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April 2019

Bryan Bennett Says Leadership is a Process not a Skill

The one-size-fits-all approach to leadership development offered by other programs doesn’t consider an individual’s personality and capabilities. You can’t learn ‘skill x’ one day and expect to be a better leader the next. True leadership growth requires ongoing development and feedback.

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When Management Calls for Cuts in the Marketing Budget - A True Story

IIStock-585614264t was early September, late in the afternoon on a Friday as I remember, when the company president called me into his office.  It was a medical device company, which had gone public in the previous year.  Sales were going well, so far.

He started off quickly and got to the point.

“I need a favor,” he said.  “We have to cut the budget substantially in this upcoming last quarter; I need $400,000 from Marketing.  Please get back to me on Monday and let me know where you can cut.”

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Scout by Miller Heiman Changes Sales Outcomes with Microsoft Dynamics 365

Miller Heiman Group, the flagship 40-year-old company in the sales training and consulting space, has introduced integration of “Scout” for Microsoft Dynamics. In this program, Dana Hamerschlag, Chief Product Officer of Miller Heiman Group, discusses how Scout improves daily sales productivity and CRM compliance which frees up face to face sales time.  Hamerschlag also explains what tools sellers should focus on to get the most out of their CRM.

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Installed Technology but Haven’t Seen Improved Lead Management? Here’s What to Do!

Do you need to be good at marketing now that you’ve installed technology?

LauraIn 2018, CMOs devoted more of their budget to technology investments than labor, and that fact is not expected to change this year. For many companies, the Marketing Technology (MarTech) line item represents almost a third of the Marketing budget. With this level of investment and the proliferation of technology, wouldn’t we expect lead management to be an issue of the past? Yet, the conversion from opportunity to customer still is below 10 percent. In fact, the most recent statistic I could find, which is from Salesforce, says that only 6% of opportunities ever end in a deal! No wonder Econsultancy found that only about 22% of business are satisfied with their conversion rates. If technology were the answer then we’d see greater satisfaction. Therefore something else clearly is needed.

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SLMA Announces the Winners of Its ‘20 Women to Watch’ Annual Recognition Program

2019-first-slide-winners3The ninth year of this judged event recognizes extraordinary contributions to winners’ communities and companies.

 April 15, 2019 - - Lynden, WA - - The Sales Lead Management Association (SLMA) announced the winners of the 2019 ‘20 Women in Business’ leadership recognition program.  SLMA CEO, James Obermayer, said “This is the ninth year of this leadership recognition program and the twenty women selected by the judges have many things in common.  They have strong business accomplishments, service on business and non-profit boards, advanced degrees, and a record of giving back to their communities and industries. 

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