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ANNOUNCEMENTS:

Debbie Rabb of the KLA Group the 3,000 person to join the SLMA!

Ronald P. Goodman Joins Sales Lead Management Association as VP of Business Development

November 4, 2021 Los Angeles, CA - - – James W. Obermayer, executive director of the Sales Lead Management Association (SLMA) today announced that Ronald P. Goodman has joined the SLMA as the Vice President of Business Development."Mr. Goodman has a solid marketing background and will help us grow as we expand in the coming year," Obermayer said,"Our services to the 2800 world-wide members are expanding and Ron will be crucial in helping us grow."  Goodman is president of Goodman Marketing Communications which is located in San Jose, California and he will continue in that endeavor. 
Full release here >>

SLMA RADIO: To Listen to these interviews and  Commentary click on the name and listen to industry experts. 

Learn about what motivates these CEOs!
This is the largest collection of CEO Radio Interviews in the field of Sales Lead Management. 

1. Marge Bieler, CEO of RareAgent
2. Andy Brownell, CMO of LeadMaster
3. Lisa Cramer, CEO LeadLife Solutions
4. Michael Falkson, CEO of eti Sales Support
5. Phil Fernandez of Marketo (commentary)
6. Phil Fernandez of Marketo
7. John Foley –  CEO of Grow Socially and Interlink1
8. Mark Friedman President of The Velos Group
9. Carlos Hidalgo, President of The Annunitas Group
10. Andrew Gaffney – CEDO of Demanbd Generation Report
11. Russell Kern, President of the Kern Organization
12. Russ King, CEO of LeadMaster
13. Jill Konrath, Selling to Big Companies
14. Victor Kippes, CEO of Validar
15. Dan McDade, CEO of PointClear
16. Mac McIntosh, The Sales Lead Expert
17. Mike Michalowicz author of the Toilet Paper Entrepreneur
18. Marge Murphy – CEO of Acadia
19. Bill Nussey- CEO of Silverpop
20. Joe Payne, CEO of Eloqua
21. Laura Patterson CEO of Vision Edge Marketing
22. Jeff Pedowitz  CEO of the Pedowitz Group Commentary
23. Jeff Pedowitz  CEO of the Pedowitz Group
24. Jeff Solomon, SVP and co-founder of Leads360
25. Jeff Solomon of Leads360 (commentary)
26. Dan Rogers, CEO of AdTrack
27. Gary Slack, CEO  of Slack Barshinger
28. Anneke Seley author of Sales 2.0
29. Paul Staelin – CEO of Birst
30. Mari Anne Vanella, CEO of the Vanella Group
31. Fred Yee, CEO of Active Conversion

Sales Lead Management Association Voting Closes November 30th for the '50 Most Influential People in Sales Lead Management'

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ARTICLES OF IMPORTANCE:

• Leveraging Social Media as Part of a Referrals Program in Sales - by Colleen Francis
• New Customer Acquisition Campaign Marketing Myopia - by Michael Falkson
• Book Review: Business Intelligence Success Factors
• Close More Sales By ‘Seeing’ The Window of Dissatisfaction - by Craig Elias, Founder and Chief Catalyst, SHiFT Selling, Inc.
• Transcript Jeff Pedowitz on SLMA Radio - Commentary: Why is the Marketing Automation Industry Floundering?

Leveraging Social Media as part of a Referrals Program in Sales

"Now, we trust strangers." That's how New York-based Universal McCann sums up their 2008 study on the impact of online social media on society. They note that there has been a real explosion the number of ways in which people can share information and influence decisions. The marketplace used to be run almost exclusively on face-to-face meetings and transactions. Today, that has been transformed into a space occupied by networks of people where social capital is earned and valued

Read the full article >>

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New Customer Acquisition Campaign Marketing Myopia

The marketing concept teaches us that we're all in the business of acquiring new customers and retaining existings ones, and that success in busines is largely the measure of our ability to carry out these functions effectively. This paper will focus on companies that seek to acquire new customers one on one - where transactions are infrequent but substantial, or small but numerous.

Read the full PDF article here >>

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Book Review: Business Intelligence Success Factors

by Reviewer: Paul McCord

Hard cover list price:  $49.95
Kindle Edition: $24.95

What is Business Intelligence (BI)?
According to CIO.com BI is "an umbrella term that refers to a variety of software applications used to analyze an organization’s raw data. BI as a discipline is made up of several related activities, including data mining, online analytical processing, querying and reporting."

DataManagement.com says it is "a broad category of applications and technologies for gathering, storing, analyzing, and providing access to data to help enterprise users make better business decisions. BI applications include the activities of decision support systems, query and reporting, online analytical processing (OLAP), statistical analysis, forecasting, and data mining."

Cal State Monterey Bay says it “Normally describes the result of in-depth analysis of detailed business data. Includes database and application technologies, as well as analysis practices. Sometimes used synonymously with "decision support," though business intelligence is technically much broader, potentially encompassing knowledge management, enterprise resource planning, and data mining, among other practices.

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Close More Sales By ‘Seeing’ The Window of Dissatisfaction

By Craig Elias, Founder and Chief Catalyst, SHiFT Selling, Inc.

Have you ever noticed what happens when you buy a new car?  Once you buy it, you start noticing lots of the same car on the road. What’s that about? 

Or consider this: Jack and Tonya learn from Tonya’s doctor that they’re about to have their first baby. Now, everywhere Jack goes, he sees pregnant women. Fast forward nine months: Tonya has given birth to a beautiful baby girl.  Now Jack stops noticing pregnant women so much and starts seeing babies everywhere he goes.

 This is called selective perception. It’s proof positive that events in our life change what we see. When we buy a new car or our wife gets pregnant – our brain becomes programmed to notice more of that thing. In essence, we ask our brain to "put new cars or pregnant women on our mental radar screen." The event of reading this article means you yourself are engaging in this process … by putting one of the most powerful concepts in sales on your "radar screen."  It’s called the Window of Dissatisfaction™.

Read the full story >>

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Jeff Pedowitz on SLMA Radio - Commentary Transcript
Why is the Marketing Automation Industry Floundering?
(And 5 Fixes to Fuel It): A Strategic Viewpoint
By Jeff Pedowitz, CEO, The Pedowitz Group

The Marketing Automation Industry is approaching its thirteenth year. Originally pioneered by Epiphany and Pivotal in the late 1990’s as an On-Premise Module added on to key CRM functions, it took off when SAAS entered the scene in the early 2000’s.
Today there are many vendors in this space competing for wallet share.

The key business challenges that Marketing Automation addresses are marketing efficiency and effectiveness, marketing accountability for financial performance, lead generation, lead quality, and systematic revenue growth.

Read the full transcript >>

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