2011 Mid-Year Marketing Trends Study of 400 Top Marketers Reveals Top Three Marketing Challenges
Study released on video and in print simultaneously for the first time ever.
The top marketing challenge for marketers is: “Acquiring a large number of new customers,” which was followed closely by “Increasing retention rates and revenues from current customers,” as “Increasing the quality and quantity of leads for field sales forces” was third.
 This study of 400 top-level marketing executives was conducted by The Kern Organization, An Omnicom Agency, and was released today on their website
in traditional white paper PDF format and, simultaneously for the first time, in a video white paper format.
The Kern Organization’s 2011 Mid-Year Marketing Trends Survey was conducted in July 2011, with 396 top marketing executives (CMOs, VPs, and Directors) responding from various industries. The annual sales revenue for companies responding confirms a varied sampling, with 44% from companies below $100 million per year and 56% from companies whose annual revenue exceeded $100 million per year. 30% came from organizations whose annual sales revenues exceeded $1 billion, with 9% at $500 million to $1 billion, and 16% at $100 million to $500 million.
Read full release here >>
Back to top ^
Sponsor: Bill Goldsmith Productions
Host : Sales Lead Management Association
SME: Pat and Jackie Coan, Action COACH Business Coaching
Description:
The days of the “Talk over -PowerPoint” voice-driven, PowerPoint heavy webinars are over!
This old format has become history with the introduction of "Live Video Instant Web Meetings" that offer People
instead of voices, Emotion instead of dull flat expressions and Live TV interaction between speakers, panelists and
the audience.
Attend this Video Program sponsored by the SLMA and Bill Goldsmith Productions and learn from live panelist's
discuss the multiple opportunities and Best Practices on how to use video to sell and create demand. Book your
space now.
Investment: Your Time
You’ll learn how to:
- Grab attention by including LIVE videos in your email campaigns
- Easily and effectively use live video to build your PERSONA in your video marketing campaigns.
- Keep the attendees engaged instead of leaving the room or answering email.
- Deliver Real time Video Conferences to Connect, Communicate and Collaborate with your audience.
- Reduce cost and travel time with Instant Live Video Meetings
- Build long term lasting relationships from this face to face power tool;
Who Should attend:
- Marketing and Sales Management
- Marketing Communications Managers
- Demand Generation managers and specialists.
- Sales Lead Management managers.
- Business Owners & Consultants
Panelists:
Bill Goldsmith, (CEO Bill Goldsmith Productions)
James Obermayer (CEO Sales Lead Management Association
Pat & Jackie Coan, (Action Coach Master Licensee)
Robert Kintigh, (GrowthMasters)
Top of the News
CURRENT RELEASES AND NEWS FROM OUR MEMBERS
(Directly linked to the Sales Lead Management Industry News Blog):
- Callbox Launches Pipeline CRM 3.0
9/26/2011
- Mintigo reads your customer code to find leads, gets $9M from Sequoia Capital
9/26/2011
- SugarCRM User Group Meetings 2011
9/26/2011
- HomecareCRM Selected by AccentCare for New CRM Solution
9/26/2011
- Televerde Becomes Newest Agency Partner of Eloqua
9/20/2011
- Real-time demand is changing online marketing, says ExactTarget
9/20/2011
- SugarCRM: Maximizing Student Enrollment And Revolutionizing Marketing Efforts In The Education Sector
9/20/2011
- Anametrix Introduces SiteVantage™ 100% Cloud-Based Web Analytics Solution
9/20/2011
- Pinpointe ForceSync Brings Powerful Salesforce Connection to Email Marketing
9/15/2011
- Online CRM Provider Intelestream Announces intelecrm version 4.0
9/15/2011
ARTICLES OF IMPORTANCE - MEMBERS ONLY ACCESS:
SLMA Radio Shows
Click to Listen or Download from iTunes
CURRENT week's show:
Shows from the past month:
LEARN ABOUT THIS NEW ORGNAIZATION AND WHY THE SLMA RECOMMENDS ITS MEMBERS JOIN THE MAI
Listen Now: Play in Popup | Download | Embeddable Player
Listen Now]: Play in Popup |Download | Embeddable Player
This show aired during the big So Cal/NV black out. You can listen to the replay here:
Listen Now:
Standard Podcasts Play in Popup |Download | Embeddable Player
Those interviewed by SLMA President and CEO James Obermayer included:
- Maria Pergolino, Director of Marketing, Marketo
- Bryan Brown, Director of Product Strategy, Silverpop
- Chris Frank, Director of Marketing, Treehouse
- Jeff Chamberlin, Vice President of B2B Solutions Marketing, Aprimo
- Tony Tissot, Senior Director of Marketing, eTrique
- Brendon Cassidy, Vice President of EchoSign Sales, Adobe
- Brad Peters, CEO, Birst
- Ron Halverson, Director of Marketing, Pervasive
- Thomas J. Mattson, Managing Director/Vice President DST Output, CFG
Listen Now:
Play in Popup | Download |Embeddable Player
RECENT BLOG POSTS:
09/202011
written by Chris Syme
Crisis: something you have to plan for in order to survive it, but hope you never actually have one.
Organizations and businesses that don't plan for crisis will be left behind when the inevitable happens. Thorough crisis plans don't have to be 50 pages long, but you need to have one. Your organization's crisis plan should include a social piece in the communications section. Real-time is the fastest way to join the conversation, provide help and information, and direct the messages. Social helps you be your own media. So, how can social media play a positive role in crisis? Here are five social media must-haves in crisis:
Continue reading >>
09/14/2011
 #155 Expediting sales leads must be a priority. (1)
Having your lower paid employees (a receptionist or clerk) sort your sales inquiries and take their time to pass them to your highest paid employees (salespeople) is stupid.
Most of the time the inquirers (or leads) sit with the receptionist for days and weeks as they try to get around to it. Get leads into the salespeople's hands as fast as possible.
- Web leads can be directed into most CRM systems and show up in the salespersons territory immediately.
Continue reading »
09/07/2021
This is a reprint from an article on the SLMA website, but it seemed timely to post here.
The Importance of a Good Head Shot
There are instances when you may be invited to speak at an event, participate on a panel, guest author an article, get nominated for an award, or get promoted. These events have one thing in common; they all require a good headshot of you. A headshot is a photo, not an avatar or cartoon but a photograph of yourself from the shoulders up dressed professionally.
If you have ever been asked to speak and don't have a high resolution headshot to provide, it is almost guaranteed that the people posting the information will turn to the popular online photo resource, "GOOGLE," to find what photos they can of you. It may not even be you, or it may of you dancing on tables, wearing a Halloween costume or worse. Go to Google and type in your name if you don't believe me. Then, click on the "images" category in the left of the results. Any of these could be used for your headshot if you don't provide one even if they are not you in the photos.
Continue reading »
09/02/2022
It took me years to figure out that self-interest drives all decisions. Normally I am not a believer in absolutes of any kind (an exception is that 45% of all sales inquiries turn into a sale for someone), but I believe people ultimately make all decisions and take actions based on their own self-interest.
Even those who are the most altruistic, upon examination, succumb to this maxim.
Of course, acts of heroism, in private life or the military may be the exception (so much for absolutes). Even in these extreme cases where the ultimate sacrifice is risked and sometimes paid, people universally feel it was done because it was the right thing to do and that is a form of self-interest.
Before you accuse me of not trusting in my fellow man, let’s consider how this affects us in sales and marketing, especially those of us who deal with Sales Lead Management, CRM or Marketing Automation.
Continue reading » Back to top ^
08/30/2011
 I like borrowing cowboy wisdom to make a point and this is no exception. No matter how good a CRM system you have there is always a salesperson that will figuratively lift his leg on it and say he won’t use it.
Why do salespeople literally lift their leg on the CRM System?
The primary purpose of a CRM system, even if they don’t believe it, is to help bring control to their sales lives. Control time, reduce use of spreadsheets, track hundreds of prospects, reduce the need to remember appointments, important dates, and ultimately close more sales. Why do salespeople resist CRM systems? The reasons are common:
1. Too little training
2. Resistance to change.
3. What’s in it for me attitude.
4. A poorly customized CRM system installed without salespeople’s opinions and input.
5. Ignorance of management about the customers buying process or the salesperson’s selling process.
6. Lack of input from marketing about their needs from a CRM system.
Continue reading »
Back to top ^
Poetry Winners: Sales Lead Management
Marketing ROI:
The Direct Marketer by Susan Fantle
As a marketer I can now spend
As much as accounting will lend
Cause I track every dime
To a sale every time
ROI has now made me their friend
Marketing Automation
A Sales Lead Haiku- through the Funnel by Maria Pergolino
Lead Acquisition
Search, tradeshows, social, mail, web
All are critical
To generate leads for sales
Lead Nurturing
Leads that have no nurturing
Are like calling peeps
Out of the phone book- time waste
Lead Scoring
Benefit from marketing
By scoring your leads
To prioritize your time
Converted, nurtured, and scored
Finally a lead
A customer soon to-be |
Sales Lead Management
Lead or Lead by Maci Bruns
All great leads come,
Looking the same as
Leads that are not.
What have we offered?
What have you seen?
Somewhere in between.
Present all possibilities,
Understand needs,
As wants become same.
Buyers search for an old www
For a new www
Yes, we want what you want.
Looking for the best
Looking for a buy
Looking for the tried and true.
As we show you what’s new
Does the idea scare you?
Or delight?
We are asking for trust
You a written guarantee
To ease every sale.
Take your time
And make it quick
Click, open, click closed
Opportunity grows,
Opportunity goes
Opportunity shows,
That all leads are great
Learn from them
Develop each gem
Then off to the next,
With the newest advances
We up our chances. |
Back to top ^ Back to Category ^
SLMA Radio, Pushy Blog and News Junkies Subscribe here:
Subscribe to SLMA RADIO for the weekly CEO Interview schedule
(1x/week)
|
Subscribe to SLMA's Pushy, Opinionated Blog and join the conversation:
(2x/week)
|
Online News Junkies: Subscribe to Lead Management Industry Headlines:
(as it happens in a digest no more than once per day)
|
By Doug Tangwall
t’s been an honor to collaborate on this piece with marketing great Jim Cecil and social media strategist Wendy Soucie. Soucie is a certified social media strategist and dean of the Social Media Academy. She runs a consulting practice where she helps businesses to gain a competitive advantage by using social media throughout the organization. Cecil is considered the father of nurture marketing, and his numerous accomplishments include groundbreaking research, in conjunction with Microsoft and the University of Washington, co-founding a successful marketing business, NURTURE Marketing, LLC, and co-authoring the books, Nurturing Customer Relationships and 101 Business Love Letters.
©2011 End Result Marketing, LLC, Graphic artist: Sarah Tangwall, End Result Marketing logo design: Lisa Blair, Blair Designs
The following infographic, analysis and advice integrates the viewpoints expressed in our discussions.
Read the full article here. Member login required >>
Back to top ^ Back to Category ^
By Elisa Ciarametaro, Founder/CEO Exceed Sales
It's hard to miss the renewed interest in the buyer ‐ their buying process and experience. Buyer focus has been fueled by many factors such as the current economy, social media and intolerance of poor sales practices. The evolution of the internet has made it easier for buyers to get what they need, when they need it and how they want it. It aids them in making their buying decisions.
Personally I've always believed the key to sales success is understanding your buyer. This means listening to your buyer, providing for your buyer, genuinely helping your buyer and partnering with your buyer. This always worked for me.
8 Signs That You Need to Define Your Target Customer
Identifying and defining your optimal buyer is essential to any company interested in lead generation, demand generation and closing sales. I've found if a company does not take the time to define and identify their optimal buyer(s) in their target market:
Read the full article here. Member login required >>
Back to top ^ Back to Category ^
By Larry Lieberman, Advantage Plus Marketing Group
Your sales manager is
disappointed. "This is just another waste of time," he fumed as he
looked over the leads that had recently been provided to him.
"There has to be a better
way," he thought, knowing that his sales people weren't likely to
follow up on very many of them. Not only were they "just a list of
names"—there was very little qualifying data. Most of them are
probably dead ends, he sighed as he dumped them back in his inbox.
"I want leads my sales
team won't consider a waste of time, prospects they will be excited to
work with!"
Successful salespeople
welcome the opportunity to work with serious prospects for a sale. The
more they know about what the potential buyer wants to achieve, the
more enthusiastically they will work on developing that relationship.
But they can't be expected to qualify their own leads—their time is
too valuable and expensive. They'll get better results if you can give
them prospects that have already been pre-qualified and re-contacted
more than once to explore the depth of their interest in your product
or service. They want and need Prospects that meet your requirement
for budget, authority, need and timing (BANT).
This article is the first
of many in which I will describe how you can provide your sales force
with leads they'll want to get to work on right away.
Read gthe complete article here - Member login required >>
Back to top ^ Back to Category ^
Developing Demand Generation through Multiple Channels
By Jeff Chamberlain, Aprimo
B2B buyers have changed. Like the rest of us, they are consumers when they are at home and they have carried the tricks and tools learned as a consumer to their office environment as a buyer. They’re also more tech-savvy than ever before, and they know how to navigate online resources and social media networks gather information and references. Plus, they’re keeping a close eye on their budgets. And they’re busy –very busy –with only enough time to pay attention to the most relevant and compelling messages.
How can you succeed in this uber-competitive marketplace? What’s the most effective way to attract and convert the modern B2B buyer?
For quite some time now, I’ve been making the argument that your best bet, without a doubt, is an integrated, multi-channel messaging strategy. These days, you need to appeal to B2B buyers wherever they happen to be, whether that’s:
Read the complete article here - Member login required.
Back to top ^ Back to Category ^
|
ActOn Software
Applied DM Research, Inc.
CartoonLink, Inc.
ClickPoint Software
eti Sales Support
Event Technologies
The Hill Group
ITN International
Invenio Solutions
InterlinkOne
LeadLife
New Business Strategies
The Pedowitz Group
PointClear, LLC
Sales Benchmark Index
SalesFUSION
Sales Leakage Consulting
Sandler Training
Validar Inc.
The Vanella Group
VanillaSoft
Velocify
The Velos Group, Inc.
Vorsight