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Sales Lead Management Radio

May 2018

When Corporate Arrogance Bulldozes Marketing’s Good Judgement

Listen on iTunes while hanging upside down!


A little bit of success, can breed arrogance and poor judgment in many fast growing

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Sep 2017

How to Improve Your Nurture Content with Neuromarketing Principles


DemandGen International Founder David Lewis, author and DemandGen Radio host, shares with us thoughts on Neuromarketing (aka Nueroscience) and six principles he applies to programs with his clients.  David has studied the science of Neuromarketing and its application to content delivery for prospects.   The host is Jim Obermayer. Read the rest of this entry »

Aug 2016

Four Reasons Why Lead Nurturing is Essential.

Nurturing leads is not new, but is has become an essential, not an optional opportunity, for every B2B company (and also considered purchase B2C products).   It should be considered essential, because essentially salespeople aren’t following up leads any better than they did when lead nurturing first appeared in the 90’s.  In the program this week, DemandGen founder and CEO David Lewis discussed why lead nurturing is no longer an option using four arguments than cannot be denied.  The host is Jim Obermayer

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Mar 2016

Should leads be reassigned if a rep fails on follow-up?


Sales lead follow-up by direct or indirect representatives continues to be the most aggravating, difficult, madding, and frustrating issue confronting sales and marketing management. Management demands, threatens, screams and begs salespeople to do their jobs and follow-up expensive sales leads given to them, and failure is their reward 75-90% of the time. In this interview with Jerry Troke, CEO of Marketnet, host Susan Finch and Jerry tackle the issue of simply reassigning sales leads to someone that cares instead of pursuing the impossible dream.
About Jerry Troke
Jerry Troke is an entrepreneur and sales/marketing executive with more than 35 years of experience across several industries in b2b markets.  Jerry received multiple degrees from Purdue University before joining Rockwell Automation (formerly Allen-Bradley Co) in 1978.  After his twenty-plus-year career with increasing responsibilities at Rockwell, he moved on to challenging opportunities with Stiles Machinery in the woodworking machinery industry, and Behler-Young and Heat Controller in the heating/ventilating/air conditioning industry, gaining perspective through working for both manufacturing and distribution companies.  In 2014, Jerry spearheaded the acquisition of MarketNet Solutions, currently serving as its president and owner.  Jerry resides in western Michigan with his wife, Sue, where they enjoy sailing on Lake Michigan.  He can be contacted at [email protected]
About MarketNet
MarketNet specializes in Lead Management and Digital Marketing. We help our clients move leads through the sales cycle with lead capture, content creation and lead distribution. Our process helps you save time and money by knowing when your leads are ready to be contacted and knowing what touchpoints and products they are interested in.
“No lead left behind” is more than a slogan to us. It’s a deep-seated operating philosophy. Every sales lead represents an opportunity for you and for us. For you, it’s more business. Not only today, but hopefully for the future as well. For us, it’s a chance to deliver a great customer experience on your behalf. We pay attention to every sales lead. Our systems and processes leave nothing to chance. Using our Lead Management process, we work with you and your channel partners to make sure no one is left unattended. No lead is left behind.
Not sure what Lead Management is? Yes, it may seem like a world of acronyms, fictional scenarios, and hypothetical questions. We bring it down to earth; we make it understandable and most importantly, we make it work. And it’s our passion (not many people can say that). We’re leaders in making Lead Management a key part of revenue generation, especially for clients who go to market through dealers or a mix of dealers and direct sales offices. So feel free to chat, call, email, or reach out to us through social media. We can help. Learn more about MarketNet at


This episode is generously sponsored by adView.cfm?id=383The 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 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. 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 at
Nov 2015

90 Days to Increase Sales 30% - Show Me!


Increasing sales by 30% in 90 days is a bold statement and we asked Mike Hollison, CMO of how it can be done.  Of course following up all leads increases sales, but claims its self-learning engine drives predicative sales communications and engagement which combined with rep motivation results in dramatic sales increases. Prime questions: How does the Neuralytics® program work?  How soon can results REALLY be seen. What is the basis for the claim in increased sales?  What does it cost and what are the contractual expectations from clients?  The host is Jim Obermayer

This is a replay.

About Mick Hollison

Mick Hollison joined in June 2013 with over 20 years of experience in technology marketing, product management and sales. Currently, Mick oversees all marketing efforts including public relations, content marketing, paid advertising and website conversion.

Previous to, Mick spent 7 years at Citrix, a $2.6B company, recently serving as global vice president of marketing and strategy, leading integrated product marketing and strategy. He was responsible for integrated product messaging, solutions marketing, and marketing strategy and led the development of pricing, licensing and packaging across all Citrix product lines.

Prior to Citrix, Mick spent two years at Microsoft where he was responsible for the development and delivery of marketing messages targeting C-level executives. During his tenure, he led a worldwide network of nine executive briefing centers delivering over $4 billion in influence revenue per year, and produced customer events such as the Microsoft CEO Summit. Before joining Microsoft, he spent 13 years with IBM in a variety of executive product line roles. 

About Inside Sales offers the industry’s leading sales acceleration platform built on Neuralytics®, a predictive and prescriptive self-learning engine that drives revenue growth by delivering an optimized experience for both salesperson and buyer. The platform fuels sales rep performance and provides buyer personalization with breakthrough innovations in predictive sales communications, gamification and sales hiring. Customers: Over 2,000 • Employees: Over 700 • Locations: Worldwide headquarters in Provo, Utah, with European regional headquarters in Reading, UK; additional offices in San Mateo, California and Salt Lake City, Utah. In May 2015, the company announced its acquisition of C9 Inc., based in San Mateo, California, to extend its predictive capabilities from sales prospecting to sales forecasting for opportunities and accounts. And earlier in the year, the company hired top executive talent including Chief Customer Officer and President of Worldwide Sales Jim Steele and expanded its company footprint beyond U.S. borders into Europe.


This episode is generously sponsored byThe Vanella Group
The 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 888-335-0340

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. 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
Jul 2015

4 Ways Queue-Based Lead Management is Shaping Inside Sales

As the shift to insides departments grows while the number of field sales reps shrinks, the C-Level managers are doubling-down on expectations of  inside sales productivity. It isn’t enough that the number of prospects and customers spoken to on a daily basis quadruples for inside vs. outside reps. Nor that the average cost per inside rep is only 50-60% of the outside rep total compensation.There is a constant pressure for increased sales productivity in the face of high rejection rates while the count of salespeople per manager continues to grow. 
The answer everyone suspects is a technology boost that helps the ISR manage their workflow and this is all driven by the relatively new science of queue based lead management. In this unscripted, sans PowerPoint program, Kevin Thornton, EVP of Vanillasoft explains to the SLMA Radio Host Jim Obermayer how queue based lead management makes the difference between success and failure for any company with high lead volumes and inside sales people.
Kevin Thornton
A strategic, global sales & marketing executive, Kevin’s career spans over 20 years leading sales teams that have generated over $1B in software sales. Kevin has forged dozens of strategic partnerships and has executed the go-to-market strategy for hundreds of leading software solutions through multiple channels and regions.As Executive Vice President, Sales & Marketing for VanillaSoft, Kevin is responsible for accelerating global customer and revenue growth and overseeing all new customer engagement and acquisition strategies. Kevin’s key areas of focus are SEO & Social Media Marketing, Business Development, Channel & Alliance Partnerships and Demand Generation.
Prior to joining VanillaSoft, Kevin served as Senior Vice President Sales & Marketing, Americas at Corel Corporation where he was responsible for all regional sales, marketing, alliances, and business development activities. Prior to Corel, Kevin served as Senior Vice President Sales for Sage Software’s Small Business Division. Kevin resides in Dallas, Texas and is an honors graduate of the University of Ottawa in Ontario, Canada.
About VanillaSoft
VanillaSoft is the industry's leading software for sales-by-phone professionals. VanillaSoft’s intuitive and easy-to-use inside sales software takes the best of CRM, Lead Management, Telemarketing and Appointment Setting applications to create the most productive phone sales environment available today. 
The VanillaSoft platform allows customers to see increased productivity, higher contact rates, and sales accountability in ways no other sales-by-phone solution does.  VanillaSoft’s queue-based lead management takes sales to a whole new level: it’s Sales to the Power of the Queue. Through queue-based lead management, inside sales organizations see increased productivity, gain performance visibility, and realize a greater ROI on leads.

Commercial  sponsors on SLMA Radio include: The Young CompanyThe Vanella Group and Vanilla Soft.

May 2015

How does iContact Pro measure marketing program success?

Every marketer worth his or her salt is on the hunt for marketing tools that yield an ROI for lead generation campaigns.  In this SLMA Live program and podcast replay we discuss with Geoff Alexander – President of iContact how they have made the necessary changes to iContact in their new Pro Program to help marketers not only communicate more efficiently but measure their program’s contribution to sales.  The host is Jim Obermayer.
About  Geoff Alexander – President, iContact
Geoff Alexander oversees iContact’s day-to-day business operations, including strategic direction, revenue, sales, services, and marketing. Alexander has 20 years of experience in management, marketing, product strategy, revenue optimization and business development with a concentration in business-to-business online/software-as-a-service (SaaS) applications. Prior to Cision and iContact, he held key management positions at a variety of innovative technology companies ranging from venture-backed startups to the Fortune 500 list.
Alexander holds a Bachelor of Business Administration from James Madison University. He is also a board member for the North Carolina Technology Association, and regularly advises early and mid-stage startups. Follow him @iContact.  919-957-6150

About iContact

Since 2003, small and medium businesses worldwide have achieved significant results by turning to iContact’s best-in-class email marketing solutions and knowledgeable team members. Made scalable to serve the needs of high-volume senders, professional marketers, and businesses new to email, iContact’s easy-to-use technology ensures that every customer has what they need – whenever they need it – to succeed. Headquartered in Morrisville, NC, iContact is an award-winning company in the Cision family of brands.
Jun 2014

How do salespeople stay relevant when buyers are liars and evasive?

The Barriers Salespeople Face in Following-Up Sales Leads

Richards Brock is interviewed by SLMA Radio host Jim Obermayer as they discuss the increasing difficulty of salespeople being able to have meaningful discussions with inquirers.  Are salespeople marginalized as the buyer becomes easily educated about products without the benefits of a salesperson?  How does the salesperson stay germane in a game where the buyer is often evasive and dishonest about their intent?    


About Richard Brock


Richard Brock is a tech-savvy, entrepreneurial software development professional with over 30 years of experience in CRM Solutions and deep roots in Marketing Automation. He is the co-founder and CEO of LeadLife Solutions, a provider of an on-demand lead management solution that drives revenue by bundling state-of-the art marketing automation technology with lead management systems to maximize sales opportunities. He is a board member of the Technology Executives Roundtable, mentor to various technology companies and Founding Father of CRM. 

Richard pioneered the Sales Force Automation space by starting Brock Control Systems (Firstwave Technologies), which became the leading provider of web-based Customer Relationship Management applications.

About LeadLife Solutions

LeadLife was founded and designed by experts with lots of sales, marketing and customer relationship management experiences. We understand the pressures placed on sales and marketing departments to hit numbers.

Whether it’s a sales execution tool, a marketing automation solution or both, LeadLife’s proven platform provides companies flawless execution of their marketing and sales strategies.  And we are there to help.

About Sales Talk Technologies


By the time you get an opportunity to speak with the prospect, they have all kinds of information and preconceived ideas about their needs and the solutions that can meet their needs. So, you need a way of seeing what they’ve done and aligning your conversation with theirs. Unlike other software, SalesTalk is part of a proven platform that interprets the seller’s conversations through a click or touch technology and is combined with the prospect’s digital behaviors, providing consistent execution of your company’s sales strategy.


The story-so-far feature within SalesTalk allows you to do just that. SalesTalk’s story-so-far feature is unique because it delivers critical data by tracking the timing and flow of every interaction with a prospect – each and every digital and conversational behavior is logged complete with time spent.

All information within the story-so-far is synchronized behind the scenes with a company’s CRM system.

Increase your win to forecast ratio – making sure sale reps are aligning their conversation with their prospects and knowing what your prospect is interested in. Sales management get what they need from their CRM system without sales reps doing any extra work. It’s about better sales call each and every time so your reps can sell more.

Apr 2014

Sales Managers Suck at Taking Responsibility

In This 25 minute discussion, Jim Obermayer gets Velocify CEO Nick Hedges opinion as to why sales lead follow-up is so dismal, and why sales manager’s appear to not take responsibility in making it happen. 

Jim says, "The premise is that millions of dollars are spend on lead generation and 75-90% of all inquiries are not followed-up. This means 75-90% of the marketing dollars are wasted and there are huge opportunity loses when sales fails to talk to potential buyers. 
We have traditionally blamed salespeople, but to follow-up or not is a strategic decision and part of every manager’s responsibility when his/her people fail in this most basic skill."


About Nick Hedges: 
Nick Hedges is president and CEO at Velocify and a 15 year veteran of the Internet and software as a service (SaaS) industry. Nick joined Velocify in 2008 as SVP of business development and then held various roles at the company, including head of sales and chief revenue officer, prior to becoming CEO in 2011. 
Prior to Velocify, Nick was a case team leader at Bain and Company, where he led strategic assessments in the technology, consumer products, media, and private equity industries. Prior to Bain, he was the CEO of an online marketplace for the global soft commodity industry that provided trading and logistics services to companies across Africa, Asia and Europe. The company was one of the few early dot-coms to generate healthy revenue and was a forerunner of SaaS technology. Earlier in his career, Nick worked at Andersen Consulting (now Accenture) on Internet and process-reengineering projects and at Ogilvy and Mather Advertising as an account manager for big brands, such as Kodak and Ford Motor Company.
Jan 2014

Art of Social Selling and Realty’s Changing Face of Lead Generation

Susan Finch will be be interviewing Shannon Belew about onilne marketing and her new book, The Art of Social Selling.

Our second guest is Wade Perry, Managing Broker, ABR, CNE,e-PRO, GRI, SFR

Susan's second guest is Wade Perry of Coldwell Banker, Devonshire in Colorado. He has been in this industry for over 20 years. The designations after his name begin to paint the picture of his dedication to continue to learn and do better in this industry. His success as a managing broker is living proof. 

A bit about Shannon, in her own words:
"I fit into almost all of the above categories. A specialist in online marketing and author of the best-selling book, "Starting an Online Business For Dummies All-in-One" 3rd edition, 2011 (Wiley Publishing), I have owned both offline and online businesses, written and blogged about online business, social media trends and tech for nearly two decades, and I am always up for learning more in this always-evolving industry. "

About the new book, The Art of Social Selling:

Social media platforms such as Facebook, Twitter, LinkedIn and Google+ (yes – even Google+) are changing the way consumers are buying.  Learning to tap into these online social media communities is now a must – and social selling should be another  necessary part of your sales strategy. That's because the traditional sales funnel has changed for both B2B and B2C companies, thanks in large part to the unlimited access consumers have to  information. In fact, consumers are often 70 percent or more through the buying process by the time they first contact a salesperson. And much of that information is made available through social media.

Conquering the modern sales process and reaching buyers through social selling means that a salesperson must become a trusted adviser – building meaningful relationships through social media.

Connect with Shannon: Google+ Twitter and LinkedIn

Our second guest is Wade Perry, Managing Broker, ABR, CNE,e-PRO, GRI, SFR

Susan's second guest is Wade Perry of Coldwell Banker, Devonshire in Colorado. He has been in this industry for over 20 years. The designations after his name begin to paint the picture of his dedication to continue to learn and do better in this industry. His success as a managing broker is living proof. 

He will be talking about how the Real Estate industry has gone through major overhauls and must continue to evolve with the changing way people think about purchasing homes and property. Door hanger days are long gone and more relationships are cemented within the communities (farms) these Realtors serve.

Wade spends some of his time on Channel 9 talking about the market and touring homes. His first love is his family and coaching his son's teams.

Aug 2013

Modern prospecting dilemma when prospects are too busy to talk to you!

SLMA Radio host James Obermayer interviews author Rod Sloane, founder of the 8000 member Sales and Marketing Alignment Group. In a no holds-bared interview. Rod addresses how to talk to people who hide, evade, dodge, elude, skirt, shirk, equivocate and otherwise become invisible even though they have an expressed need.

Rod Sloane also produces the UK based “No-Bull Sales & Marketing Alignment Radio Show” available on He is a conference speaker who tackles how companies manage leads, create opportunities and generate revenue. Mr. Sloane is the founder of the LinkedIn Sales and Marketing Alignment Group that has over 8,000 members.

Author of ”Alignment, The Secret to getting your Sales and Marketing Teams Working Together” Rod says It is about your people, your language and your culture. Sloane has his own consultancy aptly named, Rod Sloan.
Apr 2013

Juliana Lukasik Director CEO of @largefilms on Mentoring

juliana-lukasik.pngSparking debate and fostering the next generation of professional women through advocacy, mentorship and business moxie is what Juliana Lukasik can bring to your next conference. You’ll want her unique perspective as a expert in high-profile, international product launches and a leader for the cause of promoting women in media. We wanted to hear more from her on the topic of mentoring and relate it to the sales and marketing industries. 

When SLMA Radio cohost, Susan Finch first heard Juliana speak, it was on a panel honoring the 20 Women of Influence in Oregon. It was sponsored by the Portland Business Journal. Mentoring professionals, especially women, is Juliana's passion.

The Sales Lead Management Association is always talking about lead nurturing, lead management and sales skills training. It is our responsibility to dedicate as little as 3% of our time to mentoring professionals and students to help them become the leaders we want to face in sales, as peers. How else will they learn best practices if not from those who go before them? Tune in to hear Juliana and Susan speak about the importance of mentoring in all industries.

A bit about Juliana Lukasik:

Juliana has been in the film business for over 20 years. She is in the minority three percent of women commercial directors. She graduated from Oregon State University with a Bachelors of Arts in Broadcast Communications. In 1999, she purchased Signature Films and changed the name to @Large Films. In addition to day-to-day management of the company and business development, Juliana has produced and directed projects that have won Emmy, Addy and Telly awards. As a child, Juliana was told by her father that there wasn't anything she couldn't do. She believed this to her core. She is also the President of the CEIC (Central Eastside Industrial Council). Along with her love of advertising, Juliana is currently in pre-production on a project about one of her favorite subjects, pet adoption.

Follow her: @julianalukasik View her LinkedIn profile.

Mar 2013

Smackdown McDade vs. Obermayer Do Salespeople Need More Leads?

McDade contends that salespeople need fewer leads. Obermayer contends that without sufficient leads companies die.  In this classic battle of opinions, McDade of PointClear pushes the edge in arguing that salespeople can get by on fewer leads that are qualified. Obermayer CEO of the SLMA says that is a pipe dream and a recipe for disaster. Maybe they are both right, or one is very wrong.  Listen and find out.

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Mar 2013

Be in the Right Place at the Right Time with Prospects


Susan Finch will interview The Vanella Group, Inc. CEO & Founder, Mari Anne Vanella about topics including “Filling in the White Space Between Conversations.” How can you recognize opportunities for a low touch dialog that is effective without pushing for a meeting or conversation the prospect isn’t ready for.

Mari Anne Vanella has over 25 years of sales and business management experience.  Mari Anne’s firm, The Vanella Group, Inc. has served the B2B technology community with teleservices-based lead generation services for 13 years.  Her clients list includes Hitachi, SAP, and many others. 

Mari Anne is an accomplished speaker, author, and thought leader in the sales and marketing domain.  Her blog, Insights into Cold Calling, features content for today’s enterprise sales teams and has thousands of readers.  She has spoken at Dreamforce both in 2011 and 2012, recently was featured in the 2013 WBO Sales Bootcamp as a speaker, and does a lot of work to further educate and modernize the approach companies take to long term pipeline development.    Her book “42 Rules to Cold Calling Executives” has been a bestseller on Amazon for several years.

Mari Anne has been named to the 20 Women to Watch in Sales Lead Management 2011, 2012 and has been nominated in 2013 - winners yet to be announced.

Jan 2013

January 10: Why you need interactive proposals and cost for doing it!

SLMA host Jim Obermayer interveiws Isaac Pellerin of TinderBox. Isaac will discuss why proposal creation is easier than ever before, why it should be software as a service and the cost involved in starting up and using proposal software.

isaac-pellerin.pngIsaac Pellerin is the Revenue Marketer at TinderBox, a Software as a Service that makes it easy to create, manage, and track interactive proposals. He loves a good story and enjoys working to enhance the way companies engage with their prospects and customers. He believes that marketing and sales are at their best when they have shared goals and metrics.

About TinderBox: TinderBox is an Indianapolis based software-as-a-service that helps you get to yes faster with a smarter, simpler, and more efficient proposal and marketing communications process—one that builds lasting business partnerships. Founded in 2009, TinderBox has become the choice for sales and marketing organizations such as Angie's List, Gannett, and Accenture Life Sciences to create compelling proposals that get to "yes".

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