When you find all versions, where is the best place to start the merge and/or delete?

What about when they have more than one location?

The verification process to identify ownership and take control.

As important as the new business page changes are, these first steps are critical to know the mess before you can focus and hit the local pages hard. 

Then we'll dive in with Mike about the new Places changes on Google. Here is his post http://bit.ly/finchshovi2l1 on the topic of Google Local:
GOOGLE STARTS PROMOTING MY BUSINESS WITH PERSONALIZED DIRECT EMAIL & HANGOUT

Mike Blumenthal IS Mr. Google Local - he is THE expert on all things Google Local. Please check out his blog category on the topic:
http://blumenthals.com/blog/category/google-plus/

I think I'll be hiring him for my own tangled mess.
or read the highlights first here:
Some highlights include:

02:59 How local search has evolved by +Mike Blumenthal 
04:38 Google Plus is an advertising environment, Maps is a directory environment
04:52 Mike talks about the bus ride to the current search results method.
06:50 +Stephan Hovnanian   asks what businesses need to feed Google, as far as correct information.
07:45 Top data providers:   #infousa     ,  #localeze  and  #acxiom  
09:00 Several ways to influence the data and results
09:40 NAP: Name, Address, Phone Number - must be consistent EVERYWHERE - not just Google.
11:00 Start with a NAP Audit to verify they have your right location and info.
12:20 step 2: Go to maps sites:   #navtech   #teleatlas and #openstreetmap   to see how your business address resolves.
13:15 do the same on Google maps. If they can't find you, you can't close the sale!
15:50 +Chad Russell   comment about citations.
17:15 Local prominence - such as the Chamber of Commerce.
18:15 Don't forget about local business guides and listing sites.
20:00 The coveted 7 Pins on page one of Google search an the map to the right.
22:40 - A fabulous profile image is critical.
23:35 Q from +Jennifer Mortensen   Do reviews factor into rankings?
5+ reviews will give you a ranking bump.
25:30 Google will use driving directions for results if there are no reviews to consider.
26:00 How frequently do people post reviews for local businesses? 
56% of 1000 surveyed in US said NEVER, 22% less than once per year.
27:54 Phone numbers are the KEY GLUE that hold a data cluster together. 
29:00 If Google calls you to confirm your business, you'd better be answering it with the name you have in your listing and not a variation!
31:30 Comment from +Linda Buquet   regarding location prominence and centroid - how it's changed over the years.
33:20 Q from +Christopher Vogelmann   - Does the Twitterverse affect our search rankings. Jump to here to find out.
35:44 - +Susan Finch  says the best advice she can give a business, "Be BETTER at what you do! Be the best." that's how you affect rankings, reviews and more.
37:00 plug for Mike's service, http://getfivestars.com

Here is the gift for today's show - a PDF checklist to get you started. I'll post it early so you can do some checking before the show:
The PDF gift is here: http://bit.ly/finchshovi2d/


 

Watch Now: