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October 2015

HEADSHOTS, PEOPLE! Please update your headshots.


As we are coming to a close for the 40 Most Inspiring Leaders in Sales Lead Management nominations, once again it's time for me to RANT!

What the heck is wrong with you folks using your head shots from parties, cropped from trade events, vacation photos that are fuzzy at best or so old that it was three "yous" ago?

You all need GOOD headshots. I've run across some that I've been using for the nominees for over seven years. Some have one headshot on LinkedIn, one on the website team page, another on Twitter and another on Google+ - BE CONSISTENT, please.  Go for higher res.

Some of you have actually SCANNED a printed photo from a studio - I can tell because there is lint on it and that "distance" from the glass. Toss this task to marketing, your PR team, your INTERN - someone. I'm using what I find and a few of you may not be pleased. I go by LinkedIn first unless they are terrible. Then, I check your site. If that is equally terrible, I close my eyes and pick one.



This blog is supported by the generous sponsorship of VanillaSoft and GoldMine CRM Software

The 7 Most Important Words that a CEO Can Say!

The seven most important words that a CEO can say is, "Follow-up 100% on all sales leads!"

Some of the highlights included:

Sales, the prospecting is fundamentally a marketing activity, right. If you have your salespeople out marketing, they're trying to create interest in the product.

That's a marketing – you're only doing that because – hopefully you're only doing that because you're not getting a substantial enough flow of leads into the – good quality leads into the company. So you're doing it by necessity.

They've gotta follow up leads, they've gotta make quota and they've gotta fill out their expense reports. And only two of those are really mandatory. The third one – the first one, if you have 100 percent follow up of the sales leads you'll be doing three to four times better than your competitors. Who's going to win?

...They were not following up their sales leads. The CEO thought his problem was he wasn't generating enough leads. And the fact of it is he was. The ones he was generating just weren't being followed up.So I said, "Here, I can change that for you in five minutes." And so what I said is, "You know, here's our process. Here are the leads

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Listen While You Work: Author Carlos Hidalgo Tells Us Why Marketing is Under Such Stress (and what to do about it)!

THe SLMA Book Reviews are interviews with the authors on SLMA Radio and our assessment of the book. 

 Publisher: Palgrave MacMillian
Length: 204 pages
14 Chapters
Cost: Amazon: Hardcover $23.07   Kindle: 21.92
Endorsements by Craig Rosenberg, Chief Analyst, TOPO; Jesse Noyes, VP of Product Marketing, Content & Communications, Kapost; Adrath Albee, author Digital Relevance, Developing Content and Strategies that Drive Results; Jon Miller, CEO and Co-Founder, Engagio. 
The author of Driving Demand by Carlos Hidalgo discusses with the host Jim Obermayer why B2B lead generation and marketing in general has changed so dramatically. Carlos just doesn’t talk about the issues; he discusses how the transformation of the buyer is creating an upheaval in sales and marketing in departments. This interview discusses why CMO’s are under pressure to perform, why so many people in marketing are in different silos with so little connection to their salespeople. Frank talk from Carlos can make the most stoic marketing manager think about change as a necessary tactic for survival.  
The first chapter, The Issues with Modern Demand Generation lays it out beyond the simple statement that 70% of the decision making is done by the time a buyer talks to a rep.   Adapting the Lead Generation Process and Measuring for Success I found to be especially helpful.  I also liked the Demand Process Glossary.  Depending on your role in marketing you will find the chapters that pertain to you.  
About Carlos Hidalgo  Chief Executive Officer and Principal
Twitter: @cahidalgo
Carlos is an innovative thought-leader with over 20 years’ experience as a B2B marketing practitioner and industry visionary. Carlos is widely recognized for his expertise in strategic integrated marketing, Demand Process, Demand Transformation℠ and marketing automation. As CEO and Principal of ANNUITAS, Carlos drives strategy and leads core practice teams to Transform Demand℠ for enterprise clients globally. Carlos has been named one of the 50 Most Influential People in Sales Lead Management for the last five years. 
About  Annuitas:
ANNUITAS is a demand generation and change management firm that helps B2B marketing and sales leaders at enterprise organizations build and execute demand generation that is more buyer-centric, revenue-optimized and operationally-minded. ANNUITAS delivers this via its Demand Process℠ methodology. ANNUITAS works with clients to determine their demand strategy and process, drives execution and then helps clients achieve self-sustainability and longer-term optimization.
Disclaimer:  Annuitas is an SLMA Hi-Visibility Sponsor.  
 This blog is supported by the generous sponsorship of VanillaSoft and GoldMine CRM Software

A Story: How a Marketing Manager Learned to Build a Demand Creation Plan Based on Sales Quotas

IStock_000018180137Small“How do you know,” I asked the marketing manager, “how much money to spend on marketing, and how many inquiries and leads to produce?”

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Listen While You Work: Matt Heinz on Contact Marketing and Rapid B2B Growth

Contact Marketing is a show offered on the SLMA Live Network at 10 AM each Thursday.  Broadcast live it is hosted by Stu Heinecke of Contact Marketing.Agency

Nationally recognized blogger, marketer and prolific author Matt Heinz knows what it takes to get businesses on the path to rapid, sustainable growth. In this session, he shares his secrets and talks Contact Marketing with How to Get a Meeting author and host Stu Heinecke.


Matt Heinz answers the show's benchmark question: "When you absolutely must break through to someone of great importance, someone who is impossible to reach, how do you do it?"

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Dispelling Myths about Millennials: Why would they come and stay?

Susan Finch SLMA Radio Host and her Guest, Jaysen Greenleaf, VP of Business Development at RIO Genesis Software discussed both sides of recruiting great talent for your team and retaining them. They also dispelled myths about millennials, including thinking they are job hoppers.

 In the first half of the show they discussed preparing for growth, where to find the talent and the value that younger team members can bring, especially fresh from college or another industry. They are a clean, tech-savvy, educated slate with strong entrepreneurial spirit.

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Do you know an Inspirational Leader In Sales Lead Management?

Nominations are open for our annual election to recognize the “40 Most Inspiring Leaders in Sales Lead Management.”  

6a0147e05adc32970b01b7c7d6f468970b-320wiSLMA CEO, Jim Obermayer, said “Inspirational leaders in sales lead management challenge the status quo and bring entrepreneurial thinking to software and web applications.  An inspiring leader can be a department manager, an author, a speaker, a company president, an events manager, a communications specialist, or an innovative thinker in lead generation companies.  He or she might work at an agency, a software company (CRM, marketing automation, business intelligence or artificial intelligence applications, telemarketing, etc.), or one of the thousands of vendors serving the lead management discipline."

PointClear CEO and President, Dan McDade said,

“PointClear is a proud sponsor of SLMA and we are excited to see who this year’s deserving winners will be. Under the direction of Jim Obermayer, SLMA continues to push the envelope and evolve as an industry association.  This year’s contest recognizes the top 40 Most Inspiring Leaders in Sales Lead Management, ten folks in four distinct categories – This change from a one category contest to a four category contest reflects SLMA’s evolution and desire to improve upon its already well respected, highly coveted sales and marketing competition.” 

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Call for beta users for SLMA Members! Download Spiro to better manage deals and income!

IStock_000038306980LargeSLMA members who have an iPhone and use are invited to join Spiro’s private beta program.

Sales professionals  are always looking for ways – whether those are organization methods or technology solutions – to better manage leads and be more successful in their careers. One tool that I’ve recently come across that helps sales reps do just that is Spiro – the personal sales assistant for quota-carrying salespeople who want to make more money. Spiro is now in beta and looking for salespeople and managers to try this new tool.

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Listen While You Work: Mike Hollison - uncensored - How to Increase Sales 30% in 90 Days

This program is an authentic, unscripted, exchange of ideas which broadcast live on October 8th, 2015.  

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 Inside Sales claims its self-learning engine drives predicative sales communications and engagement usinNeuralytics®.

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SLMWeek: Ruth Stevens uncensored - Why there's lip service and so little action in Marketing ROI Reporting?

2011-stevensIs there really a marketing ROI?  Ruth P. Steven's tells the uncensored truth!" This is a replay of a show that is evergreen. How do you weigh in on it?

 SLMA Radio host Jim Obermayer interviews Ruth P. Stevens about the reality of the holy grail of proving marketing's return investment. 


Is it as easy as some say or as difficult as some others say;

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