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November 2017

"Well done is better than well said."

Benjamin Franklin said "Well done is better than well said." about 229 years ago and it is still fresh today.

Ben FranklinsWith the talk we have heard about CRM and the progress marketing automation has made for the last ten years, most marketing managers are still not walking the talk when it comes to measuring ROI for lead generation. I just didn’t realize how much insight Ben had into marketing.

James Lenskold the author of Marketing ROI certainly nailed it when he taught marketers how to stop talking about marketing ROI and start proving it. I am sure every marketer would like to hear “Well done" instead of just well said.

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Steve Benson of Badger Maps Joins the Sales Lead Management Association’s Board of Advisors

IStock-459184129The Sales Lead Management Association announced that Steve Benson, the CEO and Founder of Badger Maps, has joined the SLMA as an advisory board member.   James Obermayer of the SLMA said, “We’ve gotten to know Steve from interviews on SLMA and CRM Radio.  We found his common-sense philosophy of salespeople’s sales productivity, which is driven by time and territory management, to be fascinating.  We expect that he will add a new dimension to our advisory board.”

Steve Benson“I'm truly honored to join the SLMA board - it’s a fantastic organization that focuses on one of the most important aspects in sales - lead management. I look forward to contributing my support to their initiatives, which help the sales industry as a whole.”

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Is this a Fairy Tale? A Marketing Manager Builds Demand Gen Based on Sales Quotas?

IStock-802452108 (1)“Do you know,” I asked the marketing manager, “how much money to spend on demand generation, and how many leads to create?”

With a shrug she said, “I do what we did last year.  We have a marketing plan,” she continued. “We review last year's spend and and make adjustments, usually on a budget the CFO gives us.”

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5 Most Important Things Kevin Joyce of Pedowitz has Learned about Business and Life

This is one of a series of programs on SLMA and CRM Radio about the 5 Most Important Things in Business and Life that people we respect have learned.    Kevin Joyce's interview turned inward and more personal than many.   The host is Jim Obermayer. 

What has driven some people to accomplish so much? Have you ever wondered how some people have become so smart?  Did they make the mistakes you made?   In this interview we ask Kevin Joyce, CMO of the Pedowitz Group to tell us the about the five things he has learned in business and life.  His answers surprised me and I think they will surprise you also.   He talked about:

1. How he came believe in Carpe Diem because of a death of a close friend.

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Sunday Musings: Account-Based Partnering Introduced by Salkin and Heinz

Listen in as we hear from Scott Salkin, Founder and Chief Innovative Officer at Allbound, Inc. about Sales Enablement.

Salespipelineradio-header

Channel touches a ton of pieces of your business, which is part of why it's so complex, but also part of why it can be so effective if you do it right.

Matt and Scott had just come off of Dreamforce 2017 having spoke on the same panel about Sales Enablement. 

In this episode, they ask and answer some great questions including:

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When the Company President as Sales Manager Fails

IStock_000008575657MediumIf sales are lagging, salespeople are failing, no one is traveling with salespeople (front of customers), maybe it is time the company president relinquishes the reins of presidential sales manager.  There comes a point in the company’s growth when the president needs to focus on presidential things and leave sales management to a professional sales manager.  No, I didn’t say promote the best sales person and make them a manager.

Salespeople need care and attention. Inside salespeople need more care and attention than outside salespeople. Both groups need a daily dose of coaching. If you have a part-time sales manager you'll get part-time results. 

Just because the company president knows how to sell doesn’t mean he or she can be a part-time sales manager and succeed.  This is small company stuff, that all companies have to go through and outgrow.

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See Who Has Been Nominated as an Inspiring Leader

It isn't enough to just be a leader or to think of yourself as a leader (don't we all?).  When others say you are a leader, ah, then you may, just may have arrived as inspiring leader.   

See the Leaders

Albert Einstein said,  “Strive not to be a success, but rather to be of value.”  In a leadership sense I read this as meaning that striving for success is an "I" or "Me" project.  To be of value can be achieved as an individual, but even more as a leader.  

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