Sales Lead Management Association^SM September 2009 Newsletter
In this Issue:

SPECIAL ISSUE ON INQUIRY NURTURING

• 5 Reasons Why Lead Management is more than Lead Nurturing and Scoring
  - by Jon Miller – Marketo

• How to Triple Your Lead Generation Productivity with Lead Nurturing
  - by Russell Kern THE | kern | ORGANIZATION

• Can you afford losing leads because you did not follow up on time?- by Kirtan Patel LeadOrganizer.net  

• What Do You Do When a Prospect Turned Over to Sales Is Not Ready to Buy?- by Barry Lieberman, Advantage Plus Marketing Group

• Shorten Sales Cycles … By Capitalizing On Trigger Events- by Craig Elias, Creator of Trigger Event Selling and Chief Catalyst, SHiFT Selling, Inc.

5 Reasons Why Lead Management is more than Lead Nurturing and Scoring

by Jon Miller – Marketo

One mistake many marketers make is to think of their lead management requirements too narrowly.
No doubt, 2 of the most important components of lead management are:

1. Lead nurturing, to educate buyers about the space and establishing that your company understands their problems and knows how to solve them
2. Lead scoring, to know when to pass leads to the sales team – and when to keep them in marketing for further nurturing.

Achieving the full benefits of lead management requires much more than just lead nurturing and scoring. By themselves, nurturing and scoring leads doesn't automate the marketing processes, especially the key interfaces to and from marketing and sales that are necessary to really unlock growth.
Here are my top 5 lead management best practices that go beyond lead nurturing and lead scoring:

Read the full article>>

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How to Triple Your Lead Generation Productivity with Lead Nurturing

by Russell Kern THE | kern | ORGANIZATION

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."

Read the full article - (PDF)

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Can you afford losing leads because you did not follow up on time?

by Kirtan Patel LeadOrganizer.net  

Auto-pilot your business in this downturn economy!
No one can afford to lose a single lead because of lack of timely follow up. Nonetheless, businesses are losing a ton of money because of archaic follow up systems. How can you automate your system to make sure nobody slips through the cracks? 

This article will address the financial benefits of automating your sales force and simplifying, even automating the operational use of a Customer Relation Management System (CRM).

By the end of this article you will know how to easily close out leads and save time and money. All this without losing a single lead due to lack of communication

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What Do You Do When a Prospect Turned Over to Sales Is Not Ready to Buy?

by Barry Lieberman, Advantage Plus Marketing Group

Even the most seemingly Qualified Prospect will have to be returned to the Prospecting cycle if the Sales department determines they aren't really ready to talk about finalizing a deal after all.

According to the BANT rule (Budget, Authority, Need, Timing) I described in the last issue, a Prospect may have need and authority to buy, but perhaps their budget or timeframe gets delayed for one reason or another. They may talk with a Sales rep and realize it's going to take longer before they can win purchase approval. There may be other obstacles they have to overcome before they can get serious with you.

You surely don't want to cut them loose at this point!

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Shorten Sales Cycles … By Capitalizing On Trigger Events

by Craig Elias, Creator of Trigger Event Selling and Chief Catalyst, SHiFT Selling, Inc.

Jed (a hypothetical salesperson) keeps getting what sound like positive buying signals with his prospecting calls. Somehow, though, he's not getting very far.

"People tell me to call back in two months, four months, six months, when they will be looking at this problem" he says, perplexed. "When I call back, I get people telling me how glad they are that I called ... but my close ratio is low, and my sales cycles are way too long. What's going on?

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