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Sales Lead Management Newsletter:
October 2013

A story about the incomplete marketing manager

She said, with a somewhat quizzical look on her face, "What do you mean lead management? We have a CRM system; what else do I need?" This conversation was six months ago.

Elvira* is a marketing manager for a software firm. She's been on the job for many years, has a staff, and is known for both her technical understanding of the company's products and her writing skills. To her credit, she embraced the internet early and often. Social media in all aspects is another of her strengths, and she wields it aggressively in all outlets possible.

Full post >

Never Underestimate the Power of Planning

Tom and I met at a Sushi restaurant yesterday, something we've done once or twice a year since I consulted with his company on sales/marketing and planning several years ago. Tom is his company's VP of Operations, and we try to meet regularly to discuss the company's progress, but we had not had a meaningful discussion in nine months.

Two years ago I moderated their sales and marketing plan. The end result was a full Strengths and Weaknesses, Opportunities and Threats (SWOT) assessment, a plan with Goals, Objectives, Strategies and Tactics, etc. As we started in on our pot sticker shrimp appetizer, I handed over the planning document and asked him,"Well, will you make the $X Million product goal for Z Product and $X Million for Y Product this year, as set out in the plan?"

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  LISTEN TO THIS WEEK'S SLMA RADIO SHOW THURSDAY:

  Trish Bertuzzi of The Bridge Group:

  Twitter's Flash & Burn and Outbound Calling Success on the Rise

  AND LISTEN TO RECENT SLMA RADIO GUESTS:

  October 17:	October 10:	October 3:	September 26:
  Why B2B companies need a written marketing plan Host Jim Obermayer interviews Larry McAdams of the McAdams Group. They cover the elements of a sales and marketing plan and why it only takes 8 hours to complete a solid plan.	Strategic Volunteering - When saying Yes is bad. Cyndi Greenglass, Senior Vice President, Strategic Solutions for Diamond Marketing Solutions was interviewed by Susan Finch about strategic volunteering.	Taking the Mystery out of Pricing Telemarketing Services Jim Obermayer asked Mari Anne Vanella to tackle the tough subject of navigating what should be paid for the different levels of telemarketing services.	Is the traditional sales compensation program for B2B dead? Jim Obermayer asked Daniel Perry of Sales Benchmark Index the tough questions. Is the traditional sales compensation program of salary plus commission obsolete? Are commissions dead as a motivator?
  Listen here >	Listen here >	Listen here >	Listen here >

   

   

  Upcoming shows include:

  • October 31: Why doesn't Exhibits Management care more about sales leads? - Victor Kippes
  • November 7: What are the most common forms of sales leakage?

   

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

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Nominations Close Oct 28 for '50 Most Influential People in Sales Lead Management'

Nominees can be in Sales, Marketing, Lead Management, Marketing Automation, Lead Generation, Lead Nurtuuring, Lead Scoring/Qualification, CRM and related fields.

The annual nomination and election process for the '50 Most Influential People in Sales Lead Management' will close nominations for the 2013 event October 28. Anyone may nominate those people they believe have contributed the most to the sales lead management industry. As a reminder, only SLMA members may vote (membership is free).

Starting November 5th, nominee names will be published on a ballot list for voting by the membership (three votes for three people, no duplicates). Voting will end November 30th. Election results will be published in a press release and on the SLMA website December 5, 2013.

NOMINATE A DESERVING PROFESSIONAL NOW!