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Sales Lead Management Association^SM March 2010 Newsletter

Have you had a chance to view our interview series?

These are great questions answered by the winners of the 50 Most Influential People in Sales Lead Management in 2009.

Over a dozen interviews are featured currently. Don't miss this helpful series of advice from the most respected experts in our field.

View the interviews here >>

In this Issue:

SLMA seeking first hand news, tips and industry changes.

The Sales Lead Management Association^SM is seeking news, personnel changes, tips and hot items of interest in the CRM, Lead Management, Marketing Automation fields.  Send your items of interest to:  [email protected].    You must include your name, items may be confirmed prior to publishing. 

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42 B2B lead generation touches on one contact… What… are you Crazy?

by Dan McDade

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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The Three Key Drivers to Lead Conversion

by Coffee for Closers

Editors note:  This is an interesting Blog Post on Coffee For Closers. 
Maximizing ROI of generating leads is essential to any successful business, especially when utilizing expensive internet leads.  As companies scramble to find the best methods of squeezing every last drop of value out of their leads, it's important to remember that a solid lead management system is often the key to managing these leads properly.  Jeff Solomon, one of the founders of Leads360, has laid out the Three Key Drivers to Lead Conversion.  By focusing on these three drivers, any sales staff can begin to convert more of their leads and dramatically increase profitability.

Read the full article (off site ) >>

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Starting A Fulfillment Operation in 10 Easy(?) Steps

by Tom Quinn, Director of Fulfillment Services, Mailing and Fulfillment Service Assocation

If you are thinking of diversifying your business by entering the Third Party Fulfillment (3PF) business, the following 10 step process may prove helpful to you.  The following steps are presented in what is considered the optimal order, however, the incorporation of fulfillment is very seldom orderly and optimal, so using the data as a guideline or checklist is suggested.  The 10 step process can also be used as an outline for your business plan.

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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?"

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