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Sales Lead Management Association Radio

8
Apr 2013

Christine Crandell - Adventures of a Serial CMO

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Susan Finch interviews Christine Crandell, President of New Business Strategies.

During their discussion Christine covered the differences between leading Boomers vs. Millennials and the group fringing on both ends.

They also hashed over the regular confusion businesses have over hiring a consultant versus hiring a contractor. Many times clients try to stretch one into the role of the other without fully understanding the differences. 


Further in the interview, Christine and Susan examined Management by Objectives (MBO) and targeted contributions; they need to be measurable. It's not acceptable to talk nothing but of concepts, and goals. There needs to be concrete evidence of success, failure or progress.  There needs to be accountability, as well. Are you the one who put together the plan? Are you the one responsible for the results or at least reporting on them?

The topic of reinvention and morphing was also part of the show. Women have a tendency to morph more into roles rather than honing  their idea business persona that matches who they truly are at all times. Part of that is due to fear, part of it is due to the fact they've never spent the time to define themselves and core values.

Join us for this show on Thursday at 5pm to listen to it. 



About Christine Crandell: Christine Crandell is a 25-year B2B expert in market strategy, driving demand, and building successful, profitable organizations. Her work with CEOs and Boards is focused on helping them understand how to optimize their strategy and align their organizations to accelerate revenue. As President of New Business Strategies, she leads the international strategy consulting firm and has advised over 100 client CEOs and Board of Directors in North America, Europe and Australia in areas including M&A, market category creation, company strategy, and go-to-market planning. She also advises sales and marketing teams on how to structural and culturally align with buyers to dramatically improve performance.

It is from her direct experience as a serial CMO that the Seller’s Compass™ Methodology was born. CMOs are faced with new expectations to optimize prospect and customer engagement, improve ROI, and drive significant portion of revenue pipelines through new social technologies. Through first-hand experience in experimenting with new market engagement models, Christine discovered the power of aligning outward to buyers and the buyers’ journey. Over a five year period, she refined the Seller’s Compass methodology into a program that can be implemented by companies of all sizes, across all industries.

Read her full bio here >

2
Apr 2013

Software that delivers the most data wins

iStock_000013323978Small.jpgSLMA CEO Jim Obermayer says that software programs that explain the most data, and are verified by the most evidence, are better than those that do not. He'll discuss how CRM properly applied, along with marketing automation, gives the most data on marketing performance and gives more evidence than any other combination of software.  In essence, those with the most data will win.  But, he says, "You have to manage the sales lead system to win."

During this program Obermayer contends that those with the most marketing toys win. But tools without leadership are just tools in the hands of fools.

About Obermayer

Obermayer is an author (four books) and  a speaker on subjects of sales lead management, sales enablement and marketing ROI.  He is the founder and of the world-wide 6200 member Sales Lead Management Association, which also has a Linkedin Group of 2987 members.  The SLMA is the sponsor of the yearly Sales Lead Management Week, the annual contest for the 50 Most Influential People in Sales Lead Management, and the nomination and naming of the 20 Women to Watch in Sales Lead Management.  The SLMA also hosts the weekly c-level interview program; SLMA Radio.  Obermayer is the Vice President of Business Development at Vitech Corporation.

26
Feb 2013

February 28: Mastering Three-Ups and One-Down

Increasing Revenue, Productivity, Customer Satisfaction, and Decreasing Cost

robert-murray.jpgHost James Obermayer interviews International C-suite Turnaround Mercenary Robert S. Murray Robert S. Murray author of "It's Already Inside", and former Vodaphone C-suite executive

Leading change is the hardest thing that a leader and executive has to do. Mostly because they are locked into left-brain thinking: spreadsheets, facts, figures, the demands of shareholders and the board. What leaders often miss is the right-brain response by the stakeholders — their emotions. In order to engage the hearts and minds of those that the change is impacting, leaders must communicate from a place of understanding for what is going through everyone's mind, then change leadership becomes easy. What follows is a simplified roll-out, wider adoption, and traction on implementation.

He is Author of the highly acclaimed book on life and leadership, It’s Already Inside. http://www.SoCalBMA.org/e-Shop. The book is getting notable praise from every level of leadership - from those just starting out in leadership roles to seasoned CEO's. It's a book that connects the left-brain world of business to the right-brain focus of employees and customers, and how today's leaders can nurture that.

About Robert S. Murray

ROBERT S. MURRAY is a passionate storyteller and leadership mentor, bringing more than twenty years of Senior Executive Business experience with Fortune 100 and small start-up organizations in Marketing, Sales, Operations, Business Development, and General Management in over 20 countries. As Chief Customer Operations Officer for Vodafone, Bob headed-up the complete consumer and business customer service organization serving over 9.2 million customers generating over $1.6 Billion in revenue. He lead the company to achieving the highest customer satisfaction rating, highest customer to FTE ratio, lowest “Bad Debt” and lowest customer churn rating in all of the 61 Vodafone operating and partner countries as well as the third lowest cost to serve. Bob developed and executed on Operational Efficiency Program that reduced OpEx by 20% while improving service levels, customer satisfaction and employee satisfaction.

Along the way, Bob has been the recipient of two New York Festival Awards and one Summit Award (Portland, Oregon) for Marketing Innovation Excellence. His current daily tasks include his role as Chairman of The GrowthPoint Group, a collection of the finest business minds to be found; Advisory Board Member for ElementFour, an innovative company that has developed technology to produce pure drinking water out of atmospheric air; Board Director for Russell Breweries, a Canadian Craft Beer producer; Associate Professor at the Sauder School of Business and the BCIT School of Business; Executive Advisor and Strategic Facilitator to many companies; and an international Keynote Speaker on leadership and business.

Robert S. Murray received his diploma in Marketing Management from British Columbia Institute of Technology; studied Sales Management at The University of British Columbia; Executive Finance at Queens University; and Advanced Services Marketing at Babson College. He currently resides in Vancouver, British Columbia, Canada.

29
Jan 2013

January 31: Silo-ization: How It Destroys Sales & Marketing Departments

iStock_000009092023Small.jpgHost James Obermayer interviews Mark Alarik of Sales Overlays on a subject we have all experienced but seldom solved: The Silos between sales and marketing. Mark and an Associate Daniel Kreutzer have written on this subject and created a soon to be broadcast webinar on the stupidity of managers that allow the existence of silos between sales and marketing.

G. Mark Alarik is co-founder and president of Sales Overlays, a sales and marketing agency that has served Fortune 500 and smaller companies since 1975. Their primary business is developing problem solving marketing campaigns that fill the sales funnel with quality leads and grow the value of the customer base. Mark is also a published author in many trade magazines.

You can contact Mark at 847-942-7140 to learn how to over-come silo-zation in your organization.

12
Dec 2012

How to make quota in the first quarter! An interview with Steve Richard of Vorsight

SLMA Radio host Jim Obermayer interviews Vorsight co-founder Steve Richard. Making the first quarter of the year is a struggle for every company, unless they proactively plan for a great first quarter. Steve and Jim discuss how to make this happen!

Steve Richard | Co-Founder & Chief Content Officer

Steve Richard is Co-Founder of Vorsight, currently #1689 on Inc. Magazine’s list of the 5000 fastest growing companies in the US. Steve has been featured in The Harvard Business Review, The Washington Business Journal, The Washington Post, CNN/Money, and is a CNBC guest contributor. In 2010, the American Association of Inside Sales Professionals (AA-ISP) named Steve as one of the Top 25 Most Influential People in Inside Sales and Focus.com awarded Steve the Focus expert status. In 2010 and 2011, AA-ISP also awarded Vorsight as the Service Provider of the Year for Sales Training .

As co-founder of Vorsight, Steve’s goal is to arm talented sales professionals with real life tools, tips, tactics, techniques, and templates to successfully secure sales meetings with senior executives. Vorsight's Sales Prospecting Training Workshops provide an intellectually stimulating and fun way to pick apart dreaded cold calling (and warm calling) into six key areas: prospecting, talking points, objection handling, questioning, email and voicemail, and planning and process. By giving participants a tactical playbook for getting in the door, Vorsight's sales training alumni see dramatic improvement with up to a 300% increase in individual performance.

Prior to co-founding Vorsight with David Stillman in 2005, Steve was Associate Director of Business Development for Growth Strategy Partners, where he was responsible for identifying new opportunities and fostering relationships with new clients through consistent and innovative sales and marketing activities. Steve also supervised the entire lead generation and sales processes including the design and management of the company’s CRM.

Before Growth Strategy Partners, Steve was Associate Director of Sales at the Corporate Executive Board, a best practices research firm in Washington, DC. As a field sales rep, Steve sold five figure executive networking and research memberships to CIOs and their direct reports in charge of Infrastructure and Applications through Canada and Illinois. Steve began his career at CEB as an appointment setter on the newly formed "Tier 1" team where he cold called to schedule meetings with 89% of CIOs in his prospect territory. These appointments directly generated $3.5 million in sales for the company.

Steve volunteers at the Columbia Lighthouse for the Blind as a sighted person for visually impaired people. He has also volunteered for the DC schools as a tutor to elementary school students. He lives in Arlington, VA with his wife Ellen and his daughters Katie and Susie. Together they take advantage of all the nation's capital has to offer, from miles of running trails to museums and area dining. They also enjoy skiing, scuba diving, and camping.

Steve graduated from Georgetown University with a BSBA in Finance.

About Vorsight: Meeting Scheduling and Sales Training

Vorsight is an award winning sales effectiveness firm specializing in the first half of the sales cycle for B2B sales teams. With getting in the door being the hardest part of the sales cycle, companies trust Vorsight’s expertise to take that challenge head on by using our effective sales training and meeting scheduling.

Originally founded in 2005 as an outsourced meeting scheduling firm, our team has arranged over 10,000 completed appointments with decision makers. These appointments have resulted in over $20 million in new revenue for our clients. At Vorsight we constantly harvest new ideas from our team of inside sales professionals. We take what works…the best tools, tactics, and techniques from our own business and provide our clients with a proven path to find more opportunities and generate more revenue. We’re passionate about sales, and we’re confident in our ability to arm you with the tools and skills necessary to be successful. We’re a privately held company in the metro Washington, D.C. area.

15
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.

2
Jan 2012

Jan. 5: Jill Konrath - 3 Biggest Problems You Are Called Upon to Fix

jill-konrath.jpgJill Konrath’s career is defined by her relentless search for fresh sales strategies that actually work in today’s business environment. She's a bestselling author and frequent speaker at sales conferences.

We will be talking to Jill about the three biggest problems you are called upon to fix at companies and your success in fixing them, as well as her book, SNAP Selling.

SNAP Selling, Jill's newest book, jumped to #1 on Amazon within hours of its release. Selling to Big Companies, her 1st book, was selected as a "must-read" by Fortune magazine. It's been an Amazon Top 20 sales book since 2006.

16
Aug 2011

August 18 Show: Justin Gray, CEO LeadMD

JustinGray300.jpgJustin Gray is the CEO & Chief Marketing Evangelist of LeadMD. He founded the company in 2009 with the vision of transforming traditional “grassroots” marketing efforts through the use of cloud based marketing solutions. Realizing the potential for growth in this space, Mr. Gray created a true Marketing-as-a-Service corporation, which specializes in outsourcing the core functions of a marketing department either through on-demand solutions, consulting or both. Since that time Gray has emerged as strong voice for Marketing Automation and Conversation Marketing through both industry publications and his Blog, The Marketing Evangelist. Prior to launching LeadMD, Gray has spent the last 12 years helping companies of varying size overhaul and optimize their marketing and sales departments including CEO for MaaS Impact, and Vice President of Sales & Marketing at BillingTree.

 

http://www.leadmd.comVisit LeadMD for more information on marketing automation

31
May 2011

June 2 Show: Trish Bertuzzi, The Bridge Group, Inc.

Commentary: James Obermayer Winners never try, Winners only win, Trying is for Losers.

When someone says, “I’ll do my best,”  you know the outcome.  When staff people say, “I will try as hard as I can,” you know the excuses have started.    As Gerry Spence says, “Trying is for losers.”  In this short 5 minutes Obermayer says it’s time we stopped trying to prove the ROI for marketing and started doing it.

bertuzzi-47.jpgTrish Bertuzzi  Inside Sales Thinker, Writer & Builder President & Chief Strategist, The Bridge Group, Inc.

SLMA radio host Will Crist will ask Trish about the biggest challenge her group has encountered.  The number one weaknesses that marketers and sales managers share.   She talks about her new book, Building Inside Sales: Framing a Best Practice Group

Trish and The Bridge Group help Sales & Marketing leaders make the big decisions: on implementation strategy, process to improve performance, supporting technology, and metrics & measurement.

Since founding The Bridge Group in 1998, Trish and team have helped over 180 B2B technology clients build, expand, and optimize their Inside Sales strategies.

Trish is a frequent speaker and blogger on Inside Sales productivity, trends, and effectiveness. She is author of Building Inside Sales: Framing a Best Practice Group and co-author of Sales Speaks: Perception & Ponderings on Marketing Leads.

Trish has won 7 awards (including a lifetime contribution award from the AA-ISP & Top 20 Women to Watch from the SLMA), serves on 3 boards, has a golf handicap she won’t reveal.

9
May 2011

May 12 Show: Al Davidson and Dennis Totah

al-davidson-200.jpgAl Davidson, Strategic Sales & Marketing (SSM)

Al Davidson is the President and owner of Strategic Sales & Marketing (SSM), which he founded in 1989. Under Al's direction SSM has designed and implemented new business development plans and programs for thousands of B2B companies nationwide. Since their inception SSM's calling center has completed over 50 million new business sales presentations to high level decision makers and generated over 7 million sales leads. As a result, SSM has developed major account development expertise in the high technology, manufacturing and business service sectors. In addition Al Davidson has 25 years experience in business-to-business (B2B) direct marketing, new business development consulting, sales force management, lead management, sales training, and B2B web marketing. SSM also powers the Connecticut Technology Council's Lead Generation Resource Center (LGRC). The mission of the LGRC is to provide advisory services to CTC members in the following areas; identifying new business opportunities; searching out and qualifying customer prospects and business partners; design, production and implementation of marketing programs and strategies.

dennis-totah.jpgDennis Totah, CatapultWorks

Dennis Totah, President of the Data Group for CatapultWorks, provides the technology vision for all CatapultWorks groups, and drives database, telemarketing and sales and marketing initiatives by guiding CatapultWorks' long-term service, partnering and acquisition strategies. Dennis' unique experience managing sales operations at companies including Kodak and Portera has helped CatapultWorks continue to provide our clients a more complete marketing services offering that yields substantially more ROI than traditional agencies. Dennis also spearheads the agency's ability to deliver automated scoring and nurturing programs using advanced CRM and SFA technologies.

15
Mar 2011

March 17 Show: Kathy Greenler Sexton

Kathy Greenler Sexton
Kathy Greenler Sexton, VP of Marketing for Zoom Information

The SLMA will ask Kathy about her opinion of CRM and marketing automation systems.  What can marketers do to better manage their sales lead and inquiries?  How can sales managers get their salespeople to follow-up sales leads.

KATHY GREENLER SEXTON is vice president of marketing for Zoom Information, Inc., located at www.Zoominfo.com, the world's most comprehensive directory of business information on people and companies. She is responsible for leading the strategy, development and execution of market initiatives that directly impact Zoom Information's revenue, profit, market share and growth. Kathy brings more than 20 years of content and online information experience to her role as vice president. After working in broadcast television and international marketing roles, she was a founding member, lead marketer and publisher for the web-based search engine pioneer AltaVista. She has also general-managed or marketed industry-leading online companies focused on news, small business information and general research including: Individual.com, Office.com and HighBeam Research. Most recently she worked to lead the transformation of BLR (Business & Legal Resources) from traditional publisher to online media company.

19
Jan 2011

Jan. 20 Show - Ruth P. Stevens and Ken Murray

Interviews:

Ruth Stevens, eMarketing Strategy

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.

Ken Murray, CEO VanillaSoft

Ken Murray is a 30 year veteran of the Inside Sales space. He has designed and built inside sales campaigns for numerous Fortune 500 companies. His sales teams have sold over 168,000 products annually and produced north of 700 million dollars in annual sales. In 2005 Ken commercialized the product that was driving his inside sales team and founded VanillaSoft.

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Ruth Stevens, eMarketing Strategy Ken Murray, CEO VanillaSoft

This show is sponsored by: SmartLead by AdTrack

23
Dec 2010

Holiday Replay: Jill Konrath & Laura Patterson

One of our most popular shows, we decided to replay the show interviewing Laura Patterson, Vision Edge Marketing and Jill Konrath, Selling to Big Companies for our holiday break.

Listen to opinionated, to the point; some say pushy, driven, accomplished women who grow companies!

Talk about powerful, on the edge, well known CEO’s, Laura Patterson and Jill Konrath guide large and small companies to usual growth through vastly different approaches

Jill Konrath, Chief Sales Officer of Selling to Big Companies, in the top ten of the Fifty Most Influential People in Sales Lead Management in 2009 is the author of three books, SNAP Selling, Selling to Big Companies and Get Back to Work Faster. A leading sales strategist and a thought leader in B2B sales is an in-demand sales speaker who provides much needed wake-up calls to sales organizations. She is a passionate spokesperson for turning the sales force into a competitive advantage

Laura Patterson, is CEO of a VisionEdge Marketing, Inc. a data-driven and metrics-focused marketing firm that specializes in improving marketing performance and helping organizations create a competitive advantage designed to attract, secure and retain profitable customers. Their services include marketing performance management and measurement , marketing and sales alignment , product and strategic marketing , and professional development . She is also a two time author; her latest book is Marketing Metrics in Action.

Tune in Thursday at 5 PM PST at SLMA Radio. Can’t make it? Tune in later by accessing a recording of the program on the following Monday by visiting the SLMA web site. This show is sponsored by: SmartLead by AdTrack

28
Oct 2010

October 28 Show - Paul Staelin of Birst and Andrew Gaffney of DemandGen Report

Birst is the industry’s first and only end-to-end Business Intelligence (BI) suite that provides the power of on-premise Business Intelligence (BI) tools with the economics of Software-as-a-Service (SaaS).  We'll be interviewing Paul Staelin, Vice President of Customer Operations and co-Founder - Birst.

He will be followed by Andres Gaffney, Publisher of DemandGen Report. DemandGen Report is a targeted e-media publication spotlighting the strategies and solutions that help companies better align their sales and marketing organizations, and ultimately, drive growth.  A key component of our coverage focuses on the sales and marketing automation tools that enable companies to better measure and manage their multi-channel demand generation efforts.

23
Sep 2010

Sept 23 Laura Patterson & Jill Konrath Guests

SLMA Radio Interviews on Sept 23rd, Laura Patterson, Vision Edge Marketing and Jill Konrath, Selling to Big Companies. Listen to opinionated, to the point; some say pushy, driven, accomplished women who grow companies! Talk about powerful, on the edge, well known CEO’s, Laura Patterson and Jill Konrath guide large and small companies to usual growth through vastly different approaches Jill Konrath, Chief Sales Officer of Selling to Big Companies, in the top ten of the Fifty Most Influential People in Sales Lead Management in 2009 is the author of three books, SNAP Selling, Selling to Big Companies and Get Back to Work Faster. A leading sales strategist and a thought leader in B2B sales is an in-demand sales speaker who provides much needed wake-up calls to sales organizations. She is a passionate spokesperson for turning the sales force into a competitive advantage Laura Patterson, is CEO of a VisionEdge Marketing, Inc. a data-driven and metrics-focused marketing firm that specializes in improving marketing performance and helping organizations create a competitive advantage designed to attract, secure and retain profitable customers. Their services include marketing performance management and measurement , marketing and sales alignment , product and strategic marketing , and professional development . She is also a two time author; her latest book is Marketing Metrics in Action. Tune in Thursday at 5 PM PST at SLMA Radio. Can’t make it? Tune in later by accessing a recording of the program on the following Monday by visiting the SLMA web site.