Eight Components to Boost Lead to Revenue Results - Chris Ryan on SLMA Radio

In this interview with author Chris Ryan, CEO of Fusion Marketing Partners we discuss eight significant components to increase the lead to revenue conversion for B2B companies.  The results are based on Fusion Marketing Partners annual research  survey of 1400+ sales and marketing executives.  

 

About Christopher Ryan

250-SLMARADIO-20170216-ryan (1)Chris Ryan has 25 years of marketing, technology, and senior management experience, and is a widely known expert in B2B marketing, lead-to-revenue modeling, sales strategy, and business startups. As both a services provider and in-house marketing executive, Chris has played a transformative role in driving marketing and sales programs that achieve the desired results and create alignment and synergy between the sales and marketing operations.

Chris is known as an outstanding communicator and has presented keynote addresses and breakout sessions at numerous conferences on marketing and technology. For three years, Target Marketing magazine named Chris as one of the Top 100 U.S. Marketers. Chris has written four books on marketing and information technology, including the recently published Winning B2B Marketing.

About Fusion Marketing Partners

Fusion Marketing Partners (FMP) is a B2B marketing agency that specializes in helping companies create powerful lead-to-revenue machines to turn around their stalled or underperforming marketing and sales operations and build value in their business. FMP’s strategic expertise and vigorous execution of proven tactics has quickly driven measurable improvements in awareness, leads and revenue for B2B clients across the U.S. and internationally. The company was founded by principals with deep experience in B2B marketing, sales, business development, web marketing, and public relations — from successful startups to Silicon Valley giants. To find out more, visit http://www.fusionmarketingpartners.com.

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SLMA Radio and its podcast replays is one of six programs produced by the Funnel Radio Channel.    

Funnel-media-logo-300tmFunnel Radio is accepting applications for program hosts for marketing and sales subjects covering a 30 minute weekly and bi-weekly time slot on the Funnel Radio Channel.  

Submit your application  to jobermayer@funnelmediagroupllc.com to see if you qualify to stand out from the crowd.  We have great hosts such as Matt Heinz, Steve Gershik, David Lewis with interesting programs that solve marketing and sales problems.  All live streaming programs are available as podcast replays. 


The Five Indispensable Steps for Sales Performance Management: White Paper Review - CallidusCloud

5-Steps-to-Better-SPM-WP2Title:  5 Steps to Better Sales Performance Management

Subtitle: Optimizing the Employee Lifecycle in the Lead to Money Process

Published by/Authors:  CallidusCloud

Gated:  Yes

Download Link   

Length:  8 Pages

This covers the basics of Sales Performance Management (SPM) that everyone in sales should read and understand, from management to the sales team.   

Highlights:   5 Steps

  1. Hiring, Onboarding and Training. Finally someone said it; the average amount of time it takes before a sales person is fully functional is the length of Sales Cycle plus 90 days. Prescreening and Selection addresses the requirement to find the right rep: Testing, online interviews, and comparing the results to your team get a paragraph (an important paragraph)
  2. Planning with Quotas and Territories. The most important statement: make sure the quotas and territories are based on objective market data.  Lots of quick tips.
  3. Giving Appraisals and Coaching. This is the longest segment of the paper.   The authors say lack of data is one of the biggest difficulties in coaching; meaningful metrics are quoted.
  4. Establishing Compensation and Rewards: The discussion automating the compensation process (which relieves accounting from doing something they don’t understand, dislike and are not good at) is worth the whole paper. They cover various ideas about the best compensation program for different teams. Aberdeen research is quoted.
  5. Introducing Gamification Techniques. Not a new discussion, but something worth looking at. They cover benefits, popular techniques and group goals. 

Slma-recommended-187SLMA Comments:   This white paper may be short, but it punches.  The authors are right to push sales rep failure onto management that does no on-board, training, or set reasonable expectations.  How often do we see company management hire someone they think is experienced and then they stupidly (yes that is the right word) leave them to flounder, burning prospects, time and money before they are fired either within a few months or even a year or two (one is too soon and one is too long).

They don’t say it, but I believe the number one failure of new sales reps is a lack of sales management.

Not a self-serving white paper.  11 references that are worth noting.   

Why It’s Important:

Recommended for: 

  • President
  • CSO
  • Sales Management
  • Sales Managers
  • Sales Operations Management

Download Link

This review was conducted independently without the advice or consent of the publisher.    

Bonus!!!

 Listen to CallidusCloud CMO Giles House discusses How Technology Solves Sales Pipeline Failures

  Hear GIles House Reveal the Key to Sales and Marketing Harmony

Note:  If you would like your research or e-book reviewed, you may submit it to: content@salesleadmgmtassn.com.  There is no guarantee it will be reviewed.  You may not be given notice if it is reviewed.  If you would like to submit artwork for the cover of the work along with a copy of the work, you may do so.  Members and non-members, sponsors and non-sponsors are welcomed to submit work for review.  Sponsors are given priority for white paper reviews.

 This blog is supported by the generous sponsorship of  VanillaSoft and Goldmine CRM Software


You can nominate a woman leader for “20 Women to Watch in Business 2017”

The Sales Lead Management Association (SLMA) announced that the organization is accepting nominations for this year’s “20 Women to Watch in Business” recognition program. Nominations, accepted until midnight on Monday, February 28, 2017, are for women working in all areas of management for business-to-business (B2B) and business-to-consumer (B2C) companies, including: marketing automation software, digital lead generation, direct marketing agencies, traditional branding agencies, enterprise resource planning and customer relationship management software, telemarketing and database companies, and sales lead management firms. This is the seventh year for SLMA’s recognition program.

Author, podcaster and partner at The Pedowitz Group, Debbie Qaqish said, “Today’s successful women marketing leaders are making a measurable revenue impact on their organizations. They have earned their seat at the executive table and are role models for the next generation. Organizations like SLMA that recognize the value these women bring are beacons of light, encouraging women to own their power and lead the global workforce of the future.”

Do it now and recognize someone you admire.

Go here: http://www.20women2watch.com/


Predictable Prospecting: How to Radically Increase Your Sales B2B Pipeline - Marylou Tyler Interview on CRM Radio

Slma-recommended-187If your organization’s is driven by B2B sales, MaryLou Tyler (the co-author of the book Predictable Prospecting) will reveal her proven step-by-step process to turn any B2B organization into a high-performance business development engine.  The host is Jim Obermayer

About Marylou Tyler

Marylou Tyler is the Founder of Strategic Pipeline, a Fortune 1000 outbound sales process improvement consulting group. Her client list includes Apple, Bose, AMA, Talend, CIBC, Prudential, UPS, Orkin, AAA and Mastercard.

She's also co-author of the #1 Bestseller Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com. It's sold over 60,000 copies and has over 250 reviews on Amazon averaging over 4.3 stars.

A6a63526-dc6c-c5d1-8c3a-5890a7d09651And her new book is titled Predictable Prospecting: How to Radically Increase Your Sales B2B Pipeline.

 When it comes to sales process improvement, Marylou specializes in optimizing top-of-funnel sales process and implementing predictable new sales opportunity engines. Her unique approach walks clients through a specific 7-point outreach process/framework that is part behavioral, part predictive and part creative (persuasive storytelling).

About Strategic Pipeline

Strategic Pipeline is focused on helping companies deploy a consistent and reliable Sales Opportunity Creation system that will increase new sales contacts, compel them to consider your offer and convert them to qualified sales opportunities.

The Strategic Pipeline process is the result of cumulative experiences in managing rapid growth companies and needing to solve the painful problems of sales pipeline inconsistency and unreliable forecasts.

Strategic Pipeline starts with precise repeatable steps to turn cold leads into interested contacts. The next phase applies a content development methodology to compel interested contacts to become prospective buyers. And finally, a step by step conversion process delivers a consistent flow of qualified sales opportunities to your sales force. 

About Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline

If your organization’s success is driven by B2B sales, this powerhouse of a book shows you how to generate new opportunities, build sales consistently, and focus on high revenue accounts with higher probability. It’s the most reliable and predictable prospecting system available, developed by the coauthor of the bestselling Predictable Revenue and the author of the international bestseller How to Deliver a TED Talk.

Following a proven step-by-step framework, you can turn any B2B organization into a high-performance business development engine. You’ll learn how to target and track ideal prospects, optimize contact acquisition, continually improve performance, and achieve revenue goals―quickly, efficiently, and predictably.

If you are a business professional tasked with new business development, revenue generation, diversifying marketing lead generation channels, selling into disruptive markets, and justifying marketing ROI, Predictable Prospecting will be an invaluable resource.


It’s Time for Sales to Stop Cussing the Mule and Start Loading the Wagon!

6a0147e05adc32970b014e60096ec3970c-800wi (1)This is one our most popular blog entries of all time.  Of the 732 posts and 91,322 page views this seems to hit a nerve.     

It’s time we stop cussing someone else and start tending to the work at hand to increase sales.    It’s time Sales started loading the wagon and stop cussing the mule

We’ve heard comments from salespeople such as, "The CRM system is time consuming, slow, and mainly benefits management, not me.” "Marketing doesn’t give us any leads." "Marketing isn’t giving us qualified sales leads." "That trade show sure was slow." "We’re not getting leads on the stuff I have a quota for."  From Marketing we hear, “Sales lead follow-up is non-existent” and “Sales doesn’t use the CRM System.”

Why it’s important:

“It’s time for salespeople to stop cussing those who create wealth opportunities for them, and start cooperating by following-up sales leads. The single item that most immediately influences sales results is the follow-up of sales leads.  Solve that issue and sales will increase in 90-180 days by 10-20%.”

Jim Obermayer  

The single item that immediately influences sales results is the follow-up of sales leads.  Solve that issue and sales will increase in 90-120 days by 10-20%.

Continue reading "It’s Time for Sales to Stop Cussing the Mule and Start Loading the Wagon!" »


13 CEO Predictions for 2017

IStock_000038306980LargeLynden, WA - - Feb 14, 2017 - - The Sales Lead Management Association (SLMA) has issued a white paper compiling 13 high-tech CEO business predictions for 2017.  SLMA CEO James Obermayer said, “What is so thought-provoking about these predictions is that when they’re read sequentially, very interesting insights and market movements are revealed. Important quotes are highlighted, revealing the thinking of the CEOs, their companies and their industries.” 

The CEO predictions are a response to a request from the Sales Lead Management Association, and were published individually on the Sales Lead Management Today blog under 2017 CEO Predictions.   The complete white paper may be accessed as a PDF here.

The CEOs who participated, in alphabetical order, are:

Continue reading " 13 CEO Predictions for 2017" »


Is Predictive Marketing Changing the Reality of Lead Generation? - Matt Amundson on SLMA Radio

Will Lead Gen ever be the same?

On the surface predictive marketing sounds like a gamble on the future with a little bit of fortune telling thrown in, but that would be a wrong assumption. 

In this interview with Matt Amundson Vice President at EverString, we explore the scientific (yes we have used the “S” word) roots of using artificial intelligence to guide marketing to those most likely to buy.   The host is Jim Obermayer

About  Matt Amundson

Continue reading "Is Predictive Marketing Changing the Reality of Lead Generation? - Matt Amundson on SLMA Radio" »