Funnel Radio Podcasts Line Up Aug 22

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Listen live starting at 9 am Pacific. If you are finding this after our live streaming time, you can catch any of our shows below and catch up on episodes you've missed! So many entertaining, informative experts.

9 am INSIDE Inside Sales by VanillaSoft hosted by Darryl Praill

Guest: Steve Knapp
Home of the WOPPA


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

Guest: Doug Landis, Growth Partner, Emergency Capital
Making the jump from sales enablement to revenue acceleration


10 am WVU Marketing Communications Today by West Virginia University hosted by Matthew Cummings

Guest: Joe Barnes
You Can Be Fined By the FTC


10:30 am Outstanding Outbound by The Vanella Group hosted by Mari Anne Vanella

Listen live at 10:30 am >


11 am CRM Radio by GoldMine CRM hosted by Stacy Gentile

Switching your CRM – Why Switch and How to Switch

Listen live at 11 am > if you get there early, catch up on past episodes.


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

How Conversational Intelligence Can Increase Your Sales
Listen live at 11:30 am Pacific >


12 pm Lead Genius Radio by LeadGenius hosted by Prayag Narula

Guest: Jeff Serlin, VP of Sales & Support Operations at Intercom
Evolve or Die: Sales Tactics and Tips to Thrive - Listen live at 12 >


12:30 pm Table Fries by Lola.com hosted by Jeanne Hopkins

Guest: Alyssa Garty - the Bug Woman
Being Vocal About Your Passions


1 pm Agile Operations Podcast by Lola.com hosted by Mike Volpe

Guest: Dusty Davidson
What it Means to be Data-Informed and not Data-Driven - Dusty Davidson: Flywheel


Social Media Ethics, And Yes, You Can be Fined by the FTC

Podcast-showcard-barnes Joe Barnes walks into businesses, for profits and non-profits, and asks: “What’s your social media policy?” The usual response is, We don’t have one, or “Go talk to marketing about that.”   And that's what drove the creation of his new book, “Social Media Ethics Made Easy: How to Comply with FTC Disclosure Requirements.” 

In his travels he realized that nearly every business and organization he walked into, no matter what size, did not have a written social media policy, nor did they clearly understand or even know what the Federal Trade Commission requires in the way of disclosure. That’s why he wrote his book: “Social Media Ethics Made Easy: How to Comply with FTC Disclosure Requirements.” The book is available from Business Expert Press or on AmazonDigtal3000.net

Our host today is Matthew Cummings.

About Joe Barnes 

Joe Barnes is a highly sought-after digital media marketing strategist, conference speaker and trainer. He consults on major media, social/digital media, strategic communications, public relations, and marketing initiatives. His clients have ranged from small businesses to Fortune 500 companies, nonprofits and leading government agencies. Joe understands and leverages consumer insights to provide solutions and ideas that bridge TV, web, mobile, social media, email, search, advertising, etc., and maximize consumer engagement.

He answers key questions such as how brands are communicated and experienced through digital interactions, and how digital interactions fit into broader customer experiences. Joe is known for his passion for innovation and the customer experience, combined with a sound understanding of consumers, social networks, and brands. As a journalist/storyteller he has led teams that have won countless Emmy® Awards and the prestigious Edward R. Murrow Award for Outstanding Journalism. He’s an educator at Seattle University; has an MA Degree; is quoted in two books; is on several boards; and is a certified Leadership Trainer.

Contact Joe Barnes about speaking to your group: joe@digital3000.net

Social Media Ethics Made Easy: How to Comply with FTC Guidelines

Kindle Edition

 
 
 See all 2 formats and editions

You Still Have Time to Turn Around Failing Sales to Make Quota

This ebook is the most popular on the Sales Lead Management Assn., and Funnel Media Group sites.  

‘How to Turn Around Failing Sales’ - Ebook

56reasons-coverAuthor and publisher James Obermayer discusses 56 reasons companies fail  to reach sales forecasts and what to do about them.

The Funnel Media Group (FMG) has released an ebook entitled How to Turn Around Failing Sales: Fifty-six reasons companies fail to reach revenue forecasts and what to do about them. 

The author, Funnel Media Group Publisher James W. Obermayer, draws on 20 years of experience as the principal of Sales Leakage Consulting, which is owned by FMG. 

He is also the producer for the Funnel Radio Channel programming and founder of the Sales Lead Management Association, all of which are part of FMG.   The ebook, released through the Sales Lead Management Association ( a FMG company) is free, not gated and can be accessed here.

Why it’s Important:

 "Of course, there are many reasons why sales dump at mid-year.  But I have found these 56 to be the main causes of sales failure. Some have are easy fixes, some are things to avoid, some are long-term fixes, some cost money, and some simply require policy or rule changes and common sense. Most can have immediate impact."

James  W. Obermayer

This ebook is unique.  It not only lists 56 ways to turn around failing sales, but also grades each tactic with ascending dollars signs from one to five to indicate the ROI that can be expected by addressing the issue.   Offered as a PDF form, the ebook allows the reader can fill in spaces to assign a specific problem area to a named individual, with a place to enter the date by which the reader wants the issue fixed.

How to Turn Around Failing  Sales, also references books and white papers that can assist the reader.  Those referenced did not pay to be a part of the work. 

The work is divided into five sections:

  1. Sales and Management Problems
  2. Marketing Management Fixes
  3. C-Level Management Challenges
  4. Incentive Compensation and Quota Failures
  5. Hiring the Right People: Training and Testing

White Paper Title: How to Turn Around Falling Sales

Subhead:  56 Reasons companies fail to reach revenue forecasts and what to do about them.

Length: 25 pages including photos and illustrations.

Links to other information: Nine

Summary:  This is a list of reasons why sales fail to make forecast from the experience of the author.  It is a fast, easy read that strikes at the heart of sales issues faced by most B2B companies at one time or another in their sales year. 

Readership Profile:

  • CEOs
  • Presidents
  • CFOs
  • Sales Management
  • Marketing Management

ebook Link

About the Author: James Obermayer is the president and publisher of the Funnel Media Group.   He is a four-time B2B book author and founder of the Sales Lead Management Association.

About the Funnel Media Group:  The Funnel Media Group (FMG) owns the Funnel Radio Channel, Sales Lead Management Association and Sales Leakage Consulting.   The Sales Lead Management Association (SLMA), founded in 2007, has 6,900 worldwide members.  The Funnel Radio Channel  (FRC) publishes live streaming internet radio programs (and follow-on podcasts) for at-work listeners.  

 


How to Use the ABM Data You Paid to Gather

In a world where insight about prospects and customers is key to optimizing revenue, putting your data to work as part of your ABM strategy is critical to success. We’re welcoming back a return guest Nipul Chokski to discuss how to utilize data as part of your marketing strategy, and how to build a plan for success.  The host is Pat Morrissey.

Nipul Chokshi,  VP, Marketing Lattice

Nipul Chokshi runs marketing at Lattice and is responsible for product positioning and sales enablement. 

Prior to Lattice, Nipul built and ran the solutions marketing and sales enablement functions at Yammer (acquired by Microsoft in 2012). Before Yammer, he led product management/marketing at Marketo and Merced Systems (acquired by NICE Systems). Nipul lives in San Francisco, enjoys great wine and food, and is an avid runner.

He earned a Bachelor's Degree in Electrical Engineering from Cornell University, and an MBA from the University of California, Berkeley, Haas School of Business.

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Revenue Optimization Radio is hosted by Patrick Morrissey, CMO of Altify.  The sponsor for Revenue Optimization Radio is Altify and is broadcast on the Funnel Radio Channel.


Nothing will spoil a manager’s life like too much truth!

IStock-639045058Actually, Will Rogers said, "Nothing will spoil a big man’s life like too much truth."  Big or small, man or woman, the truth can cause all kinds of issues, especially when it comes to sales lead management.   When the truth about sales lead management policies and procedures are revealed for most companies, it is painful. 

"Just because sales lead management is common sense doesn’t mean it’s common practice."

James Obermayer, author of  "Managing Sales Leads"

To be fair, it’s only right to say that many people don’t know what the truth is when we speak of sales lead management.  I don’t think there is such a thing as too much truth in sales lead management, so I guess it’s time we talked about it. 

I believe there are 14 truths in B2B sales lead management (no doubt more, but I stopped at 14,  you can add some):

  1. Prospects lie. Do not assume they are telling you the truth about anything but “I have issued a Purchase Order in your name.”   Only then, with these words, can you believe that what they are saying.
  2. There is a difference between an inquiry and a lead. Leads are qualified inquiries.  I don't care if Sales Force calls all prospects leads.  They are wrong. 
  3. 45% of all inquiries turn into a sale for someone within one year.  This is known as the Rule of 45 from the book “Managing Sales Leads.”
  4. The time-frame for conversion may be shorter or longer than a year, but the conversion rate stays constant.
  5. Companies that follow-up 100% of their sales leads sell more than those who don’t.
  6. Companies that prove the ROI, or lack of it, for its sales inquiries will spend money on promotions that work and let their competitors spend money on everything else.
  7. A marketing manager who cannot prove the ROI for the lead generating dollars they spend are threatened with extinction.  See item #13.
  8. Marketing management says it isn’t their job to report on the sales lead dispositions.   They’re wrong. When they say this it is a cop-out and an excuse.
  9. Having a CRM system and/or a Marketing Automation system is no guarantee that a company is managing its sales leads.   People manage leads with the tools given to them, software and AI are tools.  
  10. A marketing automation system with follow-up and content delivery can increase sales from inquiries between 300-400%.  Ok, maybe now that Marketing Automation is more common, it is only a 200% increase.
  11. Any follow-up by sales and marketing people increases the sales results.  The greater the follow-up, the greater the sales return.
  12. The vast majority of all inquiries are never followed-up by a salesperson.
  13. Sales managers who won’t hold their salespeople 100% accountable for the sales inquiries and leads given to them will join the marketing managers on the threatened species list.   See item #7.
  14. Inside salespeople have a higher sales lead follow-up rate than “outside” salespeople.  This occurs mainly because of programs such as VanillaSoft which is a sales engagement program.   It forces engagement. 

These are the truths as I see ‘em.  People have said to me that these are just plain common sense I guess they’re right. 

It’s said the truth will set you free; in this case it may prompt you to write a sales lead management procedure document to match the sales procedures policy. document. 

P.S.   Whilst we're on the subject of truth, get a copy of Dan McDade's book, "The Truth About Leads" Published by Onsei and available from Amazon.


Funnel Podcast Channel Line-up August 15

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Listen live starting at 9 am . Great guests, inspiring tips.

9 am INSIDE Inside Sales by VanillaSoft hosted by Darryl Praill

Guest: Anthony Iannarino
9 Ways for Salespeople to Find Fast Success


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

Guest: Nipul Choski
Building an ABM strategy using data


10:00 am WVU Marketing Communications Today by West Virginia University hosted by Cyndi Greenglass

Guest: Susan Jones
How Direct Marketing is Redefining Itself as a Digital Force


10:30 am SLMA Radio by Funnel Media Group hosted by Jim Obermayer

Guest: Pamela Muldoon
Ignorance is no Excuse, Content Does Have a Measurable ROI - Pamela Muldoon


11 am CRM Radio by GoldMine CRM hosted by Paul Petersen

Guest: Keenan
Myths that Salespeople are Taught by Their Mothers


111:30 am Sales Pipeline Radio by Heinz Marketing Hosted by Matt Heinz

Guest: Dan Englander
The Death & Bright Future of Marketing Agencies
Listen live at 11:30 or catch past episodes >


12 pm Asher Sales Sens by ASHER STRATEGIES Hosted by Kyla O'Connell

Guest: Christy Soderlund
Most companies are missing a huge opportunity when using personality assessments.


12:30 pm Rooted in Revenue by Susan Finch Solutions hosted by Susan Finch

Guest: Corinne McCormack, Corinne McCormack Consulting
Get out of your way and create a successful business.


1 pm Road Warrior Radio by Lola.com hosted by Ryan Ball

Guest: Kim Walsh, HUBSPOT
Can Adaptability be Taught?


4 Minutes with John Asher - It Ain't Money, It Ain't Food, and It Ain't Romance, It's all about the Passion

In four minutes John Asher outlines how, sales has changed from just the process and art of sales to a science based discipline.  

This program is an extract from John Ashers program: How Neuroscience Disrupts the Standard Sales Process

The sales process has been with us prior to recorded history. In modern times it has been surveyed, examined, distilled, analyzed, and assessed.

20190801-asher-potts-asherIt would seem we’ve identified all we need to know about how sellers and buyers meet and agree. And yet, just as we’ve seen new data change our perceptions of history, so too are we now understanding that ancient human elements in sales processes are more deeply rooted than we previously thought. The August 1 st Asher Sales Sense Podcast “How Neuroscience Disrupts the Sales Process” features an interview with John Asher himself. John is the CEO of Asher Strategies, a Washington DC-based business providing sales advisory services to clients from startups to Fortune 500 companies.

In his US Navy career, John was a submarine commander and manager of a $2 billion combat systems program. In his second career, he co-founded an engineering services company that grew at a compound rate of 42% for 14 straight years.

John and his current enterprise provide sales aptitude assessments, sales training, and sales process improvement workshops globally. John is the author of Close Deals Faster, available through Amazon. 

This Asher Sales Sense session delves into reasons why the sales process has more to it than one would think and provides disruptive techniques you can easily use to pull ahead of your competitors. Why shouldn’t you be the last to present to a buyer? Why aren’t buyers listening to what you are saying? Why don’t buyers select an obviously good offer? Why do buyers prefer to stay with under-performing vendors – your competition? Tune in on August 1 st to find answers to these and other sales process questions so you can get out there and close deals faster.

 


When to Fire a Low-Performing Sales Rep

Businessman--Fresh-Breath-000020279415_LargeWhen sales are slowing down, the "ghost-pipeline" starts to build as sales reps stop closing out prospects that in ordinary times would be labeled dead.  At this point the pressure is growing on the sales manager to get rid of non-performing salespeople.  

The sales manager will often draw a line and say “Make the numbers this month or you will be fired.”  Most often senior management will step in and say, “But Bob, we only have six reps.  If you fire two of them we are in real trouble.  We’d rather have a poor-performing rep over no rep.”  Hence the ‘bad breath’ versus ‘no breath’ reference. 

Why it Matters:

"...trying to keep a sales representative who is weak, unproductive and misleading delays your recovery.  It takes 4-6 months for a new rep to be productive; you may as well face reality and pull the trigger and get on with it. Find a producer."

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Unfortunately, this forestalls the inevitable and the rep who limps along costs the company more (by being on staff) than they

are selling.  I had a situation once where the rep cost us $6K a month all in, but was only selling $5K.  Management continued to say, “But we wouldn’t even have that $5K if she were gone.”  My response was that we’d lower our sales expense and still make the sale without her.   We finally fired her and used the money on promotions to strengthen lead generating efforts for the remaining reps.  The remaining reps took over her pipeline, which as it often turns out, was worthless.  

In the end there were more leads to go around and the remaining sales representatives appear to work more diligently.  As Samuel Johnson said, “Depend upon it, Sir, when a man knows he is to be hanged in a fortnight, it concentrates his mind wonderfully.”

Solution:

When you confirm that a sales rep draws down on your precious resources, thereby not giving you a return on your investment in them, you have to give them an opportunity in another company.  Sales reps must know they are held to productivity standards. As their productivity fails, they must be coached and warned and helped and then let go.  Delaying the inevitable, trying to keep a sales representative who is weak, unproductive and misleading delays your recovery.  It takes 4-6 months for a new rep to be productive; you may as well face reality and pull the trigger and get on with it. Find a producer.  

Related

This subject appeared in the ebook: "How to Tell if Your Pipeline is Failing You: A CEO's Guide"   Click here for access to the complete guide at the Sales Lead Management Association.     In this guide for CEO’s that are trying to understand the conflicting stories from their salespeople and the one document that indicates the health of their company, the author takes the reader on a journey of what is really happening when sales are dropping and the forecast from the pipeline appears unreliable.