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Sales Lead Management Radio

Sep 2021

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


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

Aug 2021

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


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. 

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May 2018

Warning About the EU’s GDPR Taking Effect May 25, 2018 and the new E-Privacy Acts

In this interview, Debra da Costa of Direct Marketing Partners in the U.S. interviews Naomi Campbell, of the B2B Lead Agency in the UK to discuss the GDPR ramifications (including large monetary fines for non-compliance) for any company that wants to do business in the EU.   The host is Debra da Costa.

In April 2016, the European Parliament adopted a (law) standard for data protection of people in the European Union (EU). The GDPR applies to companies worldwide that promote their products (and services) to European citizens.

Companies face large fines for not complying with the standards set by the General Data Protection Regulation (GDPR), which

  • Provides greater predictability and efficiency for organizations that do business in the EU
  • Offers residents increased data protection rights.

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Apr 2018

Time Waits for No Marketer: A GDRP Compliance List

From David Fowler Digital Compliance Head at Act-On


It’s about 5 weeks and counting for every marketing department world-wide to comply with the EU’s GDRP legislation. It isn’t too late, but time waits for no marketer. In this program David Fowler, of Act-On’s digital compliance department gives us a list of his top compliance recommendations. 

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Mar 2018

Katie Bullard on Why DiscoverOrg is Different - 3 Minutes +

Listen while you plant flowers on iTunes

This is a 3 minute and 57 second excerpt from an interview with Katie Bullard, Chief Growth Officer at DiscoverORG.  We asked her what makes the DiscoverOrg approach to database management, a database platform,  different and this is her response.

You can hear the full interview here:

Do you need an Intelligence Platform?


20171116-tweet-katie-bullard.jpgAnd also this program:

Marketing Intelligence Software: How it Improves Marketing ROI

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Jun 2014

How to fix your database to boost email success by 40%

10 steps to optimize your b2b email marketing database


Host Jim Obermayer interviews Frank Jamieson, president of Applied DM Research.  Databases have always been important, but in this interview, Frank discusses the ten steps that marketers can use to optimize their email marketing databases.   Remember, the database is 40-60% of an email blasts success.  Optimize your database and watch the return climb 40-60%.


About Frank Jamieson


Frank Jamieson is President of Applied DM Research and with 15 years’ experience he has built target rich marketing databases.  Applied DM Research has provided  target marketing services to: Apple, Equinix, Solarcity, Sunpower, Box, Michelin, Cisco Systems,,  Shell Oil, DocuSign, In-N-Out Burgers DMA/Direct Marketing Association Board Member


About Applied DM Research


Applied DM Research offers a fully integrated suite of marketing database solutions for b2b and b2c marketers that includes customer profiling, market segmentation, prospect database development, data appending, database cleansing and sales funnel analytics. We also offer project management services for specialized direct marketing and digital marketing campaigns.

Specialties: Customer Profiling, Prospect Database Research, Market Segmentation, Data Appending Database cleansing, Sales Funnel Analytics, Media Targeting Profiles, Email Appending, Telephone Appending, Computer Mapping, Direct Marketing, Lead Generation, Database Marketing, Digital Marketing, Demand Generation  

May 2014

Queue-Based Vs. List Based Selling

Host Jim Obermayer interviews Genie Parker of Vanilla Soft and David Kreiger of Sales Roads discuss Queue Based Selling and its promises of increased sales productivity.  Inside sales positions have grown several hundred percent a year in the past few years (says Selling Power), but is  there anything new to manage them and their results.  Parker and Kreiger insist that their method of Queue based selling is different, more productive and the users like it better.  We'll see. 

About Genie ParkerGenie brings more than 30 years of experience in sales and marketing with an emphasis on doing business on the phone. Genie comes with a broad experience reaching into hundreds of industries including technology, manufacturing, non-profits, financial services, and business services.Prior to joining VanillaSoft, Genie Parker co-founded Murray and Associates, a remarkably successful boutique outbound call center. Genie's company consistently delivered sales, qualified leads, appointments, marketing and fund-raising services to businesses from The Fortune 500 to small businesses across the United States for 15 years.PMA gained a reputation in the industry with companies looking to carry out highly productive calling campaigns while ensuring a quality customer experience. Her knowledge of technology and the entire phone sales process gives her the ability to bring the two together to give VanillaSoft customers the tools they want and need.Genie has worked at such companies as L'Oréal, Monet, and 1928 Jewelry and holds a B.S. degree in Marketing from The University of Southern Mississippi.

About VanillaSoft

The Power of Simplicity  VanillaSoft is the industry's leading software for Sales by Phone. Our intuitive and easy-to-use inside sales software takes the best of CRM, Lead Management and Telemarketing applications to create the most productive phone sales environment available today. >VanillaSoft's core philosophy and development process is centered around one concept: The Power of Simplicity.  It is through this principle that VanillaSoft offers this platform that allows our customers to see increased productivity, higher contact rates, and sales accountability tools like no other.

About David Kreiger

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. 

David started SalesRoads while attending The Wharton School and received numerous awards for the company while still getting his MBA.  He began his career at, a business-to-business online auction site. David was responsible for creating, managing and growing the inside sales and customer service departments.   David has held sales, marketing and training positions at several Fortune 500 companies such as Heinz, Deloitte & Touche and PepsiCo.   Prior to going back to business school, David worked in sales and marketing at The Beanstalk Group where he managed the trademark licensing programs for companies such as Ford Motor Company. 

David has been featured in Fortune Magazine, The Christian Science Monitor and CNN/Money Magazine. David holds a BA from the University of Pennsylvania and an MBA from The Wharton School.

About SalesRoads

SalesRoads is the nation's leading B2B Appointment Setting, Lead Generation and Sales Outsourcing provider for start-up, midmarket and enterprise level organizations. Because of our unique approach to demand generation, we understand the intricacies of implementing successful programs for our clients. Since we are on the front lines of communication, we recognize the importance of a quality first impression – this is why our US-based telesales executives are the most experienced in the industry, with an average of 14 years of telesales experience. This skill level provides our clients with the most proficient, distinguished and professional agents in the industry.

Apr 2014

How to get an accurate database without getting ripped off.

SLMA Radio Host Jim Obermayer interviews the father of modern database marketing, Vin Gupta. The interview ranges from how modern database marketing came about to exactly how to avoid getting ripped off by supposed database suppliers. Vin has never strayed far from his roots as a marketer. 

Why it is important: 
An interesting history lesson on database marketing. The importance of triple verification of a purchased database and why you should only buy from reputable database providers. 


About Vin Gupta
Vin Gupta is the former Chief Executive Officer (CEO) and Chairman of infoGROUP (previously known as infoUSA. infoGROUP grew from a one-man operation to a global employer of over 5,000 with revenues of $750 million. During this period he acquired over 45 companies. InfoGroup was sold in July 2010 for $680 million.

He was appointed by President Clinton to serve as a Trustee of the John F. Kennedy Center for the Performing Arts in Washington, D.C. Mr. Gupta was also nominated and confirmed to be the United States Consul General to Bermuda as well as nominated by the President to be the United States Ambassador to Fiji. 

About Database USA
Feb 2014

Data Quality and the BAD Actors in the field

Preview the show here - we did this an a Hangout on Air today. It was Paula's first experience on Google+. 

Enjoy this conversation, tips, reveals, advice about email data.

About Paula Chiocchi: Paula Chiocchi has been known as a leader in the direct marketing and media industries for many years.  Her focus has always been on the future.  Paula founded Outward Media in 1998. Under her direction, the company has evolved from a niche marketing firm emphasizing online advertising and media to the leading compiler of multi-channel marketing data. Never satisfied with the status quo, Paula has sought out and created the most comprehensive and accurate B2B and B2C Multi-Channel Marketing Databases in the industry.  And, from an email data perspective, she has accomplished what no other company has been able to do . . . providing theirClients with accurate and fresh email data to fuel their campaigns.

Integrity, innovation and industry intelligence have been Paula's hallmark throughout her career. She began with Dun & Bradstreet and developed her skills by creating direct mail, online advertising and email campaigns for leading age companies, financial institutions, online gaming sites, sweepstakes enterprises and e-commerce companies.  Always with an eye on the future, Paula's philosophy is to examine emerging marketing techniques and tools, and build the best ones into our business. "We continually forge partnerships with innovative professionals. Our clients have come to expect us to bring them new ideas before anyone else does," she says.
May 2013

How to develop leads that will close.

Host Jim Obermayer and his guest Tom Judge tackle the thorny issue of not just how to create inquiries and leads, but leads that actually close. As Vice President of Direct Marketing Partners, Tom has solved this problem with some of the largest high-tech companies in business to business; and also some of the most modest in size. Leads that close is a problem for all companies regardless of size. tomjudge.jpg

About  Tom Judge Tom Judge is the VP of Strategy and Business Development at Direct Marketing Partners. An ECHO award winning B2B Demand Generation and Lead Management services provider. He’s responsible for diagnosing and fixing B2B sales lead funnel problems. Tom also   on the board of the Northern California DMA, runs the NorCal BMA Sales Lead Roundtable, and teaches workshops on Lead Management best practices at events and conferences. He is a member of the Sales Lead Management Association’s list of “50 Most Influential Sales Lead Management Professionals”.
Contact info: Tom Judge VP Strategy Direct Marketing Partners, Inc. [email protected] 510-368-7527 
About Direct Marketing Partners: Direct Marketing Partners (DMP), is a prospect development demand generation service provider for B2B selling firms with a complex sales process. DMP provides a suite of services and software tools in three major areas so client firms can focus on sales –ready lead pipelines.

  1. Diagnosing lead-to-sales funnel problems.
  2. Solving those with custom go-to-market programs. Ranging from prospect database building, inbound lead qualification and nurturing, outbound target account lead generation tele-prospecting and appointment setting.
  3. Campaign management, lead management and analytics.

Feb 2012

Feb 9: Kevin Miller CMO and Principle - SalesFUSION

Kevin has over 17 years of database marketing, CRM and software marketing & sales experience. Kevin has worked in both sales and marketing capacities and spent 7 years supporting large-scale retail marketing promotions for companies like Sony, Discovery Channel, Toyota and Guinness. He has worked closely with agencies such as Bozell, JWT and Grey Direct.

In addition to marketing/promotion work, Kevin spent several years with Onyx Software, an enterprise CRM application. From Onyx, Kevin moved into a key role with NuEdge System, Inc, an enterprise database marketing solution used by Sears, Bridgestone and Saks. NuEdge was acquired by Metavante Corp. and Kevin stayed on working with the database marketing software and CRM application for retail financial services.

From here, Kevin moved into the B2B Demand generation ranks with Marketbright and played a key role in developing their demand generation programs, webinars and sales training. In January, 2009, Kevin joined SalesFUSION and has taken over Marketing and Sales management duties and works to establish the brand of SalesFUSION in the market. Kevin brings years of extensive marketing and technology sales experience to SalesFUSION and drives the overall messaging and B2B marketing philosophy of the company to market.

Miller holds a BS Marketing and BS Psychology from Albright College in Reading, PA

Kevin is very active in many LinkedIn groups and regularly authors white papers, articles and blogs. Kevin is an open networker on LinkedIn.

Will Crist the host will ask Kevin:

  1. You make the claim you can generate more leads that turn into revenue. How do you do that?
  2. What is the cost of using your platform?
  3. How long does it take to get up and running with SalesFUSION?
  4. Do you think B2B spending will increase or decrease in 2012?
  5. Can you give three tips to a B2B company that creates 1,000 inquiries a month, uses a CRM system but sales are declining?

Kevin has over 17 years of database marketing, CRM and software marketing & sales experience. Kevin has worked in both sales and marketing capacities and spent 7 years supporting large-scale retail marketing promotions for companies like Sony, Discovery Channel, Toyota and Guinness. He has worked closely with agencies such as Bozell, JWT and Grey Direct.

Nov 2011

Dec. 1: Rick Bellefond, RB Data Services and Laurie Beasey of Beasley Direct Marketing

rick-bellefond.jpgRick Bellefond, President, RB Data Services

RB Data Services was founded by Rick Bellefond. Mr. Bellefond has been specializing in designing, implementing, supporting, and enhancing customized information tracking and management systems since 1989. He has both Bachelor's and Masters Degrees in Computer Science as well as over twenty years of software development experience. His Master's degree is from Duke University. Mr. Bellefond provides cost effective solutions to a wide range of complex problems including: Client Management; Lead Management; Telemarketing Management; Mailing List Management; and Customer Service Management. We will be asking him questions about nightmare CRM installations, mistakes to avoid, tips to make installation of CRM easy.

LaurieBeasley_Photo2008.jpgLaurie Beasley, President, Beasley Direct Marketing

Laurie is co-founder and president of Beasley Direct Marketing, Inc. , a Silicon Valley direct marketing agency that has managed online and direct marketing programs for hundreds of companies. Laurie serves as president of the Direct Marketing Association of Northern California . She is also an instructor for the Online Marketing Institute and an instructor for the Online Marketing Certificate program at UC Berkeley Extension. We'll be asking Laurie: Is direct mail still alive? How can we get a 4% response from direct mail? What can be done about the email response slippage?

Nov 2011

Nov. 17 Show: Bill Nussey, CEO, Silverpop & Victor Kippes, President/CEO, Validar, Inc. Replay

BEST OF SLMA RADIO: Replay from November 10, 2010 Show:

Commentary:  Andy Rooney on Sales Leads

Interviews with:

Bill Nussey, CEO, Silverpop Victor Kippes   President/ CEO Validar, Inc.

Since 2005, Validar Inc. has helped companies identify, qualify, and manage leads more efficiently and effectively. With our software and services, companies can capture highly qualified leads at the lowest cost and quantify the performance of their marketing efforts.

Silverpop's Engagement Marketing suite of Web-based solutions enables companies worldwide to build relationships with customers and prospects through the creation, automation and delivery of relevant online messaging.

This show is sponsored by: SmartLead by AdTrack

Jun 2011

June 16 Show: Maria Pergolino, Marketo and Bob Moore, Catapult Works

MariaPergolino.jpgMaria Pergolino, Marketo

Deemed by Telesmart Communication’s Josiane Feignon as “one of the most creative and spirited marketing bloggers,” Maria Pergolino leads Marketo’s inbound marketing, campaign optimization and demand generation strategies as the Director of Marketing. Her impressive 10 year online B2B marketing career spans everything from CRM, social media, content marketing, search marketing, and lead generation and nurturing.

Maria is a co-author of the most successful social media, lead nurturing, and lead scoring books created specifically for B2B Marketers, entitled The Definitive Guides to B2B Marketing. She also provides frequent contributions to the MarketingProfs blog and is an author of Marketo’s popular blog, Modern B2B Marketing, which has over 16,000 subscribers.

Maria has held management positions at companies such as Shunra, ESIS, Inc and, is Certified Administrator and user group leader. She is also is a sought after speaker at numerous marketing events, and has a Marketing Degree and MBA from the School of Business at Rutgers University.

She was listed as one of the 20 Women to Watch in Sales Lead Management by the Sales Lead Management Association.

Recognized as a B2B Marketing thought leader, Maria has made significant contributions to the sales lead management and marketing automation industry. She has contributed over 100 blog posts annually to top 100 marketing blogs, as well as writing or contributing dozens of articles and white papers to drive awareness in the field of lead management. Her posts and papers are typically read by tens of thousands and she has a vast following of over 3300 in her twitter network. Maria has presented to thousands at a time, both online and at live events and has also developed much content through multimedia like video and webcasts.

Maria’s work has also been cited in multiple published articles and books, including the bestselling book “Content Rules” which specifically quotes Maria on her work in lead management. She has spoken on over 30 webinars and at 40 live events in the field of lead management, and more specifically on topics including social media, lead nurturing, content marketing, lead scoring and revenue performance management. Maria has also been a speaker for such organizations as American Marketing Association, MarketingProfs, Direct Marketing News, Online Marketing Connect, BtoB Magazine, Business Marketing Association and many more. Additional professional achievements include: Winner of several BMA B2 Awards and last year she was named one of 50 Most Influential People in Sales Lead Management.

Maria is constantly creating new ways to drive demand for Marketo. She is always one step ahead of the competition and refuses to be a follower. Maria continually strives for excellence in everything she does, and measures herself not only by her own accomplishments, but by the accomplishments of those around her. She is a fearless leader and works every day to make herself, and those she works with, better marketers.

bob-moore.jpgBob Moore, Catapult Works

Bob has built unrivaled expertise in data management, matching and ETL technologies. Bob has served as the Database Chair for the Northern California chapter of the Direct Marketing Association. In his current position, Bob works with CatapultWorks clients like Brocade, Alcatel-Lucent, Symantec and others as he manages the company's data services group and the entire database operations. In addition, he is responsible for the acquisition and adoption of new database management technologies that can be applied to enhance CatapultWorks’ services. Bob joined CatapultWorks in January of 2005 when his company, Data Direct, a leading full service database management firm, was acquired by CatapultWorks. Bob has been a strong catalyst in applying technological advances to business marketing and data management processes.

Feb 2011

Feb. 17 Show: Malcolm Friedberg, Jason Weaver

Commentary:  James W. Obermayer, CEO of the SLMA.

Marketers are builders of wealth, but when will they take the credit they deserve?

In this short and punchy seven minutes, Obermayer pontificates on why he believes that marketers should take their rightful place as a builder of wealth.   Without marketers creating a preference, raw inquiries and qualified leads, most salespeople would be off their quota attainment by 30-50% and sales expenses would soar.  Come listen as Obermayer gives credit where credit is due, to marketing, the builders of wealth.

Malcolm Friedberg   President   Left Brain Marketing Malcolm will be asked questions about the results of their most successful demand generation program and how the company measures the ROI for the programs it creates. Left Brain Marketing is a Demand Generation strategy agency, serving some of the largest and best-known enterprise brands. The agency helps Marketing organizations develop and grow successful Demand Generation programs.  Its approach leverages a proprietary Demand Generation process model – The Left Brain Model (TM) – powered by marketing automation technology. The agency delivers a full set of services that span strategy, production, analytics and optimization for Demand Generation programs.

Jason Weaver,  CEO,  Shoutlet, Inc.

Jason will be asked about recent client successes using their platform in addition to suggestions about measuring the ROI for social media.

Shoutlet provides a centralized platform that helps companies manage and monetize their social media communication. It includes Facebook and Twitter management, Social CRM, widget building, email and mobile marketing, social commerce, and real-time analytics in one easy-to-use interface. The platform gives brands and agencies the tools to create, manage, and measure their entire social media communications.  Companies using Shoutlet's platform are able to better design and implement highly targeted campaigns and ultimately improve the business impact of their social media communications.

James Obermayer Malcom Friedberg Jason Weaver
James W. Obermayer CEO of the SLMA Malcolm Friedberg President Left Brain Marketing Jason Weaver CEO, Shoutlet, Inc.

This show is sponsored by: SmartLead by AdTrack

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