When the Company President Fails to Solve Marketing and Sales Bickering

 

Morrissey_twitter.png

At one time I believed that conflicts between sales and marketing were so much trash talk between competing teammates.  When confronted with the question of which blade of the scissors is most effective it is obvious that one can’t do the job without the other.   And then I looked more closely and saw the real problem, a timid company president. 

Why it Matters

When the trash talk between marketing and sales becomes acrimonious and defensive, biter and nasty, the timid company president is to blame. 

Leadership has its responsibilities to minimize conflict within the company for the benefit of the investors and the bottom line.  When the issue between sales and marketing is allowed to fester it can only be laid at the doorstep of the company president.   

If the presidents didn’t get a grounding in sales or marketing early in their careers, they are forever avoiding the nonsense that their sales and marketing managers perpetuate as they point fingers at each other because of failed revenue attainment.

In this interview with Patrick Morrissey, General Manager of Overland Altify, we discuss how Patrick has solved this issue to get sales, marketing, and customer service to work together.   His approach may surprise you.

About Patrick Morrissey

Patrick Morrissey is the General Manager at Overland Altify, responsible for all operating aspects of the company.  Prior to becoming the GM Patrick was the CMO for Altify.  Morrissey is also the host of Revenue Optimization Radio sponsored by Overland Altify.

Prior to joining Altify, he was CRO of Simpplr, and has held multiple executive positions in sales and marketing at Salesforce, DataSift, Savvion and Business Objects. 

You May Also Like:  

How Did the Revenue Team Get Lost in Translation?  - Pat Morrissey

5 Questions to Prioritize Your Sales Enablement Budget for 2020  - Pat Morrissey

Cracking the Content Code - Morrissey Reports From the Seismic Shift Sales Enablement Conference

 ___________________________________________

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   


How Does a Sales Manager's Team Sell When 75% of the Time there's No Plan?

Did you know that on average only 25% of B2B sales managers have a sales plan? Aside from a forecast, compensation plan, and territory alignments and additions, 75% of sales managers aren’t creating a written, objective-strategies and tactics plan similar to a marketing plan.

Hey, a sales forecast is not a sales plan.  It isn't too late to save your year. 

Why It Matters

It's stunning when you think about it, 75% of the sales manager's in B2B start the new year with no plan. Just a forecast.  How stupid is that?  What are the company presidents thinking that allows this to happen? 

640x640-funnelradio-20200109Our guest this week, Matt McKnight, Founder of McKnight Advisors LLC, a Sales Xceleration Partner, says few managers have a SWOT, customer plan, target market programs, territory expansion strategies, a tactical action plan, customer attrition and margin calculators, product introduction schedules, or a multi-year revenue plan. In other words, they are flying blind and hoping to make a forecast. Hope is not a sales plan. Listen and learn.

Our Guest Matt McKnight

Matt is the President and Founder of McKnight Advisors LLC, a Sales Xceleration Partner.  His firm helps customers launch, expand or improve their sales operations to accelerate revenue growth. With a 30-year history of sales leadership, Matt has extensive experience and success in start-up, private and public companies. His company’s approach is based on accountability, transparency, integrity, and trust focusing on the people, process and strategy to achieve sustained growth for its customers.

Matt McKnight can be reached at 847.867.5963 and at mmcknight@salesxceleration.com

LinkedIn: https://www.linkedin.com/in/matt-mcknight-2463121/

Sales Xceleration Background (www.salesxceleration.com)

With over 100 Advisors across North America, Sales Xceleration provides outsourced sales consultants to small businesses and mid-sized corporations that want to drive revenue growth.  In 2019, Inc. magazine announced that Sales Xceleration is No. 2353 on its Annual Inc. 5000 list, the most prestigious ranking of the nation’s fastest-growing private companies. 

 ___________________________________________

Funnel Radio Channel  Funnel Radio Channel is hosted by James Obermayer, which is a program on the Funnel Radio Channel.  

 Funnel Radio Podcast Channel by the Funnel Media Group, LLC


Hemingway said, "Never mistake motion for action" But Then Again he Didn't Have a CRM or Marketing Automation System

IStock_000008575657MediumJust generating a bunch of inquiries and leads from different sources I consider to be ‘motion.’    ‘Action’ occurs when you have a system in place to ensure 100% follow-up of the results over an extended time (2x your average sales cycle).

When inquiries are abandoned by sales reps at alarming rates (75-90% are said to be never followed-up by a sales representative), the marketing department has to pick up the chore and finish the lead nurturing job.

I know for a fact - the companies that nurture and follow-up 100% of their inquiries and turn what is “turn-able” into marketing qualified leads sell more than those that don’t; 200%-400% more is not uncommon. 

Companies that have a sales engagement software tool do better than those that don't (see VanillaSoft.com). 

There is enough research from the marketing automation companies to know that this is no longer just an opinion but established fact. If you want to get the greatest return on your lead generation ‘spend,’ you have three choices:

1. Salespeople must follow-up 100% of the inquiries and not give up until the inquirer says they have bought or will not be buying.

2. Marketing will nurture the inquiry until it is ready to turn over to Sales, or will nurture it during the salesperson’s follow-up process. The two departments will be co-equals in pursuing the inquiries/leads until the person buys or dies.

3. Look for a sales engagement software tool that works with your CRM system.

While both Sales and Marketing are responsible for ‘action,’ Marketing needs to take the lead in determining who will do what and in establishing the timetable.

How long has it been since you reviewed the CRM system for:

  • Lead distribution rules?
  • Open territories
  • Nurturing messages

How long has it been since you reviewed your marketing automation system?

  • Is the content you are sending to prospects updated or old? 
  • Are you using the complete MA system that is available to you?
  • Are you tracking how often your content is opened and by whom? 

Are your salespeople just using a CRM system or have you armed them with a Sales Engagement software tool?  Darryl Praill, CMO of VanillaSOft taught me that sales engagement software in conjunction with a CRM system and Marketing Automation 

Have you mistaken motion for action?  

Inside Inside Sales Radio LogoTo hear more about sales engagement and managing inside salespeople listen to Darryl Praill on Inside Inside Sales, an alternative radio broadcast with podcast replays. 

Disclaimer:   This is not a paid advertisement or post for VanillaSoft.  

 


Praill Says Marketers are the Real Builders of Wealth - or Maybe it Depends

Does marketing control the wealth of the B2B companies?  Darryl Praill, CMO of VanillaSoft and host of the popular Inside Inside Sales podcast says, “it depends.”

In the end, he says marketers are the builders of wealth, pound for pound, when measured against the employee count of marketing versus that of sales. They have the talent and the skills, Darryl says, but whether they have the will to use these is another matter

SLMA_640x640_Showcard_PraillThis statement can also be said of other departments, says Darryl, but marketing sets the strategic direction of the company, produces the product specifications that customers need, and generates demand.   Darryl, however, still puts a “but” into the interview when he cautions that not every marketer is using their talents and skills as well as their competitors.

 About Darryl Praill

Darryl Praill, Chief Marketing Officer of VanillaSoft is a high-tech marketing executive with over 25 years’ experience spanning startups, re-starts, consolidations, acquisitions, divestments and IPO’s. He has been widely quoted in the media including television, press, and trade publications. He is a guest lecturer, public speaker, and radio personality and has been featured in numerous podcasts, case studies, and best-selling books.

Praill is a former recipient of the coveted Forty Under 40 Award, and has held senior executive roles in leading companies including Sybase, Cognos (now IBM), webPLAN (now Kinaxis), and CML Emergency Services (now AIRBUS).

More with Darryl Praill on Inside Inside Sales  

Steps to Handle and Reduce Objections

Opening the Door to More Sales Meetings

About VanillaSoft

VanillaSoft, the industry’s most successful sales engagement platform, helps sales development teams engage over 15,000,000 contacts every month. Used standalone, or in combination with existing traditional CRM systems, VanillaSoft empowers sales reps to respond to new leads faster, interact with leads more consistently, across more channels, and generate more qualified sales opportunities. Globally, thousands of users employ VanillaSoft’s queue-based sales engine and intellective routing to implement sales cadence automation resulting in substantial gains in speed-to-lead, persistency, productivity, and revenue-per-rep. VanillaSoft is a privately held company headquartered in Plano, Texas, USA. To learn more, visit www.vanillasoft.com.

___________________________________________

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   


What does That Marketing Job Pay?

6a0147e05adc32970b0240a47cebf2200d-320wiDo you want to know how much a typical marketer gets paid in various jobs?  These are USA based jobs, from recruitment sites.  The location makes a difference.   These estimates do not include benefits or bonus payments. 

Salary Digital Marketing Manager 2019    $73,114  Average   

Salary Marketing Technologist  $56,851  Average

Salary CRM Administrator  62,280 Average

Salary Marketing Communications Manager  $84,000 average 

Salary Trade Show Manager  $84,903 average

Salary Director of Marketing    $84,490 average

Salary Marketing Operations Manager 2019    $76,495 average

PR Manager Salary 2019   $103,836 average

For more salary listings go here:  https://blog.salesleadmgmtassn.com/salaries/


Artificial Intelligence Must Do Three Things and it Doesn't Include Dumping Salespeople - Anil Kaul Podcast

Anil Kaul, CEO at AbsolutData joined host Matt Heinz for an in-depth talk about artificial intelligence.  The three things he expects from AI are :

  1. Sensing the meaning behind data
  2. Understand text
  3. The ability to recommend complex decisions. 

".... we went from using data quite literally and quite directly to now using information to make conjectures and to create new experiences for customers. I think maybe five years ago, the big buzzword in B2B was maybe "social selling," "social media." A couple of years later "account-based marketing" and then we start talking about AI and I think there has been a lot of interest in artificial intelligence, a lot of discussions.

I think inevitably that initial frothing turns into, "Well what exactly is it and how do we use it?" And AbsoluteData really have been at the forefront of this.

Listen as Anil talks about what AI means to him and about some of the practical applications that can help more marketers or more business leaders wrap their heads around how to leverage it. 

Read the full transcription on the Heinz Marketing blog.

___________________________________________

Sales Pipeline Radio is hosted by Matt Heinz of Heinz Marketing which is a program on the Funnel Radio Channel.  Heinz Marketing is the sponsor of Sales Pipeline Radio.

Heinz Marketing   Funnel Radio Podcast Channel by the Funnel Media Group, LLC


Funnel Radio Line Up Dec 5

Tweet-todays-funnelradio-lineup-20191205

Market Dominance Guys by ConnectAndSell hosted by Corey Frank and Chris Beall


9 am INSIDE Inside Sales by VanillaSoft hosted by Darryl Praill

Guest: Dale Dupree


9:30 am Revenue Optimization Radio by Altify hosted by Patrick Morrissey

Guest: Nigel Cullington


10 am WVU Marketing Communications Today by West Virginia University hosted by Karen Freberg

Guest: Melissa Agnes


10:30 am Revenue Rebels by DemandLab hosted by Rhoan Morgan

Guest: Marne Reed


11 am CRM Radio by GoldMine CRM hosted by Stacy Gentile

Guest: Maggie Strevell, NaperSolutions

Top 5 Digital Marketing Myths

Listen LIVE >


11:30 am Sales Pipeline Radio by Heinz Marketing hosted by Matt Heinz

Guest: John Ferrara

How to Build a Community of Micro-influencers to Drive Your Business

Listen LIVE >


12 pm ASHER Sales Sense by ASHER STRATEGIES hosted by John Asher


12:30 pm Funnel Radio by Funnel Media Group hosted by James Obermayer

Guest: Matt Heinz


1 pm Agile Operations Podcast: Beautiful Numbers by Lola.com hosted by Mike Volpe and Rebecca Morrison

 


Funnel Radio Shows for Your Thanksgiving Binge Listening

At some point, Thanksgiving transitions into a US holiday of overeating, football, and relative tolerance through any method.

Funnel Radio would like to give you an option with the excuse of self-improvement. This is perfect if your team isn't playing, is losing terribly, or you want to skip the television and need a break from hearing about the latest ailments and drama in the group, looking at vacation slides air-played to the television, or sketchy Skyping with those who couldn't make it. For your listening pleasure, please enjoy these shows published just for you!

Our studio is closed, so we are not streaming. Take the posted schedule as a suggestion or just swoop through the list and binge-listen. Remember, all of our shows are in your favorite social media venues, including ApplePodcasts, Stitcher Radio, iHeartRadio, Blubrry, Spotify and several of our shows are available through the Alexa app.

Tweet-todays-funnelradio-lineup-20191127

Market Dominance Guys by ConnectAndSell hosted by Corey Frank and Chris Beall

How to Free Solo Your Pitch


INSIDE Inside Sales by VanillaSoft hosted by Darryl Praill
Guest: Matt Reuter
Asking the Right Questions


Revenue Optimization Radio by Altify hosted by Patrick Morrissey
Guest: Maria Ross
Empathy is Good for You and For the Bottom Line.


WVU Marketing Communications Today by West Virginia University hosted by Michael Lynch
Guest: Bonnie Harris
Showing Gratitude Toward Your Clients


SLMA Radio by Funnel Media Group hosted by James Obermayer
Guest: Kristin Hege
Defining Modern PR in a Digital B2B World: Hint it has Changed


CRM Radio by GoldMine CRM hosted by Stacy Gentile
Guest:  Chad Pollitt
Three Tactics to Be Successful in Content Creation


Sales Pipeline Radio by Heinz Marketing hosted by Matt Heinz

Guest: Josh Baez
You Can’t Execute Anything from a PPT Deck


ASHER Sales Sense by ASHER STRATEGIES hosted by John Asher
Chuck Reaves Says Customers Don’t Allow Mulligans on the John Asher Podcast


Table Fries by Lola.com hosted by Jeanne Hopkins
Guest: Jackie Glenn
There is a Special Place Carved Out That Only You Can Fill - Jackie Glenn


Agile Operations Podcast by Lola.com hosted by Mike Volpe
Guest: Anum Hussain
The Start-up Timeline Requires Patience and Agility