Leadership Feed

Hemingway said, "Never mistake motion for action" But Then Again he Didn't Have a CRM or Marketing Automation System

IStock_000008575657MediumJust generating a bunch of inquiries and leads from different sources I consider to be ‘motion.’    ‘Action’ occurs when you have a system in place to ensure 100% follow-up of the results over an extended time (2x your average sales cycle).

When inquiries are abandoned by sales reps at alarming rates (75-90% are said to be never followed-up by a sales representative), the marketing department has to pick up the chore and finish the lead nurturing job.

I know for a fact - the companies that nurture and follow-up 100% of their inquiries and turn what is “turn-able” into marketing qualified leads sell more than those that don’t; 200%-400% more is not uncommon. 

Companies that have a sales engagement software tool do better than those that don't (see VanillaSoft.com). 

There is enough research from the marketing automation companies to know that this is no longer just an opinion but established fact. If you want to get the greatest return on your lead generation ‘spend,’ you have three choices:

1. Salespeople must follow-up 100% of the inquiries and not give up until the inquirer says they have bought or will not be buying.

2. Marketing will nurture the inquiry until it is ready to turn over to Sales, or will nurture it during the salesperson’s follow-up process. The two departments will be co-equals in pursuing the inquiries/leads until the person buys or dies.

3. Look for a sales engagement software tool that works with your CRM system.

While both Sales and Marketing are responsible for ‘action,’ Marketing needs to take the lead in determining who will do what and in establishing the timetable.

How long has it been since you reviewed the CRM system for:

  • Lead distribution rules?
  • Open territories
  • Nurturing messages

How long has it been since you reviewed your marketing automation system?

  • Is the content you are sending to prospects updated or old? 
  • Are you using the complete MA system that is available to you?
  • Are you tracking how often your content is opened and by whom? 

Are your salespeople just using a CRM system or have you armed them with a Sales Engagement software tool?  Darryl Praill, CMO of VanillaSOft taught me that sales engagement software in conjunction with a CRM system and Marketing Automation 

Have you mistaken motion for action?  

Inside Inside Sales Radio LogoTo hear more about sales engagement and managing inside salespeople listen to Darryl Praill on Inside Inside Sales, an alternative radio broadcast with podcast replays. 

Disclaimer:   This is not a paid advertisement or post for VanillaSoft.  

 


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.

Continue reading "Bryan Bennett Says Leadership is a Process not a Skill " »


Funnel Radio Line-up November 29

Tweet-todays-funnelradio-lineup-20181129Quite a broadcast day for our 5th Thursday of the month.  Patrick Morrissey and Mat Singer kick it off on Predictable Revenue Radio with the topic - Making Sales Enablement Work for 2,000 salespeople. Mari Anne Vanella welcomes Dan Sixsmith on Outstanding Outbound tackling What Sales Leadership is in Denial About. Insights from Leading SMB & CRM Pundit Gene Marks on CRM Radio with host, Paul Petersen. Matt's guest is Gillian Muessig, CEO & Co-Founder Outlines Venture Group  @SEOmom Topic: B2B Start-up Sales Lessons, Mistakes & Best Practices. Kyla and John talk about Five Factors Creating Elite Sales Mindsets on Asher Sales Sense. WVU MarComm today closes out with host, Cyndi Greenglass and her guest, Larry Stultz talking about Ideation Techniques, Concept Development and Integrated Marketing Communications (IMC). Join us and listen live or catch replays from any of our shows.


20181004-altify-singer9:00 am Pacific: Predictable Revenue Radio by @Altify with host, Patrick Morrissey @PatMorrissey

Guest: Mat Singer
Topic: Making Sales Enablement Work for 2,000 Salespeople

https://goo.gl/ozSFsP


20181025-tweet-oo-sixsmith10:30 am Pacific: Outstanding Outbound by The Vanella Group with host, Mari Anne Vanella @vanellagroup

Guest: Dan Sixsmith
Topic: What sales leadership is in denial about

https://goo.gl/fSiqWv


20181129-tweet-crm-marks11:00 am Pacific: CRM Radio by GoldMine with host, Paul Petersen @goldminecrm

Guest: Gene Marks @genemarks 
Topic: Insights from Leading SMB & CRM Pundit Gene Marks

https://goo.gl/LMDTDh


Tweets-instream-images-800x600-Muessig11:30 am Pacific: Sales Pipeline Radio by @heinzmarketing with host, Matt Heinz

Guest: Gillian Muessig, CEO & Co-Founder Outlines Venture Group  @SEOmom
Topic: B2B Start-up Sales Lessons, Mistakes & Best Practices

https://goo.gl/NSRAcg


Asher-20180830-tweet-asher-oconnell12:00 pm Pacific: Asher Sales Sense by Asher Sales Strategies with host, John Asher @asherstrategies

Guest: Kyla O'Connell
Topic: Five Factors Creating Elite Sales Mindsets

https://goo.gl/8EHc4f


Podcast_larrystultz0112:30 pm Pacific: WVU Marketing Communications Today with host, Cyndi Greenglass @directchick @larrystultz

Larry Stultz
Ideation Techniques, Concept Development and Integrated Marketing Communications (IMC)

https://goo.gl/Muf8i2


DemandLab’s Rhoan Morgan Launches Revenue Rebels Radio Podcast

Revenue Rebels spotlights rule-breaking marketing and sales leaders who are accelerating business growth with a fanatically customer-centric approach.

August 14, 2018 - - Lynden, WA - - The longest-running weekly internet radio/podcast program for at-work and mobile listeners, Sales Lead Management Association (SLMA) Radio on the Funnel Radio Channel, announced that Rhoan Morgan, CEO of DemandLab, is joining the digital streaming program. Morgan, a frequent contributor on the Funnel Radio Channel, will now host her own program focusing on the successful achievements of Revenue Rebels.

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Welcome swag package for new team members.

6a0147e05adc32970b022ad352d12d200c-320wiI was reminded of  a business that sends out random thank you cards to vendors - all signed by everyone in the office and a personalized note on how the vendor makes a difference in the company. No special occasion, sent out twice a year to each vendor.  Guess how often that vendor will remember that company to recommend them to people looking at solutions that same company can provide?

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If There Were 4 More Like Me in the Company, I wouldn’t Need Anyone Else!

 

IStock_000008575657MediumAbout four years ago I was having lunch with my mentor and Sales Lead Management Association Board member Michael Alexander. We were discussing some common traits I was experiencing with several of my clients when Michael said, “You have to understand Jim, these entrepreneurs believe that if there were four more just like them in the company they wouldn’t need anyone else."

Continue reading "If There Were 4 More Like Me in the Company, I wouldn’t Need Anyone Else!" »


If the mediocre are always at their best, who are “the mediocre?”

At the end of another blog entry (one of the best read)  titled “All know the way; few actually walk it. ~Bodhidharma,” I quoted Giraudoux’s famous saying, “Only the mediocre are always at their best.”  

As typically happens when we read something like this, we assume “the mediocre” is always someone else.  It’s certainly not us.

Continue reading "If the mediocre are always at their best, who are “the mediocre?” " »


His wisdom, leadership and teachings live on...

He lives on in his words, in his deeds, and in his calls to action for each of us. He did not give up. He accepted the call and knew his probable fate as often happens to those who stand for justice and equality in an unjust world.  I know people who accomplished great things in their lives, but when asked about the greatest and most memorable thing, they remember marching with Dr. King above all else.

12-inspiring-quotes-from-martin-luther-king-jr