Control Revenue Growth with MUST HAVE Sales Analytics

December 9, 2015
00:0000:00

Sales managers need every advantage in an increasing fast paced sales world but the volume (or lack of it) of analytical information from the company can stress even the most best sales manager. In this short interview, Derek Grant of SalesLoft takes us through the absolutely must-have-analytics that every sales manager needs to control their future revenue stream. Marketing managers are invited to listen. The host is Jim Obermayer.


About our guest:

Derek leads SalesLoft's sales organization, which is focused on helping sales development practitioners schedule more, qualified meetings. Prior to joining SalesLoft, Derek served as the architect of Pardot’s sales process, leading the organization from pre-revenue startup to $100M exit to ExactTarget (subsequently acquired by Salesforce). Derek is a native son of Florida and holds a bachelor's degree in communications from Florida State University. 

About the company: 

SalesLoft is the simplest way to convert prospects into qualified appointments. Build a cadence of phone calls and sales emails for your team to follow consistently. Automatically track and log sales emails and dials into Salesforce, saving time for Sales Development Reps to have more conversations with our integrated sales dialer.


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This episode is generously sponsored byThe Vanella Group
The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visitBuildPipeline.comor call 888-335-0340

and by Validar
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 atwww.validar.com

Only 13% of Marketing Automation Programs are Successful - why? Justin Gray, LeadMD

November 17, 2015
00:0000:00
Some of the points we covered included:
  1. Why do you make the statement that only 13% of the Marketing Automation programs are successful?
  2. What is your definition of a successful Marketing Automation program?
  3. Can you name five areas that can improve chances for success of a Marketing Automation program?
  4. What is the single biggest obstacle to the successful implementation of Marketing Automation?
  5. Good read that goes with this show: point 3: The end is only the beginning.
    Warning: The Rest of Your Company Has Absolutely No Idea What Marketing Does
  6. What's Marketing up to?
  7. Be a champion for marketing - taking a lead from Maria Pergolino.
  8. If you all truly have the same goal - the growth and success of the company - everyone in all departments should be a champion of each other - sales to marketing, marketing to management and sales, management to everyone...
  9. Can the average marketing department without a marketing operations team manage an Marketing Automation program?

What KPI’s do Sales Managers need to Track? - Nikolaus Kimla, John Golden, Pipeliner CRM

November 7, 2015
00:0000:00

Key Performance Indicators aren't new, but for many sales managers KPI's aren't defined, tracked or used as pointers to help them manage salespeople. Maybe it is the lack of easy to use tools to track KPIs.  Maybe it is the sales manager's inability to understand how they can use KPIs to look at the past and predict the future;  regardless, the excuses aren't valid anymore. In this interview with Pipeliner CEO Nikoluas Kimla and John Golden, Chief Strategy officer for Pipeliner, they discuss the five KPIs that every sales manager should use to understand how to coach their teams to extraordinary success. The host is SLMA's Jim Obermayer.

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This episode is generously sponsored by The Vanella Group
The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visit BuildPipeline.com or call 888-335-0340

and by Validar
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 

How to Stop Jerks from Ruining Your Company! Christine Crandell

October 30, 2015
00:0000:00

We've worked with them and for them: the jerks. Those that are bullies, rude, bad-mannered, impolite, they disrupt meetings, are late to meetings, they are know-it-all people that are toxic to the organization. The guest this week, Christine Crandell of New Business Strategies says it doesn't have to be this way. Department managers and HR Departments can work to avoid the jerks and hire those that are team members. It may be testing, it may be a list of character traits that the company publishes and holds everyone accountable to. Yes, you can warn people about being a jerk and fire someone for being a jerk; learn how. Christine insists it can be done. The host this week is Jim Obermayer

About Christine Crandell – President

Christine Crandell is a 25-year B2B expert in market strategy, and building successful, profitable organizations. Her work with CEOs and Boards is focused on helping them understand how to optimize their strategy and align their organizations to accelerate revenue. As President of New Business Strategies, she leads the international strategy consulting firm and has advised more than 100 CEOs and Board of Directors in North America, Europe and Australia in areas including M&A, market category creation, company strategy, and go-to-market planning. She advises CEOs and Boards on how to align messaging, structure and culture with the customer to dramatically improve company performance.
Christine holds Board of Advisory roles with several early stage companies. She also lectures at San Francisco State, University of San Francisco and Golden Gate University where she was the recipient of the 2005 Ageno School of Business, Stanley Price Adjunct Professor Award. Christinerude, was named as one the "Top 50 Influential People in Sales and Marketing in 2012", "Top 15 Leaders in Social Selling", "Top 20 Women to Watch in 2012" by the Sales Lead Management Association ("SLMA"), and as one of Silicon Valley's Most Influential Women for 2010 by the Silicon Valley/San Jose Business Journal.
An accomplished writer and public speaker, Christine has been published in BusinessWeek, CMO.com, and is a blogger for Forbes.com, CMSwire, and HuffingtonPost. She holds an MBA from Florida Atlantic University and DBA (abd) from Golden Gate University.
Follow her personal blog at www.christinecrandell.com and on Twitter @chriscrandell. She can be reached at christine.crandell [at] newbizs.com

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This episode is generously sponsored by The Vanella Group
The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visitBuildPipeline.com or call 888-335-0340

and byValidar
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 

Book Discussion: Marketing Management must Change or be Fired Says Author Carlos Hidalgo!

October 23, 2015
00:0000:00
The author of Driving Demand by Carlos Hidalgo discusses with the host Jim Obermayer why B2B lead generation and marketing in general has changed so dramatically. Carlos just doesn’t talk about the issues; he discusses how the transformation of the buyer is creating an upheaval in sales and marketing in departments. This interview discusses why CMO’s are under pressure to perform, why so many people in marketing are in different silos with so little connection to their salespeople. Frank talk from Carlos can make the most stoic marketing manager think about change as a necessary tactic for survival.
 

About Carlos Hidalgo  Chief Executive Officer and Principal

Twitter: @cahidalgo
Carlos is an innovative thought-leader with over 20 years’ experience as a B2B marketing practitioner and industry visionary. Carlos is widely recognized for his expertise in strategic integrated marketing, Demand Process, Demand Transformation℠ and marketing automation. As CEO and Principal of ANNUITAS, Carlos drives strategy and leads core practice teams to Transform Demand℠ for enterprise clients globally. Carlos has been named one of the 50 Most Influential People in Sales Lead Management for the last five years and was named as a Who’s Who in BtoB Marketing in 2011 and 2012. Prior to ANNUITAS Carlos was responsible for global SMB marketing at BMC Software and held a similar role at McAfee. Carlos received his bachelor’s degree in business communications from Cedarville University in Ohio.

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This episode is generously sponsored by The Vanella Group
The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visit BuildPipeline.com or call 888-335-0340

Recruiting Millennials: Why would they come and stay? Jaysen Greenleaf, RIO Genesis

October 17, 2015
00:0000:00

Host, Susan Finch and her Guest, Jaysen Greenleaf, VP of Business Development at RIO Genesis Software discussed both sides of recruiting great talent for your team and retaining them. They also dispelled myths about millennials, including thinking they are job hoppers.

The first half of the show was about preparing for growth, where to find the talent and the value that younger team members can bring, especially fresh from college or another industry. They are a clean, tech-savvy, educated slate with strong entrepreneurial spirit.
The second half of the show talked about ways to KEEP them after you get them to your company. This includes the importance of weekly meetings, breaks from the office to change the scene and allow those in other departments to get to know each other. It's an enjoyable show.
About our guest:
Jaysen Greenleaf joined RIO Genesis from Phoenix Asset Management, where he had worked for seven years. After starting his career at Phoenix as an asset manager, Mr. Greenleaf was steadily promoted throughout his time with the company. After two successful years as an asset manager, Jaysen was promoted to a client team lead position and managed multiple clients for Phoenix. Four and a half years ago, he was promoted to Director of Client Relations and Business Development, where he managed new client development while also managing existing client partnerships.
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This episode is generously sponsored by The Vanella Group
The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visit BuildPipeline.com or call 888-335-0340

and by Validar
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 

Increase your sales 30% in 90 Days - Mick Hollison, InsideSales

October 17, 2015
00:0000:00
Increasing sales by 30% in 90 days is a bold statement and we asked Mike Hollison, CMO of InsideSales.com how it can be done.  Of course following up all leads increases sales, but InsideSales.com claims its self-learning engine drives predicative sales communications and engagement which combined with rep motivation results in dramatic sales increases. Prime questions: How does the Neuralytics® program work?  How soon can results REALLY be seen. What is the basis for the claim in increased sales?  What does it cost and what are the contractual expectations from clients?  The host is Jim Obermayer

About Mick Hollison

Mick Hollison joined InsideSales.com in June 2013 with over 20 years of experience in technology marketing, product management and sales. Currently, Mick oversees all marketing efforts including public relations, content marketing, paid advertising and website conversion.

Previous to InsideSales.com, Mick spent 7 years at Citrix, a $2.6B company, recently serving as global vice president of marketing and strategy, leading integrated product marketing and strategy. He was responsible for integrated product messaging, solutions marketing, and marketing strategy and led the development of pricing, licensing and packaging across all Citrix product lines.

Prior to Citrix, Mick spent two years at Microsoft where he was responsible for the development and delivery of marketing messages targeting C-level executives. During his tenure, he led a worldwide network of nine executive briefing centers delivering over $4 billion in influence revenue per year, and produced customer events such as the Microsoft CEO Summit. Before joining Microsoft, he spent 13 years with IBM in a variety of executive product line roles. 

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This episode is generously sponsored by The Vanella Group
The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visit BuildPipeline.com or call 888-335-0340

Lead Management isn’t about implementing software. - Richard Brock

October 13, 2015
00:0000:00
During this celebration of Sales Lead Management Week, we interviewed Richard Brock of Leadlife in 2014. It's still relevant, we still haven't learned. Richard Brock, who many say is the founder of customer relationship management and consequently modern sales lead management. We tackled the difficult subject of why lead management continues to be a failure at so many companies. Why do they think that by just putting in a software product they will instantly increase sales?

About Richard Brock 
Richard Brock is a tech-savvy, entrepreneurial software development professional with over 30 years of experience in CRM Solutions and deep roots in Marketing Automation. He is the co-founder and CEO of LeadLife Solutions, a provider of an on-demand lead management solution that drives revenue by bundling state-of-the art marketing automation technology with lead management systems to maximize sales opportunities. He is a board member of the Technology Executives Roundtable, mentor to various technology companies and Founding Father of CRM. 
Richard pioneered the Sales Force Automation space by starting Brock Control Systems (Firstwave Technologies), which became the leading provider of web-based Customer Relationship Management applications. 
About LeadLife Solutions 
LeadLife was founded and designed by experts with lots of sales, marketing and customer relationship management experiences. We understand the pressures placed on sales and marketing departments to hit numbers. Whether it’s a sales execution tool, a marketing automation solution or both, LeadLife’s proven platform provides companies flawless execution of their marketing and sales strategies. And we are there to help. www.leadlife.com 
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This episode is generously sponsored by The Vanella Group
The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visit BuildPipeline.com or call 888-335-0340

Results of a Study on the Most Effective Lead Follow-Up Strategies

October 1, 2015
00:0000:00

This is a dynamite report on the most effective follow-up strategies which were analyzed from 63,256 calls. The report lays the ground work on how to improve contact rates, how speed of follow-up affect results, average number of calls to qualify a lead, etc. The guest is Adam Bluemner managing editor for Find Account Software. The study is available here. The host his week is Jim Obermayer.

Author Biography

Adam Bluemner is the Managing Editor for Find Accounting Software. Over the last decade Adam has spoken with thousands of companies, helping them achieve success through intelligent software investment. Adam writes extensively on accounting, ERP, and business management software.

Business Bio:

Better business is possible through better software. It's our core belief and still as true today as it was when we started in 1996. Since then, our free matching service has provided over 200,000 businesses with recommendations on the best software for their needs. Browse our software directory of over 3,500 products in 86 categories.

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This episode is generously sponsored by The Vanella Group
The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms. The Vanella Group supports firms from Fortune 500 companies to startups.  To learn more, visit BuildPipeline.com or call 888-335-0340

Double Your Qualified Leads At Your Next Trade Show - Matt Hill

September 20, 2015
00:0000:00

When asked what they want from marketing, sales reps usual ask for more qualified leads. In this program Matt Hill of the Hill Group tells us how to create double the qualified loads at trade shows. Hill ,who says his company has trained over 60,000 sales reps, says it doesn’t cost more to the create better leads, just reps that are willing to learn. The host this week is Jim Obermayer.

Some of the points covered:
  1. How to attract more visitors to your booth.
  2. How to have more conversations with qualified visitors.
  3. How to politely disengage from conversations.
  4. Three things your booth staff should be doing.
  5. Three things your booth staff should stop doing.
  6. How to decide if a visitor is qualified or not.

CRMs and why there are so stinking many of them! - Paul Petersen

September 11, 2015
00:0000:00

Our guest is GoldMine Vice President, Paul Petersen. We were talking about technology iOS systems and not wanting to be the pioneer in these technologies, but to be able to respond properly and to have your product evolve to meet needs that are continuously evolving monthly; it seems like that they change and very rapidly.


Paul Petersen cited: 
We have people ask us, 
“What do you have this function?" "No we don't." 
We ask, "Do you use it?" 
"Well no." 
"Have you thought about how you would use it?" "No." Or, "Then why is it 

important?" 

Highlights include:
CRMs and why there are so stinking many of them!
Unlike accounting which is a pretty stable environment once you get your network going and how you want your invoices to look and things like that, you can turn that out for years in some cases without having to do much. But when you look at CRM it is a very evolving workspace. So CRM right? Customer relationship management is a bit of a misnomer because you are including customers, prospective customers, prospects.

It turns into a lead management; it becomes this combination all-encompassing tool.
CRM is all those places that connect all the muscles, connect the brain, nerve reaction so yeah lead processing which in all marketing you've got the sales department then you have customer service which can be run integrated or standalone and of course management wants to know what's happening.

Which is CRM is the best for you, whether it's a proprietary one or some overall layer that knows how to play nicely with other systems?
When you get to areas like finance or your general marketing and sales, people have tried to integrate things but are finding that day, if I have an integrated accounting pick it's got CRM. The CRM doesn't do such a great job after all or they focus on the wrong things – integration. I am spending a lot of money to create a record and accounting systems when I may be only do that 10 times a month right? So is that really a high-value area or it just creates a lot of technical complexity?

I don't think… CRM's shouldn't be the leaders in technology. 
What they need to do is accommodate the most common technology and we are commonly going through things and saying… So for example we missed the quickness with which Android was becoming adopted. We looked at it, it was kind of a fragmented marketplace. We had iOS solutions smart phones, 98% of the market, it seemed like a no-brainer. Within six months of releasing the product, android had sorted that out primarily through Samsung driving it. They got one version of the operating system and they had some major carriers now carrying the devices and it was kind of a "Whoops!" So we did get there but we tend not to like to be the first in the market.
You'll have to listen to the replay for the full conversation.

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This episode is generously sponsored by The Vanella Group
The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms. The Vanella Group supports firms from Fortune 500 companies to startups.  To learn more, visit BuildPipeline.com or call 888-335-0340

5 Ways Increase Qualified Leads from Trade Shows by 300% - Victor Kippes

September 2, 2015
00:0000:00
Too many companies  go to trade shows because their competitors are there and they fail to realize that shows create their most qualified leads.  Industry stats indicate it takes fewer touches to make a sale from an exhibit visitor.   If this is true, companies should be trying to go to as many shows as possible and the goal should be a high lead count of qualified prospects. In this program, Victor Kippes, President of Validar will describe the Five Ways to Increase Qualified leads by 300%. The host is Jim Obermayer.

Since 2005, Validar Inc. has helped B2B event marketers better understand and articulate their value. Validar’s goal is to close the loop between event marketing and sales by enabling through technology the ability to driving relevant activity to sales while measuring the performance of each customers event marketing campaigns. With Validar you can now truly understand the economic value of your event marketing efforts.

Whether you’re producing a seminar series, user’s conference, lunch and learn, or exhibiting at a tradeshow, If  the primary purpose is generating renewed interest in your products and services, Validar is the perfect fit.

From capturing leads at tradeshows to managing onsite registration, tracking session attendance, gathering feedback, and providing sponsors lead retrieval they have a full suite of solutions for you. These tools deliver useable data that supports your goals and measures your performance against measurable, actionable objectives. Validar will always provide 100% effort in understanding your event marketing goals and objectives, and our promise is to meet or exceed your expectations at every event.

Call Validar at 1-888-784-2929 or text the word Validar to 878787 to learn more.

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This episode is generously sponsored by The Vanella Group
The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms. The Vanella Group supports firms from Fortune 500 companies to startups.  To learn more, visit BuildPipeline.com or call 888-335-0340

3 Reasons for CRM Failure! - Traci Whetzel, Concept Services

August 30, 2015
00:0000:00
There seems to be as many discussions about CRM failure as there are about CRM successes. A research report from Merkle Inc., in DM News said that 63% of the CRM Initiatives Fail. And yet there are roadmaps to avoid failure and experienced people can tell us how it’s done right the first time.  In our show this week, Traci Whetzel the Director of CRM at Concept Services outlines how to avoid CRM failure. The host is Jim Obermayer.

About Traci Whetzel

Traci Whetzel, Director – CRM, began her career with Concept Services as a BDM, and during her tenure she has held a multitude of roles within the organization. Traci is a strategic and process driven manager with a passion for sales process design, results, CRM and all things technical.
 
Traci has over a decade of experience working with and implementing various CRM solutions. She is an inspiring person to work with on both a personal and professional level because of her knowledge, optimism and “can-do” attitude. Traci is a great representation of our company’s spirit of an optimal blend of hard work and fun, which she displays on a daily basis to her employees and customers.
 
Core Expertise
CRM
Process Design
Lead Generation and Management
Marketing Automation
Sales Management
Certifications
The University of Akron
Certified Salesforce.com Administrator

This episode of SLMA Radio is generously sponsored by:
The Vanella Group  The only firm that delivers tele-based lead generation programs exclusively for enterprise technology providers.  and  Direct Marketing Partners.  A leading service provider specializing in sales lead management

How Artificial Intelligence, Applied to Lead Management Finds Hot Leads

August 20, 2015
00:0000:00

If salespeople don’t pursue leads, and the run-of-the-mill marketing automation system is mediocre in pursuit (but better than reps) and the average CRM system tracks but doesn’t qualify, some people say the answer is applying artificial intelligence (AI) to the issue.  AI is said to be different from autoresponders in that the system interprets intention and sentiment, avoids lost leads, and helps to surface those that intend to buy.  In the interview Alex Terry, CEO of Conversica and Carl Landers, Senior VP and CMO at Conversica help clear away the mysteries of AI and its application to sales lead management qualification.  About time.


Can Artificial Intelligence Find your Next Customer?


Alex Terry, Chief Executive Officer

Alex is an accomplished general manager and leader with over 20 years of management experience in high-growth SaaS companies. Previously, Alex was CEO at Become, Inc. an award-winning shopping analytics platform providing performance-based marketing services to thousands of merchants in North America, Europe and Asia. Prior to that, Alex was EVP and General Manager of the Zoomerang.com online survey business where he introduced new lines of business, re-energized growth and managed the business through its acquisition by SurveyMonkey, Inc. Alex was also President and CEO of NeoEdge Networks and spent five years at Time Warner/AOL in senior executive roles. A technology and business model innovator, Mr. Terry holds multiple patents for his work in Internet services, integrated communications, and interactive billing systems.  He earned his MBA from Harvard Business School and his undergraduate degree from Dartmouth College.

Carl Landers, Senior Vice President and CMO

Carl has over 20 years of B2B marketing experience in high tech. Prior to joining Conversica, Carl was chief marketing officer at Serena Software, a leading provider of software development and deployment solutions to the Global 2000. He joined Serena as VP of product marketing and demand generation after serving in a similar role at CA Technologies in the company's portfolio management business unit. Carl's previous experience includes senior marketing, product management and product development roles at Niku Corporation, Tyco International and Raychem Corporation, and startups Perfect Commerce and Zoho Corporation. Carl holds a Bachelor of Science degree from Stanford University.

Commercial sponsors on SLMA Radio include: The Vanella Group and Vanilla Soft.

Shaping Inside Sales through Queue-based Lead Management

August 14, 2015
00:0000:00
As the shift to insides departments grows while the number of field sales reps shrinks, the C-Level managers are doubling-down on expectations of  inside sales productivity. It isn’t enough that the number of prospects and customers spoken to on a daily basis quadruples for inside vs. outside reps. Nor that the average cost per inside rep is only 50-60% of the outside rep total compensation.There is a constant pressure for increased sales productivity in the face of high rejection rates while the count of salespeople per manager continues to grow. 
 
The answer everyone suspects is a technology boost that helps the ISR manage their workflow and this is all driven by the relatively new science of queue based lead management. In this unscripted, sans PowerPoint program, Kevin Thornton, EVP of Vanillasoft explains to the SLMA Radio Host Jim Obermayer how queue based lead management makes the difference between success and failure for any company with high lead volumes and inside sales people.


Kevin Thornton
A strategic, global sales & marketing executive, Kevin’s career spans over 20 years leading sales teams that have generated over $1B in software sales. Kevin has forged dozens of strategic partnerships and has executed the go-to-market strategy for hundreds of leading software solutions through multiple channels and regions.As Executive Vice President, Sales & Marketing for VanillaSoft, Kevin is responsible for accelerating global customer and revenue growth and overseeing all new customer engagement and acquisition strategies. Kevin’s key areas of focus are SEO & Social Media Marketing, Business Development, Channel & Alliance Partnerships and Demand Generation.
Prior to joining VanillaSoft, Kevin served as Senior Vice President Sales & Marketing, Americas at Corel Corporation where he was responsible for all regional sales, marketing, alliances, and business development activities. Prior to Corel, Kevin served as Senior Vice President Sales for Sage Software’s Small Business Division. Kevin resides in Dallas, Texas and is an honors graduate of the University of Ottawa in Ontario, Canada.
About VanillaSoft
VanillaSoft is the industry's leading software for sales-by-phone professionals. VanillaSoft’s intuitive and easy-to-use inside sales software takes the best of CRM, Lead Management, Telemarketing and Appointment Setting applications to create the most productive phone sales environment available today. 
The VanillaSoft platform allows customers to see increased productivity, higher contact rates, and sales accountability in ways no other sales-by-phone solution does.  VanillaSoft’s queue-based lead management takes sales to a whole new level: it’s Sales to the Power of the Queue. Through queue-based lead management, inside sales organizations see increased productivity, gain performance visibility, and realize a greater ROI on leads.

 

Commercial  sponsors on SLMA Radio include: The Young CompanyThe Vanella Group and Vanilla Soft.

Maximizing Lead Generation: The Complete Guide for B2B Marketers - Ruth P. Stevens

August 14, 2015
00:0000:00

Author Ruth P. Stevens is interviewed on August 13, 2015, 10:30 Pacific time by SLMA Radio Host Jim Obermayer about her book Maximizing Lead Generation.   We will discuss her step by step lead generation recommendations, see if the top media options have changed in the time since the book was published and if her predictions on the ways lead generation is going to evolve has started to come true. 

About the book: Maximizing Lead Generation: The Complete Guide for B2B Marketers

Paperback, 11 Chapters, 199 pages plus index

  • The Case for Lead Generation
  • Campaign Planning
  • The Marketing Database
  • Campaign Development
  • Campaign Media Selection
  • Response Planning and Management
  • Lead Equalization
  • Lead Nurturing
  • Metrics and Testing
  • The Fast Evolving Future of Lead Generation

Available on Amazon and Que Publishing
List Price: $44.95  Que $26.99  Amazon: $15.85  Also available as a Kindle book.


About Ruth P. Stevens

Ruth P. Stevens consults on customer acquisition and retention, teaches marketing at business schools in the U.S. and abroad, and is a contributor to HBR.orgAdAgeBiznology and Target Marketing Magazine.  Crain's BtoB magazine named Ruth one of the 100 Most Influential People in Business Marketing.  Her newest book is B2B Data-Driven Marketing: Sources, Uses, Results.  She is also the author of Maximizing Lead Generation: The Complete Guide for B2B Marketersand Trade Show and Event Marketing, and co-author of the white paper series, "B-to-B Database Marketing."  Ruth is a director of the HIMMS Media Group and the Business Information Industry Association.   She also serves as a mentor to fledgling companies at the ERA business accelerator in New York City.  She is past chair of the DMA Business-to-Business Council, and past president of the Direct Marketing Club of New York. Ruth has held senior marketing positions at Time Warner, Ziff-Davis, and IBM and holds an MBA from Columbia University.  Learn more at www.ruthstevens.com.

Triple digital growth for inside sales with Gamification

August 10, 2015
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Inside salespeople are growing at the expense of outside sales reps and with it comes difficulties. Inside salespeople are expected to make more “contacts” – 50-100 a day, keep the CRM system updated and deal with rejection 90-95% of the time. The push for revenue is measured hourly and is relentless in many organizations. And yet, a new sales productivity platform from Ambition shows that combining fun and motivation with accountability through gamification are all possible. In this short interview, Ambition CEO Travis tells us why Harvard Business Review sought them out for an article and why inside sales departments are reaching previously unheard of success; some report triple digital growth by using gamification.

About Travis Truett
Travis Truett is the CEO of Ambition, a sales productivity and analytics platform for Salesforce and other CRM solutions. A lifelong entrepreneur, Travis has built Ambition into one of the most respected performance management solutions for the workforce. Both Travis and the Ambition platform have been the subject of feature stories in the Harvard Business Review, the Wall Street Journal, Inc. Magazine, and Business Insider.
Truett attended the University of Tennessee where he earned a degree in Enterprise Management. Upon graduation he quickly put his diploma to work by spending two years snow skiing and rock climbing across the world with extended stints in Austria, Utah, and California.
Post-sabbatical Travis taught himself to program and co-founded companies Retickr and Fireplug, both invaluable learning experiences in making every mistake possible. Undeterred, Travis helped start Ambition which was subsequently accepted into the world-renowned Y Combinator program before raising Silicon Valley funding for a Tennessee Valley startup. Now serving as CEO, Ambition has achieved triple-digit growth including Fortune100 customers and numerous product accolades under his watch.
About Ambition
Ambition is modern performance management for proactive, data-driven sales organizations. It enables employees and management to more effectively track and optimize cause-and-effect between daily activities and long-term objectives with the secret sauce being a “Fantasy Football” gamification layer proven to drive sustainable results.
Ambition’s cutting-edge sales operations platform passively manages user performance. Ambition drives CRM adoption, KPI attainment, team accountability and cultural alignment across your sales force by tracking real-time performance, improving transparency and accelerating new hire onboarding.
Commercial  sponsors on SLMA Radio include: The Young CompanyThe Vanella Group and Vanilla Soft.

Marketing Managers Have to Follow the Money - Paul Petersen, GoldMine

August 6, 2015
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Marketing departments spend from a few percent of yearly sales to 20% or more.  If marketing managers can't follow the money they aren't doing their job.  In our program this week with Paul Petersen, GM and Vice President of GoldMine Software we discuss ways that marketing management can make better decisions in lead generation and lead management by following the money.  This program is live, not scripted and the host is Jim Obermayer.  Mr. Petersen was a guest on SLMA Radio when he addressed the subject:  Why CRM is NOT a settled science!   It is one of the most listened to programs so far in 2015.

About Paul Petersen

Mr. Petersen is the general manager and vice president of the GoldMine business unit of HeatSoftware Inc. His career spans working with sales & marketing systems and process having developed, managed, and sold for companies including McDonald's Corp, General Electric , Symantec, Allied Van Lines and now has 16 years with CRM background at GoldMine.  Mr. Petersen holds a JD from Loyola University of Chicago and was one of the first to be awarded  the Professional Certified Marketer designation by the American Marketing Association.

About GoldMine

Headquartered in Milpitas, CA., USA, GoldMine is a division of FrontRange Solutions. GoldMine is a leading provider of mobile relationship management solutions for small businesses worldwide. Over 1 million users have selected GoldMine to help them manage over 1 billion relationships. GoldMine has been selected by businesses in more than 80 verticals and 45 countries to grow their businesses and build enduring relationships.

Commercial sponsors on SLMA Radio include: The Young CompanyThe Vanella Group and Vanilla Soft.

What is Machine Learning - DB Signals explains

July 30, 2015
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Let's catch you up: Machine learning is a sub-field of computer science that evolved from the study of pattern recognition and computational learning theory in artificial intelligence. Machine learning explores the construction and study of algorithms that can learn from and make predictions on data.

In this program, Chris Lynde and Mike Griffiths of dbSIgnals explain the basics and the promise of machine learning for everyday marketers. Machine learning is not new, but it's application in B2B marketing is increasing because of the availability and variety of large data sets, computational processing that is inexpensive/powerful, and affordable data storage. dbSignals CEO Chris Lynde and Co-Founder Mike Griffiths discuss what it means for the marketer to make decisions in real time from the constantly learning capability of machine learning. Case studies will be discussed.

Commercial  sponsors on SLMA Radio include: The Vanella Group and Vanilla Soft.

Reinventing Marketing Automation with Continuously Scrubbed Data

July 28, 2015
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This is how the conversation was set to start:

Companies create new prospects every day, while often ignoring that salespeople give up on most prospects within 1-2 phone calls and in less than 30-60 days. They move on to the low hanging fruit of short term buyers and ignore that research shows that 75% of the purchasing decisions are made in the 4th to 12th months. In this interview with Chris Lynde, CEO of dbSignals he tells how to maximize the leads you have already. The host is Jim Obermayer.

This is where it went:

First off, great data doesn't happen by accident. It happens by design and it requires a continuous focus. It is said that some of the statistics prove that up to 40% of all the marketing data that is added to the sales funnel is either inaccurate or incomplete from the moment it's entered into the system. And then it goes downhill from there depending on whether you are a B2B company or B2C company. The annual decay rates on email alone can be up to 30%.

Case Study:

"We have a fortune 140 company that we work with. They pulled a list of 400,000 records from a reputable source, this is a major data compiler that your listeners are probably very familiar with. I won't name them but they pulled 400,000 records.They put it into the Marketo system and they were blacklisted. One of the reasons they came to us was because we could cleanup that list. And so we did that and we pushed the 400,000 records without any issues.

But the point is if you don't keep up with the accuracy of your data, you can virtually bring your marketing department to a screaming halt. They went down for straight weeks while they had to deal with certain issues about spam filters and all the black listings themselves.

We are a marketing automation software company with a different twist than the Marketos and the Eloquas of the world. All the sophistication levels, it does enterprise-level services to offer but we start with the data as you mentioned, that's been my focus for 30 years. So we are all about the data. We have integrated our system with a marketing database that has 250 million consumer records. 60 million business records, 5 million international business records so we provide all the prospecting services for your sales. Your sales audience would probably be interested."

About Chris Lynde
Chris Lynde is founder and CEO of dbSignals. Chris is an analytically minded, self-described "data geek" who has more than 30 years of experience in multi-channel database marketing, data, and analytic services. He has pioneered a number of large-scale, first-to-market database products and held several C-level roles with direct profit-and-loss responsibilities of more than $300 million in Fortune 1000 corporations, as well as pure start-ups.
 
In his previous role as senior vice president for Club Holdings, Chris led the implementation of multi-channel marketing technology, customer database development, and marketing campaign planning across the portfolio. Prior to joining Club Holdings, Chris was senior vice president and general manager of Source Marketing; senior vice president and general manager of Equifax Marketing Services; and president and CEO of Oaktree Systems, a public database marketing subsidiary of Gateway Industries.
 
A serial entrepreneur with a passion for music and golf, Chris in the 1970s co-founded Rainbow Records, the largest record chain in the Chicago metro area with 13 stores. He also founded TeeShots International, a direct marketing company specializing in golf products, and co-founded Destination Golf, a nationally syndicated television show that ran on Fox Sports and ESPN.
 
About dbSignals
dbSignals is ranked among the top marketing automation solutions for large, medium and small businesses by Raab Associates' 2015 Vendor Selection Tool (VEST) Report. The company combines data, technology, and the science of machine learning to automate the sales and marketing process so customers can stay focused on running their businesses. dbSignals' Customer Acquisition Prospecting Databases, coupled with real-time data management and self-learning technology creates smarter campaigns and the best results possible. The dbSignals platform sits on top of an integrated database that contains customer data, a national B2B and B2C prospecting database, and a complete system of record.
 
Based in Broomfield, CO., with offices in Phoenix, AZ., dbSignals is a wholly owned subsidiary of Club Holdings, LLC. dbSignals provides everything a business needs to acquire and retain customers on one easy-to-use SaaS platform. The services are available direct and through white-labeled resellers. Learn more at dbsignals.com

Commercial  sponsors on SLMA Radio include: The Young CompanyThe Vanella Group and Vanilla Soft.