2016 Nominees Feed

Nominee: Erica Stritch, RAIN Group

Nominee-tweet-stritch

Nominee's Achievements:

While Erica has been a member of the RAIN Group team for 11 years and has done some great things for our organization, she’s really become a force to be reckoned with over the last 5 years. She oversaw a website redesign that yielded a 1371% increase in website visits. The optimization of our website and Erica’s vision for transitioning to inbound marketing have lead to increases in other areas as well. RAIN Group’s corporate marketing list has seen an increase of 54% in the last few years, and our inbound leads have increased by 186%. We’ve also seen an increase of 23% of links ranking on the first page of search engine results. 

Nominee's Achievements in the Field of Sales Lead Management:

In addition to the achievements described above, Erica oversaw all content development and marketing and led numerous product and service launches for RainToday, resulting in revenue growth of over 500% in 3 years while significantly increasing margins. RainToday was closed in December 2015 due to shifting company priorities and strategies, not due to lack of performance.

She has received the following awards:
- 2011 Top 20 Women to Watch in Sales Lead Management
- Top Sales Resource Site for RainToday (2010, 2011, 2012, 2013, 2014)
- Best B2B Email Opt-in Campaign - Gold Winner

Professional Boards:

Erica is on the management team at RAIN Group and was the General Manager of RainToday for 11 years until its closure in December 2015.

Charitable Boards:

Erica serves on the Marketing and Housing committees for the Ethan M. Lindberg Foundation (http://www.ethanlindberg.com/).

Authorship:

  1. http://blog.hubspot.com/sales/tips-to-crush-your-sales-goals
    2. Contributed to Chapter 7, Cold Calling Scripts That Work: Three Proven Introductions that Break Into and Close New Clients, of Speaking Your Way to Success by Sheryl Lindsell-Roberts
    3. http://www.rainsalestraining.com/blog/how-to-get-cold-prospects-to-talk-to-you/
    4. http://www.eyesonsales.com/content/article/why_i_dont_buy_from_you/
    5. http://www.cpsa.com/knowledgecentre/SRCArticlePrint.aspx?articleID=455

Eric has been in the industry for 11 years and is nominated by Beth McCluskey


Nominee: Lauren Jacobson, LeadiD

Nominee-tweet-jacobson

 

Nominee's Achievements:

At LeadiD, Lauren Jacobson plays a pivotal role in educating leading brands on new ways to unlock the value of consumer data and use it intelligently for sales and business growth.

She is uniquely adept at working side by side with data-driven marketing leaders to quickly understand their challenges and shape new marketing and sales strategies to optimize customer acquisition.

Lauren developed a deep understanding of the critical role of quality data intelligence in the consumer journey from lead to sale at LeadiD and earlier in her career at social advertising firm Ampush. She began her career as an analyst in investment management at Morgan Stanley after receiving a Bachelors of Economics from the Wharton School of the University of Pennsylvania.

Nominee's Achievements in the Field of Sales Lead Management:

Lauren is a key contributor to the company’s many milestones including:

  • 17 consecutive quarters of revenue growth
  • 30 new corporate clients in 2015
  • Revenue per employee growth of 54% yr/yr in 2015
    Other Achievements:
  • Has led major data initiatives behind the company's growth and success.
  • Champions the importance of behavioral data in determining purchase intent among LeadiD's client base of sales leaders in the insurance, mortgage, and education verticals.
  • Shares her knowledge and market expertise with others at national events like LeadsCon and the WonderWomenTech entrepreneur conference.
  • Has been actively engaged in the company's hiring efforts, focused on maintaining LeadiD’s entrepreneurial spirit as the company has grown from 6 to more than 50 employees.

Authorship (articles or books):

  • Find Your Consumers in Market (article)
  • Minimize the Risk of Onboarding Lead Sellers (article)

Interviews or Appearances:

  • 2016 Contact.io Conference in San Francisco (appearance)
  • 2016 LeadsCon West in Las Vegas (appearance)
  • 2015 LeadsCon East in New York (appearance)
  • 2015 WonderWomenTech entrepreneur conference in Los Angeles (appearance)
  • SiriusXM Knowledge@Wharton radio program (interview)

Lauren has been in the industry for 8 years and is nominated by Ross Shanken


Nominee: Erika Goldwater, ANNUITAS

Nominee-tweet-goldwater

Nominee's Achievements:

Erika Goldwater is a marketing industry thought leader, and helps drive the strategy and execution of the marketing and demand generation programs, including public relations, social media and content marketing for ANNUITAS. Erika's position is critical in driving revenue for the organization, and she has been instrumental in delivering marketing ROI that has surpassed $1M in 2015, as well as helping ANNUITAS become recognized in the Inc. 5000 list of fastest growing companies in the U.S.

Nominee’s Achievement in the Field of Sales Lead Management:

* Integrated comprehensive PR program into Demand Generation Strategy, driving over 60 mentions and articles for the organization.

* Was recently recognized as one of the B2B Marketing Industry's Top US Influencers and Brands, by Onalytica, a social network influencer and insights reporting platform.  (details

  • Launched the industry’s first Marketing Enablement webinar series to help organizations and marketers focus on the need for ongoing skills development

Charitable Boards:

The Pajama Program

Authorship (articles or books):

Authored articles in: Vidyard

Interviews or appearances:

Interviews with: CIO.com 

BuzzFarmers

DemandGen Report

Cintell 

Pressly

AMA.org

Erika has been in the industry for 18 years, and is nominated by Carlos Hidalgo.


Nominee: Traci Whetzel, Concept Services, Ltd.

Winner-tweet-whetzel

Nominee's Achievements:

Traci has been instrumental in the growth of our new business development company since 2002 throughout her various roles served within the company. We have grown from 5 employees to over 100 in 2015.

In 2015, Traci formalized a new division within our organization dedicated to CRM. As the Director of CRM, she is responsible for selling, managing and growing our CRM design an implementation services. She manages her own department, vendor relationships, staff, marketing and overall strategy and direction. Traci also received her Salesforce.com Admin Certification last year.

The CRM Division within Concept Services is central to our internal operation, along with critical to offering solutions to our client base.

Traci is recognized in the industry as a valuable CRM resource and has been asked to participate/interview as a guest on an industry radio broadcast, along with present at vendor events.

She is also the leading contributor to the #CRMSmackTalk Blog providing industry tips and advice on best practices, trends and recommendations for CRM.

Authorship:

http://www.conceptservicesltd.com/1719-2/ - Blog Contributing Author

Traci has been in the industry fo 14 years and is nominated by Katherine Schaefer.


Nominee: Adrienne Weissman, G2 Crowd

Winner-tweet-weissman

Nominee's Achievements:

Adrienne Weissman is the chief revenue and marketing officer for G2 Crowd, a peer-to-peer review site focused on the B2B software market. She joined G2 Crowd after a successful career leading sales and marketing efforts at tech industry giants like Google, Digg and LinkedIn.

But the exciting vision for G2 Crowd pulled her into the the tech start-up world.

“G2 Crowd is focused on demystifying and changing the purchasing paradigm in the B2B software marketplace,” said Weissman. “Companies that are engaged and listening to their customers across the social web realize improved satisfaction and brand loyalty, which are recognized by our service. This work creates enormous value for consumers and businesses around the world.”

While with G2 Crowd, Weissman has successfully lead the creation and expansion of the company’s sales, marketing and communications teams. Those efforts have resulted in exponential growth for the company.

Since Weissman took on a leadership role with G2 Crowd monthly site traffic has tripled. The quarterly, verified user-reviews have increased by two-and-a-half times and the site contains more than double as many verified reviews as their next closest competitor. More importantly the company has more than three times as many product-customers as the previous year.

Nominee’s Achievement in the Field of Sales Lead Management:

  • Adrienne Weissman has lead G2 Crowd through a period of exponential growth
  • More than 500,000 monthly visitors researching software
  • More than 61,000 verified, user-reviews
  • Built G2 Crowd’s sales, marketing and communications team from five to 28 members
  • Opened new offices in Chicago and San Francisco
  • 321 percent customer volume growth
  • 429 percent growth in total company revenueienne has been in the industry for 17 years and is nominated by Adam Beeson.

Professional Boards:

CMA Chicago

Authorship (articles or books):

Interviews or Appearances:

Appearances:

  • Gainsight Panel, May 13, 2915
  • FlipMyFunnel Roadshow Chicago, December 8, 2015
  • FlipMyFunnel Roadshow San Francisco, February 25, 2016

Nominee: Mari Anne Vanella, The Vanella Group

Winner-tweet-vanella

Nominee's Achievements:

Mari Anne Vanella has been CEO of The Vanella Group, Inc for 16 years. During that time, she has developed the firm to become one of the leading experts the B2B sales development space.

In addition, she has written 42 Rules of Cold Calling Executives which is used in sales organizations in many industries. She has been a featured speaker at Dreamforce 3 years, has a widely syndicated blog, and regularly speaks at industry events such as Dreamforce.

In 2016 Mari Anne is expanding the consulting arm of the company for more specialized programs for front line reps to better manage relationships that lead to revenue.

Nominee's Achievements in the Field of Sales Lead Management:

  • CEO of The Vanella Group, Inc. for 16 years.
  • Best Selling Author of 42 Rules of Cold Calling Executives
  • Regularly mentors young professionals and early-stage entrepreneurs
  • Forged direct partnerships with companies such as Marketo, Salesforce, InsideView
  • Top 3 of "40 Most Inspirational C-Level Leaders in Sales Lead Management in 2015" awards.
  • Speaker at Dreamforce 2013, 2012 & 2011 in "Recommended Sessions"
  • Listed in "20 Women to Watch in Sales Lead Management" in 2015, 2014, 2013, 2012, 2011, 2010 sponsored by PointClear,VanillaSoft, Performark,OppSource.com,Hubspot Marketo,and Event Technologies
  • Presented with 2015 and 2013 California Excellence Award by US Trade & Commerce Institute (USTCRI)
  • 2014 and 2013 "50 Most Influential in Sales Lead Management Award" and 2015 "40 Most Inspiring Leaders in Sales Lead Management" award
  • Designed Telesales 2.0(TM) to engage with active sales cycles for enterprise tech performing 5x above industry standards (DMA Study)
  • Leading Industry Expert in Lead Generation/TeleEngagement for Tech Companies with a client list that includes SAP,HP,CA,Sun,Hitachi, Borland,and many others.
  • The Aberdeen Group lists The Vanella Group, Inc. in their last two B2B Outsourced TeleServices Studies to the Market Intelligence-to-Opportunity category.

Professional Boards

Founding Member in WITI (Women in Technology International) Global Executive Network
Squirro Executive Advisor
CloudFirst Advisor

Interviews and appearances

Dreamforce, LinkedIn Live, Selling Power, Brighttalk, DemendGenReport

Mari Anne has been in the industry for 25+ years and is nominated by Dorben Gentles


Nominee: Chanthou Kai Touch, InsideSales.com

Nominee-tweet-touch

Nominee's Achievements:

Chanthou graduated from the Marriott School of Business in April of 2015 with her MBA. She chose to emphasize in marketing and strategy. Her experience ranges from telemarketing to consulting for fortune 500 companies. Her focus in sales has driven various companies to increase their sales productivity and effectiveness.

Chanthou enables others to succeed contributing to a 30 percent decrease in turnover and 30 percent increase of promotions within her current business function at Insidesales.com. Her ability to lead, influence, coach and develop makes a positive impact within ISDC.

Nominee’s Achievement in the Field of Sales Lead Management:

  • Drives business development teams to effectively convert 25K+ lead interactions by developing close alignment with lead generation marketing and sales teams
  • Chanthou holds the highest rates of conversion for leads being converted into qualified opportunities at 50 percent for small business, mid-market, corporate and field level account executives. Her ability to lead her team contributes to employees increase in productivity by 150 percent for setting qualified leads to support InsideSales.com sales teams.
  • Optimizes gamification tools to maximize employees potential. Chanthou’s leadership ability identifies employee’s strengths by fostering an open door policy. She successfully applies her critical thinking and problem-solving skills by strategically measuring employee's performance through weighted Key Performance Indicators dependent on business needs, industry trends and market research.
  • Drove Year-Over-Year 15 percent increase of monthly, qualified leads for sales teams.

Professional Boards:

  • Women Tech Council (WTC)
  • Sales Lead Management Association (SLMA)
  • Insidesales.com (ISDC)
  •  Girls Code Educational Program (Chanthou is an advocate for the next generation of women to develop, integrate and achieve within the tech industry)
  • Marriott School of Business
  •  Marketing Association (MBAMA)
  • Women In Management (WIM)

Authorship (articles or books):

Works in progress:

  • Article on counterintuitive negotiation
  • Article on gamification optimization

Nominee: Katie Martell, Cintell

Winner-tweet-martell

Nominee's Achievements:

Katie Martell is working to change the game in terms of "Women to Watch" in the industry. As a marketing powerhouse, Katie is the CMO and Co-Founder of Cintell and was previously with Aberdeen Group and  NetProspex, (acquired by Dun & Bradstreet) where she accelerated the company 2X each year from startup to award-winning organization serving members of the Fortune 500.

If you are interested in how the buying process, marketing and sales work in today's B2B world, you are probably reading something written by Katie Martell. She focuses her content on buyer personas and helping to educate marketing and sales on why developing and understanding your buyers and their personas are no longer an option today.

Nominee’s Achievement in the Field of Sales Lead Management:

  • One of the top 10 marketing writers on LinkedIn
  • #3 Most influential B2B marketer on Twitter
  • Top 100 influencer in content marketing
  • Named a “marketing expert to follow” by CIO Magazine
  • B2B Marketing: Top US and UK Influencers and Brands  by Onalytica

Professional Boards:

American Marketing Association Boston Chapter
VP Content, Board Member

Authorship (articles or books):

A few selections to share some of Katie's writing:

4 Ways to Sell More Effectively With Buyer Personas: http://cintell.net/4-ways-to-sell-more-effectively-with-buyer-personas/

You Don't Know S**t About Marketing: https://www.linkedin.com/pulse/you-dont-know-sht-your-buyers-katie-martell?trk=prof-post

Interviews or appearances:

TEDx: https://www.linkedin.com/pulse/marketing-never-supposed-way-my-tedx-talk-katie-martell?trk=prof-post

Interview via Pressly on Standing Out from the Content Jungle:https://vimeo.com/124353999


Nominee: Jennifer Harmel, ANNUITAS

Winner-tweet-harmel

Nominee's Achievements:

Jennifer has been working in marketing and Demand Generation for over 20 years and her experience in transforming Demand Generation for clients is second to none. As the Executive Vice President, Demand Process Strategy Practice and Principal at ANNUITAS, Jennifer drives a team of strategy professions to help clients achieve unprecedented results and revenue.

Understanding the lead management process and how to develop buyer-centric processes helps Jennifer build sustainable revenue for her clients.

Nominee’s Achievement in the Field of Sales Lead Management:

Leads the ANNUITAS Strategy team and our global clients to transformation throughout the entire client engagement.

Jennifer presented 3 Strategy Rules for Driving Effective Lead Generation webinar for BrightTALK. and used ANNUITAS research and insights to help marketers learn new methods for lead generation.

Charitable Boards:

Cutting Horse Committee, Houston Livestock Show & Rodeo

Authorship (articles or books):

3 Demand Generation Lessons Learned in 2015

What Being Agile Means for Today's Marketers

Interviews or appearances:

3 Strategy Rules for Driving Effective Lead Generation 

Jennifer Harmel has been in the industry for 20 years and is nominated by Erika Goldwater.


Nominee: Liz Sophia, Hodges-Mace, LLC

Winner-tweet-sophia

Nominee's Achievements:

Liz Sophia is Senior VP of Marketing of Hodges-Mace where she leads the Company’s marketing strategy. In November 2015, because of her stellar reputation as a successful Revenue Marketer, Hodges-Mace, an employee benefits firm, recruited Liz from North Plains Systems (NPS) to build a marketing department from the ground up. In four months, Liz has assembled a thriving revenue marketing organization, accountable for generating revenue.

Since coming onboard, Liz has aligned sales and marketing to move the needle in revenue generation for the firm. With the help of Leigh Chelsey who came from from NPS, Liz has introduced and proven the value of servant leadership and marketing metrics to generate topline revenue. She has led the adoption of SFDC and created a brand new role of sales and marketing technologist.

At the same time, Liz is transforming the communications department at Hodges-Mace from a cost center to a revenue center.

Liz understands marketing’s role to enable the sales function and drive revenue and is masterful at leading with metrics. Her diverse background includes corporate and agency experience in both the technology and healthcare industry. She has worked with companies of all sizes from startups to global corporations. Areas of expertise include: agency selection and management, marketing automation, revenue performance management, online strategy, employee development and brand transformation. She is a marketing change agent and thought leader, deeply committed to transforming marketing from a cost center to a profit center.

Prior to Hodges-Mace, Liz held senior leadership roles with North Plains Systems, Sage and PGi

Recent Highlights:

  • Voted one of The Top 20 Women to Watch in Sales Lead Management in 2014 and 2015
  • Spoke at REVtalks, 2014: Building a Rockstar Team
  • Encore Speaker at Hubspot 2013 annual conference
  • Profiled in award-winning book, Rise of the Revenue Marketer.
  • Columnist for PR News on topics related to the PR role in Revenue Marketing
  • Featured in various marketing publications such as: D&B Connectors, 60SecondMarketer, DemandGenReport, DMNews and PR News and The Dana Barrett Show

Liz is a single mother of two young who balances her professional and personal commitments with finesse. In her spare time she enjoys competing in body building competitions. Liz holds a Bachelor’s of Arts degree in Communication from Hollins University.

Your Nominee’s Achievement in the Field of Sales Lead Management:

  • Voted one of the Top 20 Women to Watch by the Sales Lead Management Association, 2014 and 2015
  • Panelist at the Merit Direct 2014 Conference, Marketing’s Changing Role in the B2B Customer Journey
  • Featured speaker at REVtalks, Building a Rockstar Team
  • Featured thought leader in book, “Rise of the Revenue Marketer”
  • Featured speaker and encore presenter at Hubspot INBOUND - Building a Rockstar Team and Optimal Alignment with Sales
  • Guest speaker for Revenue Marketing University, Skills, Roles and Competencies for Revenue Performance Management; Building the Revenue Continuum – Marketing & Sales Alignment

Professional Boards:

Liz sits on the Customer Advisory Board for The Pedowitz Group. 

Authorship (articles or books):

Liz is an articulate communicator and has written articles on lead generation, sales enablement, revenue marketing and digital asset management. She is a popular interview source and author for top marketing publications including:

60SecondMarketer - “How to Use Digital Asset Management (DAM) to Protect Your Brand ID”

D&B Connectors – “Quarterbacking Your Marketing Automation”

FierceCMO – “6 Ways to Deliver Marketing Numbers to Wow Leadership”

DM News – “Blending Direct and Brand Marketing” 

DemandBrew – “Rethinking How You Manage Your Marketing Assets” 

PR News - “How to Tailor to Points in the Buying Process”

Interviews or appearances:

Liz is has been a guest on The Dana Barrett Show http://danabarrett.com/women-on-wednesday-golf-tech-mentorship-negotiating/ -

Next month, Liz and Ron Shah, CFO of Hodges-Mace are guests on WRMR Power TalkRadio for Revenue Marketing Leaders http://www.blogtalkradio.com/revenue-marketer-radio, discussing “The Real Key to Marketing Agility: Financial Alignment”.

 

Liz has been in the industry for 20+ years and is nominated by Elizabeth Fairleigh


Nominee: Jeanne Hopkins, Continuum Managed IT Services

Winner-tweet-hopkins

Nominee's Achievements:

Jeanne has been the CMO at Marketing Sherpa, the V.P. of Marketing at HubSpot, the Executive V.P. and CMO at SmartBear, and the Senior V.P. and CMO of Continuum. She is the co-author of Go Mobile, the #1 best selling mobile book on Amazon when it was first release. And she is an internationally-recognized sales and lead management thought leader. 

Nominee’s Achievement in the Field of Sales Lead Management:

  • Co-chair MassTLC Sales & Marketing Group
  • Co-author, "Go Mobile", #1 best-selling mobile marketing book.
  • Named to Sales Lead Management Association "Top 50" 3 years in a row and "20 Women to Watch" in 2015/14/13 & 2011;
  • Named to VAR Guy Top Channel Leaders in 2015;
  • MSPmentor People to Watch in 2014;
  • BizJournal marketing experts;
  • Speaker @ MarketingProfs B2B Forums, HubSpot Inbound 2011/12/13/14 Conferences, MIT Entrepreneurs Forum, AMA, Social Media Today, BrightTalk, MassTLC, Social Fresh.

Professional Boards:

Advisory Boards include Bedrock Data, BrightInfo, Mintigo, Sales Lead Mgt Assoc.

Authorship (articles or books):

http://www.amazon.com/Mobile-Location-Based-Marketing-Optimized-Strategies/dp/1118167783


Nominee: Janelle Johnson, Act-On Software

Nominee-tweet-johnson

Nominee's Achievements:

As Act-On’s Senior Director of Demand Generation, Janelle has played a pivotal part in supporting the company’s rapid growth – rising to meet ever-increasing lead and revenue goals, and ultimately driving millions in pipeline contributions quarterly. She is an A player who has consistently executed successful, multi-channel campaigns that generate thousands of newly leads monthly, and she continues to set new standards of excellence in the dynamic, highly actionable, and results-oriented marketing programs she implements.

Most recently, Janelle has helped expand post-sales marketing efforts as a presenter and participant at Act-On's IHeartMarketing roadshow series – a customer initiative launched in 2015 consisting of one-day, high-touch workshops, in cities with high concentrations of users. At these events, Janelle teaches and mentors customers and prospects in demand gen practices, and works to ensure the company’s marketing, sales, and customer success groups remain tightly aligned.

Janelle today is the epitome of the modern marketer, marshaling the latest marketing technologies to build sophisticated programs, qualify and nurture more leads, and prove marketing’s value to the bottom line. She is equal parts scientist and marketer, knowing how and when to leverage data to test, optimize, and further refine ongoing marketing campaigns.

Nominee’s Achievement in the Field of Sales Lead Management:

Over the past year, Janelle has:

  • Increased overall marketing efficiency and ROI.
  • Generated up to 80% of the company’s overall revenue through marketing-qualified leads.
  • Built sophisticated lead funnel programs and content to model buyer personas at each stage of the buyers journey – architecting top of funnel, middle of funnel and bottom of funnel programs that effectively move leads down the funnel more effectively, resulting in a shorter lead to sale time.
  • Expanded her high-impact demand gen team, with new resources for training and mentorship among the next generation of marketers.
  • Shared industry trends, best practices, and growth initiatives with customers and prospects via Act-On’s IHeartMarketing roadshow series.
  • Janelle is also a coach and mentor to countless professionals new to marketing automation and demand generation. She has spoken at conferences, led coaching sessions, and presided over numerous webinars, imparting in the process key knowledge and best practices to hundreds of marketers worldwide.
  • In her previous role, Janelle was consistently ranked in the “Highest 25%” of top performing Cisco employees"

Professional Boards:

Women Unlimited, TEAM Program (April 2011 Graduate)

Authorship (articles or books)

Interviews or appearances:

Janelle has been in the industry for 18 years, and is nominated by Amanda Lennon.


Nominee: Sarah Shelnut-Rossborough, ANNUITAS

Nominee-tweet-shelnut-rossborough

 

Nominee's Achievements:

Sarah helps clients develop world-class demand generation strategies for their organizations. As a multi-time Marketo Certified Champion, Sarah knows how to bring people, process, content and technology together to drive real demand generation results.

Sarah has presented in several leading industry events in 2015 including Content2Conversion and B2BCamp, was recognized as a top 50 industry influencer by Onalytica, worked on award winning account and Revvie finalist, PR Newswire to achieve best-in-class results.

Nominee’s Achievement in the Field of Sales Lead Management:

Sarah works to drive success for her clients by helping to develop deep buyer insights that serve as the backbone to build a demand generation strategy.

With technical expertise and strategic insights, Sarah's clients streamline lead management processes and deliver sustainable revenue.

Authorship (articles or books):

Interviews or appearances:

Sarah has been in the industry for 15 years, and is nominated by Erika Goldwater


Nominee: Tracy Eiler, InsideView, Inc.

Winner-tweet-eiler

 

Nominee's Achievements: 

Tracy Eiler is Chief Marketing Officer at InsideView, where she leads overall marketing strategy and a team of 15.
Tracy held executive marketing roles at Replicon, Cloud9, MarkLogic, Postini, and Business Objects, helping to define and execute the marketing strategy of those technology innovators. She also founded and ran a successful communications agency which served technology clients.

Tracy’s marketing expertise has helped grow some of the most important business technology companies, including leaders in sales and marketing technology:

  • Currently CMO at market intelligence leader InsideView, where she has built out demand generation for small business, enterprise, platform, and OEM sales teams. Pipeline coverage results range from 3x to 5x depending on the segment.
  • Acted as interim CMO for Get Satisfaction, leader in online community platforms. Tracy rebuilt the marketing function and established demand gen.
  • Tracy led marketing for Cloud9, leader in sales analytics for pipeline management. Repositioned Cloud9 in sales performance management category, rebuilt the marketing team and created the company’s demand gen process.
  • Ran demand generation at Postini, taking them up-market from a successful small business engine to adding a rapidly growing enterprise segment. Early adopter of marketing automation, and introduced account-based marketing techniques.
  • Ran marketing for MarkLogic through significant growth from $15M to $80M revenue. Created first market development team and generated 12M in outbound pipeline in the first 9 months.
  • Grew the annual MarkLogic user conference to more than 600 attendees.
  • At Business Objects, Tracy helped grow company from $65M and to $1.2B in revenue. She managed a $30M budget and 40 staff worldwide

Nominee’s Achievement in the Field of Sales Lead Management

Tracy Eiler has a broad range of experience in sales lead management, operating under the mantra “marketing exists to make sales easier”. She has build lead engines for both direct and indirect sales models, small business and enterprise sales teams, and using inbound and outbound techniques.

She was an early adopter of marketing automation, bringing in Eloqua in 2006 at Postini to support the small business engine, and support an up-market strategy for an enterprise sales team. Postini doubled in size to 100M in the first year Eiler was there, and sold to Google for 625M.

She build an outbound sales development team at big data company MarkLogic, increasing sales productivity and ASP from 50K to 250K in one year, along with 12M in outbound pipeline in the first 6 months.

At market intelligence firm InsideView, Eiler’s accomplishments include creating an account-based marketing approach for the new enterprise sales team and lowering cost-of-sale and increasing ASP for small business deals.

She is an evangelist for sales and marketing alignment, and is a frequent speaker on the topic. She’s currently writing a book on the topic, to be published by John Wiley & Sons in Sept 2016.

Professional Boards

  • Board of Advisors, Bluebird Communications
  • Board of Advisors, Eiler Communications

Charitable Boards

  • Former board member, San Mateo Family Service Agency

Authorship (articles or books)

Business book co-authored by Tracy and Andrea Austin, vp sales at InsideView. To be published in Sept 2016 with John Wiley & Sons. Topic is “Sales & Marketing Alignment”. 

Tracy has been in the industry for 25 years, and is nominated by Nancy Nardin.


Nominee: Maria Pergolino, Apttus

Nominee-tweet-pergolino

 

Nominee's Achievements:

Maria is responsible for all go-to-market activities at Apttus, the category defining Quote-to-Cash solutions provider built entirely on the Salesforce platform.

Recently Maria has won numerous awards, including a Stevie Award for Women in Business and has been named to both the Top 50 Most Influential People in Sales Lead Management and 20 Women to Watch in Sales Lead Management lists. Over her impressive 14+ year sales and marketing career, Maria has specialized in everything from CRM, content marketing, and lead generation & nurturing, as well as campaign optimization all to support and drive sales success.

Maria is a Salesforce Certified Administrator and a frequent speaker on varied Marketing industry trends. Prior to Apttus, Maria was in leadership roles at Marketo (MKTO) and Shunra Software (acquired by HP).

Nominee’s Achievement in the Field of Sales Lead Management:

In her current role as Sr. VP of Global Marketing at Apttus, Maria has been the architect of all lead-gen programs, including robust email marketing campaigns and inbound programs, global event marketing at over 100+ events/year, Titanium sponsorship of Salesforce’s prestige Dreamforce event and the branding, booth, and speaking opportunities it entails. Maria has also spearheaded the advancement of Apttus’ own customer-focused event, Accelerate, which in its 3rd incarnation in 2015 supported over 1500 on-site attendees.

Several notable accomplishments also include co-authorship of some of the most successful books created specifically for B2B Sales & Marketers, entitled The Definitive Guides to B2B Marketing. Since their creation over the last 3 years, over 25,000 sales and marketing professionals to date have collectively downloaded the Definitive Guides.

  • Winner: 2015 Skyword Top 25 Content Marketers in Enterprise Software
  • Winner: Sales Lead Management 20 Women to Watch (2011-14)
  • Winner: Sales Lead Management 50 Most Influential People (2010, 2011, 2012)
  • Emerging Leader by Women’s Leadership Coaching Winner of several BMA B2 Awards
  • SIIA CODiE Award Finalist
  • 2015 SLMA Women to Watch Winner

Authorship (articles or books):

Interviews or appearances:

 

Maria has been in the industry for 13+ years and is nominated by Heather Rath


Nominee: Andrea Lechner-Becker, LeadMD

Winner-tweet-lechner-becker

Nominee's Achievements:

Andrea Lechner-Becker is the Chief Strategy Officer at LeadMD, a marketing automation and CRM services consultancy.

She is a Marketo Certified Consultant and Marketo Certified Trainer who spent numerous years prior honing her sales and marketing skills with a variety of companies including the Phoenix Suns, Cox Communications, and Burns Studio Publishing.

Lechner-Becker takes the service she gives to clients beyond mere implementation to execution and ongoing advisement. She relies upon powerful tools like lead scoring and lead nurturing to help clients bridge the gap between marketing and sales, and further the potency of sales leads. She also teaches clients how to track and prove ROI through advanced marketing automation functions and methodologies, such as Marketo’s Revenue Cycle Analytics.

Lechner-Becker has rich expertise in a wide variety of sales lead management platforms, and is presently a strong advocate of Marketo in particular. She expertly encourages her clients to build their marketing automation programs upon Marketo’s strong foundation. She's led dozens of clients in mapping out and simplifying their sales and marketing processes for ultimate efficiency.

Her vibrancy and passion for helping companies grow is evident to customers and coworkers alike, and she has quickly become an exceptionally skilled leader in the field.

Nominee’s Achievement in the Field of Sales Lead Management:

Here is a sampling of a few success metrics that have been experienced by LeadMD clients and can be attributed to Lechner-Becker’s powerful leadership in sales lead management:

  • Increased incremental sales by 150 percent in nine months
  • Managed 2x increase in sales leads, with no increase in headcount
  • Enabled campaigns to come to market 25 percent faster than previously
  • 90 percent opportunity/win ratio
  • Lowered cost per lead by 70 percent based on nurture

“If you want to have marketing automation success, need a strong partner and want to work with a world class team I strongly recommend Andrea and her team at LeadMD! They have truly been an asset to our marketing automation project and vision. We had a very aggressive vision, project, timelines and wish list.

We had a need for them to partner with our CRM implementation vendor and assist with Marketo related Salesforce integration as data migrations. This was a global implementation of a very complex nature that integrated Marketo, our CMS and CRM globally under a single global platform and replacing disparate marketing automation systems.

From the start of the sales process Andrea stood out because of their willingness to be honest about success factors, share their experience with other projects and partnership approach. She wants to do great work and are committed to it. She became both a trusted adviser and extension of our team. Her partnered approach is something I both appreciate and respect and would not hesitate to recommend.” Jo-Ann Kevala, Global Head of Marketing - Digital Platform and Creative, Unit4

Authorship (articles or books):

Andrea has been in the industry for 7 years. She is nominated by Chad Koskie


Nominee: Rhoan Morgan, DemandLab, LLC

Winner-tweet-morgan

Nominee's Achievements:

Building on a 16-year career in sales and marketing technology, Rhoan and the agency she founded in 2009 enjoyed record-breaking success in 2015. In seven years she grew DemandLab from a one-person operation into a full-service agency while maintaining an average 50% YOY revenue increase. This year alone, she grew her team by 40 percent. To date, the agency has worked with nearly 70 recognized global brands and Fortune 500s.

To meet the evolving preferences of today’s buyers, Rhoan focused on expanding the agency’s content services and DemandLab’s content offerings were recognized with a Summit International Emerging Media Award in 2015 and a Killer Content Award in early 2016.

DemandLab’s work garnered additional accolades during the year: client, Qlik was selected as a Revvie Award finalist in the engagement category. The agency won Gold for Company of the Year in the Business Services -- 10 or Less Employees category at the 12th annual Stevie Awards and Rhoan won a Stevie Bronze for Female Entrepreneur of the Year in the same category.

Rhoan’s biggest achievement in 2015 was the launch of MAaaS™ (Marketing Automation as a Service), a new, turnkey service model that eliminates adoption barriers and enables more marketing and sales teams to integrate powerful automated campaigns into their practice.

Nominee’s Achievement in the Field of Sales Lead Management:

Rhoan has helped many clients align sales and marketing activities, transform their lead-generation strategy, and realize optimal value from their investment in marketing automation.

Areas of specialization include:

- Lead lifecycle management
- Analytics and optimization
- Sales and marketing alignment
- Sales Enablement

Success highlights include:

  • Launching a new marketing/sales product category: MAaaS™ (Marketing Automation as a Service).
  • Creating a Revvie-nominated re-engagement campaign for Qlik that streamlined global content distribution, generated 2,500 net new marketing responses in less than six months, and generated significant revenue from closed won primary opportunities.
  • Creating an award-winning interactive infographic for Ipreo PCM that generated new opportunities valued at ~$800K and directly influenced 63 opportunities valued at ~$6.2M.

Here’s what her clients have to say: http://www.demandlab.com/about/testimonials/

Authorship (articles or books):

Rhoan is a regular contributor to the DemandLab blog (http://www.demandlab.com/blog/) and the SAP Customer Edge blog.

Interviews or appearances:

Association for Accounting Marketing Conference 2015: The Value of Marketing Automation. http://www.eventbrite.com/e/the-value-of-marketing-automation-tickets-15543021596?aff=esli

Leader of the Marketo Regional User Group, Philadelphia area

Temple University: Marketing Automation: Engage Your Leads Through the Lead Lifecycle to Win More Deals

Rhoan is nominated by Alex Stanton

Rhoan has been in the industry for 16 years.


Nominee: Cyndi Greenglass, Diamond Marketing Solutions

Winner-tweet-greenglass

Nominee's Achievements

Today, Cyndi is responsible for marketing and strategic solutions for clients, as well as managing the agency services team of data, analytics and digital professionals. With a strong track record in B2B marketing, strategic planning, and database development, she helps clients develop, execute, and measure their lead funnel programs with a close focus on demand generation and lead nurturing strategies. Cyndi is known for valued senior executive counsel, especially in international lead generation and B2B direct response communications, and she has extensive database and CRM experience, as well as campaign management experience, measurement and metrics, and integrated marketing strategies.

Cyndi has razor-sharp strategic skills matched by impeccable on-the-ground savvy and tactical abilities. These qualities have enabled her to build a successful company and reputation in B2B lead management and B2B marketing industry. Cyndi is frequently quoted in publications on B2B lead generation and nurturing strategies, and is a consistent contributor to books, white papers and articles by leading thought leaders in B2B lead generation.

Cyndi is a founder of Diamond Marketing Solutions (DMS), a $100 million data communications company with 7 locations and more than 500 employees serving F1000 and growing companies in Insurance, Financial Services, Healthcare, and Higher Education.

Nominee’s Achievement in the Field of Sales Lead Management

  • Award-winning strategist with more than twenty years' experience in Integrated Marketing Communications, focused on B2B marketing communications.
  • Passionate about data driven, research-based, measurable B2B lead generation strategies that work to support overall business objectives.
  • 2015 INC5000 ranking of Fastest Growing Companies in America
  • 2014 INC5000 ranking of Fastest Growing Companies in America
  • 2012 CADM Direct Marketer of the Year,
  • Twice named to the Crain's B@B Magazine Top 100 B2B Marketers
  • 2015 Communicator Award of Distinction for Stanford University GSB for Marketing Effectiveness: Integrated Campaign
  • 2014 Finalist for IM&T (Integrated Marketing & Technology Award for Stanford University GSB

Cyndi is also an educator:

  • Adjunct Professor at WVU Reed School of Media in Data driven Communications
  • Adjunct Instructor at Aurora University in Advanced Internet Marketing and Adjunct Professor at Aurora University in Integrated Marketing Communications

Professional Boards:

Midwest Marketing Education Foundation
Chicago Association of Direct Marketing
Past Chair, DMA B2B Council

Authorship:

IMC Handbook, 2nd Edition, Jones, S & Kelly, S. 2012

Contributor to:
Creative Strategy in Direct Marketing, Jones, S.1997

The B2B Loyalty Challenge.
http://cdn.chiefmarketer.com/wp-content/uploads/2016/01/B2B-Loyalty-Special.pdf

Multi channel lead nurturing.

http://cdn.chiefmarketer.com/wp-content/uploads/2015/08/B2B_MultichannelNurturing_2015.pdf

How Marketing Automation Creates Sales.
http://www.dmsolutions.com/blog/how-marketing-automation-creates-sales/

Outcome KPI's ensure that your Web Analytics are Meaningful.
http://www.dmsolutions.com/blog/use-outcome-kpis-ensure-that-your-web-analytics-are-meaningful/

Stanford Gets Schooled on Content Marketing.
http://www.dmsolutions.com/blog/437/

Interviews or Appearances:

  • Over the past ten years, Cyndi has taught, trained and presented at over 50 conferences, companies and events throughout the world.
  • She has presented to every regional direct marketing group in the US, as well as running private label training for the DMA, the European DMA, and China Post.
  • She's a frequent lecturer at the university level, including DePaul University, Northern Illinois University, and University of Chicago.

Speaking engagements at:

• 2014, 2015 Marketing Profs Summit on Data decision making in B2B
• 2015 Presenter at B2B LeadsCon on B2B nurturing
• 2015 Panelist at B2B LeadsCon on B2B funnel strategies
• 2015 Presenter at Omaha Advertising Expo on data driven lead generation
• 2014 Guest Interview with SLMA Radio
• 2013 – 2015 B2B Lead Generation seminars for the DMA (Direct Marketing Association)
• 2013 – 2015 Marketing Profs webinars on lead generation and big data
• 2012 – 2016 Basic Course Instructor at CADM of B2B Lead Generation and Database Marketing

Cyndi is nominated by Ruth P. Stevens

Cyndi has been in the industry for 15 years.


Nominee: Mary McCoy, Continuum Managed IT Services

Nominee-tweet-mccoy

 

Nominee's Achievements:

Since joining Continuum Managed Services, Mary (MK) McCoy has been instrumental in building out a blog content and social media program that generates leads for the New Partner Acquisition Team.  Her attention to detail, with a flair for creative, has driven 100s of leads every quarter that highlight the need for outsourced managed IT services.  MK is critical to the brainstorming process on the team, coming up with intriguing research, infographics, photos, videos, podcasts, webinars, slide decks and just about every form of content known, making Continuum's Inbound Marketing efforts the envy of every software firm in Boston!

Nominee’s Achievement in the Field of Sales Lead Management:

  • Grew blog subscriber list by 110% in 12 months, 420% in two years.
  • Generates in excess of 100 MQLs each quarter (MQL = free trial or demo request)
  • Develops content plan and executes against it for three blogs
  • Writes five blog posts/week
  • Edits 7 blog posts/week
  • Measures everything having to do with content daily/weekly/monthly/quarterly and produces reports that are read!

 

Mary McCoy has been in this industry for two years. She is nominated by Jeanne Hopkins


Nominee: Chung Nguyen, Velocify

Nominee-tweet-nguyen

 

Nominee's Achievements:

Chung Nguyen has spent the majority of her working career at Salesforce.  She's built partnerships with countless number of SFDC App Exchange Partners and those relationships play a critical driver to the success of our Salesforce Application.

Nominee’s Achievement in the Field of Sales Lead Management:

Chung has had a front row seat for how technology has shaped the field of sales lead management.  She understands that companies need to create an ideal sales stack of marketing + sales automation in order to see optimal results.  By understanding the importance of partners, Chung established key contacts at technology companies in the Salesforce Ecosystem.  Those partnerships have been vital to the success of Velocify Pulse & will continue to fuel the growth of our Salesforce Application.

Chung is nominated by Scott Ankley


Nominee: Sabrina Schulman, Velocify

Nominee-tweet-schulman

 

Nominee's Achievements:

For the past year, Sabrina Schulman has been the Product Manager for Velocify Pulse, a feature-rich sales acceleration app for Salesforce.  During her time as Product Manager, Sabrina has led efforts which have introduced over a dozen new features, significantly improved the UX/UI, and created admin/user-friendly product guides.

Nominee’s Achievement in the Field of Sales Lead Management:

  • Oversees Velocify's hottest product, Velocify Pulse.
  • Has introduced over a dozen new features
  • Helped create dynamic leader boards within the product.
  • Number of users have more than doubled during her leadership
  • Led efforts for product enhancements which have streamlined processes and reduced clicks for end-users.
  • Created new user-friendly product guides, accelerating user adoption.
  • Has an infectious positive attitude.

Sabrina is nominated by Davood Dashtiz


Nominee: Amanda Threde, Validar, Inc.

Nominee-tweet-threde

Nominee's Achievements:

Amanda Threde manages the Validar West Coast region and is responsible for all inquiries regarding our event based B2B Lead Management software and services.

Nominee’s Achievement in the Field of Sales Lead Management:

Amanda has become an expert B2B Lead Management resource for Validar customers. She excels at understanding our clients lead management foundation, and working with them to prepared these system to consume our valuable data.

It's rare to find a resource like Amanda who can help companies understand how to prepare, and deploy technology with the primary purpose of measuring event revenue impact.

Amanda is also an expert at helping customers fit an amazing attendee into their budgets. You have to listen well and be creative in identifying solutions. She understands very well that all clients have unique needs and she excels at understanding and recommending to align. Validar is very fortunate to have her.

I most definitely believe she is one of the "20 Women to Watch in Sales Lead Management".

Amanda has been in the industry for three years. She is nominated by Victor Kippes


Nominee: Marylou Tyler, Strategic Pipeline

Winner-tweet-tyler

Nominee's Achievements:

Co-Author of Predictable Revenue. CEO at Strategic Pipeline,  A sales process improvement consultant, meaning that an approach behind turning cold conversations into qualified sales opportunities focuses on optimizing top-of-funnel sales. Irrespective of methodology.

Nominee’s Achievement in the Field of Sales Lead Management:

Marylou's approach walks clients through a specific framework that is part behavioral, part predictive, and part creative (persuasive story-telling).

It’s a proprietary system she developed and used to help clients including Apple Computer, AMA, Talend, Prudential, UPS, Orkin, AAA and Mastercard achieve results like this:

☞ “We went from $0 to $2 million in revenue in just one year under Marylou’s expert guidance. Ignore her at your own peril!” –Paul Fifield, CEO, Ceros.com

☞ “With Marylou’s help we are consistently having 2X to 3X the number of conversions than we did in the past!” – Bobby Schmidt, Channel Leader, Green Cloud Technologies

Authorship (articles or books):

Co author Predictable Revenue,   https://www.linkedin.com/pulse/sales-development-slump-may-why-marylou-tyler?trk=prof-post

Marylou has been in the industry for four years. She is nominated by Rod Sloane.


Nominee: Sidney Sollazo, Rockwell Automation

Nominee-tweet-sollazo

 

Nominee's Achievements:

Sidney has one of the best lead strategies, capture, processing, fulfillment, and management systems I have ever seen. Her and her colleagues efforts have been amazing considering the size and complexity of her organization. Improvements and changes were made very quickly so results were quickly realized.

Nominee’s Achievement in the Field of Sales Lead Management:

Moved her operation from average to exemplary in record time.

Sidney has been in the industry for nine years. She is nominated by Matt Hill