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Sales Lead Management Association Radio

29
Jun

How Internet Radio Reaches At-Work Listeners: The Importance of Streaming Live

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Internet Radio and the podcast replays continues to gain an audience in the B2B space as programs and hosts understand the benefits of  this multidimensional content creation machine.  During this program, veteran broadcaster Paul Roberts and Steve Gershik (personality on LeadSpaceRadio) discuss with Jim Obermayer the host, the acceptance of internet radio in the B2B space for at-work listeners.    In addition they explore the importance of live steaming for at-work listeners of business programming.
 
Paul Roberts has been a station owner for seven years and also the CEO of West Coast Marketing for 23 years.   Roberts created Orange County, California's first Community Radio Station featuring live, weekly broadcasts from OC's top business leaders and community groups.  He has since expanded the shows produced to include SLMA Radio, LeadSpace Radio, MSPNow Radio, Contact Radio, SalesPipeline Radio for Funnel Media Radio and several dozen other shows. 

Steve Gershik has 20 years of experience in product marketing, social media, demand generation and brand building, Gershik is an expert in what B2B companies need to do to survive and thrive in competitive environments today.

He is an experienced Chief Marketing Officer for early and growth stage technology companies and has been a roll-up-your-sleeves working manager in each of his roles. He's spoken at SXSW Interactive, DMA, AMA, BMA, DemandCon, SiriusDecisions Summit, AdTech, Eloqua Experience. He's consulted for technology startup companies, growth stage firms that need help building a revenue process and publicly traded companies that are looking to build a team of modern marketers. 
Gershik is a frequent visitor and commentator on SLMA Radio programs.
SLMA Radio Sponsorship
adView.cfm?id=383 This episode is generously sponsored by The Vanella Group, Inc.-- the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. To learn more, visit VanellaGroup.com or call 888-335-0340

adView.cfm?id=396 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
23
Jun

Trade shows and conferences: are they throwing rose petals as you walk in the door?

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Conferences and trade shows are part of every industry. Whether you and your company participate in them is part of your marketing plan. Once you have your plan and schedule - how are you going to prepare to make the most of the money you spend on attending, exhibiting, sponsoring or speaking at these events?  Do you have enough staff to get it covered; and not only COVERED but NAILED?


Jim reminds us that planning for a conference needs to start months ahead of time. Communicating with attendees through inmail systems days before isn't good enough and will most likely be a waste of time.

Jim Obermayer will interview SLMA Marketing Director, Susan Finch, on this very topic. You may not realize how much of a mediocre presence you have once you realize all that you can do before, during and AFTER the conference or trade show.

This show had several ideas that to some, may be obvious, but making sure you do them can add to your successful conference experience before, during and after!

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A bit about Susan Finch in her own words:

Her mission: Create marketing solutions that give you power, renewed excitement, peace of mind, knowledge, and a plan while making you look great.

I give you control of your marketing plan AND I translate geekspeak into plain English. I’ll create a customized marketing plan that includes video, strategic alliances, client advocacy and then you get to choose the parts you want to do, and get my assistance with the rest, including: branding, repurposing and creating your content, and developing training materials.

Learn more about this specialty of hers here >


Commercial  sponsors on SLMA Radio include: The Young CompanyThe Vanella Group and Vanilla Soft.
4
May

Mobilegeddon and other finger pointing, search and SEO nonsense.

Watch Now:


Susan Finch and David Kutcher of Confluentforms.com dove into this discussion as companies large and small are crying foul from Google with the new mobile friendly algorithms put in place for search results at the end of April. CMOs, SEO companies, Web Developers - stop pointing fingers. Smart phones and mobile search are not new. Weren't you ready? What about third party applications you are using or married to? Instead of wallowing in "It's not my fault, we only had three months to plan!" - why not look at it as an opportunity to REVIEW, REVISE and RENEW your site?


Related rant of sorts on LinkedIn >
Highlights include: 
00:23 Mobilegeddon is not google's fault. It's about what the users want from their experience.
00:58 Google wants to give the users the best search results - the best experience.
01:15 What is the differentiator between #1 and #10 results?

01:34 #1 gripe when searching from mobile is the results don't lead to sites that are mobile friendly.

Browser vs. Search engines - the two have to play nicely to give you the best results.
03:38 - It's the Web Developer... it's the SEO company... it's the marketing team... Who is at fault? ANSWER: THEY ALL ARE!
04:43 The mobile search market has really heated up in the last year. 
05:30 Assuming you have looked at your analytics. Where are your visitors/searchers coming from? You need to know. 
06:07 CASE STUDY: Cost benefit analysis. Local brick and mortar: butcher shop.
08:40 You never know when someone will pick up their phone for an immediate query they have. You don't know when they have the time for this query that's bothering them. They will go from searching, reading to calling or walking in your doors within 24 hours. THIS is the conversion we are looking for. 
09:30 You have to be there for your customers when they want what you have. BE their solution, give them the answers they seek.
12:40 Even in small companies where one person or vendor wears many hats: media buy, design, SEO, marketing - we have a responsibility to know better and ask the question, know where their customers and searchers are coming from.

14:06 "It's (website) is doing what it's supposed to be doing." Are you sure?

14:36 - Provide your customers with custom dashboards to serve their needs, or take them on a tour of analytics so they know what's going on and have the answers as to where their customers are coming from.
15:30 It bit those in the butt who just put out a website and forgot about it. 
They treat their website like a shingle they hang outside their business. They hang it and it's just there.

What percentage of your traffic comes from organic search?

Is your website successful or not successful? Do you know?

16:21 Just because you have an eCommerce site with all of your products, you still need to TALK about your products - tell stories - tickle the search engines that you are active and engaged. The sole description in your product "more" needs to be more than the dimensions.
17:15 This is a wake-up call to all businesses if they are even paying attention.
17:30 What is your website about? What are you doing for it lately? It's more than just making it mobile friendly. It's about evaluating your goals, your marketing strategy, modifying it, updating it. 
18:08 It's a fabulous opportunity to refresh your online presence and get excited about your site once again.  Your old mailing lists may be drying up. Time to find a new audience for your products and services.
23:00 Find out from your Team in a GROUP CALL: who is doing this, what is the timeline and we need to get this done yesterday. Eliminate the shoulda wouldas and finger pointing - just solve it. 
24:00 You will have to most likely pay for these updates, especially if you have a custom site. The web changes so quickly, you have to be ready to invest to keep up. 
24:40 You need to check in with your web development team at least once a month. It needs to go on the list with the rest of your marketing and sales duties. This is the cog in a lot of these strategies.
25:00 It's time to get excited again about your website. Rebrand, review, renew!
25:45 Find David Kutcher at http://confluentforms.com and Susan Finch at http://susanfinch.com

19
Jan

How Branding impacts Teleprospecting and Lead Generation

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Michael Falkson, founder of eti Sales Support makes the case that those that ignore branding do so at their peril.  He believes too many marketing manager's think that branding is an expensive exercise that has few measurable benefits for the small to mid-sized company. Falkson argues that branding and its benefits make the sales process much easier and he tells us how to do it. The host for this show is Jim Obermayer.

Michael Falkson, Founder & CEO

Founder and CEO of eti Sales Support, Michael Falkson leads the  company's strategic direction.

An entrepreneur at heart, Michael emigrated from South Africa in 1987 to  establish eti. eti is a premier B2B Sales and Marketing support agency.  eti has been a leader in the field since the company's inception, innovating and deploying cutting edge technologies, which include stateoftheart  CRM, PRM and Marketing Automation solutions geared towards maximizing sales productivity.

Prior to leaving South Africa, Michael was the CTO for Effective Letters Pty. Ltd, SouthAfrica's leading Direct Mail Marketing agency, and CEO and founder of ETM Pty Ltd, which was the largest Call Centre operation in the country at that time. He was also the founder and Chairman of SATA (South African Telemarketing Association) until emigrating to the US.Michael studied at the University of Witwatersrand in Johannesburg and the Hebrew University in Jerusalem.

About eti Sales Support:The Sales Lead Generation Company

Whether you're just beginning to grow your business or you already have a thriving national or global business, eti has the resources, the experience and the services to help you expand.We're a leading business-to-business sales support agency specializing in programs to maximize clients' direct marketing and sales growth nationally and globally.

Founded in 1987, we have a record of success in increasing clients' sales with New Customer Acquisition as the most important aspect of our many sales driven services. Our Business Developers are college-educated with most having extensive previous business experience. Our clients profit fully from their successful abilities in conducting sophisticated programs that require knowledge, intelligence, business insight and communication skills to produce the best results. Our core competence is in consultative business development, primarily for clients with complex products, services, and value propositions.

eti Mission:

 

  • To grow client sales by maximizing sales productivity.
  • To provide high-quality, responsive, (global) business-to-business sales support services via a growing pipeline of sales opportunities.
  • To provide leading-edge, real-time reporting and analytics that offer clients optimum control and accountability to maximize returns on their marketing investments.
  • To provide highly effective leadership and support for integrating sales and marketing campaigns.

 

Sales Lead Generation Services include:

 

  • Sales Lead Generation
  • Appointment Setting
  • New Customer Acquisition
  • Customer Retention
  • Customer Development and Growth
  • Upsell and/or Cross Sell
  • Full Account Management
  • Build and Nurture Client Relationships
  • Special Promotions Announcement
  • Channels Motivation and Management
  • Dormant Account Revitalization

 

  www.etisales.com 1-800-466-4384

13
Jan

Images and Graphics for Marketing: Which format works best and WHY?

Watch Now:
 
Images done right – What’s the difference? png? jpeg? gif?
 
It is hammered into your head that EVERY blog post, every article and update needs an image.
We know those posts generally get the most activity – but only if they are quality and interesting images. But what about the format of those images and graphics, especially when they need to be LARGE such as on Google+ and Pinterest? There are several formats for online images: jpg/jpeg, gif and the current favorite, png.
 
Instagram allows 15 second marketing videos, Pinterest allows you to pin all images, some videos and animated graphics - but what makes the most sense to get your message out there?
 
What’s the difference?
How do we know which we want?
Can we simply rename an image?
What about saving as, a save as after saving as?
 
A copy of a copy of a copy – even digitally – begins to lose quality. We’ll give you tips on how to avoid that issue and keep your images as crisp, clear and lovely as possible.
 
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Helps:
Here is the link to Stackoverflows site, nicely describing differences:
http://stackoverflow.com/questions/2336522/png-vs-gif-vs-jpeg-when-best-to-use

And for crazy nerds, Google Developers "Image Optimization":
https://developers.google.com/web/fundamentals/performance/optimizing-content-efficiency/image-optimization
 
Free programs to edit images:
PicMonkey, Canva
 
Apps to edit images on your phone or tablet:
A Beautiful Mess!, Photoshop Express
 
Tips highlighted:
Start with the largest possible image and use SAVE AS to create variations and other formats. Name them all the same at the front and add: _500-lowres, _1200-highres, etc. so when you sort them they stay in a group and are easier to find.
 
Just because you can animate things, doesn't mean you should. Let's go back to that gooey baby from 1992!
 
Comment from event attendee, Brian Shea:
For those going back to the old days of dial-up in the 90's, keeping file size small was one of the most important lessons, as we had to upload those images via 28.8/56k.  So, we quickly understood and appreciated filesize.  When broadband came in, and digital cameras, all the new designers thought nothing of using photos directly out of the cameras.
Yes, I've seen 4mb files being used on websites.
Even for some old timers, they didn't get the concept that even though 'everyone' has broadband, the images still need to be optimized.  It wasn't until they got hit with major mobile data charges that they realized that filesize is not just about performance and speed. It's also costly.
30
Oct

Why Powerful Persuasive Sales Presentations Make a Difference

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Long term success, Patricia Fripp says, doesn’t depend on how smart you are, but how well you speak. Obermayer the SLMA Radio host said, “As a sales manager I knew that I can control and teach a lot of things but every time a salesperson opens their mouth, there is no telling what will come out. Marketing people are worse because they generally don’t speak for a living.”  In this interview, the preeminent speaking coach tells it like it is and will convince you why a speech coach is just good business.
 
 
About Patricia Fripp
 
Patricia Fripp is the ultimate authority on powerful persuasive presentations - your competitive edge! She is a Hall of Fame keynote speaker, executive speech coach, and sales presentation skills trainer and coach. Meetings and Conventions magazine named her "One of the 10 most electrifying speakers in North America.” Kiplinger's Personal Finance wrote, "The sixth best investment in your career is to attend a Patricia Fripp speaking school."   Fripp is now virtually everywhere through her interactive virtual training www.frippvt.com. Trusted by clients such as ADP, Cisco, VMWare, IBM, VISA and Genentech. Patricia is a past president, and the first female president, of the over 3,000-member National Speakers Association.
 
About: Fripp & Associates
 
Patricia Fripp and her expert associates are the ultimate destination if you want to improve the quality of your public speaking, sales presentations, or you are looking for a keynote speaker for your meetings, conventions, and corporate events. Other services include interactive virtual training and PowerPoint creation and coaching.
25
Sep
9
Sep

Stu Heinecke with a discussion of his new book: Big Fat Beautiful Head

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Do you enjoy reading cartoons? You’re not alone. 

Editorial readership surveys show they’re almost always the best read and remembered part of magazines and newspapers. But how do the cartoonists do it? Where do their ideas come from and how do they convert those bits of inspiration into the delightful sprinkling of drawings we enjoy so much? That’s what makes this book so special. Not only does Wall Street Journal cartoonist Stu Heinecke share his doodling’s, he takes us behind the scenes with stories about each cartoon in the book. Where the ideas came from, how they were created and who they touched all come into focus in this one-of-a-kind book.  Host Jim Obermayer talks with cartoonist Heinecke about how this book came about.


2
Sep

Time to get a REAL head shot and lose the selfies or outdated images.

Watch Now:
A headshot starts way before the headshot. There is planning, prep and research to find the right studio to take it for you. What to wear, accessories, pose and more. The tips below assume you are not having to wear a uniform. Also, if you are appearing, speaking, etc. you'll want to provide an image as soon as you accept so that the intern doesn't do a Google search and end up with something outdated, embarrassing or not even you. I've done it several times for radio guests that don't seem to think they need to provide a headshot because it's RADIO.
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Watch this episode of Geekspeak Guides on this very topic:
  1. Wear some COLOR solids are best. Patterns are distracting.
  2. Earrings – do they go with the outfit? Are the trendy or business like – yet with personality?. They, too can be distracting.
  3. Shirts – are collars ironed? Is the jacket REALLY your size or the size you wish you still were?
  4. Tie or no tie – depends on your target market. BORROW an expensive tie if you have to – that doesn't mean buying it at Nordstrom and then returning it. Have a GOOD tie. It will give you a lift.
  5. Glasses or no glasses? Do you always wear glasses? Will anyone recognize you if you do not have them on or will they ask if you got Lasix surgery? When was the last time you updated your frames? You may be due if it's been more than 5 years. Styles change. You may end up with lighter weight ones, too, that are more flattering.If you bought your glasses with one shaped face and you've gained or lost weight, changed hair color, gone gray – your old glasses will not look as good as they did when you first got them.
  6. Smile - do you want your teeth whiter or are you happy with what you have? There is no correct answer – just what fits for YOU. Whitening products. SMILE warmly like you are looking at a friend you haven't seen in a while and they look fantastic and happy!Remember if you use a whitening product the night before or even that day – the real ones will somewhat dry your teeth out and you'll need to replenish the moisture or the first thing you drink – coffee, soda, juice, wine – will soak right in to the more porous surface. Be ready to brush again.
  7. Stray hairs – men - PLEASE trim your nose hairs and eyebrows. Get it done professionally. If your ears are showing – no YODAS! Same if your neck is showing – clean it up. Beards/mustaches – are they cleaned up or are you sporting that ZZtop – Duck Dynasty look?Women, as we get older hair shifts on us – chins and upper lips, sideburn area – defuzz, pluck. DO NOT WAX THE DAY BEFORE A HEAD SHOT. Sometimes, waxing your face stimulates the skin to cleanse and you end up with blemishes. RED is hard to hide.
  8. DO NOT PICK your face – as a general rule – but REALLY leave it alone the day of your head shot. Be GENTLY, rub gently to avoid breaking something open. Patching it with cover-up will still show and add to the edits that need to be done.
  9. Selecting the studio: You want someone with some artistic sense who can help bring out your best
  • Consider bringing a couple of shirts, colors with accessories: earrings, ties, etc. to give variety.
  • You will want a HIGH RES digital version at the very least.
  • Go for COLOR – you can always switch to black and white.
  • Ask them about your rights to post the images and use them in promotional materials. Once you purchase a high res version, can you use it anywhere you want to without watermark?

Pose time - backdrops, your angle and lighting. This is part of why you will have a professional shoot youCan't afford a studio, you can go to JC Penney, WalMart, Target, not to be confused with Mall Santa shots. They do a nice job for the budget. Preferably, find a local photography studio that specializes in head shots. Wedding specialists are not business head shot specialists, nor is the local business that does passport photos.

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Thank you, +Adam Music who shared some tips about the actual photo itself with us.  Love the part about wide and tall hair!

Black and white is nice and artsy; but when your head shot appears on other sites, it might be next to color shots, which makes you look out of place. There are sections of our site where we do not run photos if they are in black and white, even if they run in the paper, because of our site's optics. So make sure you at least get a color shot done, even if you're not going to use it, to give other sites options. Remember – you can't go from black and white to color.

Sites have different display dimensions and sizes. A nice, big hi-res photo can help them accommodate you into other sites without them having to mess around with the image. But make it a FULL head, please. Some people have sent us head shots with the tops of their heads cut off. And I can't manipulate an image to show your entire head if part of it isn't there originally.

The ratios we use in print and online are either squares or 14″ x 19″ vertical photos. I'd advise trying to fit that vertical ratio if possible. There are some people whose hair either is too wide or too tall, so there's a lot that has the potential to get cut off. As a photo editor, I do my best to get as much of a head-to-shoulders view of them. It's not always easy to accomplish. But when dressing and styling, those factors could enter into your decisions. Maybe you go for one pose that looks good vertically and one that looks good squared off. If you look better horizontally, I can't help you.

Look at the camera. The off-to-one-side may work for your site, but not others.

Keep it current! There are a number of subjects who look a lot different when we run their mug one day and a feature shot of how they actually look today.
We and some other publications also run knock-outs of photos, where the background is erased so the background appears to be gray. If you have a shot where the background is easily removed, you'll look better when an editor who isn't you gets it.

Final tip: Remember, we are all famous, just not everyone knows it yet. You want to be prepared!
21
Apr

I don’t want your business card and you can’t make me take it!

Watch Now:

SLMA Radio co-host Susan Finch will be talking with Jessica Dewell, Chief Purposer/Founder of RedDirection.com. She is the host of Women in Business Today on Google+, a regular featured guest on the topic of identifying your target market segments well beyond demographics and sociographics.


Think of Jessica Dewell as a purposer: one who has spent her entire career online and is passionate about accurately articulating your business story. Why is this important? Simply put, using your style to target customers is the basis for forming connections online. Adamant that not all online marketing is right for every business, she wants to ensure your customers dictate where marketing occurs. Jess will help you purpose — and, equally important, expand — your existing marketing to promote maximum long term results.

As much time as she and Susan both spend networking online, they haven't forgotten the art of networking in person, how to behave at learning events, networking events and social business events. Let's start with the card crammer - you know that person - you may be that person. We're going to be talking about THOSE people and so many more like them that make you cringe.
25
Mar

Is branding dead in a digital world?

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bart-young.jpgSLMA Radio host Jim Obermayer interviews Bart Young of the Young Company, which has roots as the oldest agency in the LA area. The interview will focus on the role of branding in a digital world. While the Young Company offers the full array of digital services, branding is part of its services as it has been for over sixty years. Bart gives us his opinion as he defends branding as an important task for every client.

About Bart Young
Bart’s career in advertising began at age seven, when he spent the summer stuffing envelopes for a direct mail campaign at his father’s company, Speer, Young & Hollander. In 1983, Bart took over the firm as president and built it into one of Southern California’s leading independent agencies and a top 100 B2B agency in the U.S. Bart holds an MBA degree from the University of California, Berkeley where he studied with brand equity expert David Aaker.

About Young Company
Founded in Los Angeles in 1949, and now located in downtown Laguna Beach, Young Company is one of the top creative advertising agencies and internet marketing agencies in Orange County. The firm has extensive experience in advertising, branding, Internet marketing, market research, public relations, social media and website design. Major clients have included ARAMARK, Fluor Corporation, HP, Hughes, IBM, Northrop Grumman, Samsung and Texas Instruments, as well as a number of major software, semiconductor and Internet companies. 

9
Dec

How is Google+ Different Than LinkedIn for Business Users?

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Or: Why LinkedIn Users are Slow to Embrace Google+

We covered the reasons people are so comfortable on LinkedIn and why they find exploring Google+ uncomfortable, or unnerving, due to the fact it is organized differently with Circles, profiles and all of the other tools that are largely under utilized. We also discussed how when you dive into G+ it can be overwhelming due to all of the notifications that find you everywhere unless you go into settings and tone it way back.

REMEMBER:
Google+ profiles are about PEOPLE. If your profile is set up under your company name, you may want to change that RIGHT AWAY. Some "profiles" are being flagged when they are a company, rather than a person. PAGES in Google+ are for COMPANIES - similar to LinkedIn and Facebook - Profile - person, Page - company, brand or organization.



Mari Anne Vanella of the Vanella Group brought some very real examples of why she prefers LinkedIn and is hesitant to dive into Google Plus. She's had a successful, well formed group, Telesales 2.0, on LinkedIn for years. She is in the B2B arena exclusively.Greg Cooper covered additional scenarios of what may hold people back from dipping a toe into Google+; and Ronnie Bincer - The Hangout Helper as well as Mark Vang offered Mari Anne and the rest of you some great suggestions for getting started in Google+. It's not about bringing everyone over from LinkedIn, it's about finding some new connections through similar interests and areas of expertise.

We all acknowledged how powerful content is when posted to G+, YouTube through Hangouts on Air and using your authorship tags Google provides to build your reputation as an expert in your field and increase your rank in search engine results.

A wonderful post that goes with this is Mark Vang's article on Circle Management.

4
Nov

How to Become Famous and Meet Really Cool People

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SLMA Host Jim Obermayer interviews Jeff Ogden, Host of Marketing Made Simple TV a popular and syndicated TV show. Not just a podcast this program has real followers as Jeff reaches out in a new media that every marketer should know about.

About Jeff

Jeff Ogden is an award-winning sales and marketing expert, as well as the President of the sales lead generation company Find New Customers. He’s also the author of the “definitive guide to btob demand generation” How to Find New Customers. In addition, Jeff created and hosts the popular syndicated show, Marketing Made Simple TV, where he interviews famous business leaders like Beth Comstock (SVP and Chief Marketing Officer of General Electric), Guy Kawasaki (1.3 million Twitter followers, and Daniel Pink (NYT best-selling author.) He holds a degree in Marketing from the University of Notre Dame.

About Find New Customers

Find New Customers helps mid-sized companies (from 150 to 1000 employees) to develop world-class demand generation programs, improving the flow of qualified sales opportunities, increasing win rates, and growing overall profits. Find New Customers delivers these services all over the world, except in the state of Georgia.

13
Aug

Twitter for Customer Service Discussed and Explained

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Susan Finch came across an article by Rachel Sprung about the effectiveness of using Twitter for customer service engagement. She approached Rachel about discussing the positives, negatives and to identify which businesses are best served using Twitter for customer service and which most likely need more detailed and complex interfaces since most of what they will ask will far exceed 140 characters.

They talked about how sometimes it takes a combo. Twitter for the public response, and then requesting either DM (direct message) or phone,email info for a more detailed solution for customers.

Tune in for steps to take to begin your transition to Twitter for customer service, listening to this expert on events, engagement and effective communication.

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About Rachel Sprung

Rachel Sprung is a Marketing Associate, Brand Experiences in the Marketing department at HubSpot. Her responsibilities include managing HubSpot's presence at external events including Dreamforce. Previously, Rachel managed all of the logistics for HubSpot's annual conference INBOUND 2012, formerly known as the HubSpot User Group Summit (HUGS). As part of the Brand & Buzz team, she also works on creating a distinct brand for HubSpot and writing for the inbound marketing blog. In the past, Rachel has worked on the HubSpot speaker program and media relations.

Before HubSpot, Rachel was a student at Boston University with a dual degree in public relations and business administration.  While at BU, she planned events on campus and around Boston including the nationwide TweetDrive, BU's PRAdvanced conferences and the annual MegaTweetUp.  As a member of the Public Relations Student Society of America's National Committee, she oversaw 11 regional conferences throughout the country.

In her free time, she enjoys photography, running and learning more about mobile technology.  You can find her blogging at Rachel Sprung On Marketing or on Twitter as @RSprung.

Rachel Sprung
18
Feb

February 21: Be a Natural and You Can’t Help But Succeed in Sales

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Join SLMA Director, Susan Finch  as she sits in for Jim Obermayer this week. She welcomes Jeff Fischer, PhD of Core Career Coaching. He's been featured on Ted Talks, has been invited around the world to bring out the best in sales people. Jeff has a way of helping you achieve confidence while getting you wound up for more success than you have ever asked for. Spend a positive hour, learn some tips and start your short list of attainable goals and new behaviors to knock your sales sheet out of the ballpark! They are going to talk about the conflict between the numbers you are expected to generate and the quality relationships to build your base of loyal and "forever" clients. You can't just tell them what is safe and what they think they want to hear. You are doing them a disservice. Join them for this lively conversation.

"Your biggest risk is that I’ll tell you what you want to hear instead of what I really think because you control my compensation.”

Jeff once told this to an interviewer with a straight face, but it turned out to be true.

A little about Jeff Fischer:

jeff-fischer.jpgBut not anymore! There was a time when I had arranged all of my management books in my New York office at eye level so that people sitting across from me could see that I had read all the right stuff. That office is gone now, I’ve thrown away the books, and I no longer live in New York.

The Desire to Look Good

The desire to look good carried me through four advanced degree programs and drove my career for many years. It fed 100-hour weeks on Wall Street and fueled a global consulting career serving some of the greatest companies in the world. I lived at furious pace (I filled a new passport with stamps in one year), climbed many ladders, and had the opportunity to get to know some truly amazing leaders.

I’m extremely proud of some of the work I’ve done. It’s just not what I envisioned for myself. Growing up I did things like volunteer at a nature center, work in a commercial boatyard, and even as an EMT. I didn’t want to sit in an office. But about two years before college, I started giving up the things I liked to do for activities that I believed would look good on a college application.

7
Feb

February 7: Brand vs. Branding Do you have a “dead” brand?

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russ-cornelius.jpgHost Jim Obermayer interviews brand expert Russ Cornelius in advance of his hosting of a panel discussion on branding February 20th at the Southern California BMA meeting. Jim and Russ will discuss:

  • The financial value that cultivating a strong brand brings to an organization
  • Best practices for sustaining your brand, and measuring its effectiveness

Branding is the process, the ways an organization uses to externally communicate their brand. A pretty logo. Nice collateral. A great slogan. These are not your brand. They are symbols of your brand. Your brand is the culture of the organization -- your clear evidence of distinction. As a company, you must internalize it or lose pace with your competitors. Unless your employees deliver upon its promise, your brand can go dead in the water, or worse.

About RUSS CORNELIUS, Certified Brand Strategist

Mr. Cornelius is President and CEO of Brand Savants, Inc. In 2002, Russ launched Marketing Savants, a full-service marketing agency, and steadfastly stayed with the commitment to work only with clients who understood the importance of the strategic planning process as well as the role brand development plays in a successful marketing program. Realizing that brand development and the subsequent branding processes require companies to look inward as well as outward, and that the brand development process is a company-wide initiative, and not just a marketing initiative, Russ launched BrandSavants. This is when he designed EnculturationTM, an internal brand initiative program.

Russ, one of just twenty-two Certified Brand Strategists in the country, helps companies define their vision, navigate a course to vision-achievement and domination of their markets by helping them to define their brand, differentiating themselves from their competitors and leading their employees to understand, accept and live the organization’s brand.

Russ Cornelius has been an active SoCal BMA member since 2011. He received his Bachelor of Science degree in Psychology from the University of Nebraska at Omaha.

Brand Savants, Inc. 619.296.6662 San Diego, CA 92106 Latitude/Longitude: 32.727°/-117.227°

4
Dec

Women in Business: Your party image - stop embarrassing yourself.

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Susan Finch, Director of Online Services for the SLMA, has embarked on a new once a month series of Women in Business. The second guest is image consultant, Kay Hunter.

Kay is a corporate trainer and personal image consultant. Kay works with a vast array of people and companies. She has worked with students, pageant contestants, doctors, business executives, entrepreneurs and mothers. Many companies have asked her to speak to their staff in groups, or to provide one-on-one consulting.

Prior to launching her company, Kay worked as a Senior Human Resources Executive for 18 years. She understands the challenges of dressing for business and how it can directly affect the bottom line of a company and a person's personal success. She has the expertise to put people at ease, while dealing with sensitive situations, and ultimately motivating people to be their best.

The show will cover some delicate; but elephant-size important topics of our personal brand while attending corporate events such as holiday parties, trade-shows, networking events and business meetings where food and alcohol are served.

Kay Hunter will cover some great tips of dressing for the body you are in NOW, not leading with "the twins," how to be a desirable party guest with hopes of another invitation, and remembering that all behavior is very public thanks to social media's "over sharing" tendencies.

What impression are you leaving with others as far as your personal brand and your company's image? You may not be as charming as you think?

Are you a conversation hog? Do you monopolize the host of an event seizing as a sales opportunity? Those events are NOT the place for selling, it's the place for relationship building to allow you to have the opportunity to present your widgets in the near future.

11
Sep

Sept 13: Expert talk about the STUPID mistakes bloggers make!

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SLMA Host Jim Obermayer Interviews Dan McDade president of PointClear and Susan Finch of SusanFinch.com. McDade publishes ViewPoint, The Truth About Lead Generation which was just named One of Top 50 Blogs by Top Sales World. Susan Finch, the director web services for the SLMA, has created over 100 blogs for her clients. Learn what works and what doesn’t. Hear what Dan McDade has to say about what he has done to create an award winning blog. Hear from Susan Finch who recounts the stupidest, and sometimes costliest mistakes new bloggers make.

Dan McDade of Point ClearAbout Dan McDade

Dan McDade founded PointClear in 1997 with the mission to be the first and best company providing prospect development services to business-to-business companies with complex sales processes. He has been instrumental in developing the innovative strategies that drive revenue for PointClear clients nationwide.

In addition to serving as president and CEO of PointClear, Dan is the author of The Truth About Leads, an insightful book that sheds light on the little-known secrets that help focus B2B lead-generation efforts, align sales and marketing organizations and drive revenue. The book was published in 2011.

Dan is a board member and immediate past-chairman of the Technology Association of Georgia (TAG) Education Collaborative, an organization promoting STEM (science, technology, engineering and math) education in Georgia’s middle and high schools. He also serves on the TAG board. The Sales Lead Management Association named Dan one of the 50 most influential people in sales lead management in 2009, 2010 and 2011. In addition he was named a 2012 Top Sales Expert and one of the Top 50 Sales & Marketing Influencers for 2012 by Top Sales World. Dan is also the author of ViewPoint | The Truth About Lead Generation, a blog exploring issues related to B2B sales, marketing and lead generation.

About PointClear

PointClear is the prospect development company. Founded in 1997, the Atlanta-based company helps B2B companies drive revenue. PointClear closes the gap between marketing and sales—nurturing leads, engaging contacts and developing prospects until they're ready to close.

PointClear’s prospect development services include market development, lead development and opportunity development, encompassing the following functions: lead generation, qualification, and nurturing; event support; and data segmentation and management. The company stands out because of its strategic approach to planning; the quality of its people; and a multi-touch, multi-media, multi-cycle prospecting process.

This unique combination gives clients such as Quincy Compressor, CenterBeam, South Star Entergy Services, Intermec, Bomgar, Microsoft, Optum Insight, Joulex and D&B more predictable forecasts and significantly higher revenue results.

Susan Finch Web Solutions ProviderAbout Susan Finch

Susan prides herself on keeping the ego out of client blogging and web devel0pment. She believes in giving her clients all access to their files, with warnings of course of how to NOT break it. She has been in Marketing and Public Relations since 1984 and began devel0ping websites in 1996 with her first client, the City of Anaheim. Over the past several years she has a spent a lot of her time training clients on how to take charge of their sites, become disciplined in adding good content regularly, and helping them avoid simple, yet sometimes catastrophic mistakes.

Her background in public relations has helped her advise clients as to what they should share, and how they should respond to unexpected headlines that involve their companies.  Laguna Woods Village (formerly Leisure World) in Laguna Woods, CA taught her about the importance of training clients and spokespeople to respond to the media and express their views in a positive and diplomatic way.

Susan has been a director for the SLMA since 2008. She is also the founder and CEO of Binky Patrol, Inc. - an all volunteer non-profit that makes blankets and gives them away to children and teens in need of comfort.

Connect with her:  susanfinch.com | LinkedIn | @susanfinchweb

3
Nov

Nov. 10 Show: Wayne Marks, President Hansa GCR

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wayne-marks.jpgWayne Marks joined Hansa|GCR as President in January of 2008.  He brings over 30 years of research and consulting experience to clients in multiple industries, including technology, financial services, industrial sectors, healthcare, retail and packaged goods.

Mr. Marks is a nationally known expert on customer experience and brand management. He has worked with Fortune 500 clients to implement branded customer experiences, deliver the brand promise, research customer needs, develop new products and segmentations, implement new business strategies, and generate customer loyalty. He is a frequent speaker on customer and brand loyalty, the impact of emotions on customer behavior.

Topic for this week's show is: Recent Research of Measuring Branding