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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

I grew up as a computer programmer. In the 80’s and 90’s, programmers’ function was the automation of manual processes.  We focused on how to get more done, better, faster and cheaper. 

But as I look at the sales and marketing automation process in most small to medium firms, I still don’t see this process happening at the rate it could. 

We have all kinds of reports that can tell you every thing you need to know, but they only work if the data is inputted.  We already had those reports in the 90s. In fact, my partners and I developed them for many large companies. 



I see people trying to manage email, prospects and marketing campaigns manually.  I see people trying to do social media, one post at a time, when they have time.


Today, a small/medium business can accomplish amazing things through marketing automation.


At the center of this additional accomplishment through automation is CRM (Customer Relationship Management) software, social medial and email lists.


Today I want to look at these 3 areas that you as a business owner/CEO/Sales Executive need to look at for automation and focus.  Combined correctly, these three will help your business excel and help you reach that level of sales that you want and know your company can achieve.


1/       Social Media


            Massive Posting

            Anyone who tells you that you can post 1-2 times a week, or even 1-2 times a day, and get results needs to think again.

            The social media window that allows someone to see your post runs at such a high speed that if you are not consistently putting stuff out there, no one will ever notice you or know who you are.

            Yes, this is where automation comes in.  Using a tool such as HootSuite, you can now set up posts for the entire day, week or even month.  You can set them to update 5-10 platforms, 8-10 times a day.  You do the math.

            Think, what happens when you post 50-100 times a day?  People begin to notice you. They see you everywhere, on all different platforms., and they will begin to check you out.


2/       Web Landing Pages.

            You need to build your email list, and you need to get prospects onto your list.  Sending them to your website will not do it.

            You need a landing page (a special page that is set up just for the offer) with an offer that people want.

            It can be:

                        A white paper you wrote about something your firm does or has done.

                        It can be a check list or “how to.”

                        It can be an ebook.

                        It can be a free gift that solves a problem or answers a question.   Something they want.


            Then, push this using social media on a regular basis.  Post about the offer.  Perhaps do some advertising on Facebook.  Get people to go to the page and give you their email.


3/       Email Campaigns

            Your email list is one of your greatest assets. Make sure you understand and take care of it that way.


            Once you populate the list with qualified people, you need to send them email.  Nothing is worse than working to get someone’s email on your list, but then failing to do anything with that opportunity.  As my friend Michele Scism said in an interview with me the other week, “once you get on my list, I am going to email you.”


            Educate them.

            Inform them.

            Make them offers.

            Segregate them by what actions they take and what they look at.


            All this can and should be done through automation, through campaigns, through the tools at your disposal.

            Email them again and again – keep them on your list.


            Never let them wonder about what happened to that list they subscribed to.  Yes, some will likely unsubscribe, but they were not buyers anyway.  Stop worrying about those that unsubscribe and start focusing on those that do open your messages and then act.  They are the buyers.


Wow!  This sales and marketing automation is amazing stuff – isn’t it?


If you are not yet using automation to its full potential, you need to check it out.


Want to learn more?

Let’s talk.

Set up a 15-30 minute call with me, and let’s learn about you, your organization and how sales and marketing automation can help you.

Just click the link below.



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Success in generating revenue means building the bridge from talking about it, right to doing it. 


This is the key element that so many people simply do not achieve. There is this ravine between you and great success in your sales and marketing process. 


To get to success, you have to build a bridge to get to the other side.  Marketing automation is the tool that will help you get there, no matter whether you are a profit or non-profit business.


You know what lies on the other side, yet so many of you don’t build the bridge.


You know you need materials, tools, people and expertise to build that bridge and to get to where you want to go.  However, something keeps holding you back.


You hesitate and don’t invest in marketing automation and thus you stay on this side of the ravine where it might be comfortable, soft and easy for a bit, but at some point, you are going to have to cross to the other side or your competition will before you.


So you try some stuff that you know is not the best answer, but it is cheaper, easier and has a lot less risk attached. You decide that you are not going to invest in the right process you need to build a strong effective marketing automation system to increase your sales, instead, maybe you will try something simpler, easier, cheaper.


Perhaps you try to use a rope to cross the ravine.  Thinking that maybe you can throw a rope across the ravine and can hand walk across it, but you know that simply doesn’t work.  Or perhaps you think you can jump across and instead, you end up at the bottom of the ravine looking up wondering what happened.  Or perhaps you….?


You get my point.  You get what you pay for; it’s that simple!  Heard and seen that phrase before?


Marketing automation is the tool that will help you build that bridge across the ravine and help your business to grow.


So the question is, what are you going to do?


1/        First, you have to convince yourself in your mind that you really want this. 

Someone great once said, “if you can see it in your mind, you can make it happen in the world.”  However, first you have to see it happening.   See your sales increasing, your follow up happening, and your appointments increasing, more and more sales closing.  Ultimately, your company growing.



2/        You have to be willing to take the risk.

Marketing automation is a risk.  It takes an investment of money and it takes an investment of time; both of which you could be spending today for other stuff.  But if you want to increase sales to great new levels and really work on building the bridge to get to the other side, then take the risk.



3/        It takes time.

            Once you are committed.  You see it, and you are willing to take the risk.  Now you have to take the time and commit the resources to make it happen.  Marketing automation requires time up front.  You have to design the process, you have to learn the tools, and you have to build the process, test it and make the changes.  This all takes time, but the resulting reward is tremendous.


So, are you ready to build the bridge?  Are you still unsure whether marketing automation is the answer that will help you make it happen?


Two simple things to start with.

1/        Call me and let’s talk about it and how it could help you.  856 358 4021

2/        Come to our Marketing Automation Boot Camp this October 22, 23 in the greater Philadelphia area.  Here is the link:






Marketing automation is key to building your bridge from where you are in revenue, to where you want to be.  Take that first step today.