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Sales Lead Management Association Radio

29
May 2019

Why the Winning Customer Experience Starts with Sales

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Host Mari Anne Vanella interviews Michael Fox, a technology sales expert about how a new customer’s relationship starts with their  “relationship” with the sales representative that served and sold them. They discussed:

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15
May 2019

Why Marketing is in the Most Powerful Position in 100 Years

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This program addresses the question of who owns the pipeline, sales or marketing and in doing so it becomes apparent that marketing not only owns it but is in the most powerful position in their company in nearly a century.

Why it's Important

Are salespeople just the closers and don't own the pipeline? 

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9
May 2019

Incorporating the Six Universal Buying Motives to Improve Email Copy and Response Rates

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Most email programs are failing, dismal, weak and ineffective says Laurie Beasley.  Failure is usually the result of poor copy writing (subject line and body) that leads to low opening rates and truncated sales. 

The B2B buyer and consumer are not morons , she says (paraphrasing David Ogilvy). 

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8
May 2019

Leading Digital Transformation Within Your Organizations

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Digital transformation is an organization-wide effort, but it starts with the leadership of marketing. From vision creation to team empowerment, CMOs and marketing leaders are poised to drive transformation within their organizations but not all are well-versed in how to approach this transformation.

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3
May 2019

Why Leads Crash and Burn When Salespeople Call the Prospect

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Mari Anne Vanella, author, and CEO of the Vanella Group, has made millions of B2B outbound calls for her clients. For this program she discusses why companies don’t usually need more leads, they just need to fix the salesperson’s soft sales approach in the initial contacts. The salesperson’s failure, Mari Anne says happens when aggressive salespeople, who don’t listen to the prospect, fail to engage and then blames the lead and source of the lead: marketing. Mari Anne and Paul Roberts discuss:

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23
Apr 2019

Does Product Management Have a Role in Sales Enablement?

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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.  But do product marketing managers just assume this responsibility lies with someone else in marketing?  Revenue operations? Marketing Operations? Marketing Communications? CMO?

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15
Apr 2019

Must Listen: Personal Growth Equals Sales Growth Podcast with David Kreiger

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David Kreiger believes in two management techniques for his inside sales representatives: the theory of one thing and that personal growth equals sales growth. 

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10
Apr 2019
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Apr 2019
3
Apr 2019

Why Segmentation is Key to Building Your Customer Journey

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You wouldn’t market to the CEO of a Fortune 100 company in the same way you’d market to a SMB marketing director. Why market to your customer and prospect audiences in the same way? When you prioritize segmentation, you enable your company to target the right audience with the right message at the right time, while delivering a superior experience. This month on Revenue Rebels, Rhoan Morgan sits down with Rebecca Kaufman, Director, Strategic Marketing at Phreesia to discuss the importance of segmentation in marketing. 

Revenue Rebels is hosted by Rhoan Morgan, CEO of DemandLab the host sponsor.  

You may also like:

How Revenue Operations Improves Customer Engagement

Hear the best of Rhoan Morgan here.

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Apr 2019
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Mar 2019
18
Mar 2019

How Revenue Operations Improves Customer Engagement

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Getting sales and marketing teams to support revenue and business growth goals isn’t a small undertaking.   It's obvious, you'd think, and yet walking the talk is more difficult.  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.

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12
Mar 2019
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Mar 2019
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Feb 2019
17
Feb 2019

Tech Culture Begins with Good Employees

20190214-dd-tweet-kornblum.jpgMark Godley sits down with Rob Kornblum, author, former VC, and friend. Rob and Mark discuss their years in tech startups and why culture, hiring and people are the essential ingredients   in a successful startup. Rob even goes so far to say that the team is more important than the product! Whoa!  Join the podcast to hear from a successful author, VC, and data wonk about the skills and savvy you need to hire and succeed in the startup world.   

4
Feb 2019

Where Should The Insides Sales Team Live Within Your Organization?

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Some argue marketing, some argue sales. No matter where inside sales lives, both marketing and sales play a critical part in this team’s success. Tune in to this month’s episode of Revenue Rebels as Rhoan Morgan sits down with David Priemer, Founder and Chief Sales Scientist at Cerebral Selling to discuss where inside sales fits in and how marketing and sales must bridge the gap to support this team.
 
About Our Guest
From his early days tinkering with test tubes and differential equations as an award-winning scientist to leading top-performing sales teams at high-growth tech start-ups, David Priemer brings a lifelong passion for uncovering the hidden insights in the world around us, to his practice as the founder of Cerebral Selling. Often referred to as the "Sales Professor", David helps organizations supercharge revenue growth, people development, and culture by combining the core principles of science, empathy, and execution. The result: an empowered organization of modern sellers who think like their customers, learn fast, and win! Previously, David held several executive leadership positions at leading technology companies including Salesforce, where he was the Vice President of Commercial Sales and creator of the Sales Leadership Academy program. He is also an Adjunct Professor at the Smith School of Business at Queen's University.
 
David holds a B.Sc. in Chemistry and Atmospheric Science from York University and a Master’s degree in Chemical Engineering from the University of Toronto. When he's not thinking about Sales, David loves to cook, write, and spend some quality family time with his wife and three girls.
24
Jan 2019

How a New CMO Revamped Marketing and Didn’t Get Fired!

So you are a new CMO and changes from you are expected, not the least of which is a boost in revenue.  In this 14 minute excerpt from the original program hear how a prominent CMO brought about the change that was needed in a 4 step process. 

Hear the whole program here:

4 Steps to Accelerating Company Growth

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.

Since joining the VanillaSoft team a year ago, Darryl has transformed the sales and marketing process and increased lead flow by launching an inbound marketing strategy and an aggressive digital marketing program supported by a strong sales and marketing stack. If you’re a marketing leader ready to elevate your company, tune in to this episode to hear Darryl’s 4-step approach to accomplish this and more.

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Guest: Darryl Praill, Chief Marketing Officer, VanillaSoft

Guest Bio: Darryl Praill, Chief Marketing Officer of VanillaSoft, is a high-tech marketing executive with over 25 years’ experience spanning startups, re-starts, consolidations, acquisitions, divestments and IPO’s. He has been widely quoted in the media including television, press, and trade publications. He is a guest lecturer, public speaker, and radio personality and has been featured in numerous podcasts, case studies, and best-selling books.

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You may also like:

How Revenue Operations Improves Customer Engagement

Hear the best of Rhoan Morgan here.

 

23
Jan 2019

Why B2B sales reps must think like Entrepreneurs

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Join host, Mari Anne Vanella as she welcomes Dave Farrow, Founder/CEO of Farrow Communications as he goes over why B2B sales reps must think like entrepreneurs. Dave Farrow is best known for his brain power. Listed twice in the Guinness Book of Records for Greatest Memory, Dave is an entrepreneur who mastered PR to promote his own business. Most PR professionals have a background working in television BUT have no sales or entrepreneurial experience. As for Dave, he took his skill in memory and developed several educational products and used PR as his primary sales tool. His results are impressive. Dave has personally been on over 2000 media interviews, including multiple appearances on Dr. Oz, Steve Harvey, the Today Show, Fox and Friends, CBS Early Show, Live! With Regis and Kelly, BBC, NBC, CBS, ABC, The CW, QVC, Discovery Channel, Science Channel, and more.