2015 Winner: Mari Anne Vanella - The Vanella Group
Winner's Company: The Vanella Group, Inc.
Years in Business: 15
Mari Anne Vanella is a long-standing thought leader and innovator in sales and sales lead management for over 15 years. She has combined her experience of executive management in tech companies into founding and leading her own company ,The Vanella Group, Inc., into a highly sought-after firm that brings an effective approach for B2B sales teams to engage and align with buyer behavior and buy-cycles. Under her leadership, The Vanella Group, Inc. has formed partnerships with companies such as Marketo, Salesforce.com, InsideSales.com, InsideView, and many others. Her firm has grown in size and revenue every year for the last 14 years and is considered one of the top providers in the space of lead generation for enterprise technology companies.
Her firm has worked with global technology companies such as SAP, Hitachi, Hughes, and many others. The formula she developed continually proves year after year to be the source of the highest number of actual opportunities. One source reported that upon review, 80% of their large deals closed over a reporting term were a direct result of The Vanella Group, Inc. programs they run. She recently launched a consulting arm that enables sales teams to successfully manage today's remote customer relationships that require a completely different approach to engagement and communication.
More recently she has spoken much on the topic of Social Selling and helping companies to modernize their sales best-practices to incorporate real-time research techniques to better understand their customers. She was featured recently at LinkedInLive, where she spoke on the topic of how companies can better leverage the power of LinkedIn for revenue growth.
Winner's Achievements in the field of Sales Lead Management:
Named one of the 50 Most Influential in Sales Lead Management in 2013, 2014
Received the California Award in Marketing Excellence in 2014 and 2015 from USTCRI
20 Women to Watch in Sales Lead Management 2011, 2012, 2013, 2014
Speaker at LinkedIn Live in 2014, a LinkedIn event helping companies leverage the power of networks
Her book 42 Rules of Cold Calling Executives achieved #1 in its category on Amazon.com and considered a key resource by sales teams all over the country.
Her blog, “Insights into Cold Calling” has many thousands of regular readers and is syndicated on several sales and marketing channels
Designed Telesales 2.0 (™) which is a modernized methodology of blending marketing automation with live connection to progress prospects more effectively
Her trademarked formula for identifying buy cycles in companies outperforms the DMA report for outbound calling 5x over
She spoke in features sessions at Dreamforce 13, Dreamforce 13, and Dreamforce 12 on utilizing sales intelligence most effectively.
She has been featured on many webinars by Salesforce.com and other well known companies to speak on optimizing sales development
Selling Power, Sales 2.0 Conference and many other respected Industry Channels feature her videos and content
The Aberdeen Group lists The Vanella Group, Inc. in two B2B Outsourced TeleServices Studies to represent the Market Intelligence-to-Opportunity category.
She acts in an advisory capacity to Squirro, a visual BI firm working with large organizations all over the world
Her industry affiliations include:
Founding Member of Women In Technology International's (WITI) Global Executive Network. Featured on a panel of well recognized technology leaders, including CIO’s, at the annual WITI conference. Received an honorable membership in the Sales & Marketing Executives International (SMEI)
- DonorsChoose funds projects in disadvantaged local schools
- Kiva.org Providing microloans to 3rd world entrepreneurs
- Souls4Soles Providing shoes for people that need them all over the world
- Opera San Jose
- San Francisco Legion of Honor Museum
- The Monterey Bay Aquarium
- Pregnant Mare Rescue This is a very hard working group in the Bay Area that saves pregnant mares from slaughter.
- Last Chance for Animals
- CHANGE–Coins to Help Abandoned and Neglected Equines
42 Rules of Cold Calling Executives