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March 20, 2017- - Lynden, WA - - James w. Obermayer, President of the Sales Lead Management Association (SLMA) announced that Matt Heinz, founder & president of Heinz Marketing and host of Sales Pipeline Radio, has joined the SLMA as an advisory board member. Obermayer said, “With his background in sales and his agency’s focus on predictable pipeline creation and management, Matt brings a wealth of knowledge to our association. Heinz is the expert’s expert on these topics and we welcome his experience at the SLMA.
Why it's Important
"When people are this busy, you have to fundamentally shift how you do things in order to peak their curiosity, make them stop and listen and actually then respond to you and say, hey I'm interested in learning more."
Today's topics include: 5 Most Important Things Marylou Tyler has learned in business and life. Should Incentives Be Used to Get Salespeople to do Their Job? Confessions of a CMO: The secrets and successes behind B2B’s revenue leaders, and our day ends with: 17 Areas Shaping the IT Operations Marketing in 2018.
We are excited to announce a new show to our line up. Please welcome West Virginia University's Marketing Communications Today with host, Cyndi Greenglass. You need to listen to the end of the day as this show is on at 12:30 LIVE! We also have host, Pete Gillett continuing his conversation with Jonathan Farrington on Sales 2.0. Susan & Lany each have a segment at 11 for Rooted in Revenue and a tip from Deb Calvert. Matt's guest is Eric Spatzer of Citrix. PICNIC is just that today! A whole lively discussion about the things we hate about new devices.
10:30 - SLMA Radio with host, Pete Gillett @gillettpeter
Guest: Jonathan Farrington, CEO Top Sales World @TopSalesWorld
Topic: Sales 3.0 What's it all about?
11:00 - Rooted in Revenue with hosts, Susan Finch and Lany Sullivan
First segment: Creating an amazing event experience - @eventsbylany
Second segment: Revenue Tip from Guest Deb Calvert, Pres People First Productivity Systems
11:30 - Sales Pipeline Radio with host, Matt Heinz
Guest: Eric Spatzer, Citrix @espatzer
Topic: Sales Enablement at Enterprise Scale: How Citrix Does It
12:00 - P.I.C.N.I.C. Podcast by Ipswitch with hosts, Greg Mooney and Kevin Conklin
@ipswitch @kevinconklin @gregmooney
Panel: Alex Fisher, Jeff Edwards, Mark Towler
Topic: Things we hate about new devices
12:300 - NEW SHOW! WVU Marketing Communications Today by West Virginia University
Host: Cyndi Greenglass @directchick
Guest: Susan Emerick @sfemerick
Topic: Is “data-driven” the buzz kill for marketing?
Guest: Mark Donnolo @salesglobe
Topic: Why Account Planning Delivers Outsized Revenue Results
Account planning is undoubtedly successful in the companies that employ it but its success depends on changes in attitude and processes that salespeople seem to loath. While the results are invariably stunning, but the adoption in the short term is sometimes slow and in the long term difficult to sustain. In this interview multiple book author and Mark Donnolo discusses his recent book,Essential Account Planning
- How to create a strategic account structure
- How to over-come initial resistance to change
- Who is involved in account planning
- How revenue is measured once a plan is in place (creating a dashboard)
- Other reasons and goals for account planning
11:00 - CRM Radio with host Jim Obmermayer
Guest: Mark Godley the President of LeadGenuis
Topic: How to Avoid the Mistakes of the B2B Sales Data Stack
Regardless of the software used and the lead generation programs, the successes of competitive corporations are now based on their ability to manage and access accurate data. Without accurate data, a company is at a severe disadvantage in the B2B market place. Our interview this week is with Mark Godley the President of LeadGenuis. Mark presents his ideas on how to avoid mistakes in creating an accurate database. The host is Jim Obermayer.
11:30 am - Sales Pipeline Radio with host Matt Heinz @heinzmarketing
Guest: Ryan Bonnici, CMO at G2Crowd @ryanbonnici
Topic: How to do PR for B2B: Driving Awareness, Thought Leadership AND Leads
I’m super impressed with how effective G2 Crowd lists have been, both the overall top XXX lists by segment as well as the metro area lists. We'll talk about Ryan's approach to B2B PR, how that impacts sales pipeline (directly and indirectly). Check it out and learn more about G2 Crowd here.
12:00 - P.I.C.N.I.C. Podcast by Ipswitch with host Greg Mooney @gregmooney
Guest: Steve Staden, CISSP, Senior Dir of Prod. Mgmt Ipswitch
Topic: How I Learned to Stop Worrying and Love GDPR
During this episode, we will try to answer the key questions related to European GDPR (General Data Protection Regulation) which will be effective May 25, 2018:
- What’s the biggest pain point around GDPR?
- Who is impacted by GDPR?
- What can GDPR be compared to?
- Why should you even care about GDPR?
What happens after May 25th, the enforcement date?