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March 2016

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