In this issue:
Marketers: Stop Hypothesizing and Start Testing
SEO is a lead generation technique.
Pitching when you aren't on your mound and other networking missteps
Are you giving your salespeople naked leads?
Upcoming Shows and Recently on SLMA Radio
Sponsor Spotlight:
ClickPoint Software
Easy-to-Use Lead Management Software
ClickPoint Lead Management and Lead Distribution solutions were designed to help businesses improve results from internet leads and phone generated leads. With LeadExec and SalesExec working together or independently, we have a solution for you to streamline your lead based activities.
clickpointsoftware.com | Read more >
ETi
Business Sales Lead Generation and Client Retention Services
Maximizing Sales Productivity
Customer acquisition is not just about appointment setting for this week's leads – it's about building a Sales Opportunity Pipeline for your sales force and keeping your Sales Pipeline filled with a stream of productive qualified leads. Focusing on your sales force's productivity by addressing short and long term needs, eti will implement best practices designed to generate increased annual growth
http://eticales.com/ | Read more >
POINTCLEAR
3 Steps to Sales and Marketing Optimization
- Get measurably better marketing ROI
- Let your sales people focus on what they do best
- Close significantly more deals than you did before
http://ptclr.com/ | Read more >
Submit Articles to SLMA
SLMA accepts
original articles on the subject of inquiry management (including CRM), marketing automation, fulfillment, telemarketing, inquiry nurturing, etc. We will also publish articles that have been previously published if the author submits proof that he or she has permission from the magazine, newsletter (print or on-line) or book publisher to reprint the material. Please submit content to [email protected].
Advertise on the Sales Lead Management AssociationSM
Web Site!
Reach potential
customers
Promote your products & services
Feature
your company here!
|
SLMA Group on linkedin.com
The SLMA has a Group on Linkedin, the premier business networking site. As a member of the SLMA you are invited to join.
Click on this link 
and you will be connected to Sales Lead Management Group. Follow the instructions.
|
|
|
|
FROM OUR BLOG:OM OUR BLOG:
Marketers: Stop Hypothesizing and Start Testing
 Lead generation campaigns provide two different kinds of data that can help you refine a lead generation campaign: call center metrics and conversation level information.
Before embarking on a lead generation program, companies often believe they must have all the answers: who is the ideal customer, which market is the most ripe, what message is best.
Jenny Vance headshot 2014 Companies can spend months hypothesizing about the perfect calling lists, messages and strategies before launching an appointment setting campaign and making the first call.
Full post >
SEO is a lead generation technique.
James Obermayer the host of SLMA Radio interviewed Judy Key Johnson from the Key Marketing Group as she discussed Lies, Myths, Falsehoods, Deceptions and Snake Oil promises surrounding discipline of search engine optimization. Judy covered:
What to expect.
What not to expect.
What not to do.
How much doing it will cost.
How to choose someone to do it.
And how long it takes to see results.
New SEO customers - RED FLAGS:
If you are promised so many number one terms per month - that's total snake oil. This is such a narrow, unsearched term because only two pepole are interested.
RUN!
Have to spend two - five weeks going over your terms and matching it up to your goals - THIS is a good sign. Has you more involved.
How can you be the best possible SEO client?
Full post >
Pitching when you aren't on your mound and other networking missteps
"It's the wind up, and the pitch!
There is a time and a place. I realize that many sales professionals, consultants, and others professionals are in a constant state of hyper-alert opportunity-seeking mode in most situations. Sometimes you have to give it a rest. Make more mental notes or voice memos if you have to. There are times when you should look to set up an opportunity to continue a conversation later. This way both of you can focus and your victim isn't walked by you and your wild-out-of-place pitch.
Full post >
Are you giving your salespeople naked leads?
How to find qualified leads for the sales channel is the issue. In this instance, the salespeople mean leads that are qualified to buy someone's product. Salespeople sometimes call the unqualified person who has not answered any questions about intent, naked leads, but they often give up after the first phone call says Gil Cargill:48% give up after the first call). But there are several ways to get qualified leads.
Why it's important?
Qualified sales leads shorten the sales cycle and increase sales while reducing marketing spending.
Full post >
LISTEN TO OUR NEXT SLMA RADIO SHOW FOR THUR, JUNE 26 10 am Pacific
(SLMARadio.com)
 10:00 am: SLMA Special Program: Sorry for the inconvenience but social selling is a revolution
John Golden, author of Social Upheaval How to Win @ Social Selling, former CEO and president of Huthwaite, and currently president of Focused Revenue Results, will be interview by SLMA Radio host Jim Obermayer to discuss his latest work Social Upheaval. Golden makes the case that social media is slanting the playing field in favor of the buyer at the salesperson's expense.
Don't miss shows by Continuum and LeadSpace, too, following our show.
AND LISTEN TO RECENT SLMA RADIO GUESTS:
| June 19: |
June 11: |
June 4: |
May 28 |
If I had a nickel - Webmaster Transitions: Pleading Ignorance Doesn't Fly
Susan Finch along with her cohost, Stephan Hovnanian
It used to be that you would have "the guy" and he would hold the keys. Uh, BAD IDEA. It's YOUR presence, YOUR domain, YOUR email, YOUR BRAND.
If you decide to part ways for whatever reason with "the guy" there are a lot of aspects of your web presence that you will want to get a copy of. |
How to fix your database to boost email success by 40%
10 steps to optimize your b2b email marketing database
Jim Obermayer interviews Frank Jamieson, president of Applied DM Research. Databases have always been important, but in this interview, Frank discusses the ten steps that marketers can use to optimize their email marketing databases.
Remember, the database is 40-60% of an email blasts success. Optimize your database and watch the return climb 40-60%.
|
How to ID Your Best Prospects out of the Primordial Slop
Jim Obermayer discusses with Tony Tissot, director of Marketing at eTrigue, how to extract the most qualified prospects from the masses of inquiries that most companies create. When salespeople are surveyed they always say,
" I want more leads."
Three months later they say,
"You misunderstood me, I want more qualified leads."
Tony is going to share how this is done.
|
The Collaborative sales era dictates that salespeople change or change jobs.
Host Jim Obermayer interviews Keith M. Eades, CEO of Sales Performance International (SPI) and Timothy T. Sullivan, Director of Business Development for SPI
We have heard that buyer behavior has changed, and with it, we are hammered that sales people must also change or fail. |
| Watch here > |
Listen here > |
Listen here > |
Listen here > |
How do salespeople stay relevant when buyers are liars and evasive?
The Barriers Salespeople Face in Following-Up Sales Leads
Richards Brock is interviewed by Jim Obermayer as they discuss the increasing difficulty of salespeople being able to have meaningful discussions with inquirers.
|
Sales Managers Suck at Taking Responsibility
Nick Hedges, Velocify
In This 25 minute discussion, Jim Obermayer gets Velocify CEO Nick Hedges opinion as to why sales lead follow-up is so dismal, and why sales manager's appear to not take responsibility in making it happen.
|
Best Hire you'll make this year: Predictive Sales
Jim Obermayer chats Justin Shriber, VP of Products of C9, the predicative analytics company. It really comes down to a twist to that well-known saying
"What you don't know can hurt you."
|
What does it take for Sales Training to actually work?
Jim Obermayer interviews Alyson Brandt, president of Fusion Learning. They discuss,why company presidents turn to sales training when sales lag and why this often fails.
|
| Listen
here > |
Listen here > |
Listen here > |
Listen here > |
Interested in being a guest on the show?
Contact Jim Obermayer with your ideas.
[email protected]
Guests get embed code to promote their show after airing, pre-show promotion links, and show promotion across all social media venues.
|
|
|
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