Transcript Welcome to the Human Resources exchange

Goal of the Exchange Process
1.
Help each Member professional to expand
their business networks in order for you to
improve the efficiency and effectiveness of
how you tackle you job functions.
2.
Provide Members with a dynamic and
reliable resource to help you solve problems
and find new implementable ideas
Rules of Engagement
1.
Do not use your HOLD button on your telephone – hearing
elevator music in the next 60 minutes is not good!
2.
No body language signs – please be aggressive and speak
your mind and thoughts.
3.
Please identify yourself with name and company before
speaking.
4.
Take Notes about who is saying what…
5.
Warning: My goal is to facilitate aggressively so we can
cover as many topics as possible.
6.
Last but not least, I need your feedback on how to make this
process better for you and the participants.
7.
Keep in mind of Anti-trust laws.
Question/Issue: Where to find good contact/prospect
data to augment our current e-mail subscriber list? (Jamie Dewing, Proto Plastics)
Questions: Impact of social media on sales, most
successful outlets?
(David Chabukashvili, Pat Berry, Frank Thomas, and Kent Seeley)
 (Dana) Thogus – We heavily involved on FB, twitter and Linked In, the impact on
sales is hard to measure, but right now it’s getting our name out there, sharing
articles, being the “expert” in our industry, etc. Anything that can attract your
audience to want to come back to your site has been beneficial to us. Spend an
hour every day on our social media sites. Don’t start a page and then let it die down
– it helps your SEO in the long-run. You are more likely to appear at the top of
Google because of your social media. FB has been more for internal use for
employees. LinkedIn get more messages from customers on how we can help them
from the articles I am posting. Sales has their own Linked IN pages. Staying active
is a key component.
 (Dana) if customers are liking an article on FB just thank them – but you can follow
up on some new customers.
 (Jenny) got a member from Linked In contact us and has gotten more involved
through that medium. Linked IN will probably be the primary social media site.
 (Keith) Linked In is very useful for introductions to clients we’ve targeted. To be
successful, you have to block out time to manage it daily.
Question: What experience do members have with
“lead generation” services and Thomas Net?
(Keith Erspamer and Kent Seeley)
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(David) We use Sales Genie.com and can tailor it for you – can
generate e-mails for you. It has been successful for us. Have a
database of companies. Can find sales, CEO, etc. of whomever you
want to contact. Monthly fee.
No experience with Thomas Net!
At MAPP office we use Lead 411 and Jigsaw.
Issue: Reaching potential customers; nurturing leads,
real and new business leads (Jim Mechowski and Darryl Warren)
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(Steve from PRD) PRD and Apollo have noticed a downtick in large
packages that we’ve been quoting. That seems to be changing now
with most of our customers seem to be having their packages
increasing. Everyone seems to be late. Quote level had reduced, but
is picking up in 2nd qtr.
Question: New Account Development?; Has anyone
developed and marketed your own products? (Steve Lemper)
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(Darryl – DeKalb) Still custom mainly, but are thinking about marketing our own products.
(Industrial Mold – Mark Hill) Marketed a plastic product had NA contract to build this brand,
but it was very expensive and we learned through some costly mistakes that you better have
your message down and be ready to hold that message for a minimum of 12-18 mos. Pick
something simple and hammer it home. Spend 10-15,000$ marketing and it took a year but it
was well worth it. If you have something that you think people will be interested in, just get a
simple message and get it out there. Don’t advertise in magazines – it’s not worth it. One time
advertising doesn’t work. Takes time to build a brand.
(David) When we launched a new product we used a flyer with info about the product, and email version of the product. And used Sales Genie list, and some targeted list we generate.
Did calls and e-mailed information. Constant Contact eblast also. Calling directly seems the
best way to do that. Trade shows sometimes worked but not always worth it.
Issue: How to track a sales person’s time
(and amount of prospecting) and How to set performance
goals? (Neal Elli)

Salesforce! It’s a sales manager’s dream.
Issue:
Sourcing of Technical Sales talent,
compensation/salary/commission (Missy Rogers, Noble Plastics)
Issue: Website development (Jeff Baker)
Issue: Measuring ROI (Dana Foster)
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Measuring ROI from a marketing standpoint?
Darryl – Very difficult to measure. Going to trade shows and hoping for customers! Made a
decision for next year to not go to the 2014 Medical Design Trade show.
Kent Seeley – Seeing same things as far as trade shows. You spend $$ to go to these shows
and it’s hard to track. You might find a project or a customer that you can measure, but they are
few and far between. Follow up with leads seems to not really amount to anything from trade
shows. Not seeing any ROI from booth give aways, etc. For us, west trade show works as a
validation to customers, but no new leads.
Concept is dated. Help Connect Partners – reverse trade show – you go to customer and talked
to them about needs, but regular trade shows don’t quite work.
At MAPP/ARPM office, we track every time we send something out to a prospect in our
database. We know why a member joins with an average of communicating with a customer 710 times. We use Access for our database and track that way. Moving to tracking on web in the
next few years. Tracking renewals through web. Lead lander helps with lead generation.
(Mark) 7-10 times works. Salesforce has been working great – ties everything together. Tracks
on the web how many times you touch someone and how active are you. Easy and cheap!
Activity = success. Dashboard tracks opportunities and leads.
Dana- Leadlander will provide you the info on what pages are getting the most hits – more in
depth than Google Analytics.
Issue: Import belting growth - how to level the
playing field; Ethical/Accurate comparison marketing
(Mark Morrison)
Additional Qs?
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Darryl – What % of your annual revenue should be new business to replace
loss – what’s the rule of thumb?
(John Adkev) – we target 15% annual growth, that seems to be 25% new
business to offset any biz that’s been lost. We have exceeded that the last 3
years. Challenge our reps to show their annual sales and continue with their
15% growth and will see them plateau sometimes, but many have excessive
growth. (manufacturers reps)
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Darryl – contact him for this info on reverse trade show.
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MAPP Benchmarking conference – Oct 17-18 in Indianapolis!
June/July will be next Sales and Marketing Member Exchange.
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Thank you!