Sales Lead Management Association Radio header image 1

Sales Lead Management Association Radio

4
Aug 2020

CMO Vacancy? Fill it With an Interim CMO Without Losing Momentum

slma-twitter-20200805-saxby.png

CMO slots cannot be vacant, even for a few weeks.  Learn how to keep up your momentum with a fractional/interim CMO which will gain momentum for you, not lose it.  This program is for the C-Suite executive that has an open spot for a CMO. 

To answer this need we interviewed Art Saxby, CEO of the largest Executive-as-a-Service firm providing outsourced Chief Marketing Officer services (fractional, interim, special project, and coaching). With over 100 hundred clients in any given month employing fractional and interim CMOs with Chief Outsiders national talent ranks, we asked Art about his company and the role of his CMO growth strategists.

  1. Who uses fractional CMOs?
  2. How does a company choose the CMO of their business?
  3. Do you place full-time or just fractional CMOs?
  4. I have heard that a fractional CMO costs no more than the employee cost (all in). Is this true?
  5. How long does it take to get a CMO on the job?
  6. What is the typical length of the engagement?
  7. Does the fractional CMO typically have experience in the industry for the company that hires them or is this even necessary?
  8. Are these fractional CMOs employees of Chief Outsiders?
  9. If a company likes the fractional CMO, can they hire them away from Chief Outsiders?
  10. What does a typical CMO cost for the hiring company?

About Art Saxby

Art Saxby is the founder and CEO of the country’s largest strategic growth implementation company focused on mid-size businesses. His firm, Chief Outsiders is an Executive-as-a-Service firm providing outsourced Chief Marketing Officer services (fractional, interim, special project, and coaching). 

About Chief Outsiders

Chief Outsiders supports growing or struggling companies by adding a market-focused senior executive to their leadership teams when the cost or complexity of full-time executive hires does not make sense. All 75+ CMOs at the firm have held positions of VP of Marketing at one or more major operating companies. 

 


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

4
Aug 2020

Virtual Trade Shows are Missing the Booth Barker

Scott Tokar, Trade Show Magician, CEO Corporate-Fx

Ever the optimist, Award-winning Magician, Scott Tokar, is looking forward to the irreplaceable trade shows he is a part of regularly. His corral of other performers know they can adjust and do online appearances, but nothing replaces the barker at a trade show driving people you never reached before to hear your message through entertainment. This episode of SLMA Radio, Susan Finch interviews Scott to talk about adjusting, the value of performers to help carry the "hosting" load at virtual and in-person events, as well as how you can plan for when in-person events return or how to stand out with your hybrid or virtual event.

 

About Susan's guest:

Scott Tokar, CEO Corporate-Fx Trade Show Magic Group

Scott Tokar is unique among magicians, having focused solely on corporate entertainment (Infotainment) and visual communication, he is known today as a “specialist” in tradeshow magic and sales meeting motivation. Unlike his magical colleagues, Scott does not perform in nightclubs, at kids' birthday parties, or picnics.

 

At the International Brotherhood of Magicians convention, Scott was invited to compete amongst fourteen other magicians from around the world. He was immediately recognized for his originality, technical expertise, and showmanship, and was granted the First Place Trophy for his Close-Up / Sleight of Hand Magic.

In 2011, at the 83rd I.B.M. International convention, Scott participated alongside 20+ “Street Magic” performers in the Annual I.B.M. “Strolling Olympics”. And this time, by a popular vote by his peers, Scott was named as “Best Comedy Magician” of the competition!

In addition to his busy corporate and tradeshow performing schedule, Scott has devoted his special "magical" abilities to reducing children's anxiety during doctor's visits through the "Side-Fx" magic project. Today, Scott can be found performing and speaking at medical conferences and meetings around the globe under the direct sponsorship of pharmaceutical and medical device manufacturers.

20
Jul 2020

How a Marketing Platform Drives Customer Experience

ACT-ON Software SVP of Marketing David Greenberg on SLMA Radio

 

Marketing in B2B companies is divided into those companies that have a sophisticated marketing platform (aka marketing automation system) and those that don’t.  Those without a marketing automation system or marketing platform don’t know what’s happening to their marketplace until their pipeline is evaporating before their eyes. While marketing automation software users revel in the revenue growth, the biggest benefit, says David Greenberg, is enhanced customer experience.  Our program this week has industry expert David Greenberg, SVP at ACT-On. He explains the benefits of the benefit of marketing automation and marketing platforms.

 

Read the rest of this entry »

9
Jul 2020

Why Relationship Building Is Key To Driving Marketing Success During A Crisis

revenue-rebels-joe-folan-1200x675.png

There are two pillars of marketing: success and engagement. Success is typically measured by revenue growth and business goal attainment. Engagement is focused on building relationships with your audience, proving value, and establishing lasting connections. This month’s guest, Joe Folan, shares how marketers can pivot from being selling-centered to relationship-centered to drive success.

About Rhoan's guest:

Today’s guest on the Revenue Rebels podcast is Joe Folan, the Vice President of Marketing for The Center for Leadership Studies. He has over 19 years of marketing experience having helped companies in various industries including technology, healthcare, nonprofit, and B2B companies through brand and offering evolutions in order to stay competitive and innovative in their space. 


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

8
Jul 2020

Actions Sales Leader Need to Take in a Recession

SLMA-twitter-20200709.png

There have been only three recessions in the last 30 years, 1990 2001 and 2007, prior to the current COVID Crisis.* This makes it difficult for more than half of all sales managers to know what to do because they’ve had limited experience managing during a recession. Steve Benson of Badger Maps tells sales managers what actions to take during this current recession. This program is for sales and marketing managers.

Some Tough Choices for Sales Management

Fire non-performers? Hire and expand? Discount? Spend more on marketing? Bury your head in the recession sand and hope for the best? Retrain the salespeople? Change compensation plans? Pay on profit or pay on gross revenue? Fire the salespeople and wait for better times? Slash the marketing department? Hoard cash?

About Steve Benson

“Steve Benson is the Founder and CEO of Badger Maps, the #1 route planner for field salespeople. After receiving his MBA from Stanford, Steve joined Google, where he became Google Enterprise's Top Sales Executive in 2009.

 In 2012 Steve founded Badger Maps to help field salespeople be more successful with multi-stop route planning. He also hosts the Outside Sales Talk podcast where he interviews industry experts on their top sales tips.”

 * History of Recessions in the United States


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   

24
Jun 2020

Building a Company Based on the Inner Athlete

202000604-goldberg-SLMA-twitter.png

Whether we were on a team requiring competent levels of motor skills, strength, power, speed, agility, balance, coordination, and endurance, or in a company or club where we work together, and make a personal sacrifice for the collective benefit of our friends or colleagues there are common themes to the success of the team. SquadLocker founder and CEO Gary Goldberg lives these values, encourages them within SquadLocker, but also in his daily life. He and our host, Susan Finch both admit they were probably tied for last place for being chosen to be on teams as they were growing up. But, there are so many ways our children can learn the value of a good mentor, coach, and team experience that will set them up to be the one EVERYONE is vying for them. 

Read the rest of this entry »

22
Jun 2020

Lead Conversion is a Process: Your Process Can Make a 100% Difference in Sales

 SLMA-twitter_NicolasV_6ctob.png

Marketing knows that lead conversion is a process. The lead conversion process you choose, says Nicolas Vandenberghe  CEO and Founder of Chili Piper, will make you a winner or loser. This program is for marketing management.

Choose the right lead conversion process and you’re a winner. Choose wrongly and no one wins.

Read the rest of this entry »

11
Jun 2020

Transforming Your Organization into a Revenue Marketing Powerhouse

revenue-rebels-social-shannon-dougall.png

This month's Revenue Rebel joining the podcast is Shannon Dougall, Head of Marketing at DevFacto and she's giving listeners insights on revenue marketing, organizational alignment, and more. Listen in as Shannon shares:

Read the rest of this entry »

19
May 2020

How Often Do You Need to Record a Podcast?

SLMA-twitterRobertsObie94k98.png

Podcasts continue to grow as a popular B2B media. The question is, What should my podcast frequency be to gain the largest audience?  This program answers the question that new and seasoned podcasters most often ask.

Read the rest of this entry »

5
May 2020

How Sellers Excel More as Remote Sales Professionals

 SLMA-twitter_Wurth.png

Inside salespeople have steadily grown in numbers for many years. How to get them to excel relies on a specific tool, says Russell Wurth of Showpad.  This program is for sales managers and salespeople who work remotely (and Presidents who want the most from their salespeople).

Read the rest of this entry »

28
Apr 2020

How Social Dynamic Selling Boosts B2B Sales

202000430-meek-SLMA-twitter.png 

We know 1-to-1 selling has a low yield. Hear how Rylee Meek’s Social Dynamic Selling process sold $88 MM for his clients. This show is for B2B and B2C sales and marketing managers.

Read the rest of this entry »

21
Apr 2020

Speed to Lead – 10 Surprising Facts About Sales Lead Response Time

SLMA-twitter_Nicolas.png

Every marketer should know that sales lead response time is vitally important. Nicolas Vandenberghe tells us how it impacts revenue.  This episode is for revenue managers that need every advantage to increase sales and get the most from each marketing dollar spent.

Read the rest of this entry »

6
Apr 2020

How Fractional CMOs are Changing the Game for B2B

SLMA-twitter_Saxby.png

Chief Marketing Officers’ average tenure continues to fall to approximately 3.5 years as the importance of the position has correspondingly increased.  Whether this turn-over can be attributed to career changes in a difficult labor market or impatience of CEOs, the demand for CMOs’ continues to grow. Add with the substantial complexity of the CMO’s job because of new technology offers and a corresponding shortage of skilled marketers, the end result is that many companies are falling behind in the marketing race. With the pressure for marketers to “out-market their competitors” has brought the demand for fractional or interim CMOs to fill vacancies in a critical job. 

Read the rest of this entry »

19
Mar 2020

How to Become Unforgettable with Jeanne Bliss

880x495-tweet-revenue-rebels-20200319-bliss.png

Jeanne Bliss is a leadership and customer experience strategic advisor and keynote speaker who helps the worlds' most beloved companies become unforgettable; earning growth and admiration through their elevated business practices and the humanity of their people.

In this episode, Jeanne shares how true customer experience transformation can and should lead to companies and brands becoming unforgettable.

___________________________________________

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

18
Mar 2020

How to Fast Track Your Business with Organic Growth – Laura Patterson

tweet-20200319-slmaradio-patterson.png

Every company grows organically until it makes a decision to grow through acquisition, and that is the basis for this discussion about Laura Patterson's new book, Fast-Track Your Business: A Customer-Centric Approach to Accelerate Market.

Read the rest of this entry »

7
Mar 2020

How Direct Mail and Digital Ads Work Together for Higher Results

SLMA-twitter_Fitzgerald.png

Some say direct mail has been superseded by digital ads.  Some say direct mail paired with digital ads brings results that exceed expectations for extraordinary results.  To find out if this is true and how it works, our host Jim Obermayer interviews the founder of Taradel, Jim Fitzgerald.  Taradel has a platform that uses the latest database disciplines for a defined target audience to bring higher results by using direct mail and digital communications. 

Read the rest of this entry »

3
Mar 2020

What Separates CRM from Sales Lead Management Software?

SLMA-twitter_1_.png

There has been a steady drum-beat of an emerging category of software to manage sales leads.  The category is Sales Lead Management.   While Sales Lead Management is a big tent that encompasses many different disciplines and tools, if you search for the category of sales lead management software there are new entrants that say they aren’t CRM. Or are they?  Are these “entrants” just CRM companies that separate themselves from a crowded field? 

Our guest today is Ani Chiuzan head of customer marketing at Pipedrive.  Ani discusses the basics of a CRM system that salespeople like and what separates CRM from Sales Lead Management Software.

 We discussed:

  1.  Why CRM abandoned its original purpose to serve the sales representatives' needs.
  2. What makes a great CRM system
  3. What salespeople dislike most about CRM systems
  4. Is Sales Lead Management Software really separated from CRM?
  5. What is the difference between CRM and SLMS, or is there a difference?

 About our Guest Ani Chiuzan

Ani Chiuzan is Head of Customer Marketing at Pipedrive, a global sales CRM with more than 90,000 customers worldwide. Ani is a strategic leader and marketer with deep expertise in designing and executing insight-driven marketing strategies supported by rigorous financial expertise.  Her 18-years’ experience includes working with B2C, B2B and SaaS organizations across the globe in sectors such as Telecommunications, IT, Retail, Finance across Europe, Australia, Asia, Africa, US and the Caribbean. Prior company experience includes EE Telecommunications, Velti and Barclaycards.

 About Pipedrive

Founded in 2010, Pipedrive is the first CRM platform developed from the salesperson's point of view. Today, Pipedrive is used by sales teams at more than 90,000 companies worldwide. Pipedrive is the top-rated CRM and has offices in Dublin; Lisbon; London; New York; Prague; Tampa/St. Pete; Tallinn and Tartu, Estonia; and, with the acquisition of Mailigen, Riga, Latvia. Learn more at Pipedrive.com.

___________________________________________

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   

24
Feb 2020

How to Create the Most Valuable Content that Contributes to Sales

20200219-fagen-SLMA-twitter.png

Content starved marketing departments are constantly searching for content of whatever ilk to feed the ravenous public, be they prospects or customers.  Salespeople are frustrated by content deliveries that don’t exactly pertain to the prospects need and is therefore useless.  Even if the right content is created this month, it is often out of date within a short period of time and no one is pleased.  In this program, Bethany Fagan, Content Marketing Manager at PandaDoc discusses how to satisfy both sales and the prospects with content that contributes the most to sales.

 

 

18
Feb 2020

Six Questions to ask Yourself Before you Start a Podcast

slma_640x640_showcard_oberts-2-13-20.png

In this program, veteran Internet Radio Producer and Podcaster Paul Roberts and Jim Obermayer discuss the six questions you have to ask yourself before starting a podcast.   Obermayer the chief podcast producer on the Funnel Radio Channel reviews the latest statistics on podcasting and answers the six questions that must be asked before starting a podcast. 

5
Feb 2020

Why Segmentation is Vital for a Go to Market Plan – Rebecca Kaufmann Podcast  

880x495-tweet-revenue-rebels.png

This month on Revenue Rebels, Rhoan Morgan sits down with Rebecca Kaufman, Director, Strategic Marketing at Phreesia to discuss the importance of segmentation in marketing. 

You wouldn’t market to the CEO of a Fortune 100 company in the same way you’d market to an SMB marketing director. Why market to your customer and prospect audiences in the same way? When you prioritize segmentation, you enable your company to target the right audience with the right message at the right time, while delivering a superior experience. Some of the items discussed are:

Read the rest of this entry »