D.Lewis - Managing Sales is Always Linked to Managing Leads

Why its Important

"Managing leads appears to be solved until it isn't; the result is forecasts flop, sales lag, and sales managers fail.  It can be prevented.”

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It has been proven time and again that you can't manage sales if you can't manage sales leads and yet marketers fail at this time and again.  They buy software and assume it is solved.  They train salespeople and assume it is solved.   It appears to be solved until it isn't; forecast flop,  sales lag and sales managers fail.  It can be prevented.

In this program on SLMA Radio with DemandGen Radio host, author and entrepreneur David Lewis we discuss the first of his five principles of sales lead management. 

Managing sales leads is not for the Manufacturing-Demand-Book-Front-400x532 timid or uninformed because how sales leads are managed is crucial to the growth of your company.  There can be 3-4 departments involved, dozens of software applications and dozens of vendors.  

David Lewis, the author and founder of DemandGen International in his book Manufacturing Demand, the Principles of Successful Lead Management, David outlines his five principles of sales lead management and over the coming months he will discuss each of the principles in standalone shows. His ideas and tips will surprise you.  The host is Jim Obermayer

About David Lewis

For more than 20 years, CEO David Lewis has been a pioneering innovator in digital marketing, and has overseen marketing for some of Silicon Valley’s leading technology firms.  David is an accomplished speaker, thought leader, host of DemandGen Radio, and author of the #1 book on lead management Manufacturing Demand.

Download your copy of Manufacturing Demand  

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Is your Marketing Plan on a Napkin?

Do you have a real marketing plan or a nasty napkin substitute? 

Why it’s Important:

"Companies without a marketing plan are disadvantaged, they never know where they are going, the cause of the outcome or when they arrived."

Sales Lead Management Association

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IMG_20170723_160109952Does senior management actually think that its products are so good that they sell themselves without a marketing plan?  Sooner, rather than later, this philosophy will fail and you will have competitors that will succeed by out-marketing and out-selling you. 

A marketing plan is not:

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Qaqish Says AI Won't Reduce Marketing Jobs, but...

Why It's Important

"AI...is here to stay...It is definitely changing the world...I think that savvy marketers need to understand what their role will be"

Debbie Qaqish, Chief Strategist - Pedowitz Group

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In our continuing series of programs on all facets of artificial intelligence we ask the strategist and author Debbie Qaqish about her perception of the short term and long term impact which AI will have on the marketing suite. 

  • She doesn't believe there will be fewer marketing jobs
  • The marketing jobs will be different
  • Companies that adapt to AI will thrive, those that don't won't
  • Later in the interview she discusses what marketers will have to do in an AI world
  • Marketing is driven and data and data is fed and analyzed by AI applications

Debbie Qaqish Chief Strategy Officer, Author, Radio and Podcast Host

Crm-20170720-qaqish-tweetAs a principal partner and chief strategy officer of The Pedowitz Group. Qaqish is a nationally recognized thought leader, innovator and speaker in Revenue Marketing with more than 30 years of experience applying strategy, technology and process to help B2B companies drive revenue growth.

She is the author of the award winning book – “Rise of the Revenue Marketer,” Chancellor of 41adZh5l+wL._SY346_Revenue Marketing University, and host of Revenue Marketer Radio (WRMR). Debbie has been at the forefront of the marketing automation phenomenon, first as a beneficiary, and now as an advocate and expert. She is a frequent speaker and writer on topics related to Revenue Marketing transformation, leadership, change management, sales and marketing alignment, ROI, content, organization, talent and marketing operations. She coined the term “Revenue Marketer” in 2011.

 More Qaqish:

Rise of the Mysterious Marketing Operations Function

The Issue: C-Level Management Resists Revenue Marketing - Qaqish on SLMA Radio

Related

Will AI Replace Salespeople?  Bob Perkins

Applying AI to Content Marketing  Pawan Deshpande

Defining the Benefits of Revenue Intelligence  Dayna Rothman

Will Artificial Intelligence Replace Marketing Departments? Michelle Huff

Sponsor for this show:

GoldMine CRM

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Top 10 Tips for Lead Nurturing Success - WP Review

The Top 10 tips for Lead Nurturing from Spear Marketing reads as a road map to know where you should be going, how to get there and how to know when you have arrived.  Too many of these papers tell you what’s wrong without telling you how to fix it without hiring the author.  This paper isn’t guilty of that.

Top 10 lead nurturing tipsTitle:  Top 10 Tips for Lead Nurturing Success

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Jessica Fewless from DemandBase - Why Getting a Decision Takes Input from 6.8 Buyers

In this program, we are very excited to talk with Jessica Fewless who joins us from DemandBase. We discussed the increased complexity of selling into B2B marketing; into B2B targets; the fact that the

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A Grandfather Reveals a Mystery to his Grandchildren

Which Reminds Me of Another Mystery About Sales Leads

IStock-174628466My best friend Bob tells a story about having the whole family over to his place one year for Thanksgiving.  Sometime during the day he looked around for his children and noticed that none of them, nor any of his nieces and nephews, was around.  He walked through the house and found the little ones, aged 3 to 10, sitting at his father's feet, looking up at their grandfather.  

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How the Big Dogs Play: Narrative Analytics with Damon Waldron – Protagonist

Listen  and learn IStock-803994860

While you Work

 

600-x600-CRMRadio-20170713-waldronjpgKnowing the narrative landscape – what your audience’s opinion is of your company - can make the difference between success and failure. 

In this interview, with Damon Waldron, VP of Marketing at Protagonist Technologies we discuss an approach to the marketplace that the White House, government agencies, foundations and B2B/B2C companies use to understand their position in the market place. 

From Oil giants to medical devices, Narrative Analytics is an AI application that has been used for more than ten years.  The host is Jim Obermayer.

About Damon Waldron

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