Failure of sales lead follow-up is a plague on B2B Companies.   The SLMA, However, thinks a Sales Engagement Platform will solve the sales lead follow-up nightmare.  Marketing managers should listen to this podcast.

Having worked with dozens of companies across multiple industries, Josh Baez brings his creativity, expertise, and fresh perspectives to every situation. Josh believes marketing isn’t solely about generating leads, but more so about crafting meaningful engagement experiences that – in turn – create long-term, loyal customers.

Heinz Marketing Demand Generation
Heinz’ proven, buyer-centric demand generation programs take into account the unique nature of your business, customers, and industry – applying proven best practices to create a repeatable, scalable engine of qualified opportunities and long-term pipeline. Heinz's approach covers strategy, design, and execution – including online and offline efforts that align buyer intent with your sales process to increase both immediate and long-term conversion yield.

Heinz Marketing's Online Sales Pipeline Velocity Calculator

The Heinz Sales Pipeline Velocity Calculator helps you identify how fast qualified opportunities are moving through the sales funnel. Our calculator will calculate the pipeline velocity for you using the data points you provide.

SLMA Radio is hosted by James Obermayer of the Sales Lead Management Association which is a program on the Funnel Radio Channel.  

The majority of companies produce 20%-25% more total inquiries and leads a month than company executives realize, but these leads are not counted, distributed or measured.  They are ghost leads. This occurs more frequently in smaller to mid-sized companies, but even enterprise companies are not immune. 

Listen while you garden on iTunes

At the end of another blog entry (one of the best read)  titled “All know the way; few actually walk it. ~Bodhidharma,” I quoted Giraudoux’s famous saying, “Only the mediocre are always at their best.”  

As typically happens when we read something like this, we assume “the mediocre” is always someone else.  It’s certainly not us.

Why it’s Important

In the three-paragraph introduction, Oracle tightly lay out the reason why lead nurturing is needed to be competitive, “If done well, lead nurturing can build a strong brand loyalty long before the prospect is ready to buy.”

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Title:  Lead Nurturing

Listen while you work

 In this program we interview Howard Sewell, president of Spear Marketing about the four common failures of lead nurturing.

Why it's Important

"Lead Nurturing, not to be confused with dumping all your available content on new prospects, has a certain finesse if done right, but it can lead to impatience, frustration and rejection by prospects if done poorly."

Why its Important

"Managing leads appears to be solved until it isn't; the result is forecasts flop, sales lag, and sales managers fail.  It can be prevented.”

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It has been proven time and again that you can't manage sales if you can't manage sales leads and yet marketers fail at this time and again.  They buy software and assume it is solved.  They train salespeople and assume it is solved.   It appears to be solved until it isn't; forecast flop,  sales lag and sales managers fail.  It can be prevented.

Those with a $ dollar sign lead to immediate increases in sales.

"This is the most important assembly of facts about sales lead management available in one place"

Updated on Feb 7, 2022

SLMA suggests you use this as a basis for the job description of one of the most important jobs in the marketing department. 

Job Summary

The Sales Lead Manager is responsible for managing the incoming demand and reporting on the ROI for all lead generation programs.

Essential Functions

“How do you know,” I asked the marketing manager, “how much money to spend on marketing, and how many inquiries and leads to produce?”