The Poem "In Flanders Fields" by Lieutenant-Colonel John McCrae: No Have Not Learned

330px-Lieut.-Col._John_McCrae _M.D."In Flanders Fields" is a war poem in the form of a rondeau, written during the First World War by Canadian physician Lieutenant-Colonel John McCraeSource Wikipedia

In Flanders fields the poppies blow
Between the crosses, row on row,
  That mark our place; and in the sky
  The larks, still bravely singing, fly
Scarce heard amid the guns below.

We are the Dead. Short days ago
We lived, felt dawn, saw sunset glow,
  Loved and were loved, and now we lie
      In Flanders fields.

Take up our quarrel with the foe:
To you from failing hands we throw
  The torch; be yours to hold it high.
  If ye break faith with us who die
We shall not sleep, though poppies grow
      In Flanders fields.

Alexis Helmer, a close friend, was killed during the battle on May 2. McCrae performed the burial service himself, at which time he noted how poppies quickly grew around the graves of those who died at Ypres. The next day, he composed the poem while sitting in the back of an ambulance at an Advanced Dressing Station outside Ypres.[8] This location is today known as the John McCrae Memorial Site.

Following the trench warfare in the poppy fields of Flanders, Belgium during World War I, poppies have become a symbol of remembrance of soldiers who have died during wartime.  McCrea, a Canadian, never made it home. 

And on a personal note, my salute to the men of the 63 RD Infantry Platoon, Combat Trackers for the Americal Division, 1969, Viet Nam, we made it home. For my O.C.S. class of  1967, many were not so lucky; Lieutenants were more expendable. We did our duty, as best we saw and that's all that matters. 

Why a Sales Engagement Platform is Most Important Part of the Marketing Stack

Failure of sales lead follow-up is a plague on B2B Companies.   The SLMA, However, thinks a Sales Engagement Platform will solve the sales lead follow-up nightmare.  Marketing managers should listen to this podcast.

Having worked with dozens of companies across multiple industries, Josh Baez brings his creativity, expertise, and fresh perspectives to every situation. Josh believes marketing isn’t solely about generating leads, but more so about crafting meaningful engagement experiences that – in turn – create long-term, loyal customers.

Heinz Marketing Demand Generation
Heinz’ proven, buyer-centric demand generation programs take into account the unique nature of your business, customers, and industry – applying proven best practices to create a repeatable, scalable engine of qualified opportunities and long-term pipeline. Heinz's approach covers strategy, design, and execution – including online and offline efforts that align buyer intent with your sales process to increase both immediate and long-term conversion yield.

Heinz Marketing's Online Sales Pipeline Velocity Calculator

The Heinz Sales Pipeline Velocity Calculator helps you identify how fast qualified opportunities are moving through the sales funnel. Our calculator will calculate the pipeline velocity for you using the data points you provide.

SLMA Radio is hosted by James Obermayer of the Sales Lead Management Association which is a program on the Funnel Radio Channel.  

Funnel Media Group, LLC   

SLMA Radio Today Oct 8, 2020: Sales Engagement Platforms

Sales Engagement Platforms are maturing and showing great promise, maybe the greatest promise since the introduction of CRM and Marketing Automation. Today on SLMA Radio (Oct 8, 2020) we interview Josh Baez the Sales Engagement Manager at Heinz Marketing.

Is Sales Engagement the Most Important Platform in your Marketing Stack?

Lack of sales lead follow-up is a plague on B2B Companies. Maybe, just maybe, a Sales Engagement Platform will solve the sales lead follow-up nightmare. Marketing managers should listen to this podcast.

Listen Live on SLMA Radio/Podcast Oct 8. 2020 10:30 US Pacific time To hear the replay go here after Oct 9, 2020

How to Increase Sales 30% in 90 Days

Increasing sales by 30% in 90 days is a bold statement.  This program is an authentic, unscripted, exchange of ideas that broadcast live on October 8th, 2015.  It is brought back to you because it is one of our more popular shows that are timeless.   

The guest, Mick Hollison is now the CMO at Cloudera

We asked Hollison, how it can be done.  Of course, following up all leads increases sales, but Inside Sales claims its self-learning engine drives predictive sales communications and engagement usinNeuralytics®.

Increasing sales by 30% in 90 days is a bold statement and we asked Mike Hollison, CMO of how it can be done.  Of course, following up all leads increases sales, but claims its self-learning engine drives predictive sales communications and engagement which combined with rep motivation results in dramatic sales increases. Prime questions: How does the Neuralytics® program work?  How soon can results REALLY be seen? What is the basis for the claim in increased sales?  What does it cost?  The host is Jim Obermayer

About Mick Hollison

_-SLMA640x640-showcard-HollisonMick Hollison has over 26 years of experience in technology marketing, product management and sales. Currently, Mick oversees all marketing efforts including public relations, content marketing, paid advertising and website conversion at Cloudera.
Mick spent 7 years at Citrix, a $2.6B company, recently serving as global vice president of marketing and strategy, leading integrated product marketing and strategy. He was responsible for integrated product messaging, solutions marketing, and marketing strategy and led the development of pricing, licensing and packaging across all Citrix product lines.
Prior to Citrix, Mick spent two years at Microsoft where he was responsible for the development and delivery of marketing messages targeting C-level executives. During his tenure, he led a worldwide network of nine executive briefing centers delivering over $4 billion in influence revenue per year, and produced customer events such as the Microsoft CEO Summit. Before joining Microsoft, he spent 13 years with IBM in a variety of executive product line roles. 

A Process Followed is a Deal Closed - Podcast with Morgan J. Ingram and Darryl Praill

Closing a lead/deal can require a fairly complicated process, and the difference between being a good sales professional and a great one can come down to having a passion for that process.

IngramIn this episode of INSIDE Inside Sales, Darryl welcomes the globally renowned sales trainer and public speaker, Morgan J Ingram. Darryl and Morgan share tips and advice on how having a passion for the sales process can propel your sales performance.

They discuss proven strategies you can follow such as ways to understand your buyers, increase your self-awareness, and focusing only on what you can control. Learn how to reignite your passion for sales, on this episode of INSIDE Inside Sales!

About Darryl's guest: 

Morgan is the Director of Execution and Evolution at JBarrows Sales Training, focusing on delivering to sales development teams to enhance their skill sets and performance. He is also a motivational speaker who has been nominated for TEDxSBY and TEDxUGA. An avid fan of social media and communicating online, Morgan has been featured in the Red and Black and OnlineAthens for a previous startup company Collegiate Gaming LAN, written college articles for CampusSports, and has done sales and marketing research for a start-up shoe store that Dunta Robinson started and has also done Partnerships for a start-up music company which helped promote artists in Athens, GA such as Judah and the Lion and the Shadowboxers.


VanillaSoftINSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanillaSoft is the sponsor for INSIDE Inside Sales. 

   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

Story: Building a Lead Gen Plan Based on Individual Quotas

Never Give UpHow do you know,” I asked the marketing manager, “how much money to spend on marketing, and how many inquiries and leads to produce?”

 “I do what we generally did last year, and create as much demand as I can,” was her reply.

“We have a marketing plan,” she continued with some obvious pride. “And we list what we have to do for the year and stick with it.”

“When do you consult with the sales manager about quotas?” I asked.

"Well, kind, we don’t really I guess.  We know the forecast she has to hit,” she said with some doubt in her voice.  “Why do you ask?”

“The issue is if you know the sales forecast for the whole year, you also have access to quarterly and monthly forecasts, as well as the salespeople’s individual forecasts.  Armed with this information, you’ll know how many inquiries and leads you must create per salesperson based on the average closing rate per product.”

“Umm, so what you’re implying is that I should create the number of inquiries each rep will need to make quota based on their closing ratio?”

Why it's important?

“Umm, so what you’re implying is that I should create the number of inquiries each rep will need to make quota based on their closing ratio?”

“Yes, but you needn’t go all the way to the rep level on their closing ratio,” I said.  “You can take the average closing rate of the company as a start.  If the company closes 25% of the leads you give them, you’ll have to give them 3-4 times the number of leads as a minimum to make quota.  Doing it by rep is possible but that is the next step when you’ve mastered the first step.” 

“But,” she stammered with obvious frustration.  “I don’t control follow-up; these guys don’t follow-up what I give them anyway.”

“So, do you give up,” I asked?  “The initial follow-up can be done with your marketing automation system.  Then you have to convince the salespeople by reporting from the CRM system that it is in their best interest to follow up every lead.”  

“But…but, the sales manager isn’t any better than the reps,” she sputtered with a biting, angry tone to her voice.

“You’re justified in being upset,” I said. “But you can’t give up.  Meet with the sales manager and explain that you’ll be creating gross demand based on his forecasted sales and the closing rate of the sales leads.  100% follow-up is in his and their best interest.  As they get better at follow-up, you’ll get better in generating superior-quality sales leads.”

“Do they respond?  Will they do it? Does this work?  How long does it take?” She asked in quick succession. 

“What do you have to lose?” I asked.  “Your salespeople aren’t making quota now.  Give them more qualified leads and increase follow-up and sales will increase.  It won’t take longer than a quarter or two for them to understand the connection.”

And she did.  Shifting to a marketing plan projection of sales inquiries based on average closing ratios gave her a number to shoot for in the plan.  Follow-up started with the marketing automation system and finished with a campaign of follow-up improvement by salespeople.

It worked. 

 Always does.

Sales Leads Have a lot in Common with Fresh Fish

FishWhen you are buying fresh fish you look at the eyes (clear?), poke the flesh (does it recover), smell it (fishy?).  If the fish is fresh it remains fresh for 1-2 days and then just like a sales lead it starts to degrade and smell a bit.   

When your company spends money on lead generation, the clock starts ticking; each inquiry has a life span.  Some of the leads may be best if contacted in minutes.  Some are ok with a call within hours or even a day or so, like fresh fish, after a few days the value is reduced.  

Michael Falkson, former CEO of eti Sales Support, said, “Our experience shows that 80% of inquiries will convert into Market Qualified Leads within 18 business hours. Your chances of success, thereafter, fall dramatically“.

Continue reading "Sales Leads Have a lot in Common with Fresh Fish" »

How Inside Salespeople can Thrive on Inbound Leads - Podcast with Tony J. Hughes and Darryl Praill

Hughes and Praill discuss how inside salespeople can get the most from inbound leads. 

What Forrest Gump said about chocolates can also be applied to inbound leads – you never know what you’re going to get. 

Continue reading "How Inside Salespeople can Thrive on Inbound Leads - Podcast with Tony J. Hughes and Darryl Praill" »