Can Artificial Intelligence Find your Next Customer?
Alex Terry, Chief Executive Officer
Carl Landers, Senior Vice President and CMO
Book Review with the Author: Maximizing Lead Generation: The Complete Guide for B2B Marketers
Author 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 Marketers
Paperback, 11 Chapters, 199 pages plus index
- The Case for Lead Generation
- Campaign Planning
- The Marketing Database
- Campaign Development
- Campaign Media Selection
- Response Planning and Management
- Lead Equalization
- Lead Nurturing
- Metrics and Testing
- The Fast Evolving Future of Lead Generation
About Ruth P. Stevens
Ruth 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.
Companies create new prospects every day, while often ignoring that salespeople give up on most prospects within 1-2 phone calls and in less than 30-60 days. They move on to the low hanging fruit of short term buyers and ignore that research shows that 75% of the purchasing decisions are made in the 4th to 12th months. In this interview with Chris Lynde, CEO of dbSignals he tells how to maximize the leads you have already. The host is Jim Obermayer.
Linda currently serves on the Mayor’s Council for the Arts for the City of Philadelphia, is a Director of the Pennsylvania Academy of the Fine Arts, and a Director of the American Poetry Review. She served on the United States Small Business Administration President’s Council from 1991 to 1993.
Michael Falkson, founder of eti Sales Support makes the case that those that ignore branding do so at their peril. He believes too many marketing manager's think that branding is an expensive exercise that has few measurable benefits for the small to mid-sized company. Falkson argues that branding and its benefits make the sales process much easier and he tells us how to do it. The host for this show is Jim Obermayer.
Michael Falkson, Founder & CEO
Founder and CEO of eti Sales Support, Michael Falkson leads the company's strategic direction.
An entrepreneur at heart, Michael emigrated from South Africa in 1987 to establish eti. eti is a premier B2B Sales and Marketing support agency. eti has been a leader in the field since the company's inception, innovating and deploying cutting edge technologies, which include stateoftheart CRM, PRM and Marketing Automation solutions geared towards maximizing sales productivity.
Prior to leaving South Africa, Michael was the CTO for Effective Letters Pty. Ltd, SouthAfrica's leading Direct Mail Marketing agency, and CEO and founder of ETM Pty Ltd, which was the largest Call Centre operation in the country at that time. He was also the founder and Chairman of SATA (South African Telemarketing Association) until emigrating to the US.Michael studied at the University of Witwatersrand in Johannesburg and the Hebrew University in Jerusalem.
About eti Sales Support:The Sales Lead Generation Company
Whether you're just beginning to grow your business or you already have a thriving national or global business, eti has the resources, the experience and the services to help you expand.We're a leading business-to-business sales support agency specializing in programs to maximize clients' direct marketing and sales growth nationally and globally.
Founded in 1987, we have a record of success in increasing clients' sales with New Customer Acquisition as the most important aspect of our many sales driven services. Our Business Developers are college-educated with most having extensive previous business experience. Our clients profit fully from their successful abilities in conducting sophisticated programs that require knowledge, intelligence, business insight and communication skills to produce the best results. Our core competence is in consultative business development, primarily for clients with complex products, services, and value propositions.
- To grow client sales by maximizing sales productivity.
- To provide high-quality, responsive, (global) business-to-business sales support services via a growing pipeline of sales opportunities.
- To provide leading-edge, real-time reporting and analytics that offer clients optimum control and accountability to maximize returns on their marketing investments.
- To provide highly effective leadership and support for integrating sales and marketing campaigns.
Sales Lead Generation Services include:
- Sales Lead Generation
- Appointment Setting
- New Customer Acquisition
- Customer Retention
- Customer Development and Growth
- Upsell and/or Cross Sell
- Full Account Management
- Build and Nurture Client Relationships
- Special Promotions Announcement
- Channels Motivation and Management
- Dormant Account Revitalization