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July 2016

Cartoon for the Weekend: Siri is asked for a Sales Lead App.

You have permission from the Sales Lead Management Association and the Cartoonist, Stu Heinecke to copy and distribute this cartoon as is with attribution!

Marketing is always on the hunt for something, maybe a new app, to create sales leads for a hungry salesforce.   But as we usually find out, there isn't one app to solve the problem.  It takes consistency of purpose, a solid plan, constant measurements and more than a CRM system to drive revenue.   It takes a constantly questioning marketing team to seek new qualified prospects from a variety of sources.   Those that believe email campaigns will source all of their qualified leads are usually left wanting.  It takes a combination of tactics to create interest and, solid content management.  


Continue reading "Cartoon for the Weekend: Siri is asked for a Sales Lead App." »

An age of CRM discontent, or just business as usual? Jim Dickie on CRM Radio - Listen While You Work

This live streaming interview occurred on on the Funnel Radio Channel.

Customer Relationship Management, after all of these years, continues to be controversial.  In spite of large strides in ease of use, lots of new applications for social media, business intelligence and graphics presentations, plus customized versions for insurance, medical, car dealers, non-profits and a few hundred more industries, the grumpy rumors continue about a failure to deliver on what is promised.  In this interview, Jim Dickie of CSO Insights takes a whack at the industry discontent.  Could it be as simple as “salespeople are never satisfied?”   We will find out.  The host is Jim Obermayer

Continue reading "An age of CRM discontent, or just business as usual? Jim Dickie on CRM Radio - Listen While You Work" »

David Lewis interviews Jon Miller on DemandGenRadio about Account-Based-Everything - Listen While YOu Work

 DemandGen Radio - the pulse on modern marketing methods & technologies.

This is the newest streaming-live program from the Funnel Radio Channel.

David Lewis. CEO of DemandGen International and host of DemandGenRadio welcomes us to its biweekly DemandGen Radio. They bring top industry experts, thought leaders, authors, marketing technology firms, and senior marketing leaders from around the world to teach YOU the methods and technologies for high performance marketing. 

In this inaugural episode, DemandGen Radio host David Lewis is joined by one of the founding fathers of Modern Marketing, Jon Miller, co-founder of Marketo and now the founder and CEO of Engagio an account-based marketing platform that orchestrates outbound interactions across departments and channels.

Continue reading "David Lewis interviews Jon Miller on DemandGenRadio about Account-Based-Everything - Listen While YOu Work" »

A CEO's Guide: How to Recognize When Your Sales Pipeline is Failing You! Ebook - James Obermayer

Front-page_350x458Title: How to Tell if Your Sales Pipeline is Failing You!

Published by/Authors:    James W. Obermayer, Publisher - Funnel Media Group LLC

Gated: No

Download Link   

Length:  22  pages 


This paper takes the reader through a four month process of  declining revenues and the issues with the pipeline and forecast.

There is straight talk about the bull pucky that surrounds revenue shortfalls and the responses sales managers and salespeople give as excuses.  There is a Causes and Solutions section to tell the CEO what to expect the excuses that will be rendered.   The author mentions that in the third month of a slowdown the sales manager is beginning to sound like the sales reps (Stockholm, Syndrome anyone?).   Page five lists 13 excuses the sales manager begins to use when asked about revenue.   

This gives the CEO insight into the thinking, excuses, pressures and frustrations of being a sales rep when things go south.

This ebook is britually honest: one quote of note is:

"Discounting and special offers are now getting serious.  After all, if your can't sell it, give it away at lower margins"

Jim Obermayer

Slma-recommended-187This eBooks is for the C-Suite.  The salespeople have been there already. 



 Download Link   

Recommended for: 

  • CEO
  • Presidents
  • C-Level
  • CFO
  • CMO
  • VP of Sales
  • Sales Management 
  • VP Marketing
  • Director of Marketing

Note:  If you would like your research or e-book reviewed, you may submit it to:  There is no guarantee it will be reviewed.  You may not be given notice if it is reviewed.  If you would like to submit artwork for the cover of the work along with a copy of the work, you may do so.  Members and non-members, sponsors and non-sponsors are welcomed to submit work for review.  Sponsors are given priority for white paper reviews.

 This blog is supported by the generous sponsorship of OMI - Outward MediaVanillaSoft and Goldmine CRM Software


Cartoon for the weekend: Who handles your sales funnel?

You have permission from the Sales Lead Management Association and the Cartoonist, Stu Heinecke to copy and distribute this cartoon as is with attribution!


Sales funnels are tricky.  Truth is spreadsheets don't do it anymore.  It isn't one-person's job.  CRM is the only tool and that's if the salespeople know how to use the tool, if sales management trains them and if everyone is on the same honesty train.  See the ebook:

How to Tell if Your Sales Pipeline is Failing You  

Continue reading "Cartoon for the weekend: Who handles your sales funnel? " »

Sales Lead Validation Study finds 50% of Inquiries are not Leads! Ah, but 50% are!

This is a research study released by Straight North a SEO agency.  This is not a small sample study, nor are the results of minor significance.  

  • 18 Month Study
  • 373,000 inquiries
  • 237,000 phone calls
  • 23,000 not validated
  • Of the 350,000 left:
  • 178,000 were determined to be sales leads

Yes, there are more results and much to muse over.  The value is this allows marketers to predict the future. Open it up and see the results. 

Continue reading "Sales Lead Validation Study finds 50% of Inquiries are not Leads! Ah, but 50% are!" »

Best CRM System? Its not what you think! Listen While You Work: CRM Radio - David Raab

 The Best CRM System on the Market

  1. Why are there so many new CRM software  entrants each month?
  2. Why is it said that most companies try two to three different CRM software products before they are successful and keep a system in place?
  3. Somehow the 70% failure rate has been kicked around since 2088 do you think it is true?  DMN in 2013 said it was as high as 63%.   Some say it is crap.
  4. What causes CRM failure.
  5. Some people just buy the software without a strategy for implementation, what are the elements of a CRM Strategy?   
  6. What is the best CRM System on the market?  

CRM systems have been installed in 90% of the companies. Regardless, failure rates are still high which fuels more entrants into the market. New capabilities (applications) continued to be hung on the basic CRM platforms which fuels even more companies into the market.  And everybody claims their program is the best. The systems get more complicated and yet say they are easiest to use. Industry expert David Raab from Raab Associates discusses his opinion of the best CRM system on the Market.

About our guest, David Raab
250-CRMRadio-20160714-raabPrincipal David M. Raab has more than thirty years’ experience as a marketer, consultant, author and analyst. He has consulted with major firms in financial services, health care, telecommunications, publishing, consumer goods, technology and other industries. Mr. Raab has written hundreds of articles on marketing issues and addressed audiences in North America, Europe, Asia and Australia. He is author of The Marketing Performance Measurement Toolkit, published by Racom Communications. 
About Raab Associates
Raab Associates helps marketers select the best marketing technologies and service vendors. Each engagement starts with a thorough assessment of your company’s business situation. We then work with you to identify the solutions best suited to your unique combination of needs and resources. We continue to work with our clients through deployment to ensure that each project meets its objectives and lays the foundation for future growth.
Raab Associates draws on a combination of practical experience and technical knowledge. We are continually scanning the horizon for the developments that can help our clients gain competitive advantage. We combine an insatiable curiosity about new possibilities with a concrete understanding of the day-to-day business realities. This ensures that our clients receive sound advice and hands-on assistance with their toughest marketing technology issues. 
Raab Associates is a vendor-neutral consultancy specializing in helping marketers understand marketing technology. Typical projects include marketing architecture design, needs analysis, and vendor selection.
Raab Associates can be reached: 914-241-0000 |

Sponsor for this show:

Goldmine CRM
Get more from the cloud with GoldMine workspaces. Flexible sign up options for BYOL hosting or subscription with monthly or annual terms. Designed for customers with Windows server-based applications but looking to off-load their on-premises server equipment.

Sales Enablement Starts with Marketing: Listen While You Work - Robin Saitz

How Marketers Enable Salespeople to Have Valuable Conversations

Slma-recommended-187Robin Saitz convinces us from this live streaming interview on SLMARadio that sales enablement not only starts with marketing, but it is a measurable function that has a definable return on investment.   Yes she says, it is about controlling content that the prospect wants and helping salespeople with content delivery.   Host Jim Obermayer says he learned more from this interview about sales enablement than he thought possible. 
You think you train your sales reps and turn them loose, and six weeks later the sales manager gets around to traveling with them and their first responses are often, “Where is did you learn that?” Where did those qualifying questions come from?”  “Why did you talk so much?”  In this interview, Brainshark CMO Robin Saitz discusses what MARKETING can do to make sales conversations meaningful.
About Robin Saitz
250-SLMARADIO-20160714-robin-seitzRobin leads the Brainshark marketing organization and is responsible for driving interest and awareness for the entire Brainshark solutions platform. She joined the company in 2015 after a long tenure at Boston-based PTC, where she successfully helped the company grow to $1.3B in revenue. While there, she led a variety of marketing functions to deliver on reputation, demand generation, and sales enablement goals. Additionally, Robin has been honored in STEMconnector’s inaugural 100 Women Leaders in STEM.
About Brainshark
Brainshark is the leading sales enablement company that helps businesses harness the power of content to drive sales productivity. With Brainshark, companies can: empower salespeople with dynamic content that can be created quickly, imported easily and accessed anywhere; prepare sales teams with on-demand training that accelerates onboarding and keeps existing reps up-to-speed and in-the-know; hone performance with sales coaching that ensures reps make the most of every buyer interaction; and arm reps with the right content and resources for any selling situation to better engage buyers and close more deals.
In addition, Brainshark analytics enable organizations to track sales content effectiveness and make smarter decisions that drive results. Thousands of companies – including more than half of the Fortune 100 – rely on Brainshark to improve sales productivity and increase the impact of their sales, marketing and training. Learn more at

Cartoon for the Weekend: Sales has to open its mind about marketing content!


You have permission from the Sales Lead Management Association and the Cartoonist, Stu Heinecke to copy and distribute this cartoon as is with attribution!20120828-maestro

As a recent interview on SLMA Radio with Robin Saitz from Brainshark points out life for salespeople is more complicated and marketing can help as content creation and delivery can make a difference.    Robin says content delivery is all about sales enablement and both subjects are deeply involved and contributing to measurable revenue.    It's time the sales managers invite marketing into their office.  


Cartoon by Stu Heinecke author of How to Get a Meeting with Anyone, Heinecke explains how you can use your own creative Contact Campaigns to get those critical conversations.   51p7FjMDNqL._SX329_BO1,204,203,200_Available from Amazon. #1 Best Seller in Direct Marketing

  This blog is supported by the generous sponsorship of  OMI - Outward MediaVanillaSoft and Goldmine CRM Software

Why CRM Systems Often Fail on Data Delivery: Listen While You Work -

How to Get Data From your CRM System that is Actionable

In the inaugural program for CRMRadioToday Bonnie Crater of Full Circle  tells us why accurate reliable data isn’t always easy from your CRM System.  It turns out that the data we all thought was supposed to be easy and accurate to extract from the CRM software is  less than advertised.  

Listen to CRM industry expert Bonnie Crater tell us how she solved an issue for hundreds of clients.

Crm-20160707-crater-tweetAbout Bonnie Crater

Prior to joining Full Circle Insights, Bonnie Crater was a five-time vice president of marketing and executive at many software companies in Silicon Valley.  She held vice president and senior vice president roles at Genesys, Netscape, Network Computer Inc.,, Stratify, Realization, and VoiceObjects (now Voxeo). A ten-year veteran of Oracle Corporation and its various subsidiaries, Bonnie was vice president, Compaq Products Division and vice president, Workgroup Products Division. In 2013, Bonnie was named one of the “100 Most Influential Women” by the Silicon Valley Business Journal and in 2015 the Sales Lead Management Association named her one of the “20 Women to Watch” in sales lead management. Bonnie holds a B.A. in biology from Princeton University.

 About Full Circle Insights

At Full Circle Insights, we believe you shouldn’t need a PhD in statistics to understand what’s happening with your marketing campaigns. In fact it should be easy for you to get the answers you need to plan with confidence and grow revenue for your company. That’s why our team of former Salesforce executives, product managers, and marketing automation specialists designed and built our products to deliver reliable marketing data inside Salesforce and be compatible with the leading marketing automation solutions.So join our customers in a marketing data revolution and get the information you need to succeed. See how your campaigns influence pipeline and revenue, get complete funnel metrics across sales and marketing, and ensure your marketing data is rock solid today.

Sponsors for this show:

Goldmine CRM

Full Circle Insights