Sales Lead Management Association Radio header image 1

Sales Lead Management Association Radio

1
Oct 2019

F#ck Content Marketing: It’s All About Content Experience

20191003-rr-frisch-tweet.jpg
 
Whether we know it or not, we're all creating content experiences. Sometimes, they just suck...
 
Today's guest is a rule-breaking marketer and a leader in the content experience movement. Randy Frisch, CMO, and Co-Founder of Uberflip, joins the Revenue Rebels podcast to share how marketers can evolve their thinking around content marketing and content experience.

Host, Rhoan Morgan sits down with Frisch to discuss:

  • Why business leaders must prioritize content experiences
  • What a successful content experience looks like
  • The biggest roadblocks marketers experience

P.S. We do drop an F-bomb or two in today’s episode, so turn the volume down or use headphones if you’re around children or in the office.

About Our Guest

Randy Frisch is the CMO and Co-Founder of Uberflip, a content experience platform that empowers marketers to create content experiences at every stage of the buyer’s journey. He has defined and led this movement, prompting marketers to think beyond content creation and truly put their customers first by focusing on the experience. He is also a host of Conex: The Content Experience Show podcast was named one of the Top 50 Fearless Marketers in the world by Marketo, and is the best-selling author of F#ck Content Marketing: Focus on Content Experience (yeah, he swears sometimes).

 

___________________________________________

Revenue Rebels is hosted by Rhoan Morgan of DemandLab which is a program on the Funnel Radio Channel.  DemandLab is the sponsor of Revenue Rebels

DemandLab   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

19
Sep 2019

Six Ways to Make Email Work Smarter for Marketing and Sales

 20190919-slma-tweet-lissette.jpg

 Everyone in marketing and sales agrees on three things about email, it is indispensable, inexpensive as a promotional tool, and hugely inefficient unless used right.  In this episode of SLMA Radio we interviewed Nick Lissette, CEO of Black Pearl and we discussed how marketing and sales can use email more efficiently.

Nick Lissette - FOUNDER AND CTO of Black Pearl Mail

Nick Lissette is the Founder and Chief Technology Officer of Black Pearl Mail. With almost a decade of experience in business email, Nick also serves as a Director on both the Fiduciary and Advisory Boards. Nick is an ‘entrepreneur’s entrepreneur’ with a keen knack of identifying emerging technologies and markets. He has won numerous awards and international recognition for his efforts in the global anti-spam community. His SaaS cloud email security company was at the forefront of the cloud managed service revolution in 2007. This anti-spam company grew into a joint venture organization called SpamDunk, which was successfully sold in 2012 as a Silvercloud Mail Company. Outside of work, Nick is a family man and a keen sportsman.

 ___________________________________________

SLMA Radio is hosted by James Obermayer of Funnel Media Group which is a program on the Funnel Radio Channel. The Funnel Media Group is the sponsor of SLMA Radio

  Funnel Radio Podcast Channel by the Funnel Media Group, LLC

6
Sep 2019

Why Successful Acquisitions Need Marketing at the Forefront

20190905-rr-weiner-tweet.jpg

Lauren Weiner, Executive Director, Marketing at IHS Markit has been through four acquisitions in her career and has some tips, insights, and word of wisdom for marketers. In this episode of Revenue Rebels, we explore what happens in the first hectic months after acquisition and how marketing can smooth the transition. Host Rhoan Morgan and Lauren Weiner discuss:

  • How marketing should prepare for an acquisition
  • How to pivot and adjust the brand on the fly
  • Collaborating with the right business teams
  • Integrating marketing technology across businesses
  • Overcoming challenges to achieve success
About Our Guest
Lauren drives marketing and strategic planning efforts for IHS Markit’s Private Markets and Corporate businesses on a global scale. She is also responsible for enhancing client relationships through network affecting experiences and ensuring that client-facing sales and service professionals are able to communicate and deliver the unique value that IHS Markit’s products and services bring to clients and business partners. Lauren joined IHS Markit through the acquisition of Ipreo in July of 2018. Prior to Ipreo’s acquisition of iLEVEL, Lauren held the role of iLEVEL’s Head of Marketing. As a leader with nearly 15 years of experience, Lauren has a well-rounded marketing background in both B2B and B2C.

___________________________________________

Revenue Rebels is hosted by Rhoan Morgan of DemandLab which is a program on the Funnel Radio Channel.  DemandLab is the sponsor of Revenue Rebels

DemandLab   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

4
Sep 2019

Three Tactical Areas Winners Use - Podcast with Karen Hayward

20190905-slma-tweet-mcdade-hayward.jpg 

SLMA guest host and board member Dan McDade (recent CEO of PointClear) and now of Prospect Experience interviews Karen Hayward a managing partner of Chief Outsiders on the subject of what separates winners and losers in the revenue wars. The interview covers three tactical areas that winners use and loses fail to implement. Very interesting.

 About the Guest: About Karen Hayward

Karen Hayward is a Managing Partner with Chief Outsiders, responsible for West Coast Operations. She is a results-oriented marketing, sales, and operations executive with a proven track record for building and executing strategic programs that accelerate revenue. Karen joined Chief Outsiders from EarthLink where she completed the integration of their acquisition of CenterBeam.

At CenterBeam, she spent a decade as CMO. Karen’s early career set the stage for her later successes; while at Xerox Canada Ltd., she held a variety of corporate marketing, and sales leadership positions, ultimately developing and leading the company’s first industry-focused go-to-market effort as VP and General Manager for the Financial Services sector. From 1995 to 1998 she held VP of Marketing and Director of Product Marketing roles within Xerox Canada. Karen was our “boss” during her time at CenterBeam. During one five-year period, CenterBeam credited PointClear with helping them grow 45% per year compound annual growth. Karen, welcome to the broadcast.   

About Chief Outsiders

Chief Outsiders, LLC is a nationwide "Executives-as-a-Service" firm, with more than 60 part-time, or fractional, Chief Marketing Officers (CMOs) engaged from coast-to-coast. Unlike other strategic marketing and management consulting firms, each CMO has held the position of VP Marketing or higher at one or more operating companies. Chief Outsiders have served on the executive team of over 600 client companies to drive growth strategy and execution plans for a fraction of the cost of a full-time executive.

Because of its market-based growth plans, quality of leadership, and experienced team, Chief Outsiders has been recognized for the past four years by Inc. Magazine as one of the 5,000 fastest-growing privately held companies in the US, and was recognized in the Houston Business Journal's Fast 100

About the host Dan McDade

McDade is the founding partner of Prospect Experience.  Dan McDade founded PointClear in 1997 to help B2B companies with complex sales processes drive revenue through lead generation, qualification and nurturing. For close to 20 years, he’s been instrumental in developing strategies that assure 100% of leads delivered to client sales organizations are fully qualified to client specifications. 

Dan is the author of The Truth About Leads, a book about how to focus lead-generation efforts, align sales and marketing, and drive revenue. He also wrote From Chaos to Kickass, an ebook detailing the benefits of sales and marketing optimization. 

The Sales Lead Management Association named Dan one of the 50 Most Influential People in sales lead management for five consecutive years. In addition, he was named one of the Top 50 Sales & Marketing Influencers for three years by Top Sales World. 

 

31
Aug 2019

Recipe for Growth: How LeadMD Grew 133% Year Over Year

 20190829-slma-tweet-gray-blount.jpg

Program host, Jim Obermayer, read a recent press release from LeadMD and what caught his eye was the 133% growth figure for their year over year sales so far in 2019.   “Why” is the question Obermayer asked the company.  The answer prompted the interview for this program with Justin Gray the CEO of LeadMD.  His response is both interesting and predictable for a company that counts several thousand companies as its clients.

Justin Gray bio (Founder, CEO)

Justin Gray is a serial entrepreneur who has launched four multi-million- dollar companies, become a recognized speaker and has been published over 350 times throughout his career. Justin is the CEO and founder of LeadMD, a role he’s held for the past ten years. He also co-founded PaidSuite, a SaaS payment technology provider, and led the company through a successful acquisition in 2017. He is the co-founder of Greyson Organics, an organic farm in rural Missouri he co-owns and operates with his father, as well. Justin and his wife, Jennifer, met over marketing in 2013, welcomed their first child, Grayson, in 2018 and are expecting a daughter in November 2019. 

Bob Blount bio (Vice President of Sales)

Bob Blount is a passionate sales/marketing and business development leader focused on profitability, accountability, and results. He has 20 years of sales and marketing experience and 10 years of business development, SaaS, marketing, account-based marketing, digital communications experience. He is a former Board Chairman of MedicAlert Foundation and has received recognition including top sales awards, most profitable sales team awards and has been named one of Healthcare Information Technology (HIT) top 100. Bob joined LeadMD as Vice President of Sales earlier this month.

About LeadMD

LeadMD is the number one performance marketing consultancy in the U.S. Launched in 2009, LeadMD empowers marketers to drive revenue and customer success. The company focuses on people, processes, and technology that create predictable and sustainable revenue for high growth and enterprise brands. LeadMD has helped thousands of brands improve and deliver value through strategy and proven tactics that work. For more information, visit https://www.leadmd.com or email at go@leadmd.com.

 

28
Aug 2019

What You Don’t Teach in Sales Training That Guarantees Failure

880x495_tweet_outstanding_outbound_8_-22-19.jpg

When sales reps are hired, they are often tested for sales skills and personality traits. References are checked, previous employers called, they are trained on the products and considered ready to sell. Yet, the number one skill is overlooked: the ability to engage. There is seldom, if ever, engagement training.

Because they did well in the interview, the sales manager oddly enough assumes the new sales representative has the ability to engage with the most important tool they have, the telephone; that’s where the wheels come off the sales cart. It can take a company six to nine months before they realize the rep may know the product, but can’t get a conversation going with a prospect. 

In this program, host, Mari Anne Vanella, author and CEO of The Vanella Group tackles the little thought-out point of failure for most organizations: The Physiology of Engagement and how to train sales reps to succeed. Yes, she admits, its part art and a lot of process for reps to have a peer level conversation, but it can be done.  She covers:

  • Why calling skills are over-looked in sales training.
  • How to make a peer-level call
  • Why it’s easy to start call in an apologetic (bad manner)
  • Why reps have to be taught granular calling skills and adhere to a work structure to be a success
  • Why the art of conversation can be teachable

 Listen and learn.  

___________________________________________

The Vanella Group   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

Outstanding Outbound is hosted by MariAnne Vanella of The Vanella Group which is a program on the Funnel Radio Channel. The Vanella Group is the sponsor of Outstanding Outbound

14
Aug 2019

Ignorance is no Excuse, Content Does Have a Measurable ROI - Pamela Muldoon

In this interview with Pamela Muldoon, Revenue Marketing Coach with the Pedowitz Group, we find out that content does have a measurable ROI.  Really, it does.

To hear some marketers complain, the ever ravenous bottomless pit of content consuming ne’er-do-well perspective buyers drain marketing’s budget with nary-a-proof of purchase.  But is the professed ignorance a ploy by marketers that simply don’t know how to prove that the content they create is worth the expense?    This is Part Two of the program:  Connecting Content Creation to the Bottom Line

The host is Jim Obermayer.

About the Guest Pamela Muldoon

Pamela Muldoon is a Revenue Marketing Coach with The Pedowitz with over two decades of traditional and digital marketing experience. She specializes in campaign and content strategy with a passion for helping clients develop a content marketing culture across the organization. Her marketing career started over thirty years ago when she transitioned from on-air personality to Copy Director for a radio station in Wisconsin. Since then, she has taken on multiple marketing roles in her career, having worked with companies like ING, Prudential and Content Marketing Institute. Pamela was named one of the Top 50 Women in Content Marketing in 2017 and in 2018 one of the 20 Women to Watch from the Sales Lead Management Association.

Pamela is also a professional voice over talent and podcaster. When not online working on digital marketing strategies, she can be found unwinding at a Las Vegas poker table or hanging out with her two dogs, Maddi and Copper.

About the Pedowitz Group

The Pedowitz Group (TPG) is a Revenue Marketing™ consulting firm headquartered near Atlanta, Ga. We believe that Marketing is the driver of customer engagement that fuels the revenue engine. Many of today’s successful CMOs are operationalizing business accountability, digital transformation and the customer experience through marketing operations. As your partner, TPG helps you plan, build and optimize your revenue engine by delivering services in MarTech, demand generation and marketing operations.

TPG has worked with over 1,300 clients to enable marketing and sales. Our expertise spans the six major categories of MarTech, including marketing automation, CRM and content platforms. We specialize in helping mid-market and enterprise organizations in financial services, manufacturing, software, technology and business services.  The Pedowitz Group customers have won over 50 national awards for their Revenue Marketing excellence. To discover how we can help your organization become successful Revenue Marketers™, visit http://www.pedowitzgroup.com, or call us at 855-REV-MKTG or visit Revenue Marketer Blog.

Related from Muldoon: Connecting Content Creation to the Bottom Line

Sponsor for this show:

SLMA Radio Sponsorship

 Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. Call 888 784 2929 or visit us at www.validar.com

5
Aug 2019

Where to Start on Social Media to Avoid Mistakes and Burnout

As the Global Communications Director at inRiver, Erika Goldwater manages the strategy and execution of the demand generation, communications, social media, and content marketing programs. She has extensive experience in several companies and has learned a lot about leading and teaching her teams about social media mapping, scheduling, and execution

 Know your team, where they gained their knowledge and experience so you are able to bring them into your vision.

  1. Present a plan and show the full strategy.
  2. Baby steps to explain the steps of what they are, why they need them and how they can implement them.
  3. There is regular cadence, ground rules. Those need to be known - a guidebook they can refer to when you are not right with them.

"After those first couple of tweets, they feel more comfortable and are usually good to go." - Erika Goldwater

"Meeting a tweet quota is not social media engagement." - Susan Finch

Determine, what are the strategic goals of the company? Don't spend the time peppering venues where your buyers don't usually engage.

 The goals: 

  • Engagement & Trust
  • Further your brand
  • Share information value to your customers.
  • If you aren't going to do that, please don't start social media.
  • It's social dialogue in real-time.
  • You have to be dedicated to it. If you don't have a team willing to back you up, 
  • Teams have to be aligned with the activity - there has to be a commitment to it.
  • One tweet, one post - isn't enough.

Be careful about re-tweeting blindly without actually checking and READING the linked article. Same with pinning - where did it originate? Did you read it all the way through? You may get bitten in the fanny if you don't.

31
Jul 2019

How Empathy from Marketers can Improve Marketing & Sales Alignment

20190801-rr-ball-hopkins.jpg
 
This month on Revenue Rebels, Rhoan Morgan welcomes two guests from Lola.com, Jeanne Hopkins, CMO & Ryan Ball, VP of Sales. This episode will provide listeners with tips for improving alignment between two of the most important business functions–marketing and sales. It will also explore the impact that marketing and sales alignment have on both business growth and revenue.
 
About Our Guests

Jeanne Hopkins, CMO

As Chief Marketing Officer at Lola.com, Jeanne Hopkins leads both the company’s marketing organization, building a metrics-based powerhouse to fuel demand as well as its customer success organization, ensuring a great Lola customer experience.

Ryan Ball, VP of Sales

As the Vice President of Sales, Ryan is responsible for driving the organization towards its broader revenue goals by establishing the strategy, targets, onboarding, training, and career growth of the sales team.

17
Jul 2019

How to Measure Event Performance

20190718-slma-tweet-kippes.jpg

Events, trade shows, corporate showcases, and user events have grown dramatically in the last five years. And yet, the need to measure event performance beyond the ego boost of having the event is often evasive. The C-suite wants to measure the ROI for events that are into the mid-to-high six figures and beyond. In the episode, Valdiar CEO Victor Kippes discusses how to measure event performance and the technology needed to make it easy.

About Victor Kippes

Victor Kippes is CEO of Validar Inc., a B2B lead management company that specializes in events. Validar’s value proposition is based on Victor’s experience as a receiver of leads. He has been in a sales role for over 20 years both as a direct contributor and as the leader of a large enterprise sales team. He is a recovering sales leader who understands very well the challenges marketing and sales leaders face specific to demand generation and lead management. If you are a marketing leader interested in understanding and articulating your true value, or a sales leader interested in improved conversions and pipeline growth, Validar and Victor are there for you. You can follow Victor on Twitter at @vkippes.

 About Validar

Since 2005, Validar Inc. has helped B2B event marketers better understand and articulate their value. It is vitally important to us that our customers get the credit they deserve for their event marketing efforts and our technology not only does this, we also help deliver a best-in-class attendee experience as well.

9
Jul 2019

Realistic, Effective Content Marketing tactics ANY Company Can Implement.

20190606-rr-delmuto.jpg

This is part 2 of an interview with Kristy DelMuto, VP of Strategic Marketing at LLR Partners. If you missed the first interview, we suggest you listen to it here. This continuation goes into specific tactics. Some of which your team can EASILY help you with - two tiny asks a month - really, it's not difficult to make great strides in your reach, but it's a group effort using the most accurate data and data analysis. 

About Our Guest: Kristy DelMuto, VP of Strategic Marketing
As the leader of LLR’s strategic marketing, Kristy works to codify why growth happens and help business owners access the capital, insights, and resources they need to scale. She translates actionable growth advice from LLR’s portfolio companies, network of senior operators and team into digital and live content, creating opportunities for best practice sharing among business leaders.

Kristy also manages LLR’s brand, marketing, public relations, and social media presence, enabling intermediaries to stay informed on the firm’s investment focus and helping executives determine if LLR is the right partner to support their company’s growth.

25
Jun 2019

The Untapped Power of Quora Ads with JD Prater

20190620-slma-tweet-wilcox-prater.jpg

JD Prater from Quora shares why you should consider marketing on Quora, and some of his best strategies for driving inexpensive, high-quality leads. Don't miss the chance to break through the clutter on a channel that your competitors haven't found yet.

About AJ's guest:

JD Prater is the Quora Evangelist and a regular speaker at conferences across the globe. He's the podcast host of Grow with Quora and The PPC Show. And in his spare time, JD is an avid cyclist, proud new father, and weekend traveler. 

Read the rest of this entry »

19
Jun 2019

Why End of Life Conversation Makes Life Itself Easier

20190620-slma-tweet-coda.jpg

 

Choose Your Own Way:
Why End of Life Conversation Makes Life Itself Easier – for you, your family and your medical team

Read the rest of this entry »

4
Jun 2019

How to Drive Revenue Using Content Marketing

20190606-rr-delmuto.jpg
How did a middle market private equity firm manage to differentiate itself in an overly crowded and competitive market while attracting a wider audience and driving revenue? By leveraging content marketing and developing high-quality thought leadership.

Read the rest of this entry »

29
May 2019

How LinkedIn is the Best Place for B2B Ad Dollars

20190530-slma-tweet-wilcox.jpg 

The guest on SLMA Radio,  A.J. Wilcox, founder and CEO of B2Linked tells us why LinkedIn is the best place for a B2B Marketer’s advertising spend.  He discusses:

Read the rest of this entry »

29
May 2019

Why the Winning Customer Experience Starts with Sales

20190523-oo-fox.jpg

Host Mari Anne Vanella interviews Michael Fox, a technology sales expert about how a new customer’s relationship starts with their  “relationship” with the sales representative that served and sold them. They discussed:

Read the rest of this entry »

8
May 2019

Leading Digital Transformation Within Your Organizations

20190502-rr-hollebone.jpg
 
Digital transformation is an organization-wide effort, but it starts with the leadership of marketing. From vision creation to team empowerment, CMOs and marketing leaders are poised to drive transformation within their organizations but not all are well-versed in how to approach this transformation.

Read the rest of this entry »

3
May 2019

Why Leads Crash and Burn When Salespeople Call the Prospect

20190428-oo-paul-marianne.jpg

Mari Anne Vanella, author, and CEO of the Vanella Group, has made millions of B2B outbound calls for her clients. For this program she discusses why companies don’t usually need more leads, they just need to fix the salesperson’s soft sales approach in the initial contacts. The salesperson’s failure, Mari Anne says happens when aggressive salespeople, who don’t listen to the prospect, fail to engage and then blames the lead and source of the lead: marketing. Mari Anne and Paul Roberts discuss:

Read the rest of this entry »

3
Apr 2019

Why Segmentation is Key to Building Your Customer Journey

20190407-rr-kaufman.jpg

You wouldn’t market to the CEO of a Fortune 100 company in the same way you’d market to a SMB marketing director. Why market to your customer and prospect audiences in the same way? When you prioritize segmentation, you enable your company to target the right audience with the right message at the right time, while delivering a superior experience. This month on Revenue Rebels, Rhoan Morgan sits down with Rebecca Kaufman, Director, Strategic Marketing at Phreesia to discuss the importance of segmentation in marketing. 

Revenue Rebels is hosted by Rhoan Morgan, CEO of DemandLab the host sponsor.  

You may also like:

How Revenue Operations Improves Customer Engagement

Hear the best of Rhoan Morgan here.

12
Mar 2019