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Sales Lead Management Association Radio

14
Aug 2019

Ignorance is no Excuse, Content Does Have a Measurable ROI - Pamela Muldoon

In this interview with Pamela Muldoon, Revenue Marketing Coach with the Pedowitz Group, we find out that content does have a measurable ROI.  Really, it does.

To hear some marketers complain, the ever ravenous bottomless pit of content consuming ne’er-do-well perspective buyers drain marketing’s budget with nary-a-proof of purchase.  But is the professed ignorance a ploy by marketers that simply don’t know how to prove that the content they create is worth the expense?    This is Part Two of the program:  Connecting Content Creation to the Bottom Line

The host is Jim Obermayer.

About the Guest Pamela Muldoon

Pamela Muldoon is a Revenue Marketing Coach with The Pedowitz with over two decades of traditional and digital marketing experience. She specializes in campaign and content strategy with a passion for helping clients develop a content marketing culture across the organization. Her marketing career started over thirty years ago when she transitioned from on-air personality to Copy Director for a radio station in Wisconsin. Since then, she has taken on multiple marketing roles in her career, having worked with companies like ING, Prudential and Content Marketing Institute. Pamela was named one of the Top 50 Women in Content Marketing in 2017 and in 2018 one of the 20 Women to Watch from the Sales Lead Management Association.

Pamela is also a professional voice over talent and podcaster. When not online working on digital marketing strategies, she can be found unwinding at a Las Vegas poker table or hanging out with her two dogs, Maddi and Copper.

About the Pedowitz Group

The Pedowitz Group (TPG) is a Revenue Marketing™ consulting firm headquartered near Atlanta, Ga. We believe that Marketing is the driver of customer engagement that fuels the revenue engine. Many of today’s successful CMOs are operationalizing business accountability, digital transformation and the customer experience through marketing operations. As your partner, TPG helps you plan, build and optimize your revenue engine by delivering services in MarTech, demand generation and marketing operations.

TPG has worked with over 1,300 clients to enable marketing and sales. Our expertise spans the six major categories of MarTech, including marketing automation, CRM and content platforms. We specialize in helping mid-market and enterprise organizations in financial services, manufacturing, software, technology and business services.  The Pedowitz Group customers have won over 50 national awards for their Revenue Marketing excellence. To discover how we can help your organization become successful Revenue Marketers™, visit http://www.pedowitzgroup.com, or call us at 855-REV-MKTG or visit Revenue Marketer Blog.

Related from Muldoon: Connecting Content Creation to the Bottom Line

Sponsor for this show:

SLMA Radio Sponsorship

 Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. Call 888 784 2929 or visit us at www.validar.com

5
Aug 2019

Where to Start on Social Media to Avoid Mistakes and Burnout

As the Global Communications Director at inRiver, Erika Goldwater manages the strategy and execution of the demand generation, communications, social media, and content marketing programs. She has extensive experience in several companies and has learned a lot about leading and teaching her teams about social media mapping, scheduling, and execution

 Know your team, where they gained their knowledge and experience so you are able to bring them into your vision.

  1. Present a plan and show the full strategy.
  2. Baby steps to explain the steps of what they are, why they need them and how they can implement them.
  3. There is regular cadence, ground rules. Those need to be known - a guidebook they can refer to when you are not right with them.

"After those first couple of tweets, they feel more comfortable and are usually good to go." - Erika Goldwater

"Meeting a tweet quota is not social media engagement." - Susan Finch

Determine, what are the strategic goals of the company? Don't spend the time peppering venues where your buyers don't usually engage.

 The goals: 

  • Engagement & Trust
  • Further your brand
  • Share information value to your customers.
  • If you aren't going to do that, please don't start social media.
  • It's social dialogue in real-time.
  • You have to be dedicated to it. If you don't have a team willing to back you up, 
  • Teams have to be aligned with the activity - there has to be a commitment to it.
  • One tweet, one post - isn't enough.

Be careful about re-tweeting blindly without actually checking and READING the linked article. Same with pinning - where did it originate? Did you read it all the way through? You may get bitten in the fanny if you don't.

31
Jul 2019

How Empathy from Marketers can Improve Marketing & Sales Alignment

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This month on Revenue Rebels, Rhoan Morgan welcomes two guests from Lola.com, Jeanne Hopkins, CMO & Ryan Ball, VP of Sales. This episode will provide listeners with tips for improving alignment between two of the most important business functions–marketing and sales. It will also explore the impact that marketing and sales alignment have on both business growth and revenue.
 
About Our Guests

Jeanne Hopkins, CMO

As Chief Marketing Officer at Lola.com, Jeanne Hopkins leads both the company’s marketing organization, building a metrics-based powerhouse to fuel demand as well as its customer success organization, ensuring a great Lola customer experience.

Ryan Ball, VP of Sales

As the Vice President of Sales, Ryan is responsible for driving the organization towards its broader revenue goals by establishing the strategy, targets, onboarding, training, and career growth of the sales team.

23
Jul 2019

Why Sales is Surrendering the Pipeline to Marketing

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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.

 

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. After reading some of the more recent research from Velocify of late and comments by people I respect, I think 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.

  • Marketing manages the CRM System, Marketing Automation, AI software, telemarketing, reporting and often the pipeline forecast.
  • Sales closes, if it is needed

Jim Obermayer is the host with the commentary this week.  

 SLMA Radio Sponsorship

 adView.cfm?id=396Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. Call 888 784 2929 or visit us at www.validar.com

17
Jul 2019

How to Measure Event Performance

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Events, trade shows, corporate showcases, and user events have grown dramatically in the last five years. And yet, the need to measure event performance beyond the ego boost of having the event is often evasive. The C-suite wants to measure the ROI for events that are into the mid-to-high six figures and beyond. In the episode, Valdiar CEO Victor Kippes discusses how to measure event performance and the technology needed to make it easy.

About Victor Kippes

Victor Kippes is CEO of Validar Inc., a B2B lead management company that specializes in events. Validar’s value proposition is based on Victor’s experience as a receiver of leads. He has been in a sales role for over 20 years both as a direct contributor and as the leader of a large enterprise sales team. He is a recovering sales leader who understands very well the challenges marketing and sales leaders face specific to demand generation and lead management. If you are a marketing leader interested in understanding and articulating your true value, or a sales leader interested in improved conversions and pipeline growth, Validar and Victor are there for you. You can follow Victor on Twitter at @vkippes.

 About Validar

Since 2005, Validar Inc. has helped B2B event marketers better understand and articulate their value. It is vitally important to us that our customers get the credit they deserve for their event marketing efforts and our technology not only does this, we also help deliver a best-in-class attendee experience as well.

9
Jul 2019

Realistic, Effective Content Marketing tactics ANY Company Can Implement.

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This is part 2 of an interview with Kristy DelMuto, VP of Strategic Marketing at LLR Partners. If you missed the first interview, we suggest you listen to it here. This continuation goes into specific tactics. Some of which your team can EASILY help you with - two tiny asks a month - really, it's not difficult to make great strides in your reach, but it's a group effort using the most accurate data and data analysis. 

About Our Guest: Kristy DelMuto, VP of Strategic Marketing
As the leader of LLR’s strategic marketing, Kristy works to codify why growth happens and help business owners access the capital, insights, and resources they need to scale. She translates actionable growth advice from LLR’s portfolio companies, network of senior operators and team into digital and live content, creating opportunities for best practice sharing among business leaders.

Kristy also manages LLR’s brand, marketing, public relations, and social media presence, enabling intermediaries to stay informed on the firm’s investment focus and helping executives determine if LLR is the right partner to support their company’s growth.

7
Jul 2019

How to Choose an Outbound Calling Company That Delivers

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Mari Anne Vanella, the host of Outstanding Outbound and SLMA Radio commentator Paul Roberts, explores how to choose and create a successful relationship with an outbound calling company that will give you a 20% return.  They discuss the sins of the industry and the benefits of working with a company that knows B2B enterprise relationship building.  They touch upon:

  • How to successfully outsource outbound calling
  • The difference between internally employed SDRs and outsourced professionals
  • Why nobody is closing deals on social
  • Why most companies pay inexperienced SDRs as little as possible and they get what they pay for
  • The sins of a false-peer call and lying from bad actors
  • Why going cheap on outbound calling increases risk of failure

 Mari Anne Vanella

Mari Anne Vanella has 25+ years of sales and business management experience. As Founder/CEO of sales development firms in Silicon Valley, her organizations have consistently delivered long-term, successful sales development programs to high tech and services industries across the United States.

Mari Anne's background includes successful performance as Vice President and Director at companies such as The EC Company (now ADX), PictureTalk, a subsidiary of Drake International (one of the world's largest IT solution and staffing firms), Global Knowledge, and at Skyline Computer Corporation, where she led the Cisco Training Products organization to a #5 position in the country within one year. Before these, she founded Procom, a sales development firm based in the Silicon Valley serving customers such as State Farm Insurance, Waddell & Reed, and many others.

Mari Anne Vanella hosts Outstanding Outbound Radio which is sponsored by The Vanella Group on the Funnel Radio Channel.

25
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. 

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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.

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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

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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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