Sales Lead Management Association^SM Newsletter - August 2008
In this Issue

►SLMA Offers Sponsorship Opportunities
►Be First in Mind: What Does It Mean to "Be First in Mind"? - By Lisa Cramer, President of LeadLife Solutions, Inc.
►No Wonder Inquiry Management is Difficult - Look at the Departments Involved!
By James W. Obermayer - Sales Leakage Consulting
►SLMA Names Christel Hall as Director of Public Relations.
►Show Me the Money;  Maximizing Tradeshow ROI - by Susan Friedmann - CSP, The Tradeshow Coach
►Why Lead Theft Is A Myth - by Keith Burwell, Kaleidico Lead Management Software
►Why Does Marketing Cost So Much? - By Gil Cargill - Cargill Consulting Group
►Sales Lead Management Association Lists Free Job Opportunities.

SLMA Offers Sponsorship Opportunities

The Sales Lead Management Association^SM is now offering sponsorship opportunities for companies that want exposure to the sales lead management community.    These full page descriptions of a company's offering to our community help support the SLMA and it's out-reach program to those most interested in the subject of sales lead management. 

Sponsors will receive world-wide exposure to thousands of visitors each month.  Sponsors will receive added exposure by being identified as a sponsor on the SLMA Blog and on the newsletter.  In addition sponsors will be high-lighted at least once per year with a description of their contributions to the Sales Lead Management Community in SLMA monthly newsletter.    Sponsors will also be given a special SLMA logo for display on their web which states that they are an SLMA Sponsor.  If you are interested in becoming a sponsor for a nominal yearly contribution, please go to the SLMA Sponsor page on our site.

Be First in Mind: What Does It Mean to "Be First in Mind"?

By Lisa Cramer, President of LeadLife Solutions, Inc.

James W. Obermayer, executive director of the Sales Lead Management Association today announced that Christel Hall has agreed to expand her role with the SLMA from a member of the Advisory Board to Director of Public Relations.  

In her expanded role, Ms. Hall will oversee the public relations direction which the SLMA takes as it continues to expand services.  Obermayer said, "The SLMA has been built using consistent public relations strategies and tactics for increased visibility in the sales lead management community.  Ms. Halls' counsel has been instrumental."  

Read the rest of SLMA Names Christel Hall as Director of Public Relations.

Show Me the Money: Maximizing Tradeshow ROI

by Susan Friedmann - CSP, The Tradeshow Coach

I hear it all the time: Tradeshows are a waste of time and money. We stand around, selling our hearts out, and what do we have to show at the end of the day? Nothing.

Well, that's the result you should expect, if you're like most exhibitors, and neglect the most crucial aspect of tradeshow participation: Follow Up.

What happens at the tradeshow is obviously import to your success, but equally important is what happens after the show ends. This is where most exhibitors drop the ball. Differentiate your company from its peers and wring the full value from your tradeshow participation. To truly benefit from all the hard work what went into exhibiting, must ensure that appropriate follow-up activities take place.

Read the rest of  Show Me the Money Maximizing Tradeshow ROI - by Susan Friedmann - CSP, The Tradeshow Coach.

Why Lead Theft Is A Myth

by Keith Burwell, Kaleidico Lead Management Software

The Usual Suspects

Chances are good in the last 6 months you had a conversation with your lead manager (the person who distributes your purchased leads--oh, its you?) that had overtones of angst, nervous agitation, and was held in a conspiratorial whisper with regards to former or future former employees stealing your expensive leads. You undoubtedly mentioned the fact that you have a "feeling" about one or two of your sales people and that they are, as we speak, probably downloading the entire database of names. And then the discussion begins, "Mr. Lead Manager, are you tracking their behavior or reporting on their database exports? Are you searching their briefcase before going home? Doing a brain dump so they don't memorize phone numbers?"

Read the rest of  Why Lead Theft Is A Myth - by Keith Burwell, Kaleidico Lead Management Software.

Keith Burwell is the Vice President of Sales and Business Development for Kaleidico, a software firm providing solutions for online lead management, delivery and analytics. Products include: icoSales, a sales management solution and icoMatch, a lead distribution platform.

Why Does Marketing Cost So Much?

By Gil Cargill - Cargill Consulting Group

This is a question many of my clients frequently ask me. CEOs of companies rely on their sales forces to bring new accounts and/or new business into their company. Frequently, they express frustration regarding the cost of marketing. I frankly don't believe that marketing costs too much; I believe that too much of marketing's cost is unpredictable and unmanageable.

Studies have shown that as much as 87% of our business-to-business generated leads are never pursued. That means that 87% of the buyer's energy, effort, time and talent that your company expends on marketing is wasted. This 87% leakage factor is extremely expensive. This problem can only be fixed by implementing a closed-loop marketing system. Cargill Consulting Group's LeadMinder service will plug the leaks in your sales funnel and/or pipeline.

Read the rest of  Why Does Marketing Cost So Much? - By Gil Cargill - Cargill Consulting Group.

After concluding a spectacular sales and management career at IBM, in which he led his sales team from a dead last rating among 220 branch offices to first place in less than a year, Gil Cargill launched his own consulting practice in 1978. Cargill Consulting Group, Inc. was built on the same strategies that produced Cargill's outstanding sales results at IBM. Email: [email protected]
Tel: (310) 305-7198 x111