Sales Lead Management Association Radio

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. ----more----  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 t

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). ----more---- 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.  ----more---- 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

In many ways, CX and Marketing are the key parts of the business tasked with thinking about the future of the business, and in particular, customer needs. Businesses that closely align these two functional areas can have a greater impact on the customer experience, and essentially a better business outcome. ----more---- This month on Revenue Rebels, join us as Rhoan Morgan sits down with Stuart Gilchriest, Director of Customer Experience and CCXP at Hertz to explore: Who owns CX and where it should live within an organization The role data plays in a successful CX strategy Tips B2B can take from B2C CX Revenue Rebels is hosted by Rhoan Morgan of DemandLab which is a program on the Funnel Radio Channel.  DemandLab is the sponsor of Revenue Rebels    

Virtual Events are in, and everyone knows it, but getting people’s butts in seats, and staying engaged is a different matter.  Some say virtual events have engagement promise, but growth in this economy is elusive. Sruthi Kumar from Sendoso is here to tell us how to achieve growth in a downturn economy. ----more---- About our Guest Sruthi Kumar is the Senior Marketing Manager at Sendoso, the leading Sending Platform. As the first marketing hire, she built the company’s marketing program from the ground up and often shares her insights as a speaker on webinars and at events. She is passionate about creating great in-person and virtual experiences, good content, best practices, and enabling her team to be successful. Sruthi also truly believes in the power of community, she is the co-founder of the Field Marketers FTW Slack community, a member of Revenue Collective, and Women in Revenue. Prior to Sendoso, Sruthi worked at Numerify, [24]7.ai, and Certain. About Sendoso Sendoso, the leading Sending Platfor

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. ----more---- 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%

Being adaptable and relevant in today's market requires a powerful marketing strategy and incorporating video is a great place to begin. In this episode of Revenue Rebels, host Rhoan Morgan is joined by CEO of 522 Productions, Alisa Vossen to discuss how to effectively leverage video marketing. Alisa shares her team's latest "rebel act," how video improves the customer experience, and how to measure success and ROI. Revenue Rebels is hosted by Rhoan Morgan of DemandLab which is a program on the Funnel Radio Channel.  DemandLab is the sponsor of Revenue Rebels    

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. ----more---- 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' b

  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

There are two pillars of marketing: success and engagement. Success is typically measured by revenue growth and business goal attainment. Engagement is focused on building relationships with your audience, proving value, and establishing lasting connections. This month’s guest, Joe Folan, shares how marketers can pivot from being selling-centered to relationship-centered to drive success. About Rhoan's guest: Today’s guest on the Revenue Rebels podcast is Joe Folan, the Vice President of Marketing for The Center for Leadership Studies. He has over 19 years of marketing experience having helped companies in various industries including technology, healthcare, nonprofit, and B2B companies through brand and offering evolutions in order to stay competitive and innovative in their space.  Revenue Rebels is hosted by Rhoan Morgan of DemandLab which is a program on the Funnel Radio Channel.  DemandLab is the sponsor of Revenue Rebels    

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. ----more---- 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 joined Google, where he became Google Enterprise's Top Sales Executi

Whether we were on a team requiring competent levels of motor skills, strength, power, speed, agility, balance, coordination, and endurance, or in a company or club where we work together, and make a personal sacrifice for the collective benefit of our friends or colleagues there are common themes to the success of the team. SquadLocker founder and CEO Gary Goldberg lives these values, encourages them within SquadLocker, but also in his daily life. He and our host, Susan Finch both admit they were probably tied for last place for being chosen to be on teams as they were growing up. But, there are so many ways our children can learn the value of a good mentor, coach, and team experience that will set them up to be the one EVERYONE is vying for them.  ----more---- Some of the values covered in this episode include these pointers for success: Never play the victim. Never react impulsively. Don't take it personally. Take your losses and move on. Turn criticism into an opportunity. Celebrate the wins, bu

  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

This month's Revenue Rebel joining the podcast is Shannon Dougall, Head of Marketing at DevFacto and she's giving listeners insights on revenue marketing, organizational alignment, and more. Listen in as Shannon shares: ----more---- How she defines revenue marketing Why organizational alignment to customer experience is key Barriers to companies becoming revenue-centered and focused The tools and tech marketers should have in their toolkit To learn from more Revenue Rebels like Shannon Dougall, listen to previous episodes here. Revenue Rebels is hosted by Rhoan Morgan of DemandLab which is a program on the Funnel Radio Channel.  DemandLab is the sponsor of Revenue Rebels    

Podcasts continue to grow as a popular B2B media. The question is, What should my podcast frequency be to gain the largest audience?  This program answers the question that new and seasoned podcasters most often ask. ----more---- With over one million listener downloads over 15 years, Paul Roberts and Jim Obermayer trade professional opinions on podcast frequency from their experience of producing thousands of podcasts.  

  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). ----more---- 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 b

  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. ----more---- About 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. ----more---- 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

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.  ----more---- 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

Jeanne Bliss is a leadership and customer experience strategic advisor and keynote speaker who helps the worlds' most beloved companies become unforgettable; earning growth and admiration through their elevated business practices and the humanity of their people. In this episode, Jeanne shares how true customer experience transformation can and should lead to companies and brands becoming unforgettable. ___________________________________________ Revenue Rebels is hosted by Rhoan Morgan of DemandLab which is a program on the Funnel Radio Channel.  DemandLab is the sponsor of Revenue Rebels