56 Reasons Why Sales are Down Feed

Have you trained your salespeople to sell at trade shows?

6a0147e05adc32970b01b8d29dd163970c-320wi"Trade show and event training can double and triple the number of inquiries and do the same for qualified leads "

Tweet This


Intuitively I knew this, but practically I had not tackled the issue as the head of marketing for a software company.  I worried more about putting butts in seats and increasing the draw, but stupidly I didn't think about how to handle the crowds of people that came to the booth.   I was satisfied with quantity, but but not quality.

Continue reading "Have you trained your salespeople to sell at trade shows? " »


Is your Marketing Plan on a Napkin?

Do you have a real marketing plan or a nasty napkin substitute? 

Why it’s Important:

"Companies without a marketing plan are disadvantaged, they never know where they are going, the cause of the outcome or when they arrived."

Sales Lead Management Association

Tweet This

IMG_20170723_160109952Does senior management actually think that its products are so good that they sell themselves without a marketing plan?  Sooner, rather than later, this philosophy will fail and you will have competitors that will succeed by out-marketing and out-selling you. 

A marketing plan is not:

Continue reading "Is your Marketing Plan on a Napkin? " »


Urgent Need: Sales Lead Management Process Definition

Why it Matters

"Failure to have a sales lead management process mapped out will send salespeople on fools errands and waste marketing dollars "

James Obermayer    Tweet This  

Do you have a sales lead management process defined to track follow-up of leads and marketing productivity?

Continue reading "Urgent Need: Sales Lead Management Process Definition" »


Salespeople are Quick or they are Dead.

56 Reasons

Are salespeople getting in front of prospects faster than your competitors?

Why it's Important

"In sales, you are quick or dead. If salespeople won't get in front of leads faster than  competitors they have reduced a chance of a sale by 50%."

 Bg-twitterJames W. Obermayer  Tweet This

This is one of 56 reasons sales are down in the ebook:  56 Ways to Turn Around Failing Sales  The ebook is not gated.  Yet. 

Continue reading "Salespeople are Quick or they are Dead. " »