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Sales Lead Management Association Radio

Dec 2013

Why isn’t your CRM System Working?

December 16, 2013
SLMA Radio Host Jim Obermayer interviews Dan Rogers CEO and CJ Cunniff, VP of BD of SmartLead, on the important subject of why CRM systems have such a high dissatisfaction rate.  More than 80% of all B2B companies have a CRM system in place, but there are reports saying only about 50% or less are satisfied.  In this 40 minute program the experts from SmartLead will tackle the high failure rate and what can be done about it.  We will explore the usual suspects for failure: setup, training, sales processes, reporting, databases, qualified lead definitions, sales rep buy-in, etc. 

About Dan Rogers
Dan Rogers is the CEO of SmartLead and drives the company’s vision. With more than 22 years of executive experience, Dan’s leadership expertise includes international assignments. In New Zealand, he was a charter member of the CLEAR Communications management team. In Ireland, Dan served as the Director of General Operations at East Telecom. And in the Netherlands, he worked for Versatel Telecommunications.

Prior to joining SmartLead, he also served as Vice President of Customer Solutions for APAC Customer Services and Vice President of Customer Services at Telecom USA in Cedar Rapids, Iowa. Dan is also a member of the Sales Lead Management Association’s Advisory Board. Dan’s state appointments include the Iowa Capital Investment Board and the Iowa Emergency Response Commission. He holds a Bachelors Degree from the University of Iowa.

About CJ Cunniff
CJ Cunniff is the Vice President of Business Development for SmartLead. Mixing marketing with web programing, CJ understands how marketers can succeed in the digital world. CJ has lead the SmartLead Sales and Marketing teams since 2011. He has over 12 years of marketing experience in private and public sectors, 5 years in web programming and 7 years leading teams in digital and mixed media efforts.  CJ is Google Analytics certified and specializes in lead generation and management through the sales life cycle.

About SmartLead: A Pioneer in Lead Management
Since 1981, companies have relied on SmartLead’s customized lead management systems and best practices to smoothly and seamlessly manage leads from the moment the leads are generated, through qualification, ranking, nurturing and distribution to sales people or channel partners.
SmartLead is the only full-service lead management company with:
  • Dedicated account managers to advise clients on best practices and implement their programs
  • Web-based lead management, sales force automation systems
  • Insightful analytics system
  • In-house marketing services: contact center, direct mail, email, printing, web hosting, and fulfillment/warehouse.
Large companies with complex sales or dealer distribution systems rely on SmartLead to simplify the Herculean task of managing thousands of leads from multiple sources. SmartLead smoothly and seamlessly manages the lead process from the moment the leads are generated until the leads are qualified and distributed to sales people or channel partners.