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CRM Radio

18
Apr

The Only Way to Get the Squabbling Siblings of Sales and Marketing to Grow Up: Get a Service Agreement

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They work independently these marketing and sales departments but they shouldn’t. Their squabbling and fighting often resembles two 6-year-old kids in the back seat of a car pointing at each other and screaming.  

Their work should cross operational lines, after all they are on the same team, but they don’t in many (most?) companies.  And yet, to reach a company’s revenue target, they must work together.  Our guest this week is Christopher Ryan, founder and CEO of Fusion Marketing Partners and he will tackle the importance of a defined, hand on the bible service agreement between the sales and marketing departments.

There is a lot of talk about teamwork but in many organizations that’s all it is TALK. 

  1. How to get started – hint in the executive suite
  2. What are the unstated expectations?
  3. Defining sales ready leads, number of inquiries, when they are delivered etc.
  4. KPI’s
  5. What is it that marketing owns?
  6. What is it that sales owns?
  7. How to avoid over-promising by marketing!
  8. Remember, compensation of salespeople drives behavior!
  9. Should marketing people be compensated for revenue?
  10. How to get the plan integrated into sales and marketing everyday functions

About Christopher Ryan

Chris Ryan has 25 years of marketing, technology, and senior management experience, and is a widely known expert in B2B marketing, lead-to-revenue modeling, sales strategy, and business startups. As both a services provider and in-house marketing executive, Chris has written four books on marketing and information technology, including the recently published Winning B2B Marketing.

About Fusion Marketing Partners

Fusion Marketing Partners (FMP) is a B2B marketing agency that specializes in helping companies create powerful lead-to-revenue machines to turn around their stalled or underperforming marketing and sales operations and build value in their business. FMP’s strategic expertise and vigorous execution of proven tactics has quickly driven measurable improvements in awareness, leads and revenue for B2B clients across the U.S. and internationally. The company was founded by principals with deep experience in B2B marketing, sales, business development, web marketing, and public relations — from successful startups to Silicon Valley giants. To find out more, visit   http://www.fusionmarketingpartners.com

You may also like:

Has Marketing Assumed Pipeline Ownership? Christopher Ryan Opines

Why a Service Level Agreement Between Marketing and Sales is Mandatory

How Many Leads are Enough?

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3
Apr
27
Mar

Laura Patterson: One Minute +Tip on Adding Digital Analytics as a Skill Requirement to Job Descriptions

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Listen while you tip toe through the tulips on iTunes

Extracted as a one minute + tip from Laura Patterson's interveiw on CRM Radio, Patterson discusses the importance of digital analytics as a skill for every marketer. 

Why it's Important

"I think that in today's environment, that is very data driven...the C suite is trying to make data derived insight based decisions; every marketer needs to have a solid base in analytics."

Laura Patterson

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More... Read the rest of this entry »

19
Mar

The Marketers New Skill Requirement: Digital Analytics

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Listen while you dance on itunes

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Let’s be honest with ourselves, Marketing Analytics isn’t so much new as it’s a subject that is increasing hard for marketers... Read the rest of this entry »

6
Mar

Why business applications tools need management!

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Listen while you ride a unicycle on iTunes

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How to manage and simplify your separate business application tools so they don’t manage you! Read the rest of this entry »

1
Mar

2 Minute Sales Tip Using Neuromarketing from John Asher

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 Listen while you climb a mountain on iTunes

This is a 2 minute 45 second sales tip from John Asher's interview on CRM Radio about how emotions drive sales decision. 

Hear his program here: 

How Recent Neuroscientists’ Study Results Apply to Human Communications & Decision Making

Neurscientists have proven that the mind works in methodical and predictable ways in making decisions. Because of this research marketers and salespeople world-wide are taking “neuromarketing” more seriously as they explore ways to create demand and close leads based on this decision making research. During this program CRM Radio host and author J Read the rest of this entry »

21
Feb
12
Feb

5 Most Important Things Ruth Stevens has Learned in Business and Life

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Listen while you eat a pizza on iTunes

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As part of a continuing series of interviews with executives on the 5 Most Important Things they have Learned in Business and Life, we spoke with author and consultant Ruth Stevens. Read the rest of this entry »

7
Feb

Commence CRM Product Review with CEO Larry Caretsky

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Listen while you rub your tummy on iTunes

crm-20180208-caretstky.jpgIn this interview with Larry Caretsky, CEO and Founder of Commence CRM, we discussed how his CRM system has created such a loyal following of users from B2B manufacturers.  Read the rest of this entry »

23
Jan

How to Avoid the Mistakes of the B2B Sales Data Stack

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Listen while you walk backwards on iTunes

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Regardless of the software used and the lead generation programs, the successes of competitive corporations are now based on their ability to manage and access accurate data. Without accurate data, a company is at a severe disadvantage in the B2B market place. Ou Read the rest of this entry »