Marketing Management Feed

Does Learned Helplessness Stalk Marketing Management?

220px-Flickr_-_The_U.S._Army_-_Comprehensive_Soldiers_Fitness_(1)croppedPsychologist Martin Seligman popularized the condition called Learned Helplessness

Seligman realized that when he placed dogs into an inescapable environment and administered electric shocks the dog eventually stopped trying to escape. If the dog was placed into an environment where it could escape and given shocks it would still not try to escape.  It learned to give-up. This has had a major impact on human psychology.

Learned helplessness stalks the lives of marketing managers (and the CFOs CEOs and presidents).  In most instances marketers have been placed into an environment where they have been taught it is futile to prove the ROI for lead generating activities.  After time passes they quit trying to prove an ROI and suffer the consequences of Learned Marketing Helplessness. 

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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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How to Erase Wrinkles Caused by Salespeople

This simple solution also solves gas, bloat, & high blood pressure while in a salesperson’s presence.

IStock-147272160It’s a proven fact that salespeople can cause premature aging in marketing people.  Wrinkles are just the most visible indication that salespeople are stressing out the marketing department.

Doctors tell me that another symptom of premature aging in marketing people is increased blood pressure (usually within 25 feet of anyone from Sales, including sales management).   Other health issues may be gas and bloating; severe snoring and lack of sleep; heart palpitations and migraine headaches between the eyes.  Stomach ailments are also reported when salespeople fail to make quota and complain to Marketing.

The treatment for these common symptoms is to give every salesperson a qualified sales lead each morning, with or without food.  Avoid giving salespeople qualified leads if they are likely to consume alcohol within four hours.   Alcohol is known to put them to sleep and they will easily forget they received a qualified lead from you.  

Why it's Important

"If all salespeople are given at least one qualified lead a day, within 30 days marketing managements blood pressure will begin to return to normal when they are in the presence of anyone from Sales.   Within 45 days gas and bloat should subside to once or twice a week.   Snoring diminishes and lack of sleep is resolved within 60 days.  Heart palpitations and migraines might take as long as 90 days to subside."

Jim Obermayer

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9 Answers for Salespeople’s Stupid Questions

IStock_000018770059SmallWell, maybe ‘stupid’ is too strong a word, but these are common questions and as a marketer or sales manager you should have the answers.

  1. “Half of these leads are no good.”

Answer:  True - half are no good because slightly less than half will buy in one year.  The problem is, only YOU can determine which half will buy.

  1. “It takes too much of my time to use the CRM system.”

Answer:  Once information is entered into the CRM system, it saves you time -    time spent on manual forecasting; time spent looking for names and numbers to call when you promised to call; time spent following up on leads pumped into the system automatically from the web, the marketing automation system, trade shows, etc.   CRM is a time saver. 

  1. “Do I have to call all of the leads you give me?”

Answer:  Yes, you have to call all of the leads we give you because we spent money on your behalf to find these people. Only you can separate out the 50% who will buy from the 50% who won’t.   

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How Marketing Gets A Blank Check! Matt Heinz tells how on SalesPipeline Radio

                                           

                                    

Matt Heinz and Sales Pipeline Radio producer, Paul Roberts talk about Profit Center Marketing. Here's how you know if you are doing it right.

IF you can related to any of the next three points, it's time to make a change:

  1. If your marketing team is more focused on picking the right t-shirts for an event, rather than driving opportunities into the sales organization.
  2. If your marketing department resembles an arts and crafts department.
  3. When you report on operational metrics as opposed to business metrics.

Why it Matters!

"What do we have to do to get a blank check from the CFO of marketing? 'Give me a dollar and I'll make you three'   THAT will gain their interest and they will then ask, ' How long can you do that? Can you do it every month?'   THIS is how you get the blank check".

Matt Heinz,  CEO Heinz Marketing

CEOs don't care about clicks and retweets, about your open rates and probably don't care about your qualified leads. So changing the thinking to become a profit center requires this question:  What do we have to do to get a blank check from the CFO of marketing? "Give me a dollar and I'll make you three." THAT will gain their interest and they will then ask, "How long can you do that? Can you do it every month?" THIS is how you get the blank check.

Keep listening. Matt will give you a to-do list to head toward this goal.

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Revealing 10 Ideas for Junior Team members to contribute and benefit all.

Blog-too-much-time
Bored employees are unhappy employees and build resentment in other team members. Your junior level, interns, assistants want to HELP the company and show their value, but sometimes there are lulls in projects, timelines and business so they are unable to do their "usual" tasks. Time to get them on catch up duty that will help marketing and sales be more efficient. Every industry will have different tasks, but these are pretty basic items that can help all companies streaming file searches, website SEO and social media.

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Cartoons for the Weekend: The Best Marketing Humor!

 You have permission from the Sales Lead Management Association and the Cartoonist, Stu Heinecke to copy and distribute these cartoons as is with attribution!

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Stu-no-time-skydiving
Stu-zip-line
Stu-awfully-forward-of-you
Stu-gee-thanks
Stu-leaving-it-all-behindStu-jimmy-we-need-more-leads 20120828-maestro20120621-rockstar
Send this link to a deserving marketer!  God knows we need humor in this job>

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51p7FjMDNqL._SX329_BO1,204,203,200_Cartoons by Stu Heinecke author of How to Get a Meeting with Anyone, Heinecke explains how you can use your own creative Contact Campaigns to get those critical conversations. 

Available from Amazon. #1 Best Seller in Direct Marketing

This blog is supported by the generous sponsorship of ClickPoint Software, OMI - Outward MediaVanillaSoft and Goldmine CRM Software





Sales Lead Management Acronyms

AcronymsThese acronyms have been chosen because in some form they relate to the subject of sales lead management.    

ABC: Always Be Closing 

ACV: Annual Contract Value

AE: Account Executive

AIDA: Attention, Interest, Desire, Action

AM: Account Manager

AOV: Average order value

ARPA: Average MRR (monthly recurring revenue) per Account

ARR: Annual recurring revenue

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Cartoon for the Weekend: Marketers Create Wealth

Stu-tell-young-people

For those of you following the SLMA, you know that we discuss how pound for pound we believe the marketing people create more wealth than anyone else in the company.  Yes, anyone is the correct word.   Marketers create the demand, the preference, and the leads that turn into revenue.  

Why it's Important:

"If you want to build wealth and revenue, hire a marketer.

 Pound for pound they create more revenue than anyone in the company."

Sales Lead Management Association

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Cartoon for the Weekend: The Case for Marketing Operations

Stu-all-i-asked

There is a reason why marketing operations,  as a department under the direction of marketing management, is becoming a common need. Maybe its time you consider it!  Few can deny that this department and what it manages has a direct impact on revenue results.

Why it's Important!

Few can deny that Marketing Operations and what it manages has a direct impact on revenue results.

Sales Lead Management Association

 

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51p7FjMDNqL._SX329_BO1,204,203,200_Cartoon by Stu Heinecke author of How to Get a Meeting with Anyone, Heinecke explains how you can use your own creative Contact Campaigns to get those critical conversations. 

Available from Amazon. #1 Best Seller in Direct Marketing

This blog is supported by the generous sponsorship of ClickPoint Software, OMI - Outward MediaVanillaSoft and Goldmine CRM Software