How to Triple Your Lead Generation Productivity with Lead Nurturing
By Russell Kern THE | kern | ORGANIZATION
A great 14 page white paper from Direct Marketing Expert Russell Kern. Go to The Kern Organization to get it or to the Sales Lead Management AssociationSM (Resources , White Papers). Kern has several other white papers on the SLMA site about lead qualification.
October 11-17, 2009 is National Sales Lead Management Week
By James Obermayer
Los Angeles, CA -- James W. Obermayer, co-founder of the Sales Lead Management Association, declared the week of Oct 11-17, 2009 as National Sales Lead Management Week. Obermayer stated,"In light of the millions of inquiries which are the result of billions of marketing dollars spent on marketing, this week will be dedicated to the subject of properly managing sales leads."
Support for National Sales Lead Management Week
Dan McDade, President of, PointClear said"If it has been tough to measure the value of the marketing spend and the percentage of leads accepted and closed is lower than it should be and investments in marketing automation have not paid off, take advantage of"National Sales Lead Management Week" to fix those problems." Jim LaBelle, the President of, LEADTRACK said:"The emphasis this week should be to encourage marketing and sales management to evaluate the effectiveness of marketing investments. Without a process it is impossible to measure how the combined efforts of sales and marketing contribute to the bottom line."
The Sales Lead Management Association challenges marketing and sales officers to create events around lead management. Ideas on how to bring attention to this subject appear on the SLMA website: www.salesleadmgmtassn.com
[La Belle has a"no victims here mentality" and it comes through in this Sales lead Management Association Blog entry.]
We are going through some very tough economic times, but not everyone is a victim. Unfortunately, individuals and companies feel that with all of the negatives this is not the time to spend money on marketing and sales. Actually, business analysts will tell you that at times like this it is imperative to invest in aggressive marketing, and fine-tune the sales process to find out what programs are working and which ones aren't. This is when you must have a system in place to make sure you get the best bang for your buck.
LEADTRACK has been in the sales lead management business for 30 years and it is shocking that from 1979 to 2009 several figures remain constants in business annals…
More than 50% of qualified leads are never worked by sales
Less than 50% of a sales persons time is spent selling
B-toB Telemarketing and Telesales: Do’s and Don’ts as the Economy Recovers
by Michael Brown
When the economy tanked in 2000, many companies hit the phones in a mad scramble to replace business that was going away. Now that the economy is turning upward again, many firms are hitting the phones in a mad scramble to capture some of the newly-loosened dollars. What can we learn from the bad times that we can apply profitably now as we market and sell by phone?
What didn't work
Cold-calling. Because it sounds too much like consumer telemarketing, most business prospects resist cold calls. A businesswoman here in Austin put it this way:"If a cold-caller gets me on the phone, I must have made a mistake!" Indeed, cold-calling produces the lowest ROI of any phone marketing application.
Generic, undifferentiated calling to high-level contacts fails, unfailingly.
Michael A. Brown advises and trains BtoB marketers about telemarketing and telesales strategies and techniques. Contact him in Austin, Texas. www.michaelabrown.net or 800 373-3966
FREE! Michael A. Brown's Ten-Point Phone Marketing Checkup for Lead Generation and Qualification. Call 800 373-3966
Congratulations! You've landed a fabulous job working for a company called Hotmail, or better yet - Gmail. They send mail to anyone with a g in their name and you are their top dog!
Many times your email address is the first thing people see from you. Whether it shows up in their inbox, is presented on a business card at a meeting, or listed in a membership directory; that first glance tells them more about you than you know.
How many times have you received a solicitation from someone and when you ask for a card it may say,
"Highland Landscaping Company
Joe Schlomotica, Landscape Architect, MG - Master Gardner
503-555-1212 [email protected]"
Susan Finch has been in the Marketing-Communications/Advertising industry since 1984. Her first client was the City of Anaheim in 1996. In 1996 she also launched a very successful non-profit agency, Binky Patrol Comforting Covers for Kids.
In addition to design for print and the web, Susan enjoys planning the entire online experience with clients to best serve their markets, clients and staff.
She continues to train clients on ways to take control of their online presence without being beholden to any web geeks, designers or predecessors, as well as coming up with current solutions to better position themselves in the sea of search results.
Aberdeen Group Offers Complimentary Research Report: Lead Lifecycle management: Building a Pipeline that never Leaks
This report explores how Best-In-Class organizations holistically approach lead management and demand generation. The study highlights best practices from 223 organizations around the concept of lead Lifecycle Management. The study is designed to help identify best practices in lead lifecycle management by exploring the process and practices Best-In-Class companies leverage to get more revenue from sales and marketing activities. Free. Offer Ends: October 2nd
Launch Sales and Marketing Takes Off After Opening for Business
Salt Lake City, UT, August 15, 2021 --(PR.com)-- Launch Sales and Marketing offers an efficient and professional business-to-business sales acceleration system for emerging and mid-sized companies. "We are a results-driven company," said Launch President Brandt Page."We want to see results for our clients as well as our own sales professionals."
Launch Sales and Marketing provides phone-based lead generation and qualification, qualified appointment setting, and a full-service sales force to maximize your company's success. Emerging and established businesses optimize their sales force by using Launch to fill their sales pipelines, increase monthly sales revenue, and to decrease risk and overhead costs.
B2B Sales Lead and Lead Generation Expert Mac McIntosh Announces Launch of Sales Lead Checkup™
Mac McIntosh announces the launch of B2B Sales Lead Checkup, a new service for B2B marketers responsible for lead generation. McIntosh, a business to business sales lead expert and president of Mac McIntosh Inc., launched the service to help business executives learn what they're doing right, and to help companies increase the number of qualified, sales-ready opportunities they generate.
Google Adds Salesforce to Enterprise Search
Mikael Ricknäs, IDG News Service
Google's Search Appliance can now be used to search documents stored on Salesforce.com, the company said on Wednesday on its enterprise blog.
The integration is made possible using a so-called connector, which lets Google's enterprise search appliance connect to content management systems and other repositories, including SharePoint, Documentum and now the online CRM (customer relationship management) platform Salesforce.com.
Kick the CRM tires with a Live CRM Test Drive. CRM and Customer Relationship Management Software
The best way to evaluate a CRM software application is to get your hands on it. See, there is no trial sign up form, which asks for your life story, just a simple form that directs right to the login to our full demonstration account.
There is no better way to see how the CRM can work for your business. This is a live CRM Account, sign in, go right to the Administration area to see how you can set up the CRM just for you. Add data, import, configure it, even set up workflow if you like and we even support you. If you have hardware and bandwidth to manage an enterprise CRM on-site, download opensource version here.... (registration required)
Must Read Book on"Professional Services Marketing"
I have my copy. Now get yours. The new book Professional Services Marketing, written by Mike Schultz and John Doerr, co-founders of Wellesley Hills Group and publishers of RainToday.com, offers field-tested expertise, benchmark research, industry case studies, and personal anecdotes from top service marketing professionals.
Based on insight from firms that succeed and the science of how clients buy, it's the perfect book for consultants, attorneys, accountants, engineers, and other professional service providers. Book Website: www.professionalservicesmarketingbook.com
Lead management systems are essential for the business on the go
Whether you are a one man business or a multinational organization, you definitely need lead management software in a partner relationship management situation in order to increase profits and sales. Lead management systems in a PRM environment are basically designed to improve the flow of information in and out of the concerned organization. There are a large number of ways with which you can effectively put your lead management systems to use. Since every business in the modern era is connected to one or more businesses, lead management systems enable the business owner to view and review the various company relationships at the mere push of a button. Lead management systems have been known to increase business productivity and profits to a large extent.
Cloud computing company Salesforce.com named market leader
Salesforce.com - an enterprise cloud computing company providing applications for sales, marketing and customer service - announced this week that Gartner has placed it in the leaders quadrant for sales force automation in the latest Magic Quadrant results.
Magic Quadrant is a graphical representation measuring the efficacy of vendors in a particular market segment at a specific time, according to two criteria: completeness of vision and ability to execute.
"Leaders provide mature offerings that meet market demand as well as demonstrate the vision necessary to sustain their market position as requirements evolve," Gartner reported. "The hallmark of leaders is that they focus and invest in their offerings to the point that they lead the market and can affect its overall direction."
CRM software maker Salesforce.com, Inc. .said that its second quarter profit more than doubled from last year, easily beating estimates . The San Francisco-based company reported second quarter net income of $21.2 million, or 17 cents per share, compared with $10 million, or 8 cents per share, in the year-ago period.
Revenue jumped 20% from last year to $316.1 million. Salesforce said that it added 3,900 net new customers in the quarter, while its total reached over 63,000. The company forecast a third quarter profit of 15 cents to 16 cents per share, on sales ranging from $323 million to $324 million.
As for the full year, it said it sees earnings of 60 cents to 61 cents per share, on sales of $1.27 billion to $1.28 billion, while analysts expect 60 cents per share on $1.26 billion in sales.
Publications reporting on Salesforce earnings used terms such as"Salesforce Shares Soar" (Barron's Blog),"Salesforce.com fires back at Oracle" (ZDNet), Salesforce.com CEO says"Service Cloud Best Quarter Ever. (TrasnsWorldNews). Salesforce's year high is $66.99.
This is from Brian Carroll's B2B Lead Generation Blog. This is a short but pointed blog entry every marketer should read.
Ask most executives and marketers what sales people need to sell in this economy and they will say, "more leads." So their marketing and lead generation focuses on getting MORE leads to their sales team.
But do you know how many of your leads are actually impacting the sales pipeline? We've done numerous lead qualification programs that have shown as little as 5 to 15 percent of all marketing inquiries turn out to be truly sales-ready opportunities.
This is why sales people don't want MORE leads. Sales people want is MORE effective selling time with BETTER leads that have high odds of converting into pipeline opportunities and customers.
Since we posted the
first Blog entry the reception has been great. We
have discussed how Marketers are the Builders of Wealth, Sales Lead
Management Week, and how Closed Loop Lead Management Systems = Lead
Quality and Lead Management (guest author Danny Head from Avaya).
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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