Leadspace Radio

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The Biggest Sins Salespeople Commit

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Tim Wackel covers some of the biggest errors salespeople commit… and where there are some big opportunities.

This lively discussion will cover:

  • The sales sins you must avoid
  • Top tips for finding new business today
  • What to do when prospects go silent
Tim is the founder and president of The Wackel Group, a training and consulting firm dedicated to helping organizations find, win and keep customers for life. He is a member of the American Society for Training and Development and holds a professional membership in the National Speakers Association. He earned his Electrical Engineering degree from the University of Nebraska and lives in Dallas where he and his wife raised their two children and are now enjoying their empty nest.

Tim Wackel is one of today’s most popular sales speakers because he makes information entertaining, memorable and easy to understand. He combines more than 25 years of successful sales leadership with specific client research to deliver high-impact programs that go beyond today’s best practices. Tim’s keynotes and workshops are insightful, engaging and focused on providing real world success strategies that audiences can (and will!) implement right away.

Advocate Marketing: What is is and how you can get it.

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Building a brand new category isn’t easy – but Influitive’s Jim Williams makes it seem easy. Eloqua’s former Director of Product Marketing helps us realize why we need Influitive’s Advocate Marketing.

Here's a nutshell of what advocacy marketing includes, and you can decide if you need it or want it:
Capture the best leads
Cultivate product reviews
Secure perfect references
Instant product feedback
Share content with conviction and build buzz

Jim Williams is the VP of Marketing for Influitive. Williams is a strategic thinker and marketer who drives tangible results/ROI for startup and early stage software companies. Prior to Influitive, Williams lead product marketing and demand generation at Eloqua.

Some of the questions host, Steve Gershik asked were:

1. Influitive and Advocate Marketing ….tell us more. Why is harnessing the power of advocates so important today?

2. What’s changed in marketing in the last few years that has made B2B a little more exciting?

3. What is a day in the life of a VP of Marketing at a hot start-up like? What are your biggest challenges?

4. How do you build an effective marketing strategy for something so new and different? Building a new market isn’t easy, is it?

5. Do you believe in taking risks as a marketer? Does the start-up mentality foster that?

6. You were an integral part of a very successful marketing team at Eloqua – what best practices did you learn while part of that team? What made the Eloqua marketing team unique?

After the break:

7. What’s the secret to building a great marketing organization? Do you hire for skills? Passion? What makes a team successful?

8. What’s the best way to become a better marketer?

9. Where does content marketing play a role in your marketing strategy?

10. Let’s talk about data. Leadspace provides social demand generation solutions –helping to provide real-time lead data for organizations. How important is accurate data for marketing?

Maximize Inside Sales: tips to drive more revenue

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Trish Bertuzzi started The Bridge Group to help B2B technology companies build world-class Inside Sales teams. Since 1998, Bertuzzi has helped over 200 companies build, expand and optimize Inside Sales - building pipeline, generating revenue and redefining the image of our profession. Trish has more awards and nominations than we can possibly list throughout her tenure as a B2B marketing strategist. Learn more about The Bridge Group and Trish here.

Developing Buyer Personas is NOT Buyer Profiling

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Join Steve Gershik in this lively discussion with Tony Zambito about buyer personas and behavior.

Some of the points they will cover include:
  • Buyers are overwhelmed with content and desire experiences.
  • The Awareness, Consideration, Decision, Retention and Support labels.
  • What does the term "buyer persona" really mean?
  • What is the difference between buyer profiling and buyer personas?
  • Can you truly predict WHEN your buyers are going to buy from you?
  •  and so much more.

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About Tony Zambito:
Tony is the founder and today’s leading global authority on buyer personas and buyer insights research. In 2001, Tony established the first-ever buyer persona development methodology designed specifically for B2B Marketing and Sales. This innovation has helped leading companies gain a deeper understanding of their buyers resulting in improved business, marketing, content, and sales strategies. Over the past dozen years, Tony has conducted over a thousand buyer interviews and has helped today’s leading Fortune 100 companies acquire deep buyer insights. Tony is a prolific blogger, communicating on trends in changing buyer behaviors.  

Agile Selling and Hidden Gems from Jill Konrath

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If you don't know Jill Konrath yet, it's time to get caught up. Her site is a welcome basket fancier than print vendors in the 90s would bring at the holidays to thank you for the 300 page sales report job you did in full color for 10,000. She generously gives away tools to help any sales and marketing professional exceed any expectations they had of themselves and becoming a wildly valuable member of any team. Really, I'm not just getting all mushy on you here. Check this out: http://www.jillkonrath.com/sales-resources


So we're here to talk to her about what sets her latest book, Agile Selling, apart from any she's written in the past. We don't want to give the whole show away, but join us and take notes. This is one of those guests that will leave you gasping with inspiration and action items!

A couple of the questions she'll be answering include:

What role should technology play in today’s sales organization?

What happens when sales doesn’t trust in their data and/or marketing?

The Best Ways to Maximize Inside Sales from the Guru

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There are no secrets to maximizing sales team results and driving revenue. There is only proven strategies and experience- The Bridge Group and Trish Bertuzzi share a few of each to you help drive more revenue.

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Trish Bertuzzi started The Bridge Group to help B2B technology companies build world-class Inside Sales teams. Since 1998, Bertuzzi has helped over 200 companies build, expand and optimize Inside Sales - building pipeline, generating revenue and redefining the image of our profession. Trish has more awards and nominations than we can possibly list throughout her tenure as a B2B marketing strategist. Learn more about The Bridge Group and Trish here.