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Sales Lead Management Radio

Business & Economics Podcasts

Interviews executives about best practices in sales and marketing, sales lead management and sales lead generation. It has been broadcast since 2009.

Location:

Santa Margarita, CA

Description:

Interviews executives about best practices in sales and marketing, sales lead management and sales lead generation. It has been broadcast since 2009.

Language:

English

Contact:

3609331259


Episodes

Creating something beyond the pool of acceptable substitutes

10/4/2021
This is the second part of the interview with Sean Doyle. We brought a couple of points back for context. We hope you take his points to heart regarding hiring a CMO, and the terminology used by Sales and Marketing - do they match? 4 Questions a CEO should know before hiring a CMO: You wouldn't hire your nephew out of high school to run your sales team, why do you do it to run your marketing team and campaigns? "Here's another simple litmus test to sales and marketing have a common language, but what does sales call somebody who's at the point of action, they need a proposal. They want to know what it would look like to buy your product or service. What does marketing call that person? Just ask them those questions. If they don't even call a prospect the same thing, you don't have marketing alignment. If they don't understand what marketing alignment is at all, tell them, just Google it and start the journey. ----more---- Here's a point that gets Sean fired up, "When I come into these great businesses that are doing everything well, they've, they've hired a CFO, who's a CPA and has worked at two or three companies and they get it. And they're really talented. They can do tax work, they can do audit work. They go out and they get someone to run their plant with 20 years' experience. And they get somebody to run the supply chain. That's been negotiating and navigating all the supply chain issues, really talented people. They bring in somebody to run customer service that knows the technical support. And then it comes to marketing and they say, well, you know, my nephew just graduated from, stop it. Stop. Just stop that. You would never do that with your accountant or anybody else on your executive team. Why do you hire that person? And then get frustrated and say marketing doesn't work." Here is the link to Sean's book: Shift: 19 Practical, Business-Driven Ideas for an Executive in Charge of Marketing but Not Trained for the Task Catch the episode that kicked off this conversation: Guess what - your prospect doesn‘t care about you.

Duration:00:20:14

Guess what - your prospect doesn‘t care about you.

9/29/2021
So agencies keep creating awareness and awareness and awareness. It's not helping. Our guest, Sean Doyle's firm helps companies with what has become like breathing and very obvious to some, but not too many companies. The way FitzMartin is better is the application of science. Understanding that this prospect list didn't need more awareness. They needed a reason to consider taking that step to plan. He tells a story about a firm they were helping. They needed to understand why should I maybe contemplate yet one more banker at my door? Why should I do that? So we created the whole campaign around that. They changed the voice, the group that did the, testing. They had this brilliant IP, but they kept talking about themselves. Well, guess what? Your prospect doesn't care about you. So the ad that worked so much that got that $800,000 deal, all it said is, do you want to reduce your workman's comp costs? It actually had nothing to the product has nothing to do with workman's comp the outcome of using the product is lowered workman's comp. And that was the motivator for the buyer. And they got their single largest deal because they talked about what mattered to them. ----more---- Listen to the first half of this episode, "Guess What? Your Prospect Doesn't Care About You." About Susan's guest: Sean M. Doyle is principal at FitzMartin Inc, a leading consultancy focused on sales marketing and management, sales and marketing technology services, and revenue operations for B2B companies. Sean and his team at FitzMartin are focused on long-term value creation through a sales-first, scientific approach to driving revenue. Sean knows that the split personality of marketing is inhibiting growth aspirations. Budget and impact conversations often become contentious: revenue operation marketers tout their ability to drive sales while brand builders argue for longer-term brand investments. The executive team thinks both struggle to demonstrate the near-term value. It is for this reason that Sean’s team believes a thoughtful and data-driven full-funnel marketing strategy can drive significant value. Sean’s latest book, Shift, explores 19 practical ideas, grounded in the science of behavioral change, that can transform a business’s marketing efforts and, by natural extension, its profitability.

Duration:00:23:21

Training for and Playing to Our Strengths to Plow by the Competition

9/1/2021
Do you try new skills, and if you aren't great from the start lose interest? Or, do you take it as a challenge to succeed by finding an alternative path? There is no wrong answer here, but you need to know which you do and why. VisionEdge Marketing's President, Laura Patterson gives us a great illustration as she talks about training for triathlons, despite being a weak swimmer. Here how she applies this to our continuing conversation about changing patterns to break or prevent bad habits. If you missed the first part of this conversation, you can listen here: Changing patterns vs habits, and flipping the script because we can

Duration:00:29:34

Changing patterns vs habits, and flipping the script because we can

8/25/2021
In this episode Susan and Laura cover four actionable items to change patterns, versus changing habits. What can you control? Here are four ideas to take control and gain an edge in business and life. This was taken from a recent blog post by today's guest, Laura Patterson, President, VisionEdge Marketing. She and Susan drive through this hard truth list. You either embrace it and expand your effectiveness, or freeze in place with no desire to change your approach. If that's you, you can now choose to mix it up, or be left behind. ----more---- "The greatest teacher, failure is." - Yoda Read the rest in the post.Read the rest in the post.)Read the rest in the post.Read the rest in the post.Here is the post that inspired this episode: https://visionedgemarketing.com/growing-your-business-takes-breaking-patterns/ Here is the episode Laura and Susan were talking about on Market Dominance Guys: Not Getting Trained? Train Yourself! Flip the Script by Oren Klaff goes along perfectly with this episode: https://www.amazon.com/gp/product/B07MPTXZ59/ref=dbs_a_def_rwt_bibl_vppi_i1 Laura Patterson's book: Fast Track Your Business - Customer-Centric Accelerate https://www.amazon.com/Fast-Track-Your-Business-Customer-Centric-Accelerate-ebook/dp/B084CTKN6P ----more---- Here is the full transcript for this episode: Susan Finch (00:14): Hey everybody. Susan Finch here, your host today for Sales Lead Management Radio. And I am really excited because I'm welcoming back a friend of Funnel Radio, a friend of Funnel Media Group, Laura Patterson, from VisionEdge Marketing. Laura had her own show with us. She does her own show now, because we taught you so much, huh? And now you've got to do it on your own. But I want to first before, Laura, I get you going, what prompted this... I know this sounds super old-fashioned, folks, but she sent me an email, and it prompted me to pick up the phone and spontaneously not schedule anything and just talk to her. I know these are radical ideas, and we forget how easy it can be to get a conversation. Because now look at less than 24 hours later, we're doing this interview in this podcast. So Laura, welcome. I am so happy to have this time with you and thank you. Laura Patterson (01:12): Oh, thank you, Susan. I enjoy talking with you and I appreciate the opportunity to be back. And I hope that this conversation will be helpful to all the people who are listening. Susan Finch (01:24): Well, you've been busy, since we last have had a lot of time together. Tell me about your book first. Let's give a plug for the book. Laura Patterson (01:32): Okay. Thank you for that. In fact, the last time we talked was right after the book came out. So that's been quite a while. The book, Fast-Track Your Business: A Customer-Centric Approach to Accelerating Market Growth, has been doing great. And I'm going to say how much I appreciate the people who have taken the time to do reviews. We have had some amazing reviews. Not all of them are on Amazon. All of them are on our website, reviews on LinkedIn, reviews on the site. I just am so grateful for people who have taken the time to let us know how much they find the book to be useful. And that was its intention to give people really practical things they can do. That's one of my personal philosophies is give people something that is actionable for them. Right? Susan Finch (02:21): Right. Laura Patterson (02:22): Philosophy's great. Ideology is great. But we're all busy. We need to be able to make things better. And so we have to give people things to do that. Susan Finch (02:31): Right. And your email tactic that I've come to admire and appreciate... And I will say it and you can correct me if I'm wrong. It's a mass email that is totally personalized. And so it goes- Laura Patterson (02:46): It's a chain. Susan Finch (02:48): A lot of them go to your list. And the only reason why I know is because I have two emails that each get one. Laura Patterson...

Duration:00:24:20

Find someone who has a love affair with numbers and data to set you straight

8/17/2021
Digging into your company's data may seem like a task you can shove to the bottom of the priority list. Perhaps you delegate it to several people once a month to make sense of the numbers and put it into a story recap format with a bullet-point action list. They all use the same numbers, but are they all telling the full, accurate story? If not, you may not take the action that will either fix or continue the path to growth. Today, Susan welcomes Nick Amabile. His love of numbers, puzzle-solving, and detective work culminated at a young age and set him on the path to building DAS42. Founded in 2015, DAS42 is comprised of data analysts, scientists, business professionals, and engineers who provide end-to-end data services—including data strategy, tech stack integrations, application implementation, and enterprise analytics training. From this episode, you'll have a checklist of what you need to do and consider before you hire a temporary or permanent data concierge firm. ----more---- If you like this episode, you may also enjoy the two episodes from Market Dominance Guys with Tom Zheng. Giving Your Data the Sniff Test and Get Thee to a Data Concierge! About Susan's guest: Nick Amabile is the Owner, CEO, and Principal Consultant of DAS42, a US data analytics consulting firm that helps companies make better decisions, faster. Nick’s FullStack Philosophy is centered around the two components critical to achieving data-driven success: building an effective data analytics environment and building a data-centric company culture. He brings world-class analytics and big data technologies like those he used and built at leading internet companies, including Omaze, Etsy, and Jet.com, to his clients. Nick is passionate about and skilled at building internal teams and transforming companies at various stages of growth into data-centric organizations. ----more---- The full transcript for this episode is here: Susan Finch (00:12): Hey everybody, Susan Finch here, your host today for Sales Lead Management Radio. And I am excited because recently one of our hosts, Chris Beall on ConnectAndSell's Market Dominance Guys, had on his data concierge, Tom Zheng. And Tom talked about the reality of how data gets skewed. Well, I recently became aware of Nick Amabile and he is the owner and CEO, principal consultant of DAS42. And it's a US data analytics consulting firm that helps companies make better decisions faster. And that sounds like a tagline and a pitch. We're going to dive into really what that means. And it ties so closely into what Chris and Tom Jane did. I wanted to continue that conversation from a different perspective. Tom's a single practitioner, Nick has a full company that can help solve these issues. And so I want to talk about is the fact that your topics, I know some of your specialties are why data is a leading indicator for strategic decisions, right? And growth. Nick Amabile (01:15): Yep. Yeah, absolutely. Susan Finch (01:17): And I also want to talk about data chaos, so welcome Nick. I'm so glad that you're here to talk about all the parts and some of us just glaze over and we shouldn't because it's so important. And what I want to talk about is data starts out for most companies. It is with rare exception, even at enterprise level, I've seen it too many times and where people can't even answer the questions about their data and data chaos. So, in the beginning, you like to tell people, it's true. your data is fractured, it's barely usable, it's unstable, it's just a mess or it's all there and nobody knows how to interpret it. And what else happens? Oh, we can get it from so many sources. And it can't be merged or related or how do we put it into something that actually can give us an action plan? Susan Finch (02:12): And so time gets wasted. It's like, oh, let's compare this to this. And here's a report and answer that well, what did you really telling me? And what are you telling me versus what you're over...

Duration:00:25:10

Storytelling and Social Media a Powerful, and Possibly Dangerous Combination

6/1/2021
In Susan and Paul Furiga's penultimate episode in this series, Paul reminds us that for many organizations, the overwhelming volume and variety of social media seems to create one of the biggest storytelling roadblocks imaginable. And, it also creates some of the best opportunities even though social media is a double-edged sword. In this episode, guest Paul Furiga answers the question of what comes first, a story or social media. ----more---- About Susan's Guest: Paul Furiga is the president and chief storyteller at WordWrite, having founded the Pittsburgh-based PR and digital marketing agency nearly 20 years ago in a candy-striped bedroom before growing it into a perennially top-ranked firm. Paul, who was formerly a vice president at Ketchum Public Relations, was honored in 2013 with the Public Relations Society of America Pittsburgh chapter's Hall of Fame Award for his impact in the region. Before that, Paul spent two decades as a journalist, covering it all, from Cincinnati City Hall to Congress and the White House, as well as serving as editor of the Pittsburgh Business Times. As you can imagine, he has some stories to tell.

Duration:00:20:50

B2B's Story Needs to Be Different from B2C's Story

5/26/2021
Paul Furiga tells us to walk the toothpaste aisle of any large grocery store and you'll be confronted by a confusing reality asking yourself the question, "Aren't most of these toothpastes pretty much the same?" In this episode we learn how developing the story behind your story is the true secret sauce to power your business to new heights. But a consumer purchasing something is a completely different experience than an employee purchasing on behalf of the company they work for. The story we tell needs to take that into account and adjust accordingly or there will be a complete miss on addressing the needs of the B2B buyer. ----more---- About Susan's Guest: Paul Furiga is the president and chief storyteller at WordWrite, having founded the Pittsburgh-based PR and digital marketing agency nearly 20 years ago in a candy-striped bedroom before growing it into a perennially top-ranked firm. Paul, who was formerly a vice president at Ketchum Public Relations, was honored in 2013 with the Public Relations Society of America Pittsburgh chapter's Hall of Fame Award for his impact in the region. Before that, Paul spent two decades as a journalist, covering it all, from Cincinnati City Hall to Congress and the White House, as well as serving as editor of the Pittsburgh Business Times. As you can imagine, he has some stories to tell.

Duration:00:19:26

Will One Bad Thing Bury All The Good You Do?

4/28/2021
Here we are tackling chapter six of Paul Furiga's book, Finding Your Capital S Story." You need to know the answers to these questions before you can create your story. ----more---- Listen to this episode and catch the previous ones in this series: Storytelling isn’t crap, it’s biology.Carl, Joe, the Monomyth, and Déjà vuLearn How to Tell Stories From Wanamaker and The Three TenorsRegularly Adjust Your Company’s Story to Stay Relevant and InterestingWhen you stray from your archetype your story falls apart

Duration:00:26:49

When you stray from your archetype your story falls apart

4/20/2021
In this fifth chapter, Paul explores experiences that led him to focus on storytelling for companies as a career and a passion. We're going to dig into the story of his own company, explore the application of the principles that drive your Capital S Story, and meet some common heroes that we're going to refer to as archetypes. Paul Furiga is our guest as we continue the series with him. He says, "In most organizations, you're a Capital S Story and your brand are lonely souls living separate lives inside your organization, and they've probably never been introduced to each other. And your story should drive your brand. They should be connected." Tune in for the episode of Sales Lead Management Radio, "When you stray from your archetype your story falls apart." ----more---- About Susan's Guest: Paul Furiga is the president and chief storyteller at WordWrite, having founded the Pittsburgh-based PR and digital marketing agency nearly 20 years ago in a candy-striped bedroom before growing it into a perennially top-ranked firm. Paul, who was formerly a vice president at Ketchum Public Relations, was honored in 2013 with the Public Relations Society of America Pittsburgh chapter's Hall of Fame Award for his impact in the region. Before that, Paul spent two decades as a journalist, covering it all, from Cincinnati City Hall to Congress and the White House, as well as serving as editor of the Pittsburgh Business Times. As you can imagine, he has some stories to tell.

Duration:00:22:21

Regularly Adjust Your Company's Story to Stay Relevant and Interesting

4/13/2021
Susan's guest, Paul Furiga, author of Finding Your Capital S Story, opens this episode telling us, "In the old days before smartphones and Twitter, I would say that a small S story is something you read in the newspaper, and it's in the bottom of the birdcage tomorrow. Now we don't read newspapers that much anymore. What we do is we look at our Twitter feed and then we swipe that story away. So it's the same thing. The point is that the stories that we consume most of the time, don't rise to the level of answering the most important questions about your organization. That's why we created this term called the capital S Story. And the capital S Story is a story above all other stories that answer these questions. Why somebody would buy from you, work for you, invest in you, or partner with you. These questions get to the very nature and character of your organization. And that's why your capital S Story is a story above all others. Join them for a continuing discussion of why your story drives your brand.

Duration:00:21:58

Learn How to Tell Stories From Wanamaker and The Three Tenors

4/6/2021
This is our third episode in the series of Paul Furiga going through his book, Finding Your Capital S Story. We get to go down the history of advertising and where it lost its way and how the founders of advertising from over a hundred years ago as a whole have almost been forgotten (Have you heard of John Wanamaker?) at least their original methods and thinking behind the use of stories to relate to their target audience. What we are facing today is not how it started, and we have lost our way as we go in for the easier, messier quick kill and the splatter shot effect. ----more---- About Susan's Guest: Paul Furiga is the president and chief storyteller at WordWrite, having founded the Pittsburgh-based PR and digital marketing agency nearly 20 years ago in a candy-striped bedroom before growing it into a perennially top-ranked firm. Paul, who was formerly a vice president at Ketchum Public Relations, was honored in 2013 with the Public Relations Society of America Pittsburgh chapter's Hall of Fame Award for his impact in the region. Before that, Paul spent two decades as a journalist, covering it all, from Cincinnati City Hall to Congress and the White House, as well as serving as editor of the Pittsburgh Business Times. As you can imagine, he has some stories to tell.

Duration:00:21:58

Carl, Joe, the Monomyth, and Déjà vu

3/30/2021
The brain has been proven to be hardwired for storytelling - both telling and listening. Learn how across cultures, countries, languages the stories we tell are the same at their core. Paul Furiga is back to help guide us to identifying our Monomyth, or Heroe's Journey. We talk about Bridgette Jones, Yoda, and how our brains align when we hear those core stories told by others. Join us as we learn about Carl, Joe, the Monomyth, and Déjà vu from his new book, "Finding Your Capital S Story." ----more---- About Susan's Guest: Paul Furiga is the president and chief storyteller at WordWrite, having founded the Pittsburgh-based PR and digital marketing agency nearly 20 years ago in a candy-striped bedroom before growing it into a perennially top-ranked firm. Paul, who was formerly a vice president at Ketchum Public Relations, was honored in 2013 with the Public Relations Society of America Pittsburgh chapter's Hall of Fame Award for his impact in the region. Before that, Paul spent two decades as a journalist, covering it all, from Cincinnati City Hall to Congress and the White House, as well as serving as editor of the Pittsburgh Business Times. As you can imagine, he has some stories to tell.

Duration:00:15:08

Storytelling isn't crap, it's biology.

3/24/2021
This is a series about Finding Your Capital S Story - the new book by Paul Furiga. In this episode, we tackle the first chapter that I found fascinating - the science behind storytelling and how our brains are hardwired for storytelling. Paul will explain how well-known brands effectively employ storytelling for their success and what we can learn from them, without copying them. ----more---- About Susan's Guest: Paul Furiga is the president and chief storyteller at WordWrite, having founded the Pittsburgh-based PR and digital marketing agency nearly 20 years ago in a candy-striped bedroom before growing it into a perennially top-ranked firm. Paul, who was formerly a vice president at Ketchum Public Relations, was honored in 2013 with the Public Relations Society of America Pittsburgh chapter's Hall of Fame Award for his impact in the region. Before that, Paul spent two decades as a journalist, covering it all, from Cincinnati City Hall to Congress and the White House, as well as serving as editor of the Pittsburgh Business Times. As you can imagine, he has some stories to tell.

Duration:00:15:42

Why business owners tend to hit plateaus and struggle to grow.

2/2/2021
Kevin McCann of the Executive Strategy Group, gives actionable logical, simple, but wildly important tips in this episodes. Here's one to start, if we take something just as fundamental your website. Take the first, top five pages of your website. Look at your navigation. Print out those pages. Go grab a yellow and green highlighter. You'll have to listen to this episode for the insights and assessment you can do right now. Then, he praises one of his partners, HubSpot, but admits there is something missing. On the buyer persona, typically, it's, "Who is your ideal customer?" What vertical industry are they in? The standard demographic, size of company, title, revenue, growth, trajectory, vertical industry, et cetera. You'll have to listen to get the rest of what's missing and how he solves it with Revenue Growth Mastery He also goes through what is the REAL pain you are solving. It's not what you think 90% of the time. "The value of your offer needs to be relevant to the impact that the customer is experiencing with their challenge. Most sales reps totally miss that." ----more---- About Susan's guest: Kevin McCann, President and CEO, Executive Strategy Group Kevin has 27 years of sales and management experience in the high-tech industry specializing in: * Sales negotiation and objection management training * Business development and partner program assessments * Business model growth assessment The Executive Strategy Group is a management consulting firm that works with growth-directed companies seeking to increase top-line revenue. They align your company’s strategy with marketing and sales efforts to increase reach, maximize marketing ROI, shorten sales cycles and generate consistently growing revenue. In addition to one-on-one and team advisory, planning and coaching/mentoring services, the Executive Strategy Group offers on-site seminars and workshops proven to effectively teach participants the skills, understanding and methodology required to succeed in an increasingly complex business environment.

Duration:00:36:47

Our Special Sauce is What Makes Us Valuable

1/19/2021
In this episode with Ledge, we talk about taking our secret sauce for granted. To many of us, what we do is a no-brainer, but to most others, it is not. It's awesome, inspiring, valuable. He explains the four values that everything Add1Zero.co does checks back to these four focus items Revenue, Integrity, Calm Confidence, Shared Abundance. When our success fades, or explodes, we can usually attribute it to how far we have or haven't strayed from the core values and concepts. Listen to this conversation. You'll have homework. That's good. It means you have valuable takeaways. If you missed the first episode with Ledge, you can listen here. ----more---- It’s Not a Hobby, It’s a Revenue Source - Stop Playing House. A bit about Add1Zero.co Lead-to-close sales execution for B2B tech companies ready to leap from 6 to 7 digits of revenue. Their team joins your team - under your brand - to pick up your leads as soon as they hit your CRM, engage and close them, and hand a signed client over to your onboarding and CS teams. Using a proven process for 6- to 7-digit annual growth, they provide sales strategy, execution, and ops -- the real work that needs to get done to close deals.

Duration:00:25:26

It's Not a Hobby, It's a Revenue Source - Stop Playing House.

1/7/2021
Passion is not enough. As a revenue generator - deal closer service provider, Ledge tells us he doesn't need to be passionate about what you do. He needs to be passionate about closing deals for you and generating revenue for you. Then you will be able to channel more of the passion you have for your business. (20:31) "...sometimes folks will try to negotiate and say, well, if you're really passionate about it and you want to be involved in this, maybe you can cut your rates. And no, I'm not at all ... I'm passionate at the price I just quoted you because I'm going to make you millions of dollars. And that's what I'm passionate about. We build revenue machines. The end." Join us for part 1 of a 3 part series. Take notes! ----more---- Read Ledge's recent article about packages > A bit about Add1Zero.co Lead-to-close sales execution for B2B tech companies ready to leap from 6 to 7 digits of revenue. Their team joins your team - under your brand - to pick up your leads as soon as they hit your CRM, engage and close them, and hand a signed client over to your onboarding and CS teams. Using a proven process for 6- to 7-digit annual growth, they provide sales strategy, execution, and ops -- the real work that needs to get done to close deals.

Duration:00:25:46

It isn’t a Matter of if AI will Replace Marketing People

10/28/2020
This is part of a series of interviews with industry leaders about artificial intelligence’s impact on the marketing and sales departments' current and future headcount. We interview Paul Teshima, a former Eloqua executive and CEO of Nudge.ai (acquired by Affinity in March 2020). The executives interviewed so far seem to believe that AI will create jobs while also changing the job description of those in both sales and marketing. Paul may have a different opinion. The host is Jim Obermayer. ----more---- About Paul Teshima Paul is the CEO and Co-founder of Nudge.ai, a modern sales platform that uses artificial intelligence to provide sales teams with actionable insights on their target customers. He is a successful technology executive who has run Services, Customer Success, Account Management, Support and Product Management teams. As part of Eloqua’s executive team, Paul helped lead the company from $0 to over $100 million in revenue, then through IPO and a successful acquisition for $957 million by Oracle. He’s a firm believer that company culture trumps strategy every time, and that storytelling is an essential part of creating a business. He has a successful track record as a leader with a strong focus on sales and customer engagement. About Nudge (acquired by Affinity in March 2020) Nudge was co-founded in 2014 by former Eloqua executives, Paul Teshima and Steve Woods. After having successfully guided Eloqua to a market leading position in marketing automation from $0 to over $100 million in revenue, then through IPO and acquisition by Oracle for $957 million, Teshima and Woods recognized another massive challenge to solve – this time, however, it was on the sales side. The best sales professionals understand that people buy from people they know, like and trust. In a world that’s becoming overloaded with information, it’s becoming harder to build trusted, authentic relationships with buyers and existing customers. This is where Teshima and Woods saw the biggest challenge, and the biggest opportunity yet to be solved. Paul recently appeared on our sister program Sales Pipeline Radio with Matt Heinz: The Power of Relationship Marketing in a Distracted World. 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

Duration:00:27:46

Is Sales Engagement the Most Important Platform in your Marketing Stack?

10/12/2020
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.

Duration:00:23:20

Increase Sales 30% in 90 Days

10/7/2020
Increasing sales this much is a bold statement and we asked Mike Hollison, CMO of InsideSales.com how it can be done. Of course, following up all leads increases sales, but InsideSales.com claims its self-learning engine drives predictive sales communications and engagement which combined with rep motivation results in dramatic sales increases. ----more---- Prime questions: How does the Neuralytics® program work? How soon can results REALLY be seen? What is the basis for the claim in increased sales? What does it cost? The host is Jim Obermayer About Mick Hollison Mick Hollison has over 26 years of experience in technology marketing, product management and sales. Currently, Mick oversees all marketing efforts including public relations, content marketing, paid advertising and website conversion at Cloudera. Mick spent 7 years at Citrix, a $2.6B company, recently serving as global vice president of marketing and strategy, leading integrated product marketing and strategy. He was responsible for integrated product messaging, solutions marketing, and marketing strategy and led the development of pricing, licensing and packaging across all Citrix product lines. Prior to Citrix, Mick spent two years at Microsoft where he was responsible for the development and delivery of marketing messages targeting C-level executives. During his tenure, he led a worldwide network of nine executive briefing centers delivering over $4 billion in influence revenue per year, and produced customer events such as the Microsoft CEO Summit. Before joining Microsoft, he spent 13 years with IBM in a variety of executive product line roles.

Duration:00:26:36

Establishing Thought Leadership Through a Holistic Content Marketing Strategy

10/5/2020
The importance of content marketing in the high-stakes world of wealth management is non-negotiable. How can you expect customers to let you handle their hard-earned cash when you haven’t proven your industry know-how? ----more---- Marketing automation can help you empower every client to feel like a smart, financially savvy investor. In this interview, David and Eric will dig into the different automation strategies you can employ to get the right content in front of the right person at the right time. About Our Guest Host: David Greenberg is the senior vice president of marketing at Act-On. Greenberg 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. An early adopter of MarTech, he uniquely understands the challenges modern marketers face and strives to be an advocate and resource for growth marketers everywhere. 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. About David's Guest: In his role at American Endowment Foundation (AEF), Eric provides thought leadership guidance on best practices in the field of donor-advised funds. As the Editor of AEF Insights, a weekly e-newsletter, Eric educates an audience of over 15,000 financial advisors with guidance and tips on how donor-advised funds can serve the interests of their clients. He also produces a semi-monthly e-newsletter called Guidance for Good, a publication geared toward donors and potential donors on how to make a stronger charitable impact with their favorite causes. Prior to his role at AEF, Eric worked in various marketing capacities in the cable TV, logistics, franchising, and e-commerce fields. He has depth in traditional and digital marketing efforts in the B2B & B2C realm. He has served as an advisor with SCORE, a business advisory group, and is a past board member Torchbearers, a group of young professionals geared toward civic growth.

Duration:00:24:10