Host Jim Obermayer interviews Genie Parker of Vanilla Soft and David Kreiger of Sales Roads discuss Queue Based Selling and its promises of increased sales productivity. Inside sales positions have grown several hundred percent a year in the past few years (says Selling Power), but is there anything new to manage them and their results. Parker and Kreiger insist that their method of Queue based selling is different, more productive and the users like it better. We'll see.
About Genie ParkerGenie brings more than 30 years of experience in sales and marketing with an emphasis on doing business on the phone. Genie comes with a broad experience reaching into hundreds of industries including technology, manufacturing, non-profits, financial services, and business services.Prior to joining VanillaSoft, Genie Parker co-founded Murray and Associates, a remarkably successful boutique outbound call center. Genie's company consistently delivered sales, qualified leads, appointments, marketing and fund-raising services to businesses from The Fortune 500 to small businesses across the United States for 15 years.PMA gained a reputation in the industry with companies looking to carry out highly productive calling campaigns while ensuring a quality customer experience. Her knowledge of technology and the entire phone sales process gives her the ability to bring the two together to give VanillaSoft customers the tools they want and need.Genie has worked at such companies as L'Oréal, Monet, and 1928 Jewelry and holds a B.S. degree in Marketing from The University of Southern Mississippi.
The Power of Simplicity VanillaSoft is the industry's leading software for Sales by Phone. Our intuitive and easy-to-use inside sales software takes the best of CRM, Lead Management and Telemarketing applications to create the most productive phone sales environment available today. >VanillaSoft's core philosophy and development process is centered around one concept: The Power of Simplicity. It is through this principle that VanillaSoft offers this platform that allows our customers to see increased productivity, higher contact rates, and sales accountability tools like no other.
About David Kreiger
David Kreiger is the Founder and President of SalesRoads, a business-to-business appointment setting, lead generation and sales outsourcing company. He was recently named as one of The Most Influential Leaders in Sales & Lead Management by the SLMA.
David started SalesRoads while attending The Wharton School and received numerous awards for the company while still getting his MBA. He began his career at TradeOut.com, a business-to-business online auction site. David was responsible for creating, managing and growing the inside sales and customer service departments. David has held sales, marketing and training positions at several Fortune 500 companies such as Heinz, Deloitte & Touche and PepsiCo. Prior to going back to business school, David worked in sales and marketing at The Beanstalk Group where he managed the trademark licensing programs for companies such as Ford Motor Company.
David has been featured in Fortune Magazine, The Christian Science Monitor and CNN/Money Magazine. David holds a BA from the University of Pennsylvania and an MBA from The Wharton School.
SalesRoads is the nation's leading B2B Appointment Setting, Lead Generation and Sales Outsourcing provider for start-up, midmarket and enterprise level organizations. Because of our unique approach to demand generation, we understand the intricacies of implementing successful programs for our clients. Since we are on the front lines of communication, we recognize the importance of a quality first impression – this is why our US-based telesales executives are the most experienced in the industry, with an average of 14 years of telesales experience. This skill level provides our clients with the most proficient, distinguished and professional agents in the industry. www.salesroads.com
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
The most listened to show in 2013: Hunting From Helicopters: Getting to B2B Decision Makers in the Real World
SLMA Radio host Jim Obermayer interviews
Shawn McLaren, Chairman of ConnectAndSell.
SLMA Radio host Jim Obermayer tackles the thorny question of compensation plans for marketing. Should Sales and Marketing be on the same plan? If so, is it just the Marketing leader, or the whole marketing department? What about bookings v. revenue as the basis for compensation? Sales is on bookings; marketing (usually) is on revenues, if at all. Are there other metrics that can be used for Marketing compensation plans, such as "qualified leads" or "conversions?"
It will be a thought-provoking hour. Both Obermayer and Lundbohm are opinionated, have strongly held, and often sometimes opposing views.
About Eric Lundbohm
Eric Lundbohm is a B2B marketing professional with over 25 years’ experience in the trenches bringing products to market and growing their revenues. He brings a range of experience garnered from Fortune 500 down to start-up situations across technology, healthcare, information and automotive industries. Eric's main focus is on go-to-market strategies, creating messaging that works and lead generation that can be tracked. He enjoys helping companies hone their marketing strategy and execution to begin or accelerate growth.
His experience includes 9 years growing a network security firm from $4 million to $60 million, a dot-com start-up and a dozen years in marketing roles in Fortune 500 firms. He holds a Bachelors in MIS from the University of Rhode Island and a MBA in Marketing from The Ohio State University.
SLMA host Jim Obermayer interview Billy Wilkinson, President of Invenio’s Telecommunications Division and tackles the tough subject of metrics that every sales manager should know.
Billy has over 16 years of leading strong sales and operations organizations from both Fortune 100 and startup companies.
In his current role, he is responsible for strategic accounts at Invenio. Focused on delivering sales and exceeding quotas, Billy uses his sales, financial and operation skills to ensure clients are getting industry-leading results. Billy’s collaborative style, data-driven, and relationship management expertise ensures a partnership-focused approach to every engagement.
Billy is a graduate of Schreiner University with a Bachelor of Business Administration and also holds a Master of Business Administration from Sam Houston State University. He has served and continues to serve on numerous boards including: The Wilkinson Center, the Human Rights Campaign, YouthLaunch, and Schreiner University.
Invenio Solutions is a full-service sales firm focused on high-quality lead development and outsourced sales services for B2B organizations. As our name conveys, we are committed to helping our clients reach, find and uncover profitable opportunities. Get market-leading results with Invenio's:
High Quality Lead Development and Sales Services
· Focused on quality, not quantity, our highly-trained sales team will fill the pipeline with actionable opportunities and fully qualified leads
Experienced and Passionate Workforce Driven by results, our executive team has 35+ years combined experience and our workforce is carefully selected, continuously trained and closely managed to maximize potential and ensure high performance consistency
Unique Process/Execution Thinking outside of the box, we have developed unique processes and sales methodologies proven to boost sales results
Flexible/Scalable Approach Operating using a scalable structure, we can expand teams on demand, ramp up quickly on projects and switch focus easily
Strategic Partnership Acting as a trusted advisor and partner, we bring strategy and in depth analysis into the process and proactively suggest new ways to improve results
Comprehensive Analysis and Reporting Providing a transparent view into operations and ongoing data analysis, our easy to access reports keep you fully informed and involved
Track Record of Success Committed to quick time-to-results, we understand the influencing factors to program success and consistently deliver quality results to our clients
SLMA Radio interviews Anderson Crosby president of Relecom, Inc. Host James Obermayer asks Anderson why he developed a reporting tool when so many are available within CRM and Marketing Automation programs. Who uses the tool more, advertisers, agencies or publishers? How easy is to use? What is the cost? What is the benefit of the benefit when using Relecom reporting?
More about Anderson Crosby, CEO, Relecom, Inc.:
With over 18 years of experience working with Fortune 500 marketing teams, Anderson has developed and managed direct and digital marketing strategies and programs.
Anderson is a recognized expert in Digital Marketing Metrics and an active speaker at trade show events on topics ranging from Digital Marketing Best Practices to Digital Marketing Metrics. His work has been featured in BrandWeek and Communications World, and his work has also won various industry awards including the DMA International ECHO Award, MarCom Creative Award, and the Web Marketing Association’s Website Award.
Relecom provides digital marketing measurement services to advertisers, agencies, and publishers. Their online reporting system provides an independent, real-time view of your marketing activities throughout a variety of digital channels. Actionable information is provided to you in up to daily reports, allowing you to spend your marketing dollars wisely.
Anderson has spoken at a variety of local and national events: • San Diego AMA- Metrics Matter: Moving Beyond the Click-Through Rate (May 2010) • Orange County AMA • Frost & Sullivan Marketing World Events • Los Angeles Direct Marketing Association • University of California Irvine • California Poly • Digital Media Center
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.
SLMA host Jim Obermayer interveiws Isaac Pellerin of TinderBox. Isaac will discuss why proposal creation is easier than ever before, why it should be software as a service and the cost involved in starting up and using proposal software.
Isaac Pellerin is the Revenue Marketer at TinderBox, a Software as a Service that makes it easy to create, manage, and track interactive proposals. He loves a good story and enjoys working to enhance the way companies engage with their prospects and customers. He believes that marketing and sales are at their best when they have shared goals and metrics.
About TinderBox: TinderBox is an Indianapolis based software-as-a-service that helps you get to yes faster with a smarter, simpler, and more efficient proposal and marketing communications process—one that builds lasting business partnerships. Founded in 2009, TinderBox has become the choice for sales and marketing organizations such as Angie's List, Gannett, and Accenture Life Sciences to create compelling proposals that get to "yes".
SLMA Radio Host Jim Obermayer interviews two executives, David Nachman and Jorge Jeffry from Leads360 on two of their most recent research reports “The Ultimate Contact Strategy, How best to use phone and email for contact conversion and success!” and “Lead Scoring 101 Leverageing Lead Quality Insight to Improve Conversion and Enrollment. ” We will tackle the highlights of each study in our 45 minute program.
About Leads 360:
Leads360 is a market leading provider of cloud-based lead management and sales automation solutions solutions proven to deliver smarter, more efficient sales processes for improved conversion rates. With unmatched expertise, drawn from a dedication to helping more than 5,000 clients automate and improve their lead distribution, response and conversion processes, Leads360 has become the platform of choice for organizations focused on improving customer acquisition and business performance. Leads360 is a privately held company, recently recognized as one of the fastest growing companies in North America by Deloitte. Please visit www.Leads360.com for more information.
David Nachman, EVP - Marketing, Product & Business Development
David Nachman is an experienced and successful technology industry executive, having spent the majority of his career developing and executing effective growth strategies, both as a senior executive and as an advisor. Prior to Leads360, Mr. Nachman was an Operating Partner at Marlin Equity Partners, a $1 billion private equity firm. Previously, he served as CEO of Phoenix Energy Technologies and was one of the early senior executives at HireRight, Inc., where he was responsible for Marketing, Product Management, Business Development and Strategy. Earlier in his career, Mr. Nachman spent six years as a consultant at McKinsey and Company, and worked as an investment banker at Donaldson, Lufkin & Jenrette, and Kidder, Peabody & Company.
Jorge Jeffery - Senior Manager, Strategic Intelligence
Jorge Jeffery joined Leads360 in 2011 as Senior Manager, Strategic Intelligence. Mr. Jeffery has been instrumental in mining data from the more than 40 million leads managed through Leads360. Insights gleaned help establish best practices for Leads360 client schools that want to drive smarter and more efficient recruiting and enrollment processes.