Manage episode 241602291 series 2380479
SLMA guest host and board member Dan McDade (recent CEO of PointClear) and now of Prospect Experience interviews Karen Hayward a managing partner of Chief Outsiders on the subject of what separates winners and losers in the revenue wars. The interview covers three tactical areas that winners use and loses fail to implement. Very interesting.
About the Guest: About Karen Hayward
Karen Hayward is a Managing Partner with Chief Outsiders, responsible for West Coast Operations. She is a results-oriented marketing, sales, and operations executive with a proven track record for building and executing strategic programs that accelerate revenue. Karen joined Chief Outsiders from EarthLink where she completed the integration of their acquisition of CenterBeam.
At CenterBeam, she spent a decade as CMO. Karen’s early career set the stage for her later successes; while at Xerox Canada Ltd., she held a variety of corporate marketing, and sales leadership positions, ultimately developing and leading the company’s first industry-focused go-to-market effort as VP and General Manager for the Financial Services sector. From 1995 to 1998 she held VP of Marketing and Director of Product Marketing roles within Xerox Canada. Karen was our “boss” during her time at CenterBeam. During one five-year period, CenterBeam credited PointClear with helping them grow 45% per year compound annual growth. Karen, welcome to the broadcast.
About Chief Outsiders
Chief Outsiders, LLC is a nationwide "Executives-as-a-Service" firm, with more than 60 part-time, or fractional, Chief Marketing Officers (CMOs) engaged from coast-to-coast. Unlike other strategic marketing and management consulting firms, each CMO has held the position of VP Marketing or higher at one or more operating companies. Chief Outsiders have served on the executive team of over 600 client companies to drive growth strategy and execution plans for a fraction of the cost of a full-time executive.
Because of its market-based growth plans, quality of leadership, and experienced team, Chief Outsiders has been recognized for the past four years by Inc. Magazine as one of the 5,000 fastest-growing privately held companies in the US, and was recognized in the Houston Business Journal's Fast 100.
About the host Dan McDade
McDade is the founding partner of Prospect Experience. Dan McDade founded PointClear in 1997 to help B2B companies with complex sales processes drive revenue through lead generation, qualification and nurturing. For close to 20 years, he’s been instrumental in developing strategies that assure 100% of leads delivered to client sales organizations are fully qualified to client specifications.
Dan is the author of The Truth About Leads, a book about how to focus lead-generation efforts, align sales and marketing, and drive revenue. He also wrote From Chaos to Kickass, an ebook detailing the benefits of sales and marketing optimization.
The Sales Lead Management Association named Dan one of the 50 Most Influential People in sales lead management for five consecutive years. In addition, he was named one of the Top 50 Sales & Marketing Influencers for three years by Top Sales World.