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January 2016

Humor for the Weekend from Author - Cartoonist Stu Heinecke - Is there a sales process?

  Cartoon_BT_Ch16_some_sort_of_meeting

 Excerpted from How to Get a Meeting with Anyone by Stu Heinecke.

From my perspective this cartoon points out the issue so many companies have: they haven't

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Jeanne Hopkins of Continuum on Women Marketers as Contributors of Wealth

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We asked Jeanne Hopkins, CMO of Continuum Managed IT Services, to say a few words on the importance of our “20 Women to Watch in Sales Lead Management” recognition program.  

 

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Humor for the Weekend from Author - Cartoonist Stu Heinecke

Cartoon_BT_Ch19_printing_money
Excerpted from How to Get a Meeting with Anyone by Stu Heinecke
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Printing more money is a government occupation. For those of us in marketing, we have to earn every dollar in the marketing budget from the ROI of the revenue we create.

This cartoon is one of many that appears in Stu Heinecke's new book, "How to Get a Meeting with Anyone."

Available for pre-order from Amazon.   

51p7FjMDNqL._SX329_BO1,204,203,200_In How to Get a Meeting with Anyone, Heinecke explains how you can use your own creative Contact Campaigns to get those critical conversations. He divulges methods he’s developed after years of experience and from studying the secrets of others who’ve had similar breakthrough results—results that other marketers considered impossible, with response rates as high as 100 percent.

Through real-life success stories, Heinecke lays out 20 categories of Contact Campaigns that anyone can research and execute. Tactics range from running a contact letter as a full-page ad in The Wall Street Journal to unorthodox uses of the phone, social media, email, and snail mail to using personalized cartoons to make connections. He also packs in plenty of tips on how to determine your targets, develop pitches, and gain allies in your contact’s circle of influence.

Stu has been the SLMA's Humor Relations Contributor for three years.

 

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

 

Listen While You Work: Peter Gracey Reveals Simple Steps to Get a 60% Increase in Conversions

How technology and outbound calling overcomes quota failure and turns losers into winners!

250-SLMARADIO-graceyFailure to make quota is sad.  Sad for the reps that fail, sad for the CFO that has to figure out how to pay the employees and sad for the sales manager that will be fired after he or she fires those that fail.  It’s a losing situation unless it can be turned around.  During this program, Peter Gracey, CEO of QuotaFactory tells us how to use technology and outbound calling to turn losers into winners.  The host is Jim Obermayer.

Some of what you'll learn:

  • “Turn-arounds”, Peter says, ”Start at the top of the funnel."
  • Doubling a salesperson's efforts , Gracey says, is often doubling what doesn't work.  
  • Peter talks about the reasons for quota failure (Hint: it is usually outside of the reps control).
  • He says you must focus on marketing and sales development.
  • Gracey asks, "How successful are the marketing campaigns? "
  • Do the inside sales development people have a sales rhythm?

 Why it's important:

Doubling a salesperson's efforts, Gracey says,

is often doubling what doesn't work.

Sales Lead Management Association 

 

 About Peter Gracey

Peter Gracey is the CEO and Co-Founder of QuotaFactory where he is responsible for company vision, growth and success, and servicing client and partner relationships while focusing on product management. He enjoys helping sales and marketing execs to streamline their prospecting process and surpass quota. Peter is also an Adjunct Professor of Sales and Marketing for the University of Massachusetts Amherst. Connect with Pete on LinkedIn and follow him on Twitter to join in on sales development discussions and industry updates.

About QuotaFactory

QuotaFactory is the leading prospect relationship management (PRM) platform and outsourced sales development services company. Our PRM empowers sales development reps to execute account-based selling techniques and strategies using a phone-driven prospecting plan. This results in a higher number of fully qualified leads for closing reps to both increase and develop a true sales pipeline that is accurately forecasted. Whether you decide to have our internal team handle the entire process for you, or empower your team with our technology, we put reps in the best position to increase your monthly conversions to forecast by up to 60%.   Contact QuotaFactory Today!

 Blog   Sales Wars

 Contact: info@quotafactory.com

 QuotaFactory

313 Boston Post Road West

Marlborough, MA 01752      781-702-6990

 

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

 

 

 


Listen While You Work: How to communicate with prospects when they are thinking of you: Pipeline Radio with Conrad Bayer

Q&A with Conrad Bayer, CEO of Tellwise and Matt Heinz host of Sales Pipeline Radio.

In this episode Conrad and Matt discuss:

  • How to spend more time talking to customers
  • How to create better and faster communications between the seller and buyer
  • Why some sales and marketing tools distract instead of enhance the selling process
  • How to use instant messaging before you talk to a customer the first time

Conrad Bayer works with early stage enterprise software companies to provide guidance, insight, and leadership to grow the business and build shareholder value. Conrad also possesses a broad range of skills focused on understanding enterprise customers and the engineering background to deliver great software products. Additionally, he has successfully created an enterprise software company which was acquired by Microsoft in 2005 and is currently the CEO and Co-Founder of Tellwise, a communication platform which delivers quality insights to help salespeople sell smarter.

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Tellwise is smarter customer communication that drives significantly more customer engagement for sales teams of all shapes and sizes. From field sales and partner channels, to inside sales and customer care, Tellwise delivers a richer, more robust experience that speeds the sales cycle and creates happier customers. Seller productivity. Pipeline insights. Customer experience. That’s Tellwise.

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

 

 


Rebecca Corliss of HubSpot said, "It's so important to shine a spotlight on female leaders across sales and marketing today"

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We asked Rebecca Corliss, Hubspot’s Director of Marketing, to say a few words on the importance of our “20 Women to Watch in Sales Lead Management” recognition program.  She said, "It's so important to shine a spotlight on the success being driven by female leaders across sales and marketing today. These women are a source of inspiration and encouragement for everyone in the field, and I love what SLMA is doing to bring attention to their fantastic accomplishments."

At the SLMA we believe that marketing is the revenue engine that drives growth and wealth.  This means women, who unarguably hold the majority of the management roles in marketing, are the majority generators of this wealth.  To recognize them, for five years we have hosted the “20 Women to Watch in Sales Lead Management.”   We applaud Rebecca's sage thoughts and we hope the program spotlights the accomplishments of women in sales and marketing. 

Why it Matters: 

"Women, who unarguably hold the majority of the management roles in marketing, are the majority generators of this wealth."

To nominate a woman this year go to:  Nominate.  You must be a member to nominate and membership is free.   

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

 

Research: CEIR Offers New Digital Tool Kit Based on Research

CEIR Report CoverTitle:  2016 Digital Toolkit to Enhance the Attendee Experience: Focus Report on Organizer Pre-Event Communications and Registration Offering

Published by:  CEIR Center for Exhibition Industry Research

Download Link

Authors:

Brian Casey, CEM - President and CEO

Nancy Drapeau, PRC Analysis and reporting  

Cathy Breden, CAE, CMP, Managing Director & Research Director:

 Mary Tucker, Sr. PR/Communications Manager, Graphic design

 

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Rain Group White Paper: How to Increase Win Rates in 2016 - Significant Research

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Published by:  Rain Group Center for Sales Research

Download Link

Authors: Mike Schultz and John Doerr

Contact: Mike Schultz 508.405.0438 

Length: 20 Pages

Highlights: 

  • Top-Performing Sales Organizations have win rates of 62%
    • Winners have mature sales processes
    • Winners exhibit high sales skills performance in 9 areas
    • Winners are better at following through and achieving priorities
  • Lower performing organizations are 22% lower at 40% win rates
  • 24 charts show varying research performance information for winning organization and losers.

This report looks at what separates top performers from losers (my words). 

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Nominations for “20 Women to Watch in Sales Lead Management" are Open

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The Sales Lead Management Association (SLMA) announced that their organization is accepting nominations for this year’s “SLMA 20 Women to Watch in Sales Lead Management” recognition program.  Nominations, accepted until midnight Monday, February 29, 2016, are for women working in marketing and sales for business-to-business and business-to-consumer companies, marketing automation software, digital lead generation, direct marketing agencies, traditional branding agencies, ERP and CRM software, telemarketing, database companies, and sales lead management firms. This is the sixth year for SLMA’s recognition program.

Only SLMA members (membership is free) are permitted to nominate women.  From those nominations, twenty will be selected as the “SLMA 20 Women to Watch in 2016.”   Winners, chosen by a panel of independent judges, will be announced on Friday, April 1, 2016 at 10 a.m. PST. 

“Many women,” said Jeanne Hopkins, CMO of Continuum Managed IT Services, “are significant contributors to the revenue of their companies via their important lead generation processes, but they go unrecognized. The Sales Lead Management Association has always done an excellent job in bringing attention to the importance of sales lead generation for the growth of any organization. I encourage SLMA members to nominate the women who are doing an extraordinary job so their accomplishments to sales can be highlighted, encouraging others to follow.”

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Mohan Taylor and Mike Verrell: What’s Hot in Digital Asset Management (DAM) in 2016 - January 28th Webinar

From the section: Lead Mgmt News   Note this seems interesting from an SLMA Viewpoint.   This is not a paid announcement. 

Wondering what’s on tap in Digital Asset Management (DAM) in 2016?  Register here for North Plains Systems’ (NPS) annual webinar on “What’s Hot & Not in DAM” on Thursday, January 28th, 12PM EST.

Hosted by Henry Stewart Events, this highly anticipated, interactive webinar will focus on trending innovations in DAM.  Presenters include leading DAM experts from NPS, Mohan Taylor and Mike Verrell.  Topics for discussion and debate will include:

  • What it really means to have support for the eco-system
  • The impact of mobile in DAM technology
  • Improvements in metadata modelling
  • Integration with other enterprise applications
  • The role of DAM in social media 
  • The role of DAM in video marketing
  • How do analytics feed back into DAM

During the webinar, Taylor and Verrell will share seven key trends shaping the DAM industry that will equip marketers to

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