Erika Goldwater - CIPP/US

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Erika Goldwater is nominated by Carlos Hidalgo

Erika Goldwater was most recently the Vice President of Marketing for ANNUITAS, one of the leading demand generation and change management agencies. In her role, Goldwater led all aspects of marketing, demand generation and public relations for the firm. Under her leadership Goldwater developed the approach and strategy for an ongoing demand generation program.

During her tenure and as a result of her marketing, ANNUITAS acquired 12 new logos which were sourced directly from marketing and accounted for more than 50% of the firms revenue through 2014-2016. Erika is a frequent writer on the topic of lead management, demand generation and content marketing and continues to exhibit her skills as she consults with B2B marketing organizations.

Connect with Erika Goldwater:

LinkedIn | Twitter

 


Ruth Stevens - eMarketing Strategy

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Ruth Stevens is nominated by Cyndi Greenglass

Ruth Stevens is the President of eMarketing Strategy, a B2B consultancy in New York City, where she consults on customer acquisition and retention for both consumer and business-to-business clients. Ruth is truly a leading-thinker in the field of lead generation, demand generation and B2B marketing. She is currently Professor of Marketing at NYU Stern and Hong Kong UST, a guest blogger at Biznology, HBR.org, and Target Marketing Magazine, and a well-known author of B2B Data-Driven Marketing, Maximizing Lead Generation, The Complete Guide for B2B Marketers,and Trade Show and Event Marketing. Ruth also co-authors a white paper series, “B-to-B Database Marketing.” which lifts the curtain and provides valuable insights into the complexities of data sources.

Ruth is a sought-after speaker and trainer who has presented to audiences and business schools in Asia, Australia, and Latin America. In fact, she just returned from teaching at the University of Hong Kong. She has held senior marketing positions at Time Warner, Ziff-Davis, and IBM.

Ruth serves on the boards of directors of Edmund Optics, Inc., the HIMMS Media Group, and the Business Information Industry Association. She is a trustee of Princeton-In-Asia, past chair of the Business-to-Business Council of the DMA, and past president of the Direct Marketing Club of New York. Ruth was named one of the 100 Most Influential People in Business Marketing by Crain’s BtoB magazine, and has been recognized once before as one of 20 Women to Watch by the Sales Lead Management Association. She serves as a mentor to fledgling companies at the ERA business accelerator in New York City.

Ruth studied marketing management at Harvard Business School, and holds an MBA from Columbia University.

Connect with Ruth Stevens:

LinkedIn | Twitter


Jenny Robertson, ANNUITAS

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Jenny Roberston is nominated by Jason Stewart

Jenny took over as the lead for the marketing technology practice for ANNUITAS in 2016. Her depth of knowledge in marketing automation is astounding, and she has been recognized as a "Marketo Champion" an incredible six times, is a Marketo Certified Expert AND a Certified SFDC Administrator, and she has lead the Atlanta Marketo User Group for the past three years. Her work in following best practices in lead management and applying them to Enterprise-level B2B demand generation programs is second to none.

Connect with Jenny:

LinkedIn | Twitter


Jennifer Harmel - ANNUITAS

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Jennifer Harmel is nominated by Jason Stewart

Jennifer leads the demand generation strategy practice for ANNUITAS, and in that capacity helps our clients to to shift their demand generation approach from a historic reliance on one-touch, transactional marketing tactics to a multi-touch, multi-channel, ‘perpetual,’ integrated, buyer-centric, content and dialogue-driven Perpetual Demand Generation Program model. Her leadership is helping not only to improve performance at key clients like Freeman, Halyard Health, UL, SecureWorks and Earthlink but also in fostering the growth and experience of a team that relies on her. 

Connect with Jennifer:

LinkedIn | Twitter


Ali Hall - AgentCubed

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Ali Hall was nominated by Jeff Morgan

Ali Hall serves as the Vice President of Sales for AgentCubed and comes with 10 years of experience in the healthcare industry.  She began her career with a consulting firm focusing on business process improvement, then the sales AVP of program management for a Fortune 500 health plan, and in 2014 moved into a fast growing, lead management software company within the insurance industry.  Initially responsible for client relations in 2014 and 2015, Ali now leads the national sales and marketing strategy and has quickly become a recognizable face at industry events.  Ali’s desire to genuinely help a client identify the lead management solution that will provide a positive return on their investment is one of the many traits that makes her successful and is an important contributor to our almost 100% client retention rate.  She builds a genuine trust with people, asks the right questions and doesn’t spare any details when demonstrating how our lead management solution will improve their processes.

Ali travels majority of the year and does so with a smile on her face and a deep drive for success for herself and AgentCubed.  She’s a regular speaker on lead management, CRM and distribution topics at the Medicare conferences and has built a trusted network through her approachability and professionalism.  AgentCubed experienced an increase in new business growth of 57% in 2016 and is on target this year to bring in even more. We have no doubt Ali will continue to be a force in the insurance lead management space for years to come and believe she is certainly a Woman Leader to Watch in 2017.

Connect with Ali:

LinkedIn | Twitter


Traci Whetzel - Concept Services

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Traci Whetzel is nominated by Trevor Calderon

Throughout her 14 year tenure with Concept Services, Traci has held numerous roles and assisted in laying the foundation upon which her successors have continued to build.

Her broad industry knowledge, ability to develop meaningful customer relationships, and adaptability to the many tasks at hand continue to make her successful in her role.

Traci is a strategic and process driven manager with a passion for sales process design, results, CRM and all things technical. She is versatile across a variety of business settings, from high level strategy sessions to low-key networking events. She is a strong communicator and can build great relationships with all those she works alongside.

Connect with Traci:

LinkedIn | Twitter


Lauren Zak - Concept Services

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Lauren Zak is nominated by Trevor Calderon

Lauren Zak, Business Unit Director, joined Concept Services as a Business Development Manager in 2014. In the short span of about 3 years she has had an incredible impact on her peers, clients, and the Concept Services organization as a whole.

Her ability to identify pain points, coupled with the execution of appropriate and timely business solutions, has been pivotal to the success she has experienced. She excels at not only developing new sales relationships, but maintaining and growing existing relationships by continuing to deliver upon the KPI's and expectations set before her.

Lauren maintains an open door policy and approachable demeanor while managing a campus of 60 plus employees. Her dedication to her role and fearlessness to take on the next challenge are two reasons why Lauren finds herself nominated for the SLMA "20 Women Leaders to Watch in Business in 2017".

Connect with Lauren:

LinkedIn | Twitter


Elle Woulfe - LookBookHQ

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Elle Woulfe is nominated by Bonnie Crater

Elle is an extremely talented marketing leader who who inspires not only her team at LookbookHQ but also colleagues on the best marketing practices.  She is extremely smart on how to apply marketing metrics to improve overall performance of marketing departments and is a leader in this area.

Connect with Elle:

LinkedIn | Twitter

 


20 Women to Watch in Sales Lead Management - 2016

SLMA CEO James W. Obermayer announced the winners of the “20 Women to Watch in Sales Lead Management” leadership program for 2016.   Obermayer said, “These leaders in the sales lead management industry have given their time and their expertise to advance the science and discipline of sales lead management. They are authors and speakers, trainers and marketers, entrepreneurs and sales managers. 

A video of the winners for the 20 Women Watch is available for viewing here. 

Why it Matters:

"Sales lead management is a core discipline for predictable growth of sales and profitably.  Do it well and a company has a competitive advantage.  Do it poorly and 75-90% of marketing spending on lead generation is a waste; sales productivity suffers as do corporate growth and profitability.  The 20 Women to Watch in Sales Lead Management are found to have the knowledge, skills, and leadership to generate wealth by managing this vital discipline."

Sales Lead Management Association 

 The 20 Women to Watch in Sales Lead Management – 2016 in alphabetical order are:

  • Andrea Lechner-Becker, LeadMD
  • Tracy Eiler, InsideView, Inc.
  • Anna Fisher, Zoominfo.com
  • Cyndi W. Greenglass, Diamond Marketing Solutions
  • Jennifer Harmel, ANNUITAS
  • Jeanne Hopkins , Continuum Managed IT Services
  • Janelle Johnson, Act-On Software
  • Jocelyn King, Intel
  • Katie Martell, Cintell
  • Rhoan Morgan, DemandLab LLC
  • Nancy Nardin, Smart Selling Tools
  • Genie Parker, VanillaSoft.com
  • Debbie Qaqish, The Pedowitz Group
  • Lori Richardson, Score More Sales
  • Liz Sophia, Hodges-Mace, LLC
  • Erica Stritch, RAIN Group
  • Marylou Tyler, Strategic Pipeline
  • Mari Anne Vanella , The Vanella Group
  • Adrienne Weissman, G2Crowd
  • Traci Whetzel, Concept Services Ltd.

The Judges

Judges this year were Christel Hall of Prowrite PR, Peter Gracey of QuotaFactory, and Jill Konrath.  The SLMA thanks them for their time and expertise in reviewing the nominees for the 20 Women to Watch program.

The Process

SLMA members nominated women leaders in the field of sales lead management.  From those nominated, 20 were selected.  Nominees were judged on their contributions to a combination of sales lead management, marketing and sales activities.  Additional qualifications, such as board positions, authorships, and relevant presentations, were taken into account. 

The Sponsors

Continuum Managed IT Services and OMI – Outward Media are generous sponsors for the 20 Women to Watch Recognition Program for 2016.  We thank them for their support in recognizing women leaders in the Sales Lead Management Field.

Please join us in thanking them for their efforts because they know that sales lead management is revenue management. 


Nominee: Erica Stritch, RAIN Group

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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

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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

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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.

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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

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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

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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

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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

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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

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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

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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

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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

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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

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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.

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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

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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