Sales Lead Management Association Radio

Mar

How to Double Qualified Leads from Trade Shows

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Everyone, yes everyone, knows that trade show leads close faster than any other type of lead (fewer steps in less time). With the fixed cost of a trade show going in, the challenge is how an average company can get the maximum number of qualified leads. Double the number of qualified leads, (which reduces your lead cost in half) and you will increase sales by 100%. Sounds farfetched but not really; our guest George Rebhan of LeadValu will tell us how to do it. The host is Jim Obermayer.

About our Guest George Rebhan
George is president and co-founder of LeadValu LLC, and an accomplished entrepreneur and product development expert with over 30 years of experience. He’s been part of the founding or executive management team for a number of start-up or early stage companies. George also played a key role in the acquisition planning/strategy and post-acquisition integration for those companies. Read the rest of this entry »

Dec

The Most Played Program in 2016: How to get a 60% Increase in Conversions to Forecast!

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How technology and outbound calling over-comes quota failure and turns losers into winners!

Failure to make quota is sad. Sad for the reps that fail, sad for the CFO that has to figure out how to pay the employees and Sad for the sales manager that will be fired after he or she fires those that fail. It’s a losing situation unless it can be turned around. During this program, Peter Gracey, CEO of QuotaFactory tells us how to use technology and outbound calling to turn losers into winners. The host is Jim Obermayer.

Read the rest of this entry »

May

How to Get a Website to Deliver Leads (Not Just Traffic)

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It isn’t enough, any longer, to slap up a website, insert a “contact” us link,” and landing page and wait for the business to roll in. It isn’t enough to get your website visitors up to thousands or tens of thousands per month without those visitors converting to an action to learn more, buy or buy more. The dirty secret of websites, which CMO’s dread being confronted with is “Why do we have traffic but no leads?”

In this short program Lina Requist the president of ONTRAPORT tell us the secrets of how to increase conversion from your website. The host is Jim Obermayer

About Lena Requist

Lena Requist, President of ONTRAPORT, is passionate about growing businesses and developing kick-ass business teams. She brings that enthusiasm, along with an impressive background of building startups into multimillion dollar businesses, to her inspirational and motivational talks. Lena’s talent helped grow ONTRAPORT 5,000% in three years, landing the organization at #102 on the 2012 Inc. 500 list and #96 on Forbes' list of America's Most Promising Companies.

The secret to her success is the combination of her passion for business and her unique style of management, for which she received the 2012 Stevie award for Female Executive in Business. She has fostered a culture of productivity, empowerment and free thinking at ONTRAPORT, which was recognized with an Achievers' 50 Most Engaged Workplaces award.

Lena created Driver's Ed, a professional productivity course designed to put everyone in the driver's seat of their careers. She last taught this live, online course to over 100 business owners all over the world. Lena also founded ONTRAPORT Women in Business, a community of over 300 women, for which she leads monthly virtual Hangouts about issues affecting female entrepreneurs and businesswomen today.

About ONTRAPORT

ONTRAPORT is an all-in-one small business management platform that integrates all the software tools entrepreneurs needs to start, systemize and scale their business. ONTRAPORT makes it easy to set up and automate processes across the business and, when coupled with our expert implementation, done-for-you services and personalized customer support, empowers our clients to focus on building a business they love.

Why all-in-one?

Trying to manage a bunch of separate tools to run your business creates a frustrating mess that simply won't work as your business grows.

With ONTRAPORT, all your business tools, data and customer information is in one system and everything works together seamlessly. You’ll create better customer experiences, increase sales and you can automate everything, saving a ton of time. Plus, you’ve always got one team to call when you have a question or need support.

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This episode is generously sponsored by

The Vanella Group, Inc.-- the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visit VanellaGroup.com or call 888-335-0340

and by Validar Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. Since 2005 Validar has been turning Corporate Events and Trade Shows into Better Business. Call 888 784 2929 or visit us at www.validar.com

Apr

How to Use Science to Develop Qualified Leads

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Ask a salesperson what they need from marketing and they will say, more sales leads. Give them more and the next time you talk to them they will say you misunderstood them and they need more qualified sales leads. In this SLMA Radio program we speak with Ben Sardella, co-founder and chief revenue officer from Datanyze about how a marketing department can make good on its promise of creating qualified leads by using technology.

About Ben Sardella

As co-founder and chief revenue officer, Ben oversees Datanyze's daily sales, marketing and business development operations. Before Datanyze, Ben served as VP of sales at Kissmetrics and started his career at NetSuite, where he pioneered the SaaS sales process. Ben is currently a mentor and advisor for a number of successful startups including Yesware and LaunchPad LA.

About Datanyze

Datanyze is an all-in-one sales intelligence platform helping business uncover, research and reach the right prospects at the right time. Our software drives qualified leads, builds pipeline and increases overall revenue for hundreds of leading companies including Marketo, DoubleDutch and Oracle. http://www.datanyze.com/

Case Studies Here

For media, analyst, and speaking inquiries, please contact Sam Laber at sam@datanyze.com

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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

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

Mar

5 Quick Ways to Get A Meeting With Anyone

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When 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.

Available from Amazon. #1 Best Seller in Direct Marketing

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.

http://www.contactmarketing.agency/ +206-286-8668

Stu has been the SLMA's Humor Relations Contributor for five years.

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This episode is generously sponsored by

The 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

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

Dec

Why LeadsCon is THE Lead Generation Conference of 2016

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Known as the performance marketing conference, LeadsCon is for companies that rely on lead generation to drive their revenue.

In this program you will learn about LeadsCon New York and Las Vegas in 2016 in our interview with Warren Pickett and Cory Smith. LeadsCon 2016 is expected to have 1700-2000 attendees, 100 + speakers and 30 plus session. There will be a trade show floor which is focused on lead generation experts. If you are serious about lead generation, listen to Cory and Warren tell us about the 8 year history of LeadsCon and what to expect in 2016. The host this week is Susan Finch.

Our guests:

Warren Pickett - Content Director, LeadsCon

As the content director forLeadsCon events, Warren brings more than a decade of event programming experience and more than 20 years of experience in B2B print, online and digital media. He helps drive engagement in the performance marketing marketplace and brings together marketers, executives, agencies, technology & service providers, entrepreneurs, corporate communications experts and audience development team members to help foster B2B and B2C communities in real-time at face-to-face, in-person events.

Cory Smith - Show Director, LeadsCon

Cory joined Access Intelligence in 2013 to manage and grow the LeadsCon Community, the leading source of business information for the performance marketing and Lead Gen industry. Cory is a veteran of twenty-two years in business media having managed two Tradeshow Top 100 events and recognized for having managed two of the fastest 50 growing events in the industry. Prior to joining AI Cory was the Director of Events at Mining Media International, where he was responsible for launching new events and growing a portfolio of seven conferences and tradeshows in the mining and construction marketplace. Prior to his role at Mining Media International, he served as Vice President of Events for both Nielsen Business Media and F+W Media. In these roles, he managed several industry leading events: Kitchen/Bath Industry Show, Medtrade, and the HOW Design Conference. Cory is a graduate of the University of Georgia with a BBA in Risk Management/Insurance. ;http://www.leadscon.com/about-us

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This episode is generously sponsored byThe Vanella Group

The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visitBuildPipeline.comor call 888-335-0340

and by Validar

Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. From capturing leads at tradeshows to managing onsite registration, tracking session attendance, gathering feedback, and providing sponsors lead retrieval we have a full suite of solutions for you. Since 2005 Validar has been turning Corporate Events and Trade Shows into Better Business. Call 888 784 2929 or visit us atwww.validar.com

Aug

Five Ways to Increase Qualified Leads from Trade Shows by 300%

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Too many companies go to trade shows because their competitors are there and they fail to realize that shows create their most qualified leads. Industry stats indicate it takes fewer touches to make a sale from an exhibit visitor. If this is true, companies should be trying to go to as many shows as possible and the goal should be a high lead count of qualified prospects. In this program, Victor Kippes, President of Validar will describe the Five Ways to Increase Qualified leads by 300%. The host is Jim Obermayer.

Since 2005, Validar Inc. has helped B2B event marketers better understand and articulate their value. Validar’s goal is to close the loop between event marketing and sales by enabling through technology the ability to driving relevant activity to sales while measuring the performance of each customers event marketing campaigns. With Validar you can now truly understand the economic value of your event marketing efforts.

Whether you’re producing a seminar series, user’s conference, lunch and learn, or exhibiting at a tradeshow, If the primary purpose is generating renewed interest in your products and services, Validar is the perfect fit.

From capturing leads at tradeshows to managing onsite registration, tracking session attendance, gathering feedback, and providing sponsors lead retrieval they have a full suite of solutions for you. These tools deliver useable data that supports your goals and measures your performance against measurable, actionable objectives. Validar will always provide 100% effort in understanding your event marketing goals and objectives, and our promise is to meet or exceed your expectations at every event.

Call Validar at 1-888-784-2929 or text the word Validar to 878787 to learn more.

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This episode is generously sponsored by The Vanella Group

The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms. The Vanella Group supports firms from Fortune 500 companies to startups. To learn more, visit BuildPipeline.com or call 888-335-0340

Aug

How Artificial Intelligence, Applied to Lead Management Finds Hot Leads

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Can Artificial Intelligence Find your Next Customer?

If salespeople don’t pursue leads, and the run-of-the-mill marketing automation system is mediocre in pursuit (but better than reps) and the average CRM system tracks but doesn’t qualify, some people say the answer is applying artificial intelligence (AI) to the issue. AI is said to be different from autoresponders in that the system interprets intention and sentiment, avoids lost leads, and helps to surface those that intend to buy. In the interview Alex Terry, CEO of Conversica and Carl Landers, Senior VP and CMO at Conversica help clear away the mysteries of AI and its application to sales lead management qualification. About time.

Alex Terry, Chief Executive Officer

Alex is an accomplished general manager and leader with over 20 years of management experience in high-growth SaaS companies. Previously, Alex was CEO at Become, Inc. an award-winning shopping analytics platform providing performance-based marketing services to thousands of merchants in North America, Europe and Asia. Prior to that, Alex was EVP and General Manager of the Zoomerang.com online survey business where he introduced new lines of business, re-energized growth and managed the business through its acquisition by SurveyMonkey, Inc. Alex was also President and CEO of NeoEdge Networks and spent five years at Time Warner/AOL in senior executive roles. A technology and business model innovator, Mr. Terry holds multiple patents for his work in Internet services, integrated communications, and interactive billing systems. He earned his MBA from Harvard Business School and his undergraduate degree from Dartmouth College.

Carl Landers, Senior Vice President and CMO

Carl has over 20 years of B2B marketing experience in high tech. Prior to joining Conversica, Carl was chief marketing officer at Serena Software, a leading provider of software development and deployment solutions to the Global 2000. He joined Serena as VP of product marketing and demand generation after serving in a similar role at CA Technologies in the company's portfolio management business unit. Carl's previous experience includes senior marketing, product management and product development roles at Niku Corporation, Tyco International and Raychem Corporation, and startups Perfect Commerce and Zoho Corporation. Carl holds a Bachelor of Science degree from Stanford University.

About Conversica:

Conversica is the leading provider of lead engagement software for marketing, inside sales and sales organizations. Driven by artificial intelligence technology, Conversica’s custom online persona automatically contacts, engages, nurtures, qualifies and follows up with leads via natural, two-way email conversations until the lead converts into an opportunity or opts out. The virtual sales assistant interprets the lead’s intention and sentiment in email replies and extracts key information, such as phone numbers and the best time to call. As a result, our customers find their next customers more quickly and efficiently, while ensuring no lead is left behind.

Used by more than 8,000 sales representatives worldwide, Conversica maximizes sales opportunities by optimizing sales team productivity and has helped create more than US$8 billion in sales revenue.

Founded in 2007, Conversica is a portfolio company of Kennet Partners and is headquartered in Foster City, California.

Aug

Maximizing Lead Generation: The Complete Guide for B2B Marketers

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Book Review with the Author: Maximizing Lead Generation: The Complete Guide for B2B Marketers

Author Ruth P. Stevens is interviewed on August 13, 2015, 10:30 Pacific time by SLMA Radio Host Jim Obermayer about her book Maximizing Lead Generation. We will discuss her step by step lead generation recommendations, see if the top media options have changed in the time since the book was published and if her predictions on the ways lead generation is going to evolve has started to come true.

About the book: Maximizing Lead Generation: The Complete Guide for B2B Marketers

Paperback, 11 Chapters, 199 pages plus index

The Case for Lead Generation
Campaign Planning
The Marketing Database
Campaign Development
Campaign Media Selection
Response Planning and Management
Lead Equalization
Lead Nurturing
Metrics and Testing
The Fast Evolving Future of Lead Generation

Available on Amazon and Que Publishing
List Price: $44.95 Que $26.99 Amazon: $15.85 Also available as a Kindle book.

About Ruth P. Stevens

Ruth P. Stevens consults on customer acquisition and retention, teaches marketing at business schools in the U.S. and abroad, and is a contributor to HBR.org, AdAge, Biznology and Target Marketing Magazine. Crain's BtoB magazine named Ruth one of the 100 Most Influential People in Business Marketing. Her newest book is B2B Data-Driven Marketing: Sources, Uses, Results. She is also the author of Maximizing Lead Generation: The Complete Guide for B2B Marketers, andTrade Show and Event Marketing, and co-author of the white paper series, "B-to-B Database Marketing." Ruth is a director of the HIMMS Media Group and the Business Information Industry Association. She also serves as a mentor to fledgling companies at the ERA business accelerator in New York City. She is past chair of the DMA Business-to-Business Council, and past president of the Direct Marketing Club of New York. Ruth has held senior marketing positions at Time Warner, Ziff-Davis, and IBM and holds an MBA from Columbia University. Learn more at www.ruthstevens.com.

Jun

Lead generation and maximizing what you’ve already got.

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Companies create new prospects every day, while often ignoring that salespeople give up on most prospects within 1-2 phone calls and in less than 30-60 days. They move on to the low hanging fruit of short term buyers and ignore that research shows that 75% of the purchasing decisions are made in the 4th to 12th months. In this interview with Chris Lynde, CEO of dbSignals he tells how to maximize the leads you have already. The host is Jim Obermayer.

About Chris Lynde

Chris Lynde is founder and CEO of dbSignals. Chris is an analytically minded, self-described “data geek” who has more than 30 years of experience in multi-channel database marketing, data, and analytic services. He has pioneered a number of large-scale, first-to-market database products and held several C-level roles with direct profit-and-loss responsibilities of more than $300 million in Fortune 1000 corporations, as well as pure start-ups.

In his previous role as senior vice president for Club Holdings, Chris led the implementation of multi-channel marketing technology, customer database development, and marketing campaign planning across the portfolio. Prior to joining Club Holdings, Chris was senior vice president and general manager of Source Marketing; senior vice president and general manager of Equifax Marketing Services; and president and CEO of Oaktree Systems, a public database marketing subsidiary of Gateway Industries.

A serial entrepreneur with a passion for music and golf, Chris in the 1970s co-founded Rainbow Records, the largest record chain in the Chicago metro area with 13 stores. He also founded TeeShots International, a direct marketing company specializing in golf products, and co-founded Destination Golf, a nationally syndicated television show that ran on Fox Sports and ESPN.

About dbSignals

dbSignals is ranked among the top marketing automation solutions for large, medium and small businesses by Raab Associates’ 2015 Vendor Selection Tool (VEST) Report. The company combines data, technology, and the science of machine learning to automate the sales and marketing process so customers can stay focused on running their businesses. dbSignals’ Customer Acquisition Prospecting Databases, coupled with real-time data management and self-learning technology creates smarter campaigns and the best results possible. The dbSignals platform sits on top of an integrated database that contains customer data, a national B2B and B2C prospecting database, and a complete system of record.

Based in Broomfield, CO., with offices in Phoenix, AZ., dbSignals is a wholly owned subsidiary of Club Holdings, LLC. dbSignals provides everything a business needs to acquire and retain customers on one easy-to-use SaaS platform. The services are available direct and through white-labeled resellers. Learn more at dbsignals.com

Commercial sponsors on SLMA Radio include: The Young Company, The Vanella Group and Vanilla Soft.

Mar

Contact Marketing: When you absolutely MUST get through to someone.

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Stu Heinecke is the author of "How To Get A Meeting with Anyone" (BenBella Books, 2-2016) and host of this week's show. His book is a compilation of "Contact Marketing" techniques, as he calls them, designed to help sales reps break through to their toughest-to-reach, VIP prospects. In his book, and in this series of interviews, he asks top sales thought leaders, "When you absolutely must get through to someone of great importance, how do you do it?"

Linda Richardson is the author of "Changing the Sales Conversation" and Founder and Executive Chairwoman of Richardson, a global sales training business. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence for 2006 and in 2007 she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.”

Linda is credited with the movement to Consultative Selling, which is the cornerstone of Richardson’s methodology. Other innovations Linda has spearheaded in the sales training industry are: development of a comprehensive, integrated curriculum dedicated exclusively to sales, commitment to customization vs. generic training, and development of an interactive coaching-type training methodology. Her innovation in eLearning earned Richardson the Best Soft Skills Award from Elearning! magazine and Product of the Year for Richardson SkillGauge™ diagnostics from Customer Interaction Solutions magazine.

Linda is the author of ten books on selling and sales management, including her most recent works, Perfect Selling, The Sales Success Handbook — 20 Lessons to Open and Close Sales Now, Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management courses at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. She is a frequent speaker at industry and client conferences.

Linda began her career as an educator and educational psychologist and transitioned to the corporate world where she developed a passion for sales effectiveness. Prior to founding Richardson, Linda was a teacher, a manager at a global consulting firm, and an officer at a major financial institution. She has been published extensively in industry and training journals and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board magazine.

Linda currently serves on the Mayor’s Council for the Arts for the City of Philadelphia, is a Director of the Pennsylvania Academy of the Fine Arts, and a Director of the American Poetry Review. She served on the United States Small Business Administration President’s Council from 1991 to 1993.

Feb

Content and Lead Generation through RSS Feeds

Watch Now:

The Geekspeak Guides, Susan Finch and Yvonne Heimann, are at it again giving you ideas of how to use your own site content, content from other sites and from venues such as Youtube, Pinterest and more to populate your site, your podcasting venues such as iTunes and Stitcher. These ideas will help create that fill in content for your social media posts to give you more time to REALLY engage with people in real conversations. This episode was recently featured on Blubrry as a valuable episode.

RSS (Rich Site Summary or Really Simple Syndication) is your simple pipeline of information. In a nutshell, it’s a properly formatted text file created dynamically by websites such as blogs and other content management systems. They don’t all create them, but most do. There are even tools you can use to create one on your own. THIS is the file you want so you can PUSH your content and reuse it, reshape it and share it better with MANY more venues including iTunes. You may use this superpower whether you are gathering content from your website, Pinterest, podcast or other online sites and services.

This video will give you several ideas and teach you how to find your RSS feed on your own site, and where you can use it.

Did you know that PINTEREST is actually a BLOG with CATEGORIES? That means that your entire Pinterest account and individual boards can all be treated as an RSS feed.

Google offers a great FREE tool to generate a feed post, allow subscribers, manage subscribers and allow you to bring in content from other sites into your own, share your content with others with just a few lines of code and it is all DYNAMIC using RSS.

Having a feed address gives you something very specific to submit to Google on one specific topic.

Podcasts use XML/RSS feeds, as well. It's a text file with useful fields for these various venues. For a podcast, it knows to look for the associated media file, episode art and excerpt. Depending on the podcasting service you use such as Blubrry, Podbean, Lipsyn, you'll be given different options before they send your fabulous content off to venues such as iTunes, Stitcher, SoundCloud and more.

This 20 minute show gives you some great ideas to use your content to generate more interest, more credibility, more leads and ultimately more sales. Trust us, we know this works.

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Find Geekspeak Guides on:

itunes: http://bit.ly/gsgitunes
stitcher: http://bit.ly/gsgstitcher
blubbrry: http://bit.ly/gsgblubrry

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

Nov

How Outsourcing Sales can Increase Revenue 10-20% in 90 to 120 Days

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Outsourcing of sales, not just sales lead qualification is growing, so say many of the people SLMA Radio Host Jim Obermayer knows and interviews. In this SLMA Radio Interview with Jeffery Feuer, president of the Customer Solutions Group, the two of them tackle the subject of how outsourcing can increase sales in 90-120 days.

Some questions that will be covered, time permitting:

Can a company expect increased revenue in 90-120 Days?
Why and when should someone outsource their sales?
Are sales outsourcing more or less expensive than doing it in-house?
Is sales outsourcing an all or nothing proposition?
What is warm transfer?
How good are appointments that are set by an outsourced service?
What should someone look for when they select an outsource vendor?
Besides good salesmen, what are the most important elements for successful outsourcing?

About Jeffery Feuer

For over 25 years, Jeff Feuer, President of Customer Solutions Group, has created sales tools and developed sales teams. His professional goal is to apply efficiencies to the process of turning leads into customers. “Leads are great, but they really shine when converted into customers,” he says.

Jeff co-founded Customer Solutions Group, a sales outsourcing and consulting firm, over 20 years ago. Since then, he helped hundreds of firms nationwide to reduce their cost of customer acquisition. Feuer and his team provide services that advance sales at their client firms including appointment setting, telephone lead qualification, sales consulting, and sales outsourcing. Jeff designed specialized sales testing software used at his firm’s InsideSalesLab, a sales incubator that discovers and optimizes customer acquisition strategies. He is expert with every element of sales operations, from recruitment to reporting.

Jeff is a cum laude graduate of the University of California with a BA degree in Economics and an MBA from Harvard Business School.

About Customer Soilutions Group

Customer Solutions Group (CSG), a 21-year-old sales consulting and outsourcing firm, has assisted hundreds of firms from startups to Fortune 500 to increase sales, shorten their sales cycles, and reduce sales cost.

CSG consultants are sales veterans. They combine years of sales line management experience with years of consulting expertise to produce practical solutions to common sales problems. They are familiar with all facets of sales technology and infrastructure as well as the human elements needed to drive superior sales performance.

Clients can benefit from CSG’s perspective on their existing sales operations or outsource part of all of their sales process to CSG. CSG pioneered sales testing at its InsideSalesLab, a sales incubator that runs pilot programs helping firms discover their best path to profitable sales.

Through its warm-transfer service, CSG manages telephone lead qualification for some of the largest firms in the US. Each day, CSG receives, scores, calls and qualifies tens of thousands of sales leads for its clients. Qualified leads are warm-transferred directly to client sales persons to pitch and close. To date, CSG has warm-transferred over 4 million qualified prospects to its clients throughout the US.

Through its sales-appointment service, CSG performs important groundwork locating, qualifying, and scheduling good prospects for its client’s senior sales persons.

For more information, visit CSG’s web sites:

www.Warm-transfer.com

www.Sales-appointment.com

www.InsideSalesLab.com

Nov

Is a low cost enough to save email marketing as a lead gen tool?

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Sylvia Montgomery, Partner at Hinge Marketing tackles a tough question about the efficiency of email marketing to generate leads. Email response rates continue to be an issue and many companies clinging to it because of cost. Certainly garbage in and poor response out isn’t unusual. A major database supplier said to me, “Well, Jim, don’t blame the database, blame the offer, blame the subject line, blame the product, but don’t blame the database or the method of getting it to the reader. We’ll see what Sylvia has to say.

About Sylvia Montgomery, CPSM

SENIOR PARTNER-Hinge Marketing

A Senior Partner and the head of Hinge’s A/E/C practice, Sylvia collects many shoes and wears many hats. When she’s not traveling around the country for speaking engagements or client meetings, you will find Sylvia creating marketing and branding strategies for clients, supervising her A/E/C team, developing new business, or working on her personal brand. With a 20-year career spanning visual communications, strategy, and marketing, and over a decade working in the A/E/C sector, Sylvia brings a creative, business-focused approach to her client engagements. She specializes in agile marketing for professional services firms, creating actionable, research-driven strategies tailored to helping businesses grow. A Starbucks aficionado, Sylvia credits her success to a top-secret formula involving caffeine and yoga.

Sylvia came to Hinge from Bowman Consulting, one of the fastest-growing engineering firms in the Mid-Atlantic, where she was Director of Marketing. Prior to that, she held executive-level marketing positions at Rubbermaid Commercial Products, a major consumer brand, and Digital Commerce, a technology firm. Sylvia is an active member of the Society for Marketing Professional Services (SMPS), where she held a seat on the board of directors, and she frequently speaks and writes on topics related to the A/E/C industry and marketing. Previously, Sylvia has served as adjunct professor at both Trinity College and George Washington University. Sylvia holds an MBA from the University of Maryland, University College, an MFA from George Washington University, and a BA from Trinity University.

About Hinge Marketing

When it comes to choosing a marketing or branding firm, we don't envy you. There are more options out there than flies in a cow pasture. But if you want a firm that’s at home in your field and is familiar with the challenges you face, Hinge has a lot to offer that you simply won't find elsewhere in a single package:

Professional Services Expertise

As professional services specialists, we focus on just five market segments:

Architecture / Engineering / Construction
Accounting & Finance
Consulting
Government Contracting
Technology

Because we've worked with a lot of firms in your industry, we have a pretty good idea already what challenges you face. We've also done the due diligence to know what strategies have worked for the leaders in your market. Talk to us — we'll show you the way.

Specialized Market Research

The marketplace is always changing. That's why we conduct regular research into issues that affect our clients. This research gives us the insights we need to advise our professional services clients and adapt to evolving conditions. The time and effort we put into original research is painful, but it gives us — and our clients — a true competitive advantage.

Top-Drawer Creative

The best firms can't afford to look bad. It's tough to maintain a great reputation if your image isn't up to the task. At Hinge, we've invested in an award-winning creative team that makes our clients look great and speak with confidence.

Sep

How to turn website visitors into leads!

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Getting visitors to your website isn’t difficult, getting them to inquire is another issue. Too many companies struggle with how to turn website traffic into inquiries and then leads. 3,000 visitors a month and three leads won’t get it, but few marketing managers know how to solve the problem. In this program, host Jim Obermayer interviews Janelle Johnson, Director of Demand Gen at ACT-On Software as she outlines how to turn visitors into leads.

Janelle Johnson, Director, Demand Gen at Act-On Software.

Johnson is responsible for everything from email marketing, webinars and content creation to lead generation and nurturing. She is a key player in the development of all processes for lead and pipeline cultivation and maturation, and driving tight alignment between the sales and marketing teams. Janelle has been named to SLMA’s “20 Women to Watch” list as well as the “50 Most Influential People in Sales Lead Management.” Twitter handle: @janelle_johnson

About Act-On

Founded in 2008, Act-On is headquartered in Beaverton, Oregon, with offices in Roseville and San Mateo, California; Scottsdale, Arizona; London, United Kingdom; and Bangalore, India. It is backed by venture capital firms Norwest Venture Partners, Trinity Ventures, U.S. Venture Partners and Voyager Capital. In addition, the company has received an investment from Stanford University.

Act-On was created to empower businesses to effectively market online at a fraction of the effort and cost incurred by more complicated systems. Act-On introduced a solution that was far more powerful yet easy enough and intuitive enough that a marketer could use it without help from the IT department.

Act-On Software is the world's fastest growing marketing automation company; its cloud-based marketing automation platform is the foundation of successful marketing campaigns everywhere – from small, simple and direct, to complex globally implemented programs. It’s technology features an Instant-On™ database for accelerated campaign implementation; an easy, highly intuitive user interface; and a comprehensive, feature-rich solution set. This includes a best-in-class email engine with one-click integration to leading web conferencing and CRM solutions; tools for website visitor tracking, lead scoring, lead nurturing and social media prospecting; design tools for web forms, landing pages and emails; and more. Contrary to general industry practices, all contracts regardless of size are month-to-month, with prices starting at $500.

Act-On is a sponsor of the Sales Lead Management Association.

May

Why Branding is vital in creating qualified leads.

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In this interview, Eric Jacobson, Co-Founder and CFO of Amplifinity, makes the argument that branding and brand advocacy is more important than ever as a source for qualified leads.

About Eric Jacobson, President & CFO

Eric joined Amplifinity in December of 2011. He currently manages the day-to-day operations and finances of the company. Eric has served as the chief financial executive and managed operations at several venture-backed startups including Translume, Janeeva, Discera and Picometrix. Previously, Eric managed finance and accounting for Comcast’s high speed internet business, when that business unit was in its infancy, working from the company’s corporate headquarters in Philadelphia. He also managed the implementation of a variety of relationship marketing initiatives and customer loyalty programs at that company. Eric is a graduate of Syracuse University and earned an MBA in Finance from The Wharton School at the University of Pennsylvania..

About Amplifinity

Brand Advocacy Solutions: Building and activating new sales channels for our customers

Amplifinity knows that your company is as unique as the consumers, partners, and employees who are loyal to it. We know that the brand advocacy strategy you need is not necessarily the same as your competitors’. But we do know that the end goal is the same whether you’re a B2B, B2C or an agency: to build a customer acquisition channel that works best within your existing infrastructure; to create loyal and accessible brand advocates who will do things for your company because they are given opportunities to do so that come at the right time and in the right place; and to drive sales in the quickest, most efficient way possible. Our clients use our solutions to make that happen.

Customer Touchpoints

Every place where you touch your customers and prospects is an opportunity to engage with them. AMP integrates with all of our clients’ touchpoints directly to their enterprise systems – through single sign-on via consumer accounts, dynamic widgets, or simple links. Wherever your customers are, Amplifinity’s platform allows you to connect with them, making it simple and quick for them to recommend your brand to their networks or refer them to your company

Advocacy Programs

The work we do for our enterprise clients proves that your company’s brand advocates are out there and willing to help. But they can’t help if you don’t ask. Your brand advocates – whether customers, partners, or employees – can become part of your team by referring new customers, endorsing your products and services, and amplifying your messages. AMP makes it simple to ask your customers to spread the word on your behalf. Using their My Account page for tracking their activity, progress, and reward status, brand advocates stay engaged and know they are valuable to your company’s success.

Control Room

The AMP Control Room, as one of our clients says, is the “secret sauce that transformed the way my company does business.” AMP gives brands the control needed to build, track and manage Advocacy Programs. Our powerful configuration and customization capabilities are easy for our clients to use, modify and control. They can configure and control page layouts, workflow, and reward structuring in a few quick steps, and with the guidance of Amplifinity’s Best Practices. The AMP Control Room is the headquarters for your brand advocates’ profiles and customized reporting. Every member of your team from marketing execs to salespeople get exactly what they need through personalized access control.

Amplifinity

912 North Main Street, Suite 100

Ann Arbor, Michigan 48104

Phone: 734.585.5684 Fax: 734.864.7329

www.amplifinity.com

Apr

How to take lead generation in-house and achieve measurable results

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Host Jim Obermayer will Interview Jenny Vance, co-founder and president of LeadJen and tackle subjects such as:

Why do internal lead generation staffs so often fail?
What kind of process needs to be in place to improve the outcomes of lead generation?
What kind of technology ( telephone solutions, data analysis, etc.) need to be in place for a lead generation team to succeed?
What are the fundamentals lead generation teams?
How do you know when you have quality data and what should you do with it?

About Jenny Vance
Co-founder and president, LeadJen
Founder and CEO, PlanSoon

Jenny Vance is one of the leading women entrepreneurs in Indianapolis. She is the founder of LeadJen, a lead generation company, which she has grown to nearly 100 employees serving hundreds of companies across the United States, ranging from start-ups to Fortune 500. She also is co-founder of SalesVue, a CRM software solution.

In 2012, Jenny founded PlanSoon, a social network that helps people try new things and meet new people. PlanSoon was selected as one of three companies to be featured in the inaugural VentureCamp docu-series and tech accelerator program.

Jenny has received numerous awards. For three consecutive years, she was honored by the Sales Lead Management Association (SLMA) as one of the 50 Most Influential People in Sales Lead Management. She also was recognized by SLMA as one of 20 Women to Watch. Direct Marketing News and the Indianapolis Business Journal named Jenny to their 40 Under 40 lists, and she received the McDermond Medal for Excellence in Entrepreneurship in 2013. LeadJen was named a Mira Award winner by TechPoint in 2013 and was recognized as one of the 2012 Indiana Companies to Watch.

Jenny received her bachelor’s degree from DePauw University, where she was a Management Fellow. She is an active member of the Entrepreneur’s Organization, serving as president of the Indiana chapter. She also is the founder of the Indiana chapter of The American Association of Inside Sales Professionals (AA-ISP) and an active member of the National Association of Women Business Owners.

Jenny is a frequent speaker and author of numerous articles on entrepreneurship and lead generation.

About LeadJen

LeadJen is a B2B lead generation company that helps corporate sales and marketing teams drive more revenue and better understand their market. LeadJen’s scientific approach, proven methodologies and market intelligence drives revenue for clients in various industries including healthcare, manufacturing, retail, financial services, life sciences and high tech. Based in Indianapolis, LeadJen is an Inc. 5000 company. Founder Jenny Vance is recognized by the Sales Lead Management Association as one of the 50 Most Influential People in Sales Lead Management and was named a 40 Under 40 by both Direct Marketing News and the Indianapolis Business Journal. More information is available at www.leadjen.com and on Twitter @LeadJen_LLC.

Feb

Interviews from Tech Marketing 360. Highlight: Socedo

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SLMARadio host Jim Obermayer visited Tech Marketing 360 at the Ritz-Carlton Hotel in Laguna Niguel, CA on Feb 19^th. He interviewed Gayle Wolski , the General Manager of Tech Marketing 360, plus an in depth interview with Aseem Badshah, and Kevin Yu, founders of Socedo a very unique lead generation company.

Other interviews included:

Russ Danner, Crafter Software
Dharmesh Godha of Advaiya Solutions
Elena Vaysman, Hoovers’ Inc.
Joanne F. Valentino, The Medical Letter
Douglas McDonald, Transiris Corporation

Tech Marketing 360 Description

Technology is the most dynamic and challenging specialty in the world of marketing. Tech Marketing 360 is dedicated to you - the technology marketer- the unsung hero of a multi-billion dollar engine of economic growth. Our mission is to build a community of tech marketers, for tech marketers, and at this path-breaking event, you’ll gain insight from the top thinkers at top companies, and be immersed in a community of practice, sharing, teaching and learning that will supercharge not just your skill sets, but your strategic vision.

Over three days at Tech Marketing 360, 400 senior-level tech marketing professionals will discover the most current and cutting-edge innovations and strategies to drive marketing success. Attend educational sessions across five tracks, hear inspirational keynotes, meet with top industry sponsors, and engage with your peers at special networking receptions in an intimate, upscale setting at the Ritz-Carlton Laguna Niguel.

At Tech Marketing 360 you’ll learn how to:

Develop the right mix of digital and traditional channels
Find new ways to scale your messaging and sales enablement at low cost
Navigate the change from packaged, on-premise solutions to Cloud-based and subscription models
Leverage social and mobile technologies to drive real business outcomes
Combine deep subject-matter expertise with the need for horizontal and multi-audience solutions
Bridge the gap and learn how to identify, engage with and market to CIOs, IT, developers and other technology-buying decision makers

Jan

Art of Social Selling and Realty’s Changing Face of Lead Generation

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Susan Finch will be be interviewing Shannon Belew about onilne marketing and her new book, The Art of Social Selling.

Our second guest is Wade Perry, Managing Broker, ABR, CNE,e-PRO, GRI, SFR

Susan's second guest is Wade Perry of Coldwell Banker, Devonshire in Colorado. He has been in this industry for over 20 years. The designations after his name begin to paint the picture of his dedication to continue to learn and do better in this industry. His success as a managing broker is living proof.

A bit about Shannon, in her own words:
"I fit into almost all of the above categories. A specialist in online marketing and author of the best-selling book, "Starting an Online Business For Dummies All-in-One" 3rd edition, 2011 (Wiley Publishing), I have owned both offline and online businesses, written and blogged about online business, social media trends and tech for nearly two decades, and I am always up for learning more in this always-evolving industry. "

About the new book, The Art of Social Selling:

Social media platforms such as Facebook, Twitter, LinkedIn and Google+ (yes – even Google+) are changing the way consumers are buying. Learning to tap into these online social media communities is now a must – and social selling should be another necessary part of your sales strategy. That's because the traditional sales funnel has changed for both B2B and B2C companies, thanks in large part to the unlimited access consumers have to information. In fact, consumers are often 70 percent or more through the buying process by the time they first contact a salesperson. And much of that information is made available through social media.

Conquering the modern sales process and reaching buyers through social selling means that a salesperson must become a trusted adviser – building meaningful relationships through social media.

Connect with Shannon: Google+ Twitter and LinkedIn

Our second guest is Wade Perry, Managing Broker, ABR, CNE,e-PRO, GRI, SFR

He will be talking about how the Real Estate industry has gone through major overhauls and must continue to evolve with the changing way people think about purchasing homes and property. Door hanger days are long gone and more relationships are cemented within the communities (farms) these Realtors serve.

Wade spends some of his time on Channel 9 talking about the market and touring homes. His first love is his family and coaching his son's teams.

Aug

Hunting From Helicopters: Getting to B2B Decision Makers in the Real World

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SLMA Radio host Jim Obermayer interviews
Shawn McLaren, Chairman of ConnectAndSell.

In the last interview Shawn told us how a salesperson could have 6-8 meaningful conversations per hour. Maybe this time he will reveal even more.

In 2007 Shawn gave up his quest for the perfect golf game because he discovered, as he terms it, a system that liberates Sales Warriors (aka Conversation Pigs) by providing so many conversations with decision makers so efficiently that it removes all excuses for non-performance and brings smiles to the usually harried faces of VP’s of Sales and CMOs.

Shawn’s early successes included selling encyclopedias door to door in the Michigan winter and building both code and company for the world’s first mainframe storage system; a system that included security algorithms that rivaled the unbreakability of Navajo Codetalkers and would have stumped the Enigma machines that helped the Allies win WW II. Shawn’s only regret in life is his failed tryout as a pitcher for the New York Yankees in his mid-30s. He is plotting his revenge in the form of a hostile takeover of the franchise thanks to the expected growth and success of ConnectAndSell. Shawn is a founder and Chairman of ConnectAndSell and was its CEO for 3+ of its formative years.

Jul

How to break through to important people

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Host Jim Obermayer interviews Stu Heinecke, president and founder of CartoonLink on the subject of “How to break through to important people” This is a tough subject, but in 45 minutes Stu gives us proven tactics from his marketing and sales experiences to help salespeople and marketing people penetrate the impenetrable.

Stu is the resident humorist for the SLMA. Even our show producer, Paul Roberts said this was a VERY entertaining and informative show. He's featuring it on his own site.

About Stu Heinecke and Cartoonlink

A prominent cartoonist whose work can be seen in marketing campaigns and in the pages of The Wall Street Journal and other publications, Mr. Heinecke is the President and Founder of CartoonLink, a service that helps marketers apply the powerful effects of cartoons in their campaigns. “Drawing Attention” author Stu Heinecke is one of the world’s foremost experts on the use of cartoons in advertising, marketing and sales promotion, will be a contributing editor for the SLMA specializing in cartoon humor. His work will appear twice a month on the SLMA home page and in the SLMA newsletter.

In his book, “Drawing Attention” Mr. Heinecke asserts that the lessons learned from countless marketing campaigns about the application of cartoons can be applied to all sorts of missions, personal or professional. An e-version of his book is available for purchase on the CartoonLink site and Amazon.

May

How to develop leads that will close.

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Host Jim Obermayer and his guest Tom Judge tackle the thorny issue of not just how to create inquiries and leads, but leads that actually close. As Vice President of Direct Marketing Partners, Tom has solved this problem with some of the largest high-tech companies in business to business; and also some of the most modest in size. Leads that close is a problem for all companies regardless of size.

About Tom Judge

Tom Judge is the VP of Strategy and Business Development at Direct Marketing Partners. An ECHO award winning B2B Demand Generation and Lead Management services provider.

He’s responsible for diagnosing and fixing B2B sales lead funnel problems. Tom also on the board of the Northern California DMA, runs the NorCal BMA Sales Lead Roundtable, and teaches workshops on Lead Management best practices at events and conferences. He is a member of the Sales Lead Management Association’s list of “50 Most Influential Sales Lead Management Professionals”.

Contact info: Tom Judge VP Strategy Direct Marketing Partners, Inc. tjudge@dirmkt.com 510-368-7527

About Direct Marketing Partners:

Direct Marketing Partners (DMP), is a prospect development demand generation service provider for B2B selling firms with a complex sales process. DMP provides a suite of services and software tools in three major areas so client firms can focus on sales –ready lead pipelines.

Diagnosing lead-to-sales funnel problems.
Solving those with custom go-to-market programs. Ranging from prospect database building, inbound lead qualification and nurturing, outbound target account lead generation tele-prospecting and appointment setting.
Campaign management, lead management and analytics.

www.directmarketingpartners.com

May

Why Right Brain Marketers need Left Brain Metrics or the creative won’t matter.

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Host Jim Obermayer interviews Jeanne Hopkins CMO of SmartBear on this volatile topic. In this fast paced interview, they discuss why creative right brained marketers must become more analytical and left brained in their approach to marketing metrics and measuring the ROI for their programs. Jeanne says marketers have to leave the arts and crafts mentality and realize that marketing has to produce measurable sales or creativity is next to useless.

About Jeanne Hopkins

Hopkins comes to SmartBear from HubSpot, a marketing software leader and pioneer in inbound marketing, where she was vice president of marketing. Her marketing leadership helped HubSpot become the second-fastest growing software company in the Inc. 500 by generating 45,000 new leads each month. Hopkins previously was CMO of MEC Labs, owner of MarketingSherpa, MarketingExperiments, and InTouch, and senior director, marketing programs & communications, for Symmetricon, a leader in precision time and frequency technologies.

Hopkins, a firm believer in the top-of-the-funnel lead-generation capabilities of inbound marketing, is coauthor of the book Go Mobile, a step-by-step introductory look at starting mobile marketing efforts that has been the #1 best-selling mobile marketing book on Amazon.com. She is also one of the top 10 Sales Lead Management professionals for 2011.

Mar

Smackdown McDade vs. Obermayer Do Salespeople Need More Leads?

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McDade contends that salespeople need fewer leads. Obermayer contends that without sufficient leads companies die. In this classic battle of opinions, McDade of PointClear pushes the edge in arguing that salespeople can get by on fewer leads that are qualified. Obermayer CEO of the SLMA says that is a pipe dream and a recipe for disaster. Maybe they are both right, or one is very wrong. Listen and find out.

Read the rest of this entry »

Mar

March 7 - How do you determine the ROI of a Lead Generation campaign?

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Our guest this week is Jenny Vance, co-founder of LeadJen. JennyVance co-founded Indianapolis-based LeadJen in 2004 leveraging her experience and success with outbound marketing campaigns, inside sales and lead generation. Under her leadership, LeadJen has developed into a multi-million dollar company serving more than 200 clients ranging from start-ups to Fortune 100 companies.

Jenny is president elect of the state chapter of Entrepreneurs Organization, having served as the Indiana Chapter learning chair. She also is active in the National Association of Women Business Owners. Jenny is the founder of the Indianapolis chapter of AA-ISP, the American Association of Inside Sales Professionals. She has also bee listed as one of the 50 Most Influential in Sales Lead Management 2010, 2011 and 2012. She was also among the 20 Women to Watch in Sales Lead Management in 2011 and 2012.

Jim Obermayer will be talking to her about the factors that can alter the result of a lead generation campaign, as well as answering the question of, "How long should a campaign go before you see results?" among other topics and scenarios. Join them for this informative, enlightening discussion.

Aug

August 16: Jeff Gordon and Jeremy Sacco from BuyerZone

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SLMA Radio host Jim Obermayer will ask Jeff Gordon and Jeremy Sacco from BuyerZone to talk about the highlights of the BuyerZone and LeadsCouncil research report: The State of B2B Lead Generation 2012 BuyerZone and LeadsCouncil research report: The State of B2B Lead Generation 2012

Jeremy Sacco - Editorial Manager

Jeremy's been leading the content team at BuyerZone for eight years, learning about a huge range of products and services and talking to hundreds of businesses about buying and selling the equipment and services that helps them succeed. He's written for B2B buyers on the Web since 1996 - and his focus then as now is on using the Web to provide business advice that's helpful and easy to understand. As the content leader for BuyerZone, Jeremy manages the lead generation blog About Leads, providing marketing and sales advice up and down the sales pipeline, from lead generation to closing business. He graduated from Middlebury College with a degree in English.

Jeff Gordon Director of Marketing

As Director of Marketing, Jeff is responsible for key online and offline marketing initiatives including

customer acquisition and retention, demand generation, business development and public relations. Jeff has spent his entire seven year career at BuyerZone in a variety of marketing roles. Prior to his current position, Jeff managed the company's email strategy, affiliate network, external communications and has deep experience working with BuyerZone's sales organization.

He contributes marketing and sales advice regularly for BuyerZone's lead generation blog, About Leads. Jeff holds a Bachelor of Science degree with honors in Business Administration from Babson College.

About BuyerZone

Since 1992, BuyerZone has helped connect millions of businesses with thousands of quality sellers for hundreds of products and services. Buyers save time and money on important purchases by receiving free price quotes from sellers who best meet their needs. BuyerZone's lead generation programs and marketing services provide sellers with cost-effective, easy-to-implement and results-focused solutions that deliver leads from prospective buyers at every stage of the purchasing cycle. BuyerZone, headquartered in Waltham, Massachusetts, is a division of Reed Business Information (RBI). RBI is a member of the Reed Elsevier Group plc (NYSE: RUK and ENL). For more information, visit http://www.buyerzone.com.

Dec

Dec 22: Best of SLMA Radio with Paula Chiocchi and Jeff Ogden

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Paula Chiocchi, CEO and President of Outward Media.

Paula Chiocchi is a marketing industry veteran whose focus is on the future. Realizing the potential of online marketing and advertising technology drives her leadership of Outward Media’s successful campaigns.

“The new technologies transform our ability to help clients significantly build their businesses. It’s an incredibly dynamic time to generate and capture qualified leads,” believes Chiocchi.

Chiocchi founded Outward Media in 1998. Under her direction, the company has evolved from a niche marketing firm emphasizing online advertising to a provider of influential email and ad marketing campaigns for Fortune 1000 companies and privately held businesses seeking greater profitability. Integrity, innovation and industry intelligence have been Chiocchi’s hallmark throughout her career. She began with Dun & Bradstreet and developed her skills by creating direct mail, online advertising and email campaigns for leading mortgage companies, financial institutions, online gaming sites, sweepstakes enterprises and e-commerce companies.

Deploying emerging marketing techniques and tools has proven critical to Chiocchi’s success. “We continually forge partnerships with innovative and reliable professionals. Our clients can expect creative, effective and efficient eMarketing campaigns that capture customers and reach their target audience,” she says. The core strengths of Outward Media – comprehensive analysis, highly attuned service, and responsiveness – reflect Chiocchi’s depth of experience. Client service is one area that she believes requires more than the latest technology. She explains that “listening and responding to customers is more than the basis of our marketing campaigns, it serves as Outward Media’s guiding principle.”

Jeff Ogden (@fearlesscomp) is President of the B2B lead generation consultancy

Find New Customers helps companies (with between 150 and 5,000 employees who sell complex products to businesses) to implement world-class lead generation programs. As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers.

He the President of the B2B lead generation company, Find New Customers. They help companies with 150 to 5,000 employees who sell complex products to businesses to implement and deploy world class lead generation programs. Why do they feel that is important? They tell us 8 out of 10 companies say the lack of quality sales leads is the #1 problem they face. So the services of B2B lead generation companies such as Find New Customers are really important. It’s their biggest problem!

Oct

Nov. 3 Show: Michael A. Brown

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Defining Engagement and Real Person Engagement; not just through email and tweeting.

SLMA Radio will interview Michael A. Brown, one of the foremost experts on telesales and lead generation. We will ask him about the biggest mistakes marketers make, his pet peeves and what salespeople can do to improve their closing ratios.

Michael is neither shy nor retiring and his in-you-face-honest opinions are sought after by large and small companies. Michael A. Brown’s BtoBEngage consulting and training services enhance companies’ ability to approach, influence, advance, and sell. His clients range from startups to the Fortune 50. www.BtoBEngage.com. Michael has been elected as one of the 50 Most Influential People in Sales Lead Management in 2009 and 2010. He has several articles in the telemarketing section of the member’s only area and is a frequent guest on SLMA Radio. Listen in and Learn.

Jun

June 23 Show: Paul Thomas, Lead Forensics

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Paul Thomas

Paul Thomas is the Managing Director of Lead Forensics, a next generation online lead generation tool. Having kicked off his sales and marketing career in a brochure fulfillment room at the age of 10, Paul moved up through marketing and sales departments and by the age of 20 was running his own marketing agency. 8 years on, the group now encompasses three businesses, Market Makers, Lead Forensics and the Really Group, employing over 150 people and working with some of the world largest brands.

Will Crist will ask some or all of the following questions:

What are your recommendations for Best Practices in Sales Lead Management?
We will ask about claims that Lead Forensics makes about “A Sixth Sense” in determining the best qualified visitors.
How does the Lead Forensics Software work?
How do you get contact details from people visiting a site?
Tell us about your reports. What kind of detail do you provide.
How is the software priced? Does someone buy it or use it on a subscription model?
How long does it take to get it installed and working across an entire site?
We will ask about a case history of a successful client installation.
What kind of company is the best fit for your software? Size? B2B OR B2C?
Are you compatible with most CRM Systems?

What is Contact Marketing?

Contact Marketing Radio

Our guests:

Warren Pickett - Content Director, LeadsCon

Cory Smith - Show Director, LeadsCon

Whether you’re producing a seminar series, user’s conference, lunch and learn, or exhibiting at a tradeshow, If the primary purpose is generating renewed interest in your products and services, Validar is the perfect fit.

Call Validar at 1-888-784-2929 or text the word Validar to 878787 to learn more.

Can Artificial Intelligence Find your Next Customer?

Alex Terry, Chief Executive Officer

Carl Landers, Senior Vice President and CMO

About Conversica:

About Eric Jacobson, President & CFO

About Amplifinity

Customer Touchpoints

Advocacy Programs

Control Room

Paula Chiocchi, CEO and President of Outward Media.

Jeff Ogden (@fearlesscomp) is President of the B2B lead generation consultancy

Paul Thomas

LISTEN LIVE!

10:30 AM PST on Thur

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