50 episodes

SLMA Radio, a service of the Sales Lead Management Association, is a streaming live weekly program, on the Funnel Radio Channel which interviews executives in B2B marketing and Sales. The program explores subjects in sales lead management, lead generation, marketing operations, artificial intelligence and all aspects of marketing and sales management. Published since the July 27, 2010, the program has multiple hosts who have interviewed more than 500 executives with a download listenership of more than 105,000. SLMA Radio is one of many radio/podcast programs produced by the Funnel Media Group LLC for the Funnel Radio Channel.

Sales Lead Management Association Radio OC Talk Radio

    • Marketing

SLMA Radio, a service of the Sales Lead Management Association, is a streaming live weekly program, on the Funnel Radio Channel which interviews executives in B2B marketing and Sales. The program explores subjects in sales lead management, lead generation, marketing operations, artificial intelligence and all aspects of marketing and sales management. Published since the July 27, 2010, the program has multiple hosts who have interviewed more than 500 executives with a download listenership of more than 105,000. SLMA Radio is one of many radio/podcast programs produced by the Funnel Media Group LLC for the Funnel Radio Channel.

    Six Questions to ask Yourself Before you Start a Podcast

    Six Questions to ask Yourself Before you Start a Podcast

    In this program, veteran Internet Radio Producer and Podcaster Paul Roberts and Jim Obermayer discuss the six questions you have to ask yourself before starting a podcast.   Obermayer the chief podcast producer on the Funnel Radio Channel reviews the latest statistics on podcasting and answers the six questions that must be asked before starting a podcast. 

    • 24 min
    Why Segmentation is Vital for a Go to Market Plan – Rebecca Kaufmann Podcast  

    Why Segmentation is Vital for a Go to Market Plan – Rebecca Kaufmann Podcast  

    This month on Revenue Rebels, Rhoan Morgan sits down with Rebecca Kaufman, Director, Strategic Marketing at Phreesia to discuss the importance of segmentation in marketing. 
    You wouldn’t market to the CEO of a Fortune 100 company in the same way you’d market to an SMB marketing director. Why market to your customer and prospect audiences in the same way? When you prioritize segmentation, you enable your company to target the right audience with the right message at the right time, while delivering a superior experience. Some of the items discussed are:
    How to target personas
    Tools for segmentation strategy
    Why data is one of a company’s biggest investments
    Why all company marketing plans start with good data
    How Phreesia uses segmentation in building a go-to-market plan
    Why Phreesia uses segmentation to develop marketing campaigns and content
    Revenue Rebels is hosted by Rhoan Morgan, CEO of DemandLab the host sponsor.  
    You may also like:
    How Revenue Operations Improves Customer Engagement
    Hear the best of Rhoan Morgan here.
     
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    Revenue Rebels is hosted by Rhoan Morgan of DemandLab which is a program on the Funnel Radio Channel.  DemandLab is the sponsor of Revenue Rebels
       

    • 23 min
    How Sales Lead Management Software is Breaking from CRM

    How Sales Lead Management Software is Breaking from CRM

    It was just a matter of time before CRM Software took another hit with the breakoff of Sales Lead Management as a separate platform. This program is offered as a replay from CRM Radio’s show of January 23, 2020, where CRM Host Paul Petersen and Sales Lead Management Association founder, Jim Obermayer, discuss the modern definition of Sales Lead Management, how some companies are separating themselves from being defined as just CRM solutions and what salespeople expect from marketing and sales management. 
    They discuss the crowded fields of CRM, Marketing Automation, ABM, and the resurrected field of sales lead management.  Obermayer is also the President of the Funnel Media Group an internet radio and podcast production agency for B2B companies.  Jim is also the founder of the Sales Lead Management Association. 
    Paul Petersen is the Vice President and General Manager for GoldMine CRM and is the host of CRM Radio.
    The original program on CRM Radio is found here: Follow My Lead – Insights for 20/20 Lead Management
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    CRM Radio is hosted by Paul Petersen of Goldmine CRM by Ivanti which is a program on the Funnel Radio Channel.  GoldMine is the sponsor of CRM Radio.
       

    • 25 min
    133% Growth for LeadMD – Justin Gray Reveals Why

    133% Growth for LeadMD – Justin Gray Reveals Why

    Program host, Jim Obermayer, read a recent press release from LeadMD and what caught his eye was the 133% growth figure for their year over year sales so far in 2019. “Why” is the question Obermayer asked the company. The answer prompted the interview for this program with Justin Gray the CEO of LeadMD. His response is both interesting and predictable for a company that counts several thousand companies as its clients.
    Justin Gray bio (Founder, CEO)
    Justin Gray is a serial entrepreneur who has launched four multi-million- dollar companies, become a recognized speaker and has been published over 350 times throughout his career. Justin is the CEO and founder of LeadMD, a role he’s held for the past ten years. He also co-founded PaidSuite, a SaaS payment technology provider, and led the company through a successful acquisition in 2017. He is the co-founder of Greyson Organics, an organic farm in rural Missouri he co-owns and operates with his father, as well. Justin and his wife, Jennifer, met over marketing in 2013, welcomed their first child, Grayson, in 2018 and are expecting a daughter in November 2019. 
    Bob Blount bio (Vice President of Sales)
    Bob Blount is a passionate sales/marketing and business development leader focused on profitability, accountability, and results. He has 20 years of sales and marketing experience and 10 years of business development, SaaS, marketing, account-based marketing, digital communications experience. He is a former Board Chairman of MedicAlert Foundation and has received recognition including top sales awards, most profitable sales team awards and has been named one of Healthcare Information Technology (HIT) top 100. Bob joined LeadMD as Vice President of Sales earlier this month.
    About LeadMD
    LeadMD is the number one performance marketing consultancy in the U.S. Launched in 2009, LeadMD empowers marketers to drive revenue and customer success. The company focuses on people, processes, and technology that create predictable and sustainable revenue for high growth and enterprise brands. LeadMD has helped thousands of brands improve and deliver value through strategy and proven tactics that work. For more information, visit https://www.leadmd.com or email at go@leadmd.com.
     

    • 23 min
    When Company Presidents Fail to Solve Bickering Between Sales & Marketing

    When Company Presidents Fail to Solve Bickering Between Sales & Marketing

    I used to believe that conflicts between sales and marketing were so much trash talk between competing team mates.  When confronted with the question of which blade of the scissors is most effective it is obvious that one can’t do the job without the other. 
    Leadership has its responsibilities to minimize conflict within the company for the benefit of the investors and the bottom line.  That the issue between sales and marketing has been allowed to fester can only be laid at the doorstep of the company president.   
    If the presidents didn’t get a grounding in sales or marketing early in their careers, they are forever avoiding the nonsense that their sales and marketing managers perpetuate as they point fingers at each other because of failed revenue attainment.
    In this interview with Patrick Morrissey, General Manager of Overland Altify, we discuss how Patrick has solved this issue to get sales, marketing, and customer service to work together.   His approach may surprise you.
    About Patrick Morrissey
    Patrick Morrissey is the General Manager at Upland Altify, responsible for all operating aspects of the company.  Prior to becoming the GM Patrick was the CMO for Altify.  Morrissey is also the host of Revenue Optimization Radio sponsored by Overland Altify.
    Prior to joining Altify, he was CRO of Simpplr, and has held multiple executive positions in sales and marketing at Salesforce, DataSift, Savvion and Business Objects. 
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    5 Questions to Prioritize Your Sales Enablement Budget for 2020
    Cracking the Content Code - Morrissey Reports From the Seismic Shift Sales Enablement
    Conference
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    SLMA Radio is hosted by James Obermayer of Funnel Media Group which is a program on the Funnel Radio Channel.  Funnel Media Group is the sponsor of SLMA Radio
       

    • 24 min
    What You Don’t Teach in Sales Training That Guarantees Failure

    What You Don’t Teach in Sales Training That Guarantees Failure

    When sales reps are hired, they are often tested for sales skills and personality traits. References are checked, previous employers called, they are trained on the products and considered ready to sell. Yet, the number one skill is overlooked: the ability to engage. There is seldom, if ever, engagement training.
    Because they did well in the interview, the sales manager oddly enough assumes the new sales representative has the ability to engage with the most important tool they have, the telephone; that’s where the wheels come off the sales cart. It can take a company six to nine months before they realize the rep may know the product, but can’t get a conversation going with a prospect. 
    In this program, host, Mari Anne Vanella, author and CEO of The Vanella Group tackles the little thought-out point of failure for most organizations: The Physiology of Engagement and how to train sales reps to succeed. Yes, she admits, its part art and a lot of process for reps to have a peer level conversation, but it can be done.  She covers:
    Why calling skills are over-looked in sales training.
    How to make a peer-level call
    Why it’s easy to start call in an apologetic (bad manner)
    Why reps have to be taught granular calling skills and adhere to a work structure to be a success
    Why the art of conversation can be teachable
     Listen and learn.  
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    Outstanding Outbound is hosted by MariAnne Vanella of The Vanella Group which is a program on the Funnel Radio Channel. The Vanella Group is the sponsor of Outstanding Outbound

    • 27 min

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