Sales Lead Management Today

SLMA Radio: July 4 - Best of with Steve Gershik of SiriusDecisions

Steve Gershik. VP of Marketing – SiriusDecisions

The Topic: Social Media and the B-to-B Channel

Steve Gershik is vice president of marketing for SiriusDecisions, a b-to-b research and advisory firm for sales and marketing.  Steve brings more than 18 years of global B2B marketing experience to SiriusDecisions, including his roles as CEO of 28Marketing, a demand generation consulting company, and co-founding DemandCon, the demand generation conference. Previously, Steve was VP of Marketing at TOA Technologies and Eloqua, among other technology leadership roles.

He is on the Executive Council of the Marketing Automation Institute and has been named one of the Top 50 Leaders in Sales Lead Management by the SLMA and is also in demand as a frequent speaker at industry conferences and webinars.

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SLMA Radio Guest 6/28: Anderson Crosby of Relecom, Inc.

SLMA Radio interviewed Anderson Crosby president of Relecom, Inc.   Host James Obermayer asks Anderson why he developed a reporting tool when so many are available within CRM and Marketing Automation programs.  

• Who uses the tool more, advertisers, agencies or publishers? 
• How easy is to use? 
• What is the cost? 
• What is the benefit of the benefit when using Relecom reporting?

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SLMA Radio: June 14 Show Interviewing Victor Kippes, CEO of Validar

SLMA Radio host Jim Obermayer will ask Victor if the rumors of the   demise in trade shows as a lead generation event is true?  Are trade shows as strong as always?  How can marketing manager make the most of their trade show investment?

In addition, Victor will give the audience a 15 minute presentation entitled:

 Lead Management Foundation Tenants you need for  Effective Closed Looped Event Lead Capture

 Victor Kippes is CEO of Validar Inc., a B2B lead management company  that specializes in events. Much of Validar’s value proposition is based  upon Victor’s experience as a receiver of leads. He has been in a sales  role for over 20 years both as a direct contributor and as the leader of a large enterprise sales team. He is a recovering sales leader who understands very well the challenges marketing and sales leaders face specific to demand generation and lead management. If you are a marketing leader interested in understanding and articulating your true value, or a sales leader interested in improved conversions and pipeline growth, Validar and Victor are there for you. You can follow Victor on Twitter at @vkippes.

SLMA Radio Interview with Gil Cargill, Cargill Consulting Group, Inc.

After concluding a spectacular sales and management career at IBM, in which he led his sales team from a dead-last rating among 220 branch offices to first place in less than a year, Gil Cargill launched his own consulting practice in 1978. Cargill Consulting Group, Inc. was built on the same strategies that produced Cargill’s outstanding sales results at IBM.

Gil Cargill has spent the past twenty-nine years as a consultant, speaker and trainer helping thousands of businesses achieve dramatic and permanent improvements in sales productivity. Cargill has taught salespeople across diverse industries the importance of developing sales processes, the advantages of implementing new technology, and the benefits of tracking sales performance.

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SLMA 50's List Voting Done - SLMA Radio tonight with Dan McDade, Michael A. Brown and Debbie Miller Pierce

Voting is completed for the 50 Most Influential People in Sales Lead Management in 2010 and we are counting the ballots.  5810 votes were cast for 99 nominees by 3786 people.  Actually 4017 voters cast ballots but we found 231 duplicates.  Gotta love those people from Chicago (my home town) where the motto is vote early and vote often.

Yes, we know the results and it is a secret until Monday. No one knows the results except the secret vote counter, Susan Finch the Director of Web Services and me (and we are not telling).

Results will be on the news and the SLMA site Monday at 6 AM PST, December 6th.

SLMA Radio tonight at 5 PM PST.  Commentary by Dan McDade of Point Clear.  Expect some pointed thoughts from an industry leader.  He has a new book but that's a secret.

Also interviewed tonight by host Will Crist will be Michael A. Brown, the Business to Business Phone Expert and Debbie Miller Pierce CEO of MillerPierce the home of NitroMojo (SaaS lead management software on steroids).  

Tune in at 5 PM PST.

SLMA Radio 5 PM PST – Phil Fernandez, Anneke Seley and Michael Michalowicz

Our lineup tonight is to hear from three industry movers and shakers.  These are truly influential people in their industries with strong opinions and they are passionate about positive business growth. 

Tune in at 5 PM PST on SLMA Radio to hear the commentary from Phil Fernandez, CEO of Marketo , and interviews with Anneke Seley (author of Sales 2.0), who is CEO of Phone Works and Michael Michalowicz  (author of The Toilet Paper Entrepreneur ) and  founder of 3 multi-million dollar businesses who is also a Columnist for The Wall Street Journal

Tune in

SLMA Talk Radio Interviews John Foley, CEO of Grow Socially and James Obermayer CEO of the Sales Lead Mgmt Assn tonight at 5 PM PST.

Grow Socially  is a company that specializes in helping businesses and organizations take advantage of the opportunities created by social media. They help companies use the right tools, sites, and applications. They work with management to define reachable goals, and increase the awareness of the brand and demand for the company’s product or service.

Questions for John Foley will focus on the value of social media, how to understand the growth potential from social media marketing and his opinion on the future of social media.  John has strong opinions on what works and what doesn’t.  It will be interesting. 

 

James Obermayer, CEO of the SLMA will discuss the reasons why the SLMA was founded three years ago, its growth and the value to the marketing and sales communities.  As Obermayer says, “It’s been a wild ride and we have grown beyond our expectations, and yet there is so much more that our members are asking for.” 

Obermayer will tell us what lies ahead for the world-wide membership of the SLMA.   
Tune in tonight , Thursday at 5 PM PST to SLMA Talk Radio

Our sponsor this evening will be SmartLead by AdTrack.

SLMA Radio Line-Up Tonight: Jeff Pedowitz, Lisa Cramer and Russell Kern. 5 PM PST

The top of the program tonight has a new feature, a ten minute commentary by an industry leader on a topic of his or her choice.  Tonight we have Jeff Pedowitz, of the Pedowitz Group  as our first commentator.   During the following 45 minutes radio host Will Crist interviews Lisa Cramer CEO of LeadLife Solutions and Russell Kern, president of the Kern Organization.   

Lisa Cramer, is a member of the SLMA Advisory Board.  She came in at number 5 out of 50 on the 50 Most influential List in Sales Lead Management in 2009!   LeadLife Solutions says it doesn't deliver just technology to its customers.  Its  team of Marketing Specialists help clients quickly gain value from marketing automation.

Questions to Lisa tonight include:

1. What is the biggest threat facing B2B marketing Mangers today?
2. What advice can you give these manager’s to avoid this threat and create an opportunity from it?
3. Why is scoring so crucial to the basis of a good inquiry management system/
4. In one of your Blog entries you mention that there are stepping stones to successful lead management.  What are they?
5. Your say you are metrics focused.  What are the most important metrics you recommend tracking?
6. How do marketers take the leap to improve the quality of leads which probably leads to reducing the quantity?
7. What do you mean when you say you can integrate your process with any CRM system ?

Russell Kern is President of The Kern Organization.  In addition, Russell is an original Member of the SLMA Advisory Board and he finished in the Top 15 out of 50 in the Most Influential People in Sales Lead Management in 2009.

Kern's site says it prides itself on Breakthrough ideas and Response Driven Fanaticism.   What makes Kern unique is how it uses data insight and data intelligence to drive strategy to build a clients business.  Kern has more than 100 of the country’s top direct marketing professionals who apply their collective experience in strategic marketing, direct mail marketing, database marketing, online marketing strategies, and sales lead generation to the service of its clients.

1.  What is “Shopping feed management?”
2. You say shopping feed management can add 3-5% in sales for a typical company’s sales?   Is this true?
3. What are the biggest changes in direct marketing in the last five years? 
4.  You have published a guide the 5 Biggest Hurdles in Direct Marketing.  What are they and how does an average marketing tackle them?
5.Scott Levine in your organization recently had a blog post called the Meaning of Life.    He was talking about Customer Life Time Value.  How do YOU define it?
6.  Do You have any favorite CRM or Marketing Automation companies you recommend? 
7. In choosing a Direct Marketing Company, what is the one thing that a marketing manager must ask for and get from the agency, without fail, for the engagement to be successful?

Tune in tonight at SLMA Radio , click on Listen Live.

 

Sept 16th SLMA Radio – Interviews Acadia’s CEO Marge Murphy and The Velos Group’s President Mark Friedman

The top of the program is dedicated to news events that pertain to sales lead management.   During the following 45 minutes radio host Will Crist interviews Marge Murphy CEO of Acadia Lead Management and Mark Friedman the president of the Velos Group and the EVP of the Sales Lead Management Association.

Past guests include Joe Payne, CEO of Eloqua, Mac McIntosh the sales lead expert, Gary Slack CEO of Slack Barshinger, Phil Fernandez, CEO of Marketo, Dan McDade CEO of PointClear, Dan Rogers, CEO of AdTrack, Mari Anne Vanella CEO of The Vanella Group, Fred Yee CEO of ActiveConverion, Andy Brownell CMO of LeadMaster and Marge Bieler President of Rare Agent.

Questions for Marge Murphy include:

1. What are the biggest marketing mistakes a typical marketing manager makes in B2B?
2. If you could give one piece of advice to a company president with failing sales what would it be?
3. You mention on your web site, "Optimizing the sales channel," what do you mean by that?
4. What is your definition of a sales lead?

We will ask Mark Friedman about:

1. Last year you sponsored some research with the SLMA, what was your biggest surprise in the research?
2. What is the single biggest error companies make in choosing a CRM system?
3. Who makes the error?  Sales managers, marketing managers or the company president?
4. There are always a lot of questions about what people are doing wrong, tell me about some of the results of one your clients who have done it right in CRM?

Tune in tonight at SLMA Radio , click on Listen Live.

 

Sept 2nd SLMA Radio – Interviews AdTrack’s CEO Dan Rogers and The Vanella Group’s CEO Mari Anne Vanella

SLMA Radio host Will Crist, on Sept 2nd  at 5 PM PST, provides news coverage on sales lead management and interviews. 

Past guests include Joe Payne, CEO of Eloqua, Mac McIntosh the sales lead expert, Gary Slack of Slack Barshinger, Phil Fernandez, CEO of Marketo, and Dan McDade CEO of PointClear.  

The top of the program is dedicated to recent news events that pertain specifically to sales lead management.   During the following 45 minutes the radio host will interview Dan Rogers and Mari Anne Vanella.  Some questions for them include:

Dan Rogers: SmartLead by AdTrack

1. What is your opinion of the biggest challenges facing a CMO today and how do they solve the issues?
2. How do you integrate your services with SalesForce?
3. Why should a sales manager care about what lead management system is used?
4. You had a study last year that showed that only two nurturing touches is the optimal number of times to communicate with a prospect to persuade them to buy.  Tell me more about this.
5. Why do you call a sales inquiry a declining asset?

Mari Anne Vanella: Vanella Group

1. You use the term on your site, Rich Sales Intelligence for large opportunities, what do you mean by that?
2. You say on your site that you deliver strategic, powerful sales development solutions rather than just leads.  Can you explain what you mean by that?
3. I assume you use social media. What has been most effective for you and why?  
4. What social media tactics do you recommend for your clients?
5. Tell me how you solved a recent big issue for a client?

To listen live, visit OCTalkRadio.net and click on the "LISTEN LIVE/ON AIR " banner while the show airs.

SLMA Radio Interviews Gary Slack and Andy Brownell

Listen to guests Gary Slack, CEO of Slack Barshnger and Chairman of the Business Marketing Association, and Andy Brownell, CMO of LeadMaster and Russ King CEO of LeadMaster talk about their companies, use of Twitter (a client of Slack Barshinger) and the future of inquiry management.

You can also subscribe to the show with iTunes.

Listen Now:

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Some of the questions included:

• What is the biggest benefit of Lead Scoring?
• What is the best business advice you have gotten and who gave it to you?
• How does LeadMaster approach the subject of Lead Aging?  Tell us about your lead aging report.
• The VP of Sales and Marketing of a failing company has come to you for advice.  No one is making quota.  What can you say to her?
• A company president approaches you and says sales are off 20%, profits down to zero.  He has no CRM system and 20 salespeople who sell direct to doctors offices.   What should he do?
• What is your definition of Lead Management?
• What is the agency’s philosophy about qualifying sales inquiries prior to distributing them to the sales channel?
• What advice can you give marketing managers about proving the ROI for their lead generation programs?  How do they tackle it?
• Talk about LinkedIn for lead generation and use by sales people
• How do you encourage the members of the BMA to measure their marketing lead generation programs?

Inaugural SLMA Radio Program: Interviews with Dan McDade of PointClear and Phil Fernandez of Marketo

This is the inaugural SLMA Radio program for the Sales Lead Management Association.  Will Crist the moderator announced industry news and interviewed Dan McDade president of PointClear and Phil Fernandez, CEO of Marketo . It's nice to hear industry leaders opinion's about their companies and the future of sales lead management.

SLMA Radio will be broadcast bi-weekly in August and goes weekly in September.  Want to hear the broadcast?  Click below and  enjoy. 
Listen Now:

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August 12 SLMA Radio Show: Gary Slack and Andy Brownell

SLMA Talk Radio Program – August 12^th 5 PM PST - Newsand Interviews with Gary Slack of Slack Barshinger, Chairman of the BMA and Andy Brownell, CMO of LeadMaster

The SLMA Radio program is brought to you by the membership of the Sales Lead Management Association.

SLMA Radio is a 50 minute internet radio show which broadcasts liveat 5 PM PDT, in the United States from OC Talk Radio.   The show ishosted by Will Crist and produced by Paul Roberts and James Obermayer.It will broadcast bi-weekly in August and weekly in September. Our guests this week are Gary Slack of Slack Barshinger the BtoB Agency. Slack Barshinger has as one of its clients Linkedin. Gary has been instrumental in the recent growth of the Business Marketing Association. Andy Brownell is the CMO Of Lead Master a Leader in Sales and Lead Management solutions.

Gary Slack Chairman and Chief Experience Officer, Slack Barshinger	Andy Brownell Lead Master

The show airs from 5 - 6 pm Pacific time, this month on August 12^th and August 26^th. Starting in September the show will air weekly.

To listen live, you’ll visit OCTalkRadio.netand click on the “LISTEN LIVE/ON AIR” banner while the show airs. There is the added feature of LIVE CHAT throughout the show. It’s anengaging way to pose questions to the guests.

You can visit the OCTalkRadio.net calendar and add a reminder to your Outlook calendar here >>

You can also subscribe to the show with iTunes.

SLMA Opportunity: Media Sales Representative

The Sales Lead Management Association has an opportunity for a media sales rep to represent it’s various services.  These services include sponsorship, display advertising, radio commercials, industry leader news, speaker’s directory, sponsored white papers, research, and webinars plus text and newsletter display advertising.  The ideal representative will have a media sales background, understand internet media and is probably representing other non-competing services or associations.  This is an above average commission only opportunity.  Please send your resume to:[email protected] 

SLMA Talk Radio Program - Today at 5 PM PDT - News and Inteviews with Phil Fernandez & Dan McDade

Debuting today, the SLMA Radio program is brought to you by the membership of the Sales Lead Management Association. 

SLMA Radio is a 50 minute internet radio show which broadcasts live at 5 PM PDT, in the United States from OC Talk Radio.   The show is hosted by Will Crist and produced by Paul Roberts and James Obermayer. It will broadcast bi-weekly in August and weekly in September. 

Guests this week are:

Dan McDade, President of PointClear
Phil Fernandez, CEO of Marketo

You may listen to SLMA Radio this afternoon at 5 PM, PDT from the SLMA website by clicking on the "Listen Live Button"which takes you to OC Talk Radio.    Click the "On Air" button.