8 posts categorized "Marketing Management"

03/23/2014

A POPULAR FORMULA FOR SUCCESS: SIN, SUFFER AND REPENT

Maybe this is the formula for fiction.  Romantic fiction.  Women’s fiction.  When I think about it, however, this is like redemptive stories from successful people. 

Most successful people have done things wrong, they sinned, caused issues and problems for those around them and in their businesses.  

Why it matters

Marketing is a learned skill that comes from trial and error, and learning from others. Longevity in the discipline helps. Be a “learner."

Continue reading "A POPULAR FORMULA FOR SUCCESS: SIN, SUFFER AND REPENT" »

03/01/2013

Are you the mediocre manager that is always at your best?

At the end of my February 26th, 2012 blog entry on the Sales Lead Management Association, (one of the best read so far) entitled “All know the way; few actually walk it. ~Bodhidharma,” I quoted Giraudoux’s famous saying, “Only the mediocre are always at their best.”  

IStock_000000796755SmallAs typically happens when we read something like this, we assume “the mediocre” is always someone else.  It’s certainly not us.  Now maybe that’s true in your case, or maybe it isn’t; maybe there are many mediocre managers, or just some with mediocre traits and results.   Maybe its just someone who continually cuts corners. 

I offer the following thoughts on what a mediocre sales or marketing manager can most often be accused of as it pertains to their work.   I think “the mediocre” marketing and sales managers (as regards to sales leads) possess these traits:

Continue reading "Are you the mediocre manager that is always at your best?" »

01/01/2013

Marketing Performance Drive Leads which drives sales!

Said another way, your marketing performance drives sales lead performance, which drives sales performance. Either way it works. 

IStock_000016044984SmallFailure starts with a lack of marketing performance, which is often due to inadequate budgeting. The root cause of inadequate marketing budgeting lies with executives who do not understand the causative effect marketing spending has on lead generation and sales performance.

Sometimes simple statements, as in the title of this article, are so obvious we overlook their implications. But executives can only understand these symbiotic relationships if they see a solid connection between spending and sales, which can only be proven by a solid sales lead management process. 

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07/13/2011

Marketing Qualification Stages

The following is an excerpt from: James Obermayer, Managing Sales Leads: Turning Cold Prospects Into Hot Customers, (Mason, Ohio, Textere an imprint of Thomson/South-Western, 2007) and Racom Books, Page 108

Marketing Process Prior to Inquiry Distribution

 

Marketing Qualification Stages 1

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George Patton’s Lessons You Have No Choice But to Attack, Attack and Attack.

George Patton said, "Nobody ever defended anything successfully, there is only attack and attack and attack some more."    During a recession, CEOs, presidents and sales and marketing managers are each confronted with one of two choices. 

  1. Will we defend, therefore shrink, possibly survive and in the process risk the death of our enterprise?
  2. Will we fight and take market share from those who choose defense and cannot manage their business?

Continue reading "George Patton’s Lessons You Have No Choice But to Attack, Attack and Attack." »

Are Marketing Managers Victims of Learned Helplessness? How do Marketing Managers Breakout from Being LMH Victims?

The condition called Learned Helplessness, was discovered and popularized by psychologist Martin Seligman.    He found that when he placed dogs into an inescapable environment and administered electric shocks the dog will eventually stop trying to escape.    If the dog was placed into an environment where it could escape and given shocks it would not try to escape.  It learned to give-up.  This discovery has had a major impact on human psychology.

This same issue stalks the lives of marketing and marketing communications managers the world over.  In most instances they have been placed into an environment where they have been taught it is futile to prove the return on investment for lead generating activities.  After time passes they quit trying to prove an ROI for their programs and suffer the consequences of Learned Marketing Helplessness.

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07/21/2010

Sales Lead Management Association Launches SLMA Talk Radio

PRESS RELEASE

Beginning July 29, 2010, Will Crist to host weekly SLMA news & interview radio show

Los Angeles, CA - - July 20th,  2010- - James W. Obermayer, executive director of the Sales Lead Management Association,  announced today that the SLMA will host a weekly talk radio program centered around the topic of sales lead management.  Obermayer said, "Well-known radio commentator Will Crist will be our host and interviewer.  We’ll cover recent industry news and interviews with business leaders.  This is not simply blog radio or a podcast; it’s the new live web radio with all of the quality you expect from a professional radio program."

SLMA Radio will start broadcasting Thursday, July 29th at 5 p.m. PST (California, US).   Listeners can connect via the SLMA Website.  Produced by Paul Roberts of OC Talk Radio, the SLMA Radio broadcast is also available through the OC Talk Radio website.   

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02/10/2010

Study finds 64.9% of B2B Marketers Cannot Track ROI

-58% do not qualify inquiries prior to lead distribution -

Los Angeles, CA – February 15th – Mark L. Friedman, president of  The Velos Group and executive vice president of the Sales Lead Management Association (SLMA), today announced the results of the 2009 Sales Lead Management Study created by The Velos Group.  Study results are now available on both the Sales Lead Management Association and Velos Group web sites. 

Continue reading "Study finds 64.9% of B2B Marketers Cannot Track ROI" »

Articles from theslma.com:
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