Adventures of a Serial CMO Susan Finch interviews Christine Crandell, President of New Business Strategies. During their discussion Christine covered the differences between leading Boomers vs. Millennials and the group fringing on both ends. They also hashed over the regular confusion businesses have over hiring a consultant versus hiring a contractor. Many times clients try to stretch one into the role of the other without fully understanding the differences. Further in the interview, Christine and Susan examined Management by Objectives (MBO) and targeted contributions; they need to be measurable. It’s not acceptable to talk nothing but of
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How to develop leads that will close. Host Jim Obermayer and his guest Tom Judge tackle the thorny issue of not just how to create inquiries and leads, but leads that actually close. As Vice President of Direct Marketing Partners, Tom has solved this problem with some of the largest high-tech companies in business to business; and also some of the most modest in size. Leads that close is a problem for all companies regardless of size. Listen Now: Standard Podcasts: Download | Embeddable Player About Tom Judge Tom Judge is the VP of Strategy and Business
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Why Right Brain Marketers need Left Brain Metrics or the creative won’t matter. Host Jim Obermayer interviews Jeanne Hopkins CMO of SmartBear on this volatile topic. In this fast paced interview, they discuss why creative right brained marketers must become more analytical and left brained in their approach to marketing metrics and measuring the ROI for their programs. Jeanne says marketers have to leave the arts and crafts mentality and realize that marketing has to produce measurable sales or creativity is next to useless. About Jeanne Hopkins Hopkins comes to SmartBear from HubSpot, a marketing
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Why don’t women take credit for their accomplishments? Jill Rowley continues to be a force in the sales lead management industry. A pioneer in the space, Jill has become an expert and global companies (Rally Software, DocuSign, ArcSight) turn to her for guidance and knowledge. In working closely with Jill, she continues to show herself as more than just a sales rep, but a trusted advisor in the area of sales lead management and the new world of buyer driven marketing and sales. SLMA Director, Susan Finch will be having a conversation with Jill talking
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In this interview, Debra da Costa of Direct Marketing Partners made a case why outbound telemarketing is the lynchpin for marketing automation. Da Costa is an SLMA “2010 20 Women to Watch” winner, and voted in 2010 as one of the SLMA’s 50 Most Influential People to Watch in Sales Lead Management. As the founder of Direct Marketing Partners she has guided her company towards serving B2B customers sales lead funnel management needs. In that pursuit, she has researched new approaches and spoken at industry organizations like the SLMA, to evangelize new lead management process
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Jill Konrath’s career is defined by her relentless search for fresh sales strategies that actually work in today’s business environment. She’s a bestselling author and frequent speaker at sales conferences. SNAP Selling, Jill’s newest book, jumped to #1 on Amazon within hours of its release. Selling to Big Companies, her 1st book, was selected as a “must-read” by Fortune magazine. It’s been an Amazon Top 20 sales book since 2006. Listen Now: Standard Podcasts [01:01:37m]: Download | Embeddable Player
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Dan McDade founded PointClear in 1997 with the mission to be the first and best company providing prospect development services to business-to-business companies with complex sales processes. He has been instrumental in developing the innovative strategies that drive revenue for PointClear clients nationwide. In addition to serving as president and CEO of PointClear, Dan is the author of The Truth About Leads, an insightful book that sheds light on the little-known secrets that help focus B2B lead-generation efforts, align sales and marketing organizations and drive revenue. The book was published in 2011. Dan is a
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Shawn Naggiar is responsible for everything related to creating, managing, and growing revenue at the company. He joined Act-On in early 2008 as employee #7, and was a key architect in creating the company’s go-to-market strategy. He built the revenue and service sides of the business from the ground up, helping make Act-On one of the hottest SaaS companies in the online marketing technology space. Prior to joining Act-On, Shawn spent six years in sales and business development at WebEx Communications. Prior to WebEx, Shawn held various sales management positions with RedCreek Communications (acquired by
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Lisa spoke on the topic of the “socialization of data” and how this trend impacts customer engagement. As Aprimo’s Chief Marketing Officer, Lisa drives global market and brand strategy, solutions and product marketing, demand generation and customer-centric initiatives. A 25-year marketing veteran, she has served as CMO for Internet leader Akamai Technologies and B2B2C application provider Mindjet. Lisa spent nearly seven years at Oracle, where as a Vice President of Marketing, she managed the market entry and growth for Oracle CRM and drove market and demand initiatives for all of Oracle’s services including its E-Business
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Bill Goldsmith, the Director of Video Production at SLMA was asked about video as a lead and sales generation vehicle. Bill Goldsmith is CEO of Bill Goldsmith Productions, a 20 year old video consulting and production firm. Goldsmith is an award winning producer of B to B video, and most recently was awarded the title of “The National Talk Fusion Coach”, and Gold Diamond Executive with Talk Fusion, a Video delivery platform that he is a partner in. As well, he currently acts as the Director of Video Production for the Sales Lead Management Association. Goldsmith
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Obermayer said, "People who win are recognized by their peers as multi-dimensional sales and marketing experts. They have given unselfishly of their time as speakers, teachers, and writers on the deep multi-dimensional topic of sales lead management." Susan Campanale, VP of Marketing for the SLMA said, "These people are recognized by their peers as power players in the pursuit of ROI for marketing lead generation."
© 2018 50 Most Influential in Sales Lead Management™
Created by Sales Lead Management Association
