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Sales Lead Management Association Radio

18
Sep

How the latest brain research can increase your sales

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Neuromarketing author, Patrick Renvoise, discusses how brain research and his neuromarketing concepts as outlined in his best selling book, "Neuromarketing: Undersanding the Buy Buttons in Your Customer's Brain," have changed the way we market and sell. Mr. Renvoise will also give us a peak into a new edition of his book due out next year. The host is Jim Obermayer.

Prior to co-foundeing SalesBrain, Patrick was in charge of Business Devleopment first at Silicon Grpahics then at LinuxCare. While marketing super-computers and complex software solutions to some of the world's most brilliant scientists at NSAA, Shell, Boeing, Airbus, BMW, and more, he becoame fascinated by the human brain. Patrick then started to investigate a scientific model to explain how humans use their brain to make buying decisions. He spent two years researching and formalizing the first, 100% science-based persuasion model called NeuroMAP™ In 2002 Patrick and his business partner, Dr. Chsitophe Morin, co-authored the first book on Neuromarketing and published NeuroMAP™. This properitary, award-winning methodology has been used for the past 15 years to help over 6,000 companies worldwide SCIENTIFICALLY CAPTURE, SCIENTIFICALLY CONVINCE and SCIENTIFICALLY CLOSE more business.

Parick recevied a Masters in Computer Science form the National Institute of Applied Sciences (Lyon, France). He is currently serving as Chief Neuromarketing Officer of SalesBrain. To get a diagnostic on the impact of your sales and marketing startegy on the brain of your customers, contact Patrick at, patrick@salsbrain.com

12
Sep

How to Improve Your Nurture Content with Neuromarketing Principles

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DemandGen International Founder David Lewis, author and DemandGen Radio host, shares with us thoughts on Neuromarketing (aka Nueroscience) and six principles he applies to programs with his clients.  David has studied the science of Neuromarketing and its application to content delivery for prospects.   The host is Jim Obermayer.

About David Lewis

For more than 20 years, DemandGen International CEO David Lewis has been a pioneering innovator in digital marketing, and has overseen marketing for some of Silicon Valley’s leading technology firms. David and his team at DemandGen have been at the forefront of the transformation taking place in marketing by helping 100’s of the top sales and marketing teams around the world incorporate marketing technology to drive predictable and sustainable growth. David is an accomplished speaker, thought leader, host of DemandGen Radio, and author of the #1 book on lead management Manufacturing Demand.

About DemandGen International

There’s a beautiful spectrum of marketing cloud technology out there, from marketing automation systems, to integrated CRM platforms, to sophisticated predictive analytics solutions and thousands of other marketing technologies. It’s a spectrum that’s growing as deep as it is wide. So today’s real challenge is about applying these technologies to drive growth through integration, adoption, alignment, and execution. It’s about having an actionable vision with the right people, processes and experience to make it a reality. That’s the challenge that DemandGen answers every day for competitive companies around the globe.www.demandgen.com

Related:

DemandGen Radio

Neuromarketing on Wikipedia

Neuromarketing World Forum – Singapore 2018

Brainfluence: 100 Ways to Persuade and Convince Consumers with Neuromarketing 

15 Powerful Examples of Neuromarketing in Action

The Hacking of the American Mind: The Science Behind the Corporate Takeover of Our Bodies and Brains

 

SLMA Radio Sponsorship

 adView.cfm?id=396Whether 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

30
Aug

Why Should Sales People LOVE Tradeshows?

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In business these days, it’s increasingly difficult to connect by phone, let alone face to face meetings, which is why Tradeshows are back in fashion with a vengeance. This should affect your planning now to really extract ROI from your Event Program.  During this conversation, program host Peter Gillett and Jim Obermayer founder of the Sales Lead Management Association will discuss:

  • The role of Marketing planning for Sales
  • Why CRM data is key to sales productivity
  • How to take Booth design to a new level which helps sales
  • The role of private events, not just users conferences are important to sales

About the Host Peter Gillett

Peter Gillett is CEO of Zuant where he’s responsible for driving product development and client roll-outs of Zuant , the award-winning Mobile Lead Capture app across US corporations.  An entrepreneur and innovator, Peter created the world’s first web-based CRM system funded by Lucent Technologies in the 1990s. CRM, lead generation and follow-up are still the focus for Zuant and its network of NACCENT call centers around the globe.   Gillett will be a reoccurring host on SLMA Radio.

Contact Peter via email at Pete@Zuant.com

22
Aug

How to Optimize Customer Experiences for 4-10X Revenue

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The rallying cries up and down the halls of marketing today is, “How do we address customer experiences?” Read the rest of this entry »

16
Aug

Innovations in Mobile Lead Capture

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How Mobile Lead Capture is the Future for Better Qualified Leads from Events

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Read the rest of this entry »

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May

Will Artificial Intelligence Replace Marketing Departments?

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Dozens of companies are starting up, it seems almost every day, to apply artificial intelligence and the connecting technology of machine learning to provide new ways to market, find prospects, and qualify leads. 

Existing companies are racing to use new AI applications in their own technology to compete by increa Read the rest of this entry »

15
May

AI for Sales Training a Prophecy Come True

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AI for everything is becoming the AI for anything…to hear some wags tell it; but the reality is different from the dreams and marketing hype. The reality is this instance is the use of AI for sales training representatives to become more methodical in their approach to sales is real, over-due and  enormously useful. "This has great rewards," says Sabrina, "And no downside.”  Sabrina was on CRM Radio in April: The Future of Artificial Intelligence for Salespeople

The host is Jim Obermayer

About Sabrina Ateniza Read the rest of this entry »

9
May

How to track Mysterious (Anonymous) Website Traffic within your CRM System

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It’s lovely to have website traffic, but almost useless unless you know who the visitors are. The key element is to combine your web analytics and CRM data to turn anonymous visitors into real people.  John Cheney, CEO of Workbooks CRM tackles how he has solved the mystery of the mysterious visitors.  The host is Jim Obermayer. Read the rest of this entry »

1
May

The Four Must-Have-Tools Every B2B Marketing Department Needs

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In this first of a series of interviews we interview Jeanne Hopkins about the four must-have-tools every marketing department needs. With the proliferation of software programs, processes and web-based tools marketing is no longer as simple and straight forward as it once was. Hopkins is the Senior Executive VP/CMO of Ipswich. The host is Jim Obermayer.

About our guest, Jeanne Hopkins, Executive Vice President and Chief Marketing Officer at Ipswitch Read the rest of this entry »

26
Apr

Was that Show Worth It? How to Measure Revenue for Trade Show Investments

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We know that trade shows are a must-have marketing campaign, but each has the cost of the show and the people (people are often 2X the cost of the show).  The good news is that trade show leads take fewer touches to close, but shows are often not measured by their revenue contribution.  In our interview with Victor Kippes, founder and CEO of Validar, he explains how to measure the revenue contribution and how to avoid cutting shows from the schedule because no one can answer, “Was that show worth it?”  The host is Jim Obermayer Read the rest of this entry »

17
Apr

How AI is Affecting Natural Language Searches for First Time Results

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Inbenta believes key word searches are out as AI is being used for natural Language searches (aka as NLP-natural language processing).  The Inbenta program understands the nuances of human conversation, so it answers a query based on meaning, not individual keywords.  What this means in the world of customer service, e-commerce searches, and cross selling, to name a few applications, is substantially more satisfied users.   We’ll learn more in our discussion with Inbenta founder Jordi Torras.  And yes, Avarta’s can be part of your solution. The host is Jim Obermayer. Read the rest of this entry »

11
Apr

Is Buying an Appointment the right thing to do?

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When asked, salespeople will always, always say that what they need is a qualified lead.  No one can deny that there is no better qualified lead than an appointment with the right person that is considering purchasing a product in their space.  In this interview with Mari Anne Vanella, CEO of the Vanella Group, we discuss how an outside service can be so effective in getting an appointment with the right person.  The host is Jim Obermayer. Read the rest of this entry »

4
Apr

7 Ways to Lead Your Team When You Don’t Have the Answers

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Don’t wait till you’re at the end of your rope.  Take steps to avoid burnout, and align your everyday tasks to your business goals.  In this interview with Jessica Dewell we discuss her 7 ways to lead a team how to avoid brain clutter, how to respect your intuition and when is too much time management really too much.  The host is Jim Obermayer Read the rest of this entry »

27
Mar

How Badger Maps increases Sales Rep’s Productivity by 25%

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How outside sales representatives spend their time is always in question, but the sales manager seldom looks to mapping software as a way to solve the time on-the-road AND productivity issues.  During our program with Badger Map’s CEO Steve Benson, he explains how mapping software is so much more than a route planner when it comes crushing sales quotas.  The host is Jim Obermayer.  Read the rest of this entry »

20
Mar

How to Double Qualified Leads from Trade Shows

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250-SLMARADIO-20170323-rebhan.jpgEveryone, yes everyone, knows that trade show leads close faster than any other type of lead (fewer steps in less time).  With the fixed cost of a trade show going in, the challenge is how an average company can get the maximum number of qualified leads. Double the number of qualified leads, (which reduces your lead cost in half) and you will increase sales by 100%. Sounds farfetched but not really; our guest George Rebhan of LeadValu will tell us how to do it.  The host is Jim Obermayer.

About our Guest  George Rebhan
George is president and co-founder of LeadValu LLC, and an accomplished entrepreneur and product development expert with over 30 years of experience. He’s been part of the founding or executive management team for a number of start-up or early stage companies. George also played a key role in the acquisition planning/strategy and post-acquisition integration for those companies. Read the rest of this entry »

14
Mar

The Greatest Number One, Worst of All time, Failure of Sales Management

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250-SLMARADIO-20170316-benson.jpgSales management takes its lumps and everyone has an opinion about the failure of sales management.  In this program, Steve Benson, CEO of Badger Maps shares his opinion about the number one failure of sales management and what can be done to fix it.  The host is Jim Obermayer.

Our Guest Steve Benson

Steve is the Founder and CEO of Badger Maps. After receiving his MBA from Stanford, Steve worked in Outside Sales and Sales Management at IBM, HP and Google where he worked in the enterprise sales group. Steve was Google Enterprise's Top Sales Executive in 2009. In 2012 Steve founded Badger Maps, the #1 Sales App in the Apple App Store, which helps Field Sales People be more successful.

About Badger Maps, Inc Read the rest of this entry »

6
Mar

The Growing Value of Podcasting for B2B Marketing

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250-SLMARADIO-20170309-andypaul.jpgOur guest today, Andy Paul will talk about the Growing Value of Podcasting for B2B Marketing.  He is an author, consultant and podcaster.  In the past 18 months Andy’s podcast series called Accelerate has had 394 episodes (averaging six programs a week).  In this time he has learned a lot about podcasting, what works and what doesn’t and how import this medium can be for B2B  marketers.  The host is James Obermayer, Publisher for the Funnel Media Group and Founder of the Sales Lead Management Association. Read the rest of this entry »

1
Mar

How to get Targeted Leads at Targeted Accounts Near the Bottom of the Funnel

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250-SLMARADIO-20170302-mosenson.jpgHear Paul Mosenson, president of NuSpark Marketing defines ABM while truthfully dispelling misconceptions of ABM potential for small and large companies.

Answering:

  1. How can SMB’s take advantage of Account Based Marketing?
  2. How do you measure account-based marketing?
  3. How do firms identify target accounts?
  4. How does ABM use predictive marketing tools?
  5. What is a technology stack, do you already have it and how do you manage it?
  6. What is exactly is an ABM ad platform and how do they work?
  7. A key element of ABM is content personalization.  How is that managed?
  8. Can traditional top of funnel lead generation and lead nurturing still work?
  9. Why does it take so long to get started with Account Based Marketing?
  10. What is the single greatest hurtle to a quick ABM startup?

About Paul Mosenson Read the rest of this entry »

20
Feb

Tips for Leading an Organization through Change

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250-SLMARADIO-20170223-dordar.jpgChange can be met with eagerness or dread and the last is most common.  We are met with accelerating, bewildering change almost daily and our guest this week, the CEO of PerfectMind, Farid Dordar discusses one of his favorite subjects, tips for dealing with change.   The host is Jim Obemayer. Read the rest of this entry »