Have you trained your salespeople to sell at trade shows?

6a0147e05adc32970b01b8d29dd163970c-320wi"Trade show and event training can double and triple the number of inquiries and do the same for qualified leads "

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Intuitively I knew this, but practically I had not tackled the issue as the head of marketing for a software company.  I worried more about putting butts in seats and increasing the draw, but stupidly I didn't think about how to handle the crowds of people that came to the booth.   I was satisfied with quantity, but but not quality.

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Fred Yee - Industrial Sales & Marketing: A Roadmap for Success - WP Review

Industrial-sales-guide-cover-screenThis review was conducted independently without the advice or consent of the publisher.  Of course, we only review those papers that are worth it for you to read, we leave the others to someone else.

Title:  Industrial Sales & Marketing

Subtitle: A Roadmap for Success

Published by/Authors:  ActiveConversion

Gated: Yes

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Length:  25 pages

Highlights

Contents: 

  • Introduction: The Digital Disruption
  • Marketing: Engaging A Digital Audience
  • Key Differences Between Consumer and Industrial Marketing
  • Take Search Engines Seriously.   You (Probably) Don’t Need a New Website

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169 Must-Know Acronyms (What the hell does that acronym mean?)

Sales, Marketing,  Sales Lead Management, some IT and some Curious Acronyms 

IStock_84714737_MEDIUMABC: Always Be Closing 

ACV: Annual Contract Value

AE: Account Executive

AIDA: Attention/Awareness, Interest, Desire, Action

AMA: American Marketing Association

AM: Account Manager

AOV: Average order value

API: Application Programming Interface

AR: Augmented reality

ARPA: Average MRR (monthly recurring revenue) per Account

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Debbie Qaqish,  Pedowitz Group’s Chief Marketing Strategist, Joins the Sales Lead Management Association’s Board of Advisors

Author and Strategist from Pedowitz Group Adds A focus on Revenue for the Association Membership

DQLynden, WA – August 1, 2017-  Sales Lead Management Association (SLMA) CEO Jim Obermayer welcomes Revenue Marketing™ strategist, author, and radio host Debbie Qaqish to its Board of Advisors.  Principal Partner and Chief Strategy Officer of The Pedowitz Group, Debbie joins the ranks of SLMA’s Advisory Board for a two year term. 

Obermayer said, “We’ve gotten to know Qaqish as the go-to authority on Revenue Marketing, a term she coined in 2011.  Debbie hosts Revenue Marketing Radio and authored the single best book on marketing published in the last five years, Rise of the Revenue Marketer: An Executive Playbook. Her extraordinary background and accomplishments will be a powerful asset to the SLMA Advisory Board.”

Obermayer continued, “Qaqish is someone I rely on for advice and we are finally making it official.  Her philosophy of marketers as revenue managers is perfectly in sync with the SLMA’s belief that companies that manage sales leads, manage revenue.”

Qaqish said of her appointment, “TPG and SLMA share a common view of the role of today’s modern marketer, which is to drive sales revenue.  I’m honored to be named a member of SLMA’s Board and look forward to furthering our collective mission.”

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Huff says, You are More than a bunch of tools. What has been Lost?

Listen while you work.

Why aren't the tools working as touted?   Surprise, personal relations get a second look.

We've covered a lot ground with the topic of AI, but before that was a thing, companies pushed their teams to implement and vigilantly use tools such as CRM, DemandGen, and CMS  as a solution to increase closed deals.

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Register your B2B Podcast - Free Listing Service

B2b-podcast-dirctory-logo-400B2B Podcast Directory Offered by Funnel Media Group

 New Podcast Directory Will Focus on B2B Sales and Marketing Podcasts

July 27, 2017  - - Lynden, WA - - The Funnel Media Group LLC TM, announced that it is now hosting a B2B Podcast Directory which will list only podcast programs that address business to business sales and marketing issues.  Funnel Media Group’s publisher, James Obermayer said, “While we have been producing live internet radio programming (Thursdays) with podcast replays we see a need for B2B sales and marketing management to go to a site to choose the best in B2B Sales and Marketing podcasts.” 

The B2B Podcast Directory will initially be limited to 250 marketing and 250 sales oriented podcasts. This means that each category will have a reasonable number of podcasts per subject to allow a better listener experience.

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Register your Podcast Here

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D.Lewis - Managing Sales is Always Linked to Managing Leads

Why its Important

"Managing leads appears to be solved until it isn't; the result is forecasts flop, sales lag, and sales managers fail.  It can be prevented.”

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It has been proven time and again that you can't manage sales if you can't manage sales leads and yet marketers fail at this time and again.  They buy software and assume it is solved.  They train salespeople and assume it is solved.   It appears to be solved until it isn't; forecast flop,  sales lag and sales managers fail.  It can be prevented.

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Is your Marketing Plan on a Napkin?

Do you have a real marketing plan or a nasty napkin substitute? 

Why it’s Important:

"Companies without a marketing plan are disadvantaged, they never know where they are going, the cause of the outcome or when they arrived."

Sales Lead Management Association

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IMG_20170723_160109952Does senior management actually think that its products are so good that they sell themselves without a marketing plan?  Sooner, rather than later, this philosophy will fail and you will have competitors that will succeed by out-marketing and out-selling you. 

A marketing plan is not:

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