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In this issue:


Velocify study shows how salespeople spend their time can increase sales 29-49%

Create four qualified prospects for each product you have to sell.

How mediocre products market their way to success!

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Velocify study shows how salespeople spend their time can increase sales 29-49%

stop hypothesizing

This new study, conducted by CSO Insights and underwritten by Velocify, surveyed more than 1,200 firms worldwide regarding top sales challenges their teams are currently facing as key initiatives planned for 2014. The research also presents progressive strategies and tactics that sales organizations should explore to optimize their lead-to-opportunity management processes, and generate more revenue.

Full post >
Download whitepaper from Velocify >


Create four qualified prospects for each product you have to sell.


Qualified leads are best. Qualified leads are what every sales rep dreams about. But to find qualified leads in less sophisticated companies you'll have to kiss 8-12 frogs (unqualified prospects). In more experienced companies, with sophisticated qualification techniques, they'll create fewer unqualified inquiries to find a qualified prospect with need, desire to buy,and time frame .

Full post >



How mediocre products market their way to success!

mediocre products

6 Simple Rules to Create Market Share, even for Mediocre Products.
A mediocre product can market its way to success, but you have to spend enough money creating and managing demand. Create enough sales leads and me-too products have a place (if your product is superior, you'll do even better).

Full post >




August 20:
Steve Hlton

MSP Websites and How to Make Them Work for You: How the Internet of Things Will Impact MSPs

Nate Teplow of Continuum interviews Steve Hilton, Co-founder and Managing Director of MachNation. Your website is your storefront these days, and also the hub of all your online marketing initiatives. Websites are critical to your marketing success, yet many MSPs will neglect their website and treat it as an afterthought. Your website is not something you can just setup and have live on its own. You need to continuously update and optimize your site for it to work for you.

Listen here >


Yvonne Heimann

Susan Finch

Geekspeak Guides: Where's your damn contact info on your website?

You have a website, perhaps you have a brick and mortar store you want us to fine, perhaps a restaurant. Are your HOURS and link to DIRECTIONS listed on your home page and EVERY PAGE of your site?

Are you trying to be too clever with "us" "find" "hello" in your menu rather than CONTACT ? Don't make it hard. Make it easy to CONNECT or CONTACT. Add your form, sure, add your subscription form but add your PHONE, EMAIL and MAILING and/or PHYSICAL address in there, too. Visitors don't want to have to dig around on your site, they don't always have the time to type a contact form submission with TINY keys - sometimes, they just want to CALL you.

Listen here >


August 13:
david kutcher

Susan Finch

Stephan Hovnanian

If I had a nickel: Google Analytics, more than just pretty charts.

When you log into Google Analytics, what do you see? If it's neat looking graphs and tables, well, we need to talk. There is some serious intel that you can get from your web stats, stuff that will help you make real business decisions about how to use your website and your online marketing strategy. And nobody knows how to get us set up and on the right track than David Kutcher.

In this episode, Stephan Hovnanian, Susan Finch and David Kutcher cover topics such as:
What if you have more than one site?
Should they be under one account or different accounts?
What about subdomains? One property or several properties with URL filters?
What are annotations in analytics? They are like your own diary of your website and the changes you make - David LOVES these and we cover them starting at about the 20 minute mark until the break.

Do you know how to view and edit your analytics? If it's your site or your company's site and you are responsible for the results - you need access!

Watch here >



July 31:
David Kreiger

SLMA ROI Spotlight: SalesRoads

David Krieger projects as much as a 300% return on investment for SalesRoads services. David Kreiger is the Founder and President of SalesRoads, a business-to-business appointment setting, lead generation and sales outsourcing company. He was recently named as one of The Most Influential Leaders in Sales & Lead Management by the SLMA.

Listen here >



July 24:
howard sewell

Is Marketing Automation Right for Every Company?

Howard Sewell has opinions, driven by expertise and experience, that few have. Jim Obermayer, SLMA Radio host will interview Howard and discuss the criteria for a company considering implementing a marketing automation system. It isn't for everyone but everyone should know why or why not it makes sense for them. You'll learn: What are the key criteria that make a company an ideal candidate for marketing automation? How should a company prepare to make sure they get the most from marketing automation? Where do companies fall short with marketing automation? What are the pitfalls to avoid? Realistically, what are the necessary resources a company needs to be successful with marketing automation? What's the best way to choose a marketing automation solution? What should companies look for?

Listen here >




Interested in being a guest on the show?
Contact Jim Obermayer with your ideas.

Guests get embed code to promote their show after airing, pre-show promotion links, and show promotion across all social media venues.


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