Sales Lead Management Today

Salary for Chief Marketing Technologist

Momdo's Digital Marketing Salary Guide says that a Chief Marketing Technologist is compensated between $144,000 on the low end, $191,000 on average and $248,000 on the high end. The only jobs that pay more appear to be the Chief Digital Officer and the Chief Marketing Officer. The range of compensation is driven by time in previous jobs of this title and the size of the company.  

Before you close your door and rewrite your resume, SimplyHired says the average compensation for a chief digital marketing technologist is a bit lower at $89,000.    

A nice article by Scott Brinker in ChiefMarTech.com has more about the subject.  My searches on the title didn't produce as much as estimates for other jobs.  It could because this job description is relatively new and most of the jobs are in enterprise level companies.   

Excuse me, I have to update my resume. 

 This blog is supported by the generous contributions of Clickpoint Software and VanillaSoft.

62,252+ Radio Audience on 5th Anniversary of SLMA Radio

Longest-running Internet Radio Program on the Topic of Sales Lead Management  has Aired 278 Shows & 345 Executive Interviews

SLMA Radio, produced by the Sales Lead Management Association (SLMA) on the SLMA Live Channel, reported reaching an audience of 62,252 replays (live listeners, not counted, are additional) since it first started broadcasting five years ago.  SLMA Radio producer and founder of the SLMA, Jim Obermayer, said “Little did we suspect when we started this program that we would reach so far into the marketing world.  The executive line-up of interviewees and the range of topics on lead management and lead generation have been remarkable. This week is our 5^th anniversary (July 27, 2021) for what we believe is the longest-running internet radio program on sales lead management and sales lead generation.”

Susan Finch, SLMA Radio co-host, said “Replays of originally-aired programs have

Building a High Performance Marketing Stack that Contributes to Revenue.

LeadSpace Radio is produced by LeadSpace on the SLMA Live Channel.

Leadspace drives pipeline for the leading B2B brands by transforming the way they discover, score and enrich leads

Damon Waldron of Leadspace Radio interviews Jason Seeba, Chief Marketing Technologist from Bloomreach on this LeadSpace Radio program. In this unscripted interview, Jason shares his thoughts on how to tackle an increasingly challenging task: how to build out your marketing technology stack. There are more vendors and tools so it's easy to get lost.  He helps us to understand the tasks.  

They discuss: 

• Definition of a marketing stack
• How to build a successful marketing stack
• Why rules for marketing automation are mandatory!
• What does a marketing technologist do?
• The future of martech

To Build a Successful Marketing Stack: 

• Realize the beginnings are CRM and Marketing Automation

It’s Time for Sales to Stop Cussing the Mule and Start Loading the Wagon!

We can always take time to point to someone not doing their job, but I think it’s time we stop cussing someone else and start tending to the work at hand to increase sales.    It’s time Sales started loading the wagon.

We’ve heard comments from salespeople such as, "The CRM system is time consuming, slow, and mainly benefits management, not me.” "Marketing doesn’t give us any leads." "Marketing isn’t giving us qualified sales leads." "That trade show sure was slow." "We’re not getting leads on the stuff I have a quota for."  From Marketing we hear, “Sales lead follow-up is non-existent” and “Sales doesn’t use the CRM System.”

Why it’s important:

“It’s time for salespeople to stop cussing those who create wealth opportunities for them, and start cooperating by following-up sales leads. The single item that most immediately influences sales results is the follow-up of sales leads.  Solve that issue and sales will increase in 90-120 days by 10-20%.”

Sales Lead Management Association  

Caution: a new CRM can be like your first deep tissue massage.

How many times have we decided to be proactive and adopt new technology, new software, new CRM tools without a lot of research as to what happens after we commit? Companies are brought down by constant adopting and faulty implementations of systems they didn’t research fully.  They spend more time learning than doing and continuing sales with their existing, albeit outdated, systems. This is how it is with your first deep tissue massage you get on your vacation to the Bahamas. You are so ready to do something new, spoil yourself to feel better for the rest of the trip, indulge. What you don’t realize is that unless you have slowly warmed up to this type of massage, your body will be doing cartwheels the next few days, as will your emotions. The toxins released by your first deep tissue massage are a lot like the bugs, shortcomings, “not quite right” fit of diving into a new CRM you haven't fully vetted and researched. The frustration you experience trying to l

How Inside Sales Departments are Being Shaped by Queue-Based Sales Lead Mgmt. Listen While You Work!

4 Ways Queue-Based Lead Management is Shaping Inside Sales

Kevin Thornton, EVP of Vanillasoft explains to SLMA Radio Host Jim Obermayer how queue based lead management makes the difference between success and failure for any company with high lead volumes and inside sales people. 

Kevin covers:

White Paper Review: Why You Need Marketing and Sales Synergy

Title: Marketing and Sales Synergy

Published by:  Pedowitz Group: The Revenue Marketing Agency

“A ‘sales alignment’ is the term most often used to describe this pivotal relationship, but if you closely examine it in the environment of successful revenue marketing, a more appropriate term is ‘synergy.’ Let’s look at the definition of each term and then more fully examine this critical relationship for all revenue marketers.”

And so the 20-page ride begins to make a strong case of actual teamwork between Sales and Marketing.

Alignment:

1. Linear or orderly arrangement,

2. Positioning of something for proper performance,

3. Support or alliance.

Synergy: Synergy comes from the Greek word synergia, meaning joint work and cooperative action.

1. Synergy is when the result is greater than the sum of the parts. Synergy is created when things work in concert together to create an outcome that is in some way of more value than the total of what the individual inputs are. Which definition sounds more like a model for relationship success and for revenue marketing success? Of course, it’s synergy! Synergy is the end-state description of your relationship with Sales, so let’s further explore what this relationship looks like.

Author: Debbie Qaqish, Author of Rise of the Revenue Marketer.  Interviewed on SLMA Radio.

Cost: NA

Length: 20 Pages

From the introduction of the paper

Highlights:

• Based in large part on the book Rise of the Revenue Marketer by Debbie Qaqish.

Go Figure: Are today’s executives and companies too important to be found?!

"You can't make me put my phone number

or company address on our website"

It’s amazing how many websites I visit that do not include a phone number, email address, or address; just an email form.  These websites belong to the same people who place a banner on the home page saying:  “But we really, really, really want to hear from you. We listen to the ‘customer.’” How can these companies ‘listen’ to the customer if they don’t provide a phone number?

Why its important:

                           When you fail to put your phone number, address, country and state on your website you are failing and frustrating your customers and prospects. 

When did obscurity become a desirable trait on websites?  I am appalled at the anonymity that companies put forth on their sites.   It seems they are saying: “Just buy my product, but I don’t want to talk to you before or after the sale.”

The “Contact Us” page is often designed only to send an email into an anonymous inbox.  When you

What the Growth of Inside Sales Means to B2B Marketers

I heard an arresting comment at the LeadsCon conference in New York in August.  The speaker claimed that inside sales has outstripped outside sales in B2B, a statistic that both surprised me and got me thinking.  Turns out, the statement was based on a recent study showing that inside sales is growing 7.5%, compared to field sales at only 0.5%, and that as of 2013, 53% of the B2B sales rep population sells by phone, instead of face-to-face.  It strikes me that this development bears enormous implications for B2B marketers.

On reflection, I suppose I shouldn’t have been surprised, since phone-based selling is so much more efficient than hitting the road to make face to face sales calls.   Inside sales has graduated over time from the role of inbound order-taker to a full-fledged territory rep, with a full sales quota, but one who can handle a lot more accounts. 

Interestingly, inside sales reps appear to be more effective as well.  The same study shows their quota achievement levels at 85%, compared to field sales, who only achieve their quotas 81% of the time.

Listen While You Work: Chris Lynde - Unscripted - dbSignals - Maximizing the Leads You Already Have!

This program originally aired on July 2, 2021 and is now available for replay.  It is an unscripted interview with Chris Lynde, CEO of dbSignals: 

SLMA Radio host Jim Obermayer and Chris Lynde discussed:

1. Great data doesn't happen by accident it happens by design.
2. Up to 40% of the data added to a marketing database is inaccurate
3. The database has to be continuous scrubbed. Address verification, email scrubbed, email verification, etc., are just  the basics that have to be done multiple times. 
4. Just because you buy a database from a reputable company doesn't mean its is accurate.  Even "New" databases must be scrubbed and verified. 
5. dB Signals is different in that they have what could be the largest B2B and consumer databases in the country. 

Poorly organized data contributes to a low image issue that marketing has from sales reps. 

Companies create new prospects every day, while often ignoring that salespeople give up on most prospects within 1-2 phone calls and in less than 30-60 days.  They move on to the low hanging fruit of short term buyers and ignore that research shows that 75% of the purchasing decisions are made in the 4th to 12th  months. In this interview with Chris Lynde, CEO of dbSignals he tells how to maximize the leads you have already. The host is Jim Obermayer.

 

 

Salaries for Marketing Operations Management

 

I am curious about a lot of things. Today it happens to be what the salary range is for marketing operations management. Here is what I found.

As you expect, the numbers are varied depending on the city, company, time in the job, and previous experience; it all counts.   Many of the averages are simply from the jobs listed on these sites.   Regardless, I found the following on the internet on July 6, 2015. 

What it means to me is that Marketing Operations is drawing some good salaries, and this doesn’t count the rest of a compensation package (benefits and bonuses which can be from 25-30% more on top of the salary).

 From Glass Door:  Marketing Operations Manager Salaries in San Francisco

62 Salaries, Updated Jun 27, 2015

National Avg $91,350

Tips for Transitions in Jobs: Change is constant.

Some of my strongest memories of my K-12 education were during middle school. Our children attend a K-8 and have had the same beloved principal for six years. He has been promoted and will be leaving a legacy, memories and broken hearts. It brought me back to memories of my own transition from Jr. High to High School. They were across the street from each other and the tradition on the last day of ninth grade was to make the symbolic cross to the other side of the street.

My year was different. The district had just changed Jr. High to seventh and eighth only and some teachers had to cross with us. So a large group of future ninth and tenth graders with a couple of