13 Lessons for an Interim Sales Manager

Most "interim sales managers" are hired in times of stress.   These sales consultants are expected to swiftly “right-the-ship.”  During this podcast, James Obermayer, who successfully increased sales, reshaped marketing departments, created SWOTs and Sales and Marketing Plans, for more than 50 high tech clients shares the 13 lessons he learned while at Sales Leakage Consulting. This session is for sales consultants and interim sales and marketing managers (Interim CMO's are also welcome).

About James W. Obermayer

Four-time author, interim sales and marketing manager at high-tech companies, Obermayer founded Sales Leakage Consulting, the Sales Lead Management Association and the Funnel Media Group.

SLMA Radio is hosted by James Obermayer of Funnel Media Group which is a program on the Funnel Radio Channel.  Funnel Media Group is the sponsor of SLMA Radio

Funnel Media Group, LLC   

Sales Managers That Do Not Insist on Sales Lead Follow-Up Must be Fired

I Healthcare-head-ache-concept-profile-side-view-photo-of-tired-woman-picture-id1059104222t is time to take the gloves off and focus on the national tragedy that has plagued B2B sales for 50 years; and it is all the making of sales management's failure. The tragedy and failure lie squarely at the doorstep of sales managers that are given inquiries and leads and do not make it a policy that their salespeople follow them up.  Policy, however, unless sternly implemented will also fail without a sales engagement platform.

It is a tragedy for the sales manager that is too stubborn or unwitting to know when he or she has been given a gift for making quota; a tragedy for the salespeople who are not led and taught and convinced that their future lies in the leads given to them by marketing; a tragedy for the stockholders that suffer as 2-20% of every revenue dollar is spent on marketing and 90% of that is wasted.

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Susan Finch Buys the Funnel Media Group Podcast Agency

The Funnel Media Group that Produces Live Internet Radio/Podcast Programs has been Sold to Insider Susan Finch of Susan Finch Solutions

Press-release-fmg-soldSept 20, 2020 — Lynden Washington —  The twelve-year-old Funnel Media Group (FMG) that produces live-streaming internet radio programs and follow-on podcasts has been sold for an undisclosed sum to Susan Finch of Beaverton, OR.  

The predecessor of FMG started 12 years ago with a single podcast for the Sales Lead Management Association.  Within a few years, SLMA Radio, as it was known, produced programming for B2B companies under the name SLMA Live.  As SLMA Live grew, it evolved into the Funnel Media Group with the Sales Lead Management Association and its SLMA Radio program as a business unit of FMG.  FMG, as a full-service podcasting agency, produces fourteen programs with 23 program hosts on the Funnel Radio Channel. The company also owns the B2B Podcast Directory

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Real Marketing Plans Have a SWOT, Objectives, Strategies and Tactics

CLick for Marketing Plan

I am surprised at how few companies have a real marketing plan to guide their sales growth for the year. They spend from 3-20% of annual revenue on marketing, 6-20% on sales and they approach a new year with the attitude of pushing the "play" button from last year.  

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Sales Engagement Review is Comprehensive

Tenbound Sales Engagement Overview - VanillaSoft-CoverTitle:  A Guide To Evaluating and Purchasing A Sales Engagement Platform

Published by/Authors:  Tenbound- VanilaSoft

Gated:   Yes

Why it’s Important

“A sales engagement platform is the single most important sales tool a company can implement.  If you have an SEP you will win more deals than your competitors.”

Download Link   

Length: 38 Pages

Highlights: This is the most comprehensive Sales Engagement report we have seen thus far. It serves as a product review for those new to this type of platform. We especially like the purchasing options questions on page 11-14. And Yes, half of the report features an industry leader, VanillaSoft.

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How Sales Engagement Platforms Overcome a Salesperson's Failure to Follow-up Leads

6a0147e05adc32970b026be40c32ca200d-500wiAs long as there has been someone in marketing creating leads for salespeople, there has been the justified complaint that salespeople fail to follow-up 75% of the leads, and therefore sales are lost.    A salesperson’s failure has long-tail repercussions for their company, and sales management has been complicit in the crime.

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CRM is Just a Database Without a Sales Engagement Capability

SLMA-twitter-20200820-praillMost sales managers believe that a CRM system is all they need to manage prospect leads.  Sales engagement software, however, solves the salesperson’s human failings that hamper sales success.  Sales and Marketing managers should listen to this program.

About Darryl Praill

Darryl Praill is the Chief Revenue Officer at VanillaSoft, the industry’s most established Sales Engagement Platform. As an accomplished award-winning marketer, a Sales World Top 50 Keynote speaker, a 2020 top 10 SaaS Branding Expert, a Top 19 B2B Marketer to Watch in 2019, a social media influencer, a category-leading podcaster, and a serial entrepreneur. Darryl has raised almost $100 million in venture capital, acquired, merged and taken companies public, been hired and fired, and worked for companies of all sizes.  Praill is the host of the very popular podcast, INSIDE Inside Sales,

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