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ARTICLES OF IMPORTANCE - MEMBERS ONLY ACCESS:
The Secrets to 80% More Sales Pipeline
Who’s “passing the baton” between Marketing and Sales at your company?
At Marketo, the secret to a high-performance revenue engine is the effective use of the Sales Development team. This function has one focus: to review, contact and qualify marketing-generated leads and deliver them to Sales Account Executives. These Sales Development Reps (SDRs) pass the baton from marketing to sales.
Receive the guidance you need to turn marketing and sales into a revenue machine for your organization; read the Definitive Guide to Sales Development and find out:
- The seven ways that SDRs drive revenue, including 80% more sales pipeline
- The common questions about the sales development process
- How to design and build a high-performance sales development function
There are many benefits to building a high-performance lead qualification team, download the Definitive Guide to Sales Development to learn how.
Top of the News
CURRENT RELEASES AND NEWS FROM OUR MEMBERS
(Directly linked to the Sales Lead Management Industry News Blog):
- Noel Shannon to Take the Helm of Commence International
10/25/2011
- RightNow Purchase Adds Leading Customer Service Cloud Offering to Oracle’s Public Cloud
10/25/2011
- Jesubi Launches Sales Force Automation Integration for Eloqua
10/25/2011
- SAP's Core Software for 'Social Enterprises' Unlocked by Salesforce.com
10/25/2011
- Interactive Content Connectors for CRM / Marketing Automation Integration Introduced by Alinean
10/20/2011
- Microsoft Dynamics CRM Users Close More Deals Faster with the Help of New DocuSign Plug-and-play eSignature Solution
10/20/2011
- Roger Siboni Appointed to Marketo Board of Directors
10/20/2011
- Cloud Lead Management / CRM Offered by LeadMaster Partnering with Jamcracker
10/20/2011
- Social Enterprise Brought to Higher Education by Salesforce.com
10/20/2011
- Pardot Stretches Lead in SMB Marketing Automation Category With Milestone Q3
10/17/2011
SLMA Radio Shows
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RECENT BLOG POSTS:
10/16/2011
 How to avoid losing your Lead Generation Budget
When management, for whatever reason, decides to cut the lead generation budget the consequences have both long and short-term penalties for the company and its salespeople.
First some definitions, and then a practical story:
A Sales Lead Blackout occurs when all lead generation activities cease.
A Sales Lead Brownout out occurs when there is a partial sales lead generation cut-off.
A True Story
The President of the small public medical instrumentation company called in the VP of Marketing and immediately launched into his problem.
“We are half-way through the year, our forecast is off a bit, expenses are up. I made promises on earnings per share and I need to cut the marketing budget for the last quarter of the year. Go look at your budget and give me the best news you can.”
Continue reading "Sales Lead Leakage #66: Sales Lead Blackouts produce sales dips within three months! " »
 10/01/2022
Lead Management the Movie?
Wouldn't this be nice?
This cartoon is from Stu Heinecke at CartoonLink, Inc. To boost your open rates on direct marketing using a cartoon, click here for a special report.
The sponsor for this Cartoon is LeadMaster. For other Sales Lead Management Humor click here.
Readers are granted permission to use this cartoon (and others from the SLMA) in their blogs, newsletters, speeches, etc., if the SLMA logo and the sponsorship attribution are retained.
09/28/2011
SLMA Note: This is one of the best articles I have read on the subject of choosing a marketing automation system. The author is Lauren Carlson of Software Advice. I have added some thoughts (encouraged by the author Lauren Carlson) and I have printed the majority of article.
The original appears here. In more depth. If you want to download a Marketing Automation Softwear Buyer's Toolkit click here
by Lauren Carlson, CRM Market Analyst, Software Advice
They say hindsight is 20/20. If you’d only known A, B, C, you might have done X, Y, Z a bit differently, right?
Given that we can’t accurately see into the future, as consumers, we often seek out the advice and opinions of our peers. With the Internet and social media, it’s easier than ever to find out what Tina paid for this or why Joe chose that. Logging on to Twitter, Facebook, Yelp and other third-party review sites gives us instant access to what other like-minded consumers are saying about the products we are interested in.
Continue reading "What Do You Wish You Had Asked Your Marketing Automation Vendor?" »
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You Created Your New Video, Now What?
 Thanks for those who attended the recent Instant Web Meeting, Live Video Webinar sponsored by Bill Goldsmith Productions and the Sales Lead Management Association. This is a great introductory program that shows marketing the emerging potential of using live video for Webinars. For those who were unable to attend, we now have the video archive posted here click on the following link to review at your convenience.
www.instantwebmeeting.com/slma
This archived Live video web conference is available at no charge to members of the SLMA for your own use and reference.
By Tom Quinn,
Director of Fulfillment Services, Mailing and Fulfillment Service Assocation
The "Big Box" business approach has been the standard approach for the 3PF (Third Party Fulfillment) industry for the last 25 years. This theory was driven by the client's requirements to store large amounts of material in support of their marketing and sales efforts. Success within the industry has been measured by the size of a company's warehouse, the number of customers, and the number of line items managed, in addition to their annual revenue and profit. If you were considered successful, you had to continue to enlarge the size of your warehouse to add the additional materials required for a growing account base. The bigger a company grew, the larger accounts they could attract and the more material they would have to store. It was not unusual for a company to double or triple their storage requirements every few years; many times within the same year. Thus, the "Big Box" theory was created as the 3PF industry was created.
The basis of the theory is that one must have a large warehouse (80,000, 100,000, or 250,000 square feet) to be successful in the fulfillment industry. I love the "Big Box" theory and have grown up with this business approach, but wonder if another approach (Small Box) might not be the correct approach for others entering the 3PF industry from other business disciplines. The mailers and printers, particularly small printers and those with digital printing skills might fall into this category. The "Small Box" approach simply means that the goal would not to be to have a large warehouse, but would be measured in some other method, such as, records processed per year, database size or other computer related parameters, yet to be developed.
Read the full article here. Member login required >>
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by Jeff Chamberlain of Aprimo
B2B buyers have changed. Like the rest of us, they are consumers when they are at home and they have carried the tricks and tools learned as a consumer to their office environment as a buyer. They’re also more tech-savvy than ever before, and they know how to navigate online resources and social media networks gather information and references. Plus, they’re keeping a close eye on their budgets. And they’re busy –very busy –with only enough time to pay attention to the most relevant and compelling messages.
How can you succeed in this uber-competitive marketplace? What’s the most effective way to attract and convert the modern B2B buyer?
For quite some time now, I’ve been making the argument that your best bet, without a doubt, is an integrated, multi-channel messaging strategy. These days, you need to appeal to B2B buyers wherever they happen to be, whether that’s:
- Online –across a variety of digital channels (your website, their email inbox, Facebook, Twitter, YouTube, other social media networks, etc.).
- Offline --including direct mail, telemarketing ,events (conferences, seminars) as well selective use of traditional channels (print, television, radio)
- Mobile –SMS and customized apps offer valuable opportunities for direct, personalized communication
Read the full article here. Member login required >>
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Vizzini: "Inconceivable!"
Inigo Montoya: "You keep using that word. I do not think it means
what you think it means."
- The Princess Bride
As service firms begin to awaken from a long
recession-inspired hibernation period, they are again beginning to think
about proactive lead generation. If your firm is stepping-up your outbound
marketing, your first step should be to re-examine your firm's thinking
about what works and doesn't work.
Consider the following seven service lead generation
misconceptions. Destroying these myths can lead to more production and
better return-on-investment for your marketing time and dollars.
Read the complete article here - Member login required >>
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Reading this could be the most profitable four minutes
you've spent on your business in a long time.
By Andy Brownell www.LeadMaster.com blog.LeadMaster.com
Article summary:
Learn why it is important to nurture your sales leads and how adding that personal touch can strengthen your relationships. Lead nurturing 2.0 takes a look at the 4 "P's" of lead nurturing and some important features required of your lead nurturing software.
Why Nurture?
The definition of nurture is to help grow and develop according to Dictionary.com. Think about all the things you've nurtured, or helped grow and develop, today. You've developed your career. You've nurtured your family. And maybe you've grown a garden. Perhaps you've nurtured your hopes and dreams for the future. Most people would agree that nurturing the important things is vital to success and happiness.
So then, why do many companies and sales professionals neglect to nurture the majority of leads that actually provide them with a living?
The statistics tell a sobering story. About 75% of all leads – leads that companies bought and paid for with their marketing dollars – are ignored by salespeople who eagerly harvest the remaining 25% of leads, which are the low-hanging fruit that converts easily and quickly. Then they wait for another batch of leads to come in and again snatch up a small fraction of prospects, ignoring the lukewarm or undecided leads that make up the majority. If you're lucky, some of those ignored leads will eventually find their way back to you under their own steam and make a purchase, but most are lost.
Read the complete article here - Member login required.
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BOOK REVIEW: The Truth About Leads
By Dan McDade
 Available from Amazon: Kindle Edition $7.99, Paperback $14.95
 There aren’t many books about lead management or even lead generation. The Truth About Leads is a great read for you and everyone on your staff that is concerned about lead generation.
Written by prospect development expert and PointClear founder and CEO Dan McDade, there are 23 reviews of it on Amazon, it is available as a Kindle (I have both a Kindle version and hard copy).
I like his book because there aren’t many books just about leads in a simple do’s and don’ts format. As I said in the book review (in the book) it isn’t filled with self-serving tripe. It has a roadmap for improving lead generation and it makes a case for generating fewer leads. For those new to direct marketing or even veterans there is a nice review on direct marketing basics. There are eight chapters and I enjoyed it all. Andrew Gaffney, Editor of Demand Gen Report recommends this book for anyone re-thinking their pipeline approach. Rich Bohn the executive editor of SellMOreNow.com like the simple clarity of purpose for people trying to revive their lead generation process. Dan completes this anecdote-filled tome with the top-10 actions B2B execs can take today to improve revenue results.
Published January 2011. Printed in the U.S.A.
Register to Win The Truth About Leads >>
Register for your chance to win a copy of Dan McDade’s recently released book, The Truth About Leads. A drawing will be held each month throughout 2011. Monthly winners will be announced in PointClear’s eNewsletter, The First Friday Report.
This review is from: The Truth About Leads (Paperback)
Great Book About Lead Gen, January 25, 2022
By James A. Turner "Jamie Turner" (Atlanta, GA) - See all my reviews Length: 0:18 Mins
Dan's book is a real gem. So much so that I did a short video review of it. If you're interested in generating leads for your business, you'll want to check out this book. Bravo!
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