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Sales Lead Management Association Radio

Oct 2013

Taking the Mystery out of Pricing Telemarketing Services

October 7, 2013

SLMA Radio host Jim Obermayer asks Mari Anne Vanella to tackle the tough subject of navigating what should be paid for the different levels of telemarketing services.   Mari Anne is the president of the Vanella Group and is a featured speaker at the annual Dreamforce meeting.

In this 40 minute interview Obermayer will work with Mari Anne to separate fact from fiction about telemarketing pricing and the different levels of compensation based on the project scope.  Should database clean-up be different from lead generation which could be different from appointment setting, which could be different from pure sales, which is different from lead nurturing?  What about a flat hourly fee verses those companies that charge for per calling hour, management and reporting?

About Mari Anne Vanella CEO/Founder

Mari Anne Vanella has 25+ years of sales and business management experience. As Founder/CEO of sales development firms in the Silicon Valley, her organizations have consistently delivered long-term, successful sales development programs to high tech and services industries across the United States.

Mari Anne's background includes successful performance as Vice President and Director at companies such as The EC Company (now ADX), PictureTalk, a subsidiary of Drake International (one of the world's largest IT solution and staffing firms), Global Knowledge, a $500 Million IT Training and consulting firm, and at Skyline Computer Corporation, where she led the Cisco Training Products organization to a #5 position in the country within one year. Prior to these she founded Procom, a sales development firm based in the Silicon Valley serving customers such as State Farm Insurance, Waddell & Reed, AmeriPro, and many others.

Her executive leadership roles in enterprise technology sales organizations with field reps, sales engineers and customer service teams contribute to in-depth knowledge and hands-on experience which results in a solution that has unmatched results.

Her industry affiliations include being a Founding Member of Women In Technology International's (WITI) Global Executive Network and sat on the panel of Technology Influencers at the WITI Summit alongside the CIO from Cummins and VP from IBM. She is also a speaker for The Direct Marketing Association (DMA) of Northern California. She is an honorary sales professional in the Sales & Marketing Executives International (SMEI.) Mari Anne has also been active in The American Marketing Association, the Silicon Valley AMA, SVASE (Silicon Valley Association of Startup Entrepreneurs), Women in Consulting, National Association of Female Executives, and the Sales Lead Management Association. She was nominated for the Industry 50 Most Influential People in Sales Lead Management in 2010,2011, 2012 and listed in the "20 Women to Watch in Lead Management" in 2011, 2012, and 2013. She is consistently ranked in the top industry influencers on Kred.

Recently she has authored the best-selling and award-winning book 42 Rules of Cold Calling Executives which is available on and other retail channels.

Mari Anne's graduate studies in Business Management were through the Edinburgh School of Business, Heriot-Watt University.

Read Mari Anne's Blog Insights Into Cold Calling