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February 2017

January 2017

13 Things a Salesperson Won’t Tell You, but he Told Us.

An anonymous salesperson was interviewed on CRMRadio.today on January 26, 2017.  This is a cleansed version of the interview. 

250-CRMRadio-20170126-anonymousSusan Finch is the host and the salesperson is anonymous.

  1. How good is the CRM system?

Our CRM is crap because you want me to spend hours on it for your own purposes and not mine. 

I know I have to use it, but don’t expect me to like it. I am tired of complaining about it.  If I complain too much you’ll ditch the current system and I will go through hell to learn about another system that is essentially just like the last system.   You didn’t ask me when you chose the system, you didn’t ask me about the sales process steps, you didn’t ask me what a qualified lead is and you didn’t train me and yet you expect me to use the program.

Ask me about the sales process, get our input, train us properly and we’ll actually start to like the system.

  1. Let’s talk about sales forecasts, why are they so inaccurate?

I lie on my sales forecast because my prospects lie and if I told you the truth you’d freak out.  There are some things you just don’t need to know.  When sales are down and forecasts are weak it’s a cry for help from the sales guy. 

Why are salesforcasts so inaccurate?

"I lie on my sales forecast because my prospects lie and if I told you the truth you’d freak out.  There are some things you just don’t need to know.  When sales are down and forecasts are weak it’s a cry for help from the sales guy."

Anonymous Sales Guy on SLMA Radio

Continue reading "13 Things a Salesperson Won’t Tell You, but he Told Us." »


How GE Oil & Gas Aligned Its Sales and Marketing Processes: Dana Nemec shares with David Lewis

Listen to Dana Nemec as she shares Marketing Priorities at GE Oil & Gas with David Lewis on DemandGen Radio

Dana-Nemec-DemandGenRadio-David-LewisWhether you’re an enterprise or small business, the need to align your sales and marketing systems and processes must be a top priority – as it was for Dana Nemec, Global Demand Generation Campaign Manager at GE Oil & Gas Digital Solutions.

Dana shares her approach for planning and executing campaigns through a centralized demand center, while discussing the need to clean-up messy CRM data and duplicates to keep her Marketo and Salesforce CRM instance in sync.

She also covers “the why” and ROI for having a lead development team sit within the marketing department and touches on GE’s focus on persona development for 2017.

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A Review of Methods for a High Performing Website: White Paper Review from StraightNorth

01-carousels
Title:
  How to Build a High Performance Website

Subtitle: An overview of web design techniques critical for turning website visitors into prospects  and customers.

Sn-web-whitepaper-_Page_01Published by/Authors:  StraightNorth

Length:  17 Pages

Highlights: 

The paper is divided into five  (actually six) sections:  

  1. Usability
    • Responsive web design
    • Site Speed
    • Imaging Loading Techniques
    • White Space
    • Avoiding Rotating Carousels in Headers
    • Site Architecture and Sitemap 
  2. Mobile Design
    • Site Speed
    • Sticky Navigation
    • Phone Display
    • Responsive Web Design Choices
    • Anchor Text

Continue reading "A Review of Methods for a High Performing Website: White Paper Review from StraightNorth" »


Mistakes in Customer Success Programs

Most common mistake in customer success programs

                                                  

 
Metrics that she reports on to her management team including what a CSQL is in the demand generation sales funnel and also what the most common mistake she sees companies make in their customer success programs.
 
The program host is Steve Gershik of Koyne Marketing 

About our Guest: Allison Pickens

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2017 Predictions from DemandLab's CEO Rhoan Morgan

2017 CEO Predictions for SLMA from Rhoan Morgan CEO of DemandLab

6a0147e05adc32970b01bb096d0fc1970d-320wi2017 will be the year of customer journey and engagement. But not by the means or teams we traditionally think of. This will be driven by new capabilities born out of our age of digital transformation and it is no longer an aspirational goal for companies – it’s a must do. It’s key to advancing business goals, driving revenue and remaining competitive.

The goal of this initiative is to bring marketing, sales and service together through joint interests in increasing revenue, expanding customer lifetime value and deepening the customer relationship.

Why 2017 will be Different

Rhoan_Morgan“The goal is to bring marketing, sales and service together through joint interests in increasing revenue, expanding customer lifetime value and deepening the customer relationship… companies must break down business team silos to design superior customer journeys and better manage customer experience by restructuring teams (or introducing new teams)”

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2016 Most Listened to Internet Radio Podcast Shows

2016 Most Listened to Podcast Internet Radio Shows Announced by Funnel Media

Funnel-media-logo-300tm-mostlistenedto2016Lynden, WA - - January 23, 2017 - - SLMA Radio, a live/[podcast radio program from the Sales Lead Management Association, on the Funnel Radio Channel,  announced their list of its most listened-to live shows and podcasts of the 50 programs broadcast in 2016.  These shows are judged by the ‘listener count’ of all people who accessed and downloaded, or listened to, the programs last year. 

James Obermayer, senior producer, said “These guests on SLMA Radio solve large sales and marketing problems, and our talk radio format is a type of long-form storytelling that listeners enjoy.  The programs are not scripted and are an authentic exchange of ideas. The list below is in order of the most-listened-to programs of the 50 weekly shows on the Funnel Radio Channel.   

1.    How to get a 60% Increase in Conversions to Forecast!   Peter Gracey – Quota Factory 

2.    How to Get a Website to Deliver Leads (Not Just Traffic)  Lena Requist – Ontraport   

Continue reading "2016 Most Listened to Internet Radio Podcast Shows" »


Nominations for “20 Women to Watch in Business 2017” Opened by the SLMA

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Lynden, WA - - January 19, 2017 - -
James Obermayer of The Sales Lead Management Association (SLMA) announced that the 8000 member 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.  Nominations are encouraged for c-level executives and women in sales and marketing management. 

The SLMA also asks for nominations from vendor companies such  as marketing automation software, digital lead generation, direct marketing agencies, traditional branding agencies, enterprise resource planning, customer relationship management software, telemarketing and database companies, and sales lead management firms. This is the seventh year for SLMA’s recognition program.

SLMA members (membership is free) and non-members are encouraged to nominate women leaders.  From the nominations, twenty will be selected as the “SLMA 20 Women to Watch in Business 2017.”   Winners, chosen by a panel of independent judges, will be announced on Friday, April 3, 2017 at 8 a.m. PST. 

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.”

Liz Sophia,  three-time winner of the “20 Women to Watch” said,  “Kudos to the SLMA for doing such a phenomenal job showcasing female leaders in sales lead management. Being named a Top 20 Woman to Watch was an incredible honor. I am deeply humbled to be recognized in the same category with these amazingly talented women.” 

Nominees are judged on their contributions as leaders in B2B and B2C companies.  Qualifications, such as book and article authorship, board positions, and speaking on behalf of the subjects of sales lead management, marketing management and ROI, and sales management are taken into account.  This program is not a popularity contest, it is a judged event.      

Nominations for the “20 Women to Watch in Business 2017” are being accepted here.  

 About the Sales Lead Management Association

The SLMA has 8,000 worldwide members, and its website includes 300-plus articles from 60 industry authors.  Activities throughout the year include a popular and ‘opinionated’ blog, recognition for the ‘20 Women to Watch in Business,’ and recognition of the ‘40 Inspirational Leaders in Sales Lead Management.’  There is also the SLMALive Radio Program, currently with 353 episodes and 87,600 listeners. SLMA Radio is one of seven marketing and sales shows for at-work listeners on the Funnel Radio Channel.  For more information about SLMA call Sue Campanale at (360) 933-1259. The SLMA is a division of the Funnel Media Group.   


Do you really understand your Customer? Don Gregory said most often the answer is no. Sales Pipline Radio with Matt Heinz

High-level trends and intimacy of insight.

Don Gregory of OnTarget Consulting + Research is a guest on Sales Pipeline Radio with Matt Heinz.

Some of the points covered are:

  • The importance of gathering market insights and marketing intelligence
  • Doing research to understand what the markets are interested in
  • The importance of having those insights at the front of the process to guide and help navigate product development, message development

Episode-card-250-don-gregoryMatt Heinz asked, "Why is it so important to make sure you are approaching this research right? Maybe a different way of asking that is went it is sometimes dangerous to have company insiders do their own research?"

Don responded with, "Their bias to start with. And they don’t know that many… I do the research completely inside and go out I bring a natural bias to me, with me as I do that investigation. And the rigor has to be impartial and has to be neutral. When I am looking for an answer to a question, I have to have integrity in process and in actions to make sure that I work an honest answer to what I am looking for versus – here is my assumption on what the answer is therefore am going to ask the question to assume and get the answer that I am looking for.

"If you are highly confident that you know your customer, you know your marketplace, your competition, and emerging trends with your consumers, you can argue that you don’t need to get insight early on in the process of going to market... The reality is that most companies and most leaders really don’t have that insight."

Don Gregory, OnTarget Consulting + Research

Continue reading "Do you really understand your Customer? Don Gregory said most often the answer is no. Sales Pipline Radio with Matt Heinz" »


2017 Predictions from Fusion Marketing Partners' CEO Chris Ryan

IStock_000038306980LargeAs our 2017 B2B Marketing and Lead-to-Revenue Survey Report shows, many CEOs don’t believe that marketing has made a significant contribution to revenue and therefore, the marketing function is both under-funded and under-valued. 

In the coming year, I recommend that forward-thinking sales and marketing teams seek knowledge from industry experts, challenge existing business models and use lead-to-revenue (L2R) strategies to attain optimum revenue performance.

Why It's Important:

"Many CEOs don’t believe that marketing has made a significant contribution to revenue and therefore, the marketing function is both under-funded and under-valued."

Chris Ryan, CEO Fusion Marketing Partners

L2R is a marketing and sales framework that optimizes people, processes and technology in a synchronized manner to

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MIAGRA – The #1 Way to Treat Low Sales Lead Count aka Low Marketing “T” (Testosterone)

MIAGRA – The #1 Way to Treat Low Sales Lead Count aka Low Marketing “T” (Testosterone)


IStock-618038498Testosterone is the chemical that causes guys to have a deeper voice, chest hair and more. As men age, their testosterone levels decrease leading to health issues including lower energy level and drive.

Mestosterone, on the other hand, is a chemical unique to sales people. Mestosterone levels stay high in sales reps when they are receiving a sufficient number of leads to make plan. Low mestosterone levels occur when sales reps receive too few leads from marketing (or poor quality leads).     

MIAGRA adds mestosterone to your body – and while you may still be getting too few leads, you somehow just feel better about it.

Warning:

Do not take MIAGRA if you:

Already have enough leads (that’s a joke)

Are allergic to any ingredients in MIAGRA

Continue reading "MIAGRA – The #1 Way to Treat Low Sales Lead Count aka Low Marketing “T” (Testosterone)" »