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CRM Radio


Narrative Analytics: How the Big Dogs Play



Knowing the narrative landscape – what your audience’s opinion is of your company - can make the difference between success and failure.  In this interview, with Damon Waldron, VP of Marketing at Protagonist Technologies we discuss an approach to the marketplace that the White House, government agencies, foundations and B2B/B2C companies use to understand their position in the market place.  From Oil giants to medical devices, Narrative Analytics is an AI application that has been used for more than ten years.  The host is Jim Obermayer.

About Damon Waldron

Damon runs marketing for Protagonist, the leader in narrative analytics. He's a B2B marketing expert who has successfully ramped marketing efforts for several fast-growth startups, including Leadspace and BrightFunnel. He leads marketing teams with a blend of creativity, customer insight and analytical rigor. He has a deep knowledge of demand generation, marketing automation and content development with experience managing email, PPC, SEO, social, PR and event channels. He also has significant agency-side experience working with brands like Verizon and PayPal where he led the redesign of

About Protagonist

Protagonist is the leader in Narrative Analytics. We mine beliefs in order to energize brands, win narrative battles, and understand target audiences. Protagonist uses natural language processing, artificial intelligence, and deep human expertise to identify, measure, and shape the narratives that matter to our customers. The Protagonist platform was built on 10 years of narrative science that was initially developed to improve the American brand around the world for the US Government. Today, it's used by dozens of the world's leading CMOs, business leaders, and foundations.

Sponsor for this show:

GoldMine CRM

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Why a Sales Lead Management Process is Vital



Without a defined sales lead management process, marketing spending closely resembles roulette.

Much has been written, and often ignored, about the importance of a defined sales process that must be defined for every company. Without a detailed sales process to direct sales management and the salespeople a company is more closely aligned as a private lottery than a for profit company.  

The same issue is true for the sales lead management process. If a company has not defined how inquiries will be addressed, whatever you are spending on marketing is more like roulette.

In SLMA Radio this week, James Obermayer, four time author, speaker, consultant and founder of the Sales Lead Management Association discusses the importance of defining a sales process. The host is Paul Roberts.  Read the rest of this entry »


J.Jeffery of Velocify: The Ugly Truth about Sales Lead Responses



Why it’s Important:

”This Velocify research report is the most credible and significant study on what to do about sales lead response failures that I have read. Companies that precisely following this roadmap “without deviation” will significantly increase revenue and achieve their forecast, while simultaneously increasing their marketing ROI. This study points up the value of a sales lead management process.”

James Obermayer

About the Program

Some say the truth will set you free[i], others say the secret is that you must not only know the truth you must face the truth in your relationships[ii].  This is especially true with your family, but it is also true in your work environment.  In this case we are talking about not facing the truth about Call, Voicemail, email practices.  Our guest is Jorge Jeffery the director of Research and Analytics at Velocify and he dives into the startling, but not unexpected results of his recent research.  The host ins Jim Obermayer. Read the rest of this entry »


Why Sales and Marketing are a Science



Many managers give lip-service to the thought that marketing and sales is a science driven by data, and repeatable processes.  In reality very few managers know the science of marketing and sales well enough to make good on the promise of a repeatable process to create demand and close sales.  Our guest this week is a principle at SBI, Dan Perry who will tell us why science dominates sales and marketing more than ever before and how it can be implemented.  The host is Jim Obermayer.

About our Guest Dan Perry Read the rest of this entry »


Will Artificial Intelligence Replace Marketing People – Matt Heinz



This is the 4th in a series of interviews with industry leaders about artificial intelligence’s impact on the marketing departments head count.  Our questions for Matt Heinz, founder of Heinz Marketing explore the uses of AI and the impact it has to create or eliminate jobs and job functions in marketing.  The host is Jim Obermayer Read the rest of this entry »


Marketing Reports that Don’t Suck



Reports on marketing’s success in creating revenue is promised by software and marketing consultants, but there always seem to be obstacles to the complete story; the whole consistent attribution of marketing campaigns is evasive for many.  In this interview with two industry experts, Andrea Lechner-Becker of LeadMD and Brewster Stanislaw of Bizible, we get to the bottom of how to avoid over-promise and under delivery of vital reports that can make the difference between success and failure in a digital world.  The host is Jim Obermayer. Read the rest of this entry »


Giles House’s The Four Must Have Tools Every B2B Marketing Department Needs




This is the third in our series of the must-have tools for B2B marketing departments.  Our Guest this week is Giles House, SVP and CMO of CallidusCloud.  Each of our prior guests (Jeanne Hopkins and Dan McDade) has a significantly different opinion of what is needed in the marketing stack today.  The host is Jim Obermayer. Read the rest of this entry »


The Future of Artificial Intelligence and Sales – A Vision from Prayag Narula



These ideas and technologies such as Artificial Intelligence move over us in waves, some burn out and some keep coming.  AI has been coming on for 65 years, but as a true marketing application it has only been serious for a few years. Some marketers have found  they have been doing some version of AI for five years or more, some are awakening because of the wave of new applications.  And now we have AI and its applications in sales.  Our guest is Prayag Narula, CEO of LeadGenuis and he discusses his vision of AI and its impact on salespeople.

This program covers: Read the rest of this entry »


Four Must Have Tools Every B2B Marketing Department Needs




In this second of a series of interviews we talk with Dan McDade of PointClear about the four must-have-tools every marketing department needs. With the proliferation of software programs, processes and web-based tools, marketing is no longer as simple and straight forward as it once was. McDade says we will be surprised by his take on the subject. McDade is the President and Founder of the 100% Lead Qualification Firm PointClear. The host is Jim Obermayer. Read the rest of this entry »