Are Your Salespeople Infected with Sales Fungus?

SIStock-961557148ales Fungus takes many shapes. It reveals itself as a brain disease often fatal to the rep’s career if not cured early enough.   The effects of an SF Infection are the following:

  1. Sales Fungus infections create what is known as the “delaying syndrome:” Reps delay lead follow-up, delay submitting follow-up information the prospect requests, and fail to deliver a proposal for at least a week, until they are late.
  2. The disease shows up as an inability to listen to the prospect or customer and constantly dominate the conversation.
  3. When a sales manager visits the rep’s territory, the rep never takes the manager to see prospects, only customers.
  4. Sales lead follow-up is reduced from a mandatory 100% to as low as 25%. Salespeople unexpectedly think such follow-up is optional.
  5. From Patrick Morrissey, CMO of Altify and host of Predictable Revenue Radio: One symptom is “I think”. This shows up a lot during forecast calls, account reviews and debriefs from customer meetings. The rep doesn’t really know the real answers, so they tend to have a lot of “I think” in place of definitive evidence or next steps.
  6. When managing the sales pipeline, an SF Infection causes the salesperson to hold back on entering any prospects who are not a sure thing.
  7. The fungus is especially visible when the salesperson fails to update the CRM system after talking to a prospect.
  8. When traveling with his or her manager, the rep suggests they start with breakfast, break for a long lunch, and then insists on an early drop off at the airport. By this time the manager welcomes finding an earlier flight.   
  9. Fridays seem to be a day when SF Infections are most visible. The rep can’t seem to answer the phone, answers emails late, and is seldom available in the afternoon.   This has also been known as ‘carwash and cleaner’s pickup day.’
  10. When asked what they want from Marketing, reps will say they want more leads. When Marketing complies, they insist they said they want more ‘qualified leads,’ not more leads.
  11. When the infection matures, the rep will most likely use only email to contact prospects, not the telephone.
  12. Sometimes the illness manifests itself as poor territory management (lots of windshield time), high travel expenses, or even a lack of client visits as the rep hides in his or her office.
  13. In some instances, the sales rep loses the ability to successfully cold call and the pipeline suffers.
  14. One of the most debilitating results of Sales Fungus infections is when the sales rep does follow up a sales lead, but then half the time never follows up a second time. The infection is especially vicious in those situations where the rep prejudges a prospect’s intention to buy.  This inflates the pipeline and misleads management.
  15. The fungus affects the salesperson’s desire to follow up leads given him directly from the company president or sales manager.
  16. Those with a severe case of Sales Fungus lose the ability to negotiate and often discount their products before the prospect knows the price (this is known as self-negotiation).
  17. One of the most visible aspects of an SF infection is when sales reps, at a sales meeting, are asked to discuss their pipeline. The infected ones talk fast and loud, they blame inaction on the prospect, and insist on going over every lead with the same excuse: Marketing gave us bad leads that don’t buy.

For sales reps infected with Sales Fungus, the future is not totally bleak.  But without help, they seldom make quota (management often believes bad breath, as in ‘poor sales,’ is better than no breath), they keep their jobs, sometimes for years, while the infection rages.

The cure for Sales Fungus is intense sales training, adherence to company policies, and with insistence that the CRM and pipeline management processes are adhered to.  Sales leads must be followed up 100%.  Oftentimes, however, the Sales Fungus is too advanced, and the rep must be put down (fired). 

A dreadful thing occurs when most of the sales reps are infected with Sales Fungus: the manager gets a dose of it that’s usually fatal to his or her job. It’s very sad.

Funnel Radio Line-up March 21


9am with Nick Avossa of Exago on INSIDE Inside Sales with host, Darryl Praill.  Pat Morrissey and Nipul Chokshi, Lattice Engines discuss AI & The Rise of the Account Based Approach to Everything. Karen Mares and Susan Finch give you Revenue Saving Tips to Fix Broken Links & Typos on Rooted in Revenue. Tijana Muratovic joins Rhoan Morgan on Revenue Rebels talking about, Does Revenue Ops Affect Alignment? Of course!  Jim Ninivaggi joins Paul Petersen on CRM Radio and Matt Heinz' guest is Meagen Eisneberg. Their topic? How to Convert Marketing from a Cost to a Profit Center. Wendy Urquhart tell her story, "From Bagels to Boardrooms: My Personal Journey in Business Development" as a guest on Asher Sales Sense with host, Kyla O'Connell. Katie Bullard is joined by Hila Nir, CMO DiscoverOrg & ZoomInfoDiscover. Their topic -  2 Former Competitors Push Forward Together. The day wraps up with Josh Allen on Road Warrior Radio. He and host, Ryan Ball have decided - Let's have a real conversation.

9am INSIDE Inside Sales by VanillaSoft with host, Darryl Praill 

Guest: Nick Avossa, Exago
Answering the Hard Questions

@VanillaSoft @ohpinion8ted @ExagoInc

9:30am Predictable Revenue Radio by Altify with host, Patrick Morrissey

Guest: Nipul Chokshi, Lattice Engines
AI & The Rise of the Account Based Approach to Everything

@nipulc @PatMorrissey @altifyinc

10am Rooted in Revenue with host, Susan Finch

Guest: Karen Mares, Beyond Words Media
Revenue Saving Tips to Fix Broken Links & Typos


10:30am Revenue Rebels by DemandLab with host, Rhoan Morgan

Guest: Tijana Muratovic
Does Revenue Ops Affect Alignment? Of course!


11am CRM Radio by Goldmine with host, Paul Petersen

Guest: Jim Ninivaggi
Listen Live >

11:30am Sales Pipeline Radio by Heinz Marketing with host, Matt Heinz

Guest: Meagen Eisneberg
How to Convert Marketing from a Cost to a Profit Center
Listen Live >


12pm Asher Sales Sense by Asher Strategies wit host, Kyla O'Connell

Guest: Wendy Urquhart
From Bagels to Boardrooms: My Personal Journey in Business Development


12:30pm GrowthboundB2B by DiscoverOrg with host, Katie, Bullard

Guest: Hila Nir, CMO DiscoverOrg & ZoomInfo
DiscoverOrg + ZoomInfo: 2 Former Competitors Push Forward Together

@ZoomInfo @DiscoverOrg

1pm Road Warrior Radio by with host Ryan Ball

Guest: Josh Allen
Let's have a real conversation.


Salary Marketing Technologist

CRM ConfusionPayScale

Average Marketing Technologist Salary  $56,851  Avg. Salary

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The average pay for a Marketing Technologist is $56,851 per year.

$35k  10%     $57k  50%   $82k  90%

MEDIAN $56,851

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$34,905 - $82,434





Total Pay (?)

$29,799 - $138,926


·       Country: United States

·       Currency: USD

·       Updated: 15 Mar 2019

·       Individuals Reporting: 15


Average Salary of Marketing Technologist Jobs   National Average   $24,000   $69,570/year    $150,500

As of Mar 16, 2019, the average annual pay for a Marketing Technologist in the United States is $69,570 a year.

While ZipRecruiter is seeing annual salaries as high as $150,500 and as low as $24,000, the majority of Marketing Technologist salaries currently range between $40,000 (25th percentile) to $94,500 (75th percentile) across the United States. The average pay range for a Marketing Technologist varies modestly (up to $54,500), which suggests there may be fewer opportunities for advancement based on skill level, but increased pay based on location and years of experience is still possible.

To estimate the most accurate annual salary range for Marketing Technologist jobs, ZipRecruiter continuously scans its database of millions of active jobs published locally throughout America.

Find your next high paying job as a Marketing Technologist on ZipRecruiter today.

How Revenue Ops Brings Sales and Marketing Together - Finally - Podcast Muratovic and Morgan

Rhoan Morgan interviews Tijana Muratovic in this short podcst

Getting sales and marketing teams to work together as a team has always been difficult.   It's obvious, you'd think, and yet walking the talk is more difficult.  The problem is solved with the rise of revenue operations and the role of Chief Revenue Officer, which brings synergy between revenue-generating teams like marketing and sales. This program covers:

  • Sales and marketing operational roles
  • The rapidly changing nature of sales enablement
  • Why customer engagement  benefits from sales revenue operations

This episode of Revenue Rebels examines the role of revenue operations in advancing marketing and sales alignment and explores the impact of this effort across business teams. Rhoan Morgan, CEO of DemandLab, talks with Tijana Muratovic, Director, Sales Operations & Enablement at Fiix Software to discuss how the rise of revenue operations is guiding marketing and sales towards true alignment.

About our guest: Tijana Muratovic

A true problem-solver at heart, Tijana has a strong history and passion for building revenue functions and teams from scratch. Dedicated to the world of B2B technology, specifically SaaS, her career started on the marketing side of the revenue generation engine. While she always appreciated the creative side of marketing, as a very results-driven individual, she embraced very early on marketing automation and the measurable aspects of marketing. This led her to her first role in Sales Operations and Enablement, an area that has become her true passion. A lifelong learner and also a dedicated mentor, Tijana is one of the founding members of the Sales Enablement Society's Toronto chapter, and a very active contributor to the Revenue Operations Network.


Also from Rhoan Morgan

How Turn Your Customer’s Pain Into Gain with David Priemer

4 Steps to Accelerating Company Growth  with Darryl Praill 

Revenue Rebels is hosted by Rhoan Morgan and the program is sponsored by DemandLab.

Jim Ninivaggi Defines Sales Enablement in a 5 Minute Podcast on Sales Pipeline Radio

Join us for this episode which is a five minute definition of Sales Enablement from  Jim Ninivaggi, Chief Readiness Officer at Brainshark, Inc.  In this extract from the original program, Sales Enablement’s Evolution from a Front Row Seat with Jim Ninivaggi  Jim defines sales enablement in simple direct terms that can be applied at every B2B company.  Brainshark is one of the preeminent companies in the field of sales enablement.

Continue reading "Jim Ninivaggi Defines Sales Enablement in a 5 Minute Podcast on Sales Pipeline Radio" »