Sales Lead Management Association Radio header image 1

Sales Lead Management Association Radio

5
Dec 2018

How to Accelerate Company Growth Strategically (Part 2)

20181101-tweet-rr-morgan-praill.jpg

Revenue Rebels spotlights rule-breaking marketing and sales leaders who are accelerating business growth with a fanatically customer-centric approach and this month we’re excited to welcome Darryl Praill, Chief Marketing Officer at VanillaSoft back to the podcast.

Did you catch last month’s episode? Well, we’re back with part 2 as Darryl details the last 2 steps in his 4-step approach to strategically growing VanillaSoft in just over a year. Darryl and host, Rhoan Morgan discuss team restructuring, business team alignment, and transformation results. 

About Darryl Praill
Darryl Praill, Chief Marketing Officer of VanillaSoft, is a high-tech marketing executive with over 25 years’ experience spanning startups, re-starts, consolidations, acquisitions, divestments and IPO’s. He has been widely quoted in the media including television, press, and trade publications. He is a guest lecturer, public speaker, and radio personality and has been featured in numerous podcasts, case studies, and best-selling books.

 
28
Nov 2018

What Sales Leadership is in Denial About

00:0000:00

 20181025-tweet-oo-sixsmith.jpg

Join host, Mari Anne Vanella on Outstanding Outbound as she welcomes Dan Sixsmith. Dan Sixsmith is a well-known Consultant , Speaker, Trainer, Coach and active blogger on the topic of Sales excellence. He works with large global sales teams in addition to individual executives. Recently, he joined the Board and serves as CMO of a non profit organization dedicated to protecting teens from substance abuse and speaks frequently on the subject.

12
Nov 2018

Ready, Set, Grow! with guest, Greg Stock, CEO - Zenoss

00:0000:00

20181115-tweet-rsg-stock.jpg

Host, Laura Patterson interviews Greg Stock, CEO, Zenoss for her monthly program: Ready, Set, Grow! 

Ready, Set, Grow! is to provide a venue for CXOs to share their insights on what it takes to successfully achieve organic growth, lessons learned, the role they believe Marketing needs to play in growth and how they measure Marketing’s contribution beyond this “quarters” revenue. 

About Greg Stock:

Four-time software CEO Greg Stock is known for developing award-winning software applications, transforming organizational cultures, and successfully guiding companies through venture funding, M&A, and IPO. Greg’s track record spans more than 20 years of executive leadership with high-growth companies including Vovici (acquired by Verint), Mirage Networks (acquired by Trustwave), Vastera (IPO), and Manugistics (IPO).  Currently, Greg is the Chairman and CEO of Zenoss, a leader in IT Management software in Austin, Texas. Greg has led Zenoss to double-digit growth for four consecutive years and helped the company claim its spot as a 2017 Austin Business Journal’s “Best Places to Work” and 2016 Forbes “Best Places to Work.” Greg has also been named as a finalist for E&Y Entrepreneur of the Year in 2017 and 2018. Greg holds undergraduate and graduate degrees from Penn State. He still holds the record as the longest-tenured Drum Major in Blue Band history serving from 1982-1987.  He was the Smeal College’s first recipient of the Distinguished Undergraduate Achievement Award in 2008 and for the past 13 years, Greg has been a guest lecturer and mentor in the Smeal MBA Program. 

About Zenoss:

Zenoss helps the world’s largest organizations ensure their IT services and applications are always on.  From top secret military missions, to filling online prescriptions, or broadcasting the world’s most popular TV shows, Zenoss helps organizations keep mission critical services running by predicting and eliminated IT outages through IT Management Software. 

5
Nov 2018

A Deep Dive into a Self-Funded Start Up with Maria Grineva

00:0000:00

20181108-dd-tweet-grineva.jpg

For the November 2018 episode of Data Dump, Mark Godley, CEO of LeadGenius, chats with Maria Grineva, CEO and Co-Founder at Orb Intelligence, about her experiences as a serial entrepreneur in the data space over the last decade. What sets Maria apart from the pack is that she has built her companies without venture capital funds. This has allowed Maria to create companies at her own pace, grow organically and create products that she and her team have complete control over. Maria has a perspective on the industry that we all wish we had...pure and free! Join us this month to get the scoop on how Maria is growing and expanding Orb Intelligence on her own terms.

About our guest, Maria Grineva

Maria Grineva (Grin-yella) is a computer scientist and tech entrepreneur. Over the last 10 years, she has built two successful technology businesses. Currently, as a Founder and CEO of Orb Intelligence, Maria's mission is to bring high-quality firmographic data and advanced tools to use it to fuel B2B advertising, marketing, and sales.

Before starting Orb, Maria worked as a Senior Scientist at Yandex, where she led a team of engineers and scientists to build a social search product called Wonder.

In 2009, Maria co-founded TweetedTimes, a personalized news service which was acquired by Yandex in 2011.

In 2010, Maria co-founded Teralytics, a big data consulting services for Swiss corporations.

Maria has a PhD in Computer Science from Russian Academy of Sciences with specialization in database systems, followed by two years in ETH, Zurich as a postdoc in Database Systems group. She has published her research work at prestigious academic conferences: WWW, SIGMOD, VLDB, and others.

2
Nov 2018

Failure of Salespeople is Self-Imposed by Companies

00:0000:00

slmaradio-andy-paul-failure-of-salespeople.jpg

Andy Paul, author and founder of the Sales House says that the sales profession is in a self-imposed crisis. Companies spend freely to hire salespeople only to find them fail and then they simply fire them and hire more like them.

Seldom does a company look into the reasons for the expensive turn-over. They certainly don’t examine their own on-boarding and training processes. Sales managers are often to blame for hiring glib people who don’t have the skills to sell, but no one questions them. These “salespeople” get occasional coaching, but they don’t get sales skill training from their company, and few of them take the time to learn on their own. Of course, they learn features and benefits of their products but it usually ends there.

In this interview, Andy Paul discusses:

  • The gap in the sales training industry
  • Why human aspects of training are overlooked
  • Why sales “professionals” don’t take time to learn on their own
  • The consequences of companies failing to train new and senior salespeople
  • Why salespeople fail to take ownership of their own professional development

About Andy Paul

I’ve grown and managed large sales teams from scratch. I’ve coached average performers into being top producers.

And, yet, every new position I took on in my career presented a challenge and required that I re-invent myself. I had to educate myself about new technologies, new solutions, new products, new customers and their unique requirements. Every single day I had to take the responsibility to make myself smarter and better. There was no training that would do that.

It was this experience of assuming responsibility for my own career education; of using day to day learning to power my way to whatever successes I achieved, that inspired me to start my own company in 2000. Since then I’ve been on a mission to educate sales leaders and sales professionals about the power of continuous learning to transform how they perform. My message is getting out and more and more people are paying attention. I’m #8 on LinkedIn’s list of the Top 50 Global Sales Experts to follow. More than 140,000 people have signed up to follow the advice I share there. My podcast, Accelerate!, is on the top of every list of the best sales podcasts with nearly 2 million downloads to date. Accelerate! is also on INC’s list of the top leadership podcasts. My two award-winning books, Zero-Time Selling and Amp Up Your Sales, were both Amazon best-sellers.

 About the Sales House

The sales House offers 400+ Hours of World-class Sales Education.  Everything You Need to Create A Fulfilling and Financially Rewarding Sales Career... And We Mean EVERYTHING!

I built my career by following the advice of a wise man who said that in life you should try to: “Learn something about everything. And, everything about something.”

You should too.

To help you achieve this I’ve laid out 400+ hours of sales instruction into 21 categories, that encompass 41 unique sales topics. We have “something about everything”.

What is the “everything about something” you must learn about sales? It’s about the human element of selling. It’s about how to connect and engage the interest of another human, to build trust and inspire them to take action. In short, it’s about relationships.

31
Oct 2018

4 Steps to Accelerating Company Growth

00:0000:00

20181101-tweet-rr-morgan-praill.jpg

Revenue Rebels spotlights rule-breaking marketing and sales leaders who are accelerating business growth with a fanatically customer-centric approach and this month we’re featuring Darryl Praill, Chief Marketing Officer at VanillaSoft.

Since joining the VanillaSoft team a year ago, Darryl has transformed the sales and marketing process and increased lead flow by launching an inbound marketing strategy and an aggressive digital marketing program supported by a strong sales and marketing stack. If you’re a marketing leader ready to elevate your company, tune in to this episode to hear Darryl’s 4-step approach to accomplish this and more.

Guest: Darryl Praill, Chief Marketing Officer, VanillaSoft

Guest Bio: Darryl Praill, Chief Marketing Officer of VanillaSoft, is a high-tech marketing executive with over 25 years’ experience spanning startups, re-starts, consolidations, acquisitions, divestments and IPO’s. He has been widely quoted in the media including television, press, and trade publications. He is a guest lecturer, public speaker, and radio personality and has been featured in numerous podcasts, case studies, and best-selling books.

23
Oct 2018

Where AI Fits into the Big Picture of Sales

00:0000:00

 20181025-tweet-oo-brown3.jpg

Outstanding Outbound host, Mari Anne Vanella welcomes Joe Brown, SVP Worldwide Sales at kare, an AI company. They’ll discuss tools and methods that can help conversations become more complex and empower reps to have more access to information to progress the sales cycle further on discussions in real-time.

About our guest, Joe Brown:

Joe is a visionary, results-oriented technology leader with a wealth of experience building profitable high growth SaaS and eCommerce organizations. Having held numerous management-level positions at the likes of Edify, RightNow Technologies, and Avangate, Joseph's key knowledge of the customer support industry has resulted in kare's rapid growth and adoption in the customer support market.   

About kare:

Founded in late 2013,  kare (formerly Gluru) helps businesses eliminate the need for writing responses while also ensuring that the knowledge is kept up to date and actionable.

When a customer’s query arrives, kare identifies the request, analyzes it to understand the intent of the issue(s), and provides an accurate response immediately. But that’s not all. Some queries are too detailed or sensitive to be handled through self-assist. That is why kare does not seek to replace customer support agents. Instead, it provides a self-maintaining, knowledge-base system to help agents quickly and appropriately respond in detail to escalated queries.

9
Oct 2018

A Different Kind of Data Buyer: Private Equity Investing in Data Companies

00:0000:00

Listen on iTunes while you shop Amazon 

20181011-dd-tweet-mironov.jpg

This month’s Data Dump Podcast spotlight’s a different kind of data buyer - a buyer of data companies.  Mark Godley, Data Dump Host & CEO of LeadGenius, chats with Jason Mironov, Principal TA Associates, about the role that private equity investments play in the data world.  Jason eloquently explains how private equity and VC funding companies differ in focus and how TA Associates helps companies maintain self-sufficiency, grow profits strategically and how best to set up companies for success.  Tune in to get a different look at the B2B data world as well as some future predictions that just might help your investments.

About our guest: Jason Mironov

Read the rest of this entry »

9
Oct 2018

Funnel Radio Channel Programs for Sept 27 2018: Five Programs hosted by Praill, Vanella, Peterson, Heinz and Silverman

00:0000:00

 These are the programs for the Funnel Radio Channel broadcast of Sept 27th. Listen to the entire moring or choose the individual programs below:

Tweet-todays-funnelradio-lineup-20180927

  Read the rest of this entry »