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Sales Lead Management Association Radio

23
Jun 2019

How to Avoid CRM Failure with Joe Scioscia of VAI

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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. 

 

19
Jun 2019

The Untapped Power of Quora Ads with JD Prater

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JD Prater from Quora shares why you should consider marketing on Quora, and some of his best strategies for driving inexpensive, high-quality leads. Don't miss the chance to break through the clutter on a channel that your competitors haven't found yet.

About AJ's guest:

JD Prater is the Quora Evangelist and a regular speaker at conferences across the globe. He's the podcast host of Grow with Quora and The PPC Show. And in his spare time, JD is an avid cyclist, proud new father, and weekend traveler. 

19
Jun 2019

Why End of Life Conversation Makes Life Itself Easier

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Choose Your Own Way:
Why End of Life Conversation Makes Life Itself Easier – for you, your family and your medical team

In this interview with Larry Wildemuth, Minister, former Chaplain, and Chairman of the Board for Coda Alliance, a nonprofit that deals with end of life choice, NPIQ’s Ellen Rudy explores Why End of Life Conversation Makes Life Itself Easier – for you, your family and your medical team. Even though 80% of people, have as one of their wishes, the desire to spend their last days at home with their loved ones – only 20% get that experience – those that had the opportunity to make that choice. End of life planning has become so important that a fairly new worldwide movement to ensure people know that how to die and how to live is THEIR CHOICE, has sprung up in countries around the world. Many end-of-life organizations in these countries have called on the Coda Alliance to help break the stigma of talking about death and what one wants at the end of life, whether years or days away, by making this most difficult conversation less stressful.

Take Responsibility, Choose Your Own Way, Embrace Life

After serving as an officer in the Navy during the Vietnam war, Larry Wildemuth discovered his passion and entered seminary. He then spent 45 years as a pastor in Hawaii and then in San Jose, CA, including as Chaplain of the Santa Clara Valley Medical Center. His focus on end of life was a result of years of working with patients in the hospital, seeing families struggle to understand what their loved ones would want – especially when they could no longer communicate. Invited to join others with similar concerns –the group soon became Coda Alliance. Although officially retired in 2017, Larry Wildemuth continues working as part of the Medical Center’s Palliative Care Team, member of the Ethics Committee, member of the Surrogate Decision Committee and as Coda Alliance Chairman of the Board.

 About CODA Alliance                    

Coda Alliance, dedicated to helping you comfortably deal with one of life’s most difficult situations -- starting your end-of-life conversation--developed GoWish cards, a unique, pioneering methodology that empowers you to Take Responsibility, Choose Your Own Way and Embrace Life. It’s about helping you take responsibility to make decisions regarding what YOU want – before an unexpected, or anticipated, end might happen. It’s about allowing you to embrace life by living the life you want. And, it’s about providing you with peace-of-mind by enabling you to make and communicate your own decisions about how you want to die when the time comes. GoWish is a wonderfully successful and fun sorting card game that helps you easily start a comfortable conversation to choose your own way – in life, and at the end-of-life, and is now used in multiple countries throughout the world.

Learn more at www.codaalliance.org  and check us out at

https://www.facebook.com/Coda-Alliance-91666256707/

https://twitter.com/CODAalliance

https://www.linkedin.com/company/19148529/

 About NPIQ

NPIQ is dedicated to closely connecting nonprofits to their audiences in a complicated landscape that demands deeper understanding of audience interests, wants and trigger words. NPIQ’s signature, customizable A2SK™ system of direct interviews and analyses helps nonprofits understand what their audiences REALLY think – not just what they, or persona charts, believe they think – and leads to measurable impact. Learn more about what NPIQ’s A2SK can do for you.

Visit us at www.NP-IQ.com  and

https://www.linkedin.com/company/10680484/

https://www.facebook.com/NPIQStrategies/

 

 

10
Jun 2019

Should You “Buy an Appointment” to Build Pipeline?

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In this interview with Mari Anne Vanella, CEO of the Vanella Group, we discuss how an outside service can be effective in getting an appointment with the right person which leads to a sales pipeline boost. 

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4
Jun 2019

How to Drive Revenue Using Content Marketing

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How did a middle market private equity firm manage to differentiate itself in an overly crowded and competitive market while attracting a wider audience and driving revenue? By leveraging content marketing and developing high-quality thought leadership.

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31
May 2019

Stop Treating Email Recipients like Morons Says Laurie Beasley in a 4 Minute Podcast

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This is a 4+ minute passage from Laurie Beasley’s longer live radio program she hosted on SLMA Radio.  To listen to the whole program, go here:

Incorporating the Six Universal Buying Motives to Improve Email Copy and Response Rates

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29
May 2019

How LinkedIn is the Best Place for B2B Ad Dollars

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The guest on SLMA Radio,  A.J. Wilcox, founder and CEO of B2Linked tells us why LinkedIn is the best place for a B2B Marketer’s advertising spend.  He discusses:

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29
May 2019

Why the Winning Customer Experience Starts with Sales

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Host Mari Anne Vanella interviews Michael Fox, a technology sales expert about how a new customer’s relationship starts with their  “relationship” with the sales representative that served and sold them. They discussed:

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15
May 2019

Why Marketing is in the Most Powerful Position in 100 Years

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This program addresses the question of who owns the pipeline, sales or marketing and in doing so it becomes apparent that marketing not only owns it but is in the most powerful position in their company in nearly a century.

Why it's Important

Are salespeople just the closers and don't own the pipeline? 

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9
May 2019

Incorporating the Six Universal Buying Motives to Improve Email Copy and Response Rates

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Most email programs are failing, dismal, weak and ineffective says Laurie Beasley.  Failure is usually the result of poor copy writing (subject line and body) that leads to low opening rates and truncated sales. 

The B2B buyer and consumer are not morons , she says (paraphrasing David Ogilvy). 

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8
May 2019

Leading Digital Transformation Within Your Organizations

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Digital transformation is an organization-wide effort, but it starts with the leadership of marketing. From vision creation to team empowerment, CMOs and marketing leaders are poised to drive transformation within their organizations but not all are well-versed in how to approach this transformation.

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3
May 2019

Why Leads Crash and Burn When Salespeople Call the Prospect

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Mari Anne Vanella, author, and CEO of the Vanella Group, has made millions of B2B outbound calls for her clients. For this program she discusses why companies don’t usually need more leads, they just need to fix the salesperson’s soft sales approach in the initial contacts. The salesperson’s failure, Mari Anne says happens when aggressive salespeople, who don’t listen to the prospect, fail to engage and then blames the lead and source of the lead: marketing. Mari Anne and Paul Roberts discuss:

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23
Apr 2019

Does Product Management Have a Role in Sales Enablement?

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Product marketing sits at the intersection of product, marketing, and sales, making it a critical function in enhancing value creation for the customer and supporting sales enablement.  But do product marketing managers just assume this responsibility lies with someone else in marketing?  Revenue operations? Marketing Operations? Marketing Communications? CMO?

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15
Apr 2019

Must Listen: Personal Growth Equals Sales Growth Podcast with David Kreiger

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David Kreiger believes in two management techniques for his inside sales representatives: the theory of one thing and that personal growth equals sales growth. 

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10
Apr 2019
8
Apr 2019
3
Apr 2019

Why Segmentation is Key to Building Your Customer Journey

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You wouldn’t market to the CEO of a Fortune 100 company in the same way you’d market to a 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. 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. 

Revenue Rebels is hosted by Rhoan Morgan, CEO of DemandLab the host sponsor.  

You may also like:

How Revenue Operations Improves Customer Engagement

Hear the best of Rhoan Morgan here.

3
Apr 2019
27
Mar 2019
18
Mar 2019

How Revenue Operations Improves Customer Engagement

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Getting sales and marketing teams to support revenue and business growth goals isn’t a small undertaking.   It's obvious, you'd think, and yet walking the talk is more difficult.  Hence, the rise of revenue operations and roles like Chief Revenue Officer, which exist to bring synergy between revenue-generating teams like marketing and sales.

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