Sales Lead Management Association Radio header image 1

Sales Lead Management Association Radio

Oct 2011

Oct. 6 Show: Debra da Costa, Direct Marketing Partners and Susan Finch, Binky Patrol, Inc.

ddacosta_DMP.jpgDebra da Costa, CEO Direct Marketing Partners

Debra da Costa is the founder and CEO of one of the leading sales lead management service providers, Direct Marketing Partners. Debra is a pioneer in the sales lead field. Debra da Costa founded Direct Marketing Partners in 1991 with the goal of creating a company truly responsive to the individual needs of clients. To this end, she structured DMP so that the company would be large enough to have the depth of expertise required by corporations with worldwide interests, but of a size that would permit close project participation by all the firm's senior staff, as well as flexibility and agility.

From the beginning, and under Debra's leadership, DMP has provided clients with marketing campaigns, which generate sales leads of superior quality. Over the years, the company’s offerings have expanded to include call center/ telemarketing, hosted database, list research and acquisition, direct mail, e-mail marketing, search engine marketing, professional services consulting, fulfillment and event support services.

Before creating DMP, Debra was the President of Debra da Costa Consulting where she was responsible for high-tech industry marketing campaigns.

In her career, Debra has held several design and technical positions with public agencies in both Canada and the U.S. and was responsible for the marketing efforts of Lawrence Moss and Associates. It is through these experiences that she discovered that all roads lead to marketing.

Debra will be answering question and sharing insights on the importance of lead qualification.

smf_150.jpgSusan Finch, Founder/CEO Binky Patrol, Inc. - a 501c3

In 1996 Susan Finch was immersed in a high-end art gallery in Laguna Beach, but knew she needed to do something to help her community and children in need.  The idea for Binky Patrol Comforting Covers for Kids came to her one afternoon and she immediately contacted local media to help her get this idea rolling.  One of the first partnerships she developed was with Wahoo's Fish Taco headquartered in Santa Ana, California.  She learned the value of mutually beneficial partnerships with regards to sponsors and events.  She was carried along in the beginning by Wahoo's Founder, Wing Lam who showed her how everyone can win and all brands can benefit from the criss-cross marketing and publicity.  This was before Social Media and the Internet was truly getting its legs at that point.  Now, 15 years later, the organization has enjoyed publicity at the local level with chapters finding their own corporate partners.  The companies are able to utilize the list of the charity and gain exposure, goodwill and a sense of community without a lot of effort.  The charity benefits from the added volunteer force, exposure to the sponsors clients, newsgroups and social media reach.  All benefit.   Susan will answer questions about ways B2B and B2C can help expand their reach while helping a charity, without putting a strain on their budgets.

Jun 2011

June 30 Show: Peter Shankman and Mike Muhney of VIPorbit

peter-shankman.jpgPeter Shankman

PR Week Magazine has described Peter as “redefining the art of networking”, and Investor’s Business Daily has called him “crazy, but effective”. Peter Shankman is a spectacular example of what happens when you merge the power of pure creativity with Attention Deficit Hyperactivity Disorder (ADHD) and a dose of adventure, and make it work to your advantage.

An author, entrepreneur, speaker, and worldwide connector, Peter is recognized worldwide for radically new ways of thinking about Social Media, PR, marketing, advertising, and customer service.

Peter is best known for founding Help A Reporter Out, (HARO) which in under a year became the de-facto standard for thousands of journalists looking for sources on deadline, offering them more than 200,000 sources around the world looking to be quoted in the media. HARO is currently the largest free source repository in the world, sending out over 1,500 queries from worldwide media each week.

Peter is also the founder and CEO of The Geek Factory, Inc., a boutique Social Media, Marketing and PR Strategy firm located in New York City, with clients worldwide. His blog, which he launched in 1995 at, both comments on and generates news and conversation.

Peter is the author of two books: Can We Do That?! Outrageous PR Stunts That Work and Why Your Company Needs Them (Wiley and Sons 2006) and Customer Service: New Rules for a Social-Enabled World (Que/Pearson, 2010) and a frequent keynote speaker and workshop presenter at conferences and tradeshows worldwide

A marketing pundit for several national and international news channels, including Fox News, CNN, and MSNBC, Peter is frequently quoted in major media and trade publications, including The New York Times, The Wall Street Journal, The Los Angeles Times, The New York Daily News, The Associated Press, Reuters and USA Today.

Born and raised in New York City, Peter still resides there with his two psychotic cats, Karma and NASA.

mike-muhney.pngMike Muhney, VIPorbit

Mike Muhney is the CEO & Founder of VIPorbit, a software startup company focused on Mobile Contact Management solutions initially focusing on the iPhone and soon iPad.

Mike’s credentials? Well, he is the Co-Founder and Inventor/Designer of ACT! – the product that originally created the Contact Management category globally. During it’s 24-year life ACT! has had over 10,000,000 people globally use it.

Mike is also Co-Author of a forthcoming book “Who’s In Your ORBIT?” and subtitled “Beyond Facebook…Creating Relationships That Matter.”

May 2011

May 5 Show: Public Relations and Marketing, Lisa Arthur and Christel Hall

lisa-arthur.jpgLisa Arthur, Chief Marketing Officer - Aprimo

As Aprimo’s Chief Marketing Officer, Lisa drives global market and brand strategy, solutions and product marketing, demand generation and customer-centric initiatives. A 25-year marketing veteran, she has served as CMO for Internet leader Akamai Technologies and B2B2C application provider Mindjet.

Lisa spent nearly seven years at Oracle, where as a Vice President of Marketing, she managed the market entry and growth for Oracle CRM and drove market and demand initiatives for all of Oracle’s services including its E-Business Suite On-Demand. Most recently, as the founder for Cinterim, Lisa applied her market-centric processes and insight to provide strategic counsel for Silicon Valley start-ups and Fortune 50 technology companies.

Lisa is a seasoned keynote speaker and has addressed diverse topics at Web 2.0, Office 2.0, American Marketing Association (AMA) Strategy Conference, Stanford University and the MIT Sloan CMO Summit. She has also appeared on Asia’s Wall Street Journal broadcast and published papers with AMA. Lisa is a member of Ball State’s Emerging Media Board of Advisors and a former advisory board member of the CMO Council. She holds a Bachelor of Arts from Ohio State University.


Christel Hall, PRowrite

Christel Hall is owner and operator of PRowrite Public Relations, specializing in business-to-business public relations consulting, writing and editing.  While Christel promotes client products and services to journalists and bloggers, she also helps those same B2B clients, large and small, understand how to communicate productively and profitably direct to target audiences via the Internet and social media.

Her experience includes several years in marketing communications and public relations for corporations such as Hewlett-Packard, Beckman Instruments, Lear Siegler, Legacy Electronics, and Micromanipulator, and for agencies Needham Harper Worldwide and The Young Company, before founding PRowrite in 1990.   Christel serves on many boards and committees for the Public Relations Society of America, the Business Marketing Association, the SoCal PR Network, the Carson Area Marketing and PR Network (CAMPN) and SLMA.

Apr 2011

April 21 Show: Jeff Pedowitz and Tony Rutigliano

Jeff Pedowitz of The Pedowitz GroupJeff Pedowitz, President and Chief Executive Officer

We will ask Jeff why the Pedowitz Group is ranked 12th in Atlanta’s fastest Growing Companies (out of 50).   What does his company do that is different from his competitors?  What advice can he give sales manager’s to grow their revenue in 2011?   What is the number one error marketing manager’s are making in 2011?

Jeff has 20 years of experience leading successful B2C and B2B organizations. As founder and president of The Pedowitz Group, Jeff is responsible for setting the company's vision and strategic direction along with managing all daily operations. He frequently writes and speaks on a variety of topics related to demand generation, Web 2.0, and marketing.

Prior to founding The Pedowitz Group, Jeff served as vice president of professional services for Eloqua, one of the world's leading providers of demand generation software. While there, he spearheaded a best practices consulting organization from the ground up and helped Eloqua achieve a significant thought leadership position in the marketplace.

Jeff began his career with Subway Sandwiches, where he successfully built a territory to include 35 owned and franchised stores. From there, he held key leadership and executive positions with Computer Associates, SmartTime Software, and Salesnet.

Tony Rutigliano - Gallup and co-author of Strengths Basd Selling

Tony Rutigliano, Founder of Gallup’s Sales Force Effectiveness Practice

The SLMA will ask Tony why his book Strengths Based Selling is difference from the several dozen other books on selling published each month.   We’ll ask what sales managers, salespeople and C-Level management can learn from his book.

Tony Rutigliano is coauthor of Strengths Based Selling, which Gallup Press published in March 2011. Rutigliano consults on ways that organizations can improve their effectiveness in assessing, developing, and retaining talented contributors. A founder and leader of Gallup's sales force effectiveness practice, he has expertise in measuring the capacity for success within individuals and teams and helping organizations deploy effective systems to recruit and manage their human capital.

Rutigliano rejoined Gallup in 2007 as a Senior Practice Expert after serving nearly four years as Vice President/Chief Learning Officer for ADP. At ADP, Rutigliano oversaw initiatives and programs aimed at improving the organization's learning, leadership development, succession planning, performance management, and talent-assessment capabilities. He also led many of the sales training and sales-manager development efforts for ADP's force of more than 5,000 reps.

Before joining ADP in 2004, Rutigliano served as a Senior Managing Consultant with Gallup. During his 10 years with the company, he worked with clients in the technology, financial services, pharmaceutical, manufacturing, and media industries throughout North America and Europe. Rutigliano also served in a leadership role during the launch of Gallup's Q12 employee engagement practice.

Before initially joining Gallup, Rutigliano was publisher and editor-in-chief of Sales & Marketing Management magazine, where he led a team that reported on and influenced key trends in sales force structure, automation, training, and compensation. He has also served as a director with the American Management Association, where he worked in such fields as human resources management, training, and compensation.

Mar 2011

March 31 Show: Mike Schultz and Tony Panaccio

mike-shutlz.jpgMike Schultz, Publisher

Host Will Crist wants to discuss Mike’s new book, Rainmaking Conversations. This is a landmark book that is getting a large launch, find out why.

Mike Schultz, Publisher of RainToday, is world-renowned as a consultant and expert in services marketing and rainmaking. Mike is also President of the RAIN Group, a sales training sales assessment, and sales performance improvement company that helps leading organizations improve sales results. His practice focuses on strategy for professional service and technology businesses in the areas of branding, marketing, lead generation, and sales performance.

Co-author of the booksProfessional Services Marketing (Wiley, July 2009) and Rainmaking Conversations(Wiley, March 2011), Mike is a well-known speaker in his areas of expertise, delivering keynotes and speeches for such organizations as MarketingSherpa. Over 80 publications and news outlets such as Business Week, Inc. Magazine, BNN, Boston Business Journal, and others have featured Mike's original articles and white papers, and frequently quote him as an expert. Mike is a lead author in many research reports.

tony-panaccio.jpgTony Panaccio, EMSI Public Relations

Public relations has really blossomed with the internet. Will Crist will discuss how PR is being used by B2B to inexpensively spread the gospel for a company’s products and services like never before.

Tony Panaccio is the Senior Campaign Strategist for EMSI Public Relations. With more than 28 years experience in news and media – split evenly between journalism and marketing -- Tony has an intrinsic understanding of what editors, producers and radio show hosts want and how to deliver it.

Tony started his career in the media as a newspaper journalist for The Clearwater Sun, The Tampa Tribune, The Hollywood Sun-Tattler and The Miami Herald’s Topic Magazine. In 1989, Tony moved on to public relations as a VP for Edelman PR Worldwide and the Weber Group, and as a Managing Director for Hill & Knowlton. During those years in the Big Three of PR agencies, he worked with client such as IBM, Sony, Warner Bros., Microsoft and others. He participated in the IBM Deep Blue computer chess match against Russian chess champ Gary Kasparov, and even wrote speeches for Microsoft’s Bill Gates. Continuing his growth, Tony soon was tapped to be a Senior VP at CrossGen Entertainment (later bought by Disney), where he managed the company’s communications with the media and worked with film producer Michael Uslan (of Batman, Batman Begins, The Dark Knight, Constantine, National Treasure fame) to license CrossGen’s properties into film and television.

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

@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 Jenny Vance CEO of LeadJen

This show is sponsored by: SmartLead by AdTrack

Jan 2011

Jan. 13 Show: Michael A Brown, Debbie Qaqish - Pedowitz Group, Sally Lowery - Bronto Software

This Thursday's show will feature commentary by Michael A. Brown.

More than 20 years’ experience with companies ranging from startups to the Fortune 100. Michael A Brown advises and trains your marketing and sales groups to use the phone effectively to find, land, and keep customers, and grow your business. Favorably differentiate your phone approach and conduct from consumer “telemarketing” and from your competitors.Help you build and ramp-up your in-house phone team, or recommend the best outsourced call centers to conduct telemarketing and telesales for you. Pedowitz Group's Chief Revenue Officer, Debbie Qaqish

As a marketer on the forefront of the marketing automation phenomenon – first as a beneficiary and now as an advocate and expert – Qaqish is a nationally sought-after speaker on topics related to driving revenue through demand generation techniques, marketing automation technologies and the integration of sales and marketing.

Qaqish addressed MBA students at the Mason School of Business at William & Mary in Williamsburg, Virginia, on October 27, 2010 and broadcast her internet talk-radio show, WRMR-Revenue Marketer Radio live from the classroom the following day.

Pedowitz customer, Sally Lowery from Bronto Software.

Sally Lowery is the Director of Online Marketing at Bronto Software, a leading email service provider. In her role, she manages tactical and strategic lead acquisition, multi-channel marketing, and the integration of marketing concepts. Many of her whitepapers on email marketing, multi-channel marketing, analytics and automation have been published by E-Commerce News, Email Marketing Reports, Practical eCommerce, DemandGen Report and Magilla Marketing. Sally has over 12 years of extensive experience in traditional and online marketing in both the B2B and B2C space.

MichaelBrown.jpg debbie-qaqish.jpg bronto-sally-lowery.jpg
Michael A. Brown Debbie Qaqish Sally Lowery

This show is sponsored by: SmartLead by AdTrack