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Sales Lead Management Association Radio

9
Feb 2015

Content and Lead Generation through RSS Feeds

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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


19
Jan 2015

How Branding impacts Teleprospecting and Lead Generation

 

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

25
Nov 2014

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:  
 
4
Nov 2014

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

 
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.
 
29
Sep 2014

How to turn website visitors into leads!

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.
6
May 2014

Why Branding is vital in creating qualified leads.

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
1
Apr 2014

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

jenny-vance-cropped.jpgHost 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.

24
Feb 2014

Interviews from Tech Marketing 360. Highlight: Socedo

SLMARadio host Jim Obermayer visited Tech Marketing 360 at the Ritz-Carlton Hotel in Laguna Niguel, CA on Feb 19th.  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

18
Jan 2014

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

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

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. 

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.

19
Aug 2013

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

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.
28
Jul 2013

How to break through to important people

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.
 
21
May 2013

How to develop leads that will close.

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. tomjudge.jpg

 
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.

  1. Diagnosing lead-to-sales funnel problems.
  2. 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.
  3. Campaign management, lead management and analytics.

www.directmarketingpartners.com