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


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/).


  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



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


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 


DemandGen Report




Erika has been in the industry for 18 years, and is nominated by Carlos Hidalgo.

Nominee: Traci Whetzel, Concept Services, Ltd.


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.


http://www.conceptservicesltd.com/1719-2/ - Blog Contributing Author

Traci has been in the industry fo 14 years and is nominated by Katherine Schaefer.