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Sales Lead Management Association Radio

12
Nov 2018

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

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

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5
Nov 2018

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

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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.

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2
Nov 2018

Failure of Salespeople is Self-Imposed by Companies

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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.

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31
Oct 2018

4 Steps to Accelerating Company Growth

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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.

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23
Oct 2018

Where AI Fits into the Big Picture of Sales

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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.

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9
Oct 2018

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

Listen on iTunes while you shop Amazon 

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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. 

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9
Oct 2018

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

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

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8
Oct 2018

An Entirely New Way to Write a Book - JT McCormick on Ready Set Grow

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Host, Laura Patterson interviews JT McCormick, CEO/President of Book in a Box for her new monthly program: Ready, Set, Grow! 

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1
Oct 2018

The Role of Product Marketing in Supporting the Sales Process

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Product marketing sits at the intersection of product, marketing, and sales, making it a critical function in enhancing value creation for the customer and supporting sales enablement.

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25
Sep 2018

How Variables in Selecting a TM Service Drives Price

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Host Jim Obermayer interviewed Debra da Costa, president of Direct Marketing Partners ands they tackled the difficult subject of choosing a "Contact Center" that is as measurable as your own staff. 
 
25
Sep 2018

The REAL Alignment Between Sales and Marketing in B2B - Diane Updyke

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Learn how modern sales teams operate effectively using tools, automation, and critical thinking to build pipeline and get deals across the line.

Diane Updyke works with some of the top names in tech helping them streamline sales and revenue attainment in the B2B landscape. She comes from a history of engaging marketers with the right solutions to automate and acquire customers. At Eloqua and Crowd Factory/Marketo, as the VP Sales, she successfully led a sales team through significant growth year-over-year. For over 15 years, Diane has managed sales teams for startup and established companies; including business intelligence (Oracle) and infrastructure (early days of WebLogic).

Diane is currently an Advisor and Consultant for several startups in Martech and Salestech. After building and contributing to over 6 sales teams, she has documented her experience & insights, plus received contributions from CEOs, VPS, CMOs, and VCs.

 

18
Sep 2018

Marketing Drives the Pipeline and Owns It - Obermayer Podcast

Listen on iTunes while you visit McDonald's 

 

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The sales pipeline, aka the sales funnel is the long-standing measurement of the past, present and future for a company.  In the not too distant past marketing dumped demand into the beginning (top) of the pipeline and sales took responsibility for the rest of the process.

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17
Sep 2018

Ready, Set, Grow! with Marc Hafner

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Host, Laura Patterson interviews Marc Hafner, CEO/Chairman, Revionics for her monthly program: Ready, Set, Grow! Thursday, 9/20, 10:30am Pacific. 

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 our guest, Marc Hafner, CEO/Chairman, Revionics

Marc Hafner is an award-winning CEO with more than 25 years’ experience successfully driving leading growth in organizations ranging from startups to large Fortune 500 divisions. Marc has a strong track record of building growth and value for stakeholders including investors, employees and customers. Marc has developed strategies and led organizations to compete effectively and win globally against the best such as Oracle, IBM, SAP, SAS, HP, Dell, EMC, Alcatel, Cisco and Microsoft in segments including SaaS, analytics and machine learning, enterprise software and other innovative industries globally. Marc’s other passion is rock and roll guitar, and with his band Lost in Austin he rocks it at events such as NRF’s Rock and Roll Retail and Revionics Insight.

10
Sep 2018

Fool’s Gold? Life After Your Tech Purchases

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Mark Godley puts Jim Gearhart, Senior Director, Enterprise Business Applications & Development at Zendesk, in the hot seat to discuss all things Martech.  Jim has an abundance of knowledge, insight and strong opinions about how to build a tech stack that will actually improve ROI and the data you need to fuel it. 

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4
Sep 2018

Revenue Operations: a growing approach to marketing and sales alignment

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Growth and revenue are common themes for all companies. Getting all teams onboard to support revenue and business growth goals isn’t a small undertaking. Hence, the rise of revenue operations and roles like Chief Revenue Officer, which exist to bring synergy between revenue-generating teams like marketing and sales.

This episode of Revenue Rebels examines the role of revenue operations in advancing marketing and sales alignment and explores the impact of this effort across business teams. Rhoan Morgan, CEO of DemandLab, talks with Tijana Muratovic, Director, Sales Operations & Enablement at Fiix Software to discuss how the rise of revenue operations is guiding marketing and sales towards true alignment.

About our guest:

A true problem-solver at heart, Tijana has a strong history and passion for building revenue functions and teams from scratch. Dedicated to the world of B2B technology, specifically SaaS, her career started on the marketing side of the revenue generation engine. While she always appreciated the creative side of marketing, as a very results-driven individual, she embraced very early on marketing automation and the measurable aspects of marketing. This led her to her first role in Sales Operations and Enablement, an area that has become her true passion. A lifelong learner and also a dedicated mentor, Tijana is one of the founding members of the Sales Enablement Society's Toronto chapter, and a very active contributor to the Revenue Operations Network.

1
Sep 2018

What can AI do for me? Speaking to the puzzled, intrigued and curious.

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What do sales managers say about AI as a tool to help them manage? Are they welcoming or defensive. Our guest, Anil Kaul, says that most are still puzzled, intrigued and curious. Tune in Thursday 10:30am Pacific.

He asks us to ask the question, "What am I going to be doing next to increase productivity?" First, hire the right sales person, coach them, and spend the time training them. Companies spend a lot of time hiring and firing sales staff. They take the hit and miss approach. And now sales managers are expected to spend all of their time coaching. Listen to how this can be solved so sales can get back to SALES and managers can better use their time. 

It's almost like a pocket coach telling you what will work best next. THIS is a great support for managers. But what about the companies that choose to hire coaches?

  • not easy to find
  • coaches are expensive
  • acoach does best on what they know and experience.

AI has all the data available. 

  • AI learns from history of that client or prospect.
  • AI learns from other similar prospects and clients and can go back in history to see what has worked in the past.
  • AI learns from your best sales people.
  • AI continuously learning, finding patterns and humans might miss.
  • AI learns in real time and can adjust in real time based on new data.

We expect too much from our sales teams:

  • expect sales to consume tons of information - read the news, make connections from all the information.
  • be analtyically so good to figure out what is the best plan for their customer or prospect.
  • best sales people have that intuition, but 98% don't have that skill.

Listen to this show to the solution for sales and sales managers. Let's get back to sales being an enjoyable, exciting job!

About Anil Kaul

Anil has over 22 years of experience in advanced analytics, market research, and management consulting. He is very passionate about analytics and leveraging technology to improve business decision-making. Prior to founding Absolutdata, Anil worked at McKinsey & Co. and Personify. He is also on the board of Edutopia, an innovative start-up in the language learning space.

An in-demand writer and speaker, Anil has published articles in McKinsey Quarterly, Marketing Science, Journal of Marketing Research and International Journal of Research. He was recently listed among the ‘10 Most Influential Analytics Leaders in India’ by Analytics Magazine India and has been quoted as a “Game Changer” in Research World. Anil has spoken at many industry conferences and top business schools, including Dartmouth, Berkeley, Cornell, Yale, Columbia and New York University.

Anil holds a Ph.D. and a Master of Marketing degree, both from Cornell University.

 

About Absolutdata:

Absolutdata products and services deliver scalable business impact across the enterprise by combining cutting edge AI and ML with its heritage in analytical frameworks, business understanding and technology. A full suite of AI-powered products and data science services are changing the way global brands make decisions. Absolutdata’s NAVIK AI Platform has pre-built solutions, customizable solutions, and enabling services to get an enterprise AI-ready. The growing set of AI-powered SaaS solutions include NAVIK SalesAI, NAVIK MarketingAI and NAVIK ConceptAI. The services teams build custom solutions based on NAVIK AI. Founded in 2001, Absolutdata is based in San Francisco and employs 400 professionals across offices in San Francisco, New York, Chicago, London, Singapore, Dubai and Gurgaon.

31
Aug 2018

How to Know the Names of Companies and Visitors that Visit your Site

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Of course, some companies are pleased with a 2-4% website conversion, but substantial gains in sales can be accomplished by knowing the names of the companies and visitors to your site; that is the real payoff for marketing and sales.

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.

About John Cheney

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20
Aug 2018

Ready, Set, Grow! with Guest Kevin Jones

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Host, Laura Patterson interviews Kevin Jones, Founder and Former CEO Anovia for her monthly program: Ready, Set, Grow! LIVE Thursday, 8/23, 10:30am Pacific. 

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15
Aug 2018

Two Old Dogs and a Young Pup - Generational Perspectives on B2B Data

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Mark Godley sits down with Karan Singh, COO at SalesSource, and Lars Nilsson, CEO of SalesSource, to discuss why data can make or break B2B GTM strategy. Between the three of these data dogs they know a thing or two about data and most of it has been learned through trial by fire in their early years. Join the podcast to hear what pitfalls to avoid when choosing a data provider and what defines success.  

Karan Singh, COO, SalesSource
With over ten years of experience managing and growing Sales Operations functions at hyper growth companies, Karan has been at the forefront of Enterprise Sales Operations for B2B technology companies in the Silicon Valley. 

Most recently, Karan led the global Sales Strategy, Programs & Analytics role within Cloudera, where he was responsible for driving the Go-To-Market Strategy, which was instrumental in the overall IPO readiness and execution effort within the company. Karan has also held leadership roles within Corporate Operations (Deal Desk, Order Management), Sales Systems and Compensation Design. 

Prior to serving as the co-founder and COO of SalesSource, Karan held leadership roles at ArcSight and Cloudera, both of which were propelled to an IPO through strong operational infrastructure and sales strategy. 

 

Lars Nilsson, CEO, SalesSource
With over twenty-five years of sales and operations experience in the technology sector, Lars is a global leader in enterprise software and selling solutions.
Prior to serving as the CEO of SalesSource, Lars was VP of Global Inside Sales for Cloudera, the company that revolutionized enterprise data management by offering the first unified platform for machine learning and advanced analytics optimized for the cloud.

Lars and his team at Cloudera developed the sales methodology Account-Based Sales Development (ABSD), which has transformed how businesses approach high-value targets. Lars also led the sales enablement and field readiness teams at Cloudera. These two functions are becoming increasingly important to fast-growth companies looking to rapidly scale sales orgs by shortening onboarding and ramp time for sales reps. 

Lars has served in sales executive roles at ArcSight/Hewlett Packard, Riverbed Technology and Portal Software – all three of which achieved IPOs, in addition to Cloudera (2017). 

7
Aug 2018

Building a daily activity framework that generates results

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There is no secret sauce to being successful in sales. It all starts with building a consistent, repeatable, scalable daily activity framework that ensures you do what needs to be done. Our guest in this episode is James Bawden. James is a sales professional and frontline salesforce advocate with a decade of experience across industries, spanning from wireless retail sales to complex B2B sales. His unique mixture of full cycle sales, sales development, enablement and leadership experience has resulted in his real world, practical views on what works for sales teams. He is fiercely passionate about all things sales, especially providing a voice for salespeople who are just beginning their careers.

About the show: VanillaSoft is a sales engagement platform. It allows you to rapidly turn Marketing qualified leads into Sales qualified leads.