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September 2016

Management Tip: Be careful of Sales Managers

IStock_84714737_MEDIUMManagement Wisdom Tip

“Be careful of sales managers who imply they can make their numbers on their own without any help from “marketing.”  They can’t do it, can’t admit it, and aren’t part of a team.”

 This is one of the growing number of management tips appearing on the SLMA Website under Resources, Articles, Management Tips

Got a 25 word or less managemen tip?  Send it to jim@theslma.com and we'll publish it under your name.

 


The Must-Have Metric for Customer Success: Murphy and Gershik

One metric you can’t afford to leave out of your business

 

250-CMRadio-20160908-muphy.jpgWhat is the newest measurement of customer success?  Lincoln Murphy has figured out the one metric you can't afford to leave out of your business dashboards. Find out what it is and much much more on Customer Marketing Radio!

Listeners, meet Lincoln.  
 
The thing that I’m super-passionate about - that drives me every day and that’s actually pretty fun - is helping companies achieve exponential growth by focusing on their most valuable asset: the customer.
 
I look for growth levers that we can pull across the entire customer lifecycle through - focusing on this process called Customer Success - to help you keep your customers longer, get them to use and pay more over time, and turn those customers into advocates.
 
I’ve done this with more than 400 SaaS and enterprise software vendors over the last 10 years - from startups to major companies like SAP, HP Enterprise, and everything in between - to rapidly accelerate growth. 

 About Funnel Radio

Funnel-radio-logo500Funnel Radio publishes live-streaming internet radio programs (and follow-on podcasts) for at-work listeners.  Available shows include: DemandGen Radio, Leadspace Radio (only as replays), MSPNow Radio, CRMRadio.today, CustomerMarketingRadio.today and Sales Pipeline Radio.  The audience for Funnel Radio shows exceeds 154,000.  Funnel Radio is a division of the Funnel Media GroupTM, LLC.


Salesforce Pardot Guide to Lead Nurturing: eBook Review: A Winner

The_Complete_Guide_to_Lead_Nurturing_300x300Title:  The Complete Guide to Lead Nurturing

Published by/Authors:  Salesforce pardot

Gated:  Yes

Download Link   

Length:  21 Pages  PPT Format

Highlights: 

Nurturing:

“Marketers build a number of different tracks to address various products of interest, pain points, common objections during the sales cycle, and more. Then, customers are placed on a track based on what we know about them. You’re learning more about your customers every day — maybe they returned to your website to download a new e-book, or they requested a live demo from sales — so nurturing campaigns aren’t static. Leads move in and out of different tracks based on the signals they are sending.”

Continue reading "Salesforce Pardot Guide to Lead Nurturing: eBook Review: A Winner" »


Cartoon for the Weekend: Just because you have a CRM doesn't meant you have a forecast!

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

040411-forecast

The dreaded spreadsheet has all been abandoned for sales forecasting in facvor of the CRM system, but that doesn't mean the pipeline forecasting is any better in many companies.    Some still seem to use a crystal ball as part of the process. 

 

Continue reading "Cartoon for the Weekend: Just because you have a CRM doesn't meant you have a forecast!" »


The Age of the Customer: Laura Ramos of Forrester on Customer Marketing Radio with Gershik

Customer Advocacy isn't just another trend, it is THE trend in finding company profitability.    Interesting talk show interview with Laura Ramos of Forrester.  

Steve Gershik interviews Laura Ramos on the inaugural episode of Customer Marketing Radio.

250-CMRadio-20160901-ramos (1)The program covers:

  • Why a lack of post customer marketing robs profits
  • How the power has shifted from the seller to the buyer 
  • Why we are in a 20 year business cycle but most people don't know it

Gershik said research shows:

  • Only one in ten companies reach sustainable profitable growth
  • Profitable companies have a 2X the level of customer advocacy over competitors



Continue reading "The Age of the Customer: Laura Ramos of Forrester on Customer Marketing Radio with Gershik" »


Funnel Radio Channel adds CustomerMarketingRadio to its Lineup

Steve Gershik to Host for Customer Marketing Radio as On-Air Personality

Sept 8, 2016 - - Lynden, WA - - Funnel Radio, an internet radio channel, announced that Customer Marketing Radio, as the voice of post sales marketing to B2B companies airs at 12:30 p.m. PST every Thursday.  

Funnel Radio publisher, James Obermayer, said “Customer Marketing, which means marketing to customers and profiting from them after the sale is made, is a long sought-after goal, but poorly executed and even more poorly budgeted for as a marketing activity.  And yet, no one argues that keeping a customer is cheaper and more profitable than getting a new one and this is what this program is all about. 

The program is hosted by on-air personality Steve Gershik.   Steve will interview industry experts, discuss how-to tactics, and tackle budgeting and ROI accountability.  Gershik has a long history of senior marketing management in B2B marketing. 

Listening to the Program

The program can be listened to live several ways on streaming internet radio from:

 
Customermarketing-radio-finalAbout CustomerMarketingRadio.today

Steve Gershik, CEO and Principal of Koyne Marketing, http://www.koynemarketing.com will speak with authors, teachers and practitioners in the area of customer marketing, customer experience management and customer success.   Guests include Forrester Analyst Laura Ramos, Customer Success Expert Lincoln Murphy and Former Eloqua VP and current Influitive VP of Marketing Jim Williams.   See past shows and check out upcoming guests at http://www.customermarketingradio.com

Show host Steve Gershik said, “Customers are the last great hope of B2B profitability.  With competition increasing expontentially among product visionaries and development cycles accelerating, your customers are the durable competitive advantage you need to chart a path to company profitability.   Each week, I’ll speak with experts to help heads of marketing, sales and customer success make sense of this important new strategic focus area.”

 

Continue reading "Funnel Radio Channel adds CustomerMarketingRadio to its Lineup" »


Obvious Reasons Why Companies Fail to Hit Their Numbers! Rosen and Heinz on SalesPipeline Radio

An interview with Steve Rosen and SalesPipeline Radio host Matt Heinz.  Rosen tells it like it is.

Highlights:

It starts with the sales managers, and it then goes to the training, coaching and support THOSE managers receive. How can they pass it down unless they know it as well they breathe?

Continue reading "Obvious Reasons Why Companies Fail to Hit Their Numbers! Rosen and Heinz on SalesPipeline Radio" »


Cartoon for the Weekend: Lack of Lead Follow-up Stiffles Company Growth.

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

Stu-have-leads-all-we-need-now

 

Tender subject here, this follow-up issue, but that is why so many new industries have emerged such as telemarketing, nurture services, marketing automation, just to name a few.    So, I guess some good has come from salespeople making a conscious decision not to do their jobs and follow-up sales leads even when it is in their job description.  

Continue reading "Cartoon for the Weekend: Lack of Lead Follow-up Stiffles Company Growth." »