Lead Generation

How Mobile Lead Capture is the Future for Better Qualified Leads from Events

Everyone, yes everyone, knows that trade show leads close faster than any other type of lead (fewer steps in less time).  With the fixed cost of a trade show going in, the challenge is how an average company can get the maximum number of qualified leads. Double the number of qualified leads, (which reduces your lead cost in half) and you will increase sales by 100%. Sounds farfetched but not really; our guest George Rebhan of LeadValu will tell us how to do it.  The host is Jim Obermayer. About our Guest  George Rebhan George is president and co-founder of LeadValu LLC, and an accomplished entrepreneur and product development expert with over 30 years of experience. He’s been part of the founding or executive management team for a number of start-up or early stage companies. George also played a key role in the acquisition planning/strategy and post-acquisition integration for those companies.

How technology and outbound calling over-comes quota failure and turns losers into winners! Failure to make quota is sad.  Sad for the reps that fail, sad for the CFO that has to figure out how to pay the employees and Sad for the sales manager that will be fired after he or she fires those that fail.  It’s a losing situation unless it can be turned around.  During this program, Peter Gracey, CEO of QuotaFactory tells us how to use technology and outbound calling to turn losers into winners.  The host is Jim Obermayer.

It isn’t enough, any longer, to slap up a website, insert a “contact” us link,” and landing page and wait for the business to roll in. It isn’t enough to get your website visitors up to thousands or tens of thousands per month without those visitors converting to an action to learn more, buy or buy more. The dirty secret of websites, which CMO’s dread being confronted with is “Why do we have traffic but no leads?”     In this short program Lina Requist the president of ONTRAPORT tell us the secrets of how to increase conversion from your website. The host is Jim Obermayer   About Lena Requist    Lena Requist, President of ONTRAPORT, is passionate about growing businesses and developing kick-ass business teams. She brings that enthusiasm, along with an impressive background of building startups into multimillion dollar businesses, to her inspirational and motivational talks. Lena’s talent helped grow ONTRAPORT 5,000% in three years, landing the organization at #102 on the 2012 Inc. 500 list and #96 on Forbes' list of America's Most Promising Companies.   The secret to her success is the combination of her passion for business and her unique style of management, for which she received the 2012 Stevie award for Female Executive in Business. She has fostered a culture of productivity, empowerment and free thinking at ONTRAPORT, which was recognized with an Achievers' 50 Most Engaged Workplaces award.   Lena created Driver's Ed, a professional productivity course designed to put everyone in the driver's seat of their careers. She last taught this live, online course to over 100 business owners all over the world. Lena also founded ONTRAPORT Women in Business, a community of over 300 women, for which she leads monthly virtual Hangouts about issues affecting female entrepreneurs and businesswomen today.   About ONTRAPORT ONTRAPORT is an all­-in-­one small business management platform that integrates all the software tools entrepreneurs needs to start, systemize and scale their business. ONTRAPORT makes it easy to set up and automate processes across the business and, when coupled with our expert implementation, done-­for-­you services and personalized customer support, empowers our clients to focus on building a business they love.   Why all-in-one? Trying to manage a bunch of separate tools to run your business creates a frustrating mess that simply won't work as your business grows. With ONTRAPORT, all your business tools, data and customer information is in one system and everything works together seamlessly. You’ll create better customer experiences, increase sales and you can automate everything, saving a ton of time. Plus, you’ve always got one team to call when you have a question or need support. ---------------------------------------------------- This episode is generously sponsored by The Vanella Group, Inc.-- the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visit VanellaGroup.com or call 888-335-0340 and by Validar Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution.  Since 2005 Validar has been turning Corporate Events and Trade Shows into Better Business. Call 888 784 2929 or visit us at www.validar.com

Ask a salesperson what they need from marketing and they will say, more sales leads.  Give them more and the next time you talk to them they will say you misunderstood them and they need more qualified sales leads.  In this SLMA Radio program we speak with Ben Sardella, co-founder and chief revenue officer from Datanyze about how a marketing department can make good on its promise of creating qualified leads by using technology.   About Ben Sardella As co-founder and chief revenue officer, Ben oversees Datanyze's daily sales, marketing and business development operations. Before Datanyze, Ben served as VP of sales at Kissmetrics and started his career at NetSuite, where he pioneered the SaaS sales process. Ben is currently a mentor and advisor for a number of successful startups including Yesware and LaunchPad LA.     About Datanyze Datanyze is an all-in-one sales intelligence platform helping business uncover, research and reach the right prospects at the right time. Our software drives qualified leads, builds pipeline and increases overall revenue for hundreds of leading companies including Marketo, DoubleDutch and Oracle. http://www.datanyze.com/ Case Studies Here For media, analyst, and speaking inquiries, please contact Sam Laber at [email protected] ---------------------------------------------------- This episode is generously sponsored by The Vanella Group, Inc.-- the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. To learn more, visit VanellaGroup.com or call 888-335-0340 and by Validar Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Call 888 784 2929 or visit us at www.validar.com

When your business life depends on your ability to absolutely, positively, get a meeting a certain someone, then this is the book to read, love and cherish. SLMA Radio interviews Stu Heinecke, direct marketing guru and Wall Street Journal cartoonist about his most recent book, How to Get A Meeting with Anyone. The host is Jim Obermayer.   About the Book How to Get a Meeting with Anyone. - Wentto #1 in several categories - #2Top New Release in Sales & Selling -TopSales World Book of the Week -Named this week 3/9/16 one of the Hot 100 Best Business Books by Books Blizz   In How to Get a Meeting with Anyone, Heinecke explains how you can use your own creative Contact Campaigns to get those critical conversations. He divulges methods he’s developed after years of experience and from studying the secrets of others who’ve had similar breakthrough results—results that other marketers considered impossible, with response rates as high as 100 percent.   Through real-life success stories, Heinecke lays out 20 categories of Contact Campaigns that anyone can research and execute. Tactics range from running a contact letter as a full-page ad in The Wall Street Journal to unorthodox uses of the phone, social media, email, and snail mail to using personalized cartoons to make connections. He also packs in plenty of tips on how to determine your targets, develop pitches, and gain allies in your contact’s circle of influence. Available from Amazon.    #1 Best Seller in Direct Marketing What is Contact Marketing? Contact Marketing is a fusion of marketing and sales focused on opening doors to VIP prospects, resulting in critical sales and strategic alliances. Our logo illustrates the effect of having a handful of the right kinds of relationships, producing ripples that rapidly spread throughout the marketplace, creating a global scale and sphere of influence for your enterprise. Contact Marketing Radio Contact Marketing Radio continues the process of discovery started by host Stu Heinecke’s research for his book, How To Get A Meeting with Anyone. For the book, he interviewed the top 100 sales thought leaders in the world and asked, “When you absolutely must break through to someone of great importance, someone nearly impossible to reach, how do you do it?” What he discovered was twenty categories of Contact Campaigns that range from $0 to $10,000 per contact and produce response rates as high as 100%, with ROI figures in the tens, even hundreds of thousands of percent. Join us every week for the live show, Thursdays at 10 am PST/1 pm EST, download episodes on iTunes or simply use the archive here to listen to your favorite episodes now. http://www.contactmarketing.agency/ +206-286-8668 Stu has been the SLMA's Humor Relations Contributor for five years.   ----------------- This episode is generously sponsored by The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers.To learn more, visit VanellaGroup.com or call 888-335-0340 and by Validar Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow,  Call 888 784 2929 or visit us at www.validar.com

Known as the performance marketing conference, LeadsCon is for companies that rely on lead generation to drive their revenue. In this program you will learn about LeadsCon New York and Las Vegas in 2016 in our interview with Warren Pickett and Cory Smith. LeadsCon 2016 is expected to have 1700-2000 attendees, 100 + speakers and 30 plus session. There will be a trade show floor which is focused on lead generation experts. If you are serious about lead generation, listen to Cory and Warren tell us about the 8 year history of LeadsCon and what to expect in 2016. The host this week is Susan Finch.Our guests:Warren Pickett - Content Director, LeadsConAs the content director forLeadsCon events, Warren brings more than a decade of event programming experience and more than 20 years of experience in B2B print, online and digital media. He helps drive engagement in the performance marketing marketplace and brings together marketers, executives, agencies, technology & service providers, entrepreneurs, corporate communications experts and audience development team members to help foster B2B and B2C communities in real-time at face-to-face, in-person events.Cory Smith - Show Director, LeadsConCory joined Access Intelligence in 2013 to manage and grow the LeadsCon Community, the leading source of business information for the performance marketing and Lead Gen industry. Cory is a veteran of twenty-two years in business media having managed two Tradeshow Top 100 events and recognized for having managed two of the fastest 50 growing events in the industry. Prior to joining AI Cory was the Director of Events at Mining Media International, where he was responsible for launching new events and growing a portfolio of seven conferences and tradeshows in the mining and construction marketplace. Prior to his role at Mining Media International, he served as Vice President of Events for both Nielsen Business Media and F+W Media. In these roles, he managed several industry leading events: Kitchen/Bath Industry Show, Medtrade, and the HOW Design Conference. Cory is a graduate of the University of Georgia with a BBA in Risk Management/Insurance. ;http://www.leadscon.com/about-us------------------This episode is generously sponsored byThe Vanella GroupThe Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visitBuildPipeline.comor call 888-335-0340and by ValidarWhether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. From capturing leads at tradeshows to managing onsite registration, tracking session attendance, gathering feedback, and providing sponsors lead retrieval we have a full suite of solutions for you. Since 2005 Validar has been turning Corporate Events and Trade Shows into Better Business. Call 888 784 2929 or visit us atwww.validar.com

Too many companies  go to trade shows because their competitors are there and they fail to realize that shows create their most qualified leads.  Industry stats indicate it takes fewer touches to make a sale from an exhibit visitor.   If this is true, companies should be trying to go to as many shows as possible and the goal should be a high lead count of qualified prospects. In this program, Victor Kippes, President of Validar will describe the Five Ways to Increase Qualified leads by 300%. The host is Jim Obermayer.Since 2005, Validar Inc. has helped B2B event marketers better understand and articulate their value. Validar’s goal is to close the loop between event marketing and sales by enabling through technology the ability to driving relevant activity to sales while measuring the performance of each customers event marketing campaigns. With Validar you can now truly understand the economic value of your event marketing efforts.Whether you’re producing a seminar series, user’s conference, lunch and learn, or exhibiting at a tradeshow, If  the primary purpose is generating renewed interest in your products and services, Validar is the perfect fit.From capturing leads at tradeshows to managing onsite registration, tracking session attendance, gathering feedback, and providing sponsors lead retrieval they have a full suite of solutions for you. These tools deliver useable data that supports your goals and measures your performance against measurable, actionable objectives. Validar will always provide 100% effort in understanding your event marketing goals and objectives, and our promise is to meet or exceed your expectations at every event.Call Validar at 1-888-784-2929 or text the word Validar to 878787 to learn more.------------------------------------This episode is generously sponsored by The Vanella GroupThe Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms. The Vanella Group supports firms from Fortune 500 companies to startups.  To learn more, visit BuildPipeline.com or call 888-335-0340

Can Artificial Intelligence Find your Next Customer? If salespeople don’t pursue leads, and the run-of-the-mill marketing automation system is mediocre in pursuit (but better than reps) and the average CRM system tracks but doesn’t qualify, some people say the answer is applying artificial intelligence (AI) to the issue.  AI is said to be different from autoresponders in that the system interprets intention and sentiment, avoids lost leads, and helps to surface those that intend to buy.  In the interview Alex Terry, CEO of Conversica and Carl Landers, Senior VP and CMO at Conversica help clear away the mysteries of AI and its application to sales lead management qualification.  About time.

Book Review with the Author: Maximizing Lead Generation: The Complete Guide for B2B MarketersAuthor Ruth P. Stevens is interviewed on August 13, 2015, 10:30 Pacific time by SLMA Radio Host Jim Obermayer about her book Maximizing Lead Generation.   We will discuss her step by step lead generation recommendations, see if the top media options have changed in the time since the book was published and if her predictions on the ways lead generation is going to evolve has started to come true. About the book: Maximizing Lead Generation: The Complete Guide for B2B MarketersPaperback, 11 Chapters, 199 pages plus indexThe Case for Lead GenerationCampaign PlanningThe Marketing DatabaseCampaign DevelopmentCampaign Media SelectionResponse Planning and ManagementLead EqualizationLead NurturingMetrics and TestingThe Fast Evolving Future of Lead GenerationAvailable on Amazon and Que PublishingList Price: $44.95  Que $26.99  Amazon: $15.85  Also available as a Kindle book.About Ruth P. StevensRuth P. Stevens consults on customer acquisition and retention, teaches marketing at business schools in the U.S. and abroad, and is a contributor to HBR.org, AdAge, Biznology and Target Marketing Magazine.  Crain's BtoB magazine named Ruth one of the 100 Most Influential People in Business Marketing.  Her newest book is B2B Data-Driven Marketing: Sources, Uses, Results.  She is also the author of Maximizing Lead Generation: The Complete Guide for B2B Marketers, andTrade Show and Event Marketing, and co-author of the white paper series, "B-to-B Database Marketing."  Ruth is a director of the HIMMS Media Group and the Business Information Industry Association.   She also serves as a mentor to fledgling companies at the ERA business accelerator in New York City.  She is past chair of the DMA Business-to-Business Council, and past president of the Direct Marketing Club of New York. Ruth has held senior marketing positions at Time Warner, Ziff-Davis, and IBM and holds an MBA from Columbia University.  Learn more at www.ruthstevens.com.