LeadsCon is a resource partner of the SLMA and it is the only conference for those that want to generate leads that generate Revenue. Las Vegas - March 15-17 .
Continue reading "Attend LeadsCon Las Vegas March 15-17th - SLMA Members Save $100" »
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Excerpted from How to Get a Meeting with Anyone by Stu Heinecke.
Face it; we’d all like this artwork hanging on the wall of our office. Maybe with your name attached.
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At this time of the year the SLMA takes in nominations for the 20 Women to Watch in Sales Lead
Continue reading "Bonnie Crater CEO of Full Circle Insights on Women in Sales Lead Management " »
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These are the 63 Women to Watch in Sales Lead Management since 2011!
Each year the SLMA has asked for nominations for the women to watch in sales lead management.
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Subhead: A Comparison of the Leading CRM Software Vendors
Title: 2016 Top 40 Software Report
Published by: Business-Software.com
SLMA Score: Five of Five
Reasons: Consistent from year to year. Gives 40 companies, not top ten. Gives $. Rates all on same scale of attributes. Easy to read and compare companies. Ranked by size.
Authors: Business-Software.com
Length: 10 Pages
Comment: This is a fast easy to read and compare listing of the top 40 companies. Reliable for year
Continue reading "CRM Software Comparison Report – 2016 Top 40: Research" »
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This is a fascinating interview with Gabe Buck, CEO of Clickpoint. Gabe makes some very bold statements about how to:
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We at the SLMA believe that Marketing Communications Managers are true builders of wealth. They make decisions that drive revenue, contribute to the success of the salespeople they work for, and drop huge dollars to the bottom line of the company that employs them. The pay scale isn't so much bad, but we ask if it is a true reflection of the Marketing Communications Managers contributions to revenue. You decide.
Continue reading "Marcom Manager Salaries: Are the Builders of Wealth Paid What They are Worth? " »
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Excerpted from How to Get a Meeting with Anyone by Stu Heinecke.
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Title: Best In Class Paths To Shorten The Sales Cycle
Published by: Aberdeen Group – Peter Ostrow, VP/.Research Group Director, Customer Management, Sales Effectiveness [email protected]
Download Link
Continue reading "Aberdeen White Paper: Best In Class Paths To Shorten The Sales Cycle" »
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We all know the drill to fill out our online profiles in social media: Twitter, Facebook, LinkedIn, Google+, YouTube, Instagram, trade associations and directories, your bio page, email signatures.
Continue reading "Your voicemail could be killing your business." »
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Sales Managers are letting corporations destroy their leadership skills. Hired as leaders, sales managers are immediately put into a corporate straitjacket which slays any hope for success and the damned fools at the C-Level don't know they are to blame. Of course, sales managers are equally at fault for letting it happen. You can only be called a victim if you can't stop it. Mike Weinberg says sales managers can do something about it in his book, Sales Management Simplified.
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We asked Genie Parker, COO of VanillaSoft, to share her thoughts with us about women in marketing and sales management.
Genie Parker, of VanillaSoft, said "I applaud the Sales Lead Management
Continue reading "Genie Parker, COO of VanillaSoft on Business Trends for Women in Management" »
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Excerpted from How to Get a Meeting with Anyone by Stu Heinecke.
From my perspective this cartoon points out the issue so many companies have: they haven't
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We asked Jeanne Hopkins, CMO of Continuum Managed IT Services, to say a few words on the importance of our “20 Women to Watch in Sales Lead Management” recognition program.
Continue reading "Jeanne Hopkins of Continuum on Women Marketers as Contributors of Wealth " »
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Excerpted from How to Get a Meeting with Anyone by Stu Heineckee
Printing more money is a government occupation. For those of us in marketing, we have to earn every dollar in the marketing budget from the ROI of the revenue we create.
This cartoon is one of many that appears in Stu Heinecke's new book, "How to Get a Meeting with Anyone."
Available for pre-order from Amazon.
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.
Stu has been the SLMA's Humor Relations Contributor for three years.
This blog is supported by the generous sponsorship of ClickPoint Software, VanillaSoft and Goldmine CRM Software
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How technology and outbound calling overcomes quota failure and turns losers into winners!
Failure to make quota is sad. Sad for the reps that fail, sad for the CFO that has to figure out how to pay the employees and sad for the sales manager that will be fired after he or she fires those that fail. It’s a losing situation unless it can be turned around. During this program, Peter Gracey, CEO of QuotaFactory tells us how to use technology and outbound calling to turn losers into winners. The host is Jim Obermayer.
Some of what you'll learn:
Why it's important:
Doubling a salesperson's efforts, Gracey says,
is often doubling what doesn't work.
Sales Lead Management Association
About Peter Gracey
Peter Gracey is the CEO and Co-Founder of QuotaFactory where he is responsible for company vision, growth and success, and servicing client and partner relationships while focusing on product management. He enjoys helping sales and marketing execs to streamline their prospecting process and surpass quota. Peter is also an Adjunct Professor of Sales and Marketing for the University of Massachusetts Amherst. Connect with Pete on LinkedIn and follow him on Twitter to join in on sales development discussions and industry updates.
About QuotaFactory
QuotaFactory is the leading prospect relationship management (PRM) platform and outsourced sales development services company. Our PRM empowers sales development reps to execute account-based selling techniques and strategies using a phone-driven prospecting plan. This results in a higher number of fully qualified leads for closing reps to both increase and develop a true sales pipeline that is accurately forecasted. Whether you decide to have our internal team handle the entire process for you, or empower your team with our technology, we put reps in the best position to increase your monthly conversions to forecast by up to 60%. Contact QuotaFactory Today!
Blog Sales Wars
Contact: [email protected]
QuotaFactory
313 Boston Post Road West
Marlborough, MA 01752 781-702-6990
This blog is supported by the generous sponsorship of ClickPoint Software, VanillaSoft and Goldmine CRM Software
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Q&A with Conrad Bayer, CEO of Tellwise and Matt Heinz host of Sales Pipeline Radio.
In this episode Conrad and Matt discuss:
Conrad Bayer works with early stage enterprise software companies to provide guidance, insight, and leadership to grow the business and build shareholder value. Conrad also possesses a broad range of skills focused on understanding enterprise customers and the engineering background to deliver great software products. Additionally, he has successfully created an enterprise software company which was acquired by Microsoft in 2005 and is currently the CEO and Co-Founder of Tellwise, a communication platform which delivers quality insights to help salespeople sell smarter.
Tellwise is smarter customer communication that drives significantly more customer engagement for sales teams of all shapes and sizes. From field sales and partner channels, to inside sales and customer care, Tellwise delivers a richer, more robust experience that speeds the sales cycle and creates happier customers. Seller productivity. Pipeline insights. Customer experience. That’s Tellwise.
This blog is supported by the generous sponsorship of ClickPoint Software, VanillaSoft and Goldmine CRM Software
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We asked Rebecca Corliss, Hubspot’s Director of Marketing, to say a few words on the importance of our “20 Women to Watch in Sales Lead Management” recognition program. She said, "It's so important to shine a spotlight on the success being driven by female leaders across sales and marketing today. These women are a source of inspiration and encouragement for everyone in the field, and I love what SLMA is doing to bring attention to their fantastic accomplishments."
At the SLMA we believe that marketing is the revenue engine that drives growth and wealth. This means women, who unarguably hold the majority of the management roles in marketing, are the majority generators of this wealth. To recognize them, for five years we have hosted the “20 Women to Watch in Sales Lead Management.” We applaud Rebecca's sage thoughts and we hope the program spotlights the accomplishments of women in sales and marketing.
Why it Matters:
"Women, who unarguably hold the majority of the management roles in marketing, are the majority generators of this wealth."
To nominate a woman this year go to: Nominate. You must be a member to nominate and membership is free.
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Title: 2016 Digital Toolkit to Enhance the Attendee Experience: Focus Report on Organizer Pre-Event Communications and Registration Offering
Published by: CEIR Center for Exhibition Industry Research
Download Link
Authors:
Brian Casey, CEM - President and CEO
Nancy Drapeau, PRC Analysis and reporting
Cathy Breden, CAE, CMP, Managing Director & Research Director:
Mary Tucker, Sr. PR/Communications Manager, Graphic design
Continue reading "Research: CEIR Offers New Digital Tool Kit Based on Research " »
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Published by: Rain Group Center for Sales Research
Authors: Mike Schultz and John Doerr
Contact: Mike Schultz 508.405.0438
Length: 20 Pages
Highlights:
This report looks at what separates top performers from losers (my words).
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The Sales Lead Management Association (SLMA) announced that their organization is accepting nominations for this year’s “SLMA 20 Women to Watch in Sales Lead Management” recognition program. Nominations, accepted until midnight Monday, February 29, 2016, are for women working in marketing and sales for business-to-business and business-to-consumer companies, marketing automation software, digital lead generation, direct marketing agencies, traditional branding agencies, ERP and CRM software, telemarketing, database companies, and sales lead management firms. This is the sixth year for SLMA’s recognition program.
Only SLMA members (membership is free) are permitted to nominate women. From those nominations, twenty will be selected as the “SLMA 20 Women to Watch in 2016.” Winners, chosen by a panel of independent judges, will be announced on Friday, April 1, 2021 at 10 a.m. PST.
“Many women,” said Jeanne Hopkins, CMO of Continuum Managed IT Services, “are significant contributors to the revenue of their companies via their important lead generation processes, but they go unrecognized. The Sales Lead Management Association has always done an excellent job in bringing attention to the importance of sales lead generation for the growth of any organization. I encourage SLMA members to nominate the women who are doing an extraordinary job so their accomplishments to sales can be highlighted, encouraging others to follow.”
Continue reading "Nominations for “20 Women to Watch in Sales Lead Management" are Open " »
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Hosted by Henry Stewart Events, this highly anticipated, interactive webinar will focus on trending innovations in DAM. Presenters include leading DAM experts from NPS, Mohan Taylor and Mike Verrell. Topics for discussion and debate will include:
During the webinar, Taylor and Verrell will share seven key trends shaping the DAM industry that will equip marketers to
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Title: How to measure the Value of a Web-To-Print Solution
Published by: Colorwebprinters
Author: G. David Dodd
Contact: Mark McIntosh W: 888-265-1511 [email protected]
Length: 9 Pages
Highlights:
The author goes over the requirements to make a system work:
Continue reading "White Paper: ROI of a Web-To-Print Solution" »
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SLMA Radio, a popular program on the SLMA Live Channel for at-work listeners produced by the Sales Lead Management Association, announced its annual list of the ten most popular radio programs for 2015. The long-running SLMA Radio, now in its sixth year, is one of seven programs offered by the SLMA Live Channel. These programs are available to non-members and members; joining is free.
Continue reading "10 Most Popular 2015 Sales Lead Management Radio Progams" »
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Listen While You Work: Sales Management Simplified, Mike Weinberg on Sales Pipeline Radio
Matt Heinz interviews Mike Weinberg, two time author and sales consultant. They discuss:
This blog is supported by the generous sponsorship of ClickPoint Software, VanillaSoft and Goldmine CRM Software
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In many cases these are the most vocal and often times the most inspirational leaders in the sales lead management community. Maybe it's because they have the most to win by being speakers and teachers, book authors and bloggers.
Maybe it's the nature of their profession that they inquire and search for truths in sales lead management. The word inspiration comes from the Latin word "inspirare" which means "to breath into" to "excite" and "inflame." Regardless, we are pleased with their contributions and we expect that they will continue to inflame, excite and inspire us all, because of all people they know sales lead management is revenue management.
Software and Web Application Company Professionals (as those companies pertain to sales lead management). (See a video of the Software and Web Applications winners here.)
Why it Matters:
Sales lead management, in all of its permeation's
is revenue management.
We thank PointClear and Outward Media for their sponsorship of the 40 most Inspiring Leaders in Sales Lead Management
This blog is supported by the generous sponsorship of ClickPoint Software, VanillaSoft and Goldmine CRM Software
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Without sales lead generation, aka, demand creation, sales productivity will plummet, forecasts will be useless, inventory will sit on shelves, and corporate earnings statements will crash, all because someone decided salespeople should be able to find prospects and customers without marketing. It happens everyday when a company president decides to cut marketing which is the same as cutting his own throat.
We are grateful that these innovative and inspirational leaders not only create wealth for their company and clients, but go into the marketplace and teach others how to do it efficiently. Please let these winners, and those nominated for this award know that you appreciate their leadership. View the winner's video here. View the complete profiles of everyone here.
Why it Matters
"It happens everyday when a company president decides
to cut marketing which is the same as cutting his own throat."
You may click their name to see their nomination post, click their company to visit their company.
Continue reading "Ten Inspirational Leaders in Lead Generation" »
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We all aspire to be leaders. Its what we do. And yet when someone nominates you and others vote that you are an inspirational leader, well, it just seems to mean more. Here is YT video about the winners. Click on the winners names below to read about them and click on their company. These are the people who walk the talk in sales lead management.
You may click their name to see their nomination post, click their company to visit their company.
The top 10 voted by you in order from 1 – 11* are:
Continue reading "Ten Inspirational Leaders in Sales and Marketing Management" »
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Inspirational leaders are people who walk the talk, believe in their cause, and place others before themselves. We believe these ten inspirational leaders' actions inspired others to nominate and vote for them. See the YT announcement here. Read about their accomplishments and what others think about them here.
You may click their name to see their nomination post, click their company to visit their company.
The top 10 voted by you in order from 1 – 10 are:
Continue reading "Ten Inspirational C-Level Leaders in Sales Lead Management " »
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Bellingham, WA - - December 15, 2021 - - The Sales Lead Management Association announced that the results are tabulated in the election of the ‘Most Inspirational Leaders in Sales Lead Management.’ Eighty-seven industry leaders were nominated in four categories. Ten leaders (in one case of a tie, eleven leaders) who received the most votes from SLMA members are winners in their respective category. A video of the winners list is viewable here.
SLMA CEO James Obermayer said, “At the SLMA we view sales lead management as revenue management, and the leaders who take this message into the marketplace are valuable champions of the idea that when you manage leads you manage the entire revenue generating structure of B2B and B2C companies.”
The four categories and winners in the order of votes received are:
Continue reading "Election Results for the ‘40 Most Inspiring Leaders in Sales Lead Management’" »
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This post is authored by Paul Petersen, a guest author for the SLMA. Paul Petersen has also been interviewed on SLMA Radio and his programs here and here are some of our most listened to programs.
Having been involved with sales & marketing systems for over 25 years – I have a few thoughts on how CRM can be a benefit to sales in a company.
On an overall basis, CRM should help you attract the right prospects, follow up with them to track the conversion to
Continue reading "Expert Opinion: Seven Tips for Getting the Most from Your CRM System" »
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Voting time is almost at an end for the 40 Most Inspiring Leaders in Sales Lead Management. We were flooded with votes, a lot of comments, shares and met a bunch of new members. The best part about this type of campaign is the opportunity to meet new leaders and inspiring industry speakers, mentors, CEOs, CMOs, marketing catalysts, team leaders and more. I may never have been introduced to a few of them without this campaign.
We hope you took the time to read the nominee posts in the categories that you didn't already have a favorite. If you only voted in your one category of concern, you missed some terrific opportunities to meet new people, possible connections, possible advocates, potential clients and resources. You can still read them now.
SLMA Members, this is your last opportunity to vote. If you are NOT a member, that's OK. You can take 2 minutes to join and then vote. We don't bombard our members with more than 12 emails in a year - and most are about voting and nominating for the 40 Most Inspiring and 20 Women to Watch campaigns. So don't miss this opportunity. JOIN FOR FREE, or LOGIN and VOTE -HURRY! Your candidates need you. You need to meet these other folks you haven't had a chance to see their shininess yet.
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Starting January 1, if you have a calendar business year, you should have a new marketing plan with SWOT, Goals, Objectives, Strategies, and Tactics. The plan must be based on a sales forecast by product. It should state how many inquiries by product will be essential to make forecast and the sales quotas.Each tactic should clearly state how many raw inquiries and qualified leads you will create to make forecast (if the tactic is lead gen based).
Budgets should reflect two approaches:
Continue reading "Is your marketing plan based on a sales lead forecast?" »
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Two years ago I moderated their sales and marketing plan. The end result was a full Strengths and Weaknesses, Opportunities and Threats (SWOT) assessment, a plan with Goals, Objectives, Strategies and Tactics, etc. As we started in on our pot sticker shrimp appetizer, I handed over the planning document and asked him, “Well, will you make the $X Million product goal for Z Product and $X Million for Y Product this year, as set out in the plan?”
He smiled as he took the document, looked at the goals and said, “Yes, we will make these numbers.” He beamed, and then looked more deeply into the plan.
As he flipped through the pages he said, “Of course we worked the plan in the months after the planning meeting, but the review meetings faded away as everyone got busy. Yet, as I look through the tactics, I see that even without the review meetings most of it got done, and here we are at the two-year mark having made goal. That’s neat.”
Having review meetings is helpful, but it’s the thinking and the recording that make a difference. It’s having tactical assignments along with corresponding dates and the names of those who are responsible that makes it work. It’s the power of team thinking.
But ultimately, Tom and I agreed, it’s the power of planning.This blog is supported by the generous sponsorship of ClickPoint Software, VanillaSoft and GoldMine CRM Software.
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This infographic is very interesting. It is based on the research of James Oldroyd, PHD, visiting research fellow at M.I.T. & David Elkington, CEO of InsideSales.com
Nice single page infographic published in the Hardboard Business Review.
How should your sales team be responding to marketing leads? InsideSales.com research identified 3 best practices for optimal sales results.
Learn:
Our take on it:
Author Elkington and some of his crew have been nominated in the election for the 40 Most Inspiring Leaders in Sales Lead Management.
Aside : Mick Hollison, CMO at InsideSales was on the SLMA Radio program with the topic: How to Increase Sales 30% in 90 Days.
Disclaimer: InsideSales is not a sponsor of the SLMA. This review does not have the approval of InsideSales.
This blog is supported by the generous sponsorship of ClickPoint Software, VanillaSoft and GoldMine CRM Software.
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As is normal, location and industry make a big difference in salaries for a position. There can also be a significant difference in total compensation – all in with benefits.
SimplyHired: Average $75,000
Average Product Marketing Manager Salaries
The average salary for product marketing manager jobs is $75,000. Average product marketing manager salaries can vary greatly due to company, location, industry, experience and benefits. This salary was calculated using the average salary for all jobs with the term "product marketing manager" anywhere in the job listing.
Product Marketing Manager Salary Information
This free salary calculator uses salary data from millions of job listings indexed by Simply Hired's job search engine. The product marketing manager salary comparisons feature allows job seekers to get the information required to make important career decisions and negotiate salary ranges.
For additional product marketing manager salary information, we recommend visitingPayscale.com. So we did:
Product Marketing Manager Salary MEDIAN: $83,874 (United States)
Product Marketing Managers in the United States can expect to earn an average of $84K annually. In the world of Product Marketing Managers, total cash compensation can vary between $53K and $135K. Each package generally includes bonuses and profit sharing proceeds, and in exceptional cases, those amounts can reach heights of $20K and $19K, respectively. The company is the biggest factor affecting pay for this group, followed by geography and experience level. Nearly all enjoy medical while most get dental coverage. Vision coverage is also available to a strong majority. Men working as Product Marketing Managers who took the survey just slightly outnumber women at 56 percent. The majority of workers are highly satisfied with their job. The information for this rundown comes from respondents who completed PayScale's salary questionnaire.
National Avg $111,587
Product Marketing Manager Salaries
1,123 Salaries Updated Nov 18, 2021
This blog is supported by the generous sponsorship of ClickPoint Software, VanillaSoft and GoldMine CRM Software.
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The SLMA endorses the Elevate Event Sales Kickoff Event. The speakers are tremendous and we are looking forward to the program. Velocify did not pay for this endorsement.
By Nick Hedges
If you are a sales professional or work with sales in any capacity, ELEVATE is an event not to miss. This free virtual sales kickoff sponsored by Velocify and the American Association of Inside Sales Professionals (AA-ISP), will help you and your team perform at their highest level in the coming year with access to more than 30 of the greatest minds in sales.
Still not convinced? Here are 10 reasons to attend ELEVATE:
Continue reading "10 Reasons to Prioritize ELEVATE - 30 Speakers " »
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Stu Heinecke; host of Contact Marketing, a program on the SLMA Live Channel, interviews American Marketing Association CEO Russ Klein (right). Russ joins Stu to talk about Contact Marketing and how it fits into the best and next practices of marketing and selling plus and how it all fits into the current AMA mission.
Host Stu Heinecke and Russ Klein discussed:
Russ Klein
CEO
American Marketing Association
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November 16, 2021 - - Bellevue, WA - - James Obermayer, CEO of the Sales Lead Management Association, announced that ActiveConversion is now a Hi-Visibility sponsor for the SLMA. “We are intrigued that ActiveConversion provides a single tool to measure marketing and enhance sales,” he said. “Their sales and marketing platform for industrial companies uses an “intelligence process” to nurture and advance the most likely sales prospects through the sales cycle. Measurement seems to be their mantra and that fits nicely with the Sales Lead Management Association’s 8,200 members.”
Fred Yee, CEO of ActiveConversion commented: “ActiveConversion is proud to be a sponsor of SLMA, which represents companies that are leaders in sales lead generation and management. ActiveConversion’s leadership in sales and marketing systems for manufacturers, distributors and other industrial sectors fit well with SLMA’s goals.”
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In this interview with Justin Gray, CEO of LeadMD we discuss how to avoid being part of the 87% of marketing automation users who fail. The host this week is Susan Finch. Lively program, great insight.
It’s one thing to buy a marketing automation tool and install it. Its another thing to use it every day to manage and nurture, your most precious asset: sales leads. And yet some would say that this leading edge technology could be aptly named bleeding edge because of the effort it extracts from the users to make it work.
Justin Gray , CEO & Chief Marketing Evangelist
You might know Justin from the incredible amounts of quality best practices content
Continue reading "Is Marketing Automation Leading or Bleeding Edge? Listen While You Work!" »
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Watch now:
Key Performance Indicators aren't new, but for many sales managers KPI's aren't defined, tracked or used as pointers to help them manage salespeople. Maybe it is the lack of easy to use tools to track KPIs. Maybe it is the sales manager's inability to understand how they can use KPIs to look at the past and predict the future; regardless, the excuses aren't valid anymore.
About Nikolaus Kimla
Nikolaus is a true entrepreneur: over the last 40 years he has created six businesses, three of which are still going strong today. His experience in the software industry goes back over 20 years to his founding of uptime ITechnology. Through his work at uptime he learned software development from the ground up and, as noted above, the company has been a resounding success.
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Before I start, let me preface my remarks by saying that exhibit management, pound for pound, produces more wealth for their firm than anyone else in the company. My belief is they create more qualified leads that close with fewer touches than most other lead sources. But they can do more; 300% more with little effort or money!
That said, “Why” I ask, “does an exhibits manager who chooses the best space, builds terrific exhibits, selects the best freight lines, understands booth traffic flow, writes signage that stops people in their tracks, creates theaters and entertainment, negotiates the best hotel rates, sets up exhibits in record time, deals with unions, creates special events surrounding the trade show, all to attract the best prospects, and then breaks it all down in 24 hours, fail so miserably when it comes to trade show lead acquisition?”
We have to ask, "What is an exhibit all about if not to talk to and get the names of prospects to increase revenue for the company?” Hey exhibits manager, it’s all about leads. Of course the manager says, “Well, I ordered the trade show lead acquisition system that will read the badges, what more do you want?”
“I’d like the most qualified leads the exhibits manager can create, but frankly, most rental systems available from show organizers don’t cut it.” A $300-$500 system that provides nothing but name, company, address, maybe a phone number, and maybe an email address (20% of this information likely wrong anyway) isn’t enough.
Why it’s important:
“Why do exhibit managers always go cheap on the sales lead acquisition system?
It’s a costly mistake that reduces the return on show investment by 200-300%.”
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6,000 to 10,000 votes expected in search for Leaders in Sales Lead Management Field
Bellingham, WA - - November 5, 2021 - - The Sales Lead Management Association announced that it has opened the virtual voting booth to determine the ‘40 Most Inspiring Leaders in the field of Sales Lead Management’ for 2015. Those voting must be members and membership is free. This is the seventh year for the election.
“Those who manage sales leads manage sales growth and marketing
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As we are coming to a close for the 40 Most Inspiring Leaders in Sales Lead Management nominations, once again it's time for me to RANT!
What the heck is wrong with you folks using your head shots from parties, cropped from trade events, vacation photos that are fuzzy at best or so old that it was three "yous" ago?
You all need GOOD headshots. I've run across some that I've been using for the nominees for over seven years. Some have one headshot on LinkedIn, one on the website team page, another on Twitter and another on Google+ - BE CONSISTENT, please. Go for higher res.
Some of you have actually SCANNED a printed photo from a studio - I can tell because there is lint on it and that "distance" from the glass. Toss this task to marketing, your PR team, your INTERN - someone. I'm using what I find and a few of you may not be pleased. I go by LinkedIn first unless they are terrible. Then, I check your site. If that is equally terrible, I close my eyes and pick one.
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The seven most important words that a CEO can say is, "Follow-up 100% on all sales leads!"
Some of the highlights included:
Sales, the prospecting is fundamentally a marketing activity, right. If you have your salespeople out marketing, they're trying to create interest in the product.
That's a marketing – you're only doing that because – hopefully you're only doing that because you're not getting a substantial enough flow of leads into the – good quality leads into the company. So you're doing it by necessity.
They've gotta follow up leads, they've gotta make quota and they've gotta fill out their expense reports. And only two of those are really mandatory. The third one – the first one, if you have 100 percent follow up of the sales leads you'll be doing three to four times better than your competitors. Who's going to win?
...They were not following up their sales leads. The CEO thought his problem was he wasn't generating enough leads. And the fact of it is he was. The ones he was generating just weren't being followed up.So I said, "Here, I can change that for you in five minutes." And so what I said is, "You know, here's our process. Here are the leads
Continue reading "The 7 Most Important Words that a CEO Can Say!" »
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“How do you know,” I asked the marketing manager, “how much money to spend on marketing, and how many inquiries and leads to produce?”
“I do what we generally did last year, and create as much demand as I can,” was her reply.
“We have a marketing plan,” she continued with some obvious pride. “And we list what we have to do for the year and stick with it.”
“When do you consult with the sales manager about quotas?” I asked.
“We don’t really…well kind of, because we know the forecast he has to hit,” she said with some doubt in her voice. “Why do you ask?”
“The issue is if you know the sales forecast for the whole year, you also have access to quarterly and monthly forecasts, as well as the salespeople’s individual forecasts. Armed with this information, you’ll know how many inquiries and leads you have to create per salesperson based on the average closing rate per product.”
“Umm, so what you’re implying is that I should create the number of inquiries each rep will need to make quota based on their closing ratio?”
Why its important?
“Umm, so what you’re implying is that I should create the number of inquiries each rep will need to make quota based on their closing ratio?”
Sales Lead Management Association
“Yes, but you needn’t go all the way to the rep level on their closing ratio,” I said. “You can take the average closing rate of the
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Contact Marketing is a show offered on the SLMA Live Network at 10 AM each Thursday. Broadcast live it is hosted by Stu Heinecke of Contact Marketing.Agency
Nationally recognized blogger, marketer and prolific author Matt Heinz knows what it takes to get businesses on the path to rapid, sustainable growth. In this session, he shares his secrets and talks Contact Marketing with How to Get a Meeting author and host Stu Heinecke.
Matt Heinz answers the show's benchmark question: "When you absolutely must break through to someone of great importance, someone who is impossible to reach, how do you do it?"
Continue reading "Listen While You Work: Matt Heinz on Contact Marketing and Rapid B2B Growth" »
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Susan Finch SLMA Radio Host and her Guest, Jaysen Greenleaf, VP of Business Development at RIO Genesis Software discussed both sides of recruiting great talent for your team and retaining them. They also dispelled myths about millennials, including thinking they are job hoppers.
In the first half of the show they discussed preparing for growth, where to find the talent and the value that younger team members can bring, especially fresh from college or another industry. They are a clean, tech-savvy, educated slate with strong entrepreneurial spirit.
Continue reading "Dispelling Myths about Millennials: Why would they come and stay?" »
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Nominations are open for our annual election to recognize the “40 Most Inspiring Leaders in Sales Lead Management.”
SLMA CEO, Jim Obermayer, said “Inspirational leaders in sales lead management challenge the status quo and bring entrepreneurial thinking to software and web applications. An inspiring leader can be a department manager, an author, a speaker, a company president, an events manager, a communications specialist, or an innovative thinker in lead generation companies. He or she might work at an agency, a software company (CRM, marketing automation, business intelligence or artificial intelligence applications, telemarketing, etc.), or one of the thousands of vendors serving the lead management discipline."
PointClear CEO and President, Dan McDade said,
“PointClear is a proud sponsor of SLMA and we are excited to see who this year’s deserving winners will be. Under the direction of Jim Obermayer, SLMA continues to push the envelope and evolve as an industry association. This year’s contest recognizes the top 40 Most Inspiring Leaders in Sales Lead Management, ten folks in four distinct categories – This change from a one category contest to a four category contest reflects SLMA’s evolution and desire to improve upon its already well respected, highly coveted sales and marketing competition.”
Continue reading "Do you know an Inspirational Leader In Sales Lead Management?" »
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