We can discuss account based marketing and how it applies to large and small market places (some would say almost any marketing effort)  but how to specifically monitor account based labors is another issue.  In this program Peter Isaacson, CMO of DemandBase discusses the issue facing so many CMOs:  If you can’t measure it did it happen?   Can the measurement include revenue contributions per campaign?  And what is the DemandGraph they make such a big deal about?  The host is Jim Obermayer

About Peter Isaacson

Peter Isaacson is a proven business leader with over 25 years of marketing experience in job responsibilities ranging from branding and advertising, to corporate communications and product marketing. This includes deep experience in both B2C and B2B marketing and managing large teams across international markets. As Chief Marketing Officer for Demandbase, Peter is responsible for overall marketing strategy and execution, including product, corporate and field marketing. Prior to joining Demandbase, Peter was CMO at Castlight Health, helping to scale the company and build the marketing team prior to their successful IPO. Peter has also held leadership positions at Microstrategy and Adobe, where he led various functions, including brand marketing, WW field marketing, and the WW Education vertical business. Peter got his start in advertising, working at agencies in New York on accounts ranging from Procter & Gamble to Compaq computers.  

About Demandbase

Demandbase, the leader in Account-Based Marketing (ABM), has been introducing ABM solutions to the market since 2011. The company offers the only end-to-end ABM platform — account identification, account-based advertising, B2B website personalization, account-based marketing automation, sales insights and integrations into CRM so that ABM results are optimized around sales activity.

The Demandbase B2B Marketing Cloud is the only subscription-based ad targeting and web personalization solution that let marketers connect campaigns directly to revenue. The B2B Marketing Cloud is powered by patented technology, which allows companies to identify in real-time the accounts they value most and personalize their digital marketing efforts to them. Enterprise leaders and high-growth companies such as Adobe, GE, Salesforce.com, Oracle, Box, CSC, DocuSign, Dell and others use Demandbase to drive ABM and maximize their marketing performance. The company was named a Gartner Cool Vendor for Tech Go-To Market in 2016. More information can be found at https://www.demandbase.com or by following the company on Twitter @Demandbase.

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If your organization’s success is driven by B2B sales, the co-author of the book Predictable Prospecting, MaryLou Tyler will discuss her proven step-by-step process to turn any B2B organization into a high-performance business development engine.  The host is Jim Obermayer

About Marylou Tyler Marylou Tyler is the Founder of Strategic Pipeline, a Fortune 1000 outbound sales process improvement consulting group. Her client list includes Apple, Bose, AMA, Talend, CIBC, Prudential, UPS, Orkin, AAA and Mastercard.She's also co-author of the #1 Bestseller Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com. It's sold over 60,000 copies and has over 250 reviews on Amazon averaging over 4.3 stars.And her new book is titled Predictable Prospecting: How to Radically Increase Your Sales B2B Pipeline.

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When it comes to sales process improvement, Marylou specializes in optimizing top-of-funnel sales process and implementing predictable new sales opportunity engines. Her unique approach walks clients through a specific 7-point outreach process/framework that is part behavioral, part predictive and part creative (persuasive storytelling).

About Strategic Pipeline

Strategic Pipeline is focused on helping companies deploy a consistent and reliable Sales Opportunity Creation system that will increase new sales contacts, compel them to consider your offer and convert them to qualified sales opportunities.The Strategic Pipeline process is the result of cumulative experiences in managing rapid growth companies and needing to solve the painful problems of sales pipeline inconsistency and unreliable forecasts.Strategic Pipeline starts with precise repeatable steps to turn cold leads into interested contacts. The next phase applies a content development methodology to compel interested contacts to become prospective buyers. And finally, a step by step conversion process delivers a consistent flow of qualified sales opportunities to your sales force. 

About Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline

If your organization’s success is driven by B2B sales, this powerhouse of a book shows you how to generate new opportunities, build sales consistently, and focus on high revenue accounts with higher probability. It’s the most reliable and predictable prospecting system available, developed by the coauthor of the bestselling Predictable Revenue and the author of the international bestseller How to Deliver a TED Talk.Following a proven step-by-step framework, you can turn any B2B organization into a high-performance business development engine. You’ll learn how to target and track ideal prospects, optimize contact acquisition, continually improve performance, and achieve revenue goals―quickly, efficiently, and predictably.If you are a business professional tasked with new business development, revenue generation, diversifying marketing lead generation channels, selling into disruptive markets, and justifying marketing ROI, Predictable Prospecting will be an invaluable resource.

 

 

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Has CRM it lost its way in its evolution? In this interview with Aptean’s CRM expert Imad Alabed, we’ll tackle the how CRM systems have evolved, what it means to service relationship marketing and how business intelligence is influencing the more aggressive B2B companies. The host is Jim Obermayer.

Our Guest Imad Alabed

Imad Alabed has over 15 years of experience in the Customer Relationship Management space. Imad started his career as CRM technical consultant and spent more than 10 years implementing and integrating CRM solutions for numerous clients across a variety of industries. During the past 5 years, Imad shifted his focus to CRM product management and is responsible for evolving CRM to ensure that client’s needs are met  Imad holds a bachelor’s degree in Electrical Engineering from Boston University (United States) and Master’s Degree (MSc) in Management Information Systems from Concordia University (Montreal, Canada).----more----

About Aptean

Aptean is a leading provider of mission critical enterprise software solutions. We build and acquire industry-focused solutions to support the evolving operational needs of our customers. Our solutions help nearly 6,500 organizations stay at the forefront of their industries by enabling them to operate more efficiently, thereby ensuring higher customer satisfaction.

 

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We go behind the smiling sales persona to hear what a sales person really thinks about sales and marketing management , CRM tools, sales forecasting and sales beatings (he means sales meetings).  Don’t expect any sugar coating here. This is what no sales person will tell you because they are afraid of your reaction and afraid of revealing their dark secrets. The host is Susan Finch

About the Guest:  Anonymous

About his company:  Any company USA

Some of the questions our guest will be answering:

What about CRM systems?

Let's talk about sales forecasts, why are they so inaccurate?

How do you feel about management traveling with you or listening in on your phone calls?

Do you like the time you spend on customer service?

Are you getting enough sales leads?

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In this free-wheeling interview with LeanData’s CEO Evan Liang we discuss his opinion of where CEO’s fail in their management of sales managers by not asking a crucial question that can determine the company’s future.  The host is Jim Obermayer.

About Evan Liang

Evan Liang is the co-founder and CEO of LeanData. A graduate of Stanford University and Northwestern University's Kellogg School of Management, Liang's business career includes a background in venture capital with Battery Ventures and Shasta Ventures. He founded lead management company LeanData with Kelvin Cheung in 2012. ----more----

About LeanData

LeanData simplifies the complexity of the B2B sales process through better lead management. LeanData makes revenue-generation teams more successful by matching leads to accounts and automatically routing them to the correct owner. LeanData maximizes the value of every lead by providing richer insights into accounts so businesses can increase sales velocity to close more deals faster.  www.leandatainc.com.

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Yes, it is about people, this pipeline failure issue, but is just as much about the tools and technology to over-come the failure that is the subject of this radio program with Giles House of CallidusCloud.  The host is Jim Obermayer

About Giles House:

Giles House is an experienced marketing executive with a proven track record of successfully marketing and selling business software and technology. At CallidusCloud he is responsible for the company’s global marketing activities, product strategy, communications, brand and sales enablement programs.

Under his direction the marketing team has consistently grown the sales pipeline year over year and has received multiple awards including Marketing Executive of the Year, Marketing Team of the Year, Viral Video, Best Tradeshow and Best Video for Events & Live Webcasts. As a recognized thought leader, Giles regularly speaks on sales and marketing, and has been interviewed by leading publications such as Inc., VentureBeat, MarTech Advisor and CRM Magazine.

Prior to joining CallidusCloud, Giles has worked at international software and SaaS companies including SAP. Giles graduated with honors from one of the world’s top universities for electronic engineering, the University of Southampton.

About CallidusCloud

CallidusCloud is the global leader in cloud-based sales, marketing, learning, and customer experience solutions. CallidusCloud enables organizations to accelerate and maximize their lead to money process with a complete suite of solutions that identify the right leads, ensure proper territory and quota distribution, enable sales forces, automate configure price quote, and streamline sales compensation — driving bigger deals, faster. Over 5,000 organizations, across all industries, rely on CallidusCloud to optimize the lead to money process to close more deals for more money in record time.   CallidusCloud

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This is not your father’s CRM or marketing automation system. Growing your Community is their Vision. The more our host Jim Obermayer looked into the company and its applications the more he had to know more. PerfectMind uses cloud-based technology to help member-based businesses connect with their communities. Automating routine daily operations, email correspondence and online booking empowers your staff to increase registrations and create the best possible experience for your customers. Combined with powerful marketing and reporting modules, PerfectMind is a powerful but agile software system that configures itself around your business and its people - not the other way around.

More sales fall through the follow-up crack than are lost in any other manner. Salespeople will not admit it, and marketing people seldom care as this falls into a work habit for salespeople. Or does it? In this program Archie Heinl of Blitz software shows how an automated system for salespeople increases sales. The host is Jim Obermayer

Social Media. Can’t do without it, no doubt, no argument. Tracking the attribution is another issue; some say they can, some say they cannot. Allen Gannett the CEO of TrackMaven dispels the mystery of tracking social media. The host is Jim Obermayer.

Some will say that sales and marketing harmony is an oxymoron. Some say they have accomplished it, but they seldom share how, if they even know how. In our interview this week with Giles House, SVP and CMO of Callidus Cloud we turn to an expert in sales and marketing relationship building. The host is Jim Obermayer