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September 2016

Management Tip: You can predict sales results from lead gen!

IStock_84714737_MEDIUMManagement Tip!

“The person who can predict sales results from marketing programs will be a vital part of the company and the sales process.  Fortunately, this isn’t difficult once you realize that  45% of  all leads will turn into a sale for you or a competitor within one year.   In the short term, 22-26% of all sales leads will turn into a sale for someone within 6 months.”

 This is one of the growing number of management tips appearing on the SLMA Website under Resources, Articles, Management Tips

Got a 75 word or less managemen tip?  Send it to jim@theslma.com and we'll publish it under your name. 


Lena Shaw Eliminates the Mystery of ABM Database Creation: Listen While Your Work on SLMA Radio

In this program, Lena Shaw, Director of Marketing for LeadGenius describes how to solve the biggest hurdle in setting up an Account Based Marketing program: the list. 

Continue reading "Lena Shaw Eliminates the Mystery of ABM Database Creation: Listen While Your Work on SLMA Radio" »


Underground B2B Content Marketing tips from Joe Chernov: Sales Pipeline Radio with Matt Heinz

Underground B2B Content Marketing tips from Joe Chernov

SalesPipeline Radio's guest is Joe Chernov, VP of Marketing @InsightSquared. He also lends a hand to startups and wildlife causes when he can. Diving right in, he says, "It's unbelievable what you can get done if you don't care if you get fired!" Talking about his experience at Eloqua, "If we were to publish something that is valuable, we could edge our way into deeper coverage by the media."

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Why Sales Managers Need to Understand the Murky World of Sales Analytics: CRM Radio

Mike Saliter Tackles the Need for Instant Business Analytics

This show covers:

  • Why sales managers need deep dive analytics to understand what is happening in the organization and the market
  • Why CRM reports are too simple and can't answer the "WHY" question 
  • How a deep dive reporting system helps sales managers understand what happened in the past and what should be done in the future
  • Why Sales manager's need to understand the journey at the point of decision which can look at many different data sources (CRM, HR, ERP, Marketing Automation, Expense Reports, etc. )
  • How visual analytics contributes to fast decisions 

 

 

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Cartoon for the Weekend: When sales calls appear to be stalled!

You have permission from the Sales Lead Management Association and the Cartoonist, Stu Heinecke to copy and distribute this cartoon as is with attribution!

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It seems that only when the sales manager can travel with the sales rep will he or she  find out what's happening behind the closed door.  When asked what went on in a meeting with a prospect, the rep often casts the most positive light on the call and that's why managers have to travel with their reps.  I know a sales manager that had not left his office in five years.  The company president relied on him so much to also run operations that the manager no longer knew what was happening in the marketplace.  

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Management Tip: Telemarketing often fails because it reports to the wrong person!

IStock_84714737_MEDIUMManagement Tip

Telemarketing fails most often when it reports to the wrong person.   As a tactical department, telemarketing measures its performance on an hour-by-hour basis.  If it reports to the vice president of sales it usually fails. The VP of sales seldom takes the time to properly manage or oversee a successful telemarketing operation. Telemarketing needs a manager who is interested in details, understands hourly employees,  and who can lead front line “customer contact” specialists with an understanding of the special needs of the telemarketing professional. 

This is one of the growing number of management tips appearing on the SLMA Website under Resources, Articles, Management Tips

Got a 25 word or less managemen tip?  Send it to jim@theslma.com and we'll publish it under your name. 


Five Means to Ensure CRM Success: Matt Reid of Velocify - CRMRadio

Five Means to Ensure CRM Success

250-CRMRadio-20160915-reidMatt Reid, vp of marketing for Velocify shares five very specific paths to CRM success.   Matt has knowledge and strong opinions on what works and a background that backs up his views. No one can deny that Velocity is a heavy-weight in the CRM space. The company produces undeniable research on the subject of sales lead management and processing.  The host is Jim Obermayer.

Reid tackles:

  • Buy-in from the organization
  • Getting all leads, not just some into the system
  • Make sure all of the marketing and sales tools work together (big failure point)
  • Prioritize Distribution (not always considered)
  • Reporting is the key insight into sales performance

About Matt Reid

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Cartoon for the Weekend: Can you give salespeople a better lead?

You have permission from the Sales Lead Management Association and the Cartoonist, Stu Heinecke to copy and distribute this cartoon as is with attribution!

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Ask a salesperson what they want from marketing and they'll tell you, more sales leads. Ask them again after you've given them more leads what they want and they'll tell you that want more qualified leads.    

Continue reading "Cartoon for the Weekend: Can you give salespeople a better lead?" »