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Sales Lead Management Association Radio

23
Oct 2019

The Payoff When Customers are the Center of Everything for Marketing and Sales

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Yep, we’ve heard from pundits in the past few years that the customer is why you are in business, why they are important and what we should do about it. Jocelyn Brown, SVP at Allocadia agrees with that, but she takes it much further in saying that its more than a concept, more than an idea that passes quickly as a conference keynote and disappears. It is a philosophy for doing business for Marketing and Salespeople in the most progressive (and profitable) companies. 

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22
Oct 2019

ABM Use Case: Lessons from the Front and How it’s Impacting Sales Pipelines

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After running multiple ABM programs, we’ll reveal results and the lessons learned along the way in this show. Featuring an interview with Mark Coronna, Partner & CMO at Chief Outsiders and the fractional CMO with Dalsin Industries, and Tom Judge VP of Strategy at Direct Marketing Partners.

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10
Oct 2019

The Five Easy Pieces of A Marketing Attribution Model You Should-Know

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Barriers to Measuring ROI

Tessa Burg, VP of User Experience and Technology Strategy at Tenlo, says that B2B marketers that want to track the ROI of their digital efforts would be wise to consider an Attribution Model.  Lead sources should no longer be simply attributed to one source and neither should the credit be given to that source for the eventual sale. To access the true ROI of each marketing channel, B2B companies must find ways to adjust their traditional success metrics.

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1
Oct 2019

F#ck Content Marketing: It’s All About Content Experience

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Whether we know it or not, we're all creating content experiences. Sometimes, they just suck...
 
Today's guest is a rule-breaking marketer and a leader in the content experience movement. Randy Frisch, CMO, and Co-Founder of Uberflip, joins the Revenue Rebels podcast to share how marketers can evolve their thinking around content marketing and content experience.

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Host, Rhoan Morgan sits down with Frisch to discuss:
  • Why business leaders must prioritize content experiences
  • What a successful content experience looks like
  • The biggest roadblocks marketers experience

P.S. We do drop an F-bomb or two in today’s episode, so turn the volume down or use headphones if you’re around children or in the office.

About Our Guest

Randy Frisch is the CMO and Co-Founder of Uberflip, a content experience platform that empowers marketers to create content experiences at every stage of the buyer’s journey. He has defined and led this movement, prompting marketers to think beyond content creation and truly put their customers first by focusing on the experience. He is also a host of Conex: The Content Experience Show podcast was named one of the Top 50 Fearless Marketers in the world by Marketo, and is the best-selling author of F#ck Content Marketing: Focus on Content Experience (yeah, he swears sometimes).

 

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Revenue Rebels is hosted by Rhoan Morgan of DemandLab which is a program on the Funnel Radio Channel.  DemandLab is the sponsor of Revenue Rebels

DemandLab   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

24
Sep 2019

How New Salespeople Build a Repeatable, Daily Framework for Success

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There is no secret sauce to being successful in sales. It all starts with building a consistent, repeatable, scalable daily activity framework that ensures you do what needs to be done.

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19
Sep 2019

Six Ways to Make Email Work Smarter for Marketing and Sales

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 Everyone in marketing and sales agrees on three things about email, it is indispensable, inexpensive as a promotional tool, and hugely inefficient unless used right.  In this episode of SLMA Radio we interviewed Nick Lissette, CEO of Black Pearl and we discussed how marketing and sales can use email more efficiently.

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9
Sep 2019

When Marketing Inserts Itself Into the Sales Pipeline, Who Owns it?

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To answer this question, we have gone to Christopher Ryan, Founder and CEO of Fusion Marketing Partners.  The answer to this will guide both marketing and sales to better understand their role in pipeline management because today they both have a stake in the outcome.  

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6
Sep 2019

Why Successful Acquisitions Need Marketing at the Forefront

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Lauren Weiner, Executive Director, Marketing at IHS Markit has been through four acquisitions in her career and has some tips, insights, and word of wisdom for marketers. In this episode of Revenue Rebels, we explore what happens in the first hectic months after acquisition and how marketing can smooth the transition. Host Rhoan Morgan and Lauren Weiner discuss:

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4
Sep 2019

Three Tactical Areas Winners Use - Podcast with Karen Hayward

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SLMA guest host and board member Dan McDade (recent CEO of PointClear) and now of Prospect Experience interviews Karen Hayward a managing partner of Chief Outsiders on the subject of what separates winners and losers in the revenue wars. The interview covers three tactical areas that winners use and loses fail to implement. Very interesting.

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31
Aug 2019

Recipe for Growth: How LeadMD Grew 133% Year Over Year

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Program host, Jim Obermayer, read a recent press release from LeadMD and what caught his eye was the 133% growth figure for their year over year sales so far in 2019.   “Why” is the question Obermayer asked the company.  The answer prompted the interview for this program with Justin Gray the CEO of LeadMD.  His response is both interesting and predictable for a company that counts several thousand companies as its clients.

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14
Aug 2019

Ignorance is no Excuse, Content Does Have a Measurable ROI - Pamela Muldoon

In this interview with Pamela Muldoon, Revenue Marketing Coach with the Pedowitz Group, we find out that content does have a measurable ROI.  Really, it does.

To hear some marketers complain, the ever ravenous bottomless pit of content consuming ne’er-do-well perspective buyers drain marketing’s budget with nary-a-proof of purchase.  But is the professed ignorance a ploy by marketers that simply don’t know how to prove that the content they create is worth the expense?    This is Part Two of the program:  Connecting Content Creation to the Bottom Line

The host is Jim Obermayer.

About the Guest Pamela Muldoon

Pamela Muldoon is a Revenue Marketing Coach with The Pedowitz with over two decades of traditional and digital marketing experience. She specializes in campaign and content strategy with a passion for helping clients develop a content marketing culture across the organization. Her marketing career started over thirty years ago when she transitioned from on-air personality to Copy Director for a radio station in Wisconsin. Since then, she has taken on multiple marketing roles in her career, having worked with companies like ING, Prudential and Content Marketing Institute. Pamela was named one of the Top 50 Women in Content Marketing in 2017 and in 2018 one of the 20 Women to Watch from the Sales Lead Management Association.

Pamela is also a professional voice over talent and podcaster. When not online working on digital marketing strategies, she can be found unwinding at a Las Vegas poker table or hanging out with her two dogs, Maddi and Copper.

About the Pedowitz Group

The Pedowitz Group (TPG) is a Revenue Marketing™ consulting firm headquartered near Atlanta, Ga. We believe that Marketing is the driver of customer engagement that fuels the revenue engine. Many of today’s successful CMOs are operationalizing business accountability, digital transformation and the customer experience through marketing operations. As your partner, TPG helps you plan, build and optimize your revenue engine by delivering services in MarTech, demand generation and marketing operations.

TPG has worked with over 1,300 clients to enable marketing and sales. Our expertise spans the six major categories of MarTech, including marketing automation, CRM and content platforms. We specialize in helping mid-market and enterprise organizations in financial services, manufacturing, software, technology and business services.  The Pedowitz Group customers have won over 50 national awards for their Revenue Marketing excellence. To discover how we can help your organization become successful Revenue Marketers™, visit http://www.pedowitzgroup.com, or call us at 855-REV-MKTG or visit Revenue Marketer Blog.

Related from Muldoon: Connecting Content Creation to the Bottom Line

Sponsor for this show:

SLMA Radio Sponsorship

 Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. Call 888 784 2929 or visit us at www.validar.com

5
Aug 2019

Where to Start on Social Media to Avoid Mistakes and Burnout

As the Global Communications Director at inRiver, Erika Goldwater manages the strategy and execution of the demand generation, communications, social media, and content marketing programs. She has extensive experience in several companies and has learned a lot about leading and teaching her teams about social media mapping, scheduling, and execution

 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.

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.

31
Jul 2019

How Empathy from Marketers can Improve Marketing & Sales Alignment

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This month on Revenue Rebels, Rhoan Morgan welcomes two guests from Lola.com, Jeanne Hopkins, CMO & Ryan Ball, VP of Sales. This episode will provide listeners with tips for improving alignment between two of the most important business functions–marketing and sales. It will also explore the impact that marketing and sales alignment have on both business growth and revenue.
 
About Our Guests

Jeanne Hopkins, CMO

As Chief Marketing Officer at Lola.com, Jeanne Hopkins leads both the company’s marketing organization, building a metrics-based powerhouse to fuel demand as well as its customer success organization, ensuring a great Lola customer experience.

Ryan Ball, VP of Sales

As the Vice President of Sales, Ryan is responsible for driving the organization towards its broader revenue goals by establishing the strategy, targets, onboarding, training, and career growth of the sales team.

23
Jul 2019

Why Sales is Surrendering the Pipeline to Marketing

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The sales pipeline, aka the sales funnel is the long-standing measurement of the past, present and future for a company.  In the not too distant past marketing dumped demand into the beginning (top) of the pipeline and sales took responsibility for the rest of the process.

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17
Jul 2019

How to Measure Event Performance

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Events, trade shows, corporate showcases, and user events have grown dramatically in the last five years. And yet, the need to measure event performance beyond the ego boost of having the event is often evasive. The C-suite wants to measure the ROI for events that are into the mid-to-high six figures and beyond. In the episode, Valdiar CEO Victor Kippes discusses how to measure event performance and the technology needed to make it easy.

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9
Jul 2019

Realistic, Effective Content Marketing tactics ANY Company Can Implement.

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This is part 2 of an interview with Kristy DelMuto, VP of Strategic Marketing at LLR Partners. If you missed the first interview, we suggest you listen to it here. This continuation goes into specific tactics. Some of which your team can EASILY help you with - two tiny asks a month - really, it's not difficult to make great strides in your reach, but it's a group effort using the most accurate data and data analysis. 

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7
Jul 2019

How to Choose an Outbound Calling Company That Delivers

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Mari Anne Vanella, the host of Outstanding Outbound and SLMA Radio commentator Paul Roberts, explores how to choose and create a successful relationship with an outbound calling company that will give you a 20% return.  They discuss the sins of the industry and the benefits of working with a company that knows B2B enterprise relationship building.  They touch upon:

  • How to successfully outsource outbound calling
  • The difference between internally employed SDRs and outsourced professionals
  • Why nobody is closing deals on social
  • Why most companies pay inexperienced SDRs as little as possible and they get what they pay for
  • The sins of a false-peer call and lying from bad actors
  • Why going cheap on outbound calling increases risk of failure

 Mari Anne Vanella

Mari Anne Vanella has 25+ years of sales and business management experience. As Founder/CEO of sales development firms in 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, and at Skyline Computer Corporation, where she led the Cisco Training Products organization to a #5 position in the country within one year. Before these, she founded Procom, a sales development firm based in the Silicon Valley serving customers such as State Farm Insurance, Waddell & Reed, and many others.

Mari Anne Vanella hosts Outstanding Outbound Radio which is sponsored by The Vanella Group on the Funnel Radio Channel.

25
Jun 2019

The Untapped Power of Quora Ads with JD Prater

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JD Prater from Quora shares why you should consider marketing on Quora, and some of his best strategies for driving inexpensive, high-quality leads. Don't miss the chance to break through the clutter on a channel that your competitors haven't found yet.

About AJ's guest:

JD Prater is the Quora Evangelist and a regular speaker at conferences across the globe. He's the podcast host of Grow with Quora and The PPC Show. And in his spare time, JD is an avid cyclist, proud new father, and weekend traveler. 

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23
Jun 2019

How to Avoid CRM Failure with Joe Scioscia of VAI

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It depends on what report you read, but we know that CRM or sales automation installations are fraught with frustration and failure. It isn’t unusual that companies go through 2-3 CRM companies until it has a system that works for everyone. In this interview, host Jim Obermayer, asks Joe Scioscia, VP of Sales at VAI how to avoid common CRM installation failures. Joe Scioscia is a top flight expert on the subject and in 25 minutes he will guide us out of the corn patch maze known as CRM Implementation.

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19
Jun 2019

Why End of Life Conversation Makes Life Itself Easier

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Choose Your Own Way:
Why End of Life Conversation Makes Life Itself Easier – for you, your family and your medical team

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