July 2011
Top of the News
CURRENT RELEASES AND NEWS FROM OUR MEMBERS (Directly linked to the Sales Lead Management Industry News Blog):
- Marketo Closes Record Quarter – Adds More Than 170 Customers, Grows Revenue 140 Percent Year-Over-Year
7/27/2011
- SugarCRM Appoints Open Source “Ninja-neer” John Mertic to Manage its Fast-Growing CRM User Community
7/26/2011
- Focus.com Launches Social Business Week with Expert Roundtables and a Webcast, Starting July 25, 2021
7/26/2011
- Aprimo Customer Kodak Drastically Improves Sales & Marketing Alignment
7/25/2011
- Matrix Solutions Launches Web-Based Media CRM and Sales Analytics Solution
7/25/2011
- New Raab Report Profiles Marketing Automation Vendors, Estimates Industry Revenue at $325 Million
7/25/2011
- Salesforce.com plans to break out of the CRM ghetto
7/25/2011
- BMA Announces 2011 B2 Award Winners
7/18/2011
Why "Instant Video Webinars" are making “Talkie-PowerPoint” Webinars Obsolete
 When: August 10th at 10 PST 1 EST
Host: Sales Lead Management Association and Bill Goldsmith Productions
Description: The days of the “Talkie-PowerPoint” voice-driven, PowerPoint heavy webinars is limited. This old format has become history with the introduction of "Live Video InfoBroadcast Webinars" that offer People instead of voices, Emotion instead of dull flat expressions and Live TV interaction between speakers, panelists and the audience.
Attend this Video Program sponsored by the SLMA and Bill Goldsmith Productions and see and hear four panelists discuss the multiple opportunities and Best Practices on how to use video to sell and create demand. Space is not limited, we can accommodate up to 1,000. Book your space now.
Cost: Priceless (free)
You’ll learn:
- How live video conferences engage and delight the audience.
- How to increase Knowledge Transfer and enhance the learning experience
- Why video programs keep the attendees engaged instead of leaving the room or answering their email.
- How every company can use Live Video Conferencing at the same or less cost of the old technology.
- How to use video to create demand and why it starts the relationship that sells.
- How to use video for emails campaigns.
Who Should attend:
- Marketing and Sales Management
- Marketing Communications Managers
- Demand Generation managers and specialists.
- Sales Lead Management managers.
Panelists:
Bill Goldsmith, (CEO Bill Goldsmith Productions)
James Obermayer (CEO Sales Lead Management Association
James Pennington (Direct Marketing Agency)
Don Schin ( Action Coach Master Licensee )
Mike Mraz ( Exhibiting Excellence )
Robert Kintigh (CEO of GrowthMasters, Inc.)
SLMA Radio Shows
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CURRENT week's show:
Shows from the past month:
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RECENT BLOG POSTS:
July 26, 2011:
In the last few months each person who joined as a member of the SLMA was asked about their biggest problems. 117 new members answered the question; these are their answers. They could choose up to three issues (some choose more and we included them). The surprise to us is that Proving ROI was the least of their problems; Generating Qualified Inquiries ranked first with the most mentions.
Read the full post >>
July 8, 2011:
Marketing automation is growing in its capabilities and its promises. We at the Sales Lead Management Association believe that the proactive nature of marketing automation can deliver sales increases in 90-120 days, virtually guaranteed. Maybe Marketing Automation can't yet give thanks via sky writing, but it probably isn't far off.
Read the full post >>
July 4, 2011:
Lack of follow-up by sales reps is the number one failure for lead generation campaigns. If salespeople can’t do it, get a marketing automation program.
Read the full post >>
June 27, 2011:
At a recent industry conference one of the presenters expressed his views on the new way we shop. According to him we no longer walk into a store to speak with a salesperson, rather we investigate, research, and finally buy everything from refrigerators to televisions to cars…online. His pronouncement was rewarded with general agreement from the audience.
Read the full post >>
ARTICLES OF IMPORTANCE - MEMBERS ONLY ACCESS:
A Sales Lead Haiku- through the Funnel
Lead Acquisition
Search, tradeshows, social, mail, web
All are critical
To generate leads for sales
Lead Nurturing
Leads that have no nurturing
Are like calling peeps
Out of the phone book- time waste
Lead Scoring
Benefit from marketing
By scoring your leads
To prioritize your time
Sales
Converted, nurtured, and scored
Finally a lead
A customer soon to-be
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Let the Flamethrowers Throw Flames:
Why sales hunters should not be prospecting
By Greg Alexander And John Kearney, Sales Benchmark Index.
Hunters are sales people with an instinct for closing deals and acquiring new customers. Instinct cannot be taught so few salespeople become great hunters. If there are so few hunters, then why are sales executives so eager to have hunters beating bushes to find new prospects instead of doing what they were naturally intended to do? To flesh this out, let’s consider another field where closers are key: baseball.
Read the complete article here (member login required)
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Scoring: A Leading Priority for Marketers
By Lisa J. Cramer, LeadLife Solutions Inc.
Today,
leads flow to Marketing from ever-increasing online sources—email
campaigns, the company website, Google AdWords and Google searches,
webinars, online advertising, blogs and virtual trade shows—as well as
from traditional marketing activities such as print ads, direct mail,
trade shows and networking.
Read the complete article here (member login required)
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A Marketing Automation Guide to Sales and Marketing Alignment
By Active Conversion
B2B marketing is about driving sales, yet a common complaint from the sales department is that “Marketing throws leads over the fence!” Too often experience has shown sales that few leads from marketing are qualified and even when they are; the timing is too early in the cycle. Meanwhile the marketing department is constantly dismayed that so few leads are actually followed up by the sales department.
Read the complete article here (PDF)
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Sales Lead Management Association Poetry Challenge
Are you an unrequited poet? Now is your chance to join the muses and entertain the business community with your poetry on one of four subjects (unless you can stuff all four into one poem). Put your poetry skills to work on the subjects of sales lead management, marketing ROI, CRM or Marketing Automation.
View all of the guidelines here, SLMA Members may go directly to the entry form.
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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