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Sales Lead Management Association Radio

20
Jan 2020

When Company Presidents Fail to Solve Bickering Between Sales & Marketing

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I used to believe that conflicts between sales and marketing were so much trash talk between competing team mates.  When confronted with the question of which blade of the scissors is most effective it is obvious that one can’t do the job without the other. 

Leadership has its responsibilities to minimize conflict within the company for the benefit of the investors and the bottom line.  That the issue between sales and marketing has been allowed to fester can only be laid at the doorstep of the company president.   

If the presidents didn’t get a grounding in sales or marketing early in their careers, they are forever avoiding the nonsense that their sales and marketing managers perpetuate as they point fingers at each other because of failed revenue attainment.

In this interview with Patrick Morrissey, General Manager of Overland Altify, we discuss how Patrick has solved this issue to get sales, marketing, and customer service to work together.   His approach may surprise you.

About Patrick Morrissey

Patrick Morrissey is the General Manager at Overland Altify, responsible for all operating aspects of the company.  Prior to becoming the GM Patrick was the CMO for Altify.  Morrissey is also the host of Revenue Optimization Radio sponsored by Overland Altify.

Prior to joining Altify, he was CRO of Simpplr, and has held multiple executive positions in sales and marketing at Salesforce, DataSift, Savvion and Business Objects. 

You May Also Like:

How Did the Revenue Team Get Lost in Translation?

5 Questions to Prioritize Your Sales Enablement Budget for 2020

Cracking the Content Code - Morrissey Reports From the Seismic Shift Sales Enablement

Conference

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SLMA Radio is hosted by James Obermayer of Funnel Media Group which is a program on the Funnel Radio Channel.  Funnel Media Group is the sponsor of SLMA Radio

Funnel Media Group, LLC   

14
Jan 2020

What You Don’t Teach in Sales Training That Guarantees Failure

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When sales reps are hired, they are often tested for sales skills and personality traits. References are checked, previous employers called, they are trained on the products and considered ready to sell. Yet, the number one skill is overlooked: the ability to engage. There is seldom, if ever, engagement training.

Because they did well in the interview, the sales manager oddly enough assumes the new sales representative has the ability to engage with the most important tool they have, the telephone; that’s where the wheels come off the sales cart. It can take a company six to nine months before they realize the rep may know the product, but can’t get a conversation going with a prospect. 

In this program, host, Mari Anne Vanella, author and CEO of The Vanella Group tackles the little thought-out point of failure for most organizations: The Physiology of Engagement and how to train sales reps to succeed. Yes, she admits, its part art and a lot of process for reps to have a peer level conversation, but it can be done.  She covers:

  • Why calling skills are over-looked in sales training.
  • How to make a peer-level call
  • Why it’s easy to start call in an apologetic (bad manner)
  • Why reps have to be taught granular calling skills and adhere to a work structure to be a success
  • Why the art of conversation can be teachable

 Listen and learn.  

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The Vanella Group   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

Outstanding Outbound is hosted by MariAnne Vanella of The Vanella Group which is a program on the Funnel Radio Channel. The Vanella Group is the sponsor of Outstanding Outbound

31
Dec 2019

How to Build an Invincible Brand

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Brand invincibility isn’t something that happens instantaneously. It takes a culture that values crisis management on which this month’s guest is an expert. Melissa Agnes is a leading authority on crisis preparedness, reputation management, and brand protection. She sits down with host Rhoan Morgan, to discuss how companies can build an invincible brand that can withstand crisis in all forms.

Here is the link to the free guide Melissa mentions in this episode: https://melissaagnes.com/crisis-ready-formula-for-responding-to-emotional-relatability/

About Rhoan's guest:

Melissa Agnes, Crisis Management Advisor and Keynote Speaker, Agnes Day
 
Author of Crisis Ready: Building an Invincible Brand in an Uncertain World, Melissa Agnes is a leading authority on crisis preparedness, reputation management, and brand protection. Agnes is a coveted speaker, commentator, and advisor to some of today's leading organizations faced with the greatest risks.
21
Dec 2019

Are Marketers the Builders of Wealth? Darryl Praill Says it Depends

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Of course, marketers control the lead generation budget and this contributes to sales, but does marketing really control the wealth goals of the company?  Darryl Praill, CMO of VanillaSoft and host of the popular Inside Inside Sales podcast says, “it depends.”

They have the talent and the skills, Darryl says, but whether they have the will to use these is another matter.   Ultimately, he says they are the builders of wealth, pound for pound when measured against the employee count of marketing versus that of sales. 

This statement can also be said of other departments, says Darryl, but marketing sets the strategic direction of the company, produces the product specifications that customers need, and generates demand.   Darryl, however, still puts a “but” into the interview when he cautions that not every marketer is using their talents and skills as well as their competitors.

 About Darryl Praill

Darryl Praill, Chief Marketing Officer of VanillaSoft is a high-tech marketing executive with over 25 years’ experience spanning startups, re-starts, consolidations, acquisitions, divestments and IPO’s. He has been widely quoted in the media including television, press, and trade publications. He is a guest lecturer, public speaker, and radio personality and has been featured in numerous podcasts, case studies, and best-selling books.

Praill is a former recipient of the coveted Forty Under 40 Award, and has held senior executive roles in leading companies including Sybase, Cognos (now IBM), webPLAN (now Kinaxis), and CML Emergency Services (now AIRBUS).

You may also like these with Darryl Praill on Inside Inside Sales  

The 4 Ways Buyers Are Evaluating You  Karen Dunne-Squire and Darryl Praill

Embrace the Suck Dale Dupree and Darryl Praill

“How to Become Somebody that People Want to Buy From” – Anthony Iannarino Podcast  and Darryl Praill

About VanillaSoft

VanillaSoft, the industry’s most successful sales engagement platform, helps sales development teams engage over 15,000,000 contacts every month. Used standalone, or in combination with existing traditional CRM systems, VanillaSoft empowers sales reps to respond to new leads faster, interact with leads more consistently, across more channels, and generate more qualified sales opportunities. Globally, thousands of users employ VanillaSoft’s queue-based sales engine and intellective routing to implement sales cadence automation resulting in substantial gains in speed-to-lead, persistency, productivity, and revenue-per-rep. VanillaSoft is a privately held company headquartered in Plano, Texas, USA. To learn more, visit www.vanillasoft.com.

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SLMA Radio is hosted by James Obermayer of Funnel Media Group which is a program on the Funnel Radio Channel.  Funnel Media Group is the sponsor of SLMA Radio

Funnel Media Group, LLC   

12
Dec 2019

Why a “Failure to Communicate” Is a First Step to Going Out of Business

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Knowledge, open communications, as well as procrastination are highly linked to business performance. Having hands-on and personal real-time knowledge of what’s going on in your business is a challenge; having the confidence and willingness to do something about what you’ve learned is another. In this radio program/podcast, we explore why business executives procrastinate in fixing the sales and marketing fundamentals necessary for growth. We’ll also explore the role authentic conversations have in reducing barriers to growth and performance.

Our Guest Matt McKnight

Matt is the President and Founder of McKnight Advisors LLC, a Sales Xceleration Partner.  His firm helps customers launch, expand or improve their sales operations to accelerate revenue growth.  With a 30-year history of sales leadership, Matt has extensive experience and success in start-up, private and public companies.  His company’s approach is based on accountability, transparency, integrity and trust focusing on the people, process and strategy to achieve sustained growth for its customers.

Matt McKnight can be reached at 847.867.5963 and at mmcknight@salesxceleration.com

LinkedIn: https://www.linkedin.com/in/matt-mcknight-2463121/

Sales Xceleration Background (www.salesxceleration.com)

With over 100 Advisors across North America, Sales Xceleration provides outsourced sales consultants to small businesses and mid-sized corporations that want to drive revenue growth.  In 2019, Inc. magazine announced that Sales Xceleration is No. 2353 on its Annual Inc. 5000 list, the most prestigious ranking of the nation’s fastest-growing private companies. 

The Host: Mark Coronna

Mark is an Area Managing Partner & CMO for Chief Outsiders. Mark is a globally experienced executive with a track record of consistent growth, turnaround and repositioning expertise across multiple industries.  He uses digital marketing to transform go-to-market programs and his passion is to help leadership teams accelerate revenues and profits.

Mark has authored over 35 articles and four eBooks on topics such as account-based marketing, building compelling value propositions and improving lead generation and qualification using an Intelligent Sales Pipelinetm  (https://contact.chiefoutsiders.com/improving-lead-gen-ebook)

Mark can be reached at mcoronna@chiefoutsiders.com 

612.554.0081

linkedin.com/in/markcoronna

Chief Outsiders Background  www.chiefoutsiders.com

Chief Outsiders is a national firm of 70+ Chief Marketing Officers (CMOs) – The CMOs work with businesses on a fractional basis. Each CMO joins the leadership team of their clients to solve growth challenges, provide strategy, implement ABM and revenue pipeline management.  Chief Outsiders was awarded a Forbes magazine Small Giants Award for a top privately held company.

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SLMA Radio is hosted by James Obermayer of Funnel Media Group which is a program on the Funnel Radio Channel.  Funnel Media Group is the sponsor of SLMA Radio

Funnel Media Group, LLC   

27
Nov 2019

Defining Modern PR in a Digital B2B World: Hint it has Changed

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No doubt about it, Public Relations (PR) has changed even more than traditional marketing in the modern digital world.  Of course, marketing prides itself in its IT budget and the tools it uses, and while PR has some of those tools available, the actual function of PR has changed in different and more measurable ways than ever before.

PR is now firmly connected to the word communications. While PR releases are still a part of the function, content creation and a wealth of new earned media have become part of every agency’s offering as a communicator to the marketplace, employees, and investors. Plus, PR has not escaped the need for more in-depth strategic planning and program measurement. Our guest today is Kristin Hege, Founder, and CEO of Convey Communications and she does a deep dive into the exciting new world of PR as a generator of wealth for B2B companies.

About Kristin Hedge

Kristin Hege is the CEO & founder of Convey Communications, a strategic public relations and communications firm founded to serve B2B technology and service-based businesses. Built on Kristin’s deep expertise in helping innovative businesses thrive, Convey Communications puts strategy first before layering on thoughtfully crafted PR, media relations, content and communications strategies. 

Prior to founding Convey, Kristin served in key leadership roles at two previous PR agencies. She also spent time as a VP of marketing, and as a contributing columnist for a well-respected business publication. These roles contributed to her keen understanding of public relations, technology, marketing and business, and the savvy strategic insight she uses to guide clients today. 

Kristin is an Adjunct Professor at Arizona State University where she is currently teaching a course on PR writing. She is a long-standing board member for the Public Relations Society of America’s Phoenix chapter and has become known as a trusted speaker on topics around PR and technology. She is also a board member of Support My Club, a nonprofit that fulfills the needs of local school clubs and teams. 

In addition to all things PR, Kristin is a dedicated wife to her husband, Justin, and mother of two boys, Calvin and Lincoln.  

 

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SLMA Radio is hosted by James Obermayer of Funnel Media Group which is a program on the Funnel Radio Channel.  Funnel Media Group is the sponsor of SLMA Radio

Funnel Media Group, LLC   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

26
Nov 2019

Why Marketing with Your Gut is Out and Marketing with Data is In – Ellie Mirman

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The podcast version of this show from the live broadcast will be available by the EOB on Tuesday, Nov 26th.

How Competitive Intelligence Drives Markets from a 20 Women to Watch Win er, Ellie Mirman of Crayon

What started as an interview with Ellie Mirman, CMO of Crayon, named one of the 20 Women to Watch by the Sales Lead Management Association, which centered on women in leadership, this morphed into an interesting discussion about how competitive intelligence creates a competitive advantage for its users. 

SLMA Host Erika Goldwater gets Ellie to talk about how to grow as a leader, her own experiences and the advice she gives about how women can pave their way to success. Just as interesting is her background in marketing, especially as a CMO at Crayon a competitive intelligence company. She discusses how marketers have to shift from “marketing by your gut” to marketing with data; how data is an equalizer and why data is the new universal language.

About our Guest Ellie Mirman

Ellie Mirman is CMO at Crayon. Prior to Crayon, she was VP Marketing at Toast, where she built and led the marketing function across demand gen, content marketing, product marketing, branding, and customer advocacy. Previously, Ellie held multiple marketing leadership positions at HubSpot during its growth from 100 customers to IPO. Ellie loves working at the intersection between Marketing, Sales, and Product, and building marketing from startup to scale-up.

About Crayon

Crayon is a market and competitive intelligence company that enables businesses to track, analyze, and act on everything happening outside their four walls. Tens of thousands of teams use Crayon's real-time competitive insights platform to enable sales to win more deals, improve marketing performance to break through crowded markets, and inform product and executive strategy to build and launch winning products.

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Host Erika Goldwater is the director of Global Communications for InRiver The new way to market and sell with powerful product information management. She has also been named as one of the 20 Women to Watch by the Sales Lead Management Association.

 

21
Nov 2019

How to Engage Customers and Prospects with Tactile Marketing

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This month’s guest helped create a new category of marketing – Tactile Marketing Automation (TMA) – and is helping marketers learn how to leverage this marketing tactic to engage with customers and prospects on a personalized level while overcoming digital clutter. Join us as Rhoan Morgan talks with Marne Reed, Chief Evangelist, VP Strategic Alliances at PFL.com about direct mail, personas, and more.

About Our Guest

Marne Reed is the Chief Evangelist and a 17-year veteran at PFL. She is an authentic business leader tasked with guiding PFL’s expansion into enterprise software solutions, which includes the creation of a new category called Tactile Marketing Automation (TMA). Not afraid of a good business or personal challenge including raising her 4 boys without the loss of any major body parts. She is passionate about a fine glass of wine and relaxing with her chickens.

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Revenue Rebels is hosted by Rhoan Morgan of DemandLab which is a program on the Funnel Radio Channel.  DemandLab is the sponsor of Revenue Rebels

DemandLab   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

13
Nov 2019

If Marketing Owns the Pipeline is Management of the Sales Department Far Behind?

In recent years marketing has chipped away, usually unintentionally, at various steps of the sales pipeline to aid the salespeople. Most of this is made possible by marketing automation and telemarketing being managed by marketing. I respect, that the sales pipeline ownership has finally shifted from sales to marketing. Marketing in more sophisticated companies probably manages more than 50% of the pipeline steps now and to me, that means ownership has shifted.

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13
Nov 2019

Four + Common Mistakes Sales and Marketing People Make When Selling to IT

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In this episode of SLMA Radio (525th weekly program), guest host Nick Lissette interviews Black Pearl CIO Mike Guggermos.  They discuss the glaring mistakes sales and marketing people from technology companies make in trying to sell to IT. These, Mike says are the mistakes that contribute to lost sales such as:

  • The four questions that make IT managers want to vomit when asked by salespeople
  • Is IT really the roadblock in selling to a company?
  • The biggest mistake a salesperson makes in selling to the IT manager.
  • Why salespeople need to talk outcomes and performance indicators over features
  • Why IT gets measured on financials and not marketing outcomes
  • Why the IT budget doesn’t include IT for marketing
  • How IT organizations are budgeted
  • The conflict between Corporate IT and Marketing IT.
  • When salespeople fail to address the risk of implementation

About Mike Guggermos:

Mike Guggemos is the Chief Information Officer (CIO) for the Black Pearl Mail. Mike brings extensive global experience to the role having served as a senior executive in two F500 firms over the last 25 years. Most recently Mike was the CIO of Insight Enterprises, Inc. where he was responsible for Information Technology as well directly engaging with critical global clients. Prior to Insight, Mr. Guggemos held numerous positions with Motorola, Inc., to include Corporate Vice President, Information Technology where he was responsible for end to end IT architecture, applications, infrastructure, engineering and other IT services.

Linkedin for Mike Guggermos

 About Black Pearl Mail

Founded in 2014, Black Pearl Mail is a software-as-a-service (SaaS) product that helps companies increase their brand awareness and grow revenues. Black Pearl has been engineered to seamlessly integrate with Microsoft's O365 and G-Suite. 

Black Pearl is the perfect accompaniment to any businesses email communications by making it Manageable, Actionable and Insightful. Centralized signature management ensures easy brand consistency and compliance. Banner messaging transforms passive email communication into a value-add digital marketing tool. End-user insights let emails understand when and how recipients are interacting with their email. The company is headquartered in Scottsdale, Arizona, also has a growing R&D hub in Wellington, New Zealand and support office in Zurich. To learn more, please visit www.blackpearlmail.com.

About Our Guest-Host Nick Lissette

Nick Lissette is the Founder and Chief Technology Officer of Black Pearl Mail. With almost a decade of experience in business email, Nick also serves as a Director on both the Fiduciary and Advisory Boards. Nick is an ‘entrepreneur’s entrepreneur’ with a keen knack of identifying emerging technologies and markets.   Lissette on Linkedin

You may also like: Six Ways to Make Email Work Smarter for Marketing and Sales

 
31
Oct 2019

Who Creates the Most Wealth, Sales or Marketing?

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Some might say there's an easy answer to this question, “it’s sales right?”  And yet,  when you delve into the many facets of marketing’s long and short-term initiatives with Mark Coronna, CMO for Chief Outsiders, he makes a strong case for marketing’s superior contributions. 

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23
Oct 2019

The Payoff When Customers are the Center of Everything for Marketing and Sales

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Yep, we’ve heard from pundits in the past few years that the customer is why you are in business, why they are important and what we should do about it. Jocelyn Brown, SVP at Allocadia agrees with that, but she takes it much further in saying that its more than a concept, more than an idea that passes quickly as a conference keynote and disappears. It is a philosophy for doing business for Marketing and Salespeople in the most progressive (and profitable) companies. 

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22
Oct 2019

ABM Use Case: Lessons from the Front and How it’s Impacting Sales Pipelines

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After running multiple ABM programs, we’ll reveal results and the lessons learned along the way in this show. Featuring an interview with Mark Coronna, Partner & CMO at Chief Outsiders and the fractional CMO with Dalsin Industries, and Tom Judge VP of Strategy at Direct Marketing Partners.

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10
Oct 2019

The Five Easy Pieces of A Marketing Attribution Model You Should-Know

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Barriers to Measuring ROI

Tessa Burg, VP of User Experience and Technology Strategy at Tenlo, says that B2B marketers that want to track the ROI of their digital efforts would be wise to consider an Attribution Model.  Lead sources should no longer be simply attributed to one source and neither should the credit be given to that source for the eventual sale. To access the true ROI of each marketing channel, B2B companies must find ways to adjust their traditional success metrics.

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1
Oct 2019

F#ck Content Marketing: It’s All About Content Experience

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Whether we know it or not, we're all creating content experiences. Sometimes, they just suck...
 
Today's guest is a rule-breaking marketer and a leader in the content experience movement. Randy Frisch, CMO, and Co-Founder of Uberflip, joins the Revenue Rebels podcast to share how marketers can evolve their thinking around content marketing and content experience.

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Host, Rhoan Morgan sits down with Frisch to discuss:
  • Why business leaders must prioritize content experiences
  • What a successful content experience looks like
  • The biggest roadblocks marketers experience

P.S. We do drop an F-bomb or two in today’s episode, so turn the volume down or use headphones if you’re around children or in the office.

About Our Guest

Randy Frisch is the CMO and Co-Founder of Uberflip, a content experience platform that empowers marketers to create content experiences at every stage of the buyer’s journey. He has defined and led this movement, prompting marketers to think beyond content creation and truly put their customers first by focusing on the experience. He is also a host of Conex: The Content Experience Show podcast was named one of the Top 50 Fearless Marketers in the world by Marketo, and is the best-selling author of F#ck Content Marketing: Focus on Content Experience (yeah, he swears sometimes).

 

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Revenue Rebels is hosted by Rhoan Morgan of DemandLab which is a program on the Funnel Radio Channel.  DemandLab is the sponsor of Revenue Rebels

DemandLab   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

24
Sep 2019

How New Salespeople Build a Repeatable, Daily Framework for Success

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There is no secret sauce to being successful in sales. It all starts with building a consistent, repeatable, scalable daily activity framework that ensures you do what needs to be done.

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19
Sep 2019

Six Ways to Make Email Work Smarter for Marketing and Sales

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 Everyone in marketing and sales agrees on three things about email, it is indispensable, inexpensive as a promotional tool, and hugely inefficient unless used right.  In this episode of SLMA Radio we interviewed Nick Lissette, CEO of Black Pearl and we discussed how marketing and sales can use email more efficiently.

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9
Sep 2019

When Marketing Inserts Itself Into the Sales Pipeline, Who Owns it?

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To answer this question, we have gone to Christopher Ryan, Founder and CEO of Fusion Marketing Partners.  The answer to this will guide both marketing and sales to better understand their role in pipeline management because today they both have a stake in the outcome.  

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6
Sep 2019

Why Successful Acquisitions Need Marketing at the Forefront

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Lauren Weiner, Executive Director, Marketing at IHS Markit has been through four acquisitions in her career and has some tips, insights, and word of wisdom for marketers. In this episode of Revenue Rebels, we explore what happens in the first hectic months after acquisition and how marketing can smooth the transition. Host Rhoan Morgan and Lauren Weiner discuss:

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4
Sep 2019

Three Tactical Areas Winners Use - Podcast with Karen Hayward

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SLMA guest host and board member Dan McDade (recent CEO of PointClear) and now of Prospect Experience interviews Karen Hayward a managing partner of Chief Outsiders on the subject of what separates winners and losers in the revenue wars. The interview covers three tactical areas that winners use and loses fail to implement. Very interesting.

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