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Sales Lead Management Association Radio

11
Sep 2020

Overcoming the Resource Demand of Virtual Events

Victor Kippes CEO Validar is Susan's guest

Measuring and managing virtual events is every marketer’s challenge.  Sales are suffering as live event leads have dried up and pipelines are falling.  In this program, Victor Kippes of Validar discusses how to track and measure virtual event attendees, content consumed, demos attended, attendee behavior and consequent pipeline contributions and sales made.  Every marketer for virtual events should listen to this program. 

About Victor Kippes

Victor Kippes is CEO of Validar Inc., a B2B lead management company that specializes in events. Victor 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 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 and service as well.


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

Funnel Media Group, LLC   

9
Sep 2020

What B2B Can Learn from B2C Customer Experience

Stuart Gilchriest from Hertz on Revenue Rebels with host, Rhoan Morgan of DemandLab

In many ways, CX and Marketing are the key parts of the business tasked with thinking about the future of the business, and in particular, customer needs. Businesses that closely align these two functional areas can have a greater impact on the customer experience, and essentially a better business outcome.

This month on Revenue Rebels, join us as Rhoan Morgan sits down with Stuart Gilchriest, Director of Customer Experience and CCXP at Hertz to explore:

  • Who owns CX and where it should live within an organization
  • The role data plays in a successful CX strategy
  • Tips B2B can take from B2C CX

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 2020

Driving Attendance to Virtual Events: Achieving Growth in a Downturn Economy

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Virtual Events are in, and everyone knows it, but getting people’s butts in seats, and staying engaged is a different matter.  Some say virtual events have engagement promise, but growth in this economy is elusive. Sruthi Kumar from Sendoso is here to tell us how to achieve growth in a downturn economy.

About our Guest

Sruthi Kumar is the Senior Marketing Manager at Sendoso, the leading Sending Platform. As the first marketing hire, she built the company’s marketing program from the ground up and often shares her insights as a speaker on webinars and at events. She is passionate about creating great in-person and virtual experiences, good content, best practices, and enabling her team to be successful. Sruthi also truly believes in the power of community, she is the co-founder of the Field Marketers FTW Slack community, a member of Revenue Collective, and Women in Revenue. Prior to Sendoso, Sruthi worked at Numerify, [24]7.ai, and Certain.

About Sendoso

Sendoso, the leading Sending Platform, is the most effective way for revenue-generating teams to stand out with new ways to engage at strategic points throughout the customer journey. By connecting digital and physical strategies, companies can engage, acquire, and retain customers easier than ever before. Founded in 2016, Sendoso is trusted by over 500 companies and has a vast global footprint, with a presence in North America, Europe, and Asia Pacific.

24
Aug 2020

Without a Sales Engagement Platform CRM is Just a Database

Darryl Praill, CRO VanillaSoft on SLMA Radio

Most sales managers believe that a CRM system is all they need to manage prospect leads.  Sales engagement software, however, solves the salesperson’s human failings that hamper sales success.  Sales and Marketing managers should listen to this program.

About Darryl Praill

Darryl Praill is the Chief Revenue Officer at VanillaSoft, the industry’s most established Sales Engagement Platform. As an accomplished award-winning marketer, a Sales World Top 50 Keynote speaker, a 2020 top 10 SaaS Branding Expert, a Top 19 B2B Marketer to Watch in 2019, a social media influencer, a category-leading podcaster, and a serial entrepreneur. Darryl has raised almost $100 million in venture capital, acquired, merged and taken companies public, been hired and fired, and worked for companies of all sizes.  Praill is the host of the very popular podcast, INSIDE Inside Sales,

About VanillaSoft

VanillaSoft’s signature queue-based technology has helped sales teams achieve three times more contact attempts, a 100% increase in calls and 30% less lead decay than with other systems.   Perfecting Lead Routing with Queue-based Technology drives the salesperson’s successful use of VanilaSoft Technology.

VanillaSoft was born and remains to this day the most powerful sales engagement platform on the market.  VanillaSoft’s core philosophy and development process is centered around a single concept: The Power of Simplicity. By focusing on simplicity, we allow our customers to achieve increased productivity, higher contact rates, and better sales accountability. Intuitive and easy-to-use, the VanillaSoft sales engagement platform keeps your sales team busy and focused on engaging your leads and growing revenue.

 FEATURES


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

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

12
Aug 2020

How To Leverage Video Marketing In Today’s Environment

Alisa Vossen on Revenue Rebels from DemandLab hosted by Rhoan Morgan

Being adaptable and relevant in today's market requires a powerful marketing strategy and incorporating video is a great place to begin. In this episode of Revenue Rebels, host Rhoan Morgan is joined by CEO of 522 Productions, Alisa Vossen to discuss how to effectively leverage video marketing. Alisa shares her team's latest "rebel act," how video improves the customer experience, and how to measure success and ROI.


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
Aug 2020

CMO Vacancy? Fill it With an Interim CMO Without Losing Momentum

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CMO slots cannot be vacant, even for a few weeks.  Learn how to keep up your momentum with a fractional/interim CMO which will gain momentum for you, not lose it.  This program is for the C-Suite executive that has an open spot for a CMO. 

To answer this need we interviewed Art Saxby, CEO of the largest Executive-as-a-Service firm providing outsourced Chief Marketing Officer services (fractional, interim, special project, and coaching). With over 100 hundred clients in any given month employing fractional and interim CMOs with Chief Outsiders national talent ranks, we asked Art about his company and the role of his CMO growth strategists.

  1. Who uses fractional CMOs?
  2. How does a company choose the CMO of their business?
  3. Do you place full-time or just fractional CMOs?
  4. I have heard that a fractional CMO costs no more than the employee cost (all in). Is this true?
  5. How long does it take to get a CMO on the job?
  6. What is the typical length of the engagement?
  7. Does the fractional CMO typically have experience in the industry for the company that hires them or is this even necessary?
  8. Are these fractional CMOs employees of Chief Outsiders?
  9. If a company likes the fractional CMO, can they hire them away from Chief Outsiders?
  10. What does a typical CMO cost for the hiring company?

About Art Saxby

Art Saxby is the founder and CEO of the country’s largest strategic growth implementation company focused on mid-size businesses. His firm, Chief Outsiders is an Executive-as-a-Service firm providing outsourced Chief Marketing Officer services (fractional, interim, special project, and coaching). 

About Chief Outsiders

Chief Outsiders supports growing or struggling companies by adding a market-focused senior executive to their leadership teams when the cost or complexity of full-time executive hires does not make sense. All 75+ CMOs at the firm have held positions of VP of Marketing at one or more major operating companies. 

 


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

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

4
Aug 2020

Virtual Trade Shows are Missing the Booth Barker

Scott Tokar, Trade Show Magician, CEO Corporate-Fx

Ever the optimist, Award-winning Magician, Scott Tokar, is looking forward to the irreplaceable trade shows he is a part of regularly. His corral of other performers know they can adjust and do online appearances, but nothing replaces the barker at a trade show driving people you never reached before to hear your message through entertainment. This episode of SLMA Radio, Susan Finch interviews Scott to talk about adjusting, the value of performers to help carry the "hosting" load at virtual and in-person events, as well as how you can plan for when in-person events return or how to stand out with your hybrid or virtual event.

 

About Susan's guest:

Scott Tokar, CEO Corporate-Fx Trade Show Magic Group

Scott Tokar is unique among magicians, having focused solely on corporate entertainment (Infotainment) and visual communication, he is known today as a “specialist” in tradeshow magic and sales meeting motivation. Unlike his magical colleagues, Scott does not perform in nightclubs, at kids' birthday parties, or picnics.

 

At the International Brotherhood of Magicians convention, Scott was invited to compete amongst fourteen other magicians from around the world. He was immediately recognized for his originality, technical expertise, and showmanship, and was granted the First Place Trophy for his Close-Up / Sleight of Hand Magic.

In 2011, at the 83rd I.B.M. International convention, Scott participated alongside 20+ “Street Magic” performers in the Annual I.B.M. “Strolling Olympics”. And this time, by a popular vote by his peers, Scott was named as “Best Comedy Magician” of the competition!

In addition to his busy corporate and tradeshow performing schedule, Scott has devoted his special "magical" abilities to reducing children's anxiety during doctor's visits through the "Side-Fx" magic project. Today, Scott can be found performing and speaking at medical conferences and meetings around the globe under the direct sponsorship of pharmaceutical and medical device manufacturers.

20
Jul 2020

How a Marketing Platform Drives Customer Experience

ACT-ON Software SVP of Marketing David Greenberg on SLMA Radio

 

Marketing in B2B companies is divided into those companies that have a sophisticated marketing platform (aka marketing automation system) and those that don’t.  Those without a marketing automation system or marketing platform don’t know what’s happening to their marketplace until their pipeline is evaporating before their eyes. While marketing automation software users revel in the revenue growth, the biggest benefit, says David Greenberg, is enhanced customer experience.  Our program this week has industry expert David Greenberg, SVP at ACT-On. He explains the benefits of the benefit of marketing automation and marketing platforms.

 

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9
Jul 2020

Why Relationship Building Is Key To Driving Marketing Success During A Crisis

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There are two pillars of marketing: success and engagement. Success is typically measured by revenue growth and business goal attainment. Engagement is focused on building relationships with your audience, proving value, and establishing lasting connections. This month’s guest, Joe Folan, shares how marketers can pivot from being selling-centered to relationship-centered to drive success.

About Rhoan's guest:

Today’s guest on the Revenue Rebels podcast is Joe Folan, the Vice President of Marketing for The Center for Leadership Studies. He has over 19 years of marketing experience having helped companies in various industries including technology, healthcare, nonprofit, and B2B companies through brand and offering evolutions in order to stay competitive and innovative in their space. 


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

8
Jul 2020

Actions Sales Leader Need to Take in a Recession

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There have been only three recessions in the last 30 years, 1990 2001 and 2007, prior to the current COVID Crisis.* This makes it difficult for more than half of all sales managers to know what to do because they’ve had limited experience managing during a recession. Steve Benson of Badger Maps tells sales managers what actions to take during this current recession. This program is for sales and marketing managers.

Some Tough Choices for Sales Management

Fire non-performers? Hire and expand? Discount? Spend more on marketing? Bury your head in the recession sand and hope for the best? Retrain the salespeople? Change compensation plans? Pay on profit or pay on gross revenue? Fire the salespeople and wait for better times? Slash the marketing department? Hoard cash?

About Steve Benson

“Steve Benson is the Founder and CEO of Badger Maps, the #1 route planner for field salespeople. After receiving his MBA from Stanford, Steve joined Google, where he became Google Enterprise's Top Sales Executive in 2009.

 In 2012 Steve founded Badger Maps to help field salespeople be more successful with multi-stop route planning. He also hosts the Outside Sales Talk podcast where he interviews industry experts on their top sales tips.”

 * History of Recessions in the United States


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

Funnel Media Group, LLC   

24
Jun 2020

Building a Company Based on the Inner Athlete

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Whether we were on a team requiring competent levels of motor skills, strength, power, speed, agility, balance, coordination, and endurance, or in a company or club where we work together, and make a personal sacrifice for the collective benefit of our friends or colleagues there are common themes to the success of the team. SquadLocker founder and CEO Gary Goldberg lives these values, encourages them within SquadLocker, but also in his daily life. He and our host, Susan Finch both admit they were probably tied for last place for being chosen to be on teams as they were growing up. But, there are so many ways our children can learn the value of a good mentor, coach, and team experience that will set them up to be the one EVERYONE is vying for them. 

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22
Jun 2020

Lead Conversion is a Process: Your Process Can Make a 100% Difference in Sales

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Marketing knows that lead conversion is a process. The lead conversion process you choose, says Nicolas Vandenberghe  CEO and Founder of Chili Piper, will make you a winner or loser. This program is for marketing management.

Choose the right lead conversion process and you’re a winner. Choose wrongly and no one wins.

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11
Jun 2020

Transforming Your Organization into a Revenue Marketing Powerhouse

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This month's Revenue Rebel joining the podcast is Shannon Dougall, Head of Marketing at DevFacto and she's giving listeners insights on revenue marketing, organizational alignment, and more. Listen in as Shannon shares:

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19
May 2020

How Often Do You Need to Record a Podcast?

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Podcasts continue to grow as a popular B2B media. The question is, What should my podcast frequency be to gain the largest audience?  This program answers the question that new and seasoned podcasters most often ask.

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28
Apr 2020

How Social Dynamic Selling Boosts B2B Sales

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We know 1-to-1 selling has a low yield. Hear how Rylee Meek’s Social Dynamic Selling process sold $88 MM for his clients. This show is for B2B and B2C sales and marketing managers.

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21
Apr 2020

Speed to Lead – 10 Surprising Facts About Sales Lead Response Time

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Every marketer should know that sales lead response time is vitally important. Nicolas Vandenberghe tells us how it impacts revenue.  This episode is for revenue managers that need every advantage to increase sales and get the most from each marketing dollar spent.

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6
Apr 2020

How Fractional CMOs are Changing the Game for B2B

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Chief Marketing Officers’ average tenure continues to fall to approximately 3.5 years as the importance of the position has correspondingly increased.  Whether this turn-over can be attributed to career changes in a difficult labor market or impatience of CEOs, the demand for CMOs’ continues to grow. Add with the substantial complexity of the CMO’s job because of new technology offers and a corresponding shortage of skilled marketers, the end result is that many companies are falling behind in the marketing race. With the pressure for marketers to “out-market their competitors” has brought the demand for fractional or interim CMOs to fill vacancies in a critical job. 

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19
Mar 2020

How to Become Unforgettable with Jeanne Bliss

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Jeanne Bliss is a leadership and customer experience strategic advisor and keynote speaker who helps the worlds' most beloved companies become unforgettable; earning growth and admiration through their elevated business practices and the humanity of their people.

In this episode, Jeanne shares how true customer experience transformation can and should lead to companies and brands becoming unforgettable.

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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

24
Feb 2020

How to Create the Most Valuable Content that Contributes to Sales

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Content starved marketing departments are constantly searching for content of whatever ilk to feed the ravenous public, be they prospects or customers.  Salespeople are frustrated by content deliveries that don’t exactly pertain to the prospects need and is therefore useless.  Even if the right content is created this month, it is often out of date within a short period of time and no one is pleased.  In this program, Bethany Fagan, Content Marketing Manager at PandaDoc discusses how to satisfy both sales and the prospects with content that contributes the most to sales.

 

 

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