Ever Wondered How to Use Your LinkedIn Account? Judy Schramm Answers

OK, 75% of adults making over $72K a year have a LinkedIn profile.  But what do they do with it?  Is it a checkbox or a gateway to a better position, a bigger network, and a more successful business life?

As LinkedIn gains power for individuals and companies it continues to shift from its origins as a resume site to a networking behemoth and an advertising platform and a video site. 

Topics covered during the program will include some myths about LinkedIn, common mistakes that are made, and the bare minimum every professional needs to have on their LinkedIn profiles.

Our host for this episode is Kyla O’Connell, Senior Partner and Sales Facilitator at Asher Strategies. Kyla’s guest is Judy Schramm, CEO of ProResource, a marketing agency that specializes in executive branding.

About Judy Schramm:

Judy Schramm is the CEO of ProResource, a social media agency that helps CEOs and thought leaders create a strong personal presence online and use social media to advance their business goals.

The company has a unique methodology for personal branding that focuses on sharing thought leadership, building an audience, and moving people to action, so clients can grow their businesses faster and make a bigger dent in the universe.

Schramm’s network includes more than 14,000 followers on LinkedIn and 4000 on Twitter. She blogs, speaks often at industry events, has written an ebook and many articles





Success is built on the ability to do better than ‘Good Enough’

IStock-669853862Successful marketers - - those who create programs that generate revenue and prove ROI - - don’t believe in the philosophy of “good enough.”

 The ‘good enough’ syndrome is infecting marketing departments, and it leads to:

  • Unqualified leads are given to salespeople: quantity over quality
  • Avoiding measuring the ROI for marketing expenditures
  • A general malaise among marketers that “sales results are not my job.” 

Of course, the "sales is not my job" attitude is changing in the larger companies with the on-set of chief revenue officer titles, AI applications, and more sophisticated marketing automation.   Long-delayed discussions about Sales Enablement is helping the dialogue. 

As a sales or marketing manager, or as a company president, you should not want marketing employees who think “good enough” is a yardstick of performance.  You want marketing people who don’t quit until they adopt the:

Six Principles of Being an SLMA Marketer:  

  1.  Marketing in all its actions and spending always connects the value of its product's solutions to the buyer's needs
  2. Salespeople feel that Marketing is a sales enablement partner in their success to sell and attain quota
  3. 65 % of inquiries include qualification criteria after first contact.
  4. Salespeople accept and perform 100% lead follow-up as a matter of pride and responsibility
  5. Marketing measures the ROI for lead generation programs
  6. Good enough is not part of my philosophy as a marketer

 All else, in successful marketing, points back to these six beliefs which drive marketing's  efforts.   


Why it Matters

George Sheehan (Author, Physician and Runner) said   “Success means having the courage, the determination, and the will to become the person you believe you were meant to be.” 


 If you were meant to be in marketing, and to support the sales channel with revenue-generating genius, then adopt the six principles we espouse in the Sales Lead Management Association. When you do, your performance will greatly exceed ‘good enough.’


Funnel Radio Line-up July 11


9 am INSIDE Inside Sales by VanillaSoft hosted by Darryl Praill

Guest: Jeff Bajorek, Parabola Consulting
Just think about it.

9:30 am Revenue Optimization Radio by Altify hosted by Patrick Morrissey

Guest: Scott Barker, Outreach.io
How hyper-growth companies drive alignment and performance.

Listen Live >

10 am WVU Marketing Communications Today by West Virginia University hosted by Michael Lynch

Guest: Kristin Meeks
Want Content Marketing to Work? Know Your Customers.

10:30 am Revenue Rebels by DemandLab hosted by Rhoan Morgan

Guest: Kristy DelMuto, VP of Strategic Marketing, LLR
Realistic, Effective Content Marketing tactics ANY Company Can Implement.

11 am CRM Radio by GoldMine hosted by Paul Petersen

Guest: Max Fatouretchi, Author
The Art of CRM

Listen Live or catch up on past episodes of CRM Radio while you wait for this live one>

11:30 am Sales Pipeline Radio by Heinz Marketing hosted by Matt Heinz

Guest: Joshua Baez, Client Engagement Manager at Heinz Marketing
The Power and Pitfalls of Commercial Insights

Listen Live or catch up on past episodes while you wait for this live one. >

12 pm Lead Genius Radio by LeadGenius hosted by Mark Godley

Guest: Brett Hurt, CEO data.world
How data.world is leading the world's largest collaborative community

12:30 pm Table Fries by Lola.com hosted by Jeanne Hopkins

Guest: Chelsea Fazio
Pursuing Your Passion and Where it Can Take You.

1 pm Agile Operations Podcast by Lola.com hosted by Mike Volpe

Guest: Will Collins, VP of Operations at Drift
Putting KPI's Into Context

Listen live or catch a previous episode while you wait for the live one. >

CSO Insights Study Issues Warning: Sales Practices Study

Title:  All That Glitters is Not Gold  CSO Logo

Subtitle:  2019 World-Class Sales Practices Study

Published by/Authors:  CSO Insights

Gated: Yes

Download Link   

Length: 28 Pages


The 2019 World-Class Sales Practices Study collected data from 1,500 respondents from January through March 2019. Analysis was conducted on responses from 949 sales leaders. This sample was global in nature and spans across B2B industries, with particularly strong representation from the technology, manufacturing, healthcare, professional services and banking/finance sectors.

The study reported  that many organizations saw increases in quota attainment and revenue in 2018, however, key metrics showed a decrease and adherence to sales best practices. 

This led them to believe that the up-swing in revenue had more to do with the upward economy. It also indicates there could be severe issues for many companies if there is an economic correction and sales managers have not attended to sales best practices.  Just hiring more salespeople and spending more on marketing probably will not over-come marketing churn.


Section I: The Deceptively Shiny State of Sales

Section II: Customer Engagement

Section III: Performance Support

Section IV: Strategy Alignment

Study Parameters:



Listen to one of the authors, Seleste Lunsford discuss highlights of the report

About CSO Insights

Independent research backed by one of the world’s premier selling and service brands.    CSO Insights is the independent research arm within Miller Heiman GroupTM, dedicated to improving the performance and productivity of complex B2B sales. The CSO Insights team of respected analysts provides sales leaders with the research, data, expertise, and best practices required to build sustainable strategies for sales performance improvement. CSO Insights’ annual sales effectiveness studies, along with its benchmarking capabilities, are industry standards for sales leaders seeking operational and behavioral insights into how to improve their sales performance and to gain holistic assessments of their selling and sales management efficacy. Annual research studies address sales and service best practices, sales enablement and sales performance optimization.

Why it’s Important

Some of the top companies in the study (not necessarily the largest) reported increased quota attainment and best sales practice adherence which bodes well for them, but not so much for others.  

Recommended for: 

  • President
  • C-Level Folks
  • CFO
  • CSO
  • CMO
  • Marketing Operations
  • Product Management

Download Link


This review was conducted independently without the advice or consent of the publisher.  Of course, we only review those papers that are worth it for you to read, we leave the others to someone else.

Note:  If you would like your research or e-book reviewed, you may submit it to: content@salesleadmgmtassn.com.  There is no guarantee it will be reviewed.  You may not be given notice if it is reviewed.  If you would like to submit artwork for the cover of the work along with a copy of the work, you may do so.  Members and non-members, sponsors and non-sponsors are welcomed to submit work for review.  Sponsors are given priority for white paper reviews.

 This blog is supported by the generous sponsorship of  VanillaSoft and Goldmine CRM Software and the  additional sponsors of the SLMA. 

For priceless but free membership in the Sales Lead Management Association go here. 

How to Avoid a Bad Actor - Choosing an Outbound Company that Delivers 20% - Mari Anne Vanella

There are bad actors in the Outbound Telemarketing industry, especially on the B2C side, that gives the B2B Telemarketing companies fits of frustration.  In this interview with Mari Anne Vanella, CEO, and Founder of the Vanella Group, she explores how to find and screen a "calling" company that meets B2B standards of excellence. 

Continue reading "How to Avoid a Bad Actor - Choosing an Outbound Company that Delivers 20% - Mari Anne Vanella " »

Funnel Radio Shows July 4


We could talk about celebrating the independent spirit of all of our hosts which hail from both the US and Canada. It just happens that Independence Day and our regular Thursday Funnel Radio broadcast line-up. Our live producer, Paul Roberts, has closed the studio for the day, but that doesn't mean we don't have some fantastic shows to share with you. Some are new, some are replays. Some of our hosts opted to take the day off for parades and bar-be-cues. If you have some time today, we encourage you to listen to a few, if not all, of the following episodes featured on Funnel Radio:

INSIDE Inside Sales by Vanilla Soft hosted by Darryl Praill

Larry Levine, Author and Podcast Host
Empty Suits, Fake Smiles, and Insincere Conversations

Revenue Optimization Radio by Altify hosted by Patrick Morrissey

Patrick's guest is Bob Slaby, Chief Customer Officer at Altify
The Role of Customer Success on the revenue team

Revenue Rebels by DemandLab hosted by Rhoan Morgan

Her guest is Eric Hollebone, Chief Marketing Technologist, VP Marketing - DemandLab
Leading Digital Transformation Within Your Organizations

WVU Marketing Communications Today by West Virginia University

CRM Radio by GoldMine hosted by Paul Petersen

The Number One Sales Coaching Failure
Paul's guest is Colleen Francis aka, The Sales Leader

Sales Pipeline Radio by Heinz Marketing hosted by Matt Heinz

4 Skills Needed to Make it in Sales Management – Maureen Ezekwugo Podcast

Asher Sales Sense by ASHER STRATEGIES hosted by John Asher

John's guest is Mike Schmidtmann
Creating Urgency: How to Get Customers to Take Action Faster

Funnel Radio by Funnel Media Group, LLC hosted by Jim Obermayer

Table Fries by Lola.com hosted by Jeanne Hopkins

Rachel Neasham and Jeanne talk about Doing More Push Ups!

Road Warrior Radio by Lola.com hosted by Ryan Ball

Ryan's guest is Cheryl Horner McDonnough
No One Knows What You Want Unless You Tell Them

Funnel Radio Line-up June 27

LISTEN LIVE starting at 9 am Pacific.

9 am INSIDE Inside Sales by VanillaSoft hosted by Darryl Praill

Jason Bay, Blissfull Prospecting
Turning up the heat on cold emails.

9:30 am Revenue Optimization Radio by Altify hosted by Patrick Morrissey

Doug Landis, Growth Partner, Emergence Capital
Driving sales productivity at scale, the truth about enablement

10 am WVU Marketing Communications Today by West Virginia University hosted by Cyndi Greenglass

David Hazleton
Protecting the Brand

10:30 am Outstanding Outbound by The Vanella Group hosted by Mari Anne Vanella

Listen live >

11 am CRM Radio by GoldMind hosted by Stacy Gentile

Josh Miles is Stacy's guest.

11:30 am Sales Pipeline Radio by Heinz Marketing hosted by Matt Heinz

Mike Weinberg, Author & Principal at The New Business Sales Coach
Sales Truth: Blunt, No Nonsense Advice from Mike Weinberg

12 pm LeadGenius Radio by LeadGenius hosted by Prayag Narula

Brian Vass
Vetting Martech Vendors for Sales & Marketing Alignment

12:30 pm Table Fries by Lola Travel hosted by Jeanne Hopkins

Liz Mongrello
Who can you love today?

1 pm Agile Operations Podcast by Lola Travel hosted by Mike Volpe 

Jess Meher
How to Build a Thriving Remote Team

Why You Should Consider Marketing on Quora - AJ Wilcox Talks to JD Prater

Slma-recommended-187JD Prater from Quora shares why you should consider marketing on Quora, and some of his best strategies for driving inexpensive, high-quality leads. Don't miss the chance to break through the clutter on a channel that your competitors haven't found yet.



Continue reading "Why You Should Consider Marketing on Quora - AJ Wilcox Talks to JD Prater" »