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Sales Lead Management Radio

Sep 2021

Training for and Playing to Our Strengths to Plow by the Competition


Do you try new skills, and if you aren't great from the start lose interest? Or, do you take it as a challenge to succeed by finding an alternative path? There is no wrong answer here, but you need to know which you do and why. VisionEdge Marketing's President, Laura Patterson gives us a great illustration as she talks about training for triathlons, despite being a weak swimmer.  Here how she applies this to our continuing conversation about changing patterns to break or prevent bad habits.

If you missed the first part of this conversation, you can listen here:

Changing patterns vs habits, and flipping the script because we can

Aug 2021

Changing patterns vs habits, and flipping the script because we can


In this episode Susan and Laura cover four actionable items to change patterns, versus changing habits. What can you control? Here are four ideas to take control and gain an edge in business and life. This was taken from a recent blog post by today's guest, Laura Patterson, President, VisionEdge Marketing. She and Susan drive through this hard truth list. You either embrace it and expand your effectiveness, or freeze in place with no desire to change your approach. If that's you, you can now choose to mix it up, or be left behind.

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Jan 2020

What You Don’t Teach in Sales Training That Guarantees Failure


When sales reps are hired, they are often tested for sales skills and personality traits. References are checked, previous employers called, they are trained on the products and considered ready to sell. Yet, the number one skill is overlooked: the ability to engage. There is seldom, if ever, engagement training.

Because they did well in the interview, the sales manager oddly enough assumes the new sales representative has the ability to engage with the most important tool they have, the telephone; that’s where the wheels come off the sales cart. It can take a company six to nine months before they realize the rep may know the product, but can’t get a conversation going with a prospect. 

In this program, host, Mari Anne Vanella, author and CEO of The Vanella Group tackles the little thought-out point of failure for most organizations: The Physiology of Engagement and how to train sales reps to succeed. Yes, she admits, its part art and a lot of process for reps to have a peer level conversation, but it can be done.  She covers:

  • Why calling skills are over-looked in sales training.
  • How to make a peer-level call
  • Why it’s easy to start call in an apologetic (bad manner)
  • Why reps have to be taught granular calling skills and adhere to a work structure to be a success
  • Why the art of conversation can be teachable

 Listen and learn.  


The Vanella Group   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

Outstanding Outbound is hosted by MariAnne Vanella of The Vanella Group which is a program on the Funnel Radio Channel. The Vanella Group is the sponsor of Outstanding Outbound

Sep 2019

How New Salespeople Build a Repeatable, Daily Framework for Success


There is no secret sauce to being successful in sales. It all starts with building a consistent, repeatable, scalable daily activity framework that ensures you do what needs to be done.

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Jan 2019

The One Thing Needed for Sales Coaching


Every sales rep needs coaching, no one is ever too good not to improve and grow. But one-fits-all approaches to sales coaching is often a short-term method that is usually a long term failure. In this program, David Kreiger, president of Sales Roads reveals how he has solved the sales coaching challenge with great success by using the “One Thing” model.

About our Guest David Kreiger

David Kreiger is the Founder and President of SalesRoads, a business-to-business appointment setting, lead generation and sales outsourcing company. He has been named as one of The Most Influential Leaders in Sales & Lead Management by the SLMA the last four years in a row. 

SalesRoads Overview

SalesRoad’s focus is on developing and implementing high-quality, professional, business-to-business inside sales teams for its clients with its turn-key solutions.  These include recruiting, training and retaining highly skilled workforces, developing powerful call approaches, rebuttal strategies and leveraging the latest technologies to build pipeline, increase sales and lower its clients’ costs per sale.  For more information you can visit SalesRoads at or call them at 800-836-4033.

Also of interest:

For more valuable advice, access the Sales Road Blog here 

Nov 2018

Failure of Salespeople is Self-Imposed by Companies


Andy Paul, author and founder of the Sales House says that the sales profession is in a self-imposed crisis. Companies spend freely to hire salespeople only to find them fail and then they simply fire them and hire more like them.

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May 2018

New Book on Sales Enablement from Co-Author Byron Matthews

Listen on iTunes while pretending to watch baseball 


Sales Enablement has the promise and research behind it to explain why this book is more than a new just a sales process. Book co-author Byron Matthews discusses why he and co-author Tamara Schenk set out to define the many facets of sales enablement into an understandable framework for success.  The host is jim Obermayer.   We discuss:

  1. The many facets of Sales Enablement
  2. Define the Sales Enablement Charter
  3. Enablement Operations
  4. Measuring Results

About the Author Byron Matthews

Byron Matthews, President and CEO, leads Miller Heiman Group’s commitment to championing customer-management excellence throughout the customer life cycle and across the enterprise from one source. Byron brings to bear in his role a firm grasp of providing organizations worldwide with an expanded, holistic approach for developing and managing, and sustaining, long-term customer relationships.

Byron’s depth and breadth of prior experiences include serving as Senior Vice President of Sales at Aflac, where he led over 30,000 sales professionals across multiple channels, and over five years at Mercer as Global Sales Leader and Global Head of the Sales Performance Practice, where he grew revenue over 30 percent.

About Miller Heiman Group

Miller Heiman Group is the global leader in providing organizations the sales methodology plus technology to drive revenue. The organization consults with successful brands, both large and small, to implement training, technology and coaching that drastically changes business outcomes. Through a combination of system innovation, unique industry research and proven learning approaches, Miller Heiman Group is future-proofing clients through the next wave of sales disruption. For more information, visit

About CSO Insights
CSO Insights is the research division of Miller Heiman Group, dedicated to improving the performance and productivity of complex B2B sales. The CSO Insights team of respected analysts provides sales leaders with the research, data, expertise, and best practices required to build sustainable strategies for sales performance improvement. CSO Insights’ annual sales effectiveness studies, along with its benchmarking capabilities, are industry standards for sales leaders seeking operational and behavioral insights into how to improve their sales performance and to gain holistic assessments of their selling and sales management efficacy. Annual research studies address sales and service best practices, sales enablement and sales performance optimization. For more information, visit


Sponsor for this show:

adView.cfm?id=396SLMA Radio Sponsorship

 Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. Call 888 784 2929 or visit us at

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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Apr 2018

Author David Cook: How to Be A GREAT Salesperson…by Monday Morning

Listen on iTunes while you should be doing your sales forcast!



Sounds too good to be true, and yet it appears it isn’t as I have already tried some of David’s techniques and been rewarded.  In his book, How To Be A GREAT Salesperson…by Monday Morning!

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Jan 2018

How Jill Konrath Reframes Problems

Listen on iTunes while driving a race car 

In this 2 minute and 16 second segment from her interview on the Five Most Important Things She has Learned in Busienss and Life, Jill Konrath talks about how she redefines a problem by turning it into a challenge. This is number three of five extracted from her interview “The Most Important Things Jill Konrath has learned in business and life.”  Hear the full interview here

Konrath’s sincerity comes through in this heartfelt advice.


The full interview contains: 

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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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Nov 2017

How to train your reps 75% faster – A Case Study

20171130-tweet-green-benson.jpg Training new sales representatives is generally either too fast and they learn very little that immediatelyhelps them, or too slow which delays them getting into the field. Either way can lead to a show start and delayed productivity. In this interview, guest host Steve Benson discusses how Badger Maps enabled Colonial Life to speed up the training process.  Steve will interview Derrick Green of Colonial Life.

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Nov 2016

Secrets for Managing New Sales Reps for Early Success

250-SLMARADIO-20161117-reflektive.jpgManaging sales reps is not most people’s favorite job.  Getting the reps to perform early is a special talent.   Too often salespeople languish in the startup phase and deliver little in their first six months to as long as a year.  In this program we talk with Reflective’s Ben Nachbaur and Cindy Shibutani about the secrets to getting early performance wins from new hires in sales. The host is Jim, Obermayer

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Aug 2016

3 Ways to a Perfect Sale Demo

You train the sales reps and send them forth and the first stumbling block is demonstrations of your product. Certainly the reps do dry runs in training, managers listen in for the first few live demos and then the reps are off on their own and God only knows what happens. In the program this week Steve Richard, co-Founder and CRO of Exec Vision we discuss the three ways you can be sure to have a great sales demo. The host this week is Jim Obermayer. 

About our guest, Steve Richard

Steve's mission & life's work is helping sales professionals become wildly successful. Each of the three companies Steve's played a founding role in exemplify this dedication to the betterment of sales organizations.

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Apr 2016

The Single Biggest Mistake Every Sales Person Makes

Salespeople must to learn dozens of different skills to be successful.The most accomplished salespeople have refined each of the talents, one after another, until they are consistently selling (think telephone skills,appointment setting, presenting, technical knowledge, persistence, in person communication, benefit presentations, probing questions, closing and negotiation to name a few). But there is one skill that separates winners from losers and Jeff Smith will share that in this program with host Jim Obermayer.

About Jeff Smith:
Generate. Follow up. Succeed.
As CEO at Lead Generation and Management Solutions, these words are Jeff’s mantra…and mission for each of his clients.Jeff Smith is a seasoned business executive who has been a key player in more than 20 successful business start-ups in markets including entertainment, telecommunications, Internet, finance, software, online services, information publishing, business services, business consulting, customer satisfaction, reputation marketing, ROI tracking, business coaching and sports training. Throughout his career, he has re-invented himself in a variety of different markets by focusing on the key principles of success.
Smith’s primary focus today is on helping clients solve their lead monetization problems by implementing intelligent automated lead generation and follow up solutions.

Like you, we all lead hectic lives with many distractions. Work. Home. Distractions from every corner of our daily lives. The result is we never have enough of our most precious resource…time. When we lack time, we often fail to focus on two of the most important aspects of our business success. Generating high quality leads that reach out to us - and following up on our leads in a professional and persistent manner until they are ready to buy, partner or whatever we consider success.
As an author Jeff has written two best-selling books on Amazon. “Profitable Internet Marketing for Dental Practices - How to Get More New Customers Than Your Competition” and “Winning with Reputation: 12 Key Strategies to a Stellar Online Reputation.” Jeff is a guest that will entertain, educate and inspire your listeners to grow, overcome challenges and succeed.
Will Berger, Founder, LeadOutcome said, “Jeff is an expert in lead generation and follow up. He knows the value of the advice he’s giving because he follows it every day and benefits from the results it produces.” 

Jeff Smith, CEO, Lead Monetization Solutions


This episode is generously sponsored by adView.cfm?id=383The Vanella Group, Inc.-- 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