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December 2016

How Marketing Gets A Blank Check! Matt Heinz tells how on SalesPipeline Radio

                                           

                                    

Matt Heinz and Sales Pipeline Radio producer, Paul Roberts talk about Profit Center Marketing. Here's how you know if you are doing it right.

IF you can related to any of the next three points, it's time to make a change:

  1. If your marketing team is more focused on picking the right t-shirts for an event, rather than driving opportunities into the sales organization.
  2. If your marketing department resembles an arts and crafts department.
  3. When you report on operational metrics as opposed to business metrics.

Why it Matters!

"What do we have to do to get a blank check from the CFO of marketing? 'Give me a dollar and I'll make you three'   THAT will gain their interest and they will then ask, ' How long can you do that? Can you do it every month?'   THIS is how you get the blank check".

Matt Heinz,  CEO Heinz Marketing

CEOs don't care about clicks and retweets, about your open rates and probably don't care about your qualified leads. So changing the thinking to become a profit center requires this question:  What do we have to do to get a blank check from the CFO of marketing? "Give me a dollar and I'll make you three." THAT will gain their interest and they will then ask, "How long can you do that? Can you do it every month?" THIS is how you get the blank check.

Keep listening. Matt will give you a to-do list to head toward this goal.

Salespipelineradio-header


 


The State of Marketing Automation with Jen-Horton on DemandGenRadio with David-Lewis

                                          

                                                                                  

Listen to Jen Horton, Sr. Research Director at SiriusDecisions, as she joins DemandGen Radio host David Lewis to reveal the 4 themes around marketing automation usage derived from the research SiriusDecisions conducted and presented at the 2016 SiriusDecisions TechExchange in Austin, TX in November. Jen discusses how marketers are less focused on scaling adoption and more on maximizing value from their investments in marketing automation. 

Jen-Horton-DemandGenRadio-David-LewisKey finding from the research:

  • 4 themse around Marketing Automation useage
  • Organizations that are very satisfied with the value they receive from marketing automation systems are outsourcing a greater number and variety of projects and tasks to vendors due to the lack of internal expertise
  • Best practice knowledge, and resource constraints.
  • Also discussed is the surprising number of firms (50%) that plan to migrate from their current system to another system in 2017.

 

 Subscribe to DemandGen Radio here.


SLMA Radio's Most Played Program in 2016: How to get a 60% Increase in Conversions to Forecast!

How technology and outbound calling over-comes quota failure and turns losers into winners!

 Of the fifty programs in 2016 on SLMA Radio, this interview with Peter Gracey, CEO of QuotaFactory is the most popular.  During this program, Peter tells us how to use technology and outbound calling to turn losers into winners.

Failure 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.   The host is Jim Obermayer

Continue reading "SLMA Radio's Most Played Program in 2016: How to get a 60% Increase in Conversions to Forecast!" »


Salaries: Public Relations Directors

IStock_000016192221SmallWe start this report with some information from the US Department of Labor and then visit commercial sites with more updated information and end with the PSRA’s Job Center.  Links are included. 

United States Department of Labor

Occupational Outlook Manual  Summary

Public relations and fundraising managers plan campaigns to raise donations or improve the public image of their clients.

Continue reading "Salaries: Public Relations Directors" »


2017 Predictions from Clickpoint CEO Gabriel Buck

Gabriel Buck’s Predictions: Adapting to Rapid Changes and Meaningful Integrations Are the Key to Success in 2017

IStock_000038306980LargeSoftware-as-a-Service providers, especially in the sales category face mounting pressure and stiff competition.  What will software and service companies do to overcome these obstacles in 2017 and set themselves apart in a crowded market?  More importantly, what will a company that relies on sales lead management or sales solutions be looking for in 2017 to give them a competitive edge?  What does this all mean for salespeople who use these applications?        

Why its Important

AAEAAQAAAAAAAAkvAAAAJDM1YTY1MzU3LTNiNWYtNDhiYS1iMzllLTgwMmFjMGQwYzI4MA “I think you will find more software companies creating alliances and partnerships to offer best of breed applications that are fully integrated.   You have already seen this happen with major CRM players that have deeper integrations with marketing automation platforms, communication, and lead management systems.  I know of telephony providers that have integrated with customer communication platforms, anticipating the increased demand of lightning fast communication in non-traditional channels.”     

-Gabriel Buck CEO ClickPoint Software

 

Continue reading "2017 Predictions from Clickpoint CEO Gabriel Buck " »


2017 Predictions from Brainshark CEO Greg Flynn

2017: The Year of Higher Quality Sales Interactions Greg Flynn, Brainshark CEO

IStock_000038306980LargeToday’s executive buyers feel that 80% of the sales meetings they take are a waste of time, even though sellers have more information and technology at their disposal than ever before. Senior sales leaders say their biggest problem is reps struggling to have “business conversations.” With those key issues in mind, it should come as no surprise that 45% of sales reps don’t hit their quota.


Why it Matters

Flynn"Research shows that firms providing optimal
coaching to salespeople realize rates of annual revenue growth 16.7% greater than firms that do not provide any coaching to their salespeople."

Greg Flynn

 

Continue reading "2017 Predictions from Brainshark CEO Greg Flynn" »


2017 Predictions from LeadMD CEO Justin Gray

I predict that 2017 will be the death of the “hack”.  

IStock_000038306980LargeMarketing over the last decade has relied on the first mover advantage. A new channel arises starting with email and then Twitter and Facebook and then Instagram and Snapchat – it’s been all about being first to a greenfield space.

 As a replacement for personalization there’s been a focus on finding less competition for headspace. Those channel fads are getting shorter and shorter until ultimately the game of whack-a-mole has gotten old to the point where buyers are no longer willing to give their attention up so readily.

 Why it's important

Gray“Good enough” is no longer good enough as 2017 ushers in the quality focus we’ve all been touting for too long but not producing, and the organization as a whole must be prepared to accept that more effort, more highly skilled employees and more investment are all critical ingredients when producing quality."

Justin Gray - CEO of LeadMD

We’re already seeing the trend emerge with ABM, and it will continue – 2017 is no longer about shortcuts. The profession of marketing arises in the coming year as we see a focus on craft and expertise. “Good enough” is no longer good enough as 2017 ushers in the quality focus we’ve all been touting for too long but not producing, and the organization as a whole must be prepared to accept that more effort, more highly skilled employees and more investment are all critical ingredients when producing quality.

 Justin Gray was interviewed on SLMA Radio

Why Only 13% of Marketing Automation Programs are Successful

 


Your contact page shouldn't be trendy; it should be CLEAR.

After visiting some company sites for radio guests and the like, I was stunned at how trendy their contact pages and team pages were. Trendy is NOT GOOD; it's confusing, irritating and will cause people to not trust you. Be clear. How can they REACH YOU? Email, address, phone, and contact form on that same page to give them EVERY OPTION. Phones should be answered by a HUMAN. Team pages - just a bunch of photos? Really? No names, no links nothing but random photos that could be from Aaron Brothers sample photos in the frames or some stock site. Be proud of your folks and build trust. Give us a name, title/role in your company, link to their LINKEDIN profile at minimum, email link that has YOUR domain in it, rather than their personal email, in the case of virtual teams. Stop being cheap with your email plans and put on your big boy/girl pants .

 

 

Need help with this? ask Jim or Susan or ANY POTENTIAL customer. WE HATE digging for your links to your contact page and vague info for your team. Start 2017 right with everyone being able to reach you. Sure, you get some junk calls and emails. But one good lead can make up for that time you spent with the spam marketer.