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 Radi‪o‬ OC Talk Radio

    • Marketing
    • 4.8 • 4 Ratings

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.

    Why business owners tend to hit plateaus and struggle to grow.

    Why business owners tend to hit plateaus and struggle to grow.

    Kevin McCann of the Executive Strategy Group, gives actionable logical, simple, but wildly important tips in this episodes. Here's one to start, if we take something just as fundamental your website. Take the first, top five pages of your website. Look at your navigation. Print out those pages. Go grab a yellow and green highlighter. You'll have to listen to this episode for the insights and assessment you can do right now.
    Then, he praises one of his partners, HubSpot, but admits there is something missing. On the buyer persona, typically, it's, "Who is your ideal customer?" What vertical industry are they in? The standard demographic, size of company, title, revenue, growth, trajectory, vertical industry, et cetera. You'll have to listen to get the rest of what's missing and how he solves it with Revenue Growth Mastery 
    He also goes through what is the REAL pain you are solving. It's not what you think 90% of the time. "The value of your offer needs to be relevant to the impact that the customer is experiencing with their challenge. Most sales reps totally miss that."
    About Susan's guest:
    Kevin McCann, President and CEO, Executive Strategy Group
    Kevin has 27 years of sales and management experience in the high-tech industry specializing in:* Sales negotiation and objection management training* Business development and partner program assessments* Business model growth assessment
    The Executive Strategy Group is a management consulting firm that works with growth-directed companies seeking to increase top-line revenue. They align your company’s strategy with marketing and sales efforts to increase reach, maximize marketing ROI, shorten sales cycles and generate consistently growing revenue.
    In addition to one-on-one and team advisory, planning and coaching/mentoring services, the Executive Strategy Group offers on-site seminars and workshops proven to effectively teach participants the skills, understanding and methodology required to succeed in an increasingly complex business environment.

    • 36 min
    Our Special Sauce is What Makes Us Valuable

    Our Special Sauce is What Makes Us Valuable

    In this episode with Ledge, we talk about taking our secret sauce for granted. To many of us, what we do is a no-brainer, but to most others, it is not. It's awesome, inspiring, valuable. He explains the four values that everything Add1Zero.co does checks back to these four focus items Revenue, Integrity, Calm Confidence, Shared Abundance. When our success fades, or explodes, we can usually attribute it to how far we have or haven't strayed from the core values and concepts.
    Listen to this conversation. You'll have homework. That's good. It means you have valuable takeaways. If you missed the first episode with Ledge, you can listen here.
    It’s Not a Hobby, It’s a Revenue Source - Stop Playing House.
    A bit about Add1Zero.co
    Lead-to-close sales execution for B2B tech companies ready to leap from 6 to 7 digits of revenue.Their team joins your team - under your brand - to pick up your leads as soon as they hit your CRM, engage and close them, and hand a signed client over to your onboarding and CS teams. Using a proven process for 6- to 7-digit annual growth, they provide sales strategy, execution, and ops -- the real work that needs to get done to close deals.

    • 25 min
    It's Not a Hobby, It's a Revenue Source - Stop Playing House.

    It's Not a Hobby, It's a Revenue Source - Stop Playing House.

    Passion is not enough. As a revenue generator - deal closer service provider, Ledge tells us he doesn't need to be passionate about what you do. He needs to be passionate about closing deals for you and generating revenue for you. Then you will be able to channel more of the passion you have for your business. (20:31) "...sometimes folks will try to negotiate and say, well, if you're really passionate about it and you want to be involved in this, maybe you can cut your rates. And no, I'm not at all ... I'm passionate at the price I just quoted you because I'm going to make you millions of dollars. And that's what I'm passionate about. We build revenue machines. The end." Join us for part 1 of a 3 part series. Take notes!
    Read Ledge's recent article about packages >
    A bit about Add1Zero.co
    Lead-to-close sales execution for B2B tech companies ready to leap from 6 to 7 digits of revenue.Their team joins your team - under your brand - to pick up your leads as soon as they hit your CRM, engage and close them, and hand a signed client over to your onboarding and CS teams. Using a proven process for 6- to 7-digit annual growth, they provide sales strategy, execution, and ops -- the real work that needs to get done to close deals.
     

    • 25 min
    It isn’t a Matter of if AI will Replace Marketing People

    It isn’t a Matter of if AI will Replace Marketing People

    This is part of a series of interviews with industry leaders about artificial intelligence’s impact on the marketing and sales departments' current and future headcount. We interview Paul Teshima, a former Eloqua executive and CEO of Nudge.ai (acquired by Affinity in March 2020). The executives interviewed so far seem to believe that AI will create jobs while also changing the job description of those in both sales and marketing. Paul may have a different opinion. The host is Jim Obermayer.
    ----more----
    About Paul Teshima
    Paul is the CEO and Co-founder of Nudge.ai, a modern sales platform that uses artificial intelligence to provide sales teams with actionable insights on their target customers.
    He is a successful technology executive who has run Services, Customer Success, Account Management, Support and Product Management teams.
    As part of Eloqua’s executive team, Paul helped lead the company from $0 to over $100 million in revenue, then through IPO and a successful acquisition for $957 million by Oracle.
    He’s a firm believer that company culture trumps strategy every time, and that storytelling is an essential part of creating a business. He has a successful track record as a leader with a strong focus on sales and customer engagement.
    About Nudge (acquired by Affinity in March 2020)
    Nudge was co-founded in 2014 by former Eloqua executives, Paul Teshima and Steve Woods. After having successfully guided Eloqua to a market leading position in marketing automation from $0 to over $100 million in revenue, then through IPO and acquisition by Oracle for $957 million, Teshima and Woods recognized another massive challenge to solve – this time, however, it was on the sales side.
    The best sales professionals understand that people buy from people they know, like and trust. In a world that’s becoming overloaded with information, it’s becoming harder to build trusted, authentic relationships with buyers and existing customers. This is where Teshima and Woods saw the biggest challenge, and the biggest opportunity yet to be solved.  
    Paul recently appeared on our sister program Sales Pipeline Radio with Matt Heinz:
    The Power of Relationship Marketing in a Distracted World.
    SLMA Radio Sponsorship
     Whether 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 www.validar.com
     

    • 27 min
    Is Sales Engagement the Most Important Platform in your Marketing Stack?

    Is Sales Engagement the Most Important Platform in your Marketing Stack?

    Lack of sales lead follow-up is a plague on B2B Companies.   Maybe, just maybe, a Sales Engagement Platform will solve the sales lead follow-up nightmare.  Marketing managers should listen to this podcast.
    ----more----
    About the Josh Baez The Engagement Manager at Heinz Marketing
    Having worked with dozens of companies across multiple industries, Josh brings his creativity, expertise, and fresh perspectives to every situation. From go-to-market plans to ABM programs, Josh thrives on rolling up his sleeves to help each of his unique clients uncover their buyers’ needs, develop competitive content and messaging, and orchestrate campaigns across channels and audiences to generate revenue with precision. Josh believes marketing isn’t solely about generating leads, but more so about crafting meaningful engagement experiences that – in turn – create long-term, loyal customers.
    Heinz Marketing's Online Sales Pipeline Velocity Calculator
    Our Sales Pipeline Velocity Calculator helps you identify how fast qualified opportunities are moving through the sales funnel. Our calculator will calculate the pipeline velocity for you using the data points you provide.
    Heinz Marketing Demand Generation Heinz’ proven, buyer-centric demand generation programs take into account the unique nature of your business, customers, and industry – applying proven best practices to create a repeatable, scalable engine of qualified opportunities and long-term pipeline. Our approach covers strategy, design, and execution – including online and offline efforts that align buyer intent with your sales process to increase both immediate and long-term conversion yield.
    SLMA Radio is hosted by James Obermayer of the Sales Lead Management Association which is a program on the Funnel Radio Channel.  
       

    • 23 min
    Increase Sales 30% in 90 Days

    Increase Sales 30% in 90 Days

    Increasing sales this much is a bold statement and we asked Mike Hollison, CMO of InsideSales.com how it can be done.  Of course, following up all leads increases sales, but InsideSales.com claims its self-learning engine drives predictive sales communications and engagement which combined with rep motivation results in dramatic sales increases.
    ----more----
    Prime questions: How does the Neuralytics® program work?  How soon can results REALLY be seen? What is the basis for the claim in increased sales?  What does it cost?  The host is Jim Obermayer
    About Mick Hollison
    Mick Hollison has over 26 years of experience in technology marketing, product management and sales. Currently, Mick oversees all marketing efforts including public relations, content marketing, paid advertising and website conversion at Cloudera.
     
    Mick spent 7 years at Citrix, a $2.6B company, recently serving as global vice president of marketing and strategy, leading integrated product marketing and strategy. He was responsible for integrated product messaging, solutions marketing, and marketing strategy and led the development of pricing, licensing and packaging across all Citrix product lines.
     
    Prior to Citrix, Mick spent two years at Microsoft where he was responsible for the development and delivery of marketing messages targeting C-level executives. During his tenure, he led a worldwide network of nine executive briefing centers delivering over $4 billion in influence revenue per year, and produced customer events such as the Microsoft CEO Summit. Before joining Microsoft, he spent 13 years with IBM in a variety of executive product line roles. 

    • 26 min

Customer Reviews

4.8 out of 5
4 Ratings

4 Ratings

💚💙💜💜💛💜💛❤️ ,

So much to learn!

Excellent resource for sales leadership and those that aspire to be a sales leader. Excellent pearls of advice. Take a listen!!

Suzbinky ,

I have learned do much from SLMA Radio

SLMA radio has exposed me to such a wide variety of useful B2B and B2C topics that I look forward to listening live each week or catching replays when I'm on my walks at o'dark 30. Perfect for sales and marketing issues. I've also "met" some wonderful guests through these shows.

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