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October 2017

Sunday Musings: SalesForces's Matt Sweezey's thoughts Since Marketing Automation for Dummies

 Listen while you Work  

Mathew Sweezey, Author of Marketing Automation for Dummies and Principle of Marketing Insights at Salesforce is interviewed  on DemandGen Radio hosted by David Lewis. 

Mathew provides his perspectives on:

  • What has changed since the publication of his book on marketing automation in 2013

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How Many Leads You Need Is the Root of Marketing's Existence - Ryan Answers the Question

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Ask a few dozen CMO's how they determine how many leads he or she needs to create for the forecast and the answers vary from a guess to science based on formulas.  In this program with Chris Ryan we ask a proven CMO, author and lead generation expert how he determines how many leads are enough for his clients. 

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Sunday Musings: Bodhidharma: All know the way; few actually walk it.

This blog entry is one of our most read and visited.  

6a0147e05adc32970b0168e7fc350a970c-320wiBodhidharma was a Buddhist monk who lived during the 5th/6th century CE.  (1)  His famous words echo today for marketing. 

After the bruising, battering, beating marketers and their companies have taken for the last three years, and with all the seminars, webinars, books, articles and blog posts on how to measure marketing ROI, everyone knows the way to prove the ROI for lead generation programs, right?  So if this is true, and everyone knows the way, why do so few take the walk?    

I think there is a dose of fear or anxiety over reporting results that might be mixed, and fright that if each lead generation program doesn’t do well, the whole department will be held dreadfully accountable.

(Bodhidharma, woodblock print by Yoshitoshi, 1887.)

Get over it.  

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Obermayer KINDLE NOTES FOR: Neuromarketing: Understanding the Buy Buttons in Your Customer's Brain

Obermayer KINDLE NOTES FOR:

Kindle Image NeuromarketingNeuromarketing: Understanding the Buy Buttons in Your Customer's Brain   by Patrick Renvoise, Christophe Morin

Kinidle: $5.99 US.  Hardback: $10.66 US     Buy from Amazon

New edition of the subject is due from Renvoise and Morin in 2018

38 Highlights

In the book, How the Brain Works, human brain scientist, Leslie Hart, observes, “Much evidence now indicates that the OLD BRAIN is the main switch in determining what sensory input will go to the new brain, and what decisions will be accepted.”

Researchers have demonstrated that human beings make decisions in an emotional manner and then justify them rationally. Furthermore, we now know that the final decision is made by the OLD BRAIN.

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From the Sales Grunt: Unrealistic Quotas are a Performance Killer

IStock-471423505The first sign of unrealistic quotas occurs when top salespeople who made past quotas struggle.  Within a few months, these reps’ quota performance starts to dip below 70%, and heads south.  When questioned, the salespeople say the quotas are too high, among other things, but management dismisses this as typical sales grunt grumbling.

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Nominations Open for Annual ‘40 Most Inspiring Leaders in Sales Lead Management’

Four Categories Allow 10 Winners in Each Category

AdViewOctober 2, 2017- - Lynden, WA - - Sales Lead Management Association (SLMA) CEO James Obermayer announced that nominations are open for its annual election of the 40 Most Inspiring Leaders in Sales Lead Management.  “The sales lead management field includes several thousand companies that manage part of the complex process of managing sales leads.  At the SLMA, we consider that lead management is revenue management and there are thousands of industry leaders who understand its importance.  These are the people we ask our members to recognize.”

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