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Sales Lead Management Association Radio

10
Jan

How Leading Companies Increase Revenue in today’s Hyper Competitive Environment!

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250-SLMARADIO-20170112-morgan.jpgIn this interview with Rhoan Morgan, recent winner in the category of most inspiring leader of B2B and B2C C-Level Executives, she reveals what leading companies are doing that those that want to be leading companies aren’t doing.  The host is Jim Obermayer

About Rhoan Morgan

As CEO of DemandLab, Rhoan sets the direction for the technologies, strategies, and partnerships that drive success for the agency’s clients. An early proponent of marketing automation, Rhoan continues to explore the next wave of technologies and analytics that support engaging customer journeys, and deliver valuable customer insights that advance business goals and accelerate revenue. Read the rest of this entry »

7
Mar

5 Quick Ways to Get A Meeting With Anyone

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250-SLMARADIO-stuheinecke-030716.jpgWhen your business life depends on your ability to absolutely, positively, get a meeting a certain someone, then this is the book to read, love and cherish. SLMA Radio interviews Stu Heinecke, direct marketing guru and Wall Street Journal cartoonist about his most recent book, How to Get A Meeting with Anyone. The host is Jim Obermayer.

 

About the Book

How to Get a Meeting with Anyone.

- Wentto #1 in several categories

- #2Top New Release in Sales & Selling

-TopSales World Book of the Week

-Named this week 3/9/16 one of the Hot 100 Best Business Books by Books Blizz

 

In How to Get a Meeting with Anyone, Heinecke explains how you can use your own creative Contact Campaigns to get those critical conversations. He divulges methods he’s developed after years of experience and from studying the secrets of others who’ve had similar breakthrough results—results that other marketers considered impossible, with response rates as high as 100 percent.

 

Through real-life success stories, Heinecke lays out 20 categories of Contact Campaigns that anyone can research and execute. Tactics range from running a contact letter as a full-page ad in The Wall Street Journal to unorthodox uses of the phone, social media, email, and snail mail to using personalized cartoons to make connections. He also packs in plenty of tips on how to determine your targets, develop pitches, and gain allies in your contact’s circle of influence.

What is Contact Marketing?

Contact Marketing is a fusion of marketing and sales focused on opening doors to VIP prospects, resulting in critical sales and strategic alliances. Our logo illustrates the effect of having a handful of the right kinds of relationships, producing ripples that rapidly spread throughout the marketplace, creating a global scale and sphere of influence for your enterprise.

Contact Marketing Radio

Contact Marketing Radio continues the process of discovery started by host Stu Heinecke’s research for his book, How To Get A Meeting with Anyone. For the book, he interviewed the top 100 sales thought leaders in the world and asked, “When you absolutely must break through to someone of great importance, someone nearly impossible to reach, how do you do it?” What he discovered was twenty categories of Contact Campaigns that range from $0 to $10,000 per contact and produce response rates as high as 100%, with ROI figures in the tens, even hundreds of thousands of percent.
Join us every week for the live show, Thursdays at 10 am PST/1 pm EST, download episodes on iTunes or simply use the archive here to listen to your favorite episodes now.
Stu has been the SLMA's Humor Relations Contributor for five years.

 

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This episode is generously sponsored by adView.cfm?id=383The Vanella Group, Inc. is 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

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and by Validar Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow,  Call 888 784 2929 or visit us at www.validar.com
15
Jul

Solving the Biggest Failure on the Web: Conversion Rate Optimization

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Tim Ash, noted author and conversion rate champion, tackles a subject that is a catastrophic failure for  95% of the companies that publish a web site, which is almost everyone.  Or, everyone that counts.  What earthly good does it do to have 5,000 visitors a month and ten leads?  The host, Jim Obermayer interviews Ash and asks why companies go 99% there in building a web presence and leave off the 1% that will give them 90% of their success: website conversions that turn into sales leads.  This is a can’t miss show. 

About Tim Ash

Tim Ash is the author of the bestselling book Landing Page Optimization, and CEO of SiteTuners (a firm that improves website conversion rate via conversion-focused redesign blueprints, landing page testing, and training of internal optimization teams). A computer scientist and cognitive scientist by education (his PhD studies were in Neural Networks and Artificial Intelligence); Tim has developed an expertise in user-centered design, persuasion and understanding online behavior, and landing page testing. In the mid-1990s he became one of the early pioneers in the discipline of website conversion rate optimization.

Over the past 19 years, Tim has helped a number of major US and international brands to develop successful web-based initiatives. Companies like Sears, Google, Expedia, eHarmony, Facebook, American Express, Canon, Nestle, Symantec, Intuit, Autodesk, Yahoo! and many others have benefited from Tim's deep understanding and innovative perspective.

Today, in addition to providing strategic consulting services, Tim is a highly-regarded keynote speaker and presenter at industry conferences worldwide including Internet Retailer, Search Engine Strategies, PubCon and countless others. He is the founder and chairperson of Conversion Conference and a frequent contributor to print and online publications such as ClickZ, Website Magazine, Visibility and others. Since 1995, he has authored more than 100 published articles. In addition, Tim is the online voice of conversion optimization as the host of the Landing Page Optimization podcast on WebmasterRadio.fm. 

Tim earned a dual-major Bachelor of Science degree "with highest distinction" in Computer Engineering and Cognitive Science from UC San Diego while studying on under a U.C. Regent's Scholarship (the highest academic scholarship awarded by the UC system). During his PhD studies at UC San Diego he also earned his Master’s degree in Computer Science.

About SiteTuners

SiteTuners is a premier conversion rate optimization agency that has worked with more than 1200 clients worldwide since 2002. It provides support for high-converting website redesigns, landing page testing, and the training of internal optimization teams.  CEO Tim Ash wrote the book on Landing Page Optimization, and founded the Conversion Conference.

11
Mar

The Eight Pillars of Demand Generation for Revenue Acceleration

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SLMA Radio Host Jim Obermayer interviews agency founder, president and author Russell Kern about is his up-coming book, The Eight Pillars of Demand Generation for Revenue Acceleration. In this interview Russell tackles the reasons for developing the Eight Pillars of demand generation and revenue acceleration. We will discuss how and why Russell ties revenue to demand generation. The "R Word" is finally coming into its own for marketers and as usual Kern is ahead of the herd in predicting how to get there.

russell-kern.pngRussell Kern


President/Founder

Whether he's putting together a strategic marketing plan or speed-walking around the office, greeting every employee who crosses his path, Russell is the heart and soul of KERN. He launched the agency in 1991 and has been helping clients such as DIRECTV, CLEAR, SAP and Symantec, achieve astounding results ever since. In fact, for Russell, moving the needle for companies is much more than a business objective, it's a true passion. He often cites the core principles of the founding "masters" of direct marketing. After growing his agency into a response-generating machine, speaking at direct marketing events around the country and authoring the book S.U.R.E.-Fire Direct Response Marketing, it's safe to say Russell has become quite the master himself.


Read the rest of this entry »

24
Apr

April 26: Matthew Rosenhaft of Social Gastronomy Talks about Demand Generation

matt-rosenhaft.jpgMatthew Rosenhaft , Principle of Social Gastronomy

Host Will Crist will ask Matthew why he believes traditional methods of demand generation are failing.  What is collaborative buying?  How does a marketing manager acquire the skills to influence buyers “before” contacting a salesperson?

Matthew is a Social Marketing Executive and is co-founder of Social Gastronomy, LLC and the Social Executive Council. Prior to founding Social Gastronomy, Matthew has over 18 years’ experience as an executive in marketing, product management, and sales.

Matthew has an extensive background in the SaaS Software, Social Media, Mobile, IT Services, and Telecom industries. He has prior entrepreneurial experience as a founder and executive in several early-stage venture-backed technology companies, as well as, holds several US patents for a mobile marketing technology. Matthew is a prominent blogger and regular industry speaker on social marketing and strategy topics.

About Social Gastronomy, LLC

Buyer-Centric - Evangelize it. Live it. Enable it.

The name Social Gastronomy℠ is a fusion of “Social Media” and “Gastronomy”. Gastronomy is blending of the art (culture) and science (methodology) of cooking. We leverage the art of social media with the science of BtoB behavioral target marketing for big, complicated purchases.

The Buyer-Centric approach is quality maturity model that assesses and defines service quality, experience, and value from a buyer’s perspective.

Across all BtoB markets, we are seeing a transformational fusion of marketing, sales, business development, and customer care from the buyer’s perspective. Are you Buyer-Centric? Are your company’s sales and marketing activities helping them make better buying decisions?

Our Social Cookbook for Target Marketing℠ is a proprietary methodology that leverages public social networks and online communities for insight in order to identify and target difficult to reach buyers, enhance the customer acquisition process, build relationships with key market and complex sales influencers. The more complicated the buyer decision process, the better the results… hard to reach decision makers, large decision influencer committees, complex technical solutions, new product introduction and adoption, long relationship cycles; the better the impact we have on market development, customer acquisition, and lowering the cost of customer acquisition.