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Sales Lead Management Association Radio

Jan 2013

January 3: Include positive reviews as part of your networking strategy

artsy-headshot1.jpgSLMA Founder and CEO, Jim Obermayer visits with SLMA Online Marketing Director, Susan Finch about the effects of positive reviews and referrals in a very public format. Did you have a recent positive experience with a hosting company? How about a sales rep who left you feeling better about their product? Tell everyone about them. Seek them out on LinkedIn, Yelp, GooglePlaces, etc. and tell everyone the difference they made on your day. It does't have to be huge, but the payback will snowball into a lovely snow village.

Personalize your recommendations, referrals, requests to connect. Add a bit of personality, which adds credibility for them and for you. People are more likely to connect with someone who takes the time to personalize a request or recommendation.

They will also be talking about nominations for the 20 Women to Watch in Sales Lead Management for 2013, the SLMA College of the Fellows. Join them to get some great resolution ideas. Resolutions are always about giving something up, but adding a new positive behavior.

Oct 2012

5 Myths about Social Media and your online reputation. Why worry about my online reputation?

barry-lieberman.jpgHost Jim Obermayer interviews Barry Lieberman, On-Line Reputation Expert.  We will ask Barry about the 5 Myths about Social Media and your online reputation. Should anyone really care about odd-balls making stupid comments about you or your company on line; or are they stupid comments?   How can you learn about your on-line reputation?  Is it too costly today to create customer advocates? How do I maintain a reasonable customer support reputation online and afford to stay in business?

Barry Lieberman – Interim CMO & CEO, Marketing & Customer Support Leader & Advisor

Senior executive with over 30 years’ experience enabling organizations to see a real return on their investments in marketing and sales. Lieberman is focused on improving an organization’s customer facing operations’ effectiveness, infrastructure & processes.  His goal is to empower companies to enjoy the rewards of a consistent, integrated approach to marketing & customer support.

His specialties include:

High technology, financial services, insurance, business services, and wellness products. Internet and online marketing, online reputation assessment and restoration, customer experience/support infrastructure effectiveness and enhancement, social media marketing, electronic and postal mail marketing, telephone marketing, database marketing. .

About Advantage Plus Marketing Group The goal of Advantage Plus Marketing Group is to empower companies to increase their value to the marketplace and investors while enjoying the rewards of a consistent, integrated approach to marketing, customer support and sales. Since 1992 Advantage Plus Marketing Group has implemented over 1800 programs for organizations ranging in size from multinational corporations to personal selling organizations. APMG creates programs that bridge the gap between marketing and sales and truly convert marketing programs to sales revenue by using the integration of new marketing tools with time-proven processes and techniques that enable sales channels to respond effectively.

Aug 2012

August 30: SEO Lies, Myths, Falsehoods, Deceptions and Snake Oil Promises

judy-key-johnson.jpgJames Obermayer the host of SLMA Radio interviews Judy Key Johnson from the Key Marketing Group as she discusses Lies, Myths, Falsehoods, Deceptions and Snake Oil promises surrounding discipline of search engine optimization.  Judy will cover:

  • What to expect.
  • What not to expect.
  • What not to do.
  • How much doing it will cost.
  • How to choose someone to do it
  • And how long it takes to see results.

Judy Key Johnson, KMG’s founder, has been a company president and a chief operating officer of several companies and has served on a board of directors and raised venture capital.  Everyone on the KMG team meets her high standards of performance.

About the Key Marketing Group Key Marketing Group (KMG) was founded in 2002 to provide online marketing expertise for small to mid-sized businesses.  As a pioneer of Search Engine Optimization (SEO), with experience dating back to 1996, the company offers a rich business and marketing experience with the most up-to-date tools and techniques.

Among KMG offerings are search engine optimization, website design and content developed to increase sales based on customers’ online behavior patterns, and a complete range of other marketing services: strategy, messaging, graphics, writing, editing, newsletters, photography and YouTube videography.

Jun 2012

June 7: Judy Mod, Co-Founder and President of the Principle of Social Gastronomy

judy-mod-250.jpgSLMA Radio host Jim Obermayer will ask Judy Mod why she co-founded the Social Executive Council.   We want to know about their charter, their goals, and how someone becomes a member.  In other words, “What’s in it for an Executive.”

Judy Mod co-founded and is the president of the Social Executive Council, the premiere global group of senior executives who are collaborating on becoming cross-functional, enterprise-wide buyer-centric organizations.   She is also a  Principal of Social Gastronomy, is an executive who is helping organizations transform from solution-centric to buyer-centric in their approach to their markets, their customers, and the operationalization within their companies.  Her specialties include Collaborative Buying, Buyer-Centric Marketing, Behavioral Target Marketing, Network Selling, and Customer Adoption.

Judy’s career spans over 28 years in B2B delivering top line revenue in a diversity of industries (chemical/petrochemical/O&G, process/manufacturing, environmental, microelectronics, high technology) and in various roles (global sales, business development, marketing, strategic alliances/channels/partnerships, consulting).  A recognized early adopter of innovation, she has the ability to merge the needs of organizations with the innovative solutions in the marketplace.

Judy is regular speaker and blogger on social market leadership, buyer-centric organizations and the social enterprise.  Previously, she served as president of the Southeast US / Latin America chapter of the Association of Strategic Alliance Professionals and on the boards of Global EXEC Women, Women in Technology and It’s The Journey, a 501 © 3 serving the breast cancer community.  A graduate of Cleveland State University with a bachelor’s degree in Chemical Engineering, Judy also holds an MBA from the University of Dallas.  For more information on Judy, you can check out her LinkedIn profile at, follow her on Twitter at or contact her directly at

Oct 2011

Oct. 27 Show: Adam Metz - Metz Consulting How to project the ROI for marketing lead generation

adam-metz.jpgAdam Metz is the VP of Business Development at Metz Consulting the social concept, a social customer management-consulting firm, based in Oakland, California. Metz has consulted with companies since 2006 on how to acquire, manage, monetize and retain customers from the social web. Metz’s customer community, at has nearly 500 members, and offers a no-cost 9-hour training course on social customer relationship management.

Metz's second book, The Social Customer, came out on 9/16/11, and his first book, There Is No Secret Sauce, has sold or downloaded over 3000 copies, and is currently in its third printing. He has additionally published an eBook, The Metz Way.

Metz specializes in social media marketing and social customer relationship management (social CRM) for awesome consumer brands and loves lifestyle, travel, apparel and consumer-packaged goods (CPG) companies.

Metz has consulted with nearly 100 consumer and B2B companies, including Hershey’s Chocolate, Waggin’ Train Pet Food, Wente Vineyards (top 30 winery) Pirate’s Booty, MBT Shoes, Maestroconference, Obama Girl (Barely Political),, Passport Resorts, Hollywood Park Racetrack, The San Francisco Convention and Visitor’s Bureau, Mighty Leaf Tea, Timbuk2 bags, and dozens of others. Adam Metz also worked on the first social media program for Pulitzer-Prize winning author Thomas Friedman.

Metz has lectured at the University of California, Berkeley, the University of Washington, and University of California, Santa Cruz and has given keynote talks at numerous conferences and associations including the California and Minnesota Chapters of the American Marketing Association, the San Francisco Chamber of Commerce, the Western Association of Convention & Visitors Bureau Technology Conference, and the Hospitality Sales & Marketing Association.

Metz lives in Oakland, California with his fiancee Susan.

Oct 2011

Oct. 6 Show: Debra da Costa, Direct Marketing Partners and Susan Finch, Binky Patrol, Inc.

ddacosta_DMP.jpgDebra da Costa, CEO Direct Marketing Partners

Debra da Costa is the founder and CEO of one of the leading sales lead management service providers, Direct Marketing Partners. Debra is a pioneer in the sales lead field. Debra da Costa founded Direct Marketing Partners in 1991 with the goal of creating a company truly responsive to the individual needs of clients. To this end, she structured DMP so that the company would be large enough to have the depth of expertise required by corporations with worldwide interests, but of a size that would permit close project participation by all the firm's senior staff, as well as flexibility and agility.

From the beginning, and under Debra's leadership, DMP has provided clients with marketing campaigns, which generate sales leads of superior quality. Over the years, the company’s offerings have expanded to include call center/ telemarketing, hosted database, list research and acquisition, direct mail, e-mail marketing, search engine marketing, professional services consulting, fulfillment and event support services.

Before creating DMP, Debra was the President of Debra da Costa Consulting where she was responsible for high-tech industry marketing campaigns.

In her career, Debra has held several design and technical positions with public agencies in both Canada and the U.S. and was responsible for the marketing efforts of Lawrence Moss and Associates. It is through these experiences that she discovered that all roads lead to marketing.

Debra will be answering question and sharing insights on the importance of lead qualification.

smf_150.jpgSusan Finch, Founder/CEO Binky Patrol, Inc. - a 501c3

In 1996 Susan Finch was immersed in a high-end art gallery in Laguna Beach, but knew she needed to do something to help her community and children in need.  The idea for Binky Patrol Comforting Covers for Kids came to her one afternoon and she immediately contacted local media to help her get this idea rolling.  One of the first partnerships she developed was with Wahoo's Fish Taco headquartered in Santa Ana, California.  She learned the value of mutually beneficial partnerships with regards to sponsors and events.  She was carried along in the beginning by Wahoo's Founder, Wing Lam who showed her how everyone can win and all brands can benefit from the criss-cross marketing and publicity.  This was before Social Media and the Internet was truly getting its legs at that point.  Now, 15 years later, the organization has enjoyed publicity at the local level with chapters finding their own corporate partners.  The companies are able to utilize the list of the charity and gain exposure, goodwill and a sense of community without a lot of effort.  The charity benefits from the added volunteer force, exposure to the sponsors clients, newsgroups and social media reach.  All benefit.   Susan will answer questions about ways B2B and B2C can help expand their reach while helping a charity, without putting a strain on their budgets.

May 2011

May 26 - Kristin Hambelton - Neolane

KristinHambelton_Neolane.jpgKristin Hambelton    VP of Marketing  - Neolane

Kristin Hambelton is vice president of marketing at conversational marketing technology provider Neolane, Inc.

She is responsible for Neolane’s market and brand strategy and operations including corporate communications, demand generation, product and partner marketing, and digital marketing including search and social media.  Follow Kristin on Twitter @KMHambelton

We will ask Ms. Hambelton,

  • How she intends to work with the new North American Sales Manager Brian Serino.
  • Radio host Will Crist will inquire about the April 21st Neolane webinar theme, “Crack the Code.”
  • Her opinion on why there aren’t more women in upper management for CRM and marketing automation companies.
  • Why does Neolane use the term conversation marketing technology.
  • We will ask about Neolane’s largest and smallest client; are the value add services the same?
May 2011

May 5 Show: Public Relations and Marketing, Lisa Arthur and Christel Hall

lisa-arthur.jpgLisa Arthur, Chief Marketing Officer - Aprimo

As Aprimo’s Chief Marketing Officer, Lisa drives global market and brand strategy, solutions and product marketing, demand generation and customer-centric initiatives. A 25-year marketing veteran, she has served as CMO for Internet leader Akamai Technologies and B2B2C application provider Mindjet.

Lisa spent nearly seven years at Oracle, where as a Vice President of Marketing, she managed the market entry and growth for Oracle CRM and drove market and demand initiatives for all of Oracle’s services including its E-Business Suite On-Demand. Most recently, as the founder for Cinterim, Lisa applied her market-centric processes and insight to provide strategic counsel for Silicon Valley start-ups and Fortune 50 technology companies.

Lisa is a seasoned keynote speaker and has addressed diverse topics at Web 2.0, Office 2.0, American Marketing Association (AMA) Strategy Conference, Stanford University and the MIT Sloan CMO Summit. She has also appeared on Asia’s Wall Street Journal broadcast and published papers with AMA. Lisa is a member of Ball State’s Emerging Media Board of Advisors and a former advisory board member of the CMO Council. She holds a Bachelor of Arts from Ohio State University.


Christel Hall, PRowrite

Christel Hall is owner and operator of PRowrite Public Relations, specializing in business-to-business public relations consulting, writing and editing.  While Christel promotes client products and services to journalists and bloggers, she also helps those same B2B clients, large and small, understand how to communicate productively and profitably direct to target audiences via the Internet and social media.

Her experience includes several years in marketing communications and public relations for corporations such as Hewlett-Packard, Beckman Instruments, Lear Siegler, Legacy Electronics, and Micromanipulator, and for agencies Needham Harper Worldwide and The Young Company, before founding PRowrite in 1990.   Christel serves on many boards and committees for the Public Relations Society of America, the Business Marketing Association, the SoCal PR Network, the Carson Area Marketing and PR Network (CAMPN) and SLMA.

Mar 2011

March 10 Show: Srihari Kumar and Jeff Molander

Srihari KumarSrihari Kumar – Chief Executive Officer LeadFormix

Questions: What makes LeadFormix different? How can marketers use the LeadFormix information to support salespeople? What does LeadFormix do that other products don’t do? Cost? Commitment?

Srihari has been a co-founder or early employee of a string of successful Silicon Valley startups, including VXtreme (acquired by Microsoft), Yodlee (acquired in part by Warburg Pincus), InMage Systems (the largest independent Continuous Data Protection provider), and RingCube (winner of the 2009 Product of the Year for Desktop Virtualization). Srihari was a key member of the team that built the first version of Windows Media Server and Windows Media Player at Microsoft, and invented the concept of hypervideo for which he holds the patent. Srihari also worked as a Computer Science Researcher for SRI (Stanford) International, Philips Research, and the UCSD Computer Science Department. Srihari earned a BS from the Indian Institute of Technology (IIT), Chennai, an MS in Computer Science from Washington University, and an MBA with honors from the Wharton School of Business, University of Pennsylvania.

About LeadFormix LeadFormix is a leader in next-generation marketing automation software, known as Marketing Automation 2.0. LeadFormix delivers a game-changing real-time marketing automation solution for enterprises that converts anonymous online visits into qualified sales leads, determines website visitor interest and intent, and enables sales teams to reach decision-makers more effectively and close deals faster using patented business intelligence and data mining technology.

The  company was founded in early 2008 by experienced software executives from Microsoft, Yodlee, Autonomy (Optimost / Interwoven), and Healtheon.

Jeff MolanderJeff Molander is adjunct professor of digital marketing at Loyola University's business school.

Our questions for Jeff ask him to explain and backup his assertion that social media sells!  What does he mean when he says there is no such thing as social media?   What’s this story about Moosejaw?

Jeff is the former co-founder of the Google Affiliate Network and the authority on making social media marketing produce leads and sales. He's author of the forthcoming book, Off the Hook Marketing: How to make social media sell.  Since 1997, Jeff's been helping business owners and senior executives align digital marketing with customer acquisition and retention.  He's a professional speaker who's known for delivering practical ways to make tools like Twitter and Facebook produce leads and sales.

This show is sponsored by: SmartLead by AdTrack

Feb 2011

Feb. 17 Show: Malcolm Friedberg, Jason Weaver

Commentary:  James W. Obermayer, CEO of the SLMA.

Marketers are builders of wealth, but when will they take the credit they deserve?

In this short and punchy seven minutes, Obermayer pontificates on why he believes that marketers should take their rightful place as a builder of wealth.   Without marketers creating a preference, raw inquiries and qualified leads, most salespeople would be off their quota attainment by 30-50% and sales expenses would soar.  Come listen as Obermayer gives credit where credit is due, to marketing, the builders of wealth.

Malcolm Friedberg   President   Left Brain Marketing Malcolm will be asked questions about the results of their most successful demand generation program and how the company measures the ROI for the programs it creates. Left Brain Marketing is a Demand Generation strategy agency, serving some of the largest and best-known enterprise brands. The agency helps Marketing organizations develop and grow successful Demand Generation programs.  Its approach leverages a proprietary Demand Generation process model – The Left Brain Model (TM) – powered by marketing automation technology. The agency delivers a full set of services that span strategy, production, analytics and optimization for Demand Generation programs.

Jason Weaver,  CEO,  Shoutlet, Inc.

Jason will be asked about recent client successes using their platform in addition to suggestions about measuring the ROI for social media.

Shoutlet provides a centralized platform that helps companies manage and monetize their social media communication. It includes Facebook and Twitter management, Social CRM, widget building, email and mobile marketing, social commerce, and real-time analytics in one easy-to-use interface. The platform gives brands and agencies the tools to create, manage, and measure their entire social media communications.  Companies using Shoutlet's platform are able to better design and implement highly targeted campaigns and ultimately improve the business impact of their social media communications.

James Obermayer Malcom Friedberg Jason Weaver
James W. Obermayer CEO of the SLMA Malcolm Friedberg President Left Brain Marketing Jason Weaver CEO, Shoutlet, Inc.

This show is sponsored by: SmartLead by AdTrack

Jan 2011

Jan. 27 Show: Eric Swartzman, iPressroom and Jenny Vance of LeadJen

Join us Thursday to hear Eric Swartzman, CEO of iPressroom speaking about 'Social Marketing to the Business Customer.' and Janny Vance, CEO of LeadJen

Eric Schwartzman of Eric

@EricSchwartzman is coauthor of Social Marketing to the Business Customer, the first book devoted exclusively to B2B social media communications. He has been conducting monthly social media training programs for PRSA since 2006 and works as an independent online communications consultant to businesses, the US Military, government agencies and nonprofits. Eric specializes in online communications strategy, social media policy development and accelerating social media literacy within organizations. He is a frequenter speaker at professional conferences and has been producing the award-winning podcast “On the Record...Online” (@ontherecord), which focuses on how technology is changing the way organizations communicate, since April 2005.

Jenny Vance CEO of LeadJen

Across the globe, LeadJen has developed partnerships and supplied services that increase sales growth through database building, marketing campaigns, & B2B appointment setting. These advances enable any company, in any industry to improve marketing campaigns and grow sales revenue. LeadJen is consistently blazing past phenomenal benchmarks of appointment generation & pipeline growth.

Erik Schwartzman Jenny Vance of LeadJen
Eric Schwartzman of Eric Jenny Vance CEO of LeadJen

This show is sponsored by: SmartLead by AdTrack

Jan 2011

Jan. 13 Show: Michael A Brown, Debbie Qaqish - Pedowitz Group, Sally Lowery - Bronto Software

This Thursday's show will feature commentary by Michael A. Brown.

More than 20 years’ experience with companies ranging from startups to the Fortune 100. Michael A Brown advises and trains your marketing and sales groups to use the phone effectively to find, land, and keep customers, and grow your business. Favorably differentiate your phone approach and conduct from consumer “telemarketing” and from your competitors.Help you build and ramp-up your in-house phone team, or recommend the best outsourced call centers to conduct telemarketing and telesales for you. Pedowitz Group's Chief Revenue Officer, Debbie Qaqish

As a marketer on the forefront of the marketing automation phenomenon – first as a beneficiary and now as an advocate and expert – Qaqish is a nationally sought-after speaker on topics related to driving revenue through demand generation techniques, marketing automation technologies and the integration of sales and marketing.

Qaqish addressed MBA students at the Mason School of Business at William & Mary in Williamsburg, Virginia, on October 27, 2010 and broadcast her internet talk-radio show, WRMR-Revenue Marketer Radio live from the classroom the following day.

Pedowitz customer, Sally Lowery from Bronto Software.

Sally Lowery is the Director of Online Marketing at Bronto Software, a leading email service provider. In her role, she manages tactical and strategic lead acquisition, multi-channel marketing, and the integration of marketing concepts. Many of her whitepapers on email marketing, multi-channel marketing, analytics and automation have been published by E-Commerce News, Email Marketing Reports, Practical eCommerce, DemandGen Report and Magilla Marketing. Sally has over 12 years of extensive experience in traditional and online marketing in both the B2B and B2C space.

MichaelBrown.jpg debbie-qaqish.jpg bronto-sally-lowery.jpg
Michael A. Brown Debbie Qaqish Sally Lowery

This show is sponsored by: SmartLead by AdTrack