JD 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.
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.
This is from the CRM Radio Podcast: How Our Parents Killed our Potential, Hint, it’s the Word No
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
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
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
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
Published by/Authors: Workbooks CRM
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!
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.
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.
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.
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.
If you're not a member of the Sales Lead Management Association, join now. Join SLMA
I 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."
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!