James W. Obermayer Feed

Funnel Radio Line Up Dec 5

Tweet-todays-funnelradio-lineup-20191205

Market Dominance Guys by ConnectAndSell hosted by Corey Frank and Chris Beall


9 am INSIDE Inside Sales by VanillaSoft hosted by Darryl Praill

Guest: Dale Dupree


9:30 am Revenue Optimization Radio by Altify hosted by Patrick Morrissey

Guest: Nigel Cullington


10 am WVU Marketing Communications Today by West Virginia University hosted by Karen Freberg

Guest: Melissa Agnes


10:30 am Revenue Rebels by DemandLab hosted by Rhoan Morgan

Guest: Marne Reed


11 am CRM Radio by GoldMine CRM hosted by Stacy Gentile

Guest: Maggie Strevell, NaperSolutions

Top 5 Digital Marketing Myths

Listen LIVE >


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

Guest: John Ferrara

How to Build a Community of Micro-influencers to Drive Your Business

Listen LIVE >


12 pm ASHER Sales Sense by ASHER STRATEGIES hosted by John Asher


12:30 pm Funnel Radio by Funnel Media Group hosted by James Obermayer

Guest: Matt Heinz


1 pm Agile Operations Podcast: Beautiful Numbers by Lola.com hosted by Mike Volpe and Rebecca Morrison

 


Tweet-todays-funnelradio-lineup-20191121

Yesterday, we streamed, "Don't Make the Spiders Angry!" by the Market Dominance Guys, Chris Beall and Corey Frank. If you missed it, you can catch the replay here.

Today's line up starts streaming at 9 am PT

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

Scott Beatty
The Startup Spirit


9:30 am - Revenue Optimization Radio by Altify hosted by Patrick Morrissey

Mat Singer, CenturyLink
Sales Enablement in a time of disruption

Listen to streamed show here >


10 am - WVU Marketing Communications Today by West Virginia University hosted by Nathan Pieratt

Justin Seibert
B2B Demand Generation: What Really Works in Digital Advertising?

Listen live here >


10:30 am - SLMA Radio by Funnel Media Group, LLC hosted by Erika Goldwater of InRiver

Ellie Mirman, Crayon
Why Marketing with Your Gut is Out and Marketing with Data is In

Listen live here >


11 am - CRM Radio by Goldmine CRM hosted by Paul Petersen

Gene Marks

Listen live here >


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

Bethany Fagan
From Process to Profits: How Systems Will Increase Your Sales

Listen live here >


12 pm - Asher Sales Sense by ASHER STRATEGIES hosted by Debb Borchardt

Kyla O'Connell, ASHER STRATEGIES

How to Get Salespeople to Avoid the Inferior Posturing Trap in the Sales Process


12:30 pm - Funnel Radio by Funnel Media Group, LLC hosted by James Obermayer

Stu Heinecke, Cartoonlink
How to Get a 100% Meeting Request Response

Listen live here >


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

Kim Walsh
Can Adaptability be Taught?


Glaring Mistakes Sales and Marketing People Make in Selling to IT

In this episode of SLMA Radio guest-host, Nick Lissette interviews Black Pearl CIO Mike Guggermos.  They discuss the glaring mistakes sales and marketing people from technology companies make in trying to sell to IT. These, Mike says are the mistakes that contribute to lost sales such as:

  • The four questions that make IT managers want to vomit when asked by salespeople
  • Is IT really the roadblock in selling to a company?
  • The biggest mistake a salesperson makes in selling to the IT manager.
  • Why salespeople need to talk outcomes and performance indicators over features
  • Why IT gets measured on financials and not marketing outcomes
  • Why the IT budget doesn’t include IT for marketing
  • How IT organizations are budgeted
  • The conflict between Corporate IT and Marketing IT.
  • When salespeople fail to address the risk of implementation

About Mike Guggermos:

20101114-slma-tweet-lissette-guggermosMike Guggemos is the Chief Information Officer (CIO) for the Black Pearl Mail. Mike brings extensive global experience to the role having served as a senior executive in two F500 firms over the last 25 years. Most recently Mike was the CIO of Insight Enterprises, Inc. where he was responsible for Information Technology as well directly engaging with critical global clients. Prior to Insight, Mr. Guggemos held numerous positions with Motorola, Inc., to include Corporate Vice President, Information Technology where he was responsible for end to end IT architecture, applications, infrastructure, engineering and other IT services.

Linkedin for Mike Guggermos

 About Black Pearl Mail

Founded in 2014, Black Pearl Mail is a software-as-a-service (SaaS) product that helps companies increase their brand awareness and grow revenues. Black Pearl has been engineered to seamlessly integrate with Microsoft's O365 and G-Suite. 

Black Pearl is the perfect accompaniment to any businesses email communications by making it Manageable, Actionable and Insightful. Centralized signature management ensures easy brand consistency and compliance. Banner messaging transforms passive email communication into a value-add digital marketing tool. End-user insights let emails understand when and how recipients are interacting with their email. The company is headquartered in Scottsdale, Arizona, also has a growing R&D hub in Wellington, New Zealand and support office in Zurich.

To learn more, please visit www.blackpearlmail.com.

About Our Guest-Host Nick Lissette

Nick Lissette is the Founder and Chief Technology Officer of Black Pearl Mail. With almost a decade of experience in business email, Nick also serves as a Director on both the Fiduciary and Advisory Boards. Nick is an ‘entrepreneur’s entrepreneur’ with a keen knack of identifying emerging technologies and markets.   Lissette on Linkedin

Also by Lissette:

 Six Ways to Make Email Work Smarter for Marketing and Sales

 

Funnel Radio Line Up Nov 14

Tweet-todays-funnelradio-lineup-20191114

Starting at 9 am PT


9 am - INSIDE Inside Sales by VanillaSoft hosted by Darryl Praill
Guest: Karen Dunne-Squire, Founder, Elation Experts

The 4 Ways Buyers Are Evaluating You


9:30 am - Revenue Optimization Radio by Altify hosted by Patrick Morrissey
Guest: Jane Freeman, VP of Sales Excellence, SDL

Focusing on Customer Outcomes


10 am - WVU Marketing Communications Today by West Virginia University hosted by Nathan Pieratt
Guest: Whitney Drake

How do you drive integrated marketing communications in large matrixed organizations?
Listen Live >


10:30 am - SLMA Radio by Funnel Media Group, LLC  hosted by Nick Lissette, Black Pearl Mail
Guest: Mike Guggermos

Four + Common Mistakes Sales and Marketing People Make When Selling to IT
Listen Live >


11 am - CRM Radio by Goldmine CRM hosted by Paul Petersen
Guest: Stacy Gentile

3 Technologies Small Businesses Need to Help Cash Flow
Listen Live >


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

This man can pitch anything! Now see how he's flipped the script.
Listen live >

 


12 pm - SLMA Radio by Funnel Media Group hosted by James Obermayer
Commentary: Jim Obermayer

If Marketing Owns the Pipeline is Management of the Sales Department Far Behind?

 


12:30 - Table Fries by lola.com hosted by Jeanne Hopkins
Guest: Jackie Glenn

Loving who you are and taking all of you: Jackie Glenn

 


1 pm - Agile Operations Podcast by lola.com hosted by Mike Volpe
Anum Hussain, Co-Founder acciyo, Inc.

Buy Some Software or Outsource: Anum Hussain


The First Month of a New Year is the most Important month of the year.

IStock-533903997The first month and the first quarter of a new year are the most important month and quarter for any company.   I mention this now because now is the time to guarantee Q1 of 2020. 

Start the year with a below-forecast first sales month and the pressure is dramatically increased for the quarter.  If sales fail in the second month, achieving the Q1 forecast just got darn-near impossible. 

Why it Matters

When sales fail in Q1, the pressure builds for Q2 to make up for it.  If the company is still behind at the end of Q2, thinking you can sell more in Q3 to make it up is a pipedream forecasted by desperate sales managers who are close to losing their year, not to mention their job."

Making the First Month of the Quarter is Possible

Making the first month of the quarter is always, in business-to-business, based on two variables:

  1. The size of sales forecast for M1 (month one) and the total first three months of the year (Q1).
  2. Marketing’s ability to get in front of the problem before the first month and first-quarter start.

If the sales forecast for Q1 is not strong (the forecast has been drained by Q4), Marketing will have to step in and create enough demand to guarantee M1, so that there is enough carry-over in the pipeline for M2, and eventually M3 and the quarter. 

Many companies make the mistake of thinking they have drained sales in Q4 and they start with a devil may care attitude of vacation and sales meetings.    While understandable, this is a mistake.  It's a major screw-up. 

To be successful in M1 and Q1, Marketing has to create sufficient demand in Q4 of the previous year that will spill over in unclosed leads which pumps up M1 and the quarter. 

There Are Usually Two Obstacles to Making This Happen

  1. The C-level is usually chasing year-end profits and will often cut marketing spend just when it’s needed most in the last quarter of the year for the new year.  
  2. After an exhausting year, sales management will allow vacations in M1. Plus, there will be sales meetings, new rep training, open territories from those who were fired for not making quota, corporate meetings, and sales reorganizations.  Just what you don’t need.  Of course, many of these things have to happen, but you cannot allow these “corporate things” to affect the front-line people.  Sales must put as much effort into M1 and Q1 as they did in Q4.

Any sales manager worth the title should be able to see what M1 and Q1 are going to yield from the forecast.   He or she can’t count on magic, discounts or goodwill from the prospects.  The only thing they can count on is the honesty of the sales forecast.  If the sales forecast is weak, Marketing must step into Q4 of the previous year to have a good M1 and Q1:

  1. Marketing-qualified leads (MQLs) must begin to surge in M10 of the year, certainly by M11. When MQLs surge by 20%, some will guarantee the last quarter of the year, while carry-over sales that did not close will jump-start M1.
  2. M1 marketing spending on MQLs must continue and not ease off until everyone is satisfied that the sales forecast is properly supported.
  3. Sales management and sales staff must launch M1 with activity equaling that of M12 in the previous year. All hands on deck, no vacations, no two-week sales meetings, no activity that takes away from guaranteeing the month which will virtually guarantee Q1.

MQLs are needed to be sure that better than 50% of what you create and send to Sales has the admitted intention to buy something in the near term (six months or less).   Personally, I like MQLs to be 50% appointments.  Appointments where the prospect has admitted to a need,  has budget (not everyone will admit it) and has the authority to buy will bring home M1, and consequently Q1. MQLs close faster than unqualified leads.  Appointments close faster than MQLs. 

Once Q1 has been delivered, the carry-over will help forecasts for Q2; and so it rolls for the year as long as there is marketing consistency. 

Start well and end well is my motto, and it should be yours. 

You may also like:

A Resolution for Sales Forecast Fail


Who Creates the Most Wealth? Sales or Marketing? Mark Coronna of Chief Outsider Opines

Some might say there's an easy answer to this question, “it’s sales right?”  And yet,  when you delve into the many facets of marketing’s long and short-term initiatives with Mark Coronna, CMO for Chief Outsiders, he makes a strong case for marketing’s superior contributions. 

Of course, marketing feeds the pipeline, manages the product lines and creates all of the marketing support and this is short term in nature.  Beyond this, Mark points out the long term contributions of tangible value, which Booz Allen Hamilton says can be worth a double-digit revenue and profit number when a marketing manager is considered a growth Champion; listen and be surprised.

About Mark Coronna

Mark is an Area Managing Partner & CMO for Chief Outsiders. Mark is a globally experienced executive with a track record of consistent growth, turnaround and repositioning expertise across multiple industries.  He uses digital marketing to transform go-to-market programs and his passion is to help leadership teams accelerate revenues and profits.

Mark has authored over 35 articles and four eBooks on topics such as account-based marketing, building compelling value propositions and improving lead generation and qualification using an Intelligent Sales Pipelinetm  (https://contact.chiefoutsiders.com/improving-lead-gen-ebook)

About Chief Outsiders

Chief Outsiders, LLC is a nationwide "Executives-as-a-Service" firm, with 70 part-time, or fractional, Chief Marketing Officers (CMOs) engaged from coast-to-coast. Unlike other strategic marketing and management consulting firms, each CMO has held the position of VP Marketing or higher at one or more operating companies. Chief Outsiders have served on the executive team of over 800 client companies to drive growth strategy and execution plans for a fraction of the cost of a full-time executive.

Because of its market-based growth plans, quality of leadership, and experienced team, Chief Outsiders has been recognized for the past six years by Inc. Magazine as one of the 5,000 fastest growing privately held companies in the US, and was recognized in 2019 as a Forbes Small Giant. Chief Outsiders’ CEO Art Saxby and Principal Pete Hayes are the co-authors of “The Growth Gears: Using a Market-Based Framework to Drive Business Success,” an Amazon #1 best-seller for business owners and CEOs. For additional information about the companies who trust Chief Outsiders as their premier source for business growth acceleration, click here 

 ___________________________________________

SLMA Radio is hosted by James Obermayer of Funnel Media Group which is a program on the Funnel Radio Channel.  Funnel Media Group is the sponsor of SLMA Radio

   Funnel Radio Podcast Channel by the Funnel Media Group, LLC


Funnel Radio Line Up November 7

Tweet-todays-funnelradio-lineup-20191107

Aired Wednesday at 10 am - Market Dominance Guys with Corey Frank and Chris Beall

Messaging Eats Product for Breakfast

 


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

Guest: Julia Shapiro, Director of Sales, Oktopost
The Human Element


9:30 am - Revenue Optimization Radio by Altify hosted by Patrick Morrissey

 


10 am - WVU Marketing Communications Today by West Virginia University hosted by Matthew Cummings

Guest: Susan Jones
Are the Teachings of Trout and Ries Relevant in 2019?

Listen live >


10:30 am - Revenue Rebels by DemandLab hosted by Rhoan Morgan

Guest: Eric Hollebone
Leading Digital Transformation Within Your Organizations


11 am - CRM Radio by Goldmine CRM hosted by Paul Petersen

Guest: Susan Finch
Fill Your Contact List with Real People, Not Data

Listen live >


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

Incremental vs Exponential Thinking: Why It Matters & How to Do It

Listen live >


12 pm - Asher Sales Sense by ASHER STRATEGIES hosted by John Asher

Guest: Staci Redmon, Founder and CEO, Strategy and Management Services (SAMS)
How Digital Transformation is Disrupting Government Information Support Solutions


12:30 pm - Funnel Radio by Funnel Media Group, LLC hosted by James Obermayer

Guest: Matt Heinz
Matt Heinz Answers Why Marketers are Builders of Wealth

Listen live >


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

Guest: Corey Beale, Executive Vice President, AdminHub
Face to Face is Part of the Deal


Funnel Radio Line Up October 31

Tweet-todays-funnelradio-lineup-20191031

9 am INSIDE Inside Sales by VanillaSoft hosted by Darryl Praill

Anthony Iannarino
9 Ways for Salespeople to Find Fast Success


9:30 Revenue Optimization Radio by Altify hosted by Patrick Morrissey

Melissa Church, Executive Director, UnitedHealth Group
Building the next generation of Women in Revenue Leadership


10 am WVU Marketing Communication Today by West Virginia University hosted by Michael Lynch

Jim Copacino, CCO & co-founder, Copacino + Fujikado
How To Write Effective Creative Briefs. And Why It's Important.


10:30 am SLMA Radio by Funnel Media Group hosted by James Obermayer

Listen live >


11 am CRM Radio by GoldMine CRM hosted by Stacy Gentile

Mario Martinez
Why Buyers Take Their Connected Devices into the Bathroom – Mario Martinez Short Podcast

Listen live >


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

Edward Roberts
Lessons on ABM from Inside the Trenches: Fine-Tune Your Strategy for 2020

Listen live >


12 pm Asher Sales Sense by ASHER STRATEGIES hosted by Kyla O'Connell

Steve Brazell
Perception Trumps Reality-Standout to be Credible, Yes it is the B-Word


12:30 Rooted in Revenue by SusanFinch.com hosted by Susan Finch

Kristina Smallhorn - your real estate whisperer
Online reviews - why should you be scared?


 


-mdgshowcards-400Did you miss yesterday's episode of the Market Dominance Guys by Connect and Sell, hosted by Chris Beall and Corey Frank? 

Topic: The Hard Truths About Taking VC Funding

Catch it here >


Funnel Radio Line-up October 24

Tweet-todays-funnelradio-lineup-20191024

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

Guest: Randy Riemersma,
Emotions, Numbers, and Goals


9:30 am - Revenue Optimization Radio by Altify hosted by Patrick Morrissey

Guest: Toby Murdock, GM of Upland Kapost
Cracking the Code on Content and Customer Experience


10 am - WVU Marketing Communications Today by West Virginia University hosted by Karen Freberg

Guest: Mary Prevost
Staying social on social media with really good content


10:30 am - SLMA Radio by Funnel Media Group hosted by James Obermayer

Guest: Jocelyn Brown, Allocadia
The Payoff When Customers are the Center of Everything for Marketing and Sales


11 am - CRM Radio by GoldMine hosted by Paul Petersen

Guest: Andrea Waltz
”Go For The No, Yes is the Destination, No is How You Get There”

Listen live >


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

Guest: Kevin Knieriem
How Sales, Marketing and Customer Success Can REALLY Co-Exist

Listen live >


12 pm - LeadGenius Radio by LeadGenius hosted by Prayag Narula

Guest: Brian Vass
Vetting Martech Vendors for Sales & Marketing Alignment


12:30 pm - Table Fries by lola.com hosted by Jeanne Hopkins

Guest: Kelsey Duryea, Sales, Lola.com
Take a risk and embrace failure to add to your skills.


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

Guest: Mark Roberge, Stage 2 Capital
The Perspective of Revenue

Listen live >