During our program, Sean Burke, CEO of Kitedesk discusses how a company can economically create real qualified prospects to drive a forecast which drive sales. Qualified leads or prospects can have many definitions, however, from a salesperson’s perspective it is simply meant as “qualified to buy" rather than speaking to the weighted quality of the lead.
Everyone agrees that new realities of customer buying is driving changes in sales organizations and Cheatham discusses how to approach change and not get slammed in the process.In the book “Selling Vision” co-author Rick Cheatham takes us through the origins of the book and how change doesn’t have to mean one or two quarters of lower revenue when salespeople adjust. Change is a risky proposition for all sales organizations because change means confusion, hesitation and chaos as salespeople adjust to the company’s vision of a new sales approach driven by changed customer buying habits. RICK CHEATHAM leads the US Sales Practice for BTS. He works with clients such as Google, Accenture, Metlife, and IBM to drive their sales efforts into the future. Rick leads a team of over 20 consultants and conceptualizes many of the BTS solutions deployed in the US.
Some of the most common metrics may not be what you think and in fact may be marketing myths. Everything can be measured a dozen different ways, or more. Just look at the way employment, housing sales, and other misleading, skewed statistics. Depends who you ask and how, as well as what the goal of the question is. Join Jim Obermayer and Paul Peterson, VP and General Manager of GoldMine, CRM.
In this SLMA Radio program we speak with Ben Sardella, co-founder and chief revenue officer from Datanyze about how a marketing department can make good on its promise of creating qualified leads by using technology. Ask a salesperson what they need from marketing and they will say, more sales leads. Give them more and the next time you talk to them they will say you misunderstood them and they need more qualified sales leads.
Salespeople must to learn dozens of different skills to be successful.The most accomplished salespeople have refined each of the talents, one after another, until they are consistently selling (think telephone skills,appointment setting, presenting, technical knowledge, persistence, in person communication, benefit presentations, probing questions, closing and negotiation to name a few). But there is one skill that separates winners from losers and Jeff Smith will share that in this program with host Jim Obermayer.
- The state of Revenue Marketing
- The four benefits of having a Revenue Marketing Process
- The CMO Survey
- The turning point that turns someone into a Revenue Marketer
- The barriers that prevent someone from considering themselves revenue marketers.
- The barriers erected by others, especially know-it-all C-Level managers
- The role of Change Management to initiate a revenue marketing process.
- Revenue Marketing™ is the combined set of strategies, processes, people, technologies, customers and results that:
- Drops sales ready leads into the top of the funnel
- Accelerates sales opportunities through the sales pipeline
- Measures marketing based on the repeatable, predictable and scalable contribution to pipeline and revenue
- Improves the ROI of the sales and marketing continuum
When it comes to sales, however, it seems CEO’s always feel they are experts at sales management and in most cases this is dangerous. It is always dangerous to not know what you don’t know. In this program, author and radio host Andy Paul discusses the four things every CEO should know about sales. The host is Jim Obermayer. Most CEO’s admit that they are competent in finance, lag in manufacturing, unknowing about engineering, unfamiliar with quality control, and innocent about marketing.
When 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.
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.
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
The Selling Power President's Club powered by Spiro
Being eligible for the President's Club is super easy: you need to be one of the first 2,000 salespeople to download and use Spiro, our personal sales assistant. Don't worry, if you're one of the legendary salespeople already using Spiro, you can update it to the most current version and opt into the President's Club.
Known as the performance marketing conference, LeadsCon is for companies that rely on lead generation to drive their revenue.
Warren Pickett - Content Director, LeadsCon
As the content director for LeadsCon events, Warren brings more than a decade of event programming experience and more than 20 years of experience in B2B print, online and digital media. He helps drive engagement in the performance marketing marketplace and brings together marketers, executives, agencies, technology & service providers, entrepreneurs, corporate communications experts and audience development team members to help foster B2B and B2C communities in real-time at face-to-face, in-person events.
Cory Smith - Show Director, LeadsCon
Cory joined Access Intelligence in 2013 to manage and grow the LeadsCon Community, the leading source of business information for the performance marketing and Lead Gen industry. Cory is a veteran of twenty-two years in business media having managed two Tradeshow Top 100 events and recognized for having managed two of the fastest 50 growing events in the industry. Prior to joining AI Cory was the Director of Events at Mining Media International, where he was responsible for launching new events and growing a portfolio of seven conferences and tradeshows in the mining and construction marketplace. Prior to his role at Mining Media International, he served as Vice President of Events for both Nielsen Business Media and F+W Media. In these roles, he managed several industry leading events: Kitchen/Bath Industry Show, Medtrade, and the HOW Design Conference. Cory is a graduate of the University of Georgia with a BBA in Risk Management/Insurance. http://www.leadscon.com/about-us