SLMA Radio Feed

Funnel Radio Lineup: August 17, 2017


Today is a special line up. Not only do we have our usual four shows airing, but we are launching our newest show by Ipswitch: PICNIC Podcast for IT Pros. Hosts are Jeanne Hopkins & Kevin Conklin

Here's the full line up today:

9:30 am DemandGen Radio

Guest: Doug Bewsher Host: David Lewis
An Interview with Leadspace CEO, Doug Bewsher

10:30 SLMA Radio

Guest: Peter Gillett Host: James Obermayer
Innovations in Mobile Lead Capture



11:00 CRM Radio

Hosts: James Obermayer & Paul Roberts 
Define A Sales Lead Mgmt Process or Play Roulette



11:30 Sales Pipeline Radio

Guest: James Thomas Host: Brian Hansford
CMO’s need more discipline and rigor around managing the revenue pipeline
@jthomas_44 @remarkmarketing



P.I.C.N.I.C Podcast by Ipswitch

12 noon PICNIC Podcast

Host: Paul Roberts
Guests: Jeanne Hopkins / Kevin Conklin
What is PICNIC Podcast
@ipswitch @kevinconklin @jeannehopkins

Can it be true that Lead Conversion is as low as 2% - Brian Carroll

Why its important

"Why are we happy and satisfied with a 98% failure rate (of sales leads). If this were a manufacturing operation and only 2-3% of the raw material turned into products we'd tear it apart to find out how things can be better."

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D.Lewis - Managing Sales is Always Linked to Managing Leads

Why its Important

"Managing leads appears to be solved until it isn't; the result is forecasts flop, sales lag, and sales managers fail.  It can be prevented.”

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It has been proven time and again that you can't manage sales if you can't manage sales leads and yet marketers fail at this time and again.  They buy software and assume it is solved.  They train salespeople and assume it is solved.   It appears to be solved until it isn't; forecast flop,  sales lag and sales managers fail.  It can be prevented.

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Revenue Intelligence Equals Marketing Intelligence - Rothman of BrightFunnel

IStock-803994860Listen  and learn

While you Work


Marketing is all about Connecting marketing investments to revenue… and making sense of attribution data is even harder”, so says BrightFunnel and we agree it should always have been this way.  In the episode we interview BrightFiunnel's CMO Dayna Rothman to understand how this is done in the prospects journey and why it can apply to every marketing department.  The host is Jim Obermayer.

About Our Guest Dayna Rothman

20170525-tweet-rothmanDayna Rothman is BrightFunnel’s VP of Marketing and Sales Development. She has almost a decade of experience in B2B marketing technology, authored Lead Generation for Dummies, and has won industry awards for her work in marketing. Previously, Dayna was VP of Marketing at EverString and also led content marketing at Marketo for over three years. She has a BA in English from Southern Connecticut State University and an MBA from Golden Gate University. 

Rothman was interviewed on DemandGen Radio (on the Funnel Radio Channel) with the host David Lewis:  I Have a Super Power

About BrightFunnel

BrightFunnel shows marketers a connected view of the customer journey. By gaining insight into how every marketing activity influences a closed customer, marketers can show true impact on revenue. Through BrightFunnel’s easy, full-funnel reporting suite, your whole marketing team has visibility into what moves the needle—so they can more effectively orchestrate the entire customer journey from lead to close.  

SLMA Radio Sponsorship

 adView.cfm?id=396Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. Call 888 784 2929 or visit us at

How to Track Anonymous Website Visitors - John Cheney of Workbooks

Listen while you work with John Cheney, CEO of Workbooks

It’s nice to have website traffic, but almost useless unless you identify the visitors. 

John Cheney, CEO of Workbooks CRM tackles how he has solved the mystery of the mysterious visitors.  The important...

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Four Must Have Tools Every B2B Marketing Department Needs - Opinion from Jeanne Hopkins

Listen while you work: 

We interview Jeanne Hopkins  in this first of a series of  debates with top marketers about the four must-have-tools every marketing department needs.

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How Marketing Automation Follows a Long Sales Cycle - Fred Yee ActiveConversion

This is a verbatim transcription of an interview with Fred Yee, CEO of ActiveConversion. You may use quotes from this interview, but please edit Fred Yee or  James Obermayer if required due to the conversational nature of the program.

250-SLMARADIO-20160621-fredyeeLong Sales Cycles are difficult enough for salespeople to keep top of mind, much less gearing up a marketing automation program to do it for you. Too many marketers are so short of content that the longer the sales cycle the more likely that the content and communications may be lacking in specificity for each prospects need.  During this live program, Fred Yee, CEO and founder of ActiveConversion discusses how to use the “smarts” in marketing automation to your advantage for long sales cycles. 

Paul:                      It’s time again for the SLMA Radio Hour brought to you on behalf of our 8000+ members of the SLMA; Sales Lead Management Association. If it has to do with sales lead management or sales lead marketing, it probably starts here with the SLMA Radio Hour.

                                Our host today is Jim Obermayer, executive director and founder of the SLMA and your producer is yours truly Paul Roberts coming to you live from our studios here in kind of sunny Southern California.

                                SLMA Radio is a syndicated show and our archives have over 362 episodes now with an audience reach of close to 90,000 listeners.

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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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