Sales Lead Management AssociationSM Newsletter - September 2008
In this Issue
►Lisa Cramer of
LeadLife Solutions Joins the Sales Lead Management AssociationSM Advisory
Board
►Sales Lead Management
Association Forms Education Committee
►Building
Smarter Landing Pages for Stronger Leads- By Julie Mason
►Ten Point Phone Marketing Check Point for Lead Generation
Qualification - By Michael Brown
►Lead Nurturing, More than Birthday Cards – By Bill Rice
►Top Performing Companies Implement Sales Management Process
More Effectively - By Mark Friedman
►Be Quick but Don't Hurry - By Chris Edwards
Lisa Cramer
of LeadLife Solutions Joins the Sales Lead Management AssociationSM
Advisory Board
Los
Angles, CA - Sept 18, 2021 – James W. Obermayer, executive
director of the Sales Lead Management AssociationSM (SLMA) today
announced that Lisa Cramer has joined its Advisory Boar d. "Ms.
Cramer rounds out the Advisory Board," Obermayer said, "and brings a
wealth of new ideas which will add to our growth."
"The SLMA fills a
community-based need for people who want to know how to better
manage sales inquiries beyond the installation of a CRM system,"
said Cramer. "The association provides a wealth of information and
resources, and I look forward to adding my ideas and working with
other members of the Advisory Board to advance and promote SLMA's
objectives."
Read the rest of
Lisa Cramer of LeadLife Solutions Joins the Sales Lead Management
Association Advisory Board.
Sales Lead
Management Association Forms Education Committee
Los Angeles, CA -
September 16, 2021 - James W. Obermayer,
executive director of the Sales Lead Management AssociationSM (SLMA) announced that the SLMA
has formed an education committee to review programs and make
recommendations that will educate members and non-members on the
topic of inquiry management.
Obermayer said,
"The Sales Lead Management Community is clamoring for information,
and processes and will take people beyond simply buying a CRM
software product and expecting different results concerning
follow-up, campaign reporting, and lead nurturing.
Read the rest of "Sales Lead Management AssociationSM Forms Education
Committee."
Building Smarter Landing Pages for
Stronger Leads
By Julie
Mason, General Manager, Kellysearch.com
Landing Pages (One or Multiple?) - Deciding how many landing pages are appropriate for a product or
service can be difficult. In some industries, having multiple pages
can be extremely beneficial while other businesses might do better
just to have one.
To develop a successful strategy, a company must understand its
relationship with the audience. If the visitor is likely to know a
lot about the product (for example, you're targeting a group of
prospects who have previously expressed an interest in your
product), then there may be a need for only one page; however, if
prospects are unaware of the product or if the prospects'
relationship with the product is new, multiple landing pages with
more information may be necessary to build that relationship and
explain the product.
Read the rest of "Building
Smarter Landing Pages for Stronger Leads - By Julie Mason, General Manager, Kellysearch.com.
Julie Mason, general manager for
Kellysearch.com, has more than a decade of experience in online
marketing. Launched in January 2001, Kellysearch.com is a
comprehensive online buyers' guide and vertical search engine, with
more than two million company listings from over 155 countries world
wide. For more information, please contact Kellysearch.com at
1-800-550-0827, or visit www.kellysearch.com.
Ten Point
Phone Marketing Check Point for Lead Generation Qualification
By
Michael Brown
 Rate
what you do and how you do it. Then add up the points.
1. The calling lists we rent or buy are based on
-
Demographics;
e.g., SIC code, number of employees.
Zero points
-
Business actions;
e.g., moves, mergers, new processes.
One point.
-
Affinities; e.g.,
related purchases, memberships.
One point.
2. We get our reps ready to call and then improve their skills by
-
Training and
practice. One point.
-
Teaming with
another rep. Zero points.
-
Throwing them on
the phone. Subtract one point.
-
I don't know.
Subtract one point.
Read the rest of "Ten Point Phone
Marketing Check Point for Lead Generation Qualification - Michael
Brown".
Michael A. Brown helps business marketers conduct profitable,
distinctive Business To Business By Phone® via
consulting and training. Clients include a "who's who" of successful
business marketers, from startups to the Fortune 100. Contact
Michael in Austin, Texas, 800 373-3966. www.michaelabrown.net. E-mail is [email protected]
Lead
Nurturing, More than Birthday Cards
By Bill Rice, Kaleidico Lead Management Software
 Customers
become leads in your pipeline for a variety of reasons. Not all of
them are ready to buy. This does not make them any less valuable,
just on a different sales cycle. Lead nurturing can help you capture
and convert more of your pipeline--providing you a less volatile and
higher yielding marketing and sales ROI.
Let Your Funnel Flow Up and Down
We spend our whole sales career looking at and analyzing sales
funnels. We are conditioned to the typical--a lot coming in and only
a little coming out. This mental picture locks us into a negative
paradigm. Our assumption and behavior becomes one of accepting
fallout. But, nothing (short of Do Not Call legislation) should
prevent us from putting those no's and non-responsives back into the
top of the funnel, nurturing them down a new sales path.
Read the rest of Lead Nurturing, More
than Birthday CardsBy Bill Rice,
Kaleidico Lead Management Software.
Bill Rice is the
Founder and CEO of Kaleidico, a privately held lead management
software firm focused on making Internet marketing and sales simpler
and more productive. Products include: icoSales, a sales management
solution and icoMatch, a lead distribution platform.
Top
Performing Companies Implement Sales Management Process More
Effectively
By Mark Friedman,
the Velos Group
 A
recent Harvard Business Review article entitled, "Understanding What
Your Sales Manager is Up Against" highlighted the top sales
priorities of the more than 1,000 companies they surveyed. Several
of the findings have a direct impact on the Sales Lead Management
process.
Of the top 10 Sales priorities, the top
three were:
1. Optimize lead-generation programs
2. Revise sales process
3. Align sales and marketing more closely
And number Eight was: Evaluate and
implement CRM software tools.
The Harvard Business Review article
identified top performing companies as Level Four (on a scale from
1-4) and found that Level Four companies enjoy a 20–30 percentage
point performance differential over Level One, Two and Three
companies when they effectively address these critical sales lead
management areas.
Read the rest of "Top
Performing Companies Implement Sales Management Process More
Effectively" - By Mark Friedman, the Velos Group.
Mark Friedman is an experienced, results - oriented executive with
over 20 years of proven success in managing Sales, Sales Lead
Management, Telemarketing, Marketing and Customer Service. Notably,
world-renown consulting giant Accenture and the Distribution
Research and Education Foundation have recognized one of his
programs as a Wholesale Distribution Industry Sales "Best Practice";
the program overview was published in "Maximum Sales Velocity:
How to Build a World-Class Sales Organization" by David P.
Woodrow. Watch
Mark's Video - "Eliminate the Black Holes in your Sales and
Marketing Process and Increase Your Bottom Line Results"
Be Quick
but Don't Hurry
By Chris Edwards, The AdTrack Corporation
 Marketers
and sales managers agree that a speedy response to an inquiry is
more likely to result in a sale. The early bird gets the worm,
right? Well, not exactly. A rushed response can waste a company's
resources if a sales person immediately jumps on the phone the
minute the inquiry comes in. There is a tremendous difference
between being "quick" to respond and "hurrying" to simply react to
an inquiry.
Here's a real life example that
demonstrate why "hurrying" isn't always a plus and tips to avoid
wasting your company's money by pursuing non-qualified leads.
Web Search Uncovers a Free Offer
Recently, our company's marketing director conducted a Web search
to more closely examine news in the lead management industry. In her
search she stumbled upon a Web landing page that offered a download
of an appealing free white paper about lead response times for
Web-generated leads.
Read the rest of "Be Quick but
Don't Hurry - By Chris Edwards, The AdTrack Corporation".
Chris Edwards is the Vice President of Sales and Marketing at The
AdTrack Corporation, a full service lead management and literature
fulfillment company. |
ActOn Software
Applied DM Research, Inc.
CartoonLink, Inc.
ClickPoint Software
eti Sales Support
Event Technologies
The Hill Group
ITN International
Invenio Solutions
InterlinkOne
LeadLife
New Business Strategies
The Pedowitz Group
PointClear, LLC
Sales Benchmark Index
SalesFUSION
Sales Leakage Consulting
Sandler Training
Validar Inc.
The Vanella Group
VanillaSoft
Velocify
The Velos Group, Inc.
Vorsight