See Who Has Been Nominated as an Inspiring Leader

It isn't enough to just be a leader or to think of yourself as a leader (don't we all?).  When others say you are a leader, ah, then you may, just may have arrived as inspiring leader.   

See the Leaders

Albert Einstein said,  “Strive not to be a success, but rather to be of value.”  In a leadership sense I read this as meaning that striving for success is an "I" or "Me" project.  To be of value can be achieved as an individual, but even more as a leader.  

Continue reading "See Who Has Been Nominated as an Inspiring Leader" »

Sunday Musings: Account-Based Partnering Introduced by Salkin and Heinz

Listen in as we hear from Scott Salkin, Founder and Chief Innovative Officer at Allbound, Inc. about Sales Enablement.


Channel touches a ton of pieces of your business, which is part of why it's so complex, but also part of why it can be so effective if you do it right.

Matt and Scott had just come off of Dreamforce 2017 having spoke on the same panel about Sales Enablement. 

In this episode, they ask and answer some great questions including:

Identifying one of the most important things that goes along with growing a great channel.

Scott answers:

  • What do you see in the market?
  • Where do you see the best companies investing and positioning to create a more effective channel?

Find out what he thinks is "the coolest thing and most exciting thing."

Matt also asks: 

  • What is influencing deals to move through the pipeline and actually close?
  • How are things being influenced throughout your pipeline and how are you measuring those things and relating it back?

Scott also reveals the people he would put up on his personal Mount Rushmore of sales. 

Lastly--- they coin a new phrase - Account-Based Partnering.... you heard it here first!

You may also like:

Read the transcript on the Heinz Marketing blog on Monday, 11/20/17

CMO Salary Update

About the  Guest:

Scott Salkin is the Founder and CEO of Allbound, a next generation platform that helps companies accelerate revenue through their channel partner programs by replacing portals and PRM with a smart SaaS solution that guides partners to more closed deals and renewals.

Scott’s high-tech career started at the nonprofit San Diego Regional Technology Alliance (SDRTA), providing technology equipment and training to underprivileged communities throughout the region. 
His next stops were at Cisco Systems and NetPro Computing (now Dell Software), before launching his first startup, IDS Technology Marketing, in 2007.

Scott has been listed by the Arizona Republic as one if its “Top 35 Entrepreneurs Under 35," as one of the Phoenix Business Journal’s “40 Under 40” and was featured as one of AZ Business Magazine’s "Generation Next Business Leaders.” He was honored as the Phoenix Business Journal and Business Marketing Association (BMA) Marketer of the Year as as a finalist for Arizona's Tech CEO of the Year.

Scott also served as board president for the Phoenix chapter of the Business Marketing Association (BMA), as Chairman for the Arizona Technology Council’s Startup and Entrepreneurship Committee, and as a board member for Playworks Arizona and for the Arizona Technology Council Foundation.

When the Company President as Sales Manager Fails

IStock_000008575657MediumIf sales are lagging, salespeople are failing, no one is traveling with salespeople (front of customers), maybe it is time the company president relinquishes the reins of presidential sales manager.  There comes a point in the company’s growth when the president needs to focus on presidential things and leave sales management to a professional sales manager.  No, I didn’t say promote the best sales person and make them a manager.

Salespeople need care and attention. Inside salespeople need more care and attention than outside salespeople. Both groups need a daily dose of coaching. If you have a part-time sales manager you'll get part-time results. 

Just because the company president knows how to sell doesn’t mean he or she can be a part-time sales manager and succeed.  This is small company stuff, that all companies have to go through and outgrow.

Continue reading "When the Company President as Sales Manager Fails" »

Funnel Radio Lineup Nov 16, 2017

We hope you will join us for today's line up of guests including: Katie Bullard from DiscoverOrg, Paul Peterson of Goldmine, Ashley Asue, Endurance Sales and we end the day with Dennis Drogseth of EMA


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Step by Step Guide to Sales Success

Slma-recommended-187Title:  Step by Step Guide to Sales Success in 2017

Published by/Authors:  Badger Maps and KnowledgeTree

Gated: No

Download Link   

Length:  40 Pages


The paper opens with a telling statement that says, “When you make goals make sure they push you to be a better version of yourself,” and that is what this paper does.   This short, but helpful paper makes good on that goal for the reader. In all respects this paper is misnamed.  It is not for 2017, but for every year.   The paper covers:

Continue reading " Step by Step Guide to Sales Success" »

Funnel Radio Line-up Nov 9, 2017



9:30am DemanGen Radio with host, David Lewis @demandgendave

Guest: #33 Interview with Jeff Rummer, Director of Global Marketing Operations, Medtronic

Jeff Rummer has been instrumental in helping Medtronic transform from a primarily sales driven culture to a balanced (and aligned) marketing and sales driven business. Jeff’s and his team’s responsibilities include the planning, execution and measurement of all integrated marketing campaigns and digital experiences along with managing and optimizing their marketing technology stack. In this episode, Jeff and I talk about what it takes to be an agent of change and several other insightful topics for you including:

  • Jeff's quick rundown of his favorite DemandGen Radio podcasts and why
  • What does it mean to be a marketing hero? Does Jeff feel like one given all the transformation that’s taken place at Medtronic?
  • What advice would Jeff give his former self knowing what he knows now in marketing operations and change management?
  • What is the reason for Medtronic’s expansion into ABM centric demand generation?


10:30 am SLMA Radio with host, James Obermayer @funnelradiolive

Guest: Justin Gray @jgraymatter @myleadmd

5 Most Important Things Justin Gray of LeadMD has Learned in Business and Life


11:00 am CRM Radio with host, James Obermayer @funnelradiolive

Guest: John Golden @johngoldenfrr

5 Most Important Things that John Golden of Pipeliner CRM has Learned in Business & Life


11:30 am Sales Pipeline Radio with host, Matt Heinz @heinzmarketing

Guest: Scott Salkin, Founder & CEO Allbound, Inc.  @scottsalkin

Topic: Sales Enablement


12 pm P.I.C.N.I.C. Podcast with host, Greg Mooney @gregmooney

Guest: Aran Vishwanath, Faculty Associate, Berkman Klein Center, Harvard University

Has your company turned you into a social engineering lab rat?

SLMA Opens Annual Voting for the ‘40 Most Inspiring Leaders in Sales Lead Management’

 Four Categories Expect Thousands of Votes

Lynden, WA - - November 6, 2017 - - The Sales Lead Management Association (SLMA) announced that it has opened the virtual voting booth to decide the ‘40 Most Inspiring Leaders in the Field of Sales Lead Management’ for 2017. This is the ninth year for the election.

“Those who learn to manage sales leads well sell more than those who don’t,” said SLMA CEO James Obermayer.  The people in each of the category listings have been nominated becau
se of their work in the field of sales lead management.  They may be company presidents, chief sales officers, chief marketing officers, consultants, marketers, agency personnel, marketing operations managers, etc., who support the sales lead management process.”

 “Our goal,” said Susan Campanale, vice president of SLMA Marketing, “is to recognize professionals for their skills in the field of sales lead management because sales lead management is revenue management.”

Vote Here

The Nominees in the Four Categories

B2B and B2C  C-Level Management

  • Steven Benson, Badger Maps
  • Justin Gray, LeadMD
  • Nick Hedges, Velocify by Ellie Mae
  • Matt Heinz, Heinz Marketing Inc
  • Carlos Hidalgo, Visum CX
  • Jeanne Hopkins, Ipswitch
  • Victor Kippes, Validar Inc.
  • Rhoan Morgan, DemandLab
  • Maria Pergolino, Apttus
  • Bob Perkins, AA-ISP
  • Debbie Qaqish, The Pedowitz Group
  • Debbie Schwake, BLM Technologies
  • Bryan Semple, SmartBear Software
  • Kristin Thompson, Speak Serve Grow

 B2B and B2C Sales and Marketing Management

  • Kate Adams, SmartBear Software
  • Maneeza Aminy, Marvel Marketers
  • Diana Ballard, STAR Group
  • Gilbert Cargill, Cargill Consulting Group Inc.
  • Gail Carson, Fusion Marketing Partners
  • Andrea Costello, Comcast West Division
  • Jim Dickie, CSO Insights
  • Josh Evans, Velocify by Ellie Mae
  • Dianna Geairn, Regional Sales Manager at CIENCE
  • Jared Houghton, Ambition Inc.
  • Kevin Joyce, The Pedowitz Group
  • Andy Paul, Zero-Time Selling
  • Dayna Rothman, BrightFunnel
  • Barry Trailer, Sales Mastery Inc.
  • Polly Traylor,  PST Consulting, Inc
  • Mari Anne Vanella, The Vanella Group Inc.
  • Kevin Wolf, TGPR LLC

 People in Lead Generation Companies  

  • Dheeraj Agarwal, Vsynergize
  • Laurie Beasley, Beasley Direct and Online Marketing Inc.
  • Anna Fisher, ZoomInfo
  • Steve Gershik, Koyne Marketing
  • Cyndi Greenglass, Diamond Marketing Solutions
  • Bryan Holzinger, Concept Services Ltd.
  • Tom Judge, Direct Marketing Partners
  • David Kreiger, SalesRoads
  • David Lewis, DemandGen International
  • Pamela Muldoon, The Pedowitz Group
  • Mike Murphy, Acadia Lead Management Services
  • Adam Needles, ANNUITAS
  • Kimmy Netterville, PointClear
  • Howard Sewell, Spear Marketing Group
  • Renee Yeager, Yeager Marketing
  • Lauren Zak, Concept Services Ltd.

 People in Software and Apps

  • Scott Benedetti, The Pedowitz Group
  •  Kurt Blagden, App Institute
  •  Larry Caretsky, Commence Corporation
  •  Theresa Cramer, Information Today Inc.
  •  Peter Gillett, Zuant
  •  John Golden, Pipeliner CRM
  •  John Hasbrouck, NewLeads
  •  Lars Helgeson, GreenRope
  •  Michelle Huff, Act-On Software
  •  Nikolaus Kimla, Pipeliner CRM
  •  Prayag Narula, LeadGenius
  •  Fred Yee, ActiveConversion
  •  Han Yuan, Upwork

Vote Here


ClickPoint Software

Goldmine CRM Software




Voting closes at the end of business on December 6, 2017.  The results will be published on December 15, 2017.  Voters may cast one vote in each of the four categories. The ‘40 Most Inspiring Leaders’ list will be determined and published based on the number of votes received by each nominee in the categories of:

  1. B2B and B2C C-Level Management
  2. B2B and B2C Marketing Management and Sales Management
  3. Lead Generation Company Professionals (including agencies, consultancies, database providers, fulfillment telemarketers, trade show vendors, etc.)
  4. Software and Web Application Company Professionals (as those companies pertain to sales lead management)

 About the Sales Lead Management Association

The mission of the Sales Lead Management Association is to help companies become successful in the critical business process of managing sales leads, which we believe manages revenue.  Membership/subscriptions, as it should be, are free.   The Sales Lead Management Association is a division of the Funnel Media Group, LLC, which also has as operating businesses the Funnel Radio Channel and the B2B Podcast Directory.

 Media Contact:  Sue Campanale,  (360) 933-1259,