Stu Heinecke

Cartoon for the Weekend: Should CEOs be Automated?

You have permission from the Sales Lead Management Association and the Cartoonist, Stu Heinecke to copy and distribute this cartoon as is with attribution!

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Use this to Link to send friends to this cartoon. 
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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

 


Cartoon for the Weekend: The Case for Marketing Operations

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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

 

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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

 

 


Cartoon for the Weekend: When things are going well do you have doubts?

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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.

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





Cartoon for the Weekend: Speed of Sales Follow-up Is Crtitical

Cartoon_BT_Ch7_golf_ballsNow that marketing automation is becoming increasingly common, some salespeople believe that sales lead follow-up is even more optional, marketing will do its job and the prospect will therefore signal when they have made a decision to buy.  Obviously that is not reality.  

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Cartoon for the weekend: Let's Change the Way We Think

 

 

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  This cartoon is one of many that appear in Stu Heinecke'snew book, "How to Get a Meeting with Anyone."

Changing the way we think is marketing's number one challenge as the tumultuous field of marketing roars into 2016 with the pace of new marketing tools accelerating exponentially.  For instance see

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Cartoon for the Weekend: That came From our Marketing Automation Program?

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This cartoon is one of many that appear in Stu Heinecke's new book, "How to Get a Meeting with Anyone."

I think marketing automation came about for two reasons:

  1. Desperation for sales lead follow-up when sales management failed to enforce a 100% sales lead follow-up policy on the part of its sales people
  2. Marketing learned it can do it with email nurturing of  inquires and sales leads without begging someone else to do it.  Note:  See Sales Management's Biggest Opportunity for Failure.

Why it Matters:

 

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Cartoon for the Weekend: Forecasts from Crystal Balls and Spreadsheets are Similar in Results

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The best forecasts don't come from a crystal ball, or a spreadsheet;  the best come from a CRM system and not the dreaded spreadsheet.  Maintaining spreadsheets as a forecasting tool is time consuming, inaccurate and a waste of a salesperson's time and these are the least of the problems.   It is interesting when I visit a company and find the CRM is not being fully used and the reps use spreadsheets.  Why does this happen?

Why  it matters:

Using spreadsheets for forecasting instead of the CRM system hides poor sales processes and enable poor performers (managers and salespeople) to stay beyond their expiration date.

Sales Lead Management Association

This cartoon is one of many that appear in Stu Heinecke's new book, "How to Get a Meeting with Anyone." Stu has been the SLMA's Humor Relations Contributor for three years.

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Cartoon for the Weekend: Stu Heinecke - Why Reps Feel Leads are Inferior


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Let's face it, sales reps always feel their sales leads are inferior. When asked what they most desire it is a qualified sales lead.    See definition of a qualified sales lead here from VorsightBP.   QuotaFactory has another opinion on developing qualified leads here in its article: 3 Sales Development Tips to Generate Qualified Leads.   

Why it Matters:

"The fact is, plain and simple, qualified sales leads always, always increases revenue, if you can get the salespeople to follow-up."

Sales Lead Management Association

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