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Sales Lead Management Association Radio

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 »

8
Aug
2
Jul
23
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 »

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 »

1
Nov

Rise of the Mysterious Marketing Operations Function

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More technology, more lead gen, more confusion, less time to manage it all; these are the issues facing marketing without a marketing operations manager. But wait, they told us that the technology is simple and easy to use, no one said we’d have hire a new high paid marketing ops person to run it all.  In this interview with author Debbie Qaqish we discuss the critical nature of the marketing operations function and why the right manager increases marketing and sales efficiency.  Debbie dispels the mystery surrounding this new position.  The host is Jim Obermayer. 

Read the rest of this entry »

24
Oct

Is the Love affair between the CFO and the VP of Marketing still alive?

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In May of this year we interviewed Liz Sophia (VP of Marketing and Ron Shah CFO) of Hodges-Mace to discuss the progress that Liz was making in introducing Revenue Marketing to the company.  One of Liz’s first moves in the fall of 2015 was to enlist the support of the CFO.  They agreed in the interview that while huge progress had been made with the salespeople, new qualified leads, more accountability, etc., the jury was still out on how Revenue Marketing would fully become the sales and marketing rallying cry for the company. Let’s hear the progress that Liz and Ron have made and see if the love affair with revenue marketing is still an affair to remember. The host is Susan Finch.

 

Read the rest of this entry »

20
Sep

ABM: How to Build a Meaningful Account List in Days

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Account Based Marketing, while no longer a subject for the niche marketer, still has its challenges to create and engage the right people.  It’s one thing to decide you can use ABM practices and tools to sell and service your account base, it’s another thing to actually create the account list.  Some marketing people say they can do it in a week or so and six months later they are still struggling to define exactly who is on the account list.  In this program, Lena Shaw, Director of Marketing for LeadGenius describes how to solve the biggest hurdle in setting up an Account Based Marketing program: the list. The host this week is Susan Finch.

Lena Shaw
Lena Shaw is the Director of Marketing and Growth at LeadGenius, a lead generation and account-based marketing (ABM) solutions company that has helped scale more than 120 growing B2B companies. Prior to LeadGenius, Lena managed social media and digital marketing efforts at Teach for America and The University of San Francisco. Connect with Lena on LinkedIn or follow her on Twitter.

Read the rest of this entry »

19
Jul

Book Review: Inside Content Marketing by Theresa Cramer

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We interview Theresa Cramer, the author of EContent Magazine and discuss the definition of “Content Marketing” and why she wrote the 169 page book.  We discuss why so many people admit believing in it and yet why a much smaller number are actually good at it. She will discuss why content marketing works better than traditional advertising and why journalists seem to be better at it than traditional marketers. We expect to discuss the percentage of budget dollars that are devoted to content marketing. The host is Jim Obermayer.
 

Read the rest of this entry »

16
Feb

Women, if you want to achieve more, DO something about it.

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250-SLMARADIO-crater-hopkins.jpgWhen you want to get further in your career, position, earnings - look to those who are already there and are still growing. Let people take notice of you for your skill, to-the-point explanations, persuasiveness, confidence. Listen to Bonnie Crater and Jeanne Hopkins speak on this topic and tell you some of what they recommend and have followed themselves. All of the answers can't be found in books or motivational talks. You learn in the trenches by observing those who are ahead of you. You achieve it by asking them pointed questions as to how or why they chose a plan, a tactic or response.

Taylor Swift in her Grammy acceptance speech was heard saying, "As the first woman to win album of the year at the Grammys twice, I want to say to all the young women out there: there are going to be people along the way who will try to undercut your success or take credit for your accomplishments or your fame," And she wasn't done - at the end of the evening she continued with, 


"But if you just focus on the work and you don’t let those people sidetrack you, someday when you get where you’re going, you’ll look around and you’ll know it was you and the people who love you who put you there and that will be the greatest feeling in the world."


Bonnie Crater is the CEO of Full Circle Insights
Under Bonnie’s leadership, Full Circle Insights gained market traction , doubled year over year and recently closed a Series A. With a steady vision, she led products to market that helped customers like Jobvite and Influitive make marketing impact visible to boards/investors this year. By intentionally building a team-first workplace culture, Bonnie created a passionate team that delivers groundbreaking martech solutions.

Jeanne Hopkins is CMO of Continuum Managed IT Services
Jeanne Hopkins has built a powerhouse metrics based sales and marketing team at Continuum that drives quality leads and revenue for MSP partners. She has been honored by SLMA with “50 Most Influential Sales Lead Management,” 2011– 2014 and “20 Women to Watch in Sales Lead Management” for four years.

Jeanne is always ahead of the curve when it comes to the latest in inbound marketing and lead generation strategies. And she is always sharing her knowledge with her team and others through speaking, mentorships, various advisory boards and more.

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This episode is generously sponsored by adView.cfm?id=383The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visit VanellaGroup.com or call 888-335-0340

adView.cfm?id=396

Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. From capturing leads at tradeshows to managing onsite registration, tracking session attendance, gathering feedback, and providing sponsors lead retrieval we have a full suite of solutions for you. Since 2005 Validar has been turning Corporate Events and Trade Shows into Better Business. Call 888 784 2929 or visit us at www.validar.com

29
Oct

How to Stop Jerks from Ruining Your Company!

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We've worked with them and for them: the jerks. Those that are bullies, rude, bad-mannered, impolite, they disrupt meetings, are late to meetings, they are know-it-all people that are toxic to the organization. The guest this week, Christine Crandell of New Business Strategies says it doesn't have to be this way. Department managers and HR Departments can work to avoid the jerks and hire those that are team members. It may be testing, it may be a list of character traits that the company publishes and holds everyone accountable to. Yes, you can warn people about being a jerk and fire someone for being a jerk; learn how. Christine insists it can be done. The host this week is Jim Obermayer

About Christine Crandell – President

Christine Crandell is a 25-year B2B expert in market strategy, and building successful, profitable organizations. Her work with CEOs and Boards is focused on helping them understand how to optimize their strategy and align their organizations to accelerate revenue. As President of New Business Strategies, she leads the international strategy consulting firm and has advised more than 100 CEOs and Board of Directors in North America, Europe and Australia in areas including M&A, market category creation, company strategy, and go-to-market planning. She advises CEOs and Boards on how to align messaging, structure and culture with the customer to dramatically improve company performance.
Christine holds Board of Advisory roles with several early stage companies. She also lectures at San Francisco State, University of San Francisco and Golden Gate University where she was the recipient of the 2005 Ageno School of Business, Stanley Price Adjunct Professor Award. Christinerude, was named as one the "Top 50 Influential People in Sales and Marketing in 2012", "Top 15 Leaders in Social Selling", "Top 20 Women to Watch in 2012" by the Sales Lead Management Association ("SLMA"), and as one of Silicon Valley's Most Influential Women for 2010 by the Silicon Valley/San Jose Business Journal.
An accomplished writer and public speaker, Christine has been published in BusinessWeek, CMO.com, and is a blogger for Forbes.com, CMSwire, and HuffingtonPost. She holds an MBA from Florida Atlantic University and DBA (abd) from Golden Gate University.
Follow her personal blog at www.christinecrandell.com and on Twitter @chriscrandell. She can be reached at christine.crandell [at] newbizs.com

About New Business Strategies

New Business Strategies is a customer engagement and strategy consulting firm focused on helping B2B and B2B2C companies to become customer-led organizations. Our clients see measurable improvement in their customer retention rates and achieve more predictable revenue by understanding and operationalizing the expectations of their target markets. Becoming a customer-led organization doesn't require black magic, complicated methodologies or huge teams of consultants, it comes down to aligning processes, culture, and technology to outward to what drives value in the eyes of the customer.

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This episode is generously sponsored by The Vanella Group
The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visitBuildPipeline.com or call 888-335-0340

and byValidar
Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution.  From capturing leads at tradeshows to managing onsite registration, tracking session attendance, gathering feedback, and providing sponsors lead retrieval we have a full suite of solutions for you.  Since 2005 Validar has been turning Corporate Events and Trade Shows into Better Business. Call 888 784 2929 or visit us at www.validar.com 
23
Jan

3 Myths About Securing Data From Podcasts to Posts to Coffee Houses

Watch Now:

A gift from Linda to help you get started:

It's not just about IT, Password protections, McAfee, Norton, Firewalls and the like. It starts with what comes out of your MOUTH.

You can scroll below to watch it here,
or watch the replay on YouTube, here.

Linda Zimmer is a certified privacy manager by the International Association of Privacy Professionals. She is also the President of MarCom|Interactive - specialize in digital marketing
The biggest myth:
It's all about technology and we have to be paranoid and pour a ton of resources into our it security.
Data breaches come from a lot of different areas within the business.
It's a brand issue, a reputation issue and a financial issue.
The IAPP makes several certifications available. Linda encourages ANYONE wanting to embellish your career.

A question we need to ask is: How do we operationalize security and privacy within our organizations?
The answer to this will help you develop the processes across the organization
It will create a culture of security and privacy throughout the organization.
It's a big hit in the decision of how they shop and where they shop.
It isn't just a marketing thing. If marketing and sales don't have at least a degree of this knowledge, it's difficult to weave into your online plans, marketing strategies.
It gives you bird's eye view of the organization.

Probably using some CRM or SalesForce - very silo-ed, this is the information they own. BUT they may use it to transact and record financial transactions which means that credit card info resides within the CRM so there is overlap with finance and sales. 
Sales has the most access to the most important asset a company has: their customer database. It is all connected. Where does our data sit, where is it stored and what happens to it when it's on the move.

Myth 1:

Hacking is the number one way data is breached.

Truth:

40% of all data breaches come from employee mistakes, stolen laptops, negligence with sign-ons, flash drives, external storage.

25% comes from hackers.

Myth 2

Data security is the job of IT

Be careful when you purchase data, Check the reputation, ask the security questions. 
Be careful when you do a friend a favor by sharing data. It may be with good intentions, but that data you share, may get commingled with other data and then possibly, that gets sold or hacked. Did you have the permission to SHARE that information with any other company? Do not betray your customers and lists.
Be aware of HIPA compliance. This is the number one thing hackers want: Medical Records for medical identity theft. If you work with a company who has to follow this compliance, you need to as well. They should require it of you, as well.
Consultants and marketing firms:

We can be held LIABLE for who we hire to handle data.

Takeaway:

Need to review the contracts you have with your vendors and be sure that your contact obligates them to follow all of the data and privacy laws. That will go a long with the regulators. The FTC is broadening their scope. There are about two dozen guidelines we have to all be compliant with.

Social engineering is the way our data is compromised most frequently.
Someone using known, easily available information to defeat your security systems and protocols.
Security analysts love to go into a company and say, "I can hack into your company."
A security expert, Chris Hadnagy, comes in to pitch a CEO of a large firm. CEO is complacent and brags about how tough their IT dept. is on security, it's all locked down, etc. Presenting guy accepts this with a wry smile. He leaves and proceeds to look up public information about the CEO. He finds out his favorite team, learns he's a cancer survivor who promotes a specific charity and goes into action...
He calls the CEO pretending to be from that charity. He asks for a donation and says that for this campaign only, if he makes a donation they are giving donors pair of tickets to - get this - a game played by his favorite sports team! WOW ! How fortuitous... It gets better.
Then, the fake caller (sales guy demonstrating how easy it is to hack into their company) says he wants to send this CEO a flyer with the info. He want to make sure the CEO can view it in his version of Acrobat Reader and asks him which version. The CEO gives the information gladly and the fake charity guy emails him a PDF. The PDF when opened, launched malware that grabs all access to all network computers the CEO can access and all of his passwords since the fake charity guy knew which version of Acrobat - it told him which operating system, too.  He knew where to hunt for the digital keys to the company. 
This sales guy was making a point, but you can see how easy it is to get information through a seemingly innocent conversation. BE CAREFUL what you tell to strangers. A stranger is someone that you would not invite to your house for a BBQ. They are not an acquaintance. You don't know them, their face, or if they are whom they say they are!
These are the NEFARIOUS folks. Don't let them in. 

About Linda Zimmer:  LinkedIn Google+ | Twitter


Today's world is a digital one. That means being effective online if you want great business outcomes. Connecting with customers and offering value builds business.She's clocked more than 20 years in creating and managing digital marketing strategies to engage with people and trigger action. And she's loved every second of my relationships and collaboration with corporate, nonprofit, and government organizations.
10
Nov

Vaccinate your marketing team against social media overwhelm

Watch Now:
 
As the director of marketing, Erika Goldwater manages the strategy and execution of the demand generation, communications, social media and content marketing programs for ANNUITAS. She has extensive experience in several companies and has learned a lot about bringing the team along the social media map and schedule.
 
Know your team, where they gained their knowledge and experience so you are able to bring them into your vision.
  1. Present a plan and show the full strategy.
  2. Baby steps to explain the steps of what they are, why they need them and how they can implement them.
  3. There is regular cadence, ground rules. Those need to be known - a guidebook they can refer to when you are not right with them.

"After those first couple of tweets, they feel more comfortable and are usually good to go." - Erika Goldwater

"Meeting a tweet quota is not social media engagement." - Susan Finch

Determine, what are the strategic goals of the company? Don't spend the time peppering venues where your buyers don't usually engage.
 

The goals: 

Engagement & Trust
Further your brand
Share information value to your customers.
 
If you aren't going to do that, please don't start social media.
 
It's social dialogue in real time.
You have to be dedicated to it. If you don't have a team willing to back you up, 
Teams have to be aligned with the activity - there has to be a commitment to it.
One tweet, one post - isn't enough.
 
Erika Goldwater drilling down social media to basics:

"Social media - be gracious. If you find something worth sharing, DO IT and give credit to the person who created or originally shared it with you."

 
Be careful about re-tweeting blindly without actually checking and READING the linked article. Same with pinning - where did it originate? Did you read it all the way through? You may get bitten in the fanny if you don't.
 
 
22
Jul

#ROI Spotlight with Christine Crandell of New Business Strategies

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New Business Strategies is a business strategy consulting firm focused on helping B2B technology companies build profitable, sustainable customer relationships. We help clients create larger and more predictable revenue pipelines by understanding the customer’s lifecycle, expectations and decision-making process and aligning the organization with its customers.


Jim Obermayer interviews New Business Strategies' President, Christine Crandell for a discussion on ROI.

Christine Crandell is a 25-year B2B expert in market strategy, and building successful, profitable organizations. Her work with CEOs and Boards is focused on helping them understand how to optimize their strategy and align their organizations to accelerate revenue. As President of New Business Strategies, she leads the international strategy consulting firm and has advised more than 100 CEOs and Board of Directors in North America, Europe and Australia in areas including M&A, market category creation, company strategy, and go-to-market planning. She advises CEOs and Boards on how to align messaging, structure and culture with the customer to dramatically improve company performance.
28
Apr

Arm wrestling and how our history of relationships follows us forward

Watch Now:

Laura McGuire - CEO/Founder of Vinea Group and Founder of Saligent talks about how your history - going back as far as you may remember definitely affects where you are today. She started out as a competitive swimmer, one of seven children, Army brat and so much more. She was always faced competition, change and challenges with vigor!

She cites her friend MacMcintosh and their mutual "life's too short" test. No nonsense - life is too short. Bring your integrity, your willingness to learn, change and adapt and you will succeed. 

Laura has been named to the 50 Most Influential in Sales Lead Management for several years and has topped the list more than once. She has also been named to the 20 Women to Watch in Sales Lead Management for a few years.

Hear her joy, her passion as she talks about the journey. THAT'S an entrepreneur.

0:30 - Introductions

2:00 - Arm wrestling - really!

4:43 - Given the run around by venture capitalist and determined she needed to shake it up, "Let's decide this with arm wrestling." Speaks volumes as to who she is, but at the core she is the same: she adapts, she is strong, self-starter, develop relationships when you move and carry them forward - this is what she has done with her upbringing as an "army brat."

5:50 - Consistently on the list of the 50 Most Influential in Sales Lead Management (http://50mostinfluential) and 20 women to Watch in Sales Lead Management (http://20women2watch.com)

6:38 - Worries and projects must pass the "Life is too short test" - she and her friend, MacMcIntosh agree on this. 

7:30 - What is considered success? "The people we've come to grow and love." She's still in contact with the people from her original account at NEC 25 years ago. "THAT is the most gratifying thing." That is success. You've maintained a rapport through the years and continue to support each other.

8:46 - How long did it take to get the confidence that you didn't have to work for someone else again? When did you know you could make it and continue to bring these relationships forward?

10:00 "You don't know what you don't know when you start out - but thank God for that." She's a natural risk taker, but not knowing she may not make it was a huge help. S

11:00 Rabbit hole story about Jeff Zigler and her first cinderblock building location - wide-eyed, but not as much as the door-to-door sales telecom people that came to their door. Laura and her crew 3 of them - tech savvy, unbeknownst to the sales visitors. By the time they left, they had an appointment at the telecom HQ facility in Kansas City and sold them!

12:45 Laura admits, "SUCH A RUSH to be an entrepreneur!"

13:01 Most fun when invited to speak because of entrepreneurial experiences to incorporate successes and failures. It tells the true story.

14:06 Susan's story: As she went into labor with her first child, she decided that she was never going back to a traditional office and would make it on her own. Her first client was her recent employer - he supported her dream 100% and helped her get more clients because he believed in her.

15:00 Laurie's story of "One Client" before there were the terms: marketing automation, sales lead management. We used a lot more words to describe what we were all doing.

16:45 By the time she opened Vineya Group, she was able to do it with only company funds and no other investors or loans.

19:30 Ronnie Bincer common friend. He's a force on Google+ and Hangouts, even though he started out in SEO - he saw the connection and the value of combining video, great content, and relationships as the key to continue to build credibility, reputation and sales.

19:45 LinkedIn becoming more of a content resource.

20:00 - Laura is adding to the toolbox with Google+. 
SAAS tools, Cloud tool, social media platform - they rarely are what they started out as 2 years later. She sees where this is going. T
21:00 It about matching a client's value proposition to a known need.
"We finally puts words around their problems."
Ronnie, like Susan is a nationally prominent in understanding Google+ and Hangouts.
started out in SEO

22:00 Video SEO is critical to reach.
Susan says "It's huge in building authority - relationship building."
Laura says, "Do your due diligence about every tool in the arsenal."
For a while, we were all in the HubSpot frenzy - inbound digital, fanning your digital feathers - have them come to you - but there is so much coming at us at such a pace.

23:15 "Please don't make me learn something new today! Give me a day off!" This is part of the fatigue coupled with the huge excitement.
Prospect engagement and converstion - fill in the top of the funnel - based on THEIR NEEDS and what's relevant to THEM. We understand the tools, good-old fashioned email marketing digital retargeting.

24:25  Laura McGuire says, "Folks, you need to get better understand the power of Google+. I can get the fatigue, but there has been a phenomenon of adoption. There has been more growth in Google+ - despite naysayers - than any other social platform in that amount of time - even Facebook.
Because of YouTube and Hangouts - not instead of - but it will eclipse tools that we thought were 'whiz-bangy' as recent as a year ago."

25:15 - Shifting the hub of your communication. Where are you the most effective when you only have a limited amount of time. That's where you need to be. Laura agrees.

25:45 No one can be the expert at everything, but as a leader and decision maker, you need to quickly understand how things need to be plugged in and applied to the people you are serving.

26:15 enterprise marketing automation in mid-to late 90's - duked it out. Learned a lot.
Laura and her companies kept their eye on the concept of cloud before the term came up. Like other scrappy regional agencies, they set up their cloud labor the first day when Citrix set up their cloud server about 25 years ago. They ended up with a large number of patents, some of which were earliest and most cited patents in crowd sourcing and cloud labor space.

27:35 Cannot remove that human element, the relationship - you have to use voice to voice and face to face to truly develop true relationships.
We will be investing a lot of our time and treasure, it will definitely change the face of labor in the next 5-10 years. Vineya is constantly looking at cost containment and profitability measures - crowd sourcing. It's rocking the content marketing world!

Vineagroup.com
7
Oct

Strategic Volunteering - When saying Yes is bad.

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Cyndi Greenglass, Senior Vice President, Strategic Solutions for Diamond Marketing Solutions was interviewed by Susan Finch about strategic volunteering. Finch, as the founder of a national non-profit, Binky Patrol has been at both ends of this discussion. She and Cyndi were in line with their thoughts and recommendations about strategic volunteering.


In this show Susan asked Cyndi:
  1. What do you mean by “strategic volunteering”
  2. Is volunteering different than philanthropy?
  3. How much volunteering do you do?
  4. How much time does it take?
  5. What types of organizations?
  6. How did you decide where to volunteer?
  7. Why do you say that volunteering can be bad?
  8. Does this seem self serving?
  9. What is your advice on how to choose?
  10. Are you good at saying no?
Some of the take-aways included:
What advice do you have for other women to say no?
Have a personal plan - how does this opportunity/organization fit into your plan? If it does not - say, "No." At least say no until you figure it out.
What if you have 10% of your time allocated for volunteering and this new opportunity would add another 5-10%? You either need to pull back what you were already doing to make room for this new thing, or take a pass for now so that you don't do a shoddy job volunteering for either organization or project.

Can you leave us with 3 takeaways on how to become a strategic volunteer?
  1. Create volunteer activities. This is a great way to find good leadership candidates and use these opportunities for skill building and training
  2. Men tend to identify mentors at early age - in their career and at a personal level. This development use in a positive way volunteer contacts mentoring opportunities - networking, etc.
  3. Quickly identify if it is not a good fit get out fast. 
CYNDI GREENGLASS and RUTH P STEVENS
WILL BE SPEAKING AT DMA13 Chicago
for the second year in a row.
Theirs will be a pre-conference intensive workshop. 

Part 1 (Saturday, 12 Oct, 10am to 12:30pm): Everything Data in Business, Government and Institutional Markets
with Cyndi W. Greenglass
Review how B2B databases are structured, and how to find the last crumb of useful information about customers and prospects, both internally and externally. Focus will be placed on internal data sources, compiled and response databases, as well as physical and digital sources of actionable data. You will learn specific steps for keeping your customer information fresh and clean.

Part 2 (Saturday, 12 Oct, 2:15pm to 4:30pm): Developing and Delivering Compelling Motivational Offers
with Ruth P. Stevens
This session will focus on offer development in B2B, providing key insights and examples of successful offer and creative in social media, mobile, and print communications. Case studies will illustrate excellent online and offline copy, design, and offer tests, and exercises will allow attendees to craft social media messaging that drive results. You will learn how to craft compelling offers at each stage of the buy cycle.

More about Cyndi Greenglass:

Cyndi is responsible for marketing and strategic solutions and manages our agency services team of data, analytics, creative, and digital professionals. With a strong track record in marketing, strategic planning, and database development, she helps our clients “market smarter” by providing strategic solutions. Prior to joining Diamond Marketing Solutions, Cyndi launched World Marketing Integrated Solutions, an integrated database and strategic marketing consulting firm. Her background includes 10 years in international business consulting with the U.S. Embassy and the U.S. Foreign Commercial Services.

Cyndi is a past president of the Chicago Association of Direct Marketing and past chair of the Direct Marketing Association Business-to-Business Council. She is a frequent presenter at major DM industry conferences and is an educator at several universities. Cyndi has twice been recognized among the Top 100 BTB Marketers by Crain’s BtoB magazine. 

6
Sep

Why It’s Time for Women to Lead in America

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Susan Finch interviewed Vicki Donlan. Vicki is a Business & Health Coach, Speaker and Author of HER TURN: Why It's Time for Women to Lead in America .


Some of the highlights of the show included:

What a lot of women don't realize is that MEN with daughters are the biggest supporters of women becoming successful. They want to know that anything is possible for their daughters. 

Women don't remember to connect the dots. Men look at every opportunity to connect and grow their business relationships. Women spend more time separating personal from business. Why?

As a young girl, Vicki's father would take her to work with him. He would introduce her to many important people. But instead of saying, "Vicki, you need to meet so and so.." he would say to the person, "You need to meet my daughter, Vicki." His support came through in every subtle thing he did to expose her to the business world. She grew up knowing she was important and could do anything. Are you giving that gift to young women, teens and your daughters?

Women are natural nurturers and relationship builders, then why is it that men are the ones who rarely speak negatively about each other - especially in business? Women need to be SUPPORTIVE of other women and bring them up with them through their successes, build them up when other succeed, talk about them as if you are a proud parent or friend.

She challenged women especially to do four things:

  1. Become less judgemental. This includes judgemental about women's looks, career choices -anything they do.
  2. Support women every time you can! When one succeeds we all win.
  3. Participate and support women's groups. We get through the obstacles faster when we meet and discuss as s group. There is a different level of collaboration, discussion and support when it is just women with women. Nothing wrong with being in co-ed groups, but don't forget to set aside time to just be with other professional women.
  4. Be a mentor. We are all mentors and all mentees. Reach out early and often and we have an opportunity.  This applies to ALL ages!

About Vicki Donlan

As an entrepreneur, she was founder and publisher of Women’s Business, a 25,000 controlled-circulation newspaper devoted to women in business in the Massachusetts, New Hampshire and Rhode Island region, founded in 1998, and sold to the Boston Herald in 2004, remaining as publisher through 2007.Her first book HER TURN Why It’s Time for Women To Lead in America was published in September 2007. She is a regular guest discussing women in business on New England Cable News’ Business Day and a well-known speaker.


As a business coach and health coach, and, most important, as a woman, she understands the pressure that is put on women in our culture to take care of others and still be perfect in all ways as a woman, mother, wife, businesswoman, entrepreneur, volunteer, and community activist.

Connect with Vicki Donlan:
22
Jul

Why don’t women take credit for their accomplishments?

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Jill Rowley continues to be a force in the sales lead management industry. A pioneer in the space, Jill has become an expert and global companies (Rally Software, DocuSign, ArcSight) turn to her for guidance and knowledge.

In working closely with Jill, she continues to show herself as more than just a sales rep, but a trusted advisor in the area of sales lead management and the new world of buyer driven marketing and sales.

SLMA Director, Susan Finch will be having a conversation with Jill talking about what keeps women from taking credit for their own accomplishments. What separates women who are comfortable standing up for themselves, their skills and accomplishments; versus those who quietly let credit be given away, usually to a same-level man or supervisor man or woman?


Jill's achievements in the field of sales lead management:

  • SLMA Woman to Watch in 2011 winner
  • Awarded Eloquan on the Year for 2011 - Eloquan of the year is given to an Eloqua employee who meets criteria including: passion, knowledgeable about the technology, mentor, and active in the community.

Jill encompasses all of this and more.

Professional Boards:

  • Focus Expert SLMA Contributing Member
  • Top Sales Rep at Eloqua
  • Member of The Marketing Automation Institute Member of MOCCA


15
Jul

Women in Business: Leaping into untested waters pays off.

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Susan Finch interviews Margo Crummack and Sandy Huseby of Crummack Huseby Property Management. These two were brought together from different angles of the property management industry. As the management plan changed at their company, they decided to venture on their own and start it their way. They have matching values, methods and it has proven to be a successful recipe.

Some of the highlights include:

What makes it unique working for them as women business owners?

"I think being a woman is unique in that we really do try to foster a sense of community within our company. We strive to make our employees feel that we not only care about the job they are doing here but, but that we care about them as people. We truly do believe that their success is our success. They go hand in hand so that is a strong focus in our business. Mistakes are always going to be made, not only by our staff but by ourselves as well. We accept that humanity in each other (between Sandy and me), and we extend that to our team members. We understand that how people feel about their job and our commitment to them makes all the difference. We think that is unique to a woman’s perspective about relationships."

What makes your approach unique in this industry?

"Empathy and focus on interpersonal relationships that we bring to the table. In any business, the people are the challenge. In the homeowner’s association industry, it can be very emotional because you are dealing with people about where they live, what they can and cannot do, why, etc., it requires a strong sense of diplomacy, patience and the ability to see, accept and work with many other points of view. That’s the business side of the “what” of what we do. Once we can get a true “team” developed, it is endless the possibilities of how we can help our customers have success. We strive for relationships built on trust first and then it is followed up by and exceptional team that is well educated and diverse so we can build programs to suit just about any community’s needs or challenges. "

About Crummack Huseby:

Crummack Huseby is a recognized leader in the association management services industry. Company principals Margo Crummack, PCAM, CCAM, and Sandra L. Huseby, PCAM, CCAM, have combined their two decades of experience to assemble a team of professionals that bring a new level of passion and excellence to property management. Combining sound practices with responsive service, board members and homeowners can count on daily operations that are both efficient and customized to meet their unique needs.

About Margo Crummack, PCAM, CCAM, Co-founder, Co-principal and CEO

A 24 year veteran in the community association management industry, Margo Crummack’s objective in 1999 was to find a better approach to balancing homeowners’ needs and the requirements of community association management. Applying her property management industry knowledge to build an operation from the ground floor, she fulfilled her goal. Ms. Crummack has been selective in her approach to building the company, choosing employees, including property management consultants with excellent communication and people skills coupled with a high-level of insight into the property management field.

Prior to co-founding Crummack Huseby, she was Vice President of New Project Development for Keystone Pacific Property Management, Inc. A primary area of expertise is working with homebuilders through build-out and transition of new communities to homeowner governance.



About Sandra Huseby, PCAM, CCAM, Co-founder, Co-principal and COO

Sandra Huseby serves as Chief Operating Officer for Crummack Huseby Property Management, Inc. In her executive capacities with the company, Ms. Huseby oversees the operations of the property management organization. Ms. Huseby's goal when launching Crummack Huseby was to develop and implement strategic business plans leading to their substantial growth, streamlined systems and efficiencies.

She currently holds the designation of Certified Community Association Manager (CCAM) and the National designation of Professional Community Association Manager (PCAM). Sandra is currently on the Board of Directors for the California Association of Community Managers (CACM) for twelve years, and is currently serving another term through 2014. She is also licensed as a Broker by the California Department of Real Estate.

4
Jun

Your competitor doesn’t have to be the enemy.

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brenda-casey.jpgStrategic alliances can occur in the strangest places. One great resource to consider are your direct competitors. If you've seen, "Miracle on 34th Street" you'll remember Kris Kringle directing the mother to Gimble's over Macy's because Macy's didn't have the toy she desperately needed. Macy's became the hero and further embedded her loyalty because her needs were put first. 


Susan Finch interviews Brenda Casey, owner of Casey's Plumbing in Portland, Oregon. We rarely feature B2C executives and owners. Brenda is passionate about plumbing and her customers. She is also fastidious when it comes to customer service. They are known as "The Picky People's Plumber" for a reason.

They also tackle the topic of reputation management, Yelp! and the decisions Yelp! makes as far as displaying or not displaying reviews. Casey's has 37 comments. 28 are glowing, but Yelp! has decided that they are not legitimate comments and suppresses them from display AND the overall rating average. Susan knows for a fact that Casey's asks each customer for a review. The technician gives them the envelope with the quick survey and asks them to seal it while he/she is out at the truck wrapping it up. Good or bad, it is turned in. Customers are also invited to review them on Yelp!, MSN, Yahoo at the same time - Good or bad, happy or unhappy. It's the only way to improve your business is to ask for honest feedback.  Hear a bit of this story and other customer service practices that can inspire you to go beyond your competition to garner the clients you want. 


Brenda Casey says, "Our goal is to turn customers into clients." She knows the difference - Loyalty and longevity.

Casey's Plumbing website | follow them on Twitter

24
Apr

Juliana Lukasik Director CEO of @largefilms on Mentoring

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juliana-lukasik.pngSparking debate and fostering the next generation of professional women through advocacy, mentorship and business moxie is what Juliana Lukasik can bring to your next conference. You’ll want her unique perspective as a expert in high-profile, international product launches and a leader for the cause of promoting women in media. We wanted to hear more from her on the topic of mentoring and relate it to the sales and marketing industries. 


When SLMA Radio cohost, Susan Finch first heard Juliana speak, it was on a panel honoring the 20 Women of Influence in Oregon. It was sponsored by the Portland Business Journal. Mentoring professionals, especially women, is Juliana's passion.

The Sales Lead Management Association is always talking about lead nurturing, lead management and sales skills training. It is our responsibility to dedicate as little as 3% of our time to mentoring professionals and students to help them become the leaders we want to face in sales, as peers. How else will they learn best practices if not from those who go before them? Tune in to hear Juliana and Susan speak about the importance of mentoring in all industries.


A bit about Juliana Lukasik:

Juliana has been in the film business for over 20 years. She is in the minority three percent of women commercial directors. She graduated from Oregon State University with a Bachelors of Arts in Broadcast Communications. In 1999, she purchased Signature Films and changed the name to @Large Films. In addition to day-to-day management of the company and business development, Juliana has produced and directed projects that have won Emmy, Addy and Telly awards. As a child, Juliana was told by her father that there wasn't anything she couldn't do. She believed this to her core. She is also the President of the CEIC (Central Eastside Industrial Council). Along with her love of advertising, Juliana is currently in pre-production on a project about one of her favorite subjects, pet adoption.

Follow her: @julianalukasik View her LinkedIn profile.

8
Apr

Christine Crandell - Adventures of a Serial CMO

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Susan Finch interviews Christine Crandell, President of New Business Strategies.

During their discussion Christine covered the differences between leading Boomers vs. Millennials and the group fringing on both ends.

They also hashed over the regular confusion businesses have over hiring a consultant versus hiring a contractor. Many times clients try to stretch one into the role of the other without fully understanding the differences. 


Further in the interview, Christine and Susan examined Management by Objectives (MBO) and targeted contributions; they need to be measurable. It's not acceptable to talk nothing but of concepts, and goals. There needs to be concrete evidence of success, failure or progress.  There needs to be accountability, as well. Are you the one who put together the plan? Are you the one responsible for the results or at least reporting on them?

The topic of reinvention and morphing was also part of the show. Women have a tendency to morph more into roles rather than honing  their idea business persona that matches who they truly are at all times. Part of that is due to fear, part of it is due to the fact they've never spent the time to define themselves and core values.

Join us for this show on Thursday at 5pm to listen to it. 



About Christine Crandell: Christine Crandell is a 25-year B2B expert in market strategy, driving demand, and building successful, profitable organizations. Her work with CEOs and Boards is focused on helping them understand how to optimize their strategy and align their organizations to accelerate revenue. As President of New Business Strategies, she leads the international strategy consulting firm and has advised over 100 client CEOs and Board of Directors in North America, Europe and Australia in areas including M&A, market category creation, company strategy, and go-to-market planning. She also advises sales and marketing teams on how to structural and culturally align with buyers to dramatically improve performance.

It is from her direct experience as a serial CMO that the Seller’s Compass™ Methodology was born. CMOs are faced with new expectations to optimize prospect and customer engagement, improve ROI, and drive significant portion of revenue pipelines through new social technologies. Through first-hand experience in experimenting with new market engagement models, Christine discovered the power of aligning outward to buyers and the buyers’ journey. Over a five year period, she refined the Seller’s Compass methodology into a program that can be implemented by companies of all sizes, across all industries.

Read her full bio here >

11
Mar

Be in the Right Place at the Right Time with Prospects

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Susan Finch will interview The Vanella Group, Inc. CEO & Founder, Mari Anne Vanella about topics including “Filling in the White Space Between Conversations.” How can you recognize opportunities for a low touch dialog that is effective without pushing for a meeting or conversation the prospect isn’t ready for.

Mari Anne Vanella has over 25 years of sales and business management experience.  Mari Anne’s firm, The Vanella Group, Inc. has served the B2B technology community with teleservices-based lead generation services for 13 years.  Her clients list includes Hitachi, SAP, and many others. 


Mari Anne is an accomplished speaker, author, and thought leader in the sales and marketing domain.  Her blog, Insights into Cold Calling, features content for today’s enterprise sales teams and has thousands of readers.  She has spoken at Dreamforce both in 2011 and 2012, recently was featured in the 2013 WBO Sales Bootcamp as a speaker, and does a lot of work to further educate and modernize the approach companies take to long term pipeline development.    Her book “42 Rules to Cold Calling Executives” has been a bestseller on Amazon for several years.

Mari Anne has been named to the 20 Women to Watch in Sales Lead Management 2011, 2012 and has been nominated in 2013 - winners yet to be announced.

11
Feb

February 14: Kathie Nelson says Stop turning over rocks for customers.

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Kathie-Nelson-Headshot-web-2-12.jpgSusan Finch interviews Kathie Nelson, Founder and CEO of Connectworks. Kathie is a serial entrepreneur and born powerhouse in business growth, is a four time author, highly sought after speaker, top tier business strategist, and coach.

Her cut to the chase deliverables have produced her own award winning sales, and national acclaim. In addition to her contributions to emerging companies, many non-profits and corporations have been the beneficiaries of her visionary leadership style resulting in substantial, measurable growth.

Once told she would never walk again, she defied the odds and overcame the obstacles that promised her life long limitations. Refusing to accept being told what she couldn’t do, she found her way to walk again and has never stopped. Kathie brings that same determination to all of her savvy business strategies.

Crediting this life changing experience as her catalyst, she soon developed the business formulas and strategies that persistently equal success for thousands of individuals and organizations nationally.

With concise and visionary accomplishment, her speaking prowess, signature products, and services far surpass the current market metrics. Get what every busy professional seeks: more money, more easily through business growth, marketing, networking, and sales.

Some of the show highlights and topics include:

There are two perspectives

1. Lack of confidence in their ability to sell or whatever they interpret what the word "sales" means to them.  These people usually have a disconnection to the language that sales professionals describe as the sales process.

2. Clear understanding of what the customer needs so that the sales conversation is about serving and discovery.  This group is usually comfortable and connected to the language that sales professionals describe as the sales process.

Small business owners frequently hear what they consider vague and non-relatable concepts, "lead management, sales lead management, ROI, lead nurturing, sales funnel management, lead generation." These same people have not been exposed to that professional language, yet they are out there trying to accomplish these goals. If they were confident in what makes them different, this would not get in their way.  It seems to be part of the stigma they associate with the term, "Sales Professional." You're going to have a difficult time selling anything if you can't become confident in your ability to sell your products or services.

Three key pieces to gathering the information ahead of time:

  • Keeping your finger on the pulse of trends that will affect your prospects or customers.
  • Conducting focus groups
  • Creating strategic partner alliances serving the same audience, as well as other sales professionals serving same audience

She asks them, "What's on your radar for 2013?" "What are obstacles that are possibly going to keep you or your customers from reaching their goals."

Susan Finch acknowledged these can be scary to ask the questions that you may not like the answer. But asking these questions make you empathetic, knowledgeable, credible. You will discover the correct market entry points, at what moment are they more receptive to hiring, launching, purchasing a service.

Kathie Nelson: realizing that if you have a sales manager over your shoulder telling you that you have to produce. "I can't slow down to do discovery because I have to get the quota up."  If you don't take the time for discovery, you are constantly turning over rocks, "Are you my customer?" "Are you my customer?"

Do you want to increase your sales quickly? Then commit to investing in the time, slow down - evaluate who my best customers were and what were they really going through. In general, do they have challenges? This process helps her empathize and serve them better. Once she did this and got clear on the experience of my customer, my sales doubled. This was through strategic partnerships.

"For every minute spent in planning saves 9 in execution."

Book recommendation for sales professionals:

Dave Crenshaw's book, "The Myth of Multitasking."  His overall message: Multi-tasking serves no one.

If you are in sales and don't want to be seen as a sales person, you are sabotaging your success. Whatever stigma you have associated with the sales profession is old news. You can be an honorable, caring, successful SALES professional, and proud of the product or service you represent, happy with the success you are adding to your customers' businesses.

Kathie's two books, "I Want What She's Got!" and the "Busy People Guide to Getting Unstuck" are helpful reads that will have you laughing and crying and inspired.

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14
Jan

January 17: Is self-employment for you? Mistakes to avoid.

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ruth4.jpgRuth Stevens of eMarketing Strategy interviewed by Susan Finch.

Ruth P. Stevens's expertise in customer acquisition and retention derives from a decade and a half of hands-on marketing for both large enterprises and start-up companies. Just prior to beginning her consulting practice, she served as chief marketing officer at an Internet company in New York City. Before that, she had broad responsibilities for direct marketing at three corporate giants – IBM, Ziff-Davis and Time Warner.

She has been listed as one of the 50 Most Influential in Sales Lead Management in 2011, one of the 20 Women to Watch in Sales Lead Management in 2012 and 2011. Since going independent in the late 90's, Ruth has had a lot of experience with people who are on the fence with the decision of whether venturing out on their own is for them, or are they better staying with or seeking a firm to work for.

She will also help alert you as to the common mistakes people make when making this change without thinking it through all the way. This mistakes can make the difference between success and failure.

SLMA Director of Online Marketing, Susan Finch brings some of the more practical advice in this decision such as seeking the advice of your tax advisor or CPA, speaking to others in the same type of business as you are considering starting. She has been independent since 2001 and doesn't look back at her decision with any regrets. She also recognizes it isn't for everyone.

The show is informative and may bring up some points you'll find helpful if you are considering this leap.

4
Dec

Women in Business: Your party image - stop embarrassing yourself.

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Susan Finch, Director of Online Services for the SLMA, has embarked on a new once a month series of Women in Business. The second guest is image consultant, Kay Hunter.

Kay is a corporate trainer and personal image consultant. Kay works with a vast array of people and companies. She has worked with students, pageant contestants, doctors, business executives, entrepreneurs and mothers. Many companies have asked her to speak to their staff in groups, or to provide one-on-one consulting.

Prior to launching her company, Kay worked as a Senior Human Resources Executive for 18 years. She understands the challenges of dressing for business and how it can directly affect the bottom line of a company and a person's personal success. She has the expertise to put people at ease, while dealing with sensitive situations, and ultimately motivating people to be their best.

The show will cover some delicate; but elephant-size important topics of our personal brand while attending corporate events such as holiday parties, trade-shows, networking events and business meetings where food and alcohol are served.

Kay Hunter will cover some great tips of dressing for the body you are in NOW, not leading with "the twins," how to be a desirable party guest with hopes of another invitation, and remembering that all behavior is very public thanks to social media's "over sharing" tendencies.

What impression are you leaving with others as far as your personal brand and your company's image? You may not be as charming as you think?

Are you a conversation hog? Do you monopolize the host of an event seizing as a sales opportunity? Those events are NOT the place for selling, it's the place for relationship building to allow you to have the opportunity to present your widgets in the near future.

31
Oct

Women in business and why they don’t take credit for their accomplishments

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Jill-Rowley-200x300.jpgJill Rowley continues to be a force in the sales lead management industry. A pioneer in the space, Jill has become an expert and global companies (Rally Software, DocuSign, ArcSight) turn to her for guidance and knowledge.

In working closely with Jill, she continues to show herself as more than just a sales rep, but a trusted advisor in the area of sales lead management and the new world of buyer driven marketing and sales.

SLMA Director, Susan Finch will be having a conversation with Jill talking about what keeps women from taking credit for their own accomplishments. What separates women who are comfortable standing up for themselves, their skills and accomplishments; versus those who quietly let credit be given away, usually to a same-level man or supervisor man or woman?

Jill's achievements in the field of of sales lead management:

  • SLMA Woman to Watch in 2011 winner
  • Awarded Eloquan on the Year for 2011 - Eloquan of the year is given to an Eloqua employee who meets criteria including: passion, knowledgeable about the technology, mentor, and active in the community.

Jill encompasses all of this and more.

Professional Boards:

  • Focus Expert SLMA Contributing Member
  • Top Sales Rep at Eloqua
  • Member of The Marketing Automation Institute Member of MOCCA