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Sales Lead Management Radio

Dec 2017

How Companies Are Using Databases to Improve Sales & Marketing Productivity


The competitive edge of success for B2B and B2C marketing and sales departments today is undoubtedlythe databases the company uses, maintains and accesses.  It isn’t an understatement to say it’s all about the database.  Good databases save marketing budgets, increase salespeople’s measurable productivity and lower the cost of customer acquisition.  Our guest to discuss how this is accomplished is Anna Fisher, Senior Director of Marketing at ZoomInfo.  Anna, who has been voted the most inspirational leader in the Lead Generation category of the Sales Lead Management Association’s annual 40 Inspiring Leaders election tells us why the database you use can make a difference between success and failure. The host is Jim Obermayer.

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Feb 2017

How to Increase Sales by Automating the Lead Management Process

250-SLMARADIO-20170202-delacruz.jpgGuy De La Cruz reprises his appearance on SLMA Radio as we tackle the ever evasive end game of automating the sales lead process.  In his last program on July 26,  2016, Guy discussed the subject  Why Sales Lead Management Workflow Can Increase Sales 30%.  This time we delve deeper into the subject to discuss the 5-6 actions marketing can take to painlessly automate sales lead management.   The host is Jim Obermayer.

About our guest Guy De La Cruz Read the rest of this entry »

Jun 2016

How to use Marketing Automation to Follow a Longer B2B Sales Cycle

Long Sales Cycles are difficult enough for salespeople to keep top of mind, much less gearing up a marketing automation program to do it for you. Too many marketers are so short of content that the longer the sales cycle the more likely that the content and communications may be lacking in specificity for each prospects need.  During this live program, Fred Yee, CEO and founder of ActiveConversion discusses how to use the “smarts” in marketing automation to your advantage for long sales cycles. The host is Jim Obermayer.


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Jan 2016

How to Implement Sales Lead Automation

What is sales lead automation? Of course there is marketing automation and sales force automation, but sales lead automation? In this interview Gabe Buck, CEO and Founder of ClickPoint Software describes what sales lead automation is and what it can do to deliver more “A” quality leads. Mr. Buck will discuss approach that simultaneously delivers leads to field sales teams, call centers, franchisees, and lead buyers. He'll talk about how proper lead filtering can increase lead quality and delete up to 27% of the leads that are “bad.”

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Aug 2014

How salespeople spend their time can increase sales 29-49%

How salespeople spend their time (spend is the operative word) can make a staggering  difference in productivity (code word for ROI) of a sales rep.  Jorge Jeffery of Velocify shares the results of data collected from 400 companies and one million sales leads.  He tells the SLMA Radio host Jim Obermayer how to double conversion rates, (close more deals) and how to call leads more quickly. All of this comes from their recently released study: The Power of Prioritization.
About Jorge Jeffery
Jorge Jeffery joined Velocify in 2011 and is senior manager of strategic intelligence. Jorge has been instrumental in mining data from the more than 1,500 sales teams that leverage Velocify’s solutions today. Insights gleaned help establish best practices for Velocify clients in order to maximize revenue potential.
About Velocify
Velocify is a market-leading provider of cloud-based intelligent sales software, designed for high-velocity sales environments. Velocify helps sales teams keep pace with the speed of opportunity and increase revenue by driving rapid lead response, increased selling discipline, improved productivity, and actionable selling insights.
The company has helped more than 1,500 companies across a variety of industries improve customer acquisition practices and sales performance. Velocify was recently recognized as one of the fastest growing companies in North America by Deloitte and a Best Place to Work by the Los Angeles Business Journal.
Sep 2013

Is the traditional sales compensation program for B2B dead?

SLMA Radio Host Jim Obermayer will ask Daniel Perry of Sales Benchmark Index the tough questions. 

  • Is the traditional sales compensation program of salary plus commission obsolete?

  • Are commissions dead as a motivator?

  • How much should the base salary be as a percentage of the whole package?

  • Is it time to change commissioned sales reps to just a salary?

  • Are draws again commission still used?

  • Are companies paying for sales lead follow-up? 

About Daniel Perry
Dan Perry is an industry thought leader with more than 25 years of experience in B2B field sales, sales management, and sales operations. Dan has delivered domestic and international results for companies such as: 
  • Hewlett Packard
  • Yahoo!
  • Epicor 
  • Terremark Worldwide
  • Dow Jones
  • Kronos
  • Intuit
  • CDS Global 
  • Ceridian 

Prior to joining Sales Benchmark Index, Dan held executive sales leadership positions 'making the number' at Aramark, Corporate Express, Lavi Industries and 3 Day Blinds. In these roles, he held global responsibility for sales strategy, market segmentation, demand creation, sales process, channel design, organizational structure, sales force capacity planning, and served as a member of the executive management committees.

Dan is an is adjunct professor at Pepperdine University for their MBA program specializing in Sales Management. He earned a BA in Economics from Illinois Wesleyan University.

Sales Benchmark Index 
Sales Benchmark Index provides sales consulting services to leading organizations across the private and public sectors. These companies are seeking to increase their rate of revenue growth. Unlike traditional sales improvement approaches, such as software implementations or skills training, SBI offers superior value because it relies on the benchmarking method to deliver results. This method of sales consulting allows for results to be delivered quickly with little organizational disruption and it is accomplished through the use of best-in-class diagnostic tools and solutions that are supported with verifiable truth. Each project is executed by the most experienced team of advisors in the industry.
Jul 2012

July 26: Tony Tissot of eTrigue Talks About the Marketing Automation Fear Factor

tony-tissot.jpgSLMA Interviews Tony Tissot, Senior Director of Marketing at eTrique.

The host of SLMA Radio, Jim Obermayer will ask Tony about the “marketing automation fear factor” that seems to grip marketing management that is considering marketing automation.  Obermayer will ask how eTrique helps companies justify the cost for marketing automation.  Plus, SLMA Radio wants the inside story of how eTrique increased one company’s web visits by 64%.   Hype or reality?  Tune in to hear for yourself.

About Tony Tissot

Tony Tissot (@TonyTissot) is in marketing at marketing automation leader eTrigue (@eTrigue).  After racking up two million miles as a senior marketing leader at a global 50 company, Tony opted to dive into the world of startups 11 years ago.  All have succeeded, including an IPO and two acquisitions.

In 2003 Tony began deploying early marketing automation systems for his marketing teams. He considers them a valuable force-multiplier and a necessary tool for short-staffed marketing and inside sales teams, as well as for large organizations looking to run sophisticated marketing campaigns for generating qualified leads. Tony started his career wearing a tool belt (without exposing anything obnoxious), but was pulled into sales and marketing because he loved discussing how technology works.  Tony also plays rockabilly drums with Los High Tops (@LosHighTops), and now tries to avoid flying in aircraft with more than 4 seats.

About  eTrigue

Marketing and sales shouldn’t have to put up with groundhog’s day over and over. The eTrigue DemandCenter® marketing automation SaaS platform helps marketers build more successful demand generation programs that target, nurture and qualify prospective customers based on their "digital biography,” and give sales teams the real-time sales intelligence they need to identify, prioritize and effectively interact with prospective customers. eTrigue’s easy-to-use marketing automation products improve and accelerate the way marketing and sales teams generate qualified leads and close sales.

Jun 2012

June 21: Ken Krogue, President Inside Sales


Kenneth Krogue joined Sales in November 2004 and manages marketing, inside sales, channels sales and development. In this role, he is responsible for working with the chairman and chief executive officer to set the vision and strategy for the company as well as overseeing all day-to-day sales and marketing operations. Mr. Krogue brings more than 15 years of experience in sales, development and marketing in both domestic and international markets.

Prior to joining, Mr. Krogue was one of the original founders of UCN (NYSE:UCNN), where he served most notably as the Chief Operating Officer. Prior to UCN, he created and directed the inside sales division at FranklinCovey (NYSE:FC), a leading provider of time and life management training systems.

Prior to Franklin, Mr. Krogue's experience includes serving as Marketing Director for Infobases International, Inc., an information database company, and as Sales Manager for a Utah-based computer reseller. He attended the United States Naval Academy and earned a Bachelors degree in Psychology from the University of Utah.

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