Sales Lead Management Association(SM) - Newsletter

Sales Lead Management Week

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Recently on SLMA Radio

Recent Blog Posts

A Little Bird Told Us

Sponsor Spotlight:

ITN International

Touch and Go Event Solutions

What sets ITN apart The remarkable ability to translate complex technology into usable, relevant solutions. A commitment to NFC mobile phone technology (short-range RFID) combined with our innovative BCARD credential design.

With NFC-enabled Touch 'N Go event solutions, ITN creates an unmatched ability to deliver great experiences, strong value, and massively powerful results to our clients and to their customers.

itn-international.com | Read more >

Invenio SolutionsI

Experts in Lead Generation & Telesales

Invenio is a full-service sales firm focused on high-quality lead development and outsourced sales. Backed by an experienced workforce leveraging unique sales methodologies, Invenio's integrated service offerings have the unmatched flexibility to deliver market-leading results. Our partnership-focused approach, comprehensive reporting and track record of success set the company apart. Read about the Invenio difference.

inveniomarketing.com/ | Read more >

the hill group management consultants

Improve Focus, Achieve Results

Helping organizations focus through sound strategy services, innovative solutions, and exceptional care.The Hill Group, Inc. provides management consulting services to a wide range of clients including large corporations, many of the Fortune 500, governments, large institutions, and not-for-profit organizations.

hillgroupinc.com | Read more >

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Sales Lead Management Newsletter:
May 2013

LISTEN TO THIS WEEK'S SLMA RADIO SHOW THURSDAY:

May 30: Mike Sorgani, ITN International Event Solutions

Mike Sorgani has served as ITN International's Vice President, Sales&Marketing since 2006. During his tenure with the firm, ITN International's revenue has grown from $5 million to $7 million annually. Mike began his career in the event industry in 1976 and has occupied key positions at several registration and lead management firms, including Registration Control Systems, CompuSystems and Exgenex. During that time, he has seen registration and lead management technology evolve from mag stripe to Near Field Communication (short-range wireless), today's leading edge. Mike is a frequent speaker at industry events such as CEMA Summit, ESCA's annual meeting, EXHIBITOR and EXPO EXPO.

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RECENT SLMA RADIO GUESTS:

May 23:	May 16:	May 9:	May 2:
Tom Judge talks with Jim Obermayer about How to develop leads that will close.	Jeanne Hopkins of SmartBear: Why Right Brain Marketers need Left Brain Metrics or the creative won't matter.	HubSpot's Ellie Miram's Pet Peeve: Why buying lists is the biggest email marketing no-no	SLMA Replay: Anderson Crosby of Relecom, Inc. talks about reporting tools
Listen here >	Listen here >	Listen here >	Listen here >

Interested in being a guest on the show?
Contact Jim Obermayer with your ideas.
[email protected]

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FROM OUR BLOG:

How Many "Ghost" Leads Does Your Company Get Every Month?

Google+ and Youtube

The majority of companies produce 20%-30% more total inquiries and leads a month than company executives realize, but these leads are not counted, distributed or measured. The "leads" sneak into the company through phone calls (reception, company president, customer service), emails, unrecorded leads in trade show booths, etc. I call these "ghost leads." These inquiries are not entered into the CRM system, and fulfillment is scant at best. Certainly there is no count. Marketing appears to be less effective than it really is when measured by the numbers, follow-up suffers, and nurturing is non-existent.

Full post >

Sales performance is tied to sales lead performance, which is tied to your marketing performance!

Said another way, your marketing performance drives sales lead performance, which drives sales performance. Either way it works.

Failure starts with a lack of marketing performance, which is often due to inadequate budgeting. The root cause of inadequate marketing budgeting lies with executives who do not understand the causative effect marketing spending has on lead generation and sales performance.