About Rick Cheatham
The Selling Power President's Club powered by Spiro
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Tim Wackel covers some of the biggest errors salespeople commit… and where there are some big opportunities.
This lively discussion will cover:
- The sales sins you must avoid
- Top tips for finding new business today
- What to do when prospects go silent
Get them to BEG you to get to the next step. It's like a great first date.
During our annual sales lead management week, we interview Richard Brock, who many say is the founder of customer relationship management and consequently modern sales lead management. During this interview, his third time on the show, we tackle the difficult subject of why lead management continues to be a failure at so many companies. Why do they think that by just putting in a software product they will instantly increase sales? Get ready for a thumping from Richard and Jim Obermayer the host.
The Barriers Salespeople Face in Following-Up Sales Leads
About Richard Brock
Richard Brock is a tech-savvy, entrepreneurial software development professional with over 30 years of experience in CRM Solutions and deep roots in Marketing Automation. He is the co-founder and CEO of LeadLife Solutions, a provider of an on-demand lead management solution that drives revenue by bundling state-of-the art marketing automation technology with lead management systems to maximize sales opportunities. He is a board member of the Technology Executives Roundtable, mentor to various technology companies and Founding Father of CRM.
Richard pioneered the Sales Force Automation space by starting Brock Control Systems (Firstwave Technologies), which became the leading provider of web-based Customer Relationship Management applications.
About LeadLife Solutions
LeadLife was founded and designed by experts with lots of sales, marketing and customer relationship management experiences. We understand the pressures placed on sales and marketing departments to hit numbers.
Whether it’s a sales execution tool, a marketing automation solution or both, LeadLife’s proven platform provides companies flawless execution of their marketing and sales strategies. And we are there to help. www.leadlife.com
About Sales Talk Technologies
By the time you get an opportunity to speak with the prospect, they have all kinds of information and preconceived ideas about their needs and the solutions that can meet their needs. So, you need a way of seeing what they’ve done and aligning your conversation with theirs. Unlike other software, SalesTalk is part of a proven platform that interprets the seller’s conversations through a click or touch technology and is combined with the prospect’s digital behaviors, providing consistent execution of your company’s sales strategy.
The story-so-far feature within SalesTalk allows you to do just that. SalesTalk’s story-so-far feature is unique because it delivers critical data by tracking the timing and flow of every interaction with a prospect – each and every digital and conversational behavior is logged complete with time spent.
All information within the story-so-far is synchronized behind the scenes with a company’s CRM system.
Increase your win to forecast ratio – making sure sale reps are aligning their conversation with their prospects and knowing what your prospect is interested in. Sales management get what they need from their CRM system without sales reps doing any extra work. It’s about better sales call each and every time so your reps can sell more. www.salestalktechnologies.com
In This 25 minute discussion, Jim Obermayer gets Velocify CEO Nick Hedges opinion as to why sales lead follow-up is so dismal, and why sales manager’s appear to not take responsibility in making it happen.
Jim says, "The premise is that millions of dollars are spend on lead generation and 75-90% of all inquiries are not followed-up. This means 75-90% of the marketing dollars are wasted and there are huge opportunity loses when sales fails to talk to potential buyers
We have traditionally blamed salespeople, but to follow-up or not is a strategic decision and part of every manager’s responsibility when his/her people fail in this most basic skill."
Jim Obermayer and Paul Roberts discuss the all-important topic of why salespeople don’t follow-up sales lead and what can be done about it.
James W. Obermayer is a principal in Sales Leakage Consulting, Inc., an Orange County, California based sales and marketing strategy consulting firm and a principal of Cerius Consulting. He specializes in helping small to medium-size companies identify sales and marketing leakage issues that stifle sales growth and waste valuable marketing dollars. Aside from consulting, his career has been equally divided between sales and marketing positions in business-to-business corporations.
Jim has served as Vice President, Worldwide Sales at an enterprise software company (Stac) an internet services company (Internet Products), Senior Vice President for two industry-leading inquiry management firms (IHS and AdTrack Corporation), and Vice President of Marketing for a medical device manufacturer (Brentwood Medical Products). He has also been Vice President of Sales and Marketing for a direct marketing agency (Kern Direct).
In addition, Obermayer is the author of "Managing Sales Leads, Turning Cold Prospects into Hot Customers" and "Sales & Marketing 365." He is also co-author of "Managing Sales Leads, How to Turn Every Prospect into a Customer" (over 12,500 copies sold). In addition, he has written more than 80 articles on sales and marketing management. He is a frequent speaker at conferences and training seminars for such organizations as the Direct Marketing Association and the American Marketing Association to corporate sales meetings.