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June 2019

Why You Should Consider Marketing on Quora - AJ Wilcox Talks to JD Prater

Slma-recommended-187JD Prater from Quora shares why you should consider marketing on Quora, and some of his best strategies for driving inexpensive, high-quality leads. Don't miss the chance to break through the clutter on a channel that your competitors haven't found yet.

 

 

Continue reading "Why You Should Consider Marketing on Quora - AJ Wilcox Talks to JD Prater" »


What Salespeople Obtain too Cheaply, They May Esteem too Lightly! Leads for instance?

Thomas Pain said, "What we obtain too cheap, we esteem too lightly, 'tis dearness only that gives everything its value.”  Until salespeople realize the time, effort and company treasure that goes into lead generation, they seldom value the gifts they are given.  They don't have to work or for the sales leads so they take what’s given very lightly.

Continue reading "What Salespeople Obtain too Cheaply, They May Esteem too Lightly! Leads for instance?" »


Funnel Radio Line-up June 20

Tweet-todays-funnelradio-lineup-20190620

9 am - INSIDE Inside Sales by VanillaSoft hosted by Darryl Praill

Trish Bertuzzi, Author, Founder - The Bridge Group
An Interview with a Legend


9:30 am - Revenue Optimization Radio by Altify hosted by Patrik Morrissey
Listen live at 9:30 am Pacific


10 am - WVU Marketing Communications Today by West Virginia University hosted by Cyndi Greenglass

Laurie Beasley
Why Most SEO Initiatives Fail and How to Get Marketing and Web Dev Teams on the Same Page


10:30 am - SLMA Radio by Funnel Media Group hosted by AJ Wilcox

Guest: JD Prater, Quora
The Untapped Power of Quora Ads with JD Prater


11 am - CRM Radio by GoldMine hosted by Stacy Gentile

Kevin Smith, GoldMine
5 Versatile CRM Tips from a Channel Manager


11:30 am - Sales Pipeline Radio by Heinz Marketing hosted by Matt Heinz

Kevin Cunningham
Can You Predict Your Next Customer? Exploring the Intersection Between AI & ABM
Listen Live at 11:30, or catch previous episodes if you get there early.


12 pm - Asher Sales Sense by Asher Strategies hosted by Kyla O'Connell

Beth Berman
Are You Running Your Business or is Your Business Running You?


12:30 pm - Growthbound B2B by DiscoverOrg hosted by Katie Bullard

Caryn Kopp, Chief Door Opener, Kopp Consulting
How to get in the door.


1 pm - Road Warrior Radio by Lola.com hosted by Ryan Ball

Amy Appleyard, Carbon Black
The Theatre of Sales


Building Shareholder Value with CRM: White Paper Review - Workbooks CRM

Building-shareholder-value-with-crm-ebookTitle:   Building Shareholder Value with CRM

Published by/Authors:  Workbooks CRM

Gated: Yes

Download Link   

Highlights:  In a few words, but loaded with meaning, Workbooks created a document that reminds senior management that CRM systems aren’t just for sales or marketing people.  CRM systems inform and affect shareholder value.  For instance:

  • CRM systems identify marketing and sales issues to help you decide if the company invests in sales and marketing people and programs is performing.
  • Is the marketing direction working?
  • Are people not performing?
  • Are products competitive?
  • Where in the marketplace can you expand your sales and marketing investment?
  • What is the cost of customer acquisition and what changes need to be made?
  • Is marketing delivering an ROI?
  • What is the cost of servicing customers?
  • What is the lifetime value of customers?
  • Is there visibility for best practices?
  • CRM informs you about your investments and cost-saving decisions.
  • A good CRM system, used by sales AND sales management, impacts shareholder value!

 SLMA Comments:   

This is the shortest and cleanest justification for the CRM deployment we have read.

Why it’s Important

This white paper from Workbooks.com, “Building Shareholder Value with CRM,” shows how a CRM system can impact shareholder value.

Continue reading "Building Shareholder Value with CRM: White Paper Review - Workbooks CRM" »


Sales Management is to Blame When the CRM Systems Fails

6a0147e05adc32970b0240a4b3a113200b-200wiIn my years as a sales consultant, most of my clients had a sales manager who wanted his salespeople to use their CRM system, but he or she wouldn’t use it themselves.  

I found that sales managers can’t coach about a CRM system’s use that they themselves don’t use. Too often they wink at salespeople when marketers plead for them to close out the leads so Marketing can put an ROI figure on campaigns. 
 
Hundreds of thousands, and sometimes millions, of dollars, are spent on a CRM program with high hopes but no support from the most important sponsor and user - - the sales manager.  Without buy-in from sales management, CRM programs fail miserably, and coincidentally so do the salespeople and sales managers.

Of course, sales managers hum the corporate tune and say they want a CRM that works if someone could just find the right system.  The larger the company, the more likely it is that the sales manager will rely on the sales operation manager because the sales manager is too important to bother to learn about his or her most important tool.

Why it Matters:

The best, most productive CRM system is the one salespeople use; and they won’t use it if sales management won’t use it.

Continue reading "Sales Management is to Blame When the CRM Systems Fails" »


Quality Vs. Quantity - Mari Anne Vanella

By Mari Anne Vanella, The Vanella Group

This statement gets back to the quantity versus quality leads. Lead generation companies making buckshot calls to countless companies hoping one will hit the target. A bit of research may reveal that not only is this company you are calling NOT a potential client, but that they may indeed be a competitor offering the same services.

Continue reading "Quality Vs. Quantity - Mari Anne Vanella" »


A Cartoon about Sales Management and Leaving it All Behind.

20120508-leavitallbehind

Being a sales manager isn't easy, but neither is being a marketing manager.  Both have salespeople to feed and nurture.   

 No matter how much you feed salespeople they always want more.  Give them more and they want better quality.  Give them a qualified lead and they want it only from the largest possible prospect.  Give them qualified leads from the largest possible prospect and they want a purchase order attached.  Its just part of the job. 

____________________________________

You can copy this cartoon and use it as long as you leave the attribution within and attached to the work of art.

See more cartoons from CartoonLink, go to the SLMA site.

If you're not a member of the Sales Lead Management Association, join now.  Join SLMA

 


Practice, Practice, Practice is the Essential Factor for Success - McClure

McClureI was at a seminar and Michael Phelps, the world-class Olympic swimmer who has won more medals (14) than anyone else in the world, was being interviewed.  He was asked why he was so successful, so dominant in his sport.  His answer was startling:  he worked out and swam (4-5 hours a day) for EVERY SINGLE DAY of the year (all 365) for 4 years in a row.  That's 1,460 days of working out without a break.  He told the audience that if you take a day off, it takes two days to get back to where you were before.  If you take a week off, it takes two weeks to recover.  So he never took time off!

One of my friends is a professional golfer.  One day, while admiring his swing, I stated that I wished I could have his swing.  He replied, "That's easy.  Just hit 1,000 golf balls a day for the next year and you'll get there." 
 
What's this have to do sales?  Everything!  To achieve peak performance as a sales superstar, you need to practice.  You need to read books and listen to CD's of all of the top sales trainers and authors.

What a concept!  I can't imagine working out every day for 4 years, or attempting to hit 1,000 golf balls a day.  But that's what it took for these peak-performing athletes to reach their goals! 

Why It's Important

"Every single step in your sales process can be practiced, refined, drilled, and practiced again until you have it down with perfection."

Patrick McClure

What's this have to do sales?  Everything!  To achieve peak performance as a sales superstar, you need to practice. 

  • Read books and listen to CD's of all of the top sales trainers and authors.
  • Spend at least an hour a day working on your skills.  You should practice and refine your sales pitch again and again until it's second nature. 
  • Find a partner and practice handling common objections over and over again until you are NEVER thrown off track in a sales call. 
  • Pick up the phone and make 1,000 calls in a month, and every time getting better and better. 

Every single step in your sales process can be practiced, refined, drilled, and practiced again until you have it down with perfection. 
 
To become a sales superstar, you need to practice just like an Olympic athlete.
 
Here's to your Success!

Patrick McClure
Connexia Group
patrick@connexiagroup.com
www.connexiagroup.com