Marketing and Media

How to Become Famous and Meet Really Cool People

SLMA Host Jim Obermayer interviews Jeff Ogden, Host of Marketing Made Simple TV a popular and syndicated TV show. Not just a podcast this program has real followers as Jeff reaches out in a new media that every marketer should know about.

About Jeff

Jeff Ogden is an award-winning sales and marketing expert, as well as the President of the sales lead generation company Find New Customers. He’s also the author of the “definitive guide to btob demand generation” How to Find New Customers. In addition, Jeff created and hosts the popular syndicated show, Marketing Made Simple TV, where he interviews famous business leaders like Beth Comstock (SVP and Chief Marketing Officer of General Electric), Guy Kawasaki (1.3 million Twitter followers, and Daniel Pink (NYT best-selling author.) He holds a degree in Marketing from the University of Notre Dame.

About Find New Customers

Find New Customers helps mid-sized companies (from 150 to 1000 employees) to develop world-class demand generation programs, improving the flow of qualified sales opportunities, increasing win rates, and growing overall profits. Find New Customers delivers these services all over the world, except in the state of Georgia.

Why B2B companies need a written marketing plan

Host Jim Obermayer interviews Larry McAdams of the McAdams Group.  Larry repeats an often quoted proverb that says," "He who fails to plan plans to fail."  In this 40 minute interview Obermayer and McAdams discuss why companies fail to plan and the results of their failure.  They cover the elements of a sales and marketing plan and why it only takes 8 hours to complete a solid plan. About the McAdams GroupMcAdams Group, located in Newport Beach, California, is a brand ID & advertising design agency specializing in web and print media."Make Bigger Waves is our battle cry," says Larry McAdams, president of McAdams Group. "This commitment keeps us searching for just the right creative approach to help our clients achieve their dreams.McAdams Group's creative philosophy and commitment to service have resulted in a long list of creative solutions and an even longer list of satisfied clients.Web & Print Communication Services:marketing/sales/communication planswebsite design, programming & hostinglead generationbrand & product ID / namingbrand managementprint & broadcast advertisingemail marketing & management systemssearch engine optimization/ search engine marketingweb, print & broadcast media planspoint of sale materialsproduct launch supportcorporate & product literaturecontent management systems for webpromotion developmentdirect mail/direct responsetrade show exhibit designsales & training videosinterior & exterior signagewww.mcadamsgroup.com

Strategic Volunteering - When saying Yes is bad.

Cyndi Greenglass, Senior Vice President, Strategic Solutions for Diamond Marketing Solutions was interviewed by Susan Finch about strategic volunteering. Finch, as the founder of a national non-profit, Binky Patrol has been at both ends of this discussion. She and Cyndi were in line with their thoughts and recommendations about strategic volunteering.In this show Susan asked Cyndi:What do you mean by “strategic volunteering”Is volunteering different than philanthropy?How much volunteering do you do?How much time does it take?What types of organizations?How did you decide where to volunteer?Why do you say that volunteering can be bad?Does this seem self serving?What is your advice on how to choose?Are you good at saying no?Some of the take-aways included:What advice do you have for other women to say no?Have a personal plan - how does this opportunity/organization fit into your plan? If it does not - say, "No." At least say no until you figure it out.What if you have 10% of your time allocated for volunteering and this new opportunity would add another 5-10%? You either need to pull back what you were already doing to make room for this new thing, or take a pass for now so that you don't do a shoddy job volunteering for either organization or project.Can you leave us with 3 takeaways on how to become a strategic volunteer?Create volunteer activities. This is a great way to find good leadership candidates and use these opportunities for skill building and trainingMen tend to identify mentors at early age - in their career and at a personal level. This development use in a positive way volunteer contacts mentoring opportunities - networking, etc.Quickly identify if it is not a good fit get out fast. CYNDI GREENGLASS and RUTH P STEVENS WILL BE SPEAKING AT DMA13 Chicago for the second year in a row.Theirs will be a pre-conference intensive workshop. Part 1 (Saturday, 12 Oct, 10am to 12:30pm): Everything Data in Business, Government and Institutional Marketswith Cyndi W. GreenglassReview how B2B databases are structured, and how to find the last crumb of useful information about customers and prospects, both internally and externally. Focus will be placed on internal data sources, compiled and response databases, as well as physical and digital sources of actionable data. You will learn specific steps for keeping your customer information fresh and clean.Part 2 (Saturday, 12 Oct, 2:15pm to 4:30pm): Developing and Delivering Compelling Motivational Offerswith Ruth P. StevensThis session will focus on offer development in B2B, providing key insights and examples of successful offer and creative in social media, mobile, and print communications. Case studies will illustrate excellent online and offline copy, design, and offer tests, and exercises will allow attendees to craft social media messaging that drive results. You will learn how to craft compelling offers at each stage of the buy cycle.More about Cyndi Greenglass:Cyndi is responsible for marketing and strategic solutions and manages our agency services team of data, analytics, creative, and digital professionals. With a strong track record in marketing, strategic planning, and database development, she helps our clients “market smarter” by providing strategic solutions. Prior to joining Diamond Marketing Solutions, Cyndi launched World Marketing Integrated Solutions, an integrated database and strategic marketing consulting firm. Her background includes 10 years in international business consulting with the U.S. Embassy and the U.S. Foreign Commercial Services.Cyndi is a past president of the Chicago Association of Direct Marketing and past chair of the Direct Marketing Association Business-to-Business Council. She is a frequent presenter at major DM industry conferences and is an educator at several universities. Cyndi has twice been recognized among the Top 100 BTB Marketers by Crain’s BtoB magazine. 

Part 2 Should Marketing be compensated on revenue?

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 LundbohmEric 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.Eric blogs regularly on marketing, business and management on his blog at http://ericlundbohm.com/ and you can follow him on Twitter @lundbohm.

Your competitor doesn't have to be the enemy.

Strategic alliances can occur in the strangest places. One great resource to consider are your direct competitors. If you've seen, "Miracle on 34th Street" you'll remember Kris Kringle directing the mother to Gimble's over Macy's because Macy's didn't have the toy she desperately needed. Macy's became the hero and further embedded her loyalty because her needs were put first. 
Susan Finch interviews Brenda Casey, owner of Casey's Plumbing in Portland, Oregon. We rarely feature B2C executives and owners. Brenda is passionate about plumbing and her customers. She is also fastidious when it comes to customer service. They are known as "The Picky People's Plumber" for a reason.
They also tackle the topic of reputation management, Yelp! and the decisions Yelp! makes as far as displaying or not displaying reviews. Casey's has 37 comments. 28 are glowing, but Yelp! has decided that they are not legitimate comments and suppresses them from display AND the overall rating average. Susan knows for a fact that Casey's asks each customer for a review. The technician gives them the envelope with the quick survey and asks them to seal it while he/she is out at the truck wrapping it up. Good or bad, it is turned in. Customers are also invited to review them on Yelp!, MSN, Yahoo at the same time - Good or bad, happy or unhappy. It's the only way to improve your business is to ask for honest feedback.  Hear a bit of this story and other customer service practices that can inspire you to go beyond your competition to garner the clients you want. Brenda Casey says, "Our goal is to turn customers into clients." She knows the difference - Loyalty and longevity.
Casey's Plumbing website | follow them on Twitter

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

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.

Why are salespeople so p.o.’d at marketing?

Why do salespeople complain so much? Why is marketing so aggravated with salespeople?
Will Crist and Jim Obermayer get into the definition of a sales lead from a salesperson’s perspective. What do salespeople most want from marketing? What’s wrong with most leads? Why are 75% of all sales leads not followed-up? Why hasn’t marketing fixed their most vexing issue? Do salespeople really want telemarketing to prequalify leads? How fast should salespeople follow-up a lead? What must be on every lead for a salesperson to take it seriously? Should marketing lead generation be tied to sales quotas? How do you get salespeople to follow-up sales leads? Should marketing only deliver sales ready leads?
Marketing is represented by Obermayer. Sales by Crist. Bring seat belts. Turn down the volume.

Sept 13: Expert talk about the STUPID mistakes bloggers make.

SLMA Host Jim Obermayer Interviews Dan McDade president of PointClear and Susan Finch of SusanFinch.com. McDade publishes ViewPoint, The Truth About Lead Generation which was just named One of Top 50 Blogs by Top Sales World. Susan Finch, the director web services for the SLMA, has created over 100 blogs for her clients. Learn what works and what doesn’t. Hear what Dan McDade has to say about what he has done to create an award winning blog. Hear from Susan Finch who recounts the stupidest, and sometimes costliest mistakes new bloggers make.
About Dan McDade
Dan McDade founded PointClear in 1997 with the mission to be the first and best company providing prospect development services to business-to-business companies with complex sales processes. He has been instrumental in developing the innovative strategies that drive revenue for PointClear clients nationwide.
In addition to serving as president and CEO of PointClear, Dan is the author of The Truth About Leads, an insightful book that sheds light on the little-known secrets that help focus B2B lead-generation efforts, align sales and marketing organizations and drive revenue. The book was published in 2011.
Dan is a board member and immediate past-chairman of the Technology Association of Georgia (TAG) Education Collaborative, an organization promoting STEM (science, technology, engineering and math) education in Georgia’s middle and high schools. He also serves on the TAG board. The Sales Lead Management Association named Dan one of the 50 most influential people in sales lead management in 2009, 2010 and 2011. In addition he was named a 2012 Top Sales Expert and one of the Top 50 Sales & Marketing Influencers for 2012 by Top Sales World. Dan is also the author of ViewPoint | The Truth About Lead Generation, a blog exploring issues related to B2B sales, marketing and lead generation.
About PointClear
PointClear is the prospect development company. Founded in 1997, the Atlanta-based company helps B2B companies drive revenue. PointClear closes the gap between marketing and sales—nurturing leads, engaging contacts and developing prospects until they're ready to close.
PointClear’s prospect development services include market development, lead development and opportunity development, encompassing the following functions: lead generation, qualification, and nurturing; event support; and data segmentation and management. The company stands out because of its strategic approach to planning; the quality of its people; and a multi-touch, multi-media, multi-cycle prospecting process.
This unique combination gives clients such as Quincy Compressor, CenterBeam, South Star Entergy Services, Intermec, Bomgar, Microsoft, Optum Insight, Joulex and D&B more predictable forecasts and significantly higher revenue results.
About Susan Finch
Susan prides herself on keeping the ego out of client blogging and web devel0pment. She believes in giving her clients all access to their files, with warnings of course of how to NOT break it. She has been in Marketing and Public Relations since 1984 and began devel0ping websites in 1996 with her first client, the City of Anaheim. Over the past several years she has a spent a lot of her time training clients on how to take charge of their sites, become disciplined in adding good content regularly, and helping them avoid simple, yet sometimes catastrophic mistakes.
Her background in public relations has helped her advise clients as to what they should share, and how they should respond to unexpected headlines that involve their companies.  Laguna Woods Village (formerly Leisure World) in Laguna Woods, CA taught her about the importance of training clients and spokespeople to respond to the media and express their views in a positive and diplomatic way.
Susan has been a director for the SLMA since 2008. She is also the founder and CEO of Binky Patrol, Inc. - an all volunteer non-profit that makes blankets and gives them away to children and teens in need of comfort.
Connect with her:  susanfinch.com | LinkedIn | @susanfinchweb

August 23: Rod Sloane, UK Based Outspoken Expert on Sales & Marketing Alignment

SLMA Radio host James Obermayer interviews Author Rod Sloane founder of the 8000 member Sales and Marketing Alignment Group. In a frank and humorous interview, Rod discusses the failings of company management to tackle the number one problem faced by B2B companies: “Marketing and Sales Alignment.”
Rod Sloane also produces the UK based “No-Bull Sales & Marketing Alignment Radio Show” available on itunes.apple.com. He is a conference speaker who tackles how companies manage leads, create opportunities and generate revenue. Mr. Sloane is the founder of the LinkedIn Sales and Marketing Alignment Group that has over 8,000 members.
Author of “”Alignment, The Secret to getting your Sales and Marketing Teams Working Together” Rod says It is about your people, your language and your culture. Sloane has his own consultancy aptly named, Rod Sloan. http://www.rodsloane.co.uk/

Best of SLMA Radio: Jeanne Hopkins of HubSpot

The Sales Lead Management Association (SLMA) weekly internet radio program, broadcast live at 5 PM PST each Thursday, announced he will interview Jeanne Hopkins of HubSpot on January 19th as the show’s 100th guest. Jeanne Hopkins is HubSpot’s Vice President of Marketing. Guests on the SLMA Radio Hour are CEOs and CMOs from CRM software, marketing automation software, lead generation and other sales lead management firms, as well as CMOs in B2B and B2C companies.
Will Crist said that Jeanne runs the demand generation and lead conversion efforts for internet marketing software company HubSpot. Her previous experience includes serving as chief marketing officer for MarketingExperiments, MarketingSherpa and InTouch, three leading marketing research and publishing organizations that serve the B2B and B2C markets; and senior director of marketing programs and communications at Symmetricom. In addition, Jeanne has over 20 years of senior-level management experience with B2B and B2C companies leading their sales and marketing teams.
The SLMA internet radio program can be reached via the SLMA website: http://www.salesleadmgmtassn.com/. Click on the SLMA Radio logo on the left, and then the “listen live” button. Archived programs of 99 CEOs/CMOs from companies in the sales lead management field are available. SLMA radio shows can also be subscribed to via iTunes.
About the Sales Lead Management Association The Sales Lead Management Association was founded in 2007. Membership is free. The association serves 4,250 members of the worldwide sales lead management community.
In 2011, SLMA’s site received more than 146,677 total visitors. A privately held organization, SLMA has a diversified business model with revenues coming from sponsors, display advertising, SLMA Radio, sponsored video webinars, newsletter advertising, sponsored cartoons, industry leader links, a speaker’s directory, case studies and a blog, Sales Lead Management Today.
SLMA featured programs include more than 300 articles and whitepapers, the “50 Most Influential People in Sales Lead Management” (2008, 2009, 2010, 2011), the SLMA “20 Women to Watch in 2011” and “Sales Lead Management Week” (Oct. 15 through 19 in 2012).
For additional information, visit the SLMA.
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Media Contact: Sue Campanale 714-637-6989 scampanale@salesleadmgmtassn.com www.salesleadmanagementweek.com