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Beat the odds: Double Qualified Leads from Shows - George Rebhan CEO of LeadValu

How to Double Qualified Leads from Trade Shows

Everyone, yes everyone, knows that trade show leads close faster than any other type of lead (fewer steps in less time).  With the fixed cost of a trade show going in, the challenge is how an average company can get the maximum number of qualified leads.
Why it matters:
 
Double the number of qualified leads, (which reduces your lead cost in half) and you will increase sales by 100%. Sounds farfetched but not really; our guest George Rebhan of LeadValu tell us how to do it.  

About our Guest  George Rebhan
George is president and co-founder of LeadValu LLC, and an accomplished entrepreneur and product development expert with over 30 years of experience. He’s been part of the founding or executive management team for a number of start-up or early stage companies. George also played a key role in the acquisition planning/strategy and post-acquisition integration for those companies.

About LeadValu

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Steve Benson of Badger Maps Addresses the Most Serious Failure of Sales Management on SLMA Radio

Steve Benson, CEO of Badger Maps shares his opinion about the most serious failure of sales management and what can be done to fix it.  The enormity of the situation is a threat of strategic damage, both near term and in future, for a company

Benson discusses:

  • How the worst failure of management affects salespeople and management's perception of them
  • Why the same failure affects how the company responds to changing market conditions
  • Why sales management can be the conduit for marketplace changes that the company must be aware of to survive
  • Why the C-Suite stakeholders need to listen carefully to the sales manager 
  • And why the customer is not well served when the sales manager fails 

Our Guest Steve Benson

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The Issue: C-Level Management Resists Revenue Marketing - Qaqish on SLMA Radio

Listen while you work.

What is Revenue Marketing™? 
Revenue Marketing™ is the combined set of strategies, processes, people, technologies, customers and results that: Drops sales ready leads into the top of the funnel  Accelerates sales opportunities through the sales pipeline Measures marketing based on the repeatable, predictable and scalable contribution to pipeline and revenue Improves the ROI of the sales and marketing continuum
 
Revenue Marketing, is a term made popular by Debbie Qaqish, of the Pedowitz Group through her weekly radio program, WRMR PowerTalk Radio for Revenue Marketing™Leaders  and her book “Rise of the Revenue Marketer”, is the guest on SLMA Radio to discuss the growth of the Revenue Marketer in B2B.  The host is Jim Obermayer.  Some of the issues they discussed:

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Yes, there is a cost for delaying Predictive Marketing - EverString - White Paper Review

EverString_Logo Slma-recommended-187Title:  The 6 Costs of Delaying Predictive Marketing

Published by/Authors:  EVERSTRING

Gated:  Yes, but with immediate full screen easy-to-read access. 

Download Link   

Length:  16 Page Flipbook

Highlights:

We liked the immediate full screen access to the “Flipbook.”  This is all about the cost of delaying implementation of a new technology.  It covers six areas and gives a “fix” for each problem.

  1. Targeting the wrong accounts
  2. Sales spends too much time on lead qualification
  3. Your are understaffed and overtasked so you avoid new technology like the plague.
  4. Marketing has trouble proving their value to sales.
  5. It’s hard to sell into a new market
  6. You want to move to an account based model, but don’t know where to start.

SLMA Comments:   

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Marketing Automation Quick Wins in 30 Days - Justin Gray CEO LeadMD

Transcript: Interview with Justin Gray of LeadMD.    This is a literal transcript, authentic and unedited.  Or listen here while you work. 

 Jim:                               Welcome to SLMA radio. I am Jim Obermayer the host for Sales Lead Management Radio coming to you on behalf of the 8400 worldwide members of the SLMA. SLMA Radio is a syndicated show and our archives have 357 shows and 400+ executive interviews. Our producer is Paul Roberts and we’re coming to you live from our studio in Costa Mesa California.   SLMA radio is part of the SLMA Live network (now Funnel Media Group) which produces radio programs for business network listeners. You may subscribe to our shows through iTunes and Stitcher radio. We’ve got a special guest today and a special title.

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                                Justin Gray is the CEO and marketing chief evangelist of Lead MD. They are a sponsor of the SLMA and the subject this week is marketing automation, quick wins in 30 days. 

                                Marketing automation has a lot of promise, no doubt about it, it’s a growing but how do you turn promise into definable wins? Justin is going to tackle that today.

                                Mr. Gray has been involved; he’s a strong voice for demand generation, value-based marketing and conversational best practices. He’s a recognized speaker, he’s published over 250 articles in industry publications and meanwhile his marketing blog, The Marketing Evangelist is one of the top marketing blogs.

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Eight Components to Boost Lead to Revenue Results - Chris Ryan on SLMA Radio

In this interview with author Chris Ryan, CEO of Fusion Marketing Partners we discuss eight significant components to increase the lead to revenue conversion for B2B companies.  The results are based on Fusion Marketing Partners annual research  survey of 1400+ sales and marketing executives.  

 About Christopher Ryan

250-SLMARADIO-20170216-ryan (1)Chris Ryan has 25 years of marketing, technology, and senior management experience, and is a widely known expert in B2B marketing, lead-to-revenue modeling, sales strategy, and business startups. As both a services provider and in-house marketing executive, Chris has played a transformative role in driving marketing and sales programs that achieve the desired results and create alignment and synergy between the sales and marketing operations.

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Is Predictive Marketing Changing the Reality of Lead Generation? - Matt Amundson on SLMA Radio

Will Lead Gen ever be the same?

On the surface predictive marketing sounds like a gamble on the future with a little bit of fortune telling thrown in, but that would be a wrong assumption. 

In this interview with Matt Amundson Vice President at EverString, we explore the scientific (yes we have used the “S” word) roots of using artificial intelligence to guide marketing to those most likely to buy.   The host is Jim Obermayer

About  Matt Amundson

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Destroy Lead Decay by Automating Sales Lead Processes: Guy De La Cruz - VanillaSoft

Guy De La Cruz reprises his appearance on SLMA Radio as we tackle the ever evasive end game of automating the sales lead process. 

  • How to destroy lead Decay
  • It is speed to lead
  • Queueing
  • Delivering the right lead to the right person by agent availability
  • One minute or less

In his last program on July 26,  2016, Guy discussed the subject  Why Sales Lead Management Workflow Can Increase Sales 30%.  This time we delve deeper into the subject to discuss the 5-6 actions marketing can take to painlessly automate sales lead management.   The host is Jim Obermayer.

About our guest Guy De La Cruz

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SLMA Radio's Most Played Program in 2016: How to get a 60% Increase in Conversions to Forecast!

How technology and outbound calling over-comes quota failure and turns losers into winners!

 Of the fifty programs in 2016 on SLMA Radio, this interview with Peter Gracey, CEO of QuotaFactory is the most popular.  During this program, Peter tells us how to use technology and outbound calling to turn losers into winners.

Failure to make quota is sad.  Sad for the reps that fail, sad for the CFO that has to figure out how to pay the employees and Sad for the sales manager that will be fired after he or she fires those that fail.  It’s a losing situation unless it can be turned around.   The host is Jim Obermayer

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The Mystery of not making quota is solved by Predictive Lead Gen

Slma-recommended-187How Predictive Lead Gen Solves the Mystery of Revenue Shortfalls by finding Qualified Prospects

The number one request of any salesperson is to receive qualified leads. Solve this issue and you solve the revenue problem for your company. In this program, the senior director of product marketing at Infer, Sean Zinsmeister describes how machine learning delivers the most sought after of all marketing outcomes: a qualified prospect. The host is Jim Obermayer

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How to Use Business Intelligence to Create Qualified Leads! Listen While You Work.

Sean Burke, CEO of Kitedesk discusses how a company can economically create real qualified leads to drive a forecast which drive sales. 

If you ask salespeople what they want from marketing and they will say, “More leads.” Give them

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