Marketing Management Feed

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


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


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



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



Free tool for generating and tracking UTM codes from Confluent Forms

With all of the content we generate, share and publish we need to know what is effective and where we are wasting our resources. Some people rely on straight clicks, shares and venue analytics - such as that on Facebook or Pinterest. KPIs don't always relate back to your business goals of conversions, subscribers and impact.  Lany talks about business proof vs. social KPI. UTMs (Urchin Tracking Module - the precursor to Google Analytics) allow you to be smarter with your time invested. But that only tells part of the story. It doesn't tell us what happens next with that shared bit of content.  Are you gaining more subscribers through the sharing of your content, and then the next level of sharing? Without a better way to track the full journey, you won't know. You need to know where they are coming from, and what is having the greatest impact. That's where UTM links come in. 

It used to be you had to go to a special site to generate the UTM tracked link through the browser after you copy and paste. This was a cumbersome process that usually didn't happen due to laziness, shortness of time or just forgetfulness.  David Kutcher has a 15 minute lesson on how UTM codes can improve your marketing.

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Using Cybersecurity to Drive Lead Generation and New Customer Acquisition in the MSP World

MSPRadio is a program on the SLMA Live channel.  Msp-radio-itunes-icon_whitebackground

There’s a lot of talk among businesses about the topic of cybersecurity and how to make sure data and networks are secure. This is an opportunity for MSPs, but how can you take part in the conversation and use cybersecurity as a way to generate new leads and and acquire more customers?   Click to listen below.

On this episode of MSP Radio, we chat with Matt Hubbell, Regional Sales Manager at Continuum, about how MSPs are leveraging cybersecurity in their sales and marketing campaigns and using the topic to engage new prospects and close more business.

The hosts are Nate Teplow and Joe Tavano. 

Tune in now to find out how you can leverage cybersecurity in your lead generation efforts, and don’t forget to visit the new home of MSP Radio and The Continuum Podcast Network:

Have questions or comments about the show? We want to hear them! Email us at

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

The Power of Planning: Getting What You Asked for!

Tom and I met at a Sushi restaurant, something we’ve done once or twice a year since I consulted with his company on sales/marketing and planning several years ago.   Tom is his company’s VP of Operations, and we try to meet regularly to discuss the company’s progress, but we had not had a meaningful discussion in nine months.IStock_000007274585Medium signs

Two years ago I moderated their sales and marketing plan.  The end result was a full Strengths and Weaknesses, Opportunities and Threats (SWOT) assessment, a plan with Goals, Objectives, Strategies and Tactics, etc.  As we started in on our pot sticker shrimp appetizer, I handed over the planning document and asked him, “Well, will you make the $X Million product goal for Z Product and $X Million for Y Product this year, as set out in the plan?” 

He smiled as he took the document, looked at the goals and said, “Yes, we will make these numbers.”  He beamed, and then looked more deeply into the plan. 

As he flipped through the pages he said, “Of course we worked the plan in the months after the planning meeting, but the review meetings faded away as everyone got busy.  Yet, as I look through the tactics, I see that even without the review meetings most of it got done, and here we are at the two-year mark having made goal. That’s neat.”

I chalked it up to an example of the power of positive thinking and putting that thinking down on paper.  It’s the power of getting a team to think together and explore the company’s strengths and weaknesses, while identifying opportunities and threats.  It’s the power of creating goals, objectives and plans to accomplish it all, with assigned tactics and dates for completion. 

Having review meetings is helpful, but it’s the thinking and the recording that make a difference.   It’s having tactical assignments along with corresponding dates and the names of those who are responsible that makes it work.   It’s the power of team thinking.  

But ultimately, Tom and I agreed, it’s the power of planning.  
Its that time of the year to create your own plan.  Create a SWOT (strengths, weaknesses, opportunities and threats) document.  From that create your goal (usually 2-3 years in the future), then create the Objectives, Strategies and Tactics.  All tactics need a person responsible for its achievement and a date for completion.  No exceptions.  
Tomorrow, another planning entry: Creating the marketing plan based on a sales lead forecast. 

 This blog is supported by the generous sponsorship of ClickPoint SoftwareVanillaSoft and GoldMine CRM Software



Product Marketing Manager Salaries

As is normal, location and industry make a big difference in salaries for a position.  There can also be a significant difference in total compensation – all in with benefits.   

6a0147e05adc32970b01bb08d75c74970d-320wiSimplyHired: Average $75,000

Average Product Marketing Manager Salaries

The average salary for product marketing manager jobs is $75,000. Average product marketing manager salaries can vary greatly due to company, location, industry, experience and benefits.  This salary was calculated using the average salary for all jobs with the term "product marketing manager" anywhere in the job listing.

 Product Marketing Manager Salary Information

This free salary calculator uses salary data from millions of job listings indexed by Simply Hired's job search engine. The product marketing manager salary comparisons feature allows job seekers to get the information required to make important career decisions and negotiate salary ranges.

For additional product marketing manager salary information, we recommend   So we did:

Product Marketing Manager Salary MEDIAN: $83,874  (United States)

Product Marketing Managers in the United States can expect to earn an average of $84K annually. In the world of Product Marketing Managers, total cash compensation can vary between $53K and $135K. Each package generally includes bonuses and profit sharing proceeds, and in exceptional cases, those amounts can reach heights of $20K and $19K, respectively. The company is the biggest factor affecting pay for this group, followed by geography and experience level. Nearly all enjoy medical while most get dental coverage. Vision coverage is also available to a strong majority. Men working as Product Marketing Managers who took the survey just slightly outnumber women at 56 percent. The majority of workers are highly satisfied with their job. The information for this rundown comes from respondents who completed PayScale's salary questionnaire.


National Avg    $111,587

 Product Marketing Manager Salaries

1,123 Salaries    Updated Nov 18, 2015

 This blog is supported by the generous sponsorship of ClickPoint SoftwareVanillaSoft and GoldMine CRM Software



AMA CEO Russ Klein on Contact Marketing and the Future of Marketing.Listen While You Work

Russ-kleinarbys20130Stu Heinecke; host of Contact Marketing, a program on the SLMA Live Channel, interviews American Marketing Association CEO Russ Klein (right).  Russ joins Stu to talk about Contact Marketing and how it fits into the best and next practices of marketing and selling plus and how it all fits into the current AMA mission.


Host Stu Heinecke and Russ Klein discussed:

  • How do you reach hard-to-reach people?
  • What is the one question you can ask to get a conversation with hard to reach people?
  • What is Karaoke Marketing?
  • What is best versus next practices?
  • What is Best Person – Best Practices?
  • What are AMA Best Practices?

Russ Klein
American Marketing Association

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Go Figure: 98% of Exhibit Money is Spent on Showing Up, Only 2% on Lead Acquisition

IStock_000028410392LargeBefore I start, let me preface my remarks by saying that exhibit management, pound for pound, produces more wealth for their firm than anyone else in the company.  My belief is they create more qualified leads that close with fewer touches than most other lead sources.  But they can do more; 300% more with little effort or money!

That said, “Why” I ask, “does an exhibits manager who chooses the best space, builds terrific exhibits, selects the best freight lines, understands booth traffic flow, writes  signage that stops people in their tracks, creates theaters and entertainment, negotiates the best hotel rates, sets up exhibits in record time, deals with unions, creates special events surrounding the trade show, all to attract the best prospects, and then breaks it all down in 24 hours, fail so miserably when it comes to trade show lead acquisition?” 

We have to ask, "What is an exhibit all about if not to talk to and get the names of prospects to increase revenue for the company?” Hey exhibits manager, it’s all about leads.  Of course the manager says, “Well, I ordered the trade show lead acquisition system that will read the badges, what more do you want?” 

“I’d like the most qualified leads the exhibits manager can create, but frankly, most rental systems available from show organizers don’t cut it.”  A $300-$500 system that provides nothing but name, company, address, maybe a phone number, and maybe an email address (20% of this information likely wrong anyway) isn’t enough.

Why it’s important:

“Why do exhibit managers always go cheap on the sales lead acquisition system?

It’s a costly mistake that reduces the return on show investment by 200-300%.”

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