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March 2016

Cartoon for the weekend: Let's Change the Way We Think

 

 

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

Changing the way we think is marketing's number one challenge as the tumultuous field of marketing roars into 2016 with the pace of new marketing tools accelerating exponentially.  For instance see

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From Scott Brinker: 2016 Marketing Technology Landscape Supergraphic

Scott Brinker delivered his new 2016 Marketing Technology Landscape Supergraphic at the recent 2016 MarTech USA Conference.   I am not going to clutter up this entry with my own opinions as I want you to click right here to read what Scott has to say about the explosion of technology in marketing. 

He talks about the 3874 companies in the field (only 150 identified in 2011).   He further gives us a breakdown of the number of solutions in 49 categories.    He covers the top five categories by solution count:

  • Sales Automation, Enablement & Intelligence (220)
  • Social media Marketing and Monitoring (186)
  • Display & Programmatic Advertising (180) 
  • Marketing automation & Campaign/Lead Management (161)
  • Content Marketing (160)

 Marketing_technology_landscape_2016

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Is there a Captain of the Lead Management Ship?

In his recent (posthumously) published book, When Breath Becomes Air[i], neurosurgeon Paul Kalanithi, dying of terminal lung cancer, attempts to answer the question “What makes life worth living?”  During his treatment, he reached a point when there were so many specialists with competing opinions and solutions working on him that the situation reached a state of WICOS, which means ‘who is the captain of the ship?’  In this instance, the captain turned out to be Dr. Kalanithi who, as much as he was able, took charge. 

This is a great book and I highly recommend it, and it got me thinking.   Is the captain of the sales lead management ship?  This may seem trite compared to Dr. Kalanithi’s battle and passing, but the answer to this question of leadership affects marketing budgets, which are 2-20% of companies’ revenue and 10-15% (or more) of the sales costs.  After all, marketing’s lead generation efforts can substantially contribute to revenue or be a waste and drag on profits and sales productivity.  The sales lead management leadership issue is crucial for a company’s success. 

THE WICOS LEAD MANAGEMENT ISSUE

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PR Manager Salaries

Wow these estimates vary.  You'll just have to dig deeper.  This is quoted directly from each site.  No editorial.  

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Public Relations Manager Salaries

408 Salaries   Updated Nov 6, 2015

National Avg:  $76,335

How much does a Public Relations Manager make? The average Public Relations Manager salary is $76,335 . Filter by location to see Public Relations Manager salaries in your area. salary estimates are based on 518 salaries submitted anonymously to Glassdoor by Public Relations Manager employees.

PayScale.com

Public Relations (PR) Manager Salary  (United States)

Public Relations Managers in the United States can expect to earn an average of $61K annually.

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Cartoon for the Weekend: That came From our Marketing Automation Program?

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

I think marketing automation came about for two reasons:

  1. Desperation for sales lead follow-up when sales management failed to enforce a 100% sales lead follow-up policy on the part of its sales people
  2. Marketing learned it can do it with email nurturing of  inquires and sales leads without begging someone else to do it.  Note:  See Sales Management's Biggest Opportunity for Failure.

Why it Matters:

 

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Sales Management's Biggest Opportunity for Failure

Sales management has dozens of ways to fail, it is one of the most complicated and stressful jobs imaginable.  Not insisting on 100% sales lead follow is one of the most serious mistakes a manager makes and yet it easiest to repair.  Solving this one issue increases sales 200-300% from sales leads.  

Sls Mgmt

Why it Matters: 

"If 100% of all sales leads are follow-up by the sales rep, sales will increase for an average company 200-300% from sales leads."

Sales Lead Management Association

 

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Should leads be reassigned if a rep fails on follow-up? Listen While You Work!

In this interview with Jerry Troke, CEO of Marketnet, host Susan Finch and Jerry Troke tackle the issue of simply reassigning sales leads to someone that cares instead of pursuing the impossible dream.

 

Sales lead follow-up by direct or indirect representatives continues to be the most aggravating, difficult, madding, and frustrating issue confronting sales and marketing management. 

Why it Matters: 

"Management demands, threatens, screams and begs salespeople to do their jobs and follow-up expensive sales leads given to them, and failure is management's reward 75-90% of the time." 

Sales Lead Management Association

About Jerry Troke

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Cartoon for the Weekend: Forecasts from Crystal Balls and Spreadsheets are Similar in Results

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The best forecasts don't come from a crystal ball, or a spreadsheet;  the best come from a CRM system and not the dreaded spreadsheet.  Maintaining spreadsheets as a forecasting tool is time consuming, inaccurate and a waste of a salesperson's time and these are the least of the problems.   It is interesting when I visit a company and find the CRM is not being fully used and the reps use spreadsheets.  Why does this happen?

Why  it matters:

Using spreadsheets for forecasting instead of the CRM system hides poor sales processes and enable poor performers (managers and salespeople) to stay beyond their expiration date.

Sales Lead Management Association

This cartoon is one of many that appear in Stu Heinecke's new book, "How to Get a Meeting with Anyone." Stu has been the SLMA's Humor Relations Contributor for three years.

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Research: Alert - New High Performance ABM Must Read Roadmap

High-performance-abm-capabilities-benchmark-report-1-638Title:  High Performance ABM Capabilities, the Proven Account-Based Marketing Framework

Published by:  Demand Metric Research Corporation

Download Link

Length: 35 Pages

Highlights: 

  • Best practices in ABM: The Framework in six steps
  • This answers: Does compliance with the ABM capabilities frameworks result in greater revenue impact from ABM? (Of course).
  • 500 Survey respondents (Big number offers credibility)
  • The paper shows Maturity Milestones
  • The paper shows Recommended actions

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3 Essentials for Sales Managers to Avoid Useless Crap Foisted on them by Uninformed CEOs. Listen While You Work!

 Prioritizing Sales Management for Success: Three Essentials for Increased Sales

  

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In this 30 minute program SLMA Radio host Jim Obermayer interviews Mike Weinberg, the author of Sales Management Simplified.  Mike shared the framework he follows in his consulting practice to reap out sized rewards for his clients. He shares the “Three main buckets” that must be addressed so that sales management can get back to sales management and sales success.
 
Weinberg says that sales management is not a big issue, it is 42 small issues and the issues can be put into three buckets that require sales managers to do their job without interference (from CEOs):
  1. Sales Leadership ad culture
  2. Talent Management
  3. Sales Process

 

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