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February 2016

Nominee: Katie Martell, Cintell


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:

You Don't Know S**t About Marketing:

Interviews or appearances:


Interview via Pressly on Standing Out from the Content Jungle:

Nominee: Jennifer Harmel, ANNUITAS


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


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 -

Next month, Liz and Ron Shah, CFO of Hodges-Mace are guests on WRMR Power TalkRadio for Revenue Marketing Leaders, 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


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):

Nominee: Janelle Johnson, Act-On Software


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'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.



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'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


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


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:

Authorship (articles or books):

Rhoan is a regular contributor to the DemandLab blog ( and the SAP Customer Edge blog.

Interviews or appearances:

Association for Accounting Marketing Conference 2015: The Value of Marketing Automation.

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


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


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

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

The B2B Loyalty Challenge.

Multi channel lead nurturing.

How Marketing Automation Creates Sales.

Outcome KPI's ensure that your Web Analytics are Meaningful.

Stanford Gets Schooled on Content Marketing.

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'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'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'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'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


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,

☞ “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,

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

Nominee: Sidney Sollazo, Rockwell Automation



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

Nominee: Maria Geokezas, Heinz Marketing Inc.



Nominee's Achievements:

Manages demand and lead management programs for numerous companies nationwide - across a wide variety of industries with consistent success

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

  • Expanded consistent, repeatable sales pipeline growth for numerous companies
  • Proven manager of up-and-coming B2B marketing leaders
  • Published author on a variety of topic including lead management, persona development, etc.

Professional Boards:

Puget Sound chapter of American Marketing Association

Charitable Boards:

Former board member, The Millionaire's Club (Seattle-based homeless and hunger advocacy group)

Authorship (articles or books):

Maria has been in the industry for 30 years.

She is nominated by Matt Heinz

Nominee: Patricia Fripp, FrippVT



Nominee's Achievements:

As a keynote speaker, author, presentation skills authority, sales presentation training expert, and in-demand executive speech coach, Patricia has won or been awarded most honors that the National Speakers Association bestows including the CSP, CPAE Hall of Fame and NSA's highest award the Cavett--considered the "Oscar" of the speaking world. She has worked with corporate leaders, celebrity professional speakers, and sales teams.

Meetings and Conventions Magazine named her "One of the 10 most electrifying speakers in North America." Kiplinger's Personal Finance wrote "Patricia Fripp's speaking school is the sixth best way to invest in your career."

She is entertaining and engaging. She is considered an executive's secret weapon in helping them sound more powerful and persuasive.

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

Please see her LinkedIn profile for details.

She has been featured in many magazines, received industry awards, and as a featured guest on many podcasts.

Professional Boards:

National Speakers Association, SME, NSA Northern California

Authorship (articles or books):

Interviews or appearances:


Patricia Fripp has been in business for 30+ years

She is nominated by Mel DePaoli

Nominee: Nancy Nardin, Smart Selling Tools


Nominee's Achievements:

Nancy Nardin is a nationally recognized thought leader on sales and marketing productivity tools. Her firm, Smart Selling Tools, of which she is the founder and President, is dedicated to helping marketers and sellers apply process and technology to drive revenue.

Backed by nearly 30 years of sales and marketing experience, Nancy is a pioneer in sales prospecting technology. Before launching Smart Selling Tools in 2006, Nancy served in sales leadership roles at leading analyst firms such as Gartner Group and IDC. She worked closely with many of Silicon Valley’s leading venture capital firms and the portfolio companies in their charge. She has, at one point or another, worked with more than 30 of the largest high-tech, and telecom firms in the country.

Nancy has consulted executives at leading marketing automation, pipeline management, lead management, and forecast analytics firms. She also designed a one of its kind Sales Tools Advisor to guide end-user sales and marketing organizations determine the right tools for them.

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

  • Named: Top 30 Social Sales Influencer in the World for 2014 by Forbes
  • Top 50 ReTweeted Vendors by B2B Marketers
  • Named: Top 50 Sales and Marketing Influencers for 2012, 2013, and 2014 by Top Sales World Magazine
  • Named: 20 Women to Watch in Sales Lead Management for 2012, 2013, and 2014 by the SLMA
  • Named: Top 25 Sales influencers for 2013 and 2014 by Openview Partners
  • Named: Top 25 Sales influencers for 2013 and 2014 by
  • Named: Top 25 Sales Bloggers in the World by Hubspot for their Award winning Blog
  • Top 10 LinkedIn SSI Score for 2015 by CEB

Interviews or appearances:

  • 2014 and 2015 CallidusCloud C3 Media Sponsor
  • 2015 Dream Lounge hosted by Smart Selling Tools in conjunction with Dreamforce
  • Sales Stack 2015 panel moderator
  • Multiple Dreamforce panels (RingDNA in 2014, Accelerate Your Sales Strategy with Mobile in 2013)
  • InsideView Openlounge 2014 panel speaker
  • Guest Speaker at a 2014 VP of Sales Forum Silicon Valley Meeting
  • ELEVATE 2016 Virtual Sales Kickoff by Velocify (In the Top 10 Sessions)


  • 2016 CallidusCloud C3
  • 2016 Apttus Accelerate

Nancy has been in the industry for 25 years and started Smart Selling Tools 9 years ago.

Nancy is nominated by Lori Richardson

Nominee - Dill Ward, Women with Moxie



Dill Ward is CEO and President of Women with Moxie International - a women's networking organization that has grown from a local effort to international membership. She is also a broker at Urban Next Realty.

Nominee's Achievements:

Dill has leaped forward and purchased Women with Moxie. As the CEO and local chapter leader, she is constantly encouraging women to improve the way they do business. Many are in business for the first time. She gives them respect, understanding, encouragement and TOOLS to grow, close more deals, put their best selves forward and connect.  I have watched new business owners realize they are IN SALES and MARKETING and HR. The members of Women with Moxie are small business owners. You may not read about them initially, except in local papers and blogs, but she is making a HUGE difference with her leadership around the country as more chapters are springing up in the Moxie spirit.

Nominee's Achievements in Sales Lead Management

Dill has a different approach than most of our nominees and winners. She is catering to women, and specifically, those who are building local businesses through heart-centered networking. This has taken the fear out of sales and marketing for these women and given them amazing confidence to push, learn and achieve.

Her profile on the Moxie site says so much.
"I’m on a mission to inspire women all over the world to understand the value of building long term business relationships based on MOXIE values." She's also a Realtor of her own Real Estate company. She is all about connections, even in the highly competitive field of Real Estate: "Even if you’re not in Portland,  I have a HUGE global network of kickass Realtors. Reach out, I’ll give you a quality introduction in your area. "

Dill INSPIRES magic and the best in others, especially women. I've seen her transform dozens and dozens of women starting out with no experience, shoestring incomes and budgets turn into successful business owners and sales professionals.

She is INFECTIOUS with her JOY, creativity and support of women business owners and anyone looking to up their game and success. She knows that sales begin with relationships. She speaks to they shier, newer business owner venturing out for the first time.

With two businesses, she doesn't have a lot of time to serve on a lot of boards, but would welcome the opportunity.


She has just released her eBook:  Heart Centered Women's Guide to Online Networking. 


She hosts the monthly Portland, OR chapter meeting of Women with Moxie

Speaker: Dress For Success events, Women in Dentistry Northwest and many other appearances. She's have to go back through her calendar to list them all.  She shows up where she is invited to share her story, her tips and inspiration.


Dill is nominated by Susan Finch

Nominee: Lori Richardson, Score More Sales



Nominee's Achievements:

Lori has been in the sales development space since her first sales rep position in 1984 where she had to find her own leads and made no salary, only commissions. Fortunately it was the booming computer technology sector – she continues to help those wanting to learn how to attract buyers and move conversations forward.

In recent years Lori has received many accolades for her blog (Score More Sales) that offers sales development tips and strategies for sales growth. She has focused the last couple of years additionally on how to get more women into sales and sales leadership roles. Lori was #12 on a list of the top 50 sales influencers as mentioned on Forbes, is Co-President of the AA-ISP Boston Chapter for the Inside Sales profession, and regularly volunteers with incubators and associations that help teach newer companies how to grow leads and turn them into revenues.

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

  • Frequent contributor to podcasts, in person, and virtual events on creating sales – from leads to leadership.
  • Thought of and mentioned when Top Sales Experts are discussed.
  • Shining a light on women in SDR roles, sales positions, sales leadership, and expertise.
  • Frequent speaker at industry conferences on social selling and other lead gen strategies.
  • Sponsor & Mentor for Alphaloft.

Professional Boards:

  • WOMEN Sales Pros, President and Board Member, 2014-2016
  • Inside Sales Bootcamp, Advisor


  • Top Sales World, OpenView Partners, InsideView, and more.
  • Judge for the WISA (Women in Sales Awards) North America

Authorship (articles or books):

  • 50 Days to Build Your Sales – book and workbook (B2B and B2C versions) (2013)
  • Sales Hack: With contributions from 25 of the world's greatest sales professionals of our time (2015)

Interviews or appearances:

  • AA-ISP San Francisco 2016 Frontline Event, Panel Moderator
  • Rainmaker 2016, Atlanta, Video Interviewer
  • Rev it Up – Sales Leader Summit 2016, Boston, Host
  • Sales Acceleration Summit 2016, Speaker
  • Sales Kickoff Summit, 2016, Speaker
  • Dreamforce 2015 Sales Cloud Panel Moderator
  • AA-ISP Boston 2015 Frontline Event, Speaker
  • Accelerate Seattle, 2015, Speaker
  • Port Cities Inbound, 2015 Speaker
  • WOMEN Sales Pros, Chicago, Host & Speaker
  • Sales 2.0 Philly 2015, Panelist

Years in business: 14

Company name:  Score More Sales & WOMEN Sales Pros

Lori is nominated by Nancy Nardin

Nominee: Debbie Qaqish, The Pedowitz Group




The Queen of Revenue Marketing™, Debbie Qaqish inspires marketers to join the Revenue Marketing Revolution and evolve their departments from traditional cost centers to revenue generating centers. As Principal Partner and Chief Strategy Officer of The Pedowitz Group, Debbie develops and manages global client relationships, and leads the firm’s thought leadership initiatives.  Debbie coined the term “Revenue Marketer” in 2011. She has over 30 years experience applying strategy, technology and process to help B2B companies drive revenue growth.

Debbie has been a mentor to several professional women over the years - Many of these women she interviewed in her award-winning book and nominated for previous Top 20 Women to Watch awards.  Her two daughters have followed their mother’s footsteps and are currently rocking their careers as successful Revenue Marketers.

With 5000 LinkedIn connections, Debbie is a master networker and always seeking ways to support others  - She is dedicated to helping other women achieve their career aspirations and is a former member of Women in Technology (WIT) as well as A Mentoring Program for Young Professional Women.


  • A voracious, life-long learner, Debbie is constantly challenging herself to explore new challenges both professionally and personally – In addition to handling her demanding client commitments, Debbie is working on her PhD, focusing on how the CMO adopts financial accountability in an e-marketing environment. She also teaches an MBA-level course at the College of William & Mary on Revenue Marketing.
  • Debbie is author of the award winning book – “Rise of the Revenue Marketer,” Chancellor of Revenue Marketing University, and host of WRMR Power TalkRadio for Revenue Marketing Leaders. Debbie’s radio program is the only show of its kind that showcases real marketing executives sharing strategic and tactical advice on transforming the marketing function to drive revenue. Some of her guests have included top marketing executives at GE, Microsoft, McKesson and Lenovo.
  • Most recently SLMA named Debbie one of the Top 40 Most Inspiring in sales lead management in the category of lead generation. For the last four years, Debbie has been named One of the Most Influential People in Sales Lead Management. She has also won SLMA’s Top 20 Women to Watch distinction. In 2014 FierceCMO Magazine named Debbie one of the Top 10 Women CMOs to Watch.


Habitat for Humanity


Rise of the Revenue Marketer - book


Debbie writes a marketing column for Strictly Marketing Magazine and is a frequent contributor to publications including DMNews, CMO Essentials, Chief Marketer and Here’s a sampling:

  • (pgs 10, 11)


Debbie is nominated by Elizabeth Fairleigh.

Nominee: Genie Parker, VanillaSoft




Genie Parker has more than 30 years of experience in sales and marketing with an emphasis on doing business on the phone. Genie's broad experience reaches into hundreds of industries including technology, manufacturing, non‑profits, financial services, and business services. She co‑founded Parker, Murray and Associates ‑ a call center that supplied sales and sales leads to businesses in a large variety of industries from small business to Fortune 500. Genie drove the adoption of new lead management technologies at Parker Murray before launching VanillaSoft. Genie is also a visionary in the need for specific tools for the emerging inside sales market, which is currently outpacing the outside sales market. She is an advocate for the need to adapt queue‑ based routing technology to high‑end sales.


Genie Parker has played a major role in management of VanillaSoft's operations:

  • Built internal accounting system and processes for HR, AR and AP
  • Built internal sales process
  • Built support knowledge base
  • Oversaw new website development
  • Found and built business development relationships
  • Played an integral role in developing and building VanillaSoft's Cloud‑based, Lead Management Platform

In her current role, Genie has oversees marketing strategy, directs marketing communication efforts, and partners with sales to continue increasing VanillaSoft’s brand awareness and market penetration.

Prior to VanillaSoft, Genie co‑Founded Parker, Murray and Assoc a boutique call center that supplied sales and sales leads to businesses in a large variety of industries from small business to Fortune 500.


SLMA Board Member


Genie is nominated by Stacy Jackson


Genie is a volunteer for:

  • Seven Loaves Food Pantry
  • Second Chance Animal Shelter
  • Project Hope for Women in Crisis


Nominee: Jocelyn King, Intel



Nominee's Achievements: 

Jocelyn heads MO-CCA, Marketing Operations Cross Company Alliance, in addition to her day job at Intel heading the PSG Global Marketing Group. At MO-CCA, she heads a cross functional board consisting of Adobe, Citrix, SAP, SiriusDecisions, and IDC on best practices for the Marketing Operations profession. Included in that is how Marketing Operations helps facilitate the tracking and trending of lead management systems and platforms.

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

Second year nomination (won last year)
MO-CCA President
Intel Marketing Leader
Finalist, Marketing Team of the Year, ACE Awards
Finalist, Marketing Innovation Award, Sirius Decisions
Winner, IABC Crystal Award, International Association of Business Communicators
Winner, STC Awards of Publication Excellence, Society for Technical Communications
Winner, APEX Award of Publication Excellence, Association of Publications Excellence
Winner, Multiple Awards in Excellence in Advertising, UBM/CMP Media
Winner, Multiple Awards for Advertising Excellence, Reed Publishers
Winner, Branding and Identity, Logo Lounge
Winner, Publication Excellence, Society for Technical Communications

Professional Boards:

MO-CCA President

Years in business: 19+

Jocelyn is nominated by John Russo at B2B Fusion Group.