Engagio Account Based Everything Market Map Offering

As is usual with Engagio, we find them open an engaging (no pun intended) about everything to do with Account Based Marketing and the production of this map is no exception. 

Brandon Redlinger,  Director of Growth at Engagio.com  sent me (and probably 30,000 others), an email this morning about an Account Based Everything Market Map to jump start thinking about the process and the vendors that fit into an ABM strategy. 

Go here to get the map.

Redlinger decided to follow a simple: Who/What/Where framework: Who do you need to target? What will you do to get their attention and interest? Where will you engage with them format. 

Engagio's account based everything Market Map identifies vendors for each of the account based activities.

Engagios-account-based-everything-market-map-2017

Go here to get the map.

Our thanks to Patrick Di Chiro in PR for getting us the approval to offer this to SLM Today followers.   When you need an answer trust the PR personal.  When you need to talk to the C-Level, go to PR first.  Need a quote, guest, photo, biography go to PR first.

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 This blog is supported by the generous sponsorship of  VanillaSoft and Goldmine CRM Software and the 25 additional sponsors of the SLMA. 



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A Warning for the C-Suite: Don't Eat the Seed Corn

Why it matters:

“At mid-year you must support and encourage the people who create revenue. You must retain revenue creators. You must hire and keep the best sales and marketing people you can afford because you cannot afford to do anything else.  You must preserve the seed corn."  

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IStock-178727964The premise of this story is that too often c-suite executives make decisions that hamper and destroy their futures, as surely as a farmer that imprudently or desperately eats his seed corn.

At this half-way point of the year, if sales are not on forecast, the c-suite is making decisions to support marketing and sales or hinder them because of fear.  Will you huddle in a corner eating your seed corn or will you plant?  Will you grow by adding revenue producers or die back and shrivel.  The choice is yours.

Every company has two classes of employees, those add value by making products and those who make money by selling.  If there is one class of employees you cannot do without under any circumstances it is the sales and marketing people. Yes, I said marketing in the same class as sales.  Marketing and salespeople are jointly the seed corn for your company. You cannot destroy the seed corn and expect to survive.

 

Of course, you can weed the garden and get rid of the "B and C players" and replace them with "A Players," but you cannot under any circumstances reduce your sales workforce or the money budgeted for marketing.

"Losers lose because of their timidity and fear; their customers smell fear and destroy them by not buying. When the chips are down, winners find a way, usual through increased marketing to drive sales."

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You must decide who you are. There will be winners in every industry. There will be survivors who make some other marketer die for their timid response.

I have several clients who are hiring salespeople. They are spending on marketing. They are determined to win, show no fear and make the timid and faint of heart regret their decisions. They know that salespeople make money. That is their product.

So, I ask you, what are you made of? Will you huddle in a corner eating your seed corn or will you plant?  Will you grow by adding revenue producers or die back and shrivel.  The choice is yours.


IStock-471423505This blog is supported by the generous sponsorship of  
VanillaSoft and Goldmine CRM Software and the 25 additional sponsors of the SLMA. 

For priceless but free membership in the Sales Lead Management Association go here. 


How to Track Anonymous Website Visitors - John Cheney of Workbooks

Listen while you work with John Cheney, CEO of Workbooks

It’s nice to have website traffic, but almost useless unless you identify the visitors. 

John Cheney, CEO of Workbooks CRM tackles how he has solved the mystery of the mysterious visitors.  The important...

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Salespeople are Quick or they are Dead.

56 Reasons

Are salespeople getting in front of prospects faster than your competitors?

Why it's Important

"In sales, you are quick or dead. If salespeople won't get in front of leads faster than  competitors they have reduced a chance of a sale by 50%."

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This is one of 56 reasons sales are down in the ebook:  56 Ways to Turn Around Failing Sales  The ebook is not gated.  Yet. 

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Clint Eastwood said it best in the movie, Sudden Impact, “It’s just a question of results"

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Why it’s Important

"Sales Performance is tied to sales lead performance, which is tied to your marketing budget. Period." 

James Obermayer

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Clint Eastwood said it best in the movie, Sudden Impact, “It’s just a question of results.  Everyone wants results, but nobody wants to do what it takes to get it done!”  

Continue reading "Clint Eastwood said it best in the movie, Sudden Impact, “It’s just a question of results"" »