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Sales Lead Management Radio

Dec 2013

Why is there so much lip service and so little action in Marketing ROI Reporting?

Is there really a marketing ROI?  Ruth P. Steven's tells the truth!"

SLMA Radio host Jim Obermayer interviews Ruth P. Stevens about the reality of the holy grail of proving marketing's return investment. 

  • Is it as easy as some say or as difficult as some others say;
  • Why aren't more marketers skilled enough to prove the ROI for lead generation (or branding for that matter).
  • What are the consequences of a marketer not being skilled in ROI reporting? 
  • What are the most often used tools for proving the return on results for marketing plans.

About  Ruth P. Stevens

Ruth P. Stevens's expertise in customer acquisition and retention derives from a decade and a half of hands-on marketing for both large enterprises and start-up companies. Just prior to beginning her consulting practice, she served as chief marketing officer at an Internet company in New York City. Before that, she had broad responsibilities for direct marketing at three corporate giants – IBM, Ziff-Davis and Time Warner.

She has been listed as one of the 50 Most Influential in Sales Lead Management in 2011, one of the 20 Women to Watch in Sales Lead Management in 2012 and 2011. Since going independent in the late 90's, Ruth has had a lot of experience with people who are on the fence with the decision of whether venturing out on their own is for them, or are they better staying with or seeking a firm to work for.

She will also help alert you as to the common mistakes people make when making this change without thinking it through all the way. This mistakes can make the difference between success and failure.

Jun 2013

Metric Every Sales Organization Should Know

SLMA host Jim Obermayer interview Billy Wilkinson, President of Invenio’s Telecommunications Division and tackles the tough subject of metrics that every sales manager should know.

Billy has over 16 years of leading strong sales and operations organizations from both Fortune 100 and startup companies.

In his current role, he is responsible for strategic accounts at Invenio.  Focused on delivering sales and exceeding quotas, Billy uses his sales, financial and operation skills to ensure clients are getting industry-leading results.  Billy’s collaborative style, data-driven, and relationship management expertise ensures a partnership-focused approach to every engagement.

Billy is a graduate of Schreiner University with a Bachelor of Business Administration and also holds a Master of Business Administration from Sam Houston State University.  He has served and continues to serve on numerous boards including:  The Wilkinson Center, the Human Rights Campaign, YouthLaunch, and Schreiner University.

About Invenio

Invenio Solutions is a full-service sales firm focused on high-quality lead development and outsourced sales services for B2B organizations. As our name conveys, we are committed to helping our clients reach, find and uncover profitable opportunities. Get market-leading results with Invenio's:

High Quality Lead Development and Sales Services

· Focused on quality, not quantity, our highly-trained sales team will fill the pipeline with actionable opportunities and fully qualified leads

Experienced and Passionate Workforce Driven by results, our executive team has 35+ years combined experience and our workforce is carefully selected, continuously trained and closely managed to maximize potential and ensure high performance consistency

Unique Process/Execution Thinking outside of the box, we have developed unique processes and sales methodologies proven to boost sales results

Flexible/Scalable Approach Operating using a scalable structure, we can expand teams on demand, ramp up quickly on projects and switch focus easily

Strategic Partnership Acting as a trusted advisor and partner, we bring strategy and in depth analysis into the process and proactively suggest new ways to improve results

Comprehensive Analysis and Reporting Providing a transparent view into operations and ongoing data analysis, our easy to access reports keep you fully informed and involved

Track Record of Success Committed to quick time-to-results, we understand the influencing factors to program success and consistently deliver quality results to our clients

Read about their history and  leadership team to learn more about the wealth of experience at Invenio.

Mar 2013

Why Sales Forces are Moving Inside – Kevin Thornton – VanillaSoft

KevinThornton_VanillaSoft.jpgHost Jim Obermayer will interview Kevin Thornton, EVP of VanillaSoft and discuss the trend (some would say tsunami) of sales departments that are moving from outside to inside positions. Thornton will debate differences in productivity, sales activities and how to measure ROI when going from outside to inside salespeople.He will tackle how to manage, motivate and control these new sales superstars. Using VOIP for the mobile workforce and the software that is more than simple CRM, Thornton will tackle how to help them manage their goals and workday. 

About Kevin Thornton As Executive Vice President, Sales & Marketing for VanillaSoft, Kevin Thornton is responsible for accelerating customer and revenue growth and overseeing all new customer engagement and acquisition strategies. 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. vanillasoft-crm-300x214.png
About VanillaSoft Founded in 2005, VanillaSoft provides its global client base with award-winning, cloud-based Lead Management Software for telesales and appointment setting. VanillaSoft customers benefit from increased productivity by deploying an award-winning, Best-In-Class feature set that includes next-best-lead routing, auto-dialing, on-board intelligent messaging, integrated e-mail, real-time lead distribution, live dashboard and digital call recording. Typical users realize a productivity increase of 30 to 100% over traditional CRM, creating an easy to justify ROI.
Feb 2012

Feb Shows: Shawn Naggiar, Kevin Miller, Jeff Pedowitz, Debbie Qaqish and Paul Mosenson

The Sales Lead Management Association (SLMA) weekly radio program (broadcast live at 5 PM PST each Thursday), announced the line-up for February’s SLMA Radio Programs. He will interview Shawn Naggiar CRO of Act-On Software on Feb 2nd, Kevin Miller CMO and Principle of SalesFUSION on February 9th, Jeff Pedowitz and Debbie Qaqish of the Pedowitz Group on Feb 15th and Paul Mosenson President of NuSpark Marketing on Feb 23rd. Read the rest of this entry »

Dec 2011

Dec 15: Lydia Sugarman of Venntive and Jim Obermayer on the Epidemic of ROI Discovery

This week's show features commentary by SLMA CEO, Jim Obermayer who will be speaking on the topic of The Epidemic of ROI Discovery, why marketers are primed to Talk ROI

Our guest is Lydia Sugarman, President Venntive.  Will Crist and Jim Obermayer will talk about the Top Ten winners of the 50 Most Influential People in Sales Lead Management for 2011.

lydia-sugarman.jpgLydia Sugarman is president at Venntive, a groundbreaking, comprehensive customer engagement platform that is replacing traditional model of multiple applications that require integration for a complete overview. One platform, one login, democratizes information throughout the organization by delivering immediate benefits at reduced risk, cost, and time.

Venntive is pioneering a new category of business software with its true all-inclusive platform that naturally introduces processes, systems, and collaboration that scales as your organization grows.

Ms. Sugarman, an experienced sales and marketing professional, has been helping clients from start-ups to Fortune 10 financial services companies to build awareness in the online space for more than fifteen years.

Offline, she avidly pursues cycling, swimming, hiking, reading history, great food, and great wine.

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