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This cartoon is one of many that appear in Stu Heinecke'snew book, "How to Get a Meeting with Anyone."
Changing the way we think is marketing's number one challenge as the tumultuous field of marketing roars into 2016 with the pace of new marketing tools accelerating exponentially. For instance see
Continue reading "Cartoon for the weekend: Let's Change the Way We Think" »
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Scott Brinker delivered his new 2016 Marketing Technology Landscape Supergraphic at the recent 2016 MarTech USA Conference. I am not going to clutter up this entry with my own opinions as I want you to click right here to read what Scott has to say about the explosion of technology in marketing.
He talks about the 3874 companies in the field (only 150 identified in 2011). He further gives us a breakdown of the number of solutions in 49 categories. He covers the top five categories by solution count:
Continue reading "From Scott Brinker: 2016 Marketing Technology Landscape Supergraphic " »
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In his recent (posthumously) published book, “When Breath Becomes Air”[i], neurosurgeon Paul Kalanithi, dying of terminal lung cancer, attempts to answer the question “What makes life worth living?” During his treatment, he reached a point when there were so many specialists with competing opinions and solutions working on him that the situation reached a state of WICOS, which means ‘who is the captain of the ship?’ In this instance, the captain turned out to be Dr. Kalanithi who, as much as he was able, took charge.
This is a great book and I highly recommend it, and it got me thinking. Is the captain of the sales lead management ship? This may seem trite compared to Dr. Kalanithi’s battle and passing, but the answer to this question of leadership affects marketing budgets, which are 2-20% of companies’ revenue and 10-15% (or more) of the sales costs. After all, marketing’s lead generation efforts can substantially contribute to revenue or be a waste and drag on profits and sales productivity. The sales lead management leadership issue is crucial for a company’s success.
THE WICOS LEAD MANAGEMENT ISSUE
Continue reading "Is there a Captain of the Lead Management Ship?" »
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Wow these estimates vary. You'll just have to dig deeper. This is quoted directly from each site. No editorial.
Public Relations Manager Salaries
408 Salaries Updated Nov 6, 2021
National Avg: $76,335
How much does a Public Relations Manager make? The average Public Relations Manager salary is $76,335 . Filter by location to see Public Relations Manager salaries in your area. salary estimates are based on 518 salaries submitted anonymously to Glassdoor by Public Relations Manager employees.
Public Relations (PR) Manager Salary (United States)
Public Relations Managers in the United States can expect to earn an average of $61K annually.
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This cartoon is one of many that appear in Stu Heinecke's new book, "How to Get a Meeting with Anyone."
I think marketing automation came about for two reasons:
Why it Matters:
Continue reading "Cartoon for the Weekend: That came From our Marketing Automation Program?" »
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Sales management has dozens of ways to fail, it is one of the most complicated and stressful jobs imaginable. Not insisting on 100% sales lead follow is one of the most serious mistakes a manager makes and yet it easiest to repair. Solving this one issue increases sales 200-300% from sales leads.
Why it Matters:
"If 100% of all sales leads are follow-up by the sales rep, sales will increase for an average company 200-300% from sales leads."
Sales Lead Management Association
Continue reading "Sales Management's Biggest Opportunity for Failure" »
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In this interview with Jerry Troke, CEO of Marketnet, host Susan Finch and Jerry Troke tackle the issue of simply reassigning sales leads to someone that cares instead of pursuing the impossible dream.
Sales lead follow-up by direct or indirect representatives continues to be the most aggravating, difficult, madding, and frustrating issue confronting sales and marketing management.
Why it Matters:
"Management demands, threatens, screams and begs salespeople to do their jobs and follow-up expensive sales leads given to them, and failure is management's reward 75-90% of the time."
Sales Lead Management Association
About Jerry Troke
Continue reading "Should leads be reassigned if a rep fails on follow-up? Listen While You Work!" »
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The best forecasts don't come from a crystal ball, or a spreadsheet; the best come from a CRM system and not the dreaded spreadsheet. Maintaining spreadsheets as a forecasting tool is time consuming, inaccurate and a waste of a salesperson's time and these are the least of the problems. It is interesting when I visit a company and find the CRM is not being fully used and the reps use spreadsheets. Why does this happen?
Why it matters:
Using spreadsheets for forecasting instead of the CRM system hides poor sales processes and enable poor performers (managers and salespeople) to stay beyond their expiration date.
Sales Lead Management Association
This cartoon is one of many that appear in Stu Heinecke's new book, "How to Get a Meeting with Anyone." Stu has been the SLMA's Humor Relations Contributor for three years.
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Title: High Performance ABM Capabilities, the Proven Account-Based Marketing Framework
Published by: Demand Metric Research Corporation
Length: 35 Pages
Highlights:
Continue reading "Research: Alert - New High Performance ABM Must Read Roadmap" »
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Prioritizing Sales Management for Success: Three Essentials for Increased Sales
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Let's face it, sales reps always feel their sales leads are inferior. When asked what they most desire it is a qualified sales lead. See definition of a qualified sales lead here from VorsightBP. QuotaFactory has another opinion on developing qualified leads here in its article: 3 Sales Development Tips to Generate Qualified Leads.
Why it Matters:
"The fact is, plain and simple, qualified sales leads always, always increases revenue, if you can get the salespeople to follow-up."
Sales Lead Management Association
Continue reading "Cartoon for the Weekend: Stu Heinecke - Why Reps Feel Leads are Inferior" »
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The Sales Lead Management Association (SLMA) announced it has expanded its SLMA Live Channel internet programming to include additional paid programming as well as programs it distributes on the SLMA Live Channel for at-work business listeners.
SLMA CEO, James Obermayer, said, “The ‘at-work listeners’ category continues to grow, and it isn’t just for those who want music at their desks. Listening to live internet radio programs and recorded podcasts that discuss business issues, like those from the SLMA, is growing exponentially.”
Obermayer contends that unlike webinars, which are scripted, stiff and PowerPoint driven, internet
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Matt Heinz believes Josiane Feigon, one of his insides sales heroes, is scary right when it comes to Inside Sales (aka "Sales") predictions and trends. Don't miss the end where she shares what she thinks it takes to stay relevant, focused (and employed) and how sales organizations can keep their talent happy and smart.
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There are three sources here with links. Note this is a sales manager's salary range excluding commissions, bonus payments, etc. This is not a comparison of national sales managers. This is an exceeding large range that depends greatly on location, size of the company and no doubt the number of people managed.
The following information is extracted from public information on the internet from three sources. Go to the links to find out more.
Glassdoor: Sales Manager Salaries
11,502 Salaries: Updated Feb 28, 2016. National Average
$59,715
Estimated Range : $36k-$117K
How much does a Sales Manager make? The average Sales Manager salary is $59,715 . Filter by location to see Sales Manager salaries in your area. salary estimates are based on 24,188 salaries submitted anonymously to Glassdoor by Sales Manager employees.
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It is said that 90% of the B2B companies have a CRM system.
And yet:
Do you detect a pattern here? Maybe this white paper can take the failure rate down a notch or two.
White Paper Title: What is CRM and How to Avoid the 5 Most Common Mistakes
Published by: GoldMine
Length: 9 Pages
Highlights:
Continue reading "How to Avoid CRM's Most Costly Mistakes: A White Paper" »
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Every company should have a marketing plan, something other than an entrepreneurs hunch. And yet so few companies actually produce a yearly marketing plan with Goals, Objectives, Strategies and Tactics.
Why its Important:
"Companies without a marketing plan are at a disadvantage as they never know where they are going, the cause of the outcome or when they arrived."
Sales Lead Management Association
In How to Get a Meeting with Anyone, Heinecke explains how you can use your own creative Contact Campaigns to get those critical conversations. He divulges methods he’s developed after years of experience and from studying the secrets of others who’ve had similar breakthrough results—results that other marketers considered impossible, with response rates as high as 100 percent.
Through real-life success stories, Heinecke lays out 20 categories of Contact Campaigns that anyone can research and execute. Tactics range from running a contact letter as a full-page ad in The Wall Street Journal to unorthodox uses of the phone, social media, email, and snail mail to using personalized cartoons to make connections. He also packs in plenty of tips on how to determine your targets, develop pitches, and gain allies in your contact’s circle of influence.
Available from Amazon. #1 Best Seller in Direct Marketing
Stu has been the SLMA's Humor Relations Contributor five years.
This blog is supported by the generous sponsorship of ClickPoint Software, OMI - Outward Media, VanillaSoft and Goldmine CRM Software
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SLMA founder James Obermayer, announced today that the 9,200-member worldwide organization has added a section to its website called the SLMA Buyers Guide.
The guide is organized by major industry categories. Obermayer said, “As the list of SLMA sponsors has grown, we have found the need to go to the next stage in giving them more visibility with our members and visitors. For instance, if someone seeks CRM Resources, they may now click on this category to obtain a list of CRM companies, with a brief description of each and a link to the appropriate website.”
Obermayer said that the Buyers Guide will add additional categories and company listings in the coming months. The guide now includes the following sections:
CRM Resources
Demand Generation Resources
Marketing Automation Resources
Marketing Services/IT Services Resources
Software Resources
Telemarketing & Telesales Resources
Trade Show Services/Training Resources
“The SLMA site,” said SLMA VP Susan Campanale, “is a place where visitors and members alike come to get information about the expanding field of sales lead management. Our Buyers Guide is a natural step in the evolution of SLMA as the go-to source of information about sales lead management. Certainly the articles and white papers (290) and large podcast library (308), plus an active blog with salary information and white paper reviews, have helped establish the SLMA as a leader in this large but narrow discipline known as sales lead management.”
Current SLMA sponsors, at any level, are automatically included in the Buyers Guide free of charge. Non-sponsors may fill out a form to be considered for a listing in the buyer’s guide, at an annual charge of $199.
This blog is supported by the generous sponsorship of ClickPoint Software, OMI - Outward Media, VanillaSoft and Goldmine CRM Software
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We all want to be valued. We all want to be secure in our position. What happens though, is that some
Continue reading "Withholding information doesn't empower you, it paralyzes you and your company." »
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