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Sales Lead Management AssociationSM February 2010 Newsletter
In this Issue:
Intelestream CRM Consultants
Register For an Upcoming Webinar: Understanding CRM
Thursday, March 4th, 2010 from 12:00 PM to 1:00 PM Central Time
Customer Relationship Management is the backbone of all businesses, however many people are confused by it. This free webinar, offered by leading Intelestream CRM consultants, is intended to educate attendees about the concept by breaking it down into layman's terms. Click here to register.
The webinar will address five key aspects of CRM with which all businesses should be familiar:
- Defining CRM and why businesses use it
- CRM processes involving sales, marketing, customer support, e-commerce, and reporting
- Implementation best practices and encouraging user adoption
- Customizations, maintenance, and enhancement
- Overview of the CRM marketplace: matching specific business needs with the right CRM Platform
A question and answer session focusing on the specific business case scenarios of attendees will follow. From start-ups to Fortune 100s, this webinar is appropriate for attendees representing organizations in all stages of growth.
To register, go to this link: https://www2.gotomeeting.com/register/625670523
Member Content Articles:
New Aberdeen Report:
Crossing the Chasm with Automated Lead Management Technologies
SLMA Editor's report: I found the report to be fascinating and a must read for our Sales Lead Management AssociationSM membership. To get a copy of this report go to SmartLead by AdTrack
I understand that sponsors for this report are SmartLead, Marketo, Eloque and Silverpop.
Report Description
The need to increase new customer acquisition is overwhelmingly the number one pressure driving investments in automated lead management in 2010. Automated Lead Management technologies are rapidly becoming critical enablers to Best-in-Class performance in automating customer engagement across two or more marketing channels to identify, track and nurture new revenue opportunities. This study captured adoption trends for automated lead management from 205 organizations in December 2009. The report highlights best practices for extracting value from automated lead management investments.
Read the overview article here (member login required)
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Best Practices in Lead Generation and Lead Management
Every minute of every day there is someone, somewhere, who wants to buy a product or service that's a good match for your company's offering. The question is, 'Will they buy it from you?' Thus, the key to your organization's success is not necessarily doing the most lead generation activities. It's finding that person who wants your solution. But what's the best way to find the prospects who are ready to make a purchase?
There are many different solutions for generating and locating your next lead.
Read the full article here (member login required)
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Do You Have a War-Like Soul?
by James W. Obermayer, Sales Leakage Consulting
During a recession, business executives from CEOs and presidents to sales and marketing managers confront one of two choices:
- Do we defend our business, therefore shrink, possibly survive, and in the process risk the death of our enterprise?
- Or do we fight and take market share from those who choose defense and cannot manage their business?
If your company chooses defense, it takes the chance it will"save" itself into a corporate graveyard. If it survives, it risks giving up a large chunk of its market share to a more aggressive competitor.
Read the full article >>
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B2b Sales Lead Success Checklist
by M. H. Mac McIntosh
You've spent a great
deal of time, effort and money putting together your business-to-business sales lead generation programs. But how you
handle the leads once you get them will make the difference between
a happy sales team and new customers, on the one hand, or an unhappy
sales team and lost sales on the other.
Here are six key
questions to determine if you have the best chance of being
successful with your sales lead programs, and a checklist to help
ensure it:
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Inquiry Management Job Description
by SLMA Administration
The importance of a discipline is measured by a company's willingness to create a specific area of responsibility (job description and job title), around the function. This is increasinlyg happening with the area of Inquiry Management. We are finding increasing instances, world-wide of people carrying this title. We have are, therefore, offering a job description for this title.
Read the PDF Check list >
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CRM "One Size Fits No One"
Developing a closer relationship with customers and prospects by using CRM software has always been attractive value proposition. The challenge of a CRM implementation has always been cost to implement, time to benefit and user adoption.
Read the full article >>
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Trade Show Sales Lead Management
"80% of leads gathered at a show are not followed up."
-Center for Exhibition Industry Research (ceir.org)
Julia O'Connor, renowned trade show training consultant, says this lack of follow up equates to wasting 80% of your money. It is imperative that sales leads gathered at a trade show be followed up. Common sense dictates that you must have a sales lead management system and process in place to capture and track sales leads from a trade show. Common courtesy dictates that you must provide feedback by way of literature, product information or a simple thank you to anyone that takes the time to visit your booth at a trade show. LEADTRACK sales lead management software with built in mail program will do this for you - before the show is over.
Read the full article >>
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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