Business:Management & Marketing
How to increase to a 5x lift in pipeline through early engagement.
Mari 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: Is BANT relevant anymore for engagement with large B2B deals? What are some common engagement breakdowns? Is there such a thing as predictability with engagement? If a company outsources, what should they consider specifically related to engagements? Isn’t buying appointments the right thing to do? About our Guest Mari Anna Vanella----more---- 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 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.view more
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