Podcasts about sales lead management association

About this Episode: What are the latest findings from the Marketing Performance Management Benchmark Study? (Published in the Journal of Applied Marketing Analytics)Laura Patterson shares her insights, including information regarding measurement, dashboards, culture, and more. Interested in learning more? Check out the following study: VisionEdge Marketing and the University of Texas at Dallas (Link to document below.)About Laura Patterson: If you're looking for a practical, no-nonsense, proven approach to accelerate growth, create value, and improve performance, then you've connected with the right person. Laura Patterson is a recognized and trusted authority for enabling companies to take a customer-centric, outcome-based approach to organic growth by enabling them to use analytics, accountability, alignment, and operational excellence to attract, retain and grow the value of customers. Laura began her 25+ year career in sales and had the great fortune of working across functions spanning customer relationship management, strategic and product marketing, analytics, and marketing operations. Today she is at the helm of VisionEdge Marketing, founded in 1999, and is recognized as one of the pioneers in MPM. She received a patent for the Accelance® methodology, designed to connect activities and investment to business results. She has published four books, with the recent “Fast-Track Your Business: A Customer-Centric Approach to Accelerate Market Growth,” receiving industry acclaim. Laura is frequently asked to speak and facilitate workshops for educational institutions, associations, and company meetings. Laura has been recognized for her thought leadership and has won numerous awards, including Engati's Top 30 Marketing Influencers and Top 200 Thought Leaders, Piktale's Top 100 Influencers, and 20 Women to Watch in Business by the Sales Lead Management Association. Links:LinkedIn (Laura Patterson): https://www.linkedin.com/in/laurapattersonvem/VisionEdge Marketing: https://linktr.ee/visionedgemarketingLink to White Paper: VisionEdge Marketing and the University of Texas at Dallas (2021-2022): https://visionedgemarketing.com/mpm-benchmark-report-2022-culture-leadership-value-creators/YouTube Link: https://youtu.be/-RDY-WQqkHESign up for ProRelevant Emails: https://mailchi.mp/prorelevant/newsletter Link to YouTube Video:https://www.youtube.com/watch?v=p8TJq-pdFwY

“There’s been a big change in how businesses went to market.” Through a storied career that has taken her from Netscape to Salesforce to Oracle, Bonnie Crater gave use some important context in how brand building for B2B tech brands has evolved in the valley and beyond. She also stressed the ongoing importance of experimentation and optimization. We discussed all of this and more this week on the On Brand podcast. About Bonnie Crater Prior to joining Full Circle Insights, Bonnie Crater was a five-time vice president of marketing and executive at many software companies in Silicon Valley. Bonnie held vice president and senior vice president roles at Genesys, Netscape, Network Computer Inc., salesforce.com, Stratify, Realization, and VoiceObjects (now Voxeo). A ten-year veteran of Oracle Corporation and its various subsidiaries, Bonnie was vice president, Compaq Products Division, and Vice President, Workgroup Products Division. In 2013, Bonnie was named one of the “100 Most Influential Women” by the Silicon Valley Business Journal, in 2015 the Sales Lead Management Association named her one of the “20 Women to Watch” and in 2016 Diversity Journal honored her as one of the “Women Worth Watching.” Bonnie holds a B.A. in biology from Princeton University. Episode Highlights “If you’re not experimenting, your marketing is probably going to get worse.” While most marketers and brand builders agree that experimentation is a good thing, few put this into practice in a consistent way. That’s why Bonnie advises, “20% of your marketing should be experimentation.” Agile + brand management? Bonnie’s work at Full Circle Insights sits at this intersection. “Our software is designed to help marketers optimize their mix.” “Most companies don’t measure enough.” Bonnie shared her thoughts on how measuring what matters supports ongoing optimization efforts. While there are countless metrics marketers can follow, Bonnie points to “measuring processes and budget effectiveness” as those most useful in optimization. What brand has made Bonnie smile recently? Our closing podcast question actually made the conversation for Bonnie’s family dinner the night before. While Bonnie pointed to Grisini as a brand that made her smile, the whole family loves the brand of Dog Whisperer Caesar Milan. To learn more, go to the Full Circle Insights website. As We Wrap … Did you hear something you liked on this episode or another? Do you have a question you’d like our guests to answer? Let me know on Twitter using the hashtag #OnBrandPodcast and you may just hear your thoughts here on the show. On Brand is sponsored by my book Brand Now. Discover the seven dynamics to help your brand stand out in our crowded, distracted world. Order now and get special digital extras. Learn more. Subscribe to the podcast – You can subscribe to the show via Apple Podcasts, Spotify, Google Play, Stitcher, TuneIn, and RSS. Rate and review the show – If you like what you’re hearing, head over to Apple Podcasts and click that 5-star button to rate the show. And, if you have a few extra seconds, write a couple of sentences and submit a review. This helps others find the podcast. OK. How do you rate and review a podcast? Need a quick tutorial on leaving a rating/review in iTunes? Check this out. Until next week, I’ll see you on the Internet!

Lack of sales lead follow-up is a plague on B2B Companies.   Maybe, just maybe, a Sales Engagement Platform will solve the sales lead follow-up nightmare.  Marketing managers should listen to this podcast. ----more---- About the Josh Baez The Engagement Manager at Heinz Marketing Having worked with dozens of companies across multiple industries, Josh brings his creativity, expertise, and fresh perspectives to every situation. From go-to-market plans to ABM programs, Josh thrives on rolling up his sleeves to help each of his unique clients uncover their buyers’ needs, develop competitive content and messaging, and orchestrate campaigns across channels and audiences to generate revenue with precision. Josh believes marketing isn’t solely about generating leads, but more so about crafting meaningful engagement experiences that – in turn – create long-term, loyal customers. Heinz Marketing's Online Sales Pipeline Velocity Calculator Our Sales Pipeline Velocity Calculator helps you identify how fast qualified opportunities are moving through the sales funnel. Our calculator will calculate the pipeline velocity for you using the data points you provide. Heinz Marketing Demand Generation Heinz’ proven, buyer-centric demand generation programs take into account the unique nature of your business, customers, and industry – applying proven best practices to create a repeatable, scalable engine of qualified opportunities and long-term pipeline. Our approach covers strategy, design, and execution – including online and offline efforts that align buyer intent with your sales process to increase both immediate and long-term conversion yield. SLMA Radio is hosted by James Obermayer of the Sales Lead Management Association which is a program on the Funnel Radio Channel.      

Most "interim sales managers" are hired in times of stress.   These sales consultants are expected to swiftly “right-the-ship.”  During this podcast, James Obermayer, who successfully increased sales, reshaped marketing departments, created SWOTs and Sales and Marketing Plans, for more than 50 high tech clients shares the 13 lessons he learned while at Sales Leakage Consulting. This session is for sales consultants and interim sales and marketing managers (Interim CMO's are also welcome). About James W. Obermayer Four-time author, interim sales and marketing manager at high-tech companies, Obermayer founded Sales Leakage Consulting, the Sales Lead Management Association and the Funnel Media Group. SLMA Radio is hosted by James Obermayer of Funnel Media Group which is a program on the Funnel Radio Channel.  Funnel Media Group is the sponsor of SLMA Radio    

Laura Patterson is a trusted authority with a 25+ year career in sales and is recognized as one of the pioneers in Marketing Performance Management. Selected as one of the Top 50 women in marketing technology by Martechexec and chosen to be among the Top 20 Women in Business according to the Sales Lead Management Association, Laura has worked across functions spanning customer relationship management, strategic and product marketing, analytics, and marketing operations. Today, she is at the helm of VisionEdge Marketing. In this episode, Laura shares her passion for marketing, as well as insights from her recent book, Fast-Track Your Business: A Customer-Centric Approach to Accelerate Market Growth, which has received industry acclaim. Listen in to learn why the old adage “if you build it, they will come” is a fallacy, how to assess whether your company is actually putting the customer first, and what it takes to create long-term and sustainable company growth.  You can find show notes and more information by clicking here: https://bit.ly/2COEKKL

“If you can focus on the one thing you need to get done, you will completely propel your sales success.” David is a B2B Sales Lead-Gen pioneer. He is the President of SalesRoads; where he helps companies increase their revenue, and lower their fixed costs by outsourcing their inside sales teams, to book more appointments. David is a 2X Nominee for the Sales Lead Management Association, 40 Most Inspiring leaders, and his sales efforts have helped kick start multiple startups, and Fortune 500 companies alike. On this episode of Sales Secrets From The Top 1%, David explains his top secrets to sales success and how to start implementing them in your career immediately!

It was just a matter of time before CRM Software took another hit with the breakoff of Sales Lead Management as a separate platform. This program is offered as a replay from CRM Radio’s show of January 23, 2020, where CRM Host Paul Petersen and Sales Lead Management Association founder, Jim Obermayer, discuss the modern definition of Sales Lead Management, how some companies are separating themselves from being defined as just CRM solutions and what salespeople expect from marketing and sales management.  They discuss the crowded fields of CRM, Marketing Automation, ABM, and the resurrected field of sales lead management.  Obermayer is also the President of the Funnel Media Group an internet radio and podcast production agency for B2B companies. Paul Petersen is the Vice President and General Manager for GoldMine CRM and is the host of CRM Radio. The original program on CRM Radio is found here: Follow My Lead – Insights for 20/20 Lead Management

It was just a matter of time before CRM Software took another hit with the breakoff of Sales Lead Management as a separate platform. This program is offered as a replay from CRM Radio’s show of January 23, 2020, where CRM Host Paul Petersen and Sales Lead Management Association founder, Jim Obermayer, discuss the modern definition of Sales Lead Management, how some companies are separating themselves from being defined as just CRM solutions and what salespeople expect from marketing and sales management.  They discuss the crowded fields of CRM, Marketing Automation, ABM, and the resurrected field of sales lead management.  Obermayer is also the President of the Funnel Media Group an internet radio and podcast production agency for B2B companies.  Jim is also the founder of the Sales Lead Management Association.  Paul Petersen is the Vice President and General Manager for GoldMine CRM and is the host of CRM Radio. The original program on CRM Radio is found here: Follow My Lead – Insights for 20/20 Lead Management  ___________________________________________ CRM Radio is hosted by Paul Petersen of Goldmine CRM by Ivanti which is a program on the Funnel Radio Channel.  GoldMine is the sponsor of CRM Radio.    

CRM Host Paul Petersen and Sales Lead Management Association founder Jim Obermayer discuss the modern definition of Sales Lead Management, how some companies are separating themselves from being defined as CRM solutions and what salespeople expect from marketing and sales management.  They discuss the crowded fields of CRM, Marketing Automation, ABM, and the resurrected field of sales lead management. Obermayer is also the President of the Funnel Media Group an internet radio and podcast production agency for B2B companies.   ___________________________________________ CRM Radio is hosted by Paul Petersen of Goldmine CRM by Ivanti which is a program on the Funnel Radio Channel.  GoldMine is the sponsor of CRM Radio.    

Sometimes the best way to get to know a host is to hear him as the guest. This special episode originally aired on SLMA Radio. Hosted by Tom Judge, the VP of Strategy at Direct Marketing Partners, Tom and Mark dive into ABM. If we're going to implement account-based marketing, can it actually yield a healthy sales pipeline?  Do you need to get a bunch of software and a bunch of staff? No. Use direct marketing methodologies and start a long-term relationship. Hear about the most targeted methodologies. What can you do to achieve the sales pipeline you want? Mark gives some quick ways to start integrating sales and marketing immediately. Get feedback about the quality of the leads. Ask questions. Tune in to hear the conversation and useful answers. ----more---- About Tom Judge Tom Judge is passionate about the science and art of the lead-to-sales funnel process. As a 20-year industry veteran, he is responsible for heading up the strategic assessment and planning services unit at DMP and has presented research and best practices on the “The Mid-Funnel” at sales & marketing industry events. Tom is an Alumni of the Sales Lead Management Association's list of - Top 50 Most Influential in Lead Management. About Direct Marketing Partners DMP is a lead-to-sales services company helping B2B firms strategically plan, build out databases, and perform lead generation and inside sales tele-qualification campaigns to improve sales funnels and revenues for client companies. Major firms in technology, manufacturing and life sciences industries use DMP services to fix and build their lead funnels. About Chief Outsiders Chief Outsiders is an Executives-as-a-Service firm. Our CMOs have worked on the management teams of over 850 companies. Our mission is to help companies with their growth challenges by providing a CMO  to crystalize the growth strategy and get the growth plan implemented. Chief Outsiders brings the discipline of marketing to companies who've never had a VP of Marketing or CMO in the executive suite. CEOs often engage them when they are frustrated with their organization's ability to implement their vision for growth. Their objective is not to place a permanent CMO into the organization, but to get the marketing function working, and then leave a strong foundation for clients to operate. Chief Outsiders, we're here when you need an interim, highly qualified C-Suite solution. Let us help lessen your frustration - visit chiefoutsiders.com.

  The podcast version of this show from the live broadcast will be available by the EOB on Tuesday, Nov 26th. How Competitive Intelligence Drives Markets from a 20 Women to Watch Win er, Ellie Mirman of Crayon What started as an interview with Ellie Mirman, CMO of Crayon, named one of the 20 Women to Watch by the Sales Lead Management Association, which centered on women in leadership, this morphed into an interesting discussion about how competitive intelligence creates a competitive advantage for its users.  SLMA Host Erika Goldwater gets Ellie to talk about how to grow as a leader, her own experiences and the advice she gives about how women can pave their way to success. Just as interesting is her background in marketing, especially as a CMO at Crayon a competitive intelligence company. She discusses how marketers have to shift from “marketing by your gut” to marketing with data; how data is an equalizer and why data is the new universal language. About our Guest Ellie Mirman Ellie Mirman is CMO at Crayon. Prior to Crayon, she was VP Marketing at Toast, where she built and led the marketing function across demand gen, content marketing, product marketing, branding, and customer advocacy. Previously, Ellie held multiple marketing leadership positions at HubSpot during its growth from 100 customers to IPO. Ellie loves working at the intersection between Marketing, Sales, and Product, and building marketing from startup to scale-up. About Crayon Crayon is a market and competitive intelligence company that enables businesses to track, analyze, and act on everything happening outside their four walls. Tens of thousands of teams use Crayon's real-time competitive insights platform to enable sales to win more deals, improve marketing performance to break through crowded markets, and inform product and executive strategy to build and launch winning products. ___________________________________ Host Erika Goldwater is the director of Global Communications for InRiver The new way to market and sell with powerful product information management. She has also been named as one of the 20 Women to Watch by the Sales Lead Management Association.  

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

Bonnie Crater. She’s the CEO of Full Circle Insights. She’s a 5-time VP of marketing and executive at many software companies in Silicon Valley. She’s been named one of the 100 Most Influential Women by the Silicon Valley Business Journal and one of the Top 20 Women to Watch by Sales Lead Management Association. Famous Five: Favorite Book? – N/A What CEO do you follow? – Marc Benioff Favorite online tool? — Docusign How many hours of sleep do you get?— 7.5 If you could let your 20-year old self, know one thing, what would it be? – “My path has been just fine”   Time Stamped Show Notes: 01:53 – Nathan introduces Bonnie to the show 02:24 – Full Circle Insights helps marketing people accurately measure and track the impact of their marketing campaigns on pipeline and revenue 02:50 – Full Circle Insights has an annual contract and usual contract which pays $30K a year 03:00 – Full Circle Insights launched their product in 2012, but it was started in 2010 03:10 – “Never start a company on December 31st” 03:18 – The IRS would want a tax return for 1 day of business 03:51 – Bonnie quit her VP of marketing job prior to Full Circle Insights 03:58 – Bonnie was invited by her friends to start Full Circle Insights and there are 4 founders 04:20 – Two of the founders were from Salesforce, including Bonnie 04:49 – Full Circle Insights is built on Salesforce 05:01 – Full Circle Insights was on Salesforce’s AppExchange 05:54 – Bonnie was a CEO in 2001, but it was a failure and she had to hire and fire a hundreds of people 07:35 – Bonnie was a VP of marketing a couple of times with different companies after the failure 08:04 – Full Circle Insights was initially bootstrapped, they raised $11M 08:14 – They raised money because they were going broke 08:21 – They were paying themselves 08:50 – First capital was raised in 2012 09:12 – Her first product was built from the money the founders had put in 09:32 – Dan, the CTO, is the developer 09:53 – Full Circle Insights has around 150 customers 10:12 – Team size is 35 10:38 – 8 in engineering and product, 12 in sales, 4-5 in marketing, 7-8 in customer success and some in accounting 11:17 – Full Circle Insights have broken around $4M in ARR 11:33 – Full Circle Insights’ model is to double, then triple 12:33 – Full Circle Insights has 90% renewal rate 12:40 – Churn is usually from acquisition and CMO changes 13:26 – Bonnie was hoping to have a 100% renewal rate in the coming years 14:37 – Full Circle Insights has a sales rep who has a puppy that he brought to the tradeshow 14:53 – The puppy became a booth magnet and they were able to acquire new customers 15:25 – Fully weighted CAC is $18-20K 15:30 – Payback period is less than 6 months 16:30 – Lowest marketing expenses is digital marketing and the biggest is from tradeshows and events 17:31 – LTV 18:30 – Full Circle Insights’ new VP of sales 19:01 – ARR target is $7M 20:50 – The Famous Five   3 Key Points: Never start your business on the last day of the year. We all make mistakes and we just have to learn from it—just don’t make the same mistake twice. Be creative and do what you need to do to draw new customers in.   Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you’re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

Apttus’ SVP of Global Marketing and Sales Maria Pergolino on what the future of work means for women.   Recently Maria has been recognized with a Stevie Award for Women in Business and has been named to both the Top 50 Most Influential People and 20 Women to Watch from the Sales Lead Management Association.    Maria and Neil also discuss: How the future of work is different for women than it is for men Things that women need to worry about that men do not when it comes to the future of jobs and automation Areas where women are excelling by bringing a unique perspective to their field If automation will have an impact on the wage gap If IT will remain a male-dominated field The importance of diversity in leaders  

According to Jim Obermeyer, founder of the Sales Lead Management Association, the divide between sales and marketing is as wide as it has ever been and this divide continues to create havoc on the credibility of marketing in revenue results. For marketers to address this divide, they need to better understand the pressures and the psyche of the salesperson. Want to know how a salesperson really thinks? Join me as I talk to Jim and we explore the pressures, motivations, and behaviors of sales people. We’ll bring the conversation full circle and explore how this new knowledge enables the marketer to better impact revenue results.

Bob Bly is a freelance copywriter who has written copy for hundreds of clients including Network Solutions, ITT Fluid Technology, Medical Economics, Intuit, Business & Legal Reports, and Brooklyn Union Gas. Awards include a Gold Echo from the Direct Marketing Association, an IMMY from the Information Industry Association, two Southstar Awards, an American Corporate Identity Award of Excellence, the Standard of Excellence award from the Web Marketing Association, AWAI's Copywriter of the Year, and ETR's Lifetime Achievement Award in Marketing. He was voted one of the 50 most influential people in sales lead management by the Sales Lead Management Association. Bob Bly is the author of more than 70 books including The Complete Idiot's Guide To Direct Marketing (Alpha Books) and The Copywriter's Handbook (Henry Holt & Co.)