Managing sales leads is managing a company's future wealth. Our posts are focused on helping companies become more successful in the critical business process of managing sales leads. We seek to educate, not opinionate.
This is about the unlikely pairing of a CMO and a CFO that met and fell in love with the idea of Revenue Marketing.
CMO Liz Sophia brought the discipline of Revenue Marketing to Hodges-Mace and the skeptical CFO Ron Shah. In this interview, Liz and Ron talk about how the company made the transition to a revenue marketing program that is creating wealth for the company and its salespeople. The host is Jim Obermayer
“ Why Is Risk Important? “In today’s mega-technological super-convenience society, we’ve all but lost sight of one particular fact: Life is a risk….but despite all of these safeguards…taking risks is how we ever built anything to begin with. It’s how any territory was made habitable. It’s how any business (no matter how sound and secure it might have appeared later) got started. It’s how any new life is begun”
There is a reason why marketing operations, as a department under the direction of marketing management, is becoming a common need. Maybe its time you consider it! Few can deny that this department and what it manages has a direct impact on revenue results.
Why it's Important!
Few can deny that Marketing Operations and what it manages has a direct impact on revenue results.
With all of the content we generate, share and publish we need to know what is effective and where we are wasting our resources. Some people rely on straight clicks, shares and venue analytics - such as that on Facebook or Pinterest. KPIs don't always relate back to your business goals of conversions, subscribers and impact. Lany talks about business proof vs. social KPI. UTMs (Urchin Tracking Module - the precursor to Google Analytics) allow you to be smarter with your time invested. But that only tells part of the story. It doesn't tell us what happens next with that shared bit of content. Are you gaining more subscribers through the sharing of your content, and then the next level of sharing? Without a better way to track the full journey, you won't know. You need to know where they are coming from, and what is having the greatest impact. That's where UTM links come in.
It used to be you had to go to a special site to generate the UTM tracked link through the browser after you copy and paste. This was a cumbersome process that usually didn't happen due to laziness, shortness of time or just forgetfulness. David Kutcher has a 15 minute lesson on how UTM codes can improve your marketing.
“The Business Growth Index, published by InsideSales.com Research, is a comprehensive research report that provides a regular pulse update on business sales growth, sales leader confidence, priorities and the impact of technology on sales performance. The Business Growth Index is the result of analyzing the world’s richest database of sales pipeline information, including anonymized pipeline information related to more than 5.4 million pipeline transactions. This report serves as an essential guide for business executives, senior sales leaders, sales operations professionals and anybody else who is responsible for driving profitable, predictable revenue growth. The report provides unprecedented insights into sales growth drivers and team performance, specifically measuring efficiency and output, from a variety of companies and industries. The index reveals important indicators of sales growth in the past year as well as a look forward for sales growth in 2016. Sales leaders supplemented the pipeline data by answering survey questions, providing key observations about past performance and future outlook.”
Change is a risky proposition for sales organizations because change means drops in revenue momentum, confusion, hesitation and chaos as salespeople adjust to it. Change can be new products, new management, territory realignment, changes in sales management, end of life of products, added sales engineers, fewer sales engineers, fewer customer service reps, changed customer service responsibilities. Regardless, abrupt poorly thought out changes can have a huge effect on everyone involved; but Rick Cheatham says it need not be this way.
In the book “Selling Vision” co-author Rick Cheatham takes us through how change doesn’t have to mean several quarters of lower revenue when salespeople adjusts. He discusses how to approach change and not get slammed in the process. The host is Jim Obermayer.
Title: Selling Vision, The X-XY-Y Formula for Driving Results by Selling Change
Authors: Lou Schachter and Rick Cheatham
Publisher: McGaw Hill
Length: 25 pages
Five Parts, 19 chapters
Our opinion: This is a book about a well known issue that everyone accepts as a difficulty of management without addressing a way to change it. Schachter and Cheatham give us a step by step path to accepting and making the most of the changes that stifle growth when growth is most needed.
About Rick Cheatham
RICK CHEATHAM leads the US Sales Practice for BTS. He works with clients such as Google, Accenture, Metlife, and IBM to drive their sales efforts into the future. Rick leads a team of over 20 consultants and conceptualizes many of the BTS solutions deployed in the US.
He is passionate about making work a place where salespeople come to be successful, is totally pragmatic and experienced in getting results through being a purpose-driven leader, and has an uncommon balance between vision and how things really get done.
Prior to BTS Rick was a sales leader for both regional and global account teams. Ultimately he led the sales force of a $1B business unit through a restructuring and shift in how they sold, which has shaped his thinking on how organizations can change what and how they sell faster and more effectively. Rick lives in Austin, TX.
BTS is a professional services firm nestled between consulting and training on the strategy execution spectrum. Our focus is on the people side of strategy working with leaders at all levels to help them make better decisions, convert those decisions to actions and deliver results. Rick leads BTS’ Sales Practice, which offers buyer-centric consulting, sales transformation (planning, change management, and training), assessment and selection, and on-the-job execution tools.
We think of a turn-around in terms of a whole company in trouble, but when do we think of a turn-around in terms of sales departments? When sales are failing it is often more than just turning the chart around and using hope as a strategy.
There’s a lot of talk among businesses about the topic of cybersecurity and how to make sure data and networks are secure. This is an opportunity for MSPs, but how can you take part in the conversation and use cybersecurity as a way to generate new leads and and acquire more customers? Click to listen below.
On this episode of MSP Radio, we chat with Matt Hubbell, Regional Sales Manager at Continuum, about how MSPs are leveraging cybersecurity in their sales and marketing campaigns and using the topic to engage new prospects and close more business.
The hosts are Nate Teplow and Joe Tavano.
Tune in now to find out how you can leverage cybersecurity in your lead generation efforts, and don’t forget to visit the new home of MSP Radio and The Continuum Podcast Network: www.continuum.net/podcast.
VanillaSoft teaches us that cold-calling is not dead and it is not a beginner's activity. Only experienced salespeople will be successful and those who will be most successful will have tools for calling, emailing, workflow and process automation.