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When Bad Things Happen to Good Leads - Part 2

Posted by Dan McDade Feb 26, 2015 11:02:00 AM

In part 1 of this series we discussed the troubling statistic that 70 – 94% of leads generated by marketing are ignored by sales. Part of the problem is the misuse of valuable data that results from marketing contact. The first type of data we’ll look at is what we call the “pipeline” disposition*. A “pipeline” disposition is a prospect that is just one or two touches away from being converted to a sales-ready lead.

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Tags: Lead Generation, Lead Nurturing

When Bad Things Happen to Good Leads - Part 1

Posted by Dan McDade Feb 24, 2015 11:33:00 AM

There will be a ton of ink (and cyber ink) dedicated to lead nurturing this year. Most of it will be about using marketing automation to nurture leads. In and of itself, marketing automation is not a bad thing. More accurately, it’s a good thing being used badly by most companies. But that’s not what this blog is about.

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Tags: Lead Nurturing

Sales Lead Management Leads to the Most Efficient Media Buy

Posted by James Obermayer Feb 18, 2015 9:52:44 AM

Few companies get by on their good looks—although the engineering department would like to think that the pure genius and word of mouth about your product is enough to sell it. In their opinions marketing is not needed. Well, I hate to break it to them, but without marketing the majority of companies will either fail or fail to reach their full potential. They may make money, but the world is loaded with companies holding the 4th, 5th, 6th or 7th place in market share, while the 1st, 2nd and 3rd leading firms spend what it takes to gain market share and manage the leads that their programs produce. And lead management has told these winners where to spend their marketing dollars. 

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Tags: Sales Leads, Sales & Marketing Management

Why Social Media Doesn't Work [PowerViews LIVE Highlights]

Posted by Dan McDade Feb 12, 2015 8:30:00 AM

On February 3, 2015, I had the pleasure of having leading marketing expert Jamie Turner on PowerViews LIVE to talk about “Why Social Media Doesn’t Work.” Right off the bat you may be thinking, “Social media doesn’t work? It’s everywhere!” This is true. Marketing organizations today are using social media for business purposes—more now than ever before. However, the numbers show that only a small percentage of these organizations can attribute revenue to social activity. What’s going on? Why? And what can we do to change the momentum and leverage social media to drive more sales and revenue?

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Tags: Marketing ROI, PowerViews, Social Media

Factoring Psychographics into the Buying Process [PowerViews LIVE Highlights]

Posted by Dan McDade Feb 3, 2015 8:30:00 AM

On January 8, 2015, I had the privilege of hosting Paul Gillin on my PowerViews LIVE show. In the session, Paul encourages marketing executives to truly get to know their buyers by uncovering their emotional triggers and creating compelling content based on psychograhic personas. He goes on to explain how this approach translates into a more productive process for both buyer and seller. I'll highlight some of the key points from the webinar here, but trust me, you don't want to miss the wealth of information he has to share in the full show (below).

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Tags: Marketing Strategy, PowerViews

Time to Stop Making Sales & Marketing Excuses in 2015

Posted by James Obermayer Jan 27, 2015 9:00:00 AM

“If only I had a qualified lead!”

“I get too many leads!”

“I don’t get enough leads!”

“Salespeople never close out the leads!”

“No one likes the CRM system, so no one uses it!”

From my perspective, having interviewed hundreds of managers on SLMA Radio, and managed 20+ sales and marketing teams (interim management) through the years, it’s the excuses that drag down organizations. Excuses from both employees and managers can fill a book, and most are bogus.

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Tags: Lead Generation, Sales & Marketing Management

7 Tips to Jump Start Your Life from Todd Schnick's Live the Intrepid Life

Posted by Dan McDade Jan 22, 2015 10:00:00 AM

Todd Schnick is a stellar individual. He’s a great guy who spends a lot of time helping others (like me, for instance)—but that’s not the only reason you should read his new book. Live the Intrepid Life is well worth your read simply because it is in and of itself a very good book. I found myself doing a whole lot of head nodding while reading this one. I don’t know about you, but for me, it wasn’t until my early 20s when I realized that like it or not, most people are more alike than not. We all have shortcomings. Most, if not all, people have areas where they lack confidence. We all need to feel appreciated. While no one’s got life completely figured out, Todd provides tools and insight that can make it easier to cope with challenges in order to become a better, more productive individual.

Here are some highlights from Todd Schnick’s Live the Intrepid Life:

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Pipeline Priorities: Don’t Leave Potential Customers Flapping in the Wind

Posted by Dan McDade Jan 20, 2015 10:26:53 AM

You’re a sales person. On Tuesday morning, 45 sales "leads" come your way through a variety of sources. Terrific!

In due time, you figure out that three of them are real opportunities and want to take the next step in learning about your services, twelve of them are bogus opportunities, and the rest of them are … well … up in the air. They didn’t give an outright “no,” but they aren’t jumping up and down for you either. So, maybe you put these contacts in your “I’ll get to them later” folder … or perhaps you just delete them altogether. After all, when you have your nose to the grindstone and other project deadlines looming, you naturally focus on the three leads that are sure bets. Who wouldn’t?

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Tags: Lead Generation, Prospect Development, Lead Nurturing

Digital Relevance: Developing Marketing Content and Strategies that Drive Results

Posted by Dan McDade Jan 13, 2015 9:37:04 AM

Ardath Albee’s new book Digital Relevance: Developing Marketing Content and Strategies that Drive Results was published by Palgrave Macmillan (January 6, 2015). I was privileged to review an advanced copy this past October and absolutely loved it.

I will break up this review into three sections:

  1. What Buyers Want
  2. Developing Marketing Content
  3. Strategies that Drive Results

What Buyers Want

Ardath states that “buyers want to buy.” And, they want to buy faster than they do now. The problem is that companies are driven by campaigns that are not in alignment with the buyers’ tempo and timing. There is a great example in the book about an inside sales rep pushing content that is not relevant to the buyer—simply because the campaign says so. The buyer gets lost and goes somewhere else.

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Tags: Marketing Strategy, Content Marketing

Stunning Study Reveals How to Increase Sales by 29-49%

Posted by James Obermayer Dec 17, 2014 2:41:00 PM

Stephen Covey said, “The key is not to prioritize what's on your schedule, but to schedule your priorities.” Of course, Covey’s message is a good one for all of us, but especially true for salespeople as pointed out in “The Power of Prioritization Report”i published by Velocify (A Sales Optimization Study).

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Tags: Sales Process, Sales Leads