James W. Obermayer, founder of the Sales Lead Management Association, named Oct 10-14, 2016 as Sales Lead Management Week. Sales Lead Management Week is an opportunity for those who bring value to B2B and B2C companies with lead management tools to prove how they create wealth for their users. This week recognizes the importance of sales lead management as a process and a set of tools to manage a company’s future revenue.
Participating in Sales Lead Management Week
Listen to Fred Yee as he gives advice on converting sales leads that have a long sales cycle.
Published by/Authors: DEMANDGEN INTERNATIONAL, INC.
This is a book review of "The High Impact Sales Management." Program host Matt Heinz discusses the books findings and with one of the authors, Norman Behar. They explore how coaching the coach will have a dramatic impact on sales Drawing on over 30 years of personal experience Behar discusses a proven sales management training methodology.
Download a Free Chapter here.
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
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."
17 Reasons why Internet Radio Provides Great Content
No one can deny any longer that content is king in the business-to-business (B2B) space. Just review the increase in editorial, the popularity of the Content Marketing Institute, and Theresa Cramer’s brand new book “Inside Content Marketing” (have your highlighter ready because you’ll need it for this work). Cramer is the editor of EContent, an indispensable source of information on all things content related.
The question is how do you create content that is useful in the prospect’s mind, and will nudge them into making an informed decision to buy your products?
Cramer says, hire a journalist to tell you a story, and she is right. Maybe a publicist can also be a good choice because they understand so much about the other content media choices. Regardless, there is a race for usable content and after six years of weekly internet radio programming we believe that internet radio is one of the obvious choices for those seeking to produce authentic multiple-use content.
CSO Insights: Driving the Sales Category with Hard Research Everybody has an opinion about how to improve sales. From the CEO who believes the product can sell itself, to the thousands of sales consultants that have the secret sauce for improving sales. Which is where CSO Insights comes in with hard facts about sales performance and behavior based on research, not opinions.
During this program we interview CSO Insights’ co-founder Barry Trailer about the company and how its research is impacting sales management decisions at B2B companies. The host is Jim Obermayer.
Managing sales leads is not for the faint of heart. There are dozens of people in dozens of departments and dozens of outside vendors and dozens of software programs to take into account. As we discussed in the Viewpoint Blog by PointClear entitled "Is anyone Leading Lead Management" the subject is a serious because when you mismanage sales leads you mismanage revenue.
Why It's Important
Managing sales leads is important because if your mismanage sales leads you will mismanage revenue.
James Obermayer, founder and CEO of the Sales Lead Management Association, announced that its 9,000 worldwide members and website visitors have read over 1,000,000 documents, announcements, sponsor pages, and news items on its website. Obermayer said, “It helps that we have nearly 300 articles and white papers on the site library, 321 radio episodes, and news items added daily.”
Paul Petersen Got your attention? That’s the power of a good opening question.
Conventional wisdom says you have 30 seconds to get your point across – how you’ve helped others, your longevity, etc. Otherwise you’ll experience the death of a lead through interrogation: “How much are you looking to buy? When? Are YOU the decision maker?”
If you’re a lucky salesperson getting leads from your marketing team, then it’s important to nurture those leads to make the transition from general interest to engagement. Whether I get a phone call or am making a phone call out to a lead I’ve been given, I do the following:
First, I get my name and brand out there, and remind the prospect that I’m following up on their inquiry (obviously not for a phone in).
Second, listen – prospects will often jump right into what they care about and you have to listen, and listen carefully – not for an opportunity to take over, but to see if what they say helps you assess their need and qualify the lead.
If they are slow to start (or after they’ve spoken), I’ll ask “What prompted your interest?” This gets them talking about why they’re considering solutions like yours. “Was it a problem you’re addressing, a new initiative, etc.?” With one open question you get them talking
Jonathan Lacoste said it best on the SLMA Radio program when he said he realized that humanizing digital interaction was not a nice to have but required to address the needs of inquirers. The day of static content presentation is past. Dead.
Interactive content presentation engages the prospect and allows the sponsor to gain unique information which leads to higher conversions. Listen and learn.
Ok, we get it, most of you are struggling just to get some content on your site and now we have someone talking about “Interactive Content.” The way things are changing it almost makes you want to go into sales. But not too fast, this interactive content thing is the wave of the not too distant future and the SLMA has an expert on the subject with Jonathan Lacoste, president of Jebbit. The host is Jim Obermayer.
Jonathan Lacoste is an award-winning entrepreneur and writer. Lacoste is the co-founder and President of Jebbit, a digital marketing software company he founded as an undergraduate student in 2011. Since launching the company, Jonathan has been named to Forbes' "30 Under 30," was the "Emerging Executive of the Year" in the state of Massachusetts and is considered the youngest entrepreneur to raise venture capital, at age 19. Jonathan pens “The CMO Corner” column for Inc Magazine, sharing marketing-tech trends and tips from CMOs in various fields. In his spare time, Jonathan is an avid marathoner, having run 13 to date.
Jebbit is a venture-backed company offering a digital marketing platform that creates engaging micro-content, personalizing a brand’s interaction with each individual in its audience. Over time, our solution transforms the unique data we’ve captured into rich consumer profiles, which integrate with any marketing technology stack.
Why It's Important
"The best salespeople know the value of a sales lead. They follow-up 100% and reap the results; that's why they win all the sales contests. The know the less talented and informed salespeople will not follow-up 75%-90% of the leads given to them."
Listen Live on Thursday here. Click on the Player in the right column.
Access the programs via subscriuptions on iTunes and Stitcher after the live programs.
Listen to podcast replays listed on the SLMA Live Site after the programs air live.
SLMALive is a multi-media channel outlet from the World-Wide Membership of the SLMA. Sales and marketing industry shows are live and then available as podcasts. Shows relate to lead management, lead generation, CRM, ROI. Additionally programs on the SLMALive channel, totaling 7 hours of listening and nine programs per week are offered for at-work-listeners.
Published by/Authors: EVERSTRING
Gated (worth it)
Score: 5 of 5
Length: 27 Pages
This is a great step-by-step tour through the predictive marketing landscape. Nice unselfish presentation of an increasingly important and doable subject. Notice I didn’t say easy, but nothing worthwhile is easy.
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.
Significant news, while posted on the SLMA Home page is also posted on our blog.
Vista Equity Partners to acquire all outstanding Marketo common stock for $35.25 per share
SAN MATEO, Calif, – May 31, 2016 – Marketo, Inc. (NASDAQ: MKTO), the leading provider of engagement marketing software and solutions, today announced that it has entered into a definitive agreement to be acquired by Vista Equity Partners (“Vista”), a leading private equity firm focused on investments in software, data and technology-enabled businesses.
The terms of this all-cash deal provide substantial value to Marketo
How relationships lead to greater performance & conversions with Matt Heinz on Sales Pipeline Radio.
Sales people are focused on the immediate deal. They may win a deal, but that isn’t the way to build a long-term relationship. And we all know that acquiring the next new customer is far more expensive than growing with your exiting ones.
Dave and Steven’s book has some very positive and in-depth reviews on Amazon, and it’s certainly clear readers are finding immediate takeaways. Check out their customer-focused book, which includes some top-notch companies and industry leaders from across the globe. Each one talks about a customer, and even brings their customer into their case study.
Use this to Link to send friends to this cartoon.
This is about the unlikely pairing of a CMO and a CFO that met and fell in love with the idea of Revenue Marketing.
CMO Liz Sophia brought the discipline of Revenue Marketing to Hodges-Mace and the skeptical CFO Ron Shah. In this interview, Liz and Ron talk about how the company made the transition to a revenue marketing program that is creating wealth for the company and its salespeople. The host is Jim Obermayer
Published by/Authors: Nikolaus Kimla, CEO of PipelinerSales
Score: Five out of Five
Why It’s Important
“ Why Is Risk Important? “In today’s mega-technological super-convenience society, we’ve all but lost sight of one particular fact: Life is a risk….but despite all of these safeguards…taking risks is how we ever built anything to begin with. It’s how any territory was made habitable. It’s how any business (no matter how sound and secure it might have appeared later) got started. It’s how any new life is begun”
Nikolaus Kimla, CEO of PipelinerSales
“Taking Risks is how we build anything to begin with.” Nikolau Kimlau
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.
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.
Sean Burke, CEO of Kitedesk discusses how a company can economically create real qualified leads to drive a forecast which drive sales.
Published by/Authors: Attend
Attend is A mobile app for ISO designed to help sales reps prepare for, have, and track their conversations at an event.
Download Link Gated
Score: 4.5 out of 5
Length: 24 Pages
This paper defines Revenue Event Marketing as “a new approach that focuses on helping businesses build and accelerate pipelines to drive more revenue though in-person events.”
We love the Weekly Byte, hosted by Brandon Garcin which is produced by the Continuum Podcast
Network, one of the inaugural programs of the SLMA Live Channel. This is an audio version.
We enjoy the fast paced programming that jams must-have learning into less then 2.5 minutes.
This week's program has 5 Tips on email is a reminder that all email blasts must have these five things to have a chance for success.
"The Weekly Byte is a weekly series that provides quick, digestible tips and best practices you can use
Published by/Authors: InsideSales.com Inc.
Gated? Not gated.
Score: Five out of Five
Length: 8 Pages
From the introduction of the report:
“The Business Growth Index, published by InsideSales.com Research, is a comprehensive research report that provides a regular pulse update on business sales growth, sales leader confidence, priorities and the impact of technology on sales performance. The Business Growth Index is the result of analyzing the world’s richest database of sales pipeline information, including anonymized pipeline information related to more than 5.4 million pipeline transactions. This report serves as an essential guide for business executives, senior sales leaders, sales operations professionals and anybody else who is responsible for driving profitable, predictable revenue growth. The report provides unprecedented insights into sales growth drivers and team performance, specifically measuring efficiency and output, from a variety of companies and industries. The index reveals important indicators of sales growth in the past year as well as a look forward for sales growth in 2016. Sales leaders supplemented the pipeline data by answering survey questions, providing key observations about past performance and future outlook.”
Change is a risky proposition for sales organizations because change means drops in revenue momentum, confusion, hesitation and chaos as salespeople adjust to it. Change can be new products, new management, territory realignment, changes in sales management, end of life of products, added sales engineers, fewer sales engineers, fewer customer service reps, changed customer service responsibilities. Regardless, abrupt poorly thought out changes can have a huge effect on everyone involved; but Rick Cheatham says it need not be this way.
In the book “Selling Vision” co-author Rick Cheatham takes us through how change doesn’t have to mean several quarters of lower revenue when salespeople adjusts. He discusses how to approach change and not get slammed in the process. The host is Jim Obermayer.
Authors: Lou Schachter and Rick Cheatham
Publisher: McGaw Hill
Length: 25 pages
Five Parts, 19 chapters
Our opinion: This is a book about a well known issue that everyone accepts as a difficulty of management without addressing a way to change it. Schachter and Cheatham give us a step by step path to accepting and making the most of the changes that stifle growth when growth is most needed.
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: www.continuum.net/podcast.
Have questions or comments about the show? We want to hear them! Email us at firstname.lastname@example.org.
Score: Five out of Five SLMA Recommended Reading
Length: 7 Pages
Why it's Important
VanillaSoft teaches us that cold-calling is not dead and it is not a beginner's activity. Only experienced salespeople will be successful and those who will be most successful will have tools for calling, emailing, workflow and process automation.
Cold calling is not dead, but it is often a beginner's activity, which is probably why it gets such a bad
Marketing is often presented with a dizzying array of metrics, many of which Paul Petersen of Goldmine Softtware says are useless. In this SLMA Program, Paul, GM and Vice President of GoldMine discusses how some of the most common metrics may not be what you think and in fact may be marketing myths.
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. He divulges methods he’s developed after years of experience and from studying the secrets of others who’ve had similar breakthrough results—results that other marketers considered impossible, with response rates as high as 100 percent.
There is a common trait among inquirers: they lie. They most often lie about not having an immediate need. Their untruth is based on self-interest to avoid being hounded and that is fair. But the lie allows a real prospect to hide and it allows sluggish in-experienced salespeople to not properly qualify or even follow-up.
In this SLMA radio program Ben Sardella from Datnyse tell us how to use science to develop qualified leads. This aids in avoiding lies and hesitant sales people.
Ben also answers the question: What are the three things that have made you a success!
I’m not sure the year it happened, but at some point we decided it’s bad to teach our children that people win and people lose; somehow competing and striving to be better, to improve, isn’t ok now because it might hurt someone’s feelings.
Let’s bring it down to this simple event that seems to have changed everything. We stopped allowing
Score: Five out of Five
Length: 4 Pages
Published by: North Plains
Authors: North Plains
Score: 4 out of 5 Stars
Length: 10 Pages
This is a short, fast read for those new to DAM and is a good background document.
Matt Mayberry, a former NFL linebacker for the Chicago Bears joins Matt Heinz on today's episode from Sales Pipeline Radio, a program on the SLMA Live Channel. Mayberry recounts how he turned his life around from drugs at 16 years old and eventually joined the Chicago Bears and responded to a career ending injury.
They discuss the mental game of sales:
- Why ridiculous self-belief in your self must come first, but there is the need to avoid a selfish mentality.
- Failure is a different result of your goal
- How to get a killer mentality
- Why tuning out negatives is the road to success
- Having a passion for what you do is the most important aspect of your business
- Mayberry's attitude is to take massive action in his business
- They discuss Mayberry's soon to be released book: Winning Plays - Sept 2016
Published by: LeadMD
Author: Justin Gray +
Length: 28 pages
The essential messages:
"Software is shiny, but process shines."
"There is no magical lead machine."
We like what the Capterra people have to say about popular vs. the largest market share marketing automation companies.* Read the comment about the popularity index below.
For more information about the full list of marketing automation companies from Capterra go here.
While there are humorous parts, there are a pile of points she covered that are in-your-face critical to succeed and to avoid being thought of as a ding-dong.
Listen for the part about the pumpkin sweater and dressing for a bake sale. It's the mindset of scarcity, and putting limits on what you can do. They talk about taking command, presence at meetings, start being an authority, avoid nagging. They also talk about gender neutral solutions.