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Sales Lead Management Radio

Mar 2021

Storytelling isn’t crap, it’s biology.

Paul Furiga WordWritePR and Author

This is a series about Finding Your Capital S Story - the new book by Paul Furiga. In this episode, we tackle the first chapter that I found fascinating - the science behind storytelling and how our brains are hardwired for storytelling. Paul will explain how well-known brands effectively employ storytelling for their success and what we can learn from them, without copying them.

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Feb 2021

Why business owners tend to hit plateaus and struggle to grow.

Kevin McCann and Susan Finch on Sales Lead Management Radio

Kevin McCann of the Executive Strategy Group, gives actionable logical, simple, but wildly important tips in this episodes. Here's one to start, if we take something just as fundamental your website. Take the first, top five pages of your website. Look at your navigation. Print out those pages. Go grab a yellow and green highlighter. You'll have to listen to this episode for the insights and assessment you can do right now.

Then, he praises one of his partners, HubSpot, but admits there is something missing. On the buyer persona, typically, it's, "Who is your ideal customer?" What vertical industry are they in? The standard demographic, size of company, title, revenue, growth, trajectory, vertical industry, et cetera. You'll have to listen to get the rest of what's missing and how he solves it with Revenue Growth Mastery 

He also goes through what is the REAL pain you are solving. It's not what you think 90% of the time. "The value of your offer needs to be relevant to the impact that the customer is experiencing with their challenge. Most sales reps totally miss that."

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Jan 2021

Our Special Sauce is What Makes Us Valuable

Ledge part 2 with Susan Finch on Sales Lead Management Radio

In this episode with Ledge, we talk about taking our secret sauce for granted. To many of us, what we do is a no-brainer, but to most others, it is not. It's awesome, inspiring, valuable. He explains the four values that everything does checks back to these four focus items Revenue, Integrity, Calm Confidence, Shared Abundance. When our success fades, or explodes, we can usually attribute it to how far we have or haven't strayed from the core values and concepts.

Listen to this conversation. You'll have homework. That's good. It means you have valuable takeaways. If you missed the first episode with Ledge, you can listen here.

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Jan 2021

It’s Not a Hobby, It’s a Revenue Source - Stop Playing House.


Passion is not enough. As a revenue generator - deal closer service provider, Ledge tells us he doesn't need to be passionate about what you do. He needs to be passionate about closing deals for you and generating revenue for you. Then you will be able to channel more of the passion you have for your business. (20:31) "...sometimes folks will try to negotiate and say, well, if you're really passionate about it and you want to be involved in this, maybe you can cut your rates. And no, I'm not at all ... I'm passionate at the price I just quoted you because I'm going to make you millions of dollars. And that's what I'm passionate about. We build revenue machines. The end." Join us for part 1 of a 3 part series. Take notes!

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Oct 2020

It isn’t a Matter of if AI will Replace Marketing People

This is part of a series of interviews with industry leaders about artificial intelligence’s impact on the marketing and sales departments' current and future headcount. We interview Paul Teshima, a former Eloqua executive and CEO of (acquired by Affinity in March 2020). The executives interviewed so far seem to believe that AI will create jobs while also changing the job description of those in both sales and marketing. Paul may have a different opinion. The host is Jim Obermayer.

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Oct 2020

Is Sales Engagement the Most Important Platform in your Marketing Stack?

SLMA-twitter_Baez9l7gu.pngLack of sales lead follow-up is a plague on B2B Companies.   Maybe, just maybe, a Sales Engagement Platform will solve the sales lead follow-up nightmare.  Marketing managers should listen to this podcast.

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Oct 2020

Increase Sales 30% in 90 Days


Increasing sales this much 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 predictive sales communications and engagement which combined with rep motivation results in dramatic sales increases.

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