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February 2017

George Patton’s Lessons: You Have no Choice But to Attack, Attack and Attack.

During difficult times,  from CEOs and presidents to sales and marketing managers each is confronted with one of two choices. 

  1. Will we defend, therefore shrink, possibly survive but in the process risk the death of the enterprise?
  2. Will we fight and take market share from those who choose defense and cannot manage their business?

If the company chooses defense it takes the chance it will save itself into a corporate graveyard. 

If it survives it will most likely give up a large chunk of its market share to a more aggressive competitor. Those who took the option to simply survive by cutting back on sales and marketing and shrink the company may die a bankrupt death or barely survive to compete.  They must rebuild the marketing and sales departments and their credit lines.  Their future is bleak, but they may have a future if nothing else than to sell to a competitor who understands the meaning of the word attack.  

PattonphotoWhy this matters:

"Nobody ever defended anything successfully, there is only attack and attack and attack some more."

George S. Patton

 

But we don't have to pay too much attention to the"defender."   We should pay all of our attention to those who used their wits and their cunning marketing and sales departments to attack. 

 If the company makes the crucial decision to avo

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20 Women to Watch Nominations Close Feb 28th: Don't let it Pass!

Nominations for 20 Women to Watch in Business end Feb 28. Some great nominations this year. View them and nominate at the Sales Lead Management Association site. https://www.salesleadmgmtassn.com/forms.cfm?id=70 View past winners – a list of great women in business here. http://www.20women2watch.com/20-women-to-watch-winners-2016/ The 20 Women to Watch in Business are found to have the knowledge, skills, and leadership to generate wealth for their companies.”


Mobile CRM is a Requirement for Competitiveness: White Paper Review - Insightly

AdView Slma-recommended-187Title:  The Mobile Opportunity: CRM For Teams-on-the-Go

Published by/Authors:  Insightly

Gated:  No

Download Link   

Length:  12 Pages  SLMA Note: ($) indicates an important statistic or statement

Highlights:

  • "It’s a device-driven world: In many countries, including the US more searches take place on mobile devices than on computers"
  • "43% of SMB principals say improving customer experience and retention is preferable to investing in customer acquisition" ($)
  • Many SMBs are not using the right tools to reach their goals: 31% use spreadsheets, 25% have no CRM system
  • Mobile CRMs increase productivity by 20% ($)
  • Mobile CRM can solve three common problems ($)
  • Get real time updates from the field ($)
  • Seven things to look for in a mobile CRM system ($)

SLMA Comments:   

Presented in a PPT format, short punchy stats, backed-up by references Insightly makes a irrefutable case for mobile CRM benefits.     Seven ($) sign benefits.

Why It’s Important:

Mobile CRM is a requirement, not an option ($)  "Mobile CRMs increase productivity by 20% " ($)

Recommended for: 

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Marketing Automation Quick Wins in 30 Days - Justin Gray CEO LeadMD

Transcript: Interview with Justin Gray of LeadMD.    This is a literal transcript, authentic and unedited.  Or listen here while you work. 

 Jim:                               Welcome to SLMA radio. I am Jim Obermayer the host for Sales Lead Management Radio coming to you on behalf of the 8400 worldwide members of the SLMA. SLMA Radio is a syndicated show and our archives have 357 shows and 400+ executive interviews. Our producer is Paul Roberts and we’re coming to you live from our studio in Costa Mesa California.   SLMA radio is part of the SLMA Live network (now Funnel Media Group) which produces radio programs for business network listeners. You may subscribe to our shows through iTunes and Stitcher radio. We’ve got a special guest today and a special title.

6a0147e05adc32970b01bb097cdaea970d-320wi
                                Justin Gray is the CEO and marketing chief evangelist of Lead MD. They are a sponsor of the SLMA and the subject this week is marketing automation, quick wins in 30 days. 

                                Marketing automation has a lot of promise, no doubt about it, it’s a growing but how do you turn promise into definable wins? Justin is going to tackle that today.

                                Mr. Gray has been involved; he’s a strong voice for demand generation, value-based marketing and conversational best practices. He’s a recognized speaker, he’s published over 250 articles in industry publications and meanwhile his marketing blog, The Marketing Evangelist is one of the top marketing blogs.

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DemandGen Radio with David Lewis - Why Video Should Be In Your Marketing Mix

 
ITyler-Lessard-DemandGenRadio-David-Lewist was only a few years ago that the need to become “a content marketer” showed up as a priority for demand generation teams. While that priority hasn’t gone away, marketers now face the additional challenge of “creating more engaging content” to rise above all the content noise.

There is no better way to do that than by adding video to your marketing mix.  What was once a very expensive and time consuming media is now inexpensive and easy.  We’ve entered the “Vigital” age for interacting with prospects and buyers. In this episode of DemandGen Radio, David talks with Tyler Lessard, CMO of Vidyard about how to get started in video creation and the benefits of using a platform like Vidyard for creating, publishing, personalizing, and tracking the impact of your video content.

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It is not the strongest nor the most intelligent company that survives, but the one most adaptable to change![i]

IStock-539953610No doubt there is sensational change coming in a tsunami-like fashion to sales and marketing departments in both B2B and B2C companies.  These marketing and sales environments are especially under pressure because as technology gallops ahead, the companies that adapt to change will survive, while those that lag behind in adopting new ways of selling and marketing are slated for the trash heaps of failed businesses.  And the driver of this change is Business Intelligence (BI).

Why it’s important

 “The companies that lag behind in adopting new ways of selling and marketing are slated for the trash heaps of failed businesses.”

James Obermayer

Yes, fears of change have been expressed before, but none are as urgently as those occurring in today’s marketplaces.   The

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Eight Components to Boost Lead to Revenue Results - Chris Ryan on SLMA Radio

In this interview with author Chris Ryan, CEO of Fusion Marketing Partners we discuss eight significant components to increase the lead to revenue conversion for B2B companies.  The results are based on Fusion Marketing Partners annual research  survey of 1400+ sales and marketing executives.  

 About Christopher Ryan

250-SLMARADIO-20170216-ryan (1)Chris Ryan has 25 years of marketing, technology, and senior management experience, and is a widely known expert in B2B marketing, lead-to-revenue modeling, sales strategy, and business startups. As both a services provider and in-house marketing executive, Chris has played a transformative role in driving marketing and sales programs that achieve the desired results and create alignment and synergy between the sales and marketing operations.

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The Five Indispensable Steps for Sales Performance Management: White Paper Review - CallidusCloud

5-Steps-to-Better-SPM-WP2Title:  5 Steps to Better Sales Performance Management

Subtitle: Optimizing the Employee Lifecycle in the Lead to Money Process

Published by/Authors:  CallidusCloud

Gated:  Yes

Download Link   

Length:  8 Pages   SLMA Note: ($) indicates an important statistic or statement

This covers the basics of Sales Performance Management (SPM) that everyone in sales should read and understand, from management to the sales team.   

Highlights:   5 Steps

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SLMA Accepting Nominations for Women in Business for 2017

The Sales Lead Management Association (SLMA) announced that the 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, including: marketing automation software, digital lead generation, direct marketing agencies, traditional branding agencies, enterprise resource planning and customer relationship management software, telemarketing and database companies, and sales lead management firms. This is the seventh year for SLMA’s recognition program.

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.”

Do it now and recognize someone you admire.

Go here: http://www.20women2watch.com/