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September 2010

August 2010

August 26th SLAM Radio – Interviews Eloqua’s CEO Joseph Payne and CEO Mac McIntosh of Mac McIntosh, Inc.

Today, August 26th at 5 PM PST, SLMA Radio host Will Crist provides news coverage on sales lead management and interviews with Eloqua’s Joseph Payne and sales lead expert Mac McIntosh.  Some of the questions we will cover include:

From Joseph Payne

-What does Eloqua mean when it says it can deliver Sales Intelligently and Measure Everything?
-What is the biggest challenge facing CMO’s today?

-Why should a company president care about using a marketing automation process?

-Can Eloqua make life more predictable for a Sales Manager?  How?

-Are there industry segments which have had more success with marketing automation than others?

-Who do you look up to for leadership?

From Mac McIntosh

-Who do you look up to as a leader in B2B Marketing?

-I have to ask for some advice:  A CMO says the salespeople for his company are not following up on the sales inquiries she gives them.  What advice can you give her to change that?

-Some more advice please:  A CFO has unusual power in a company and doesn’t believe in creating sales leads.  How do you change his mind?

-What is the best lead generating vehicle today for B2B companies in this down marketplace?

-What is the biggest mistake companies make in managing sales leads?

-What advice do you give CMO’s about measuring the ROI for marketing?

Tune in at 5 PM PST listenlive

SLMA Radio Interviews Gary Slack and Andy Brownell

Listen to guests Gary Slack, CEO of Slack Barshnger and Chairman of the Business Marketing Association, and Andy Brownell, CMO of LeadMaster and Russ King CEO of LeadMaster talk about their companies, use of Twitter (a client of Slack Barshinger) and the future of inquiry management.

You can also subscribe to the show with iTunes.

Listen Now:

icon for podbean  Standard Podcasts [00:50:00m]: Hide Player | Play in Popup | Download | Embeddable Player 

Some of the questions included:

  • What is the biggest benefit of Lead Scoring?
  • What is the best business advice you have gotten and who gave it to you?
  • How does LeadMaster approach the subject of Lead Aging?  Tell us about your lead aging report.
  • The VP of Sales and Marketing of a failing company has come to you for advice.  No one is making quota.  What can you say to her?
  • A company president approaches you and says sales are off 20%, profits down to zero.  He has no CRM system and 20 salespeople who sell direct to doctors offices.   What should he do?
  • What is your definition of Lead Management?
  • What is the agency’s philosophy about qualifying sales inquiries prior to distributing them to the sales channel?
  • What advice can you give marketing managers about proving the ROI for their lead generation programs?  How do they tackle it?
  • Talk about LinkedIn for lead generation and use by sales people
  • How do you encourage the members of the BMA to measure their marketing lead generation programs?

Inaugural SLMA Radio Program: Interviews with Dan McDade of PointClear and Phil Fernandez of Marketo

This is the inaugural SLMA Radio program for the Sales Lead Management Association.  Will Crist the moderator announced industry news and interviewed Dan McDade president of PointClear and Phil Fernandez, CEO of Marketo . It's nice to hear industry leaders opinion's about their companies and the future of sales lead management.

SLMA Radio will be broadcast bi-weekly in August and goes weekly in September.  Want to hear the broadcast?  Click below and  enjoy. 
Listen Now:

August 12 SLMA Radio Show: Gary Slack and Andy Brownell

SLMA Talk Radio Program – August 12th 5 PM PST - Newsand Interviews with Gary Slack of Slack Barshinger, Chairman of the BMA and Andy Brownell, CMO of LeadMaster

The SLMA Radio program is brought to you by the membership of the Sales Lead Management Association.

SLMA Radio is a 50 minute internet radio show which broadcasts liveat 5 PM PDT, in the United States from OC Talk Radio.   The show ishosted by Will Crist and produced by Paul Roberts and James Obermayer.It will broadcast bi-weekly in August and weekly in September. Our guests this week are Gary Slack of Slack Barshinger the BtoB Agency. Slack Barshinger has as one of its clients Linkedin. Gary has been instrumental in the recent growth of the Business Marketing Association. Andy Brownell is the CMO Of Lead Master a Leader in Sales and Lead Management solutions.

Photo of Gary Slack - Chairman and Chief Experience Officer, Slack Barshinger Photo of Andy Brownwell from LeadMaster
Gary Slack Chairman and Chief Experience Officer, Slack Barshinger Andy Brownell Lead Master

The show airs from 5 - 6 pm Pacific time, this month on August 12th and August 26th. Starting in September the show will air weekly.

To listen live, you’ll visit OCTalkRadio.netand click on the “LISTEN LIVE/ON AIR” banner while the show airs. There is the added feature of LIVE CHAT throughout the show. It’s anengaging way to pose questions to the guests.

You can visit the calendar and add a reminder to your Outlook calendar here >>

You can also subscribe to the show with iTunes.

An Interview with one of the "50 Most Influential Sales Lead Management Professionals":Victor Kippes, Validar Incorporated

Company URL 

Victor Kippes

Who are your mentors and why?

The resources I migrate to are on this list. (The 50 Most Influential List) ;nice job SLMA. I gain great insight from Brian Carroll,  DemandGenreport and our friends at Also, our existing customers are great mentors and resources. 

What is the most helpful advice you've received to improve your business? 

Stay true to your vision. 

What is the most helpful advice you can give to help others improve their businesses? 

Focus on helping your customers with their challenges versus selling them products. Also, stay true to your vision! 

How do you give back to the professional community? is purely focused on helping marketing and sales professionals in their day to day activities specific lead management. 

What is your favorite business book? 

"The Seven Habits of Highly Effective People" is timeless and has been very helpful in my business career.   Also, right now i am reading "Behind the Cloud " by Mark Benioff and Inbound Marketing by the folks from Hubspot. I just finished "Trust Agents", by Chris Brogan. 

Which 4 basic skills or process steps do you recommend with regards to Sales Lead Management:

1. Identify and agree upon your Sales Ready definition.
2. Enable and encourage your respondents to tell you where they are in the buying cycle.
3. Identify you strategy with regards to each lead category.
4. Collaborate with your sales team.

In your opinion, the best book on marketing is

"Crossing the Chasm" - by Geoffrey Moore

Your reasons for choosing this book are

Timeless insight on planning for the long term. 

What would you say to someone who asks what to do first in managing sales leads? 

Sit down with your sales team and identify the definition of a sales ready lead. Establish your lead management foundation and focus on a closed loop solution that enables Marketing to measure revenue production through your marketing efforts. With this foundation in place, marketing becomes easier and more strategic specific to spend.
If someone wants to nurture sales inquiries what process would you recommend? 

1) Identify the relevant stages of your products buying cycle.
2) Identify content and messaging that aligns with this stage.
3) Leverage your lead management foundation to automate this messaging. (Focus on timing!)
What steps would you suggest to measure the ROI for sales inquiries? 

I believe the Key Performance Indicator you should be focused on is cost per order dollar. Make sure your lead management foundation tracks projected, pipeline and actual revenue from your campaigns.

SLMA Opportunity: Media Sales Representative

The Sales Lead Management Association has an opportunity for a media sales rep to represent it’s various services.  These services include sponsorship, display advertising, radio commercials, industry leader news, speaker’s directory, sponsored white papers, research, and webinars plus text and newsletter display advertising.  The ideal representative will have a media sales background, understand internet media and is probably representing other non-competing services or associations.  This is an above average commission only opportunity.  Please send your resume