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Sales Lead Management Association Radio

6
Mar 2018

Katie Bullard on Why DiscoverOrg is Different - 3 Minutes +

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Listen while you plant flowers on iTunes

This is a 3 minute and 57 second excerpt from an interview with Katie Bullard, Chief Growth Officer at DiscoverORG.  We asked her what makes the DiscoverOrg approach to database management, a database platform,  different and this is her response.

You can hear the full interview here:

Do you need an Intelligence Platform?

 

20171116-tweet-katie-bullard.jpgAnd also this program:

Marketing Intelligence Software: How it Improves Marketing ROI

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28
Feb 2018

The Argument: Does Marketing Now Own the Pipeline?

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Listen on iTunes while you go bird watching! 

 

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The sales pipeline, aka the sales funnel is the long-standing measurement of the past, present and future for a company.  In the not too distant past marketing dumped demand into the beginning (top) of the pipeline and sales took responsibility for the rest of the process.

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21
Feb 2018

5 Most Important Things Marylou Tyler has Learned in Business and Life

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Listen while you drink a slurpee on iTunes

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Author and Consultant Marylou Tyler shares the processes in her life which have served her well.  She joins a list of executives that have opined on what has helped them on the pathways of life.  She discusses:

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12
Feb 2018

Why CEO’s and CFO’s are still beggars when it comes to marketing ROI

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Listen while you work out on iTunes

 

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Flushed with Data and Metrics: Why is it Still Hard to Prove Marketing ROI?

The data is there, or at least available; that excuse for proving the ROI of marketing is dead and isn’t valid.  If the Chief Financial Officer for a company is asked to show the ROI for the company, it would be impossible for him or her to simply say, “AH, we can’t do that.”  So, what is it that is makes beggars out of CEO’s that want to know the ROI for marketing? Why isn’t marketing ROI a written part of every CMO’s job description? Author Laura Patterson of VisionEdge Marketing has opinions about why this is still an evasive goal for most corporations. 

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12
Feb 2018

5 Things Dan McDade has Learned in Business and Life

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Listen while ride a Harley on iTunes

 

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This interviewi is part of a series we are doing to find out what makes entrepreneurs tick.   We ask about the things that have made a difference in their lives.  Sometimes we hear about how they run their company, sometimes the things that were important milestones in their lives.  In this episode we hear Dan McDade talk about authors that made a difference and his own philosophy of management.  He discusses:

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7
Feb 2018

5 Most Important Things Mari Anne Vanella has Learned in Business and Life

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Listen while you ride a horse on iTunes

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As part of our continuing series of interviews on the five most important things an executive has learned in business and life, we spoke with Mari Anne Vanella of the Vanella Group. -- She has authored the best-selling and award-winning book 42 Rules of Cold Calling Executives.  Mari Anne presented thoughts that have guided her in her career such as: Read the rest of this entry »

30
Jan 2018

Sales 3.0 - What’s it all about?

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 Listen while you drink a pint on iTunes20180201-tweet-gillett-farrington.jpg

 

This is a continuation of the interview with Jonathan Farrington from last month when the host Peter Gillett and Jonathan Farrington, CEO of Top Sales World discuss how technology is changing the way we sell.  These two experts don’t always agree, but they do agree that changes are tsunami-like with few sales or marketing people aware of what’s coming. No it isn‘t business as usual.

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24
Jan 2018

Why Account Planning Delivers Outsized Revenue Results

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Listen on iTunes while you walk the canary

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Account planning is undoubtedly successful in the companies that employ it but its success depends on changes in attitude and processes that salespeople seem to loath.  While the results are invariably stunning, but the adoption in the short term is sometimes slow and in the long term difficult to sustain. - In this interview multiple book author and Mark Donnolo discusses his recent book,Essential Account Planning

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21
Jan 2018

How Jill Konrath Reframes Problems

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Listen on iTunes while driving a race car 

In this 2 minute and 16 second segment from her interview on the Five Most Important Things She has Learned in Busienss and Life, Jill Konrath talks about how she redefines a problem by turning it into a challenge. This is number three of five extracted from her interview “The Most Important Things Jill Konrath has learned in business and life.”  Hear the full interview here

Konrath’s sincerity comes through in this heartfelt advice.

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The full interview contains: 

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17
Jan 2018

Does your Martech Stack up?

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Listen while you shovel the snow on iTunes

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Tips and tricks from the field, Rhoan Morgan, your host and CEO of DemandLab chats with Delinda Tinkey, Sr. Sales and Marketing Automation Manager at Evolve IP. 

With over 5,000 martech solutions available today, it’s no surprise that marketers are outspending IT on technology investments, or that they’re using an average of 91 technology systems to support their marketing strategies. In this program, DemandLab CEO Rhoan Morgan interviews Delinda Tinkey, Sr. Sales and Marketing Automation Manager at Evolve IP who provides tips on how to:

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9
Jan 2018

Bill Walker of Unison Reveals How to Implement Voice of the Customer Programs

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Listen while play basketball on iTunes

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Voice of the Customer sounds wonderful, and doable, and gee whiz why not do it? And yet, as many have found, implementation takes more than wanting and writing a check.  In this program we talk about VOC with Bill Walker, Chief Revenue Officer at Unison.  Walker has successfully implemented a VOC process for collecting and implementing direct customer feedback. He believes that this is the most important thing you can do as a corporation and that it is more productive than leveraging outside agencies, focus groups, or executive voices. The host in Jim Obermayer.

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3
Jan 2018

Sales 2.0 and what that means for Sales Lead Management!

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Listen while you deep sea dive on iTunes

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When sales processes change, the need for sales lead management processes are also under the gun to change.  In this interview with sales expert Jonathan Farrington. Sales Lead Management host Peter Gillett asks where sales as a process is going and why marketing automation is still lagging.  They discuss how technology is changing the way we sell and yet sales seem slower to change than ever before.  The technology stack is changing the way sales leads are managed, or at least it is supposed to.  This is an interesting interview from a sales expert.

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20
Dec 2017

5 Most Important Things Jeanne Hopkins has Learned in Business and Life

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This interview is part of an on-going series that asks executives to share the lessons they have learned in business and life. 

 

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19
Dec 2017

Marketing Intelligence Software: How it Improves Marketing ROI

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Marketing Intelligence and software may be the rage right now, which isn’t a surprise for anyone in thedatabase business, and yet few companies have stepped forward with hardcore proof of how MI and its application with accurate data sets is improving the life of the salesperson.  Fewer still are able to claim how it improves the ROI for marketing.  In this interview with Katie Bullard, Chief Growth Office at DiscoverORG,  Bullard shows exactly how a marketing intelligence platform is currently giving users a dramatic ROI for salespeople and marketing operations.

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16
Dec 2017

Hear Jill Konrath in 1 minute and 15 seconds Reveal a Defining Moment in Sales

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In one minute and 15 seconds Jill Konrath talks about a defining moment in her early sales career that put her on a life-time pursuit of serving the customer well.  This is number three of five extracted from her interview “The Most Important Things Jill Konrath has learned in business and life.”  Hear the full interview here

Konrath’s sincerity comes through in this heartfelt advice.

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The full interview contains: 

Read the rest of this entry »