Lead Nurturing Feed

If the mediocre are always at their best, who are “the mediocre?”

At the end of another blog entry (one of the best read)  titled “All know the way; few actually walk it. ~Bodhidharma,” I quoted Giraudoux’s famous saying, “Only the mediocre are always at their best.”  

As typically happens when we read something like this, we assume “the mediocre” is always someone else.  It’s certainly not us.

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Howard Sewell Shares Uncommon Mistakes in Lead Nurturing

Listen while you work

 In this program we interview Howard Sewell, president of Spear Marketing about the four common failures of lead nurturing.

Why it's Important

"Lead Nurturing, not to be confused with dumping all your available content on new prospects, has a certain finesse if done right, but it can lead to impatience, frustration and rejection by prospects if done poorly."

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D.Lewis - Managing Sales is Always Linked to Managing Leads

Why its Important

"Managing leads appears to be solved until it isn't; the result is forecasts flop, sales lag, and sales managers fail.  It can be prevented.”

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It has been proven time and again that you can't manage sales if you can't manage sales leads and yet marketers fail at this time and again.  They buy software and assume it is solved.  They train salespeople and assume it is solved.   It appears to be solved until it isn't; forecast flop,  sales lag and sales managers fail.  It can be prevented.

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Sales Lead Manager Job Description: The 2nd Most Important Job In Marketing after Marketing Operations

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Updated on Feb 7, 2017

SLMA suggests you use this as a basis for the job description of one of the most important jobs in the marketing department. 

Job Summary

The Sales Lead Manager is responsible for managing the incoming demand and reporting on the ROI for all lead generation programs.

Essential Functions

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A Story: How a Marketing Manager Learned to Build a Demand Creation Plan Based on Sales Quotas

IStock_000018180137Small“How do you know,” I asked the marketing manager, “how much money to spend on marketing, and how many inquiries and leads to produce?”

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Major shift if the Healthcare industry changed "patients" to "clients."


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Recently I ordered my prescription through the Kaiser website. Usually I call it in. After securely logging in with more information than you can imagine to get a refill, I was asked for a credit card. I know roughly what this Rx costs, so I did it. BUT what was glaring at me was the fact that there was no total of what this PRODUCT would cost before I purchased from this RETAILER.  They know my plan since I logged in with my ID, location, etc. They should know the DISCOUNT PRICING structure I'm in and be able to give me a cost for this product. This is ECOMMERCE folks. Time to change some thinking.

Why it's important:

Our mindset as the CUSTOMER/CLIENT and SERVICE PROVIDER/RETAILER is key to how we perceive the other. We need our customers, they don't need us. Act like you want to EARN their loyalty.

In Healthcare, the word patient is tossed around hoping for the positive effect that Disneyland has referring to GUESTS and CAST MEMBERS (staff). They know their roles. In healthcare, the word PATIENT is used in a nearly condescending way throughout all documentation. The trained medical professionals (which we see for very little time) are the Doctors or Health Service Provider. It's almost as if we are lucky they take care of us. Ninety percent of the time, we are dealing with customer reps, pharmacy assistants, receptionists. They are all in the business to make SALES through SERVICES and PRODUCTS for the company by not ticking off their CLIENTS.

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Make sure you and your clients speak the same language.

We may laugh at stories like this one posted on Clients from Hell, but ultimately, we are the ones they should laugh at if this is what the client actually believes. We have not done our jobs communicating clearly.

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 If we don't educate our clients with the terminology we use while working on their projects, or learn to reword it in terms they are familiar with, we have no one to blame but ourselves when there is this hurricane of a degree of a misunderstanding. AND, on the other hand, if you are the client and something doesn't make sense, someone is geekspeaking at you, hailing acronyms on you that you're unsure of their meaning - ASK! We think you know some of this stuff, or assume you do because you smile and nod your head as if you understand,  or don't ask any questions.

I've been on both sides of this scenario. 

Leadership-class

When I was in Jr. High ('78-'80), I was always a student council member, or a representative for

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