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Sales Lead Management Association Radio

Sep 2012

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.

Jul 2012

July 12: Lisa Cramer, President of LeadLife Solutions

LisaCramerSM.jpgPaul Roberts, of SLMA Radio will interview Lisa and ask her:

  • Why companies currently losing revenue by not paying attention to their website visitors?
  • What percentage of prospects that LeadLife speaks with still have legacy marketing and sales processes? What impact does this have on their sales/marketing effectiveness?
  • When companies do employ some type of consultation or solution to help with their sales and marketing efforts – like marketing automation – what are some of the top reasons such attempts fail to improve the bottom line?

Lisa Cramer Biography.

Lisa Cramer is president and co-founder of LeadLife Solutions, a provider of an on-demand lead management solution that helps drive revenue by bundling a state of the art marketing automation platform with highly-experienced marketing and sales specialists. In 2009 and 2010, Lisa was recognized as one of the top five “Most Influential People” in sales lead management, and in 2011 was named one of the Top 20 Women to Watch in sales lead management. Follow Lisa on Twitter @lisajcramer or connect on her B2B marketing blog. For more information on lead management or best practices call 1-800-680-6292 or email Lisa is also on the SLMA Board of Advisors.

Description of the company’s services/products:

LeadLife Solutions ( is the only provider of a premier lead management solution combining people and technology. We power our first-class marketing automation technology (the “brawn”) with lead management experts (the “brains”) to help clients maximize sales opportunities. Our specialists augment your staff with the time and expertise to build and execute marketing campaigns. With LeadLife’s flexible and intuitive software, we can help you increase the value of your lead generation dollars online/offline, qualify sales leads, shorten sales cycles and increase your marketing ROI.

May 2012

May 17: Gil Cargill, Cargill Consulting Group, Inc.

gil-cargill.jpgAfter concluding a spectacular sales and management career at IBM, in which he led his sales team from a dead-last rating among 220 branch offices to first place in less than a year, Gil Cargill launched his own consulting practice in 1978. Cargill Consulting Group, Inc. was built on the same strategies that produced Cargill’s outstanding sales results at IBM.

Gil Cargill has spent the past twenty-nine years as a consultant, speaker and trainer helping thousands of businesses achieve dramatic and permanent improvements in sales productivity. Cargill has taught salespeople across diverse industries the importance of developing sales processes, the advantages of implementing new technology, and the benefits of tracking sales performance.

Cargill is a frequent speaker at national conventions and meetings of Vistage International, formerly The Executive Committee (TEC), and has been consultant to such organizations as Arthur Andersen, Toshiba, ComputerLand, Micro Age, Apple Computers, Borg Warner Weyerhaeuser, and many thousands of growing small-to-medium businesses.

In 1996, Sales & Marketing Management magazine named Gil Cargill one of the “Top Six Speakers in the Country”, and Successful Meetings magazine listed him as one of the “Hot 25 Speakers to Watch For.” Cargill has received numerous other awards/recognitions and is frequently quoted in leading sales and management publications.

Twenty-nine years of success in both sales consulting and sales training is proof that Cargill’s style of delivering information and defining proven sales processes has helped his audiences understand that there are better, more profitable ways to perform their sales tasks.

Apr 2012

April 5: Ken Thoreson, Acumen Management How a Sales Team Can Manage Itself!

ken-thoreson-200.jpgKen  Thoreson,   President,  Acumen Management, Known as the Sales Guru. Author (4 books) speaker and consultant.  A believer that a sales team can be built that manages itself.

Acumen  Management  Group  Ltd.  “operationalizes”  sales  management  systems  and  processes  that pull  revenue  out  of  the  doldrums  into  the  fresh  zone.  During  the  past  14  years,  our  consulting,  advisory,  and  platform  services  have  illuminated,  motivated,  and  rejuvenated  the  sales  efforts  for  organizations  throughout  North  America.    Ken provides  keynotes,  consulting  services,  training  and  products  designed  to  improve  business  and  revenue  performance.

Backgrounder Ken  Thoreson,  Acumen  Management  Group,  Ltd.  president,  is  a  sales  leadership  professional  who “operationalizes”  sales  management  systems  and  processes  to  pull  sales  results  out  of  the  doldrums  into  the  fresh  zone  of  predictable  revenue.  The  sales  management  thought  leader  is  recognized  as  an  expert  in  sales  execution,  channel  management,  revenue  generation,  sales  analysis,  compensation,  forecasting,  recruitment,  and  training  within  the  sales  function.  Over  the  past  14  years,  his  consulting,  advisory,  and  platform  services  have  illuminated,  motivated,  and  rejuvenated  the  sales  efforts  for  companies  throughout  North  America—from  emerging,  transitional  to  high‐growth.  Prior  to  founding  Acumen,  he  led  development‐stage,  entrepreneurial,  and  $250‐million  national  vertical  software  sales  organizations  as  vice  president  of  sales.    As  a  speaker,  Ken  energizes  audiences  and  recharges  their  personal  commitment  to  professional  excellence  to  help  drive  personal  and  organizational  change  and  growth.  In  addition  to  the  3  newly  released  books  based  on  his  Sales  Management  Guru  series,  and  Success  Simplified,  co‐authored  with  Stephen  Covey,  Ken’s  many  articles  and  nationally  recognized  blog  are  excellent  resources  for  executives  who  want  to  revitalize  their  organizations.  He  has  been  published  in  Selling  Power,  VARBusiness,  Reseller  Management,  Business  Products  Professional  and  SmartReseller.  He  is  currently  a  columnist  for  Redmond  Channel  Partner  Magazine,  a  publication  for  Microsoft  channel  partners.  Ken’s  blog  has  been  rated  in  the  top  10  sales  blogs  in  the  United  States  and  ranked  a  top  sales  industry  social  media  user  by  op  View.

Ken  is  a  member  of  the  National  Speakers  Association.

Mar 2012

March 15: Leads 360 CEO Nick Hedges Discusses Highlights of Lead Industry Report 2012

nick-hedges2.jpgThis is the 2nd year for the report.  The company analyzed 20 Million Leads across 1,500 lead buyer databases from 90 surveys and in-depth interviews.  Hear the optimism and the pessimism in the lead industry and what occurred in 2011.  Hear about Mortgage Industry purchased lead volume and conversion rates.  The report highlights the same information about the insurance and education industry. Nick Hedges is President & CEO of Leads360 and a 15 year veteran of the Internet and Software as a Service industries. Nick joined Leads360 in 2008 as SVP of Business Development and has since held various responsibilities at the company including Head of Sales and Chief Revenue Officer. Prior to Leads360, Mr. Hedges was at Bain and Company, where he led a variety of operational transformation engagements and strategic assessments in the technology, consumer products, media, and private equity industries. Prior to Bain, Mr. Hedges was the CEO of an online marketplace for the global soft commodity industry which provided trading and logistics services to companies across Africa, Asia and Europe. The company was one of the few "dot coms" to generate healthy revenue and produced a product that was a precursor to what is currently described as "software as a service". Earlier in his career, Mr. Hedges worked at Andersen Consulting (now Accenture) on Internet and process-reengineering projects and at Ogilvy and Mather Advertising as an Account Manager for Kodak and Ford Motor Company. Mr. Hedges holds an MBA with Distinction from Harvard Business School where he was a Fulbright Scholar, and received a bachelor's degree with first class honors from Manchester University. About Leads360: Leads360 doesn’t sell leads; it provides lead management software  and services that ensure their clients achieve unparalleled return on investment from their leads. Leads360 is the largest and most successful sales lead management company with over 5,000 clients and more than five years of experience helping businesses grow. We provide Web-based lead software to businesses that need a proven solution to help them manage their sales process from start to close. The average company converts a small percentage of the leads they purchase or generate. Despite the time, effort and cost of marketing, companies that don't use lead management end up wasting opportunities and usually don't even know it. If you are buying or generating internet leads you need a lead management solution-and we're confident that we have the most powerful software and the best professional services and support.

Oct 2011

Oct. 13 Show: SLMA CEO, Jim Obermayer and Brad Kamphuis of Active Conversion

JamesObermayer.jpgJames W. Obermayer is a principal in Sales Leakage Consulting, Inc., an Orange County, California based sales and marketing strategy consulting firm and a principal of Cerius Consulting. He specializes in helping small to medium-size companies identify sales and marketing leakage issues that stifle sales growth and waste valuable marketing dollars. Aside from consulting, his career has been equally divided between sales and marketing positions in business-to-business corporations.

Jim has served as Vice President, Worldwide Sales at an enterprise software company (Stac) an internet services company (Internet Products), Senior Vice President for two industry-leading inquiry management firms (IHS and AdTrack Corporation), and Vice President of Marketing for a medical device manufacturer (Brentwood Medical Products). He has also been Vice President of Sales and Marketing for a direct marketing agency (Kern Direct).

In addition, Obermayer is the author of "Managing Sales Leads, Turning Cold Prospects into Hot Customers" and "Sales & Marketing 365." He is also co-author of "Managing Sales Leads, How to Turn Every Prospect into a Customer" (over 12,500 copies sold). In addition, he has written more than 80 articles on sales and marketing management. He is a frequent speaker at conferences and training seminars for such organizations as the Direct Marketing Association and the American Marketing Association to corporate sales meetings.

During the show, Jim encourages you to tweet him any questions using the #slmaradio hashmark. He'll be responding to your questions during the live show.

BradKamphuis2.pngBrad Kamphuis is an expert in both strategic and direct selling, as well as networking, telemarketing, and lead generation tactics. He is trained in all the “big-name” sales strategies, including Dale Carnegie, Sandler Sales, Miller Heiman and Brian Tracy and has been involved in training hundreds of sales representatives. With his 22 years of expertise Brad has combined sales execution, marketing tactics and business development strategies to drive sales growth in companies ranging in revenue from $350K to $350M annually. Brad leads the business development department at ActiveConversion.