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Sales Lead Management Association Radio

7
Apr 2014

Why an Integrated Marketing Strategy is More Important Now Than Ever

Watch Now:

This week's guest was Shelly Kramer of V3 Integrated Marketing. This show is NECESSARY for any company that has a marketing and sales team, does advertising, is on social media and attends conferences or any combination of the above. Do not miss this priceless list of recommendations, ideas and strategies covered by Shelly with SLMARadio co-host, Susan Finch

Special thanks to Stephan Hovnanian for highlighting the show. 
Visit his site at http://websighthangouts.com/

1:03 - What is an integrated marketing strategy...it's more than just covering Twitter, Facebook, and LinkedIn.

Breaking down the silos within an organization

3:19 - So you want to be a content marketer? Let's take a step back and look at channels, brands, and power...

6:45 - 96% of people who visit your website are not ready to buy.(KISSmetrics) What does your website need to do to make sure you don't lose those opportunities?

Is your marketing impacting the customer at every step of their journey?

If you're speaking at a trade show or conference, are you thinking about what your LinkedIn profile looks like? Are the topics you're speaking about present on your company blog? What's going to happen to the decks after the conference? This is integrated marketing.

Shelly covered so many instances of missed opportunities that are typical. You spend the money to get them to the trade show, to have beautiful cards, manicured hands to shake hands, allowance for schmoozing - yet what did they do to prepare?

Some ideas include:
Create lists, groups, circles that include all of the speakers for the event. Same with sponsors, exhibitors. If you are going through the trouble to send people there - have them pepper the key attendees with interest - "Hey, you're speaking - I can't wait to hear you..." + mention, @ mention them and their companies. You'd be surprised how much that can mean to people.

13:25 - Fantastic story about an enterprise-level client and the impact (or lack thereof) of decisions related to marketing spend, specifically display advertising.

What do you want to be known for in your market? Do you talk about it? If not, you're leaving opportunities on the table.

If you are speaking on a topic on behalf of your company, does your company profile include links to posts/articles that you have created on the same topic? Does your company site display that you have the expertise on this topic? How current are the posts? Check them out or create them FAST! Build that credibility.

17:59 - Are you gating your content? Bad idea (see 6:45 timestamp), you're alienating your prospects.

Keep watching for a mini-rant on LinkedIn, lead-gen marketing, social media automation, and a great story about doing "a lot of different things, a little bit right."

I don't care if you don't like Google+, get over it! Work with somebody who has proficiency in Google+. 

For that matter, find team members who are proficient in each of your four major online venues - could be one person, could be four. LinkedIn, Google+, Twitter, Facebook. It's pretty even that this is where people hang out - 25% average for each. If you want to hit more prospects and expose them to your expertise, you have to be proficient in all of these venues. But this is just the online piece.

 - The fastest commercial break ever! Now let's talk about how to break down a piece of content into different presentations of that information for different audiences and platforms (tough to automate this, people).


GOLDEN NUGGET: 
Get over being paranoid about sharing things that your competition may find, just do it better!


34:58 - Shelly talks about the challenges that marketers face today to embrace all these channels and ideas in an effective fashion, and what to do about it.

38:12 - Who do you hire? Younger and savvy, or senior and seasoned? What will be most successful? How do we adapt and effect change?

43:18 - How to find and work with Shelly, info on the Integrated Marketing Summit and other conferences worth checking out, either IRL (in real life) or virtually...but IRL is better.

About Shelly Kramer

Founder and CEO of V3 Integrated Marketing, a full service integrated marketing agency headquartered in Kansas City, MO.located in Kansas City, Missouri, I'm known for my expertise with regard to brand strategy, integrated marketing, all things related to the web and the digital space, including lead generation, mobile marketing, content strategy and content marketing, website design and development, social media community building and management, business intelligence and social data gathering, analysis and integration into strategy, SEO + SEM, corporate communications, corporate social media training and a host of other things. 

I'm also a well-known speaker and present often at conferences all over world, on topics ranging from integrated marketing to digital strategy, to social media strategies to using your blog to drive leads and sales and the importance of the mobile space. 

When it comes to using the web as part of your integrated marketing strategy and helping you sell more stuff to more people--whether you're in the B2B or B2C space -- our team at V3 is pretty awesome. Oh, and did I mention we like results? And we're committed to showing our clients measurable results instead of asking them to take our word for it. We find they like that. 

I'm also kind of partial to quick wit, sarcasm, quick repartee and smart people. I like kids, good deeds, hard work, dogs, fun and frivolity. I've been known to do almost anything for food. Really good food. And, of course, beer. Beer is always good. So is wine. Red. Of course.

You can find me on the web without trying hard, but if you want easy buttons and don't want to look to the right an inch or two, you can find me here:

Shelly on LinkedIn
Shelly on Facebook
Shelly on Twitter

About our friend, Stephan Hovnanian:

Google Plus Training
If you need the expertise of not only an experienced, active Google Plus user, but also someone who understands marketing and web strategy, consider hiring me for some hands-on personal Google Plus training.

I am also the author of the Google+ Pro Tips series of ebooks, available on Kindle. You should check these out if you want to ramp up your Google+ return on investment.
3
Dec 2013

Why is there so much lip service and so little action in Marketing ROI Reporting?

Is there really a marketing ROI?  Ruth P. Steven's tells the truth!"

SLMA Radio host Jim Obermayer interviews Ruth P. Stevens about the reality of the holy grail of proving marketing's return investment. 

  • Is it as easy as some say or as difficult as some others say;
  • Why aren't more marketers skilled enough to prove the ROI for lead generation (or branding for that matter).
  • What are the consequences of a marketer not being skilled in ROI reporting? 
  • What are the most often used tools for proving the return on results for marketing plans.

About  Ruth P. Stevens

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.

She has been listed as one of the 50 Most Influential in Sales Lead Management in 2011, one of the 20 Women to Watch in Sales Lead Management in 2012 and 2011. Since going independent in the late 90's, Ruth has had a lot of experience with people who are on the fence with the decision of whether venturing out on their own is for them, or are they better staying with or seeking a firm to work for.

She will also help alert you as to the common mistakes people make when making this change without thinking it through all the way. This mistakes can make the difference between success and failure.

17
Jun 2013

Metric Every Sales Organization Should Know

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.

About Invenio

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

Read about their history and  leadership team to learn more about the wealth of experience at Invenio.

25
Mar 2013

Why Sales Forces are Moving Inside – Kevin Thornton – VanillaSoft

KevinThornton_VanillaSoft.jpgHost Jim Obermayer will interview Kevin Thornton, EVP of VanillaSoft and discuss the trend (some would say tsunami) of sales departments that are moving from outside to inside positions. Thornton will debate differences in productivity, sales activities and how to measure ROI when going from outside to inside salespeople.He will tackle how to manage, motivate and control these new sales superstars. Using VOIP for the mobile workforce and the software that is more than simple CRM, Thornton will tackle how to help them manage their goals and workday. 

 
About Kevin Thornton As Executive Vice President, Sales & Marketing for VanillaSoft, Kevin Thornton is responsible for accelerating customer and revenue growth and overseeing all new customer engagement and acquisition strategies. Prior to joining VanillaSoft, Kevin served as Senior Vice President Sales & Marketing, Americas at Corel Corporation where he was responsible for all regional sales, marketing, alliances, and business development activities. Prior to Corel, Kevin served as Senior Vice President Sales for Sage Software’s Small Business Division. vanillasoft-crm-300x214.png
 
About VanillaSoft Founded in 2005, VanillaSoft provides its global client base with award-winning, cloud-based Lead Management Software for telesales and appointment setting. VanillaSoft customers benefit from increased productivity by deploying an award-winning, Best-In-Class feature set that includes next-best-lead routing, auto-dialing, on-board intelligent messaging, integrated e-mail, real-time lead distribution, live dashboard and digital call recording. Typical users realize a productivity increase of 30 to 100% over traditional CRM, creating an easy to justify ROI.
1
Feb 2012

Feb Shows: Shawn Naggiar, Kevin Miller, Jeff Pedowitz, Debbie Qaqish and Paul Mosenson

The Sales Lead Management Association (SLMA) weekly radio program (broadcast live at 5 PM PST each Thursday), announced the line-up for February’s SLMA Radio Programs. He will interview Shawn Naggiar CRO of Act-On Software on Feb 2nd, Kevin Miller CMO and Principle of SalesFUSION on February 9th, Jeff Pedowitz and Debbie Qaqish of the Pedowitz Group on Feb 15th and Paul Mosenson President of NuSpark Marketing on Feb 23rd. Read the rest of this entry »

12
Dec 2011

Dec 15: Lydia Sugarman of Venntive and Jim Obermayer on the Epidemic of ROI Discovery

This week's show features commentary by SLMA CEO, Jim Obermayer who will be speaking on the topic of The Epidemic of ROI Discovery, why marketers are primed to Talk ROI

Our guest is Lydia Sugarman, President Venntive.  Will Crist and Jim Obermayer will talk about the Top Ten winners of the 50 Most Influential People in Sales Lead Management for 2011.

lydia-sugarman.jpgLydia Sugarman is president at Venntive, a groundbreaking, comprehensive customer engagement platform that is replacing traditional model of multiple applications that require integration for a complete overview. One platform, one login, democratizes information throughout the organization by delivering immediate benefits at reduced risk, cost, and time.

Venntive is pioneering a new category of business software with its true all-inclusive platform that naturally introduces processes, systems, and collaboration that scales as your organization grows.

Ms. Sugarman, an experienced sales and marketing professional, has been helping clients from start-ups to Fortune 10 financial services companies to build awareness in the online space for more than fifteen years.

Offline, she avidly pursues cycling, swimming, hiking, reading history, great food, and great wine.