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SLMA RADIO

SLMA RADIO Broadcast by Sales Lead Management Association

CURRENT week's show:
Your tweets welcome during the live show: #slmaradio
This week's shows:
MSP Radio Special Edition for Our Veterans - Thank you for serving.
On Veterans' Day in America, we are publishing a program aired last week hosted by Nate Teplow MSB Radio one of our SLMA Live Programs. We think is worth repeating to SLMA Radio listeners.
Vaccinate your marketing team against social media overwhelm
As the director of marketing, Erika Goldwater manages the strategy and execution of the demand generation, communications, social media and content marketing programs for ANNUITAS. She has extensive experience in several companies and has learned a lot about bringing the team along the social media map and schedule.
Know your team, where they gained their knowledge and experience so you are able to bring them into your vision.
  1. Present a plan and show the full strategy.
  2. Baby steps to explain the steps of what they are, why they need them and how they can implement them.
  3. There is regular cadence, ground rules. Those need to be known - a guidebook they can refer to when you are not right with them.
Shows from the past month:
Is a low cost enough to save email marketing as a lead gen tool?
Sylvia Montgomery, Partner at Hinge Marketing tackles a tough question about the efficiency of email marketing to generate leads.   Email response rates continue to be an issue and many companies clinging to it because of cost.  Certainly garbage in and poor response out isn't unusual.  A major database supplier said to me, "Well, Jim, don't blame the database, blame the offer, blame the subject line, blame the product, but don't blame the database or the method of getting it to the reader.  We'll see what Sylvia has to say.

 

Why Powerful Persuasive Sales Presentations Make a Difference
Long term success, Patricia Fripp says, doesn't depend on how smart you are, but how well you speak." Obermayer the SLMA Radio host said, "As a sales manager I knew that I can control and teach a lot of things but every time a salesperson opens their mouth, there is no telling what will come out. Marketing people are worse because they generally don't speak for a living." In this interview, the preeminent speaking coach tells it like it is and will convince you why a speech coach is just good business.
Is selling in a cloud-world better or worse for salespeople?
There is a genuine excuse salespeople use that they spend so much time researching on the web, updating the CRM system, and linking on social media, in short doing everything management tells them to do, that they don't have time to sell. Ian Moyse tackles the subject with the insight of a recognized cloud expert.
Why is Lead Management a failure for so many?
During our annual sales lead management week, we interview Richard Brock, who many say is the founder of customer relationship management and consequently modern sales lead management. During this interview, his third time on the show, we tackle the difficult subject of why lead management continues to be a failure at so many companies. Why do they think that by just putting in a software product they will instantly increase sales? Get ready for a thumping from Richard and Jim Obermayer the host. 

Why storytelling is the best way to connect with clients.
Host Jim Obermayer heard the MobiTen people, Leon Yeh and Lynda Corliss at a presentation during the Sales 2.0 conference hosted by Selling Power in Las Vegas in September. Their mobile application, Venta for the iPad, offers field salespeople intriguing technology, that helps sales people connect differently with clients, using something MobiTen calls Story Selling.

How to turn website visitors into leads!
Getting visitors to your website isn't difficult, getting them to inquire is another issue.  Too many companies struggle with how to turn website traffic into inquiries and then leads. 3,000 visitors a month and three leads won't get it, but few marketing managers know how to solve the problem.   In this program, host Jim Obermayer interviews Janelle Johnson, Director of Demand Gen at ACT-On Software as she outlines how to turn visitors into leads.

 
 
Congratulations to the 2011 winners

SPONSOR SPOTLIGHT

VanillaSoft is an SLMA Sponsor

Marketo is an SLMA Sponsor

HubSpot is an SLMA Sponsor

SalesFusion is an SLMA Sponsor

View the List of Winners

 

@SalesLdMgmtAssn:

SLMA Group on linkedin.com


The SLMA has a Group on Linkedin, the premier business networking site. As a member of the SLMA you are invited to join.
Click on this link linkedin
and you will be connected to Sales Lead Management Group. Follow the instructions.

 

Welcome to the Sales Lead Management AssociationSM where Marketing Automation is one of our main focuses.

What is marketing Automation? If you are wondering if you are in the right place, here's the definition of Marketing Automation as defined by one of our sponsors, Eloqua:

Marketing Automation is the art and science of automatically managing the targeting, timing, and content of your outbound marketing messages in response to prospects inbound actions and online behaviors. Good demand generation and lead management processes require marketers to respond individually to each prospect in the buying process. However, truly understanding and responding relevantly to buyer interest cannot be done manually. Many companies hire a marketing agency to help them with direct markging, mail marketing, international marketing and email marketing. If you hire a professional direct marketing agency, you want to check out what they specialize in before you sign any type of long-term agreement. Read the rest here >> 

Member Benefit - articles below are for our members. Remember, membership is free. members must login to view these articles:
MEMBERS ONLY ARTICLES ON THE TOPIC OF Marketing Automation:
(PDF) A Marekting Automation Guide to Sales & Marketing Alignment By Active Conversion
SLMA RecommendedLeveraging Marketing Automation for Better Measurement By Jim Lenskold

Symptoms-Structure-Software-Solutions - by Glen S. Petersen

SLMA Recommended(PDF) 2011 B2B Marketing Automation Vendor Selection Report - Published by: Raab Associates, Inc., Courtesy of Neolane

SLMA Recommended(PDF) Lessons Digital – Trenches in the Sales 2.0/Marketing Automation - by Debbie Qaqish, Chief Revenue Officer & Principal Partner of The Pedowitz Group

(PDF) Building Use Cases for Implementing…in the Inquiry Generation Category - by Debbie Qaqish, Chief Revenue Officer & Principal Partner of The Pedowitz Group

SLMA RecommendedMajor Trends Pushing Marketing Automation Software-by Lauren Carlson, CRM Analyist at Software Advice

(PDF) Taming the Digital Herd-by John Foley

Using an Enterprise Marketing Automation Software System Increases Profitability-by Kristin Hambelton, Neolane

(PDF) Beyond Lead Flow: ENABLING SALES THROUGH MARKETING AUTOMATION-Submitted by Steve Woods for Eloqua

(PDF) Assessing Lead Source Effectiveness - Sales Benchmark Index
Truly Engaging: The New Era of Marketing -by Will Schnabel, Vice President and General Manager of International Markets, Silverpop
(PDF) Automating Demand Generation: The Power of "Factory Thinking" in Sales and Marketing How leading companies are using management techniques, traditionally applied to manufacturing, to optimize and accelerate the demand generation process. - Submitted by Steve Woods for Eloqua

(PDF) The Business Case for Integrated Demand Generation How B2B Marketers Deliver Measurable Results - Elevating Their Companies and Their Careers - Submitted by Steve Woods for Eloqua

 

 

View the full list of resources here >>

Some companies may confuse their need for guerilla marketing versus the need for affiliate marketing, b2b marketing and digital marketing. They are not always interchangable, and actually, rarely are. But, they can all be necessary to achieve your oald for lead generation and a successful mail marketing or direct mail marketing campaign. You should truly explore some of the experts in this field and their reputations. Talk to their clients, find out from their competitors the best questions to ask to help you narrow down your resources and potential marketing agency. If you're going to invest, you want to spend the extra time BEFORE you come up with your plan. It's costlier to do it after the fact as you are facing a big, "DUOH!".


 

Marketing Automation Articles from the SLMA Blog:

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Marketing Automation Headlines from our Membership and Around the Globe:

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Sales Lead Management AssociationSM Membership is Free!

The Sales Lead Management AssociationSM has the mission of helping companies become more successful in the critical business process of managing sales leads. Everyone can become a member by registering and gaining access to the content on the site.  

We have built an extensive library of articles, reports, and  information about inquiry management, sales leads, lead nurturing, lead qualification, ROI reporting, and lead distribution. Additional subjects include trade show sales lead acquisition, telemarketing, and inquiry and lead generation. 

When you join, there will be no meetings or dues, only access to information and a panel of sales lead management experts who can help you solve difficult sales lead management issues you are facing. 

Regards,

Sales Lead Management AssociationSM

James W. Obermayer CEO and Executive Director
Mark Friedman Executive Vice President
Susan Campanale Vice President of Marketing and Membership
Ronald P. Goodman VP Business Development 
Christel Hall Director of Public Relations
Will Crist Director of SLMA Radio
Paul Roberts Producer, SLMA Radio
Bill Goldsmith Director of Video Production
Susan Finch Director of Online Services and Marketing
Stu Heinecke Contributing Editor
Paul McCord Book Reviews

 

Sales Lead Management Association<sup>SM</sup> Member

Direct Marketing Association of Northern California

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