Marketing Metrics Feed

Is your marketing plan based on a sales lead forecast?

IStock_000075370299_Large (3)Starting January 1, if you have a calendar business year, you should have a new marketing plan with SWOT, Goals, Objectives, Strategies, and Tactics. The plan must be based on a sales forecast by product. It should state how many inquiries by product will be essential to make forecast and the sales quotas.

Each tactic should clearly state how many raw inquiries and qualified leads you will create to make forecast (if the tactic is lead gen based).

Budgets should reflect two approaches:

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Listen While You Work: How can Sales KPI's Make a Sales Manager Outperform Competitors?

In this interview with Pipeliner CEO Nikoluas Kimla and John Golden, Chief Strategy officer for Pipeliner, they discuss the five KPIs that every sales manager should use to understand how to coach their teams to extraordinary success. The host is SLMA's Jim Obermayer.

Watch now:


Key Performance Indicators aren't new, but for many sales managers KPI's aren't defined, tracked or used as pointers to help them manage salespeople. Maybe it is the lack of easy to use tools to track KPIs.  Maybe it is the sales manager's inability to understand how they can use KPIs to look at the past and predict the future;  regardless, the excuses aren't valid anymore. 

About Nikolaus Kimla

Nikolaus is a true entrepreneur: over the last 40 years he has created six businesses, three of which are still going strong today. His experience in the software industry goes back over 20 years to his founding of uptime ITechnology. Through his work at uptime he learned software development from the ground up and, as noted above, the company has been a resounding success.

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White Paper Review: Why You Need Marketing and Sales Synergy


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Title:
 Marketing and Sales Synergy

Published by:  Pedowitz Group: The Revenue Marketing Agency

“A ‘sales alignment’ is the term most often used to describe this pivotal relationship, but if you closely examine it in the environment of successful revenue marketing, a more appropriate term is ‘synergy.’ Let’s look at the definition of each term and then more fully examine this critical relationship for all revenue marketers.”

And so the 20-page ride begins to make a strong case of actual teamwork between Sales and Marketing.

Alignment:

1. Linear or orderly arrangement,

2. Positioning of something for proper performance,

3. Support or alliance.

Synergy: Synergy comes from the Greek word synergia, meaning joint work and cooperative action.

1. Synergy is when the result is greater than the sum of the parts. Synergy is created when things work in concert together to create an outcome that is in some way of more value than the total of what the individual inputs are. Which definition sounds more like a model for relationship success and for revenue marketing success? Of course, it’s synergy! Synergy is the end-state description of your relationship with Sales, so let’s further explore what this relationship looks like.

Author: Debbie Qaqish, Author of Rise of the Revenue Marketer.  Interviewed on SLMA Radio.

Cost: NA

Length: 20 Pages

From the introduction of the paper

Highlights:

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Eric Kronthal says you can connect SEO to Revenue. Listen While You Work!

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Tracking Revenue from SEO is what everyone CMO wants, but not everyone gets it.  And by "getting it" I mean the ability to track it and prove that it actually happens.  

 

  SLMA Radio host Jim Obermayer interviews Eric Kronthal and covers:

  • How he increases conversion rates by 73%.
  • How to see how much traffic to a site is caused by key words.
  • How to turn a website into a 24 hour a day salesperson.
  • How to understand the visitors pain!
  • Detecting what services are important to a visitor!
  • Tracking key words from a time a person enters the word into search.
  • How to give a visitor a one-to-one experience!
  • Listen to a case study of results for one company.

 Revenue is rallying cry for marketing, as it has been since the last recession and seems to be

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