Podcasts about slma radio

Welcome to Rooted in Revenue! I'm your host, Susan Finch, and today we're bringing you a blast from the past that's still incredibly relevant. Back in 2021, I had the pleasure of speaking with Laura Patterson from VisionEdge Marketing on my former show, SLMA Radio. Laura, a dear friend and frequent guest, recently reached out about revisiting this conversation - and I couldn't agree more that the insights are worth sharing again. In this episode, we dive into some powerful ideas around business growth and performance improvement. Here are some key points we'll explore: The importance of being proactive in shaping your business outcomes Why planning to win is crucial, even if you encounter setbacks along the way The value of analyzing patterns in your business and personal life How taking ownership and initiative can lead to positive change Laura and I also touch on our similar upbringings and the life lessons that have shaped our approaches to business. It's a candid, insightful conversation that I think you'll find both relatable and actionable. So settle in as we revisit this gem from the archives. Laura Patterson's expertise in marketing and business strategy is always worth a listen, and I'm thrilled to share it with you today on Rooted in Revenue.

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.      

CRM systems are seldom simple to use, and never created based on a salesperson’s preferences.  During our interview with Ani Chiuzan head of customer marketing at Pipedrive we found a salesperson oriented tool that is both.  Ani discusses the basics of a CRM system that salespeople like and what separates CRM from Sales Lead Management Software.  We discussed: What makes a great CRM system? Why CRM abandoned its original purpose to serve the sales representatives' needs. What is the difference between CRM and SLMS, or is there a difference? What salespeople dislike most about CRM systems. Is Sales Lead Management Software really separated from CRM? About Pipedrive Founded in 2010, Pipedrive is the first CRM platform developed from the salesperson's point of view. Today, Pipedrive is used by sales teams at more than 90,000 companies worldwide. Pipedrive is the top-rated CRM and has offices in Dublin; Lisbon; London; New York; Prague; Tampa/St. Pete; Tallinn and Tartu, Estonia; and, with the acquisition of Mailigen, Riga, Latvia. Learn more at Pipedrive.com.  About our Guest Ani Chiuzan Ani Chiuzan is Head of Customer Marketing at Pipedrive, a global sales CRM with more than 90,000 customers worldwide. Ani is a strategic leader and marketer with deep expertise in designing and executing insight-driven marketing strategies supported by rigorous financial expertise.  Her 18-years’ experience includes working with B2C, B2B and SaaS organizations across the globe in sectors such as Telecommunications, IT, Retail, Finance across Europe, Australia, Asia, Africa, US and the Caribbean. Prior company experience includes EE Telecommunications, Velti and Barclaycards. 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      

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    

Measuring and managing virtual events is every marketer’s challenge.  Sales are suffering as live event leads have dried up and pipelines are falling.  In this program, Victor Kippes of Validar discusses how to track and measure virtual event attendees, content consumed, demos attended, attendee behavior and consequent pipeline contributions and sales made.  Every marketer for virtual events should listen to this program.  About Victor Kippes Victor Kippes is CEO of Validar Inc., a B2B lead management company that specializes in events. Victor 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 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. About ValidarSince 2005, Validar Inc. has helped B2B event marketers better understand and articulate their value. It is vitally important to us that our customers get the credit they deserve for their event marketing efforts and our technology not only does this, we also help deliver a best-in-class attendee experience and service as well. 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    

Most sales managers believe that a CRM system is all they need to manage prospect leads.  Sales engagement software, however, solves the salesperson’s human failings that hamper sales success.  Sales and Marketing managers should listen to this program. About Darryl Praill Darryl Praill is the Chief Revenue Officer at VanillaSoft, the industry’s most established Sales Engagement Platform. As an accomplished award-winning marketer, a Sales World Top 50 Keynote speaker, a 2020 top 10 SaaS Branding Expert, a Top 19 B2B Marketer to Watch in 2019, a social media influencer, a category-leading podcaster, and a serial entrepreneur. Darryl has raised almost $100 million in venture capital, acquired, merged and taken companies public, been hired and fired, and worked for companies of all sizes.  Praill is the host of the very popular podcast, INSIDE Inside Sales, About VanillaSoft VanillaSoft’s signature queue-based technology has helped sales teams achieve three times more contact attempts, a 100% increase in calls and 30% less lead decay than with other systems.   Perfecting Lead Routing with Queue-based Technology drives the salesperson’s successful use of VanilaSoft Technology. VanillaSoft was born and remains to this day the most powerful sales engagement platform on the market.  VanillaSoft’s core philosophy and development process is centered around a single concept: The Power of Simplicity. By focusing on simplicity, we allow our customers to achieve increased productivity, higher contact rates, and better sales accountability. Intuitive and easy-to-use, the VanillaSoft sales engagement platform keeps your sales team busy and focused on engaging your leads and growing revenue.  FEATURES Lead & Sales Tracking Auto Dialing Call Recording VoIP Scripting Appointment Setting Lead Routing & Integration E-mail & SMS Marketing 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    

Ever the optimist, Award-winning Magician, Scott Tokar, is looking forward to the irreplaceable trade shows he is a part of regularly. His corral of other performers know they can adjust and do online appearances, but nothing replaces the barker at a trade show driving people you never reached before to hear your message through entertainment. This episode of Rooted in Revenue first appeared on SLMA Radio.  Susan Finch interviews Scott to talk about adjusting, the value of performers to help carry the "hosting" load at virtual and in-person events, as well as how you can plan for when in-person events return or how to stand out with your hybrid or virtual event.   About Susan's guest: Scott Tokar, CEO Corporate-Fx Trade Show Magic Group Scott Tokar is unique among magicians, having focused solely on corporate entertainment (Infotainment) and visual communication, he is known today as a “specialist” in tradeshow magic and sales meeting motivation. Unlike his magical colleagues, Scott does not perform in nightclubs, at kids' birthday parties, or picnics.

Ever the optimist, Award-winning Magician, Scott Tokar, is looking forward to the irreplaceable trade shows he is a part of regularly. His corral of other performers know they can adjust and do online appearances, but nothing replaces the barker at a trade show driving people you never reached before to hear your message through entertainment. This episode of SLMA Radio, Susan Finch interviews Scott to talk about adjusting, the value of performers to help carry the "hosting" load at virtual and in-person events, as well as how you can plan for when in-person events return or how to stand out with your hybrid or virtual event.   About Susan's guest: Scott Tokar, CEO Corporate-Fx Trade Show Magic Group Scott Tokar is unique among magicians, having focused solely on corporate entertainment (Infotainment) and visual communication, he is known today as a “specialist” in tradeshow magic and sales meeting motivation. Unlike his magical colleagues, Scott does not perform in nightclubs, at kids' birthday parties, or picnics.   At the International Brotherhood of Magicians convention, Scott was invited to compete amongst fourteen other magicians from around the world. He was immediately recognized for his originality, technical expertise, and showmanship, and was granted the First Place Trophy for his Close-Up / Sleight of Hand Magic.In 2011, at the 83rd I.B.M. International convention, Scott participated alongside 20+ “Street Magic” performers in the Annual I.B.M. “Strolling Olympics”. And this time, by a popular vote by his peers, Scott was named as “Best Comedy Magician” of the competition!In addition to his busy corporate and tradeshow performing schedule, Scott has devoted his special "magical" abilities to reducing children's anxiety during doctor's visits through the "Side-Fx" magic project. Today, Scott can be found performing and speaking at medical conferences and meetings around the globe under the direct sponsorship of pharmaceutical and medical device manufacturers.

CMO slots cannot be vacant, even for a few weeks.  Learn how to keep up your momentum with a fractional/interim CMO which will gain momentum for you, not lose it.  This program is for the C-Suite executive that has an open spot for a CMO.  To answer this need we interviewed Art Saxby, CEO of the largest Executive-as-a-Service firm providing outsourced Chief Marketing Officer services (fractional, interim, special project, and coaching). With over 100 hundred clients in any given month employing fractional and interim CMOs with Chief Outsiders national talent ranks, we asked Art about his company and the role of his CMO growth strategists. Who uses fractional CMOs? How does a company choose the CMO of their business? Do you place full-time or just fractional CMOs? I have heard that a fractional CMO costs no more than the employee cost (all in). Is this true? How long does it take to get a CMO on the job? What is the typical length of the engagement? Does the fractional CMO typically have experience in the industry for the company that hires them or is this even necessary? Are these fractional CMOs employees of Chief Outsiders? If a company likes the fractional CMO, can they hire them away from Chief Outsiders? What does a typical CMO cost for the hiring company? About Art Saxby Art Saxby is the founder and CEO of the country’s largest strategic growth implementation company focused on mid-size businesses. His firm, Chief Outsiders is an Executive-as-a-Service firm providing outsourced Chief Marketing Officer services (fractional, interim, special project, and coaching).  About Chief Outsiders Chief Outsiders supports growing or struggling companies by adding a market-focused senior executive to their leadership teams when the cost or complexity of full-time executive hires does not make sense. All 75+ CMOs at the firm have held positions of VP of Marketing at one or more major operating companies.    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    

  Marketing in B2B companies is divided into those companies that have a sophisticated marketing platform (aka marketing automation system) and those that don’t.  Those without a marketing automation system or marketing platform don’t know what’s happening to their marketplace until their pipeline is evaporating before their eyes. While marketing automation software users revel in the revenue growth, the biggest benefit, says David Greenberg, is enhanced customer experience.  Our program this week has industry expert David Greenberg, SVP at ACT-On. He explains the benefits of the benefit of marketing automation and marketing platforms.   ----more---- About David Greenberg David Greenberg is the Senior Vice President of Marketing at Act-On. With a firm belief that customers are more than just sales leads, Greenberg ensures all aspects of Act-On’s marketing and growth strategies are rooted in a memorable brand experience. He is a self-proclaimed brand loyalty enthusiast and brings more than 20 years of marketing leadership experience in high-growth technology organizations to the table. David Greenberg on LinkedIn   About ACT-ON “Act-On Software is the world’s growth marketing leader, offering solutions that empower marketers to move beyond the lead and engage targets at every step of the customer lifecycle. Act-On makes customer data actionable so marketers can strategize smart, effective solutions to grow their businesses and generate higher customer lifetime value – all with the fastest time-to-value. For more information, visit Act-On Software.” 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    

There have been only three recessions in the last 30 years, 1990 2001 and 2007, prior to the current COVID Crisis.* This makes it difficult for more than half of all sales managers to know what to do because they’ve had limited experience managing during a recession. Steve Benson of Badger Maps tells sales managers what actions to take during this current recession. This program is for sales and marketing managers. Some Tough Choices for Sales Management Fire non-performers? Hire and expand? Discount? Spend more on marketing? Bury your head in the recession sand and hope for the best? Retrain the salespeople? Change compensation plans? Pay on profit or pay on gross revenue? Fire the salespeople and wait for better times? Slash the marketing department? Hoard cash? About Steve Benson Steve Benson is the Founder and CEO of Badger Maps, the #1 route planner for field salespeople. After receiving his MBA from Stanford, Steve in 2009 joined Google, where he became Google Enterprise's Top Sales Executive globally In 2012 Steve founded Badger Maps to help field salespeople be more successful by optimizing their routes and schedules to save time and be on time so they can sell more. He also hosts the Outside Sales Talk podcast where he interviews industry experts on their top sales tips. Steve is also the President of the Sales Hall of Fame.   * History of Recessions in the United States 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    

  Marketing knows that lead conversion is a process. The lead conversion process you choose, says Nicolas Vandenberghe  CEO and Founder of Chili Piper, will make you a winner or loser. This program is for marketing management. Choose the right lead conversion process and you’re a winner. Choose wrongly and no one wins. ----more---- About our Guest Nicolas Vandenberghe: SaaS Entrepreneur https://www.linkedin.com/in/nvandenberghe/ Nicolas Vandenberghe CEO – Chili Piper, began his career selling newspapers in the streets of Paris in high school, studied Math at Ecole Polytechnique, and then received his MBA from Stanford GSB. Vanderberghe started and sold three tech companies with up to 65 employees and $11M in revenues, and also ran sales for a $2B telecom firm negotiating billion-dollar deals with companies like Google. In 2016, he co-founded his 4th startup and presently is the CEO of the SaaS firm Chili Piper. Its mission is to reinvent the system of action of Sales professionals to provide them with new levels of productivity and job satisfaction. The firm is reinventing scheduling, calendar, and inbox, the main apps used by revenue teams. Chili Piper is fully distributed – leveraging global talent with employees in 35 cities in 15 countries. Its scheduling platform is used by Intuit, Square, Twilio, Gainsight, and more than 300+ thought-leading companies worldwide for multiple use cases, from connecting prospects to sales reps instantly upon submitting a form to automating their on-boarding process. Nicolas bootstrapped Chili Piper past $2M ARR before attracting $3M in seed funding in 2019. You may also like: Speed to Lead – 10 Surprising Facts About Sales Lead Response Time  How Inbound Scheduling Automation Speeds Up Sales Opportunities  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     

  Inside salespeople have steadily grown in numbers for many years. How to get them to excel relies on a specific tool, says Russell Wurth of Showpad.  This program is for sales managers and salespeople who work remotely (and Presidents who want the most from their salespeople). Russell Wurth, VP of Sales Enablement at Showpad As vice president of sales enablement, Wurth is responsible for driving Showpad’s revenue enablement efforts. Russell has more than 10 years of experience in enterprise software and brings a deep understanding of sales enablement to the company. Wurth comes to Showpad after holding leadership roles at Optiv, Cylance and Netskope.  He started in IT and moved to product management and then Sales Enablement.    He is known as a guy who producers revenue.  About Showpad  Showpad is the complete sales enablement platform that aligns sales and marketing to drive revenue faster. At Showpad, we believe that the buyer experience is the ultimate differentiator. Thi is why we built the most complete and flexible sales enablement platform that marketing and sales rely on to prepare sellers, engage buyers, and optimize performance with insights. With a single user experience, our solution makes it easy to discover and share the right content, deliver training and coaching, and maximize seller productivity. Showpad drives rapid deployment and adoption with best-in-class technology and practices based on the success of 1,200+ customers in over 50 countries. Founded in 2011, today Showpad is a team of 450+ people working from the company's headquarters in Ghent and Chicago and regional offices in Brussels, London, Munich, Portland, San Francisco, and Wroclaw. To learn more about Showpad, visit www.showpad.com or follow Showpad on Twitter and Linkedin.   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    

  We know 1-to-1 selling has a low yield. Hear how Rylee Meek’s Social Dynamic Selling process sold $88 MM for his clients. This show is for B2B and B2C sales and marketing managers. About our Guest Rylee Meek Rylee Meek has innovated across numerous different industries including his work for more than 12 years as a motivational speaker and mentor. In the world of business, Rylee is the CEO of The Social Dynamic Selling System, a company that he founded in 2010. The Social Dynamic Selling System is a proprietary 3-phase process that will help business owners design, build and launch a predictable, sustainable, and scalable lead generation system. Author of "Food For Thought" How to use Dinner Seminar Marketing to Grow Your Business in ways You Never Thought Possible.           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    

Every marketer should know that sales lead response time is vitally important. Nicolas Vandenberghe tells us how it impacts revenue.  This episode is for revenue managers that need every advantage to increase sales and get the most from each marketing dollar spent. About our Guest Nicolas Vandenberghe: SaaS Entrepreneur Nicolas Vandenberghe CEO – Chili Piper, began his career selling newspapers in the streets of Paris in high school, studied Math at Ecole Polytechnique and then received his MBA from Stanford GSB. He started and sold 3 tech companies with up to 65 employees and $11M in revenues, and also ran sales for a $2B telecom firm negotiating billion-dollar deals with companies like Google. In 2016, he co-founded his 4th startup and presently is the CEO of the SaaS firm Chili Piper. Its mission is to reinvent the system of action of Sales professionals to provide them with new levels of productivity and job satisfaction. The firm is reinventing scheduling, calendar and inbox, the main apps used by revenue teams. Chili Piper is fully distributed – leveraging global talent with employees in 35 cities in 15 countries. Its scheduling platform is used by Intuit, Square, Twilio, Gainsight and more than 300+ thought-leading companies worldwide for multiple use cases, from connecting prospects to sales reps instantly upon submitting a form to automating their on-boarding process. Nicolas bootstrapped Chili Piper past $2M ARR before attracting $3M in seed funding in 2019. You may also like: Convert Leads into Meetings – 29 Hot Techniques How Inbound Scheduling Automation Speeds Up Sales Opportunities   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    

Chief Marketing Officers’ average tenure continues to fall to approximately 3.5 years as the importance of the position has correspondingly increased.  Whether this turn-over can be attributed to career changes in a difficult labor market or impatience of CEOs, the demand for CMOs’ continues to grow. Add with the substantial complexity of the CMO’s job because of new technology offers and a corresponding shortage of skilled marketers, the end result is that many companies are falling behind in the marketing race. With the pressure for marketers to “out-market their competitors” has brought the demand for fractional or interim CMOs to fill vacancies in a critical job.  To answer this need we interviewed Art Saxby, CEO of the largest Executive-as-a-Service firm providing outsourced Chief Marketing Officer services (fractional, interim, special project, and coaching). With over 100 hundred clients in any given month employing fractional and interim CMOs with Chief Outsiders national talent ranks, we asked Art about his company and the role of his CMO growth strategists. Who uses fractional CMOs? How does a company choose the CMO of their business? Do you place full-time or just fractional CMOs? I have heard that a fractional CMO costs no more than the employee cost (all in). Is this true? How long does it take to get a CMO on the job? What is the typical length of the engagement? Does the fractional CMO typically have experience in the industry for the company that hires them or is this even necessary? Are these fractional CMOs employees of Chief Outsiders? If a company likes the fractional CMO, can they hire them away from Chief Outsiders? What does a typical CMO cost for the hiring company? About Art Saxby Art Saxby is the founder and CEO of the country’s largest strategic growth implementation company focused on mid-size businesses. His firm, Chief Outsiders is an Executive-as-a-Service firm providing outsourced Chief Marketing Officer services (fractional, interim, special project, and coaching).  About Chief Outsiders Chief Outsiders supports growing or struggling companies by adding a market-focused senior executive to their leadership teams when the cost or complexity of full-time executive hires does not make sense. All 75+ CMOs at the firm have held positions of VP of Marketing at one or more major operating companies. The company has been recognized for its high growth by Inc magazine, being a recipient of the Inc 5000 award 6 years running, and was recognized by Forbes Magazine as one of the nation’s top 25 small businesses that put purpose over profits. More from Chief Outsiders Finding ‘Grand Slam’ Clients Using an Ideal Client Profile to Build Your Business Four Best Practices to Overcome Marketing-Sales Staffing Challenges in 2020     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    

Every company grows organically until it makes a decision to grow through acquisition, and that is the basis for this discussion about Laura Patterson's new book, Fast-Track Your Business: A Customer-Centric Approach to Accelerate Market This book, (which I have read,) is a practical guide for growing any business, and all the while doing it with better shareholder return and faster revenue growth. During this interview, we asked Laura to tell us about the book and then focus on two of her favorite chapters. She chose: Upstream Marketing and Plan and Execute.  Listen in: Buy the book. Fast-Track Your Business: A Customer-Centric Approach to Accelerate Market Growth     Paperback – Released January 27, 2020 Kindle     $9.99       Paperback   $17.99 (From the description on Amazon) Ready. Set. Grow! Former football player and coach, Lou Holtz, once said: “In this world, you’re either growing or you’re dying, so get in motion and grow.” Most every company leader is in pursuit of growth. Growing companies are attractive. They’re attractive to partners, employees, and of course customers. If your company is not growing, then you and your shareholders are losing equity, profit, and employees. Growth doesn’t just occur–growth takes the right culture, processes, and discipline. Most importantly growth takes intent and deliberate focused action. Growth is a result of solving customer problems at the right time with the right solution with a story that resonates with the market. In Fast-Track Your Business, author Laura Patterson offers step-by-step guidance for acquiring customer insights, creating customer-centric outcomes, and developing strategies and measurable executable plans. Fast-Track Your Business provides a customer-centric framework for choosing and navigating a sustainable path forward—a system that creates momentum and accelerates organic market growth.  Abou the author Laura Patterson Laura Patterson is the author of three previous business books: Gone Fishin' - A Guide to Finding, Hooking, Keeping, and Growing Profitable Customers (sold out); Measure What Matters: Reconnecting Marketing to Business Goals (sold out); and Marketing Metrics in Action: Creating a Performance Driven Marketing Organization[LP1] . Today she is at the helm of VisionEdge Marketing, founded in 1999, and is recognized as one of the pioneers and authorities in the Marketing Performance Management (MPM) discipline. The company specializes in helping companies apply data, metrics and proven best-in-class practices to improve Marketing effectiveness, deliver business impact, and enable better business decision-making.Her Company: VisionEdge Marketing VisionEdge Marketing enables organizations to accelerate revenue and create a competitive advantage by leveraging data, analytics, processes, and alignment to address marketing accountability and operations, to measure and improve marketing performance, to develop dashboards that foster fact-based decisions about markets, customers, and products, and to enhance marketing and sales collaboration.  ___________________________________________ 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    

Every company grows organically until it makes a decision to grow through acquisition, and that is the basis for this discussion about Laura Patterson's new book, Fast-Track Your Business: A Customer-Centric Approach to Accelerate Market This book, (which I have read,) is a practical guide for growing any business, and all the while doing it with better shareholder return and faster revenue growth. During this interview, we asked Laura to tell us about the book and then focus on two of her favorite chapters. She chose: Upstream Marketing and Plan and Execute.  Listen in: Buy the book. Fast-Track Your Business: A Customer-Centric Approach to Accelerate Market Growth     Paperback – Released January 27, 2020 Kindle     $9.99       Paperback   $17.99 (From the description on Amazon) Ready. Set. Grow! Former football player and coach, Lou Holtz, once said: “In this world, you’re either growing or you’re dying, so get in motion and grow.” Most every company leader is in pursuit of growth. Growing companies are attractive. They’re attractive to partners, employees, and of course customers. If your company is not growing, then you and your shareholders are losing equity, profit, and employees. Growth doesn’t just occur–growth takes the right culture, processes, and discipline. Most importantly growth takes intent and deliberate focused action. Growth is a result of solving customer problems at the right time with the right solution with a story that resonates with the market. In Fast-Track Your Business, author Laura Patterson offers step-by-step guidance for acquiring customer insights, creating customer-centric outcomes, and developing strategies and measurable executable plans. Fast-Track Your Business provides a customer-centric framework for choosing and navigating a sustainable path forward—a system that creates momentum and accelerates organic market growth.  Abou the author Laura Patterson Laura Patterson is the author of three previous business books: Gone Fishin' - A Guide to Finding, Hooking, Keeping, and Growing Profitable Customers (sold out); Measure What Matters: Reconnecting Marketing to Business Goals (sold out); and Marketing Metrics in Action: Creating a Performance Driven Marketing Organization[LP1] . Today she is at the helm of VisionEdge Marketing, founded in 1999, and is recognized as one of the pioneers and authorities in the Marketing Performance Management (MPM) discipline. The company specializes in helping companies apply data, metrics and proven best-in-class practices to improve Marketing effectiveness, deliver business impact, and enable better business decision-making.Her Company: VisionEdge Marketing VisionEdge Marketing enables organizations to accelerate revenue and create a competitive advantage by leveraging data, analytics, processes, and alignment to address marketing accountability and operations, to measure and improve marketing performance, to develop dashboards that foster fact-based decisions about markets, customers, and products, and to enhance marketing and sales collaboration.  ___________________________________________ 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    

Some say direct mail has been superseded by digital ads.  Some say direct mail paired with digital ads brings results that exceed expectations for extraordinary results.  To find out if this is true and how it works, our host Jim Obermayer interviews the founder of Taradel, Jim Fitzgerald.  Taradel has a platform that uses the latest database disciplines for a defined target audience to bring higher results by using direct mail and digital communications.   About Jim Fitzgerald Jim Fitzgerald is the Founder and CEO of Taradel, a martech company located in Richmond, Virginia. The company's All-in-One platform integrates direct mail and digital advertising services which are used by thousands of SMBs in the U.S. and Canada.   Since 2003, Taradel has worked with over 17,000 small business customers and established "white label" partnerships with some of the biggest brands in the world - including the United States Postal Service, Canada Post, Staples and FedEx Office.  Under Jim's leadership, Taradel has been named the Inc. 5000 list of America's fastest-growing private companies for 12 consecutive years — an achievement held by only 22 companies nationwide. https://www.linkedin.com/in/jimfitzgerald60/ About Taradel Taradel makes it easy to deploy highly targeted direct marketing campaigns for franchises and small to medium-sized businesses. Only Taradel combines easy-to-use software, proprietary data analytics, and direct marketing experts to maximize conversions. Strategic, Co-branded, and White-labeled Partnerships with FedEx Office, Canada Post, U.S. Postal Service, and franchises helped drive Taradel’s ten consecutive years on the Inc. 5000’s fastest-growing companies in America.   ___________________________________________ 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    

Some say direct mail has been superseded by digital ads.  Some say direct mail paired with digital ads brings results that exceed expectations for extraordinary results.  To find out if this is true and how it works, our host Jim Obermayer interviews the founder of Taradel, Jim Fitzgerald.  Taradel has a platform that uses the latest database disciplines for a defined target audience to bring higher results by using direct mail and digital communications.   About Jim Fitzgerald Jim Fitzgerald is the Founder and CEO of Taradel, a martech company located in Richmond, Virginia. The company's All-in-One platform integrates direct mail and digital advertising services which are used by thousands of SMBs in the U.S. and Canada.   Since 2003, Taradel has worked with over 17,000 small business customers and established "white label" partnerships with some of the biggest brands in the world - including the United States Postal Service, Canada Post, Staples and FedEx Office.  Under Jim's leadership, Taradel has been named the Inc. 5000 list of America's fastest-growing private companies for 12 consecutive years — an achievement held by only 22 companies nationwide. https://www.linkedin.com/in/jimfitzgerald60/ About Taradel Taradel makes it easy to deploy highly targeted direct marketing campaigns for franchises and small to medium-sized businesses. Only Taradel combines easy-to-use software, proprietary data analytics, and direct marketing experts to maximize conversions. Strategic, Co-branded, and White-labeled Partnerships with FedEx Office, Canada Post, U.S. Postal Service, and franchises helped drive Taradel’s ten consecutive years on the Inc. 5000’s fastest-growing companies in America.   ___________________________________________ 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    

There has been a steady drum-beat of an emerging category of software to manage sales leads.  The category is Sales Lead Management.   While Sales Lead Management is a big tent that encompasses many different disciplines and tools, if you search for the category of sales lead management software there are new entrants that say they aren’t CRM. Or are they?  Are these “entrants” just CRM companies that separate themselves from a crowded field?  Our guest today is Ani Chiuzan head of customer marketing at Pipedrive.  Ani discusses the basics of a CRM system that salespeople like and what separates CRM from Sales Lead Management Software.  We discussed:  Why CRM abandoned its original purpose to serve the sales representatives' needs. What makes a great CRM system What salespeople dislike most about CRM systems Is Sales Lead Management Software really separated from CRM? What is the difference between CRM and SLMS, or is there a difference?  About our Guest Ani Chiuzan Ani Chiuzan is Head of Customer Marketing at Pipedrive, a global sales CRM with more than 90,000 customers worldwide. Ani is a strategic leader and marketer with deep expertise in designing and executing insight-driven marketing strategies supported by rigorous financial expertise.  Her 18-years’ experience includes working with B2C, B2B and SaaS organizations across the globe in sectors such as Telecommunications, IT, Retail, Finance across Europe, Australia, Asia, Africa, US and the Caribbean. Prior company experience includes EE Telecommunications, Velti and Barclaycards.  About Pipedrive Founded in 2010, Pipedrive is the first CRM platform developed from the salesperson's point of view. Today, Pipedrive is used by sales teams at more than 90,000 companies worldwide. Pipedrive is the top-rated CRM and has offices in Dublin; Lisbon; London; New York; Prague; Tampa/St. Pete; Tallinn and Tartu, Estonia; and, with the acquisition of Mailigen, Riga, Latvia. Learn more at Pipedrive.com. ___________________________________________ 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    

I used to believe that conflicts between sales and marketing were so much trash talk between competing team mates.  When confronted with the question of which blade of the scissors is most effective it is obvious that one can’t do the job without the other.  Leadership has its responsibilities to minimize conflict within the company for the benefit of the investors and the bottom line.  That the issue between sales and marketing has been allowed to fester can only be laid at the doorstep of the company president.    If the presidents didn’t get a grounding in sales or marketing early in their careers, they are forever avoiding the nonsense that their sales and marketing managers perpetuate as they point fingers at each other because of failed revenue attainment. In this interview with Patrick Morrissey, General Manager of Overland Altify, we discuss how Patrick has solved this issue to get sales, marketing, and customer service to work together.   His approach may surprise you. About Patrick Morrissey Patrick Morrissey is the General Manager at Overland Altify, responsible for all operating aspects of the company.  Prior to becoming the GM Patrick was the CMO for Altify.  Morrissey is also the host of Revenue Optimization Radio sponsored by Overland Altify. Prior to joining Altify, he was CRO of Simpplr, and has held multiple executive positions in sales and marketing at Salesforce, DataSift, Savvion and Business Objects.  You May Also Like: How Did the Revenue Team Gets Lost in Translation? 5 Questions to Prioritize Your Sales Enablement Budget for 2020 Cracking the Content Code - Morrissey Reports From the Seismic Shift Sales Enablement Conference  ___________________________________________ 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    

I used to believe that conflicts between sales and marketing were so much trash talk between competing team mates.  When confronted with the question of which blade of the scissors is most effective it is obvious that one can’t do the job without the other.  Leadership has its responsibilities to minimize conflict within the company for the benefit of the investors and the bottom line.  That the issue between sales and marketing has been allowed to fester can only be laid at the doorstep of the company president.    If the presidents didn’t get a grounding in sales or marketing early in their careers, they are forever avoiding the nonsense that their sales and marketing managers perpetuate as they point fingers at each other because of failed revenue attainment. In this interview with Patrick Morrissey, General Manager of Overland Altify, we discuss how Patrick has solved this issue to get sales, marketing, and customer service to work together.   His approach may surprise you. About Patrick Morrissey Patrick Morrissey is the General Manager at Upland Altify, responsible for all operating aspects of the company.  Prior to becoming the GM Patrick was the CMO for Altify.  Morrissey is also the host of Revenue Optimization Radio sponsored by Overland Altify. Prior to joining Altify, he was CRO of Simpplr, and has held multiple executive positions in sales and marketing at Salesforce, DataSift, Savvion and Business Objects.  You May Also Like: How Did the Revenue Team Get Lost in Translation? 5 Questions to Prioritize Your Sales Enablement Budget for 2020 Cracking the Content Code - Morrissey Reports From the Seismic Shift Sales Enablement Conference  ___________________________________________ 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    

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.

Of course, marketers control the lead generation budget and this contributes to sales, but does marketing really control the wealth goals of the company?  Darryl Praill, CMO of VanillaSoft and host of the popular Inside Inside Sales podcast says, “it depends.” They have the talent and the skills, Darryl says, but whether they have the will to use these is another matter.   Ultimately, he says they are the builders of wealth, pound for pound when measured against the employee count of marketing versus that of sales.  This statement can also be said of other departments, says Darryl, but marketing sets the strategic direction of the company, produces the product specifications that customers need, and generates demand.   Darryl, however, still puts a “but” into the interview when he cautions that not every marketer is using their talents and skills as well as their competitors.  About Darryl Praill Darryl Praill, Chief Marketing Officer of VanillaSoft is a high-tech marketing executive with over 25 years’ experience spanning startups, re-starts, consolidations, acquisitions, divestments and IPO’s. He has been widely quoted in the media including television, press, and trade publications. He is a guest lecturer, public speaker, and radio personality and has been featured in numerous podcasts, case studies, and best-selling books. Praill is a former recipient of the coveted Forty Under 40 Award, and has held senior executive roles in leading companies including Sybase, Cognos (now IBM), webPLAN (now Kinaxis), and CML Emergency Services (now AIRBUS). You may also like these with Darryl Praill on Inside Inside Sales   The 4 Ways Buyers Are Evaluating You  Karen Dunne-Squire and Darryl Praill Embrace the Suck Dale Dupree and Darryl Praill “How to Become Somebody that People Want to Buy From” – Anthony Iannarino Podcast  and Darryl Praill About VanillaSoft VanillaSoft, the industry’s most successful sales engagement platform, helps sales development teams engage over 15,000,000 contacts every month. Used standalone, or in combination with existing traditional CRM systems, VanillaSoft empowers sales reps to respond to new leads faster, interact with leads more consistently, across more channels, and generate more qualified sales opportunities. Globally, thousands of users employ VanillaSoft’s queue-based sales engine and intellective routing to implement sales cadence automation resulting in substantial gains in speed-to-lead, persistency, productivity, and revenue-per-rep. VanillaSoft is a privately held company headquartered in Plano, Texas, USA. To learn more, visit www.vanillasoft.com. ___________________________________________ 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    

Knowledge, open communications, as well as procrastination are highly linked to business performance. Having hands-on and personal real-time knowledge of what’s going on in your business is a challenge; having the confidence and willingness to do something about what you’ve learned is another. In this radio program/podcast, we explore why business executives procrastinate in fixing the sales and marketing fundamentals necessary for growth. We’ll also explore the role authentic conversations have in reducing barriers to growth and performance. Our Guest Matt McKnight Matt is the President and Founder of McKnight Advisors LLC, a Sales Xceleration Partner.  His firm helps customers launch, expand or improve their sales operations to accelerate revenue growth.  With a 30-year history of sales leadership, Matt has extensive experience and success in start-up, private and public companies.  His company’s approach is based on accountability, transparency, integrity and trust focusing on the people, process and strategy to achieve sustained growth for its customers. Matt McKnight can be reached at 847.867.5963 and at mmcknight@salesxceleration.com LinkedIn: https://www.linkedin.com/in/matt-mcknight-2463121/ Sales Xceleration Background (www.salesxceleration.com) With over 100 Advisors across North America, Sales Xceleration provides outsourced sales consultants to small businesses and mid-sized corporations that want to drive revenue growth.  In 2019, Inc. magazine announced that Sales Xceleration is No. 2353 on its Annual Inc. 5000 list, the most prestigious ranking of the nation’s fastest-growing private companies.  The Host: Mark Coronna Mark is an Area Managing Partner & CMO for Chief Outsiders. Mark is a globally experienced executive with a track record of consistent growth, turnaround and repositioning expertise across multiple industries.  He uses digital marketing to transform go-to-market programs and his passion is to help leadership teams accelerate revenues and profits. Mark has authored over 35 articles and four eBooks on topics such as account-based marketing, building compelling value propositions and improving lead generation and qualification using an Intelligent Sales Pipelinetm  (https://contact.chiefoutsiders.com/improving-lead-gen-ebook) Mark can be reached at mcoronna@chiefoutsiders.com  612.554.0081 linkedin.com/in/markcoronna Chief Outsiders Background  www.chiefoutsiders.com Chief Outsiders is a national firm of 70+ Chief Marketing Officers (CMOs) – The CMOs work with businesses on a fractional basis. Each CMO joins the leadership team of their clients to solve growth challenges, provide strategy, implement ABM and revenue pipeline management.  Chief Outsiders was awarded a Forbes magazine Small Giants Award for a top privately held company. ___________________________________________ 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    

  Add the SLMA Podcast skill to your Alexa capable device to play the most recent or choose from a list. No doubt about it, Public Relations (PR) has changed even more than traditional marketing in the modern digital world.  Of course, marketing prides itself in its IT budget and the tools it uses, and while PR has some of those tools available, the actual function of PR has changed in different and more measurable ways than ever before. PR is now firmly connected to the word communications. While PR releases are still a part of the function, content creation and a wealth of new earned media have become part of every agency’s offering as a communicator to the marketplace, employees, and investors. Plus, PR has not escaped the need for more in-depth strategic planning and program measurement. Our guest today is Kristin Hege, Founder, and CEO of Convey Communications and she does a deep dive into the exciting new world of PR as a generator of wealth for B2B companies. About Kristin Hedge Kristin Hege is the CEO & founder of Convey Communications, a strategic public relations and communications firm founded to serve B2B technology and service-based businesses. Built on Kristin’s deep expertise in helping innovative businesses thrive, Convey Communications puts strategy first before layering on thoughtfully crafted PR, media relations, content and communications strategies.  Prior to founding Convey, Kristin served in key leadership roles at two previous PR agencies. She also spent time as a VP of marketing, and as a contributing columnist for a well-respected business publication. These roles contributed to her keen understanding of public relations, technology, marketing and business, and the savvy strategic insight she uses to guide clients today.  Kristin is an Adjunct Professor at Arizona State University where she is currently teaching a course on PR writing. She is a long-standing board member for the Public Relations Society of America’s Phoenix chapter and has become known as a trusted speaker on topics around PR and technology. She is also a board member of Support My Club, a nonprofit that fulfills the needs of local school clubs and teams.  In addition to all things PR, Kristin is a dedicated wife to her husband, Justin, and mother of two boys, Calvin and Lincoln.     ___________________________________________ 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    

In recent years marketing has chipped away, usually unintentionally, at various steps of the sales pipeline to aid the salespeople. Most of this is made possible by marketing automation and telemarketing being managed by marketing. I respect, that the sales pipeline ownership has finally shifted from sales to marketing. Marketing in more sophisticated companies probably manages more than 50% of the pipeline steps now and to me, that means ownership has shifted. ----more---- In some instances, because marketing manages the telemarketing department, many sales functions are also done there under marketing's management. This started years ago. And of course, we have the on-line store, which marketing also manages.   The sales pipeline, aka the sales funnel, is the long-standing measurement of the past, present, and future for a company. In the not too distant past marketing dumped demand into the beginning (top) of the pipeline and sales took responsibility for the rest of the process. Marketing manages the CRM System, Marketing Automation, AI software, telemarketing, reporting and often the pipeline forecast. Sales is responsible for closes, if it is needed. Jim Obermayer is the host with the commentary this week.   ___________________________________________ 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    

  In this episode of SLMA Radio (525th weekly program), guest host Nick Lissette interviews Black Pearl CIO Mike Guggermos.  They discuss the glaring mistakes sales and marketing people from technology companies make in trying to sell to IT. These, Mike says are the mistakes that contribute to lost sales such as: The four questions that make IT managers want to vomit when asked by salespeople Is IT really the roadblock in selling to a company? The biggest mistake a salesperson makes in selling to the IT manager. Why salespeople need to talk outcomes and performance indicators over features Why IT gets measured on financials and not marketing outcomes Why the IT budget doesn’t include IT for marketing How IT organizations are budgeted The conflict between Corporate IT and Marketing IT. When salespeople fail to address the risk of implementation About Mike Guggermos: Mike Guggemos is the Chief Information Officer (CIO) for the Black Pearl Mail. Mike brings extensive global experience to the role having served as a senior executive in two F500 firms over the last 25 years. Most recently Mike was the CIO of Insight Enterprises, Inc. where he was responsible for Information Technology as well directly engaging with critical global clients. Prior to Insight, Mr. Guggemos held numerous positions with Motorola, Inc., to include Corporate Vice President, Information Technology where he was responsible for end to end IT architecture, applications, infrastructure, engineering and other IT services. Linkedin for Mike Guggermos  About Black Pearl Mail Founded in 2014, Black Pearl Mail is a software-as-a-service (SaaS) product that helps companies increase their brand awareness and grow revenues. Black Pearl has been engineered to seamlessly integrate with Microsoft's O365 and G-Suite.  Black Pearl is the perfect accompaniment to any businesses email communications by making it Manageable, Actionable and Insightful. Centralized signature management ensures easy brand consistency and compliance. Banner messaging transforms passive email communication into a value-add digital marketing tool. End-user insights let emails understand when and how recipients are interacting with their email. The company is headquartered in Scottsdale, Arizona, also has a growing R&D hub in Wellington, New Zealand and support office in Zurich. To learn more, please visit www.blackpearlmail.com. About Our Guest-Host Nick Lissette Nick Lissette is the Founder and Chief Technology Officer of Black Pearl Mail. With almost a decade of experience in business email, Nick also serves as a Director on both the Fiduciary and Advisory Boards. Nick is an ‘entrepreneur’s entrepreneur’ with a keen knack of identifying emerging technologies and markets.   Lissette on Linkedin You may also like: Six Ways to Make Email Work Smarter for Marketing and Sales  

Some might say there's an easy answer to this question, “it’s sales right?”  And yet,  when you delve into the many facets of marketing’s long and short-term initiatives with Mark Coronna, CMO for Chief Outsiders, he makes a strong case for marketing’s superior contributions.  ----more---- Of course, marketing feeds the pipeline, manages the product lines and creates all of the marketing support and this is short term in nature.  Beyond this, Mark points out the long term contributions of tangible value, which Booz Allen Hamilton says can be worth a double-digit revenue and profit number when a marketing manager is considered a growth Champion; listen and be surprised. About Mark Coronna Mark is an Area Managing Partner & CMO for Chief Outsiders. Mark is a globally experienced executive with a track record of consistent growth, turnaround and repositioning expertise across multiple industries.  He uses digital marketing to transform go-to-market programs and his passion is to help leadership teams accelerate revenues and profits. Mark has authored over 35 articles and four eBooks on topics such as account-based marketing, building compelling value propositions and improving lead generation and qualification using an Intelligent Sales Pipelinetm  (https://contact.chiefoutsiders.com/improving-lead-gen-ebook) About Chief Outsiders Chief Outsiders, LLC is a nationwide "Executives-as-a-Service" firm, with 70 part-time, or fractional, Chief Marketing Officers (CMOs) engaged from coast-to-coast. Unlike other strategic marketing and management consulting firms, each CMO has held the position of VP Marketing or higher at one or more operating companies. Chief Outsiders have served on the executive team of over 800 client companies to drive growth strategy and execution plans for a fraction of the cost of a full-time executive. Because of its market-based growth plans, quality of leadership, and experienced team, Chief Outsiders has been recognized for the past six years by Inc. Magazine as one of the 5,000 fastest growing privately held companies in the US, and was recognized in 2019 as a Forbes Small Giant. Chief Outsiders’ CEO Art Saxby and Principal Pete Hayes are the co-authors of “The Growth Gears: Using a Market-Based Framework to Drive Business Success,” an Amazon #1 best-seller for business owners and CEOs. For additional information about the companies who trust Chief Outsiders as their premier source for business growth acceleration, click here.    ___________________________________________ 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    

Yep, if we fully used all the social media outlets at our disposal, who would have time for work, at least that’s the inference of the discussion about social media between Radio Producer Paul Roberts and the host of CRM Radio Paul Petersen.  Petersen and his side-kick Paul Roberts talk about the pros and cons of social media, the time devoted to it and the difficulty of measuring the return on time invested.     They discuss Alignable (small business networking) and Linkedin, the love hate attraction of social media networking, and how content management fits into the picture. The program is occasionally humorous, as these two talk about appropriate content for social channels, cross-linking, and they compare the pain of CRM and Social Media adoption.   ___________________________________________ 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    

  Yep, we’ve heard from pundits in the past few years that the customer is why you are in business, why they are important and what we should do about it. Jocelyn Brown, SVP at Allocadia agrees with that, but she takes it much further in saying that its more than a concept, more than an idea that passes quickly as a conference keynote and disappears. It is a philosophy for doing business for Marketing and Salespeople in the most progressive (and profitable) companies.  ----more---- About Jocelyn Brown As SVP, Customers, and Revenue, Jocelyn Brown oversees the sales and customer success teams at Allocadia. Her teams provide a seamless and value-driven experience to every customer, from initial interest through their continued growth, to best support their progression through the stages of budgeting, planning and performance excellence. Having spent more than 17 years in the B2B and SaaS spaces, Jocelyn brings extensive experience building and managing high-performing customer success teams that drive recurring revenue and value, and develop life-long customers. About Allocadia Allocadia’s Run Marketing Platform gives marketers the confidence to know where to invest their next dollar. The recognized leader in Marketing Performance Management (MPM), Allocadia enables marketers to plan strategically, invest with purpose, measure the performance of their activities, and ultimately maximize marketing’s impact on the business. This gives marketers the ability to drive greater performance, increase ROI and improve alignment with corporate goals. Companies like Microsoft, GE Healthcare, Box and Charles Schwab manage more than $25 billion marketing dollars within Allocadia, which enables them to save up to 40% of the time they spend on budgeting and planning as well as double their pipeline-to-spend ratio and ROI.  ___________________________________________ 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    

After running multiple ABM programs, we’ll reveal results and the lessons learned along the way in this show. Featuring an interview with Mark Coronna, Partner & CMO at Chief Outsiders and the fractional CMO with Dalsin Industries, and Tom Judge VP of Strategy at Direct Marketing Partners. ----more---- About Mark Coronna Mark is an Area Managing Partner & CMO for Chief Outsiders. Mark is a globally experienced executive with a track record of consistent growth, turnaround and repositioning expertise across multiple industries.  He uses digital marketing to transform go-to-market programs and his passion is to help leadership teams accelerate revenues and profits.  Mark has authored over 35 articles and four eBooks on topics such as account-based marketing, building compelling value propositions and improving lead generation and qualification using an Intelligent Sales Pipelinetm  (https://contact.chiefoutsiders.com/improving-lead-gen-ebook) Mark can be reached at mcoronna@chiefoutsiders.com 612.554.0081  linkedin.com/in/markcoronna The guest host this week is Tom Judge, Vice President of Direct Marketing Partners ___________________________________________ This SLMA Radio is hosted by Tom Judge of Vice President of Direct Marketing Partners  SLMA Radio is a program on the Funnel Radio Channel.  Funnel Media Group is the sponsor of SLMA Radio    

Barriers to Measuring ROI Tessa Burg, VP of User Experience and Technology Strategy at Tenlo, says that B2B marketers that want to track the ROI of their digital efforts would be wise to consider an Attribution Model.  Lead sources should no longer be simply attributed to one source and neither should the credit be given to that source for the eventual sale. To access the true ROI of each marketing channel, B2B companies must find ways to adjust their traditional success metrics. ----more---- In this easy to follow podcast, you will learn the five easy pieces of the puzzle that every marketer needs to solve in order to be more accurate in reporting sales to one or many sources. More about Marketing Attribution can be found in an article Tessa authored, “The Customer Journey and the ROI of Marketing, Sales and Marketing Management Magazine, Sept/Oct 2019, page 16. About Tessa Burg Tessa Burg is Vice President of User Experience and Technology Strategy at Tenlo, a pipeline marketing company that focuses on engaging high-value prospects with relevant buyer experiences that get results. About Tenlo  Tenlo, an AMG company, has a specialized team of pipeline marketers. We focus on engaging only high-value prospects with relevant buyer experiences that get results. Our parent company was incubating different marketing approaches designed to accelerate prospects through the sales pipeline to close sales faster. This approach, coined pipeline marketing, was such a game-changer for clients that AMG chose to roll out a company devoted to the practice. That’s when Tenlo was born.  ___________________________________________ 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    

There is no secret sauce to being successful in sales. It all starts with building a consistent, repeatable, scalable daily activity framework that ensures you do what needs to be done. ----more---- Our guest in this episode is  James is a sales professional and front-line Salesforce advocate with a decade of experience across industries, spanning from wireless retail sales to complex B2B sales. His unique mixture of full cycle sales, sales development, enablement, and leadership experience has resulted in his real world, practical views on what works for sales teams. He is fiercely passionate about all things sales, especially providing a voice for salespeople who are just beginning their careers.  ___________________________________________ 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    

   Everyone in marketing and sales agrees on three things about email, it is indispensable, inexpensive as a promotional tool, and hugely inefficient unless used right.  In this episode of SLMA Radio we interviewed Nick Lissette, CEO of Black Pearl and we discussed how marketing and sales can use email more efficiently. ----more---- Nick Lissette - FOUNDER AND CTO of Black Pearl Mail Nick Lissette is the Founder and Chief Technology Officer of Black Pearl Mail. With almost a decade of experience in business email, Nick also serves as a Director on both the Fiduciary and Advisory Boards. Nick is an ‘entrepreneur’s entrepreneur’ with a keen knack of identifying emerging technologies and markets. He has won numerous awards and international recognition for his efforts in the global anti-spam community. His SaaS cloud email security company was at the forefront of the cloud managed service revolution in 2007. This anti-spam company grew into a joint venture organization called SpamDunk, which was successfully sold in 2012 as a Silvercloud Mail Company. Outside of work, Nick is a family man and a keen sportsman.  ___________________________________________ SLMA Radio is hosted by James Obermayer of Funnel Media Group which is a program on the Funnel Radio Channel. The Funnel Media Group is the sponsor of SLMA Radio   

Mari Anne Vanella, the host of Outstanding Outbound and SLMA Radio commentator Paul Roberts, explores how to choose and create a successful relationship with an outbound calling company that will give you a 20% return.  They discuss the sins of the industry and the benefits of working with a company that knows B2B enterprise relationship building.  They touch upon: How to successfully outsource outbound calling The difference between internally employed SDRs and outsourced professionals Why nobody is closing deals on social Why most companies pay inexperienced SDRs as little as possible and they get what they pay for The sins of a false-peer call and lying from bad actors Why going cheap on outbound calling increases risk of failure  Mari Anne Vanella Mari Anne Vanella has 25+ years of sales and business management experience. As Founder/CEO of sales development firms in Silicon Valley, her organizations have consistently delivered long-term, successful sales development programs to high tech and services industries across the United States. Mari Anne's background includes successful performance as Vice President and Director at companies such as The EC Company (now ADX), PictureTalk, a subsidiary of Drake International (one of the world's largest IT solution and staffing firms), Global Knowledge, and at Skyline Computer Corporation, where she led the Cisco Training Products organization to a #5 position in the country within one year. Before these, she founded Procom, a sales development firm based in the Silicon Valley serving customers such as State Farm Insurance, Waddell & Reed, and many others. Mari Anne Vanella hosts Outstanding Outbound Radio which is sponsored by The Vanella Group on the Funnel Radio Channel.

Mari Anne Vanella, the host of Outstanding Outbound and SLMA Radio commentator Paul Roberts, explores how to choose and create a successful relationship with an outbound calling company that will give you a 20% return.  They discuss the sins of the industry and the benefits of working with a company that knows B2B enterprise relationship building.  They touch upon: How to successfully outsource outbound calling The difference between internally employed SDRs and outsourced professionals Why nobody is closing deals on social Why most companies pay inexperienced SDRs as little as possible and they get what they pay for The sins of a false-peer call and lying from bad actors Why going cheap on outbound calling increases risk of failure  Mari Anne Vanella Mari Anne Vanella has 25+ years of sales and business management experience. As Founder/CEO of sales development firms in Silicon Valley, her organizations have consistently delivered long-term, successful sales development programs to high tech and services industries across the United States. Mari Anne's background includes successful performance as Vice President and Director at companies such as The EC Company (now ADX), PictureTalk, a subsidiary of Drake International (one of the world's largest IT solution and staffing firms), Global Knowledge, and at Skyline Computer Corporation, where she led the Cisco Training Products organization to a #5 position in the country within one year. Before these, she founded Procom, a sales development firm based in the Silicon Valley serving customers such as State Farm Insurance, Waddell & Reed, and many others. Mari Anne Vanella hosted outstanding Outbound and sponsored by The Vanella Group on the Funnel Radio Channel.

This is a 4+ minute passage from Laurie Beasley’s longer live radio program she hosted on SLMA Radio.  To listen to the whole program, go here: Incorporating the Six Universal Buying Motives to Improve Email Copy and Response Rates ----more---- Most email programs are failing, dismal, weak and ineffective says Laurie Beasley.  Failure is usually the result of poor copy writing (subject line and body) that leads to low opening rates and truncated sales.  In this podcast Laurie reminds us of the Six Universal Buying Motives which, when used religiously will lead to higher opening rates and more qualified prospects. Managing email marketing technology has its daily challenges she believes, which take up a lot of the creative effort for email programs.  We must return, she says to the benefits of product features and the reasons why people buy.  She implores copywriters to think about what the prospect’s perspective is and not what the product managers and engineers have surmised. About our guest host: LAURIE B. BEASLEY is co-founder and president of Beasley Direct and Online Marketing, Inc. which provides services in inbound and outbound marketing including:  content creation, email marketing, search engine optimization (SEO), social media marketing, pay-per-click (PPC) advertising, Amazon Marketing Services (AMS), website design, media planning/public relations, direct mail marketing, lead generation and nurture campaigns, marketing automation management, and database management for both B2B and B2C companies. Ms. Beasley serves as president and online marketing certification instructor for the Direct Marketing Association of Northern California. She also speaks on online marketing and demand generation topics for several marketing organizations, including the DMA, BMA, and AMA.

  The guest on SLMA Radio,  A.J. Wilcox, founder and CEO of B2Linked tells us why LinkedIn is the best place for a B2B Marketer’s advertising spend.  He discusses: ----more---- How marketing is now a battle of databases Why LinkedIn is the equivalent of renting the world’s largest database The minimum monthly spend to get a business impact How LinkedIn succeeds where Facebook and Google Ad Words fail Why the LinkedIn average cost click at $6-$9 is a good buy The Guest: A.J. Wilcox An online marketer since 2007, A.J. Wilcox has managed hundreds of Google AdWords campaigns. He said, “I’ve always been fascinated by the lead quality from intent-based targeting. I love the concept of being present when customers are at the bottom of the funnel, and who are ready to make a purchase.” About B2Link LinkedIn allows advertisers the ability to target based on nearly all of the attributes of a professional’s LinkedIn profile. On top of this, we as professionals keep this source updated as a reflection of our careers and personal value. This means that advertising on LinkedIn becomes surgically accurate and allows you to reach prospective customers in ways not available from any other source. Whereas intent-based targeting focuses on someone’s intent right now, LinkedIn’s audience-based targeting is exactly the opposite. You get your message out to the people who are the most qualified to buy. It’s a completely different side of the coin, but it generates prospects that have a higher propensity to convert deeper down the funnel, making them more valuable. B2Linked has had hundreds of clients successfully advertise on the LinkedIn site.

Dan is interviewed by Mari Anne Vanella on her program "Outstanding Outbound" and comes out swinging in a harsh criticism of sales leaders and later outlines the 3 steps required to maximize sales leaders' success in 2019: 1. Decide which skills are important and hire the right sales reps that demonstrate those skills 2. Learn how to COACH 3. Hold yourself accountable Grab your popcorn, get comfy and hit PLAY. --- Support this podcast: https://anchor.fm/dan-sixsmith/support

Listen while you dance on itunes Let’s be honest with ourselves, Marketing Analytics isn’t so much new as it’s a subject that is increasing hard for marketers...----more----to ignore. Over the past few years marketing ROI has headlined so many marketing conferences that someone remarked to me, “Enough already, we get the point.” And yet just knowing the issue isn’t solving the problem of how to get marketers fully up to a skill level that satisfies a growing demand by the c-level managers.  In this interview with marketing analytics pioneer, Laura Patterson we discuss how marketers must go about the business of measuring what they manage. The host is Jim Obermayer. About Laura Patterson Laura Patterson of VisonEdge Marketing takes a practical approach to proving and improving the value of Marketing. Patterson began her 25+ year career in sales and had the great fortune of working across functions spanning customer relationship management and Marketing with a capital “M”. As the president of VisionEdge Marketing, founded in 1999, she is recognized as one of the pioneers and authorities in the Marketing Performance Management (MPM) discipline. Martechexec selected Laura as one of the top 50 women in marketing technology. Laura serves on the University of Texas McCombs School of Business Masters of Marketing Science Advisory Board. About VisionEdge Marketing Since 1999 VisionEdge Marketing (www.visionedgemarketing.com), a data-driven metrics- based strategic and product marketing company has specialized in improving marketing performance and helping organizations make better fact-based decisions when it comes to markets, products, customers and competitors. Our passion is to help companies of all sizes solve four critical business problems:  How to acquire and keep profitable customers How to successfully define and launch market-leading products and services How to create performance-driven marketing organizations How to accurately measure and improve marketing’s contribution to the business. You may also like: Why CEO’s and CFO’s are still beggars when it comes to marketing ROI an SLMA Radio interview with Laura Patterson. You can get big insights from Little Data - an interview with Laura Patterson on Rooted in Revenue Salary: Digital Marketing Manager: Salary.com, PayScale and glassdoor  White Paper Review: Marketo's Marketing Metrics Guide - Must Reading Why Marketing Management Must Master Deep Digital Analytics Sponsor for this show: Goldmine CRM  Get more from the cloud with GoldMine workspaces. Flexible sign up options for BYOL hosting or subscription with monthly or annual terms. Designed for customers with     Windows server-based applications but looking to off-load their on-premises server equipment.

Peter Gillett CEO Zuant and Ian Gotts Founder & CEO Elements.cloud A lively discussion about the upcoming GDPR laws that will go into affect in May 2018. Although started in the UK, the passage of GDPR has dramatic implications for US-based companies. It’s imperative for marketers to get a handle on this forthcoming mandate now. Join Peter and Ian and learn what you can do to mitigate risk and protect your company.

Listen while you're taking the last piece of cake on iTunes This interview is part of an on-going series on the most important things industry executives have learned in business and life.  The series is here on CRM Radio and here on our sister program SLMA Radio.      More from David Lewis on DemandGen Radio----more----   About David Lewis For more than 20 years, DemandGen International CEO David Lewis has been a pioneering innovator in digital marketing, and has overseen marketing for some of Silicon Valley’s leading technology firms. David and his team at DemandGen have been at the forefront of the transformation taking place in marketing by helping 100’s of the top sales and marketing teams around the world incorporate marketing technology to drive predictable and sustainable growth. David is an accomplished speaker, thought leader, host of DemandGen Radio, and author of the #1 book on lead management Manufacturing Demand. About DemandGen International There’s a beautiful spectrum of marketing cloud technology out there, from marketing automation systems, to integrated CRM platforms, to sophisticated predictive analytics solutions and thousands of other marketing technologies. It’s a spectrum that’s growing as deep as it is wide. So today’s real challenge is about applying these technologies to drive growth through integration, adoption, alignment, and execution. It’s about having an actionable vision with the right people, processes and experience to make it a reality. That’s the challenge that DemandGen answers every day for competitive companies around the globe.www.demandgen.com   Sponsor for this show: Goldmine CRM Get more from the cloud with GoldMine workspaces. Flexible sign up options for BYOL hosting or subscription with monthly or annual terms. Designed for customers with Windows server-based applications but looking to off-load their on-premises server equipment.   This is the Tools And Technology report in The CRM Playbook For 2017.