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Sales Lead Management Association Radio

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

13
May 2013

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

jeanne-hopkins.jpgHost 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.

16
Mar 2013

Smackdown McDade vs. Obermayer Do Salespeople Need More Leads?

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 »

4
Mar 2013

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

jenny-vance-250.jpgOur 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.

15
Aug 2012

August 16: Jeff Gordon and Jeremy Sacco from BuyerZone

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.jpgJeremy 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.jpgJeff 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.

20
Dec 2011

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

paula-chiocchi.jpgPaula 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.jpgJeff 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!

31
Oct 2011

Nov. 3 Show: Michael A. Brown

MichaelBrown.jpgDefining 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.

20
Jun 2011

June 23 Show: Paul Thomas, Lead Forensics

paul-thomas.jpgPaul 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?
14
Jun 2011

June 16 Show: Maria Pergolino, Marketo and Bob Moore, Catapult Works

MariaPergolino.jpgMaria Pergolino, Marketo

Deemed by Telesmart Communication’s Josiane Feignon as “one of the most creative and spirited marketing bloggers,” Maria Pergolino leads Marketo’s inbound marketing, campaign optimization and demand generation strategies as the Director of Marketing. Her impressive 10 year online B2B marketing career spans everything from CRM, social media, content marketing, search marketing, and lead generation and nurturing.

Maria is a co-author of the most successful social media, lead nurturing, and lead scoring books created specifically for B2B Marketers, entitled The Definitive Guides to B2B Marketing. She also provides frequent contributions to the MarketingProfs blog and is an author of Marketo’s popular blog, Modern B2B Marketing, which has over 16,000 subscribers.

Maria has held management positions at companies such as Shunra, ESIS, Inc and, is Salesforce.com Certified Administrator and user group leader. She is also is a sought after speaker at numerous marketing events, and has a Marketing Degree and MBA from the School of Business at Rutgers University.

She was listed as one of the 20 Women to Watch in Sales Lead Management by the Sales Lead Management Association.

Recognized as a B2B Marketing thought leader, Maria has made significant contributions to the sales lead management and marketing automation industry. She has contributed over 100 blog posts annually to top 100 marketing blogs, as well as writing or contributing dozens of articles and white papers to drive awareness in the field of lead management. Her posts and papers are typically read by tens of thousands and she has a vast following of over 3300 in her twitter network. Maria has presented to thousands at a time, both online and at live events and has also developed much content through multimedia like video and webcasts.

Maria’s work has also been cited in multiple published articles and books, including the bestselling book “Content Rules” which specifically quotes Maria on her work in lead management. She has spoken on over 30 webinars and at 40 live events in the field of lead management, and more specifically on topics including social media, lead nurturing, content marketing, lead scoring and revenue performance management. Maria has also been a speaker for such organizations as American Marketing Association, MarketingProfs, Direct Marketing News, Online Marketing Connect, BtoB Magazine, Business Marketing Association and many more. Additional professional achievements include: Winner of several BMA B2 Awards and last year she was named one of 50 Most Influential People in Sales Lead Management.

Maria is constantly creating new ways to drive demand for Marketo. She is always one step ahead of the competition and refuses to be a follower. Maria continually strives for excellence in everything she does, and measures herself not only by her own accomplishments, but by the accomplishments of those around her. She is a fearless leader and works every day to make herself, and those she works with, better marketers.

bob-moore.jpgBob Moore, Catapult Works

Bob has built unrivaled expertise in data management, matching and ETL technologies. Bob has served as the Database Chair for the Northern California chapter of the Direct Marketing Association. In his current position, Bob works with CatapultWorks clients like Brocade, Alcatel-Lucent, Symantec and others as he manages the company's data services group and the entire database operations. In addition, he is responsible for the acquisition and adoption of new database management technologies that can be applied to enhance CatapultWorks’ services. Bob joined CatapultWorks in January of 2005 when his company, Data Direct, a leading full service database management firm, was acquired by CatapultWorks. Bob has been a strong catalyst in applying technological advances to business marketing and data management processes.

6
Jun 2011

June 9 Show: Paula Chiocchi and Jeff Ogden

paula-chiocchi.jpgPaula  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.jpgJeff 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!

27
Apr 2011

April 28 Show: Mary Dedrick, Kristi Gloppen

Kristi Gloppen Sr. Manager, Web Marketing, Advertising & Sales Enablement - Xilinx, Inc.

Kristi Gloppen is an established communications professional with over ten years of B-to-B marketing experience. Her areas of expertise include: electronic direct marketing, advertising, social media and lead management. Kristi has spent the past 2 decades in the high-tech, electronics industry focused on creating sales and marketing campaigns targeting electronic engineers. She has degrees in both Communications and Business.

mary-dedrick-200.jpg

Mary Dedrick – Chief Operating Officer As COO Performark

Mary Dedrick is responsible for all aspects of operations and strategy development. Her keen ability to marry process and technology has been instrumental in driving Performark’s highly successful outsourcing solutions that integrate people, process and discipline resulting in sales and marketing alignment based on buyer-centric lead management processes.

With more than twenty-five years of experience, Mary is a visionary leader with a deep business process background. She understands the technical implications of complex relationships and has a proven track record of architecting and deploying innovative, results-oriented, practical solutions to a range of business and systems related challenges.

Prior to Performark, Mary was Senior Vice President of Web Enablement for Innuity, Inc., with responsibility for customer-facing elements of the business, operations, business delivery, inside sales and customer service. During her tenure with Innuity, Mary conceived and orchestrated the design and delivery of a patent-pending production process for automated web site creation which contributed to the company’s 400%+ growth in three years.

Mary has held various technology-related positions in diverse organizations and industries including Computer Power Group, Health Central (now Allina Health Systems), Baxter Travenol, Northrup King and Control Data.

15
Feb 2011

Feb. 17 Show: Malcolm Friedberg, Jason Weaver

Commentary:  James W. Obermayer, CEO of the SLMA.

Marketers are builders of wealth, but when will they take the credit they deserve?

In this short and punchy seven minutes, Obermayer pontificates on why he believes that marketers should take their rightful place as a builder of wealth.   Without marketers creating a preference, raw inquiries and qualified leads, most salespeople would be off their quota attainment by 30-50% and sales expenses would soar.  Come listen as Obermayer gives credit where credit is due, to marketing, the builders of wealth.

Malcolm Friedberg   President   Left Brain Marketing Malcolm will be asked questions about the results of their most successful demand generation program and how the company measures the ROI for the programs it creates. Left Brain Marketing is a Demand Generation strategy agency, serving some of the largest and best-known enterprise brands. The agency helps Marketing organizations develop and grow successful Demand Generation programs.  Its approach leverages a proprietary Demand Generation process model – The Left Brain Model (TM) – powered by marketing automation technology. The agency delivers a full set of services that span strategy, production, analytics and optimization for Demand Generation programs. www.LeftBrainMarketing.co

Jason Weaver,  CEO,  Shoutlet, Inc.

Jason will be asked about recent client successes using their platform in addition to suggestions about measuring the ROI for social media.

Shoutlet provides a centralized platform that helps companies manage and monetize their social media communication. It includes Facebook and Twitter management, Social CRM, widget building, email and mobile marketing, social commerce, and real-time analytics in one easy-to-use interface. The platform gives brands and agencies the tools to create, manage, and measure their entire social media communications.  Companies using Shoutlet's platform are able to better design and implement highly targeted campaigns and ultimately improve the business impact of their social media communications.

www.Shoutlet.com

James Obermayer Malcom Friedberg Jason Weaver
James W. Obermayer CEO of the SLMA Malcolm Friedberg President Left Brain Marketing Jason Weaver CEO, Shoutlet, Inc.

This show is sponsored by: SmartLead by AdTrack

7
Feb 2011

Feb. 10 Show - Ron Ploof, Lisa Horner

Commentary: James W. Obermayer, CEO of the SLMA.
Subject: How to Estimate the number of Inquiries to make Forecast

Nothing happens in an organization without a sales forecast and yet few marketers take the forecast and estimate the number of inquiries and sales leads (qualified inquiries) that will be needed to make quota. Obermayer will tackle the subject in 7 minutes and also show the answer on the SLMA blog following the broadcast.

Ron Ploof President of Ronamok.com New Media Evangelist.

Author of “Read this First the Executives Guide to Social Media.” Social media has enabled Ron to combine his passion for storytelling with 25 years of high-tech business experience to help companies tell their own stories, in their own voice, rather than relying on third parties to do so. The ultimate benefit for businesses is that at the end of the day, they’ll own their audiences instead of having to perpetually rent others.

Ron loves to share his ideas in front of audiences large and small, having presented recently before Fortune 50 companies, PRSA, Ragan Communications, MarketingProfs, Social Media Club, Forensic Expert Witness Association, Entrepreneur Magazine, Podcamp, and the University California San Diego.

Lisa Horner, Director, Campaigns Citrix Online

Lisa has been nominated as one of the 20 Women to Watch in Sales Lead Management in 2011. We are interested in how Lisa measures the ROI for the programs she creates at Citrix online. Lisa leads the Demand Generation team at Citrix Online. Directing a team of media buyers and other demand generation pros, Lisa has led the marketing team to excellent results, including the best-ever year for the organization in 2010. She has been ahead of the curve in several cutting edge areas including use of Marketing Automation, segmenting customer lists by buyer persona to deliver customized content, and aligning goals with sales to ensure revenue targets are met.

James Obermayer, SLMA Shawn McLaren lisa-horner2.jpg
James Obermayer, CEO of the SLMA. Ron Ploof President of Ronamok.com New Media Evangelist. Lisa Horner, Director, Campaigns Citrix Online

This show is sponsored by: SmartLead by AdTrack

25
Jan 2011

Jan. 27 Show: Eric Swartzman, iPressroom and Jenny Vance of LeadJen

Join us Thursday to hear Eric Swartzman, CEO of iPressroom speaking about 'Social Marketing to the Business Customer.' and Janny Vance, CEO of LeadJen

Eric Schwartzman of Eric Schwatrzman.com

@EricSchwartzman is coauthor of Social Marketing to the Business Customer, the first book devoted exclusively to B2B social media communications. He has been conducting monthly social media training programs for PRSA since 2006 and works as an independent online communications consultant to businesses, the US Military, government agencies and nonprofits. Eric specializes in online communications strategy, social media policy development and accelerating social media literacy within organizations. He is a frequenter speaker at professional conferences and has been producing the award-winning podcast “On the Record...Online” (@ontherecord), which focuses on how technology is changing the way organizations communicate, since April 2005.

Jenny Vance CEO of LeadJen

Across the globe, LeadJen has developed partnerships and supplied services that increase sales growth through database building, marketing campaigns, & B2B appointment setting. These advances enable any company, in any industry to improve marketing campaigns and grow sales revenue. LeadJen is consistently blazing past phenomenal benchmarks of appointment generation & pipeline growth.

Erik Schwartzman Jenny Vance of LeadJen
Eric Schwartzman of Eric Schwatrzman.com Jenny Vance CEO of LeadJen

This show is sponsored by: SmartLead by AdTrack

19
Jan 2011

Jan. 20 Show - Ruth P. Stevens and Ken Murray

Interviews:

Ruth Stevens, eMarketing Strategy

Ruth P. Stevens's expertise in customer acquisition and retention derives from a decade and a half of hands-on marketing for both large enterprises and start-up companies. Just prior to beginning her consulting practice, she served as chief marketing officer at an Internet company in New York City. Before that, she had broad responsibilities for direct marketing at three corporate giants — IBM, Ziff-Davis and Time Warner.

Ken Murray, CEO VanillaSoft

Ken Murray is a 30 year veteran of the Inside Sales space. He has designed and built inside sales campaigns for numerous Fortune 500 companies. His sales teams have sold over 168,000 products annually and produced north of 700 million dollars in annual sales. In 2005 Ken commercialized the product that was driving his inside sales team and founded VanillaSoft.

MichaelBrown.jpg debbie-qaqish.jpg
Ruth Stevens, eMarketing Strategy Ken Murray, CEO VanillaSoft

This show is sponsored by: SmartLead by AdTrack

23
Dec 2010

12/29/10 - Holiday Replay: Paul Staelin of Birst and Andrew Gaffney of DemandGen Report

Birst is the industry’s first and only end-to-end Business Intelligence (BI) suite that provides the power of on-premise Business Intelligence (BI) tools with the economics of Software-as-a-Service (SaaS). We'll be interviewing Paul Staelin, Vice President of Customer Operations and co-Founder - Birst.

He will be followed by Andres Gaffney, Publisher of DemandGen Report. DemandGen Report is a targeted e-media publication spotlighting the strategies and solutions that help companies better align their sales and marketing organizations, and ultimately, drive growth. A key component of our coverage focuses on the sales and marketing automation tools that enable companies to better measure and manage their multi-channel demand generation efforts.

This show is sponsored by: SmartLead by AdTrack

18
Dec 2010

December 16 Show: Larry Ritter, Sen. VP of Sage Solutions & Lead Generation Expert - J. David Green

Industry news: Will Crist.

Larry Ritter, Senior Vice President & General Manager Global Product Management & Marketing, Sage CRM Solutions www.sagecrmsolutions.com

Larry Ritter is senior vice president and general manager of global product management and marketing for Sage CRM Solutions, part of The Sage Group plc, a leading global supplier of business management software and services to over 6.3 million small and medium-sized business customers worldwide. Mr. Ritter leads product strategy, development, testing, and marketing for the Sage CRM Solutions product family comprised of Sage ACT!, Sage CRM and Sage SalesLogix. Mr. Ritter has 20 years of software industry experience and, prior to Sage, lead product development efforts for Citrix Systems and Hewlett Packard. He joined Sage in 2004 and as a senior executive within the company’s Global CRM Organization has helped evolve the ACT! product line for use by corporate customers and specific industries, guide Sage CRM and Sage ERP front and back-office integration, and lead the re-architecture of the Sage SalesLogix platform. He is also a significant contributor to the Sage CRM Solutions strategy and vision, as well as product roadmaps.

At Citrix, Mr. Ritter was responsible for worldwide IT infrastructure planning projects for security, application deployment, and network management. During his HP tenure, he was responsible for software development tools that enabled companies to embed microprocessors (Intel, Motorola and others) into various industries including aerospace, manufacturing, automotive and gaming.

Mr. Ritter is quoted frequently on CRM technology and trends in industry and business publications including CRM Magazine, Selling Power, and Computer Reseller Newsamong others. In addition to speaking at various Sage customer and partner events worldwide, Ritter is a guest presenter for the Arizona State University graduate school of business. He has a B.S.E.E. from Iowa State University and has participated in MBA studies at University of Colorado.

David Green, MECLABS Applied Research MarketingExperiments.com

Dave Green has over 25 years of experience in all aspects of lead generation and in channel marketing.b Clients have included Cisco, Microsoft, Qwest, PTC, Avaya, Symantec, Computer Associates, & Novell. Key accomplishments include designing for two of the largest software companies telesales operations that significantly exceeded first-year quota by over 30 and 60 percent, respectively. Green also wrote the business plan and helped secure the funding for a department focused on demand generation and global lead management for a Fortune 500 firm.  Green then helped recruit the staff and select the vendors that drove over a billion dollars in pipeline in the first 20 months of operation. In 2001 David teamed with Michael Saylor to co-author The B2B Refinery®, a book about the value of organizational alignment to maximize ROI on go-to-market resources.

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