This week we have a full schedule: David Lewis explains the benefits of analytics. Then Jim Obermayer welcomes Patrick Renvoise to continue the conversation started last week with David Lewis about Neuromarketing. John Bruno of Forrester goes over a recent study of CRM systems, Liz Pearce of Liquid Planner joins Matt Heinz and we wind the day up with Kevin Conklin interviewing Jeff Kaplan of Ipswitch. Listen live staring at 9:30am Pacific:
It's only September, but IT Horror stories are always interesting, especially if you can sigh relief that it hasn't happened to you... yet. Phill Keene drives home what need to know about the imporance of a sales process DEFINITION. You can't follow it, until you define it. David Lewis starts out the day and keeps us going with ideas on neuromarketing principles. Insights from Anthony Iannarino are ALWAYS worth the note taking. Don't miss today.
9:30 am Pac: DemandGen Radio with David Lewis
Today's line-up includes host Peter Gillett with Ian Gotts on SLMA Radio, James Obermayer with Michael Alexander on C
We are excited as always with the line up of guests this week. We kick off with David Lewis, aka DemandGenDave teaching us how to implement lead nurturing program. From there Peter Gillett answers the question, "Why should people LOVE tradeshows?" CRM Radio is a replay of an episode featuring Andrea Lechner-Becker of LeadMD, "How developed is your marketing department?" Great questions to help see what you are doing right and what may need to go on the list of goals for the upcoming quarter and year. Following her is Joshua Baez with Matt Heinz talking about the PERFECT Persona. We end our day with John Stewart and Kevin Conklin talking about What’s up on Network Security in 2018.
Guy De La Cruz reprises his appearance on SLMA Radio as we tackle the ever evasive end game of automating the sales lead process.
- How to destroy lead Decay
- It is speed to lead
- Delivering the right lead to the right person by agent availability
- One minute or less
In his last program on July 26, 2016, Guy discussed the subject Why Sales Lead Management Workflow Can Increase Sales 30%. This time we delve deeper into the subject to discuss the 5-6 actions marketing can take to painlessly automate sales lead management. The host is Jim Obermayer.
About our guest Guy De La Cruz
Published by/Authors: James W. Obermayer, Publisher - Funnel Media Group LLC
Length: 22 pages
This paper takes the reader through a four month process of declining revenues and the issues with the pipeline and forecast.
There is straight talk about the bull pucky that surrounds revenue shortfalls and the responses sales managers and salespeople give as excuses. There is a Causes and Solutions section to tell the CEO what to expect the excuses that will be rendered. The author mentions that in the third month of a slowdown the sales manager is beginning to sound like the sales reps (Stockholm, Syndrome anyone?). Page five lists 13 excuses the sales manager begins to use when asked about revenue.
This gives the CEO insight into the thinking, excuses, pressures and frustrations of being a sales rep when things go south.
This ebook is britually honest: one quote of note is:
"Discounting and special offers are now getting serious. After all, if your can't sell it, give it away at lower margins"
- VP of Sales
- Sales Management
- VP Marketing
- Director of Marketing
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