CRM Radio header image 1

CRM Radio

15
Mar

How to increase to a 5x lift in pipeline through early engagement.

00:0000:00

600-x600-CRMRadio-20170316-anella.jpgMari Anna Vanella, the CEO and founder of The Vanella Group, Inc. tells us that by understating the psychology of prospects and connecting on a peer-to-peer level her staff can exceed industry expectations for lead generation. Their deliverable she says goes beyond just leads when they deliver high value intelligent engagements.    We’ll find out how. Jim Obermayer is the host.

Mari Anne will discuss the impact that early engagement has in large enterprise B2B sales cycles.

Topics discussed:
  1. Is BANT relevant anymore for engagement with large B2B deals?
  2. What are some common engagement breakdowns?
  3. Is there such a thing as predictability with engagement?
  4. If a company outsources, what should they consider specifically related to engagements?
  5. Isn’t buying appointments the right thing to do?

About our Guest Mari Anna Vanella

Mari Anne Vanella has 25+ years of sales and business management experience. As Founder/CEO of sales development firms in the Silicon Valley, her organizations have consistently delivered long-term, successful sales development programs to high tech and services industries across the United States.

Mari Anne's background includes successful performance as Vice President and Director at companies such as The EC Company (now ADX), PictureTalk, a subsidiary of Drake International (one of the world's largest IT solution and staffing firms), Global Knowledge, a $500 Million IT Training and consulting firm, and at Skyline Computer Corporation, where she led the Cisco Training Products organization to a #5 position in the country within one year. Prior to these she founded Procom, a sales development firm based in the Silicon Valley serving customers such as State Farm Insurance, Waddell & Reed, AmeriPro, and many others.

Her executive leadership roles in enterprise technology sales organizations with field reps, sales engineers and customer service teams contribute to in-depth knowledge and hands-on experience which results in a solution that has unmatched results.

Mari Anne is listed in the #3 position in the "40 Most Inspirational C-Level Leaders in Sales Lead Management" in 2015 and is also listed in the "20 Women to Watch in Sales Lead Management" in 2016, 2015, 2014, 2013, 2012, and 2011. She was recently a speaker in featured sessions at Dreamforce on Social Selling and has been invited to speak three times recently in featured sessions. She has also been invited to represent the SMB CEO role at "LinkedIn Live" event which was co-sponsored by the regional Chamber of Commerce and focused on how SMB's can successfully leverage LinkedIn as The Vanella Group, Inc. has.

She has authored the best-selling and award-winning book 42 Rules of Cold Calling Executives which is available on Amazon.com and other retail channels.

Mari Anne's graduate studies in Business Management were through the Edinburgh School of Business, Heriot-Watt University.

About The Vanella Group, Inc.

The Vanella Group, Inc. is the only provider of High-Touch/High-Quality Telesales-based Lead Generation Solutions for Enterprise Technology companies that over-achieves traditional lead gen programs 5x above industry standards. Now in their 17th year, they have delivered opportunity-based programs for companies such as HP, Hitachi, SAP, and many other enterprise technology providers. Their programs are uniquely designed to be performance-oriented using a peer-to-peer engagement model.

Sponsor for this show:

GoldMine CRM

Goldmine CRM
Get more from the cloud with GoldMine workspaces. Flexible sign up options for BYOL hosting or subscription with monthly or annual terms. Designed for customers with Windows server-based applications but looking to off-load their on-premises server equipment.
27
Sep

Solving the Mystery of Getting Qualified Leads at Trade Shows

00:0000:00

250-CRMRadio-20160929-kippes.jpg

Getting qualified leads from trade shows must be a mystery because so few people do it.  It takes a behind the scenes expert to solve the problem and reveal the easiest ways to create what salespeople want most: qualified sales leads. During this program Victor Kippes, founder and CEO of Validar will share the secrets about qualifying sales leads which he has learned from thousands of trade shows. The host is Jim Obermayer.
 
Why It's Important

A trade show is not about quantity of leads, it is about the quality.  A quality sales lead is a qualified prospect that has the authority to make a decision and a time frame to pull the trigger. 

About Validar Inc.
 
Since 2005, Validar Inc. has helped B2B event marketers better understand and articulate their value.  It is vitally important to us that our customers get the credit they deserve for their event marketing efforts. Our technology not only does this, we also help deliver a best-in-class attendee experience as well. For any business, it is important to know where leads are in their buying cycle so they are treated appropriately and follow-up activity is not wasted. Our solution enables companies to ask the right questions of potential customers when in dialog, to capture the impact event content has on each attendees product interest levels. Our onsite registration, attendee tracking and lead retrieval products are offered on an ala-carte bases based any event type or need. 
 
About Victor Kippes
 
Victor Kippes is CEO of Validar Inc., a B2B lead management company that specializes in events. Much of Validar’s value proposition is based upon Victor's experience as a receiver of leads. He has been in a sales role for over 20 years both as a direct contributor and as the leader of a large enterprise sales team. He is a recovering sales leader who understands very well the challenges marketing and sales leaders face specific to demand generation and lead management. If you are a marketing leader interested in understanding and articulating your true value, or a sales leader interested in improved conversions and pipeline growth, Validar and Victor are there for you. You can follow Victor on Twitter at @vkippes.
 

Sponsor for this show:

GoldMine CRM

Goldmine CRM
Get more from the cloud with GoldMine workspaces. Flexible sign up options for BYOL hosting or subscription with monthly or annual terms. Designed for customers with Windows server-based applications but looking to off-load their on-premises server equipment.