This "Why It's Important" quote orginally appeared in an SLMA Blog entry and SLMA Radio replay with Jerry Troke of MarketNet Solutions.
This blog is supported by the generous sponsorship of OMI - Outward Media, VanillaSoft and Goldmine CRM Software
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What first comes to my mind in this cartoon is that nurturing is the role of sales management, but it
Continue reading "Cartoon for the Weekend: Marketing Management in the Nurture Business" »
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We love the Weekly Byte, hosted by Brandon Garcin which is produced by the Continuum Podcast
Network, one of the inaugural programs of the SLMA Live Channel. This is an audio version.
We enjoy the fast paced programming that jams must-have learning into less then 2.5 minutes.
This week's program has 5 Tips on email is a reminder that all email blasts must have these five things to have a chance for success.
"The Weekly Byte is a weekly series that provides quick, digestible tips and best practices you can use
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Title: Business Growth Index Q1 2016
Published by/Authors: InsideSales.com Inc.
Download Link
Gated? Not gated.
Score: Five out of Five
Length: 8 Pages
From the introduction of the report:
“The Business Growth Index, published by InsideSales.com Research, is a comprehensive research report that provides a regular pulse update on business sales growth, sales leader confidence, priorities and the impact of technology on sales performance. The Business Growth Index is the result of analyzing the world’s richest database of sales pipeline information, including anonymized pipeline information related to more than 5.4 million pipeline transactions. This report serves as an essential guide for business executives, senior sales leaders, sales operations professionals and anybody else who is responsible for driving profitable, predictable revenue growth. The report provides unprecedented insights into sales growth drivers and team performance, specifically measuring efficiency and output, from a variety of companies and industries. The index reveals important indicators of sales growth in the past year as well as a look forward for sales growth in 2016. Sales leaders supplemented the pipeline data by answering survey questions, providing key observations about past performance and future outlook.”
Continue reading "BGI Business Growth Report is Bullish on 2016: White Paper Research " »
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Change is a risky proposition for sales organizations because change means drops in revenue momentum, confusion, hesitation and chaos as salespeople adjust to it. Change can be new products, new management, territory realignment, changes in sales management, end of life of products, added sales engineers, fewer sales engineers, fewer customer service reps, changed customer service responsibilities. Regardless, abrupt poorly thought out changes can have a huge effect on everyone involved; but Rick Cheatham says it need not be this way.
In the book “Selling Vision” co-author Rick Cheatham takes us through how change doesn’t have to mean several quarters of lower revenue when salespeople adjusts. He discusses how to approach change and not get slammed in the process. The host is Jim Obermayer.
Title: Selling Vision, The X-XY-Y Formula for Driving Results by Selling Change
Authors: Lou Schachter and Rick Cheatham
Publisher: McGaw Hill
Length: 25 pages
Five Parts, 19 chapters
Our opinion: This is a book about a well known issue that everyone accepts as a difficulty of management without addressing a way to change it. Schachter and Cheatham give us a step by step path to accepting and making the most of the changes that stifle growth when growth is most needed.
RICK CHEATHAM leads the US Sales Practice for BTS. He works with clients such as Google, Accenture, Metlife, and IBM to drive their sales efforts into the future. Rick leads a team of over 20 consultants and conceptualizes many of the BTS solutions deployed in the US.
This blog is supported by the generous sponsorship of OMI - Outward Media, VanillaSoft and Goldmine CRM Software
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MSPRadio is a program on the SLMA Live channel. 
There’s a lot of talk among businesses about the topic of cybersecurity and how to make sure data and networks are secure. This is an opportunity for MSPs, but how can you take part in the conversation and use cybersecurity as a way to generate new leads and and acquire more customers? Click to listen below.
On this episode of MSP Radio, we chat with Matt Hubbell, Regional Sales Manager at Continuum, about how MSPs are leveraging cybersecurity in their sales and marketing campaigns and using the topic to engage new prospects and close more business.
The hosts are Nate Teplow and Joe Tavano.
Tune in now to find out how you can leverage cybersecurity in your lead generation efforts, and don’t forget to visit the new home of MSP Radio and The Continuum Podcast Network: www.continuum.net/podcast.
Have questions or comments about the show? We want to hear them! Email us at [email protected].
This blog is supported by the generous sponsorship of ClickPoint Software, OMI - Outward Media, VanillaSoft and Goldmine CRM Software
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Title: 5 Ways to Automate the Cold Call Process
Published by/Authors: VanillaSoft
Download Link
Score: Five out of Five SLMA Recommended Reading
Length: 7 Pages
Why it's Important
VanillaSoft teaches us that cold-calling is not dead and it is not a beginner's activity. Only experienced salespeople will be successful and those who will be most successful will have tools for calling, emailing, workflow and process automation.
Sales Lead Management Association
Highlights:
Cold calling is not dead, but it is often a beginner's activity, which is probably why it gets such a bad
Continue reading "Automation is Necessary for Successful Cold Calling: White Paper " »
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Marketing is often presented with a dizzying array of metrics, many of which Paul Petersen of Goldmine Softtware says are useless. In this SLMA Program, Paul, GM and Vice President of GoldMine discusses how some of the most common metrics may not be what you think and in fact may be marketing myths.
Continue reading "Troublesome Marketing Myths and ROI: Listen While You Work on SLMA Radio" »
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Cartoon by Stu Heinecke author of 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.
Available from Amazon. #1 Best Seller in Direct Marketing
This blog is supported by the generous sponsorship of ClickPoint Software, OMI - Outward Media, VanillaSoft and Goldmine CRM Software
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There is a common trait among inquirers: they lie. They most often lie about not having an immediate need. Their untruth is based on self-interest to avoid being hounded and that is fair. But the lie allows a real prospect to hide and it allows sluggish in-experienced salespeople to not properly qualify or even follow-up.
In this SLMA radio program Ben Sardella from Datnyse tell us how to use science to develop qualified leads. This aids in avoiding lies and hesitant sales people.
Ben also answers the question: What are the three things that have made you a success!
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I’m not sure the year it happened, but at some point we decided it’s bad to teach our children that people win and people lose; somehow competing and striving to be better, to improve, isn’t ok now because it might hurt someone’s feelings.
Let’s bring it down to this simple event that seems to have changed everything. We stopped allowing
Continue reading "Dodgeball: The Future of US Business Leaders' Success Depends On It!" »
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Title: The State of B-to-B Prospecting Data Accuracy
Published by/Authors: Bernice Grossman, Ruth Stevens, Karla Blalock, and David E. Knutson
Score: Five out of Five
Length: 4 Pages
Highlights:
Continue reading "Is B-to-B Prospecting Data Accurate? Research White Paper" »
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Title: Dam Purchasing Guide 
Published by: North Plains
Authors: North Plains
Score: 4 out of 5 Stars
Length: 10 Pages
Highlights:
This is a short, fast read for those new to DAM and is a good background document.
It covers:
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Yes, selling more is the strategy that solves 90% of a company's problems.But how often is this the topic of discussion for marketing departments?
Continue reading "Cartoon for the weekend: Is selling more the strategy? " »
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Matt Mayberry, a former NFL linebacker for the Chicago Bears joins Matt Heinz on today's episode from Sales Pipeline Radio, a program on the SLMA Live Channel. Mayberry recounts how he turned his life around from drugs at 16 years old and eventually joined the Chicago Bears and responded to a career ending injury.
They discuss the mental game of sales:
- Why ridiculous self-belief in your self must come first, but there is the need to avoid a selfish mentality.
- Failure is a different result of your goal
- How to get a killer mentality
- Why tuning out negatives is the road to success
- Having a passion for what you do is the most important aspect of your business
- Mayberry's attitude is to take massive action in his business
- They discuss Mayberry's soon to be released book: Winning Plays - Sept 2016
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There is one skill that separates winners from losers and Jeff Smith shares that in this program with host Jim Obermayer. They cover:
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Real Title: The Super Awesome, Total Wicked Definitive Manual of Marketing Automation
Published by: LeadMD
Author: Justin Gray +
Score: 4.8
Length: 28 pages
Highlights:
The essential messages:
"Software is shiny, but process shines."
"There is no magical lead machine."
Continue reading "Manual on Marketing Automation: Lead MD White Paper" »
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We like what the Capterra people have to say about popular vs. the largest market share marketing automation companies.* Read the comment about the popularity index below.
For more information about the full list of marketing automation companies from Capterra go here.
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Now that marketing automation is becoming increasingly common, some salespeople believe that sales lead follow-up is even more optional, marketing will do its job and the prospect will therefore signal when they have made a decision to buy. Obviously that is not reality.
Continue reading "Cartoon for the Weekend: Speed of Sales Follow-up Is Crtitical" »
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Host Susan Finch talks with Mari Anne Vanella about getting respect in the business world.
While there are humorous parts, there are a pile of points she covered that are in-your-face critical to succeed and to avoid being thought of as a ding-dong.
Listen for the part about the pumpkin sweater and dressing for a bake sale. It's the mindset of scarcity, and putting limits on what you can do. They talk about taking command, presence at meetings, start being an authority, avoid nagging. They also talk about gender neutral solutions.
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Sales Pipeline Radio, a talk show program with experts on sales pipeline building, is hosted by Matt Heinz
April 12, 2021 - - Lynden, WA - - SLMA Live, an internet radio channel produced by the Sales Lead Management Association (SLMA), announced that Sales Pipeline Radio, produced by Heinz Marketing, has launched a weekly talk show program that airs at 11:30 a.m. PST every Thursday. James Obermayer, senior producer for SLMA Live said, “Sales Pipeline Radio is a huge win for our at-work listeners. On this program, Matt Heinz interviews sales and marketing leaders who understand that pipeline building is revenue management, which is the joint responsibility of marketing and sales management.”
Program host and president of Heinz Marketing Inc, Matt Heinz, said, “I’m thrilled about the accelerating interest and rapid listener growth for Sales Pipeline Radio in such a short amount of time. The SLMA team produces the show with the highest level of professionalism, which reflects well on our brand and with our program guests.”
Continue reading "Sales Pipeline Radio Launches Weekly Program on the SLMA Live Channel " »
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Title: Increase Sales and Your Income by 200-300% By Automatically Follow-Up Forever With Every Person You Ever Meet.
Published by: FollowUpForLife
Authors: Jeff Smith
Length: 24 Pages
Highlights:
This is a step by step compelling argument for an automated sales lead follow-up process. It has a causal format and a compelling message: No follow-up, no sales.
Continue reading "Increase Sales and Your Income by 200-300%: White Paper" »
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You have permission from the Sales Lead Management Association and the Cartoonist, Stu Heinecke to copy and distribute this cartoon as is with attribution!
Cartoon by Stu Heinecke author of 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.
Stu has been the SLMA's Humor Relations Contributor for four years.
Available from Amazon. #1 Best Seller in Direct Marketing
This blog is supported by the generous sponsorship of ClickPoint Software, OMI - Outward Media, VanillaSoft and Goldmine CRM Software
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Revenue Marketing, a term and an avocation made popular by Debbie Qaqish, of the Pedowitz Group through her weekly radio program, WRMR PowerTalk Radio for Revenue Marketing™ Leaders and her book “Rise of the Revenue Marketer," is the guest on SLMA Radio to discuss the growth of the Revenue Marketer in B2B.
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We mainly hear about data breaches and ransomware in the healthcare industry because your health data is the MOST VALUABLE commodity to hackers, pirates and other slimy types of folks preying on your data and willingness to type away and submit online. Those companies that have to be HIPAA compliance are the most targeted.
Hopefully you don't have firsthand knowledge of ransomware, but let me catch you up on the term. Ransomware, a type of computer virus that arrives via email attachment, website link, or other online exploit, continues to present a major problem for businesses. Once a virus infects a host computer, it connects to illicit servers, usually located in a foreign country, that then transmit personal information like your IP address, geographic area, system setup, and login details. Those servers will then create a random encryption key that can lock up individual files, both those located on your actual machine and those on any external hard drives or shared networks.
Once those files are encrypted, users cannot access them without paying a ransom to obtain a decryption key — unless, of course, they have
Continue reading "Is your company safe from data breaches and ransomware?" »
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Content Manager Salary
The following information is extracted from public information on the internet from three sources. Go to the links to find out more. Note there are many variations of "content manager," so if you do searches, try to be as specific as possible as to the nature of the content being managed to see if there are listings for that title. The copy below is taken verbatium from the sites listed as it is public information and we encourage you to visit these sites for more detailed information.
From: Payscale Go to its site for more detail.
Content Manager Salary (United States)
For Content Managers,yearly average wages total $55K annually.
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April 4, 2021 - - Lynden, WA – SLMA CEO, James W. Obermayer, announced the winners of the 2016 “20 Women to Watch in Sales Lead Management” leadership program. Obermayer said, “These leaders in the sales lead management industry have given of their time and expertise to advance the science and discipline of sales lead management. They are authors and speakers, trainers and marketers, entrepreneurs and sales managers. Please join us in thanking them for their efforts, because they know that sales lead management is revenue management. You may access the complete list of the winners and leave a comment for the winner of your choice.”
Why It’s Important:
"Sales lead management is a core discipline for predictable growth of sales and profitably. Do it well and a company has a competitive advantage. Do it poorly and 75-90% of marketing spending on lead generation is a waste; sales productivity suffers as do corporate growth and profitability. The 20 Women to Watch in Sales Lead Management are found to have the knowledge, skills, and leadership to generate wealth by managing this vital discipline."
Continue reading "“20 Women to Watch in Sales Lead Management” Winners Announced " »
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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
Related articles
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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
Related articles
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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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Of the enduing skits and comedy routines by Abbott and Costello Who's on First continues to amuse. And yet in many ways the misunderstanding, confusion and frustration is not unlike sales and marketing's discussions about sales lead follow-up or lack of it and the results which plague the bottom line of most companies. For instance:
COSTELLO: I’d like to talk about sales lead follow-up by salespeople.
ABBOTT: Good subject; terrible times. It’s less than 10%.
COSTELLO: But I understand that 45% of all the leads are buyers.
ABBOTT: That’s right; 45% will eventually buy something.
COSTELLO: You said follow-up is only 10%.
ABBOTT: Yes that’s right, follow-up averages 10%, but 45% of all leads are buyers.
COSTELLO: So what happens to the other 35% who want to buy?
ABBOTT: It’s more than 35%, because unless the salespeople talk to 100% of the sales lead inquirers, they won’t know who the 45% are. So they’ll only talk to 5% who are buyers, which are half of the 10% they followed-up.
Continue reading "Abbott and Costello on Sales Lead Follow-up" »
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This cartoon is and example one of many that appear in Stu Heinecke'snew book, "How to Get a Meeting with Anyone."
I guess every sales and marketing manager's goal is that every sales lead will be followed-up. After all, 45% of all sales leads turn into a sale for someone so if follow-up lags, so does sales. If follow-up is only 50%, the sales opportunities drop by 50% and so on. If follow-up is only 25%, the sales opportunities fall by 75%.
Of course, that is what marketing automation is supposed to do which is to stand-in for the sales rep until the prospect shows signs of being a serious buyer. This leads to the true claim by marketing automation software companies that with their software installed and working the revenue from sales inquires can increase 200-300% over those without an MA nurturing program.
Why its important:
"It is a true claim by marketing automation software companies
that with their software installed and working
the revenue from sales inquires can increase 200-300%
over those without an MA nurturing program."
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 for three years.
This blog is supported by the generous sponsorship of ClickPoint Software, OMI - Outward Media, VanillaSoft and Goldmine CRM Software
Related articles
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Most CEO’s admit that they are competent in finance, lag in manufacturing, unknowing about engineering, unfamiliar with quality control, and innocent about marketing. When it comes to sales, however, it seems CEO’s always feel they are experts at sales management and in most cases this is dangerous. It is always dangerous to not know what you don’t know. In this program, author and radio host Andy Paul discusses the four things every CEO should know about sales.
Hints:
Continue reading "4 Things every CEO Needs to Know About Sales Management. Listen While You Work!" »
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We have two sources, but this should still give you a salary range of a CRM Management Salary. Considering the importance of the job, is this fair compensation? I guess that's what the free market is all about.
Customer Relationship Management (CRM) Manager Salary
(United States)
The average Customer Relationship Management Manager in the United States earns approximately $67K annually. Final cash compensation to Customer Relationship Management Managers varies from around $35K to approximately $116K; choice pay grades include potential for bonuses and profit sharing as high as $19K and $20K, respectively. Residence is the biggest factor affecting pay for this group, followed by experience level. Female Customer Relationship Management Managers are more common than men among those who completed the survey; more than half (61 percent) are women. Most report receiving medical coverage from their employers and a large number collect dental insurance. Work is enjoyable for Customer Relationship Management Managers, who typically claim high levels of job satisfaction. Figures cited in this summary are based on replies to PayScale's salary questionnaire.
MEDIAN: $67,069 
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New book: How to Get a Meeting with Anyone - The Missing Piece to Sales Success - sales blog by Alen Mayer
