Ideas to take advantage
of Sales Lead
Management Week

If you are a B2B or B2C company use the week of October 21 - 25, 2013 as an excuse to:

• Measure the ROI of your marketing programs.  
• Educate your salespeople on the value of every sales inquiry.   
• Make lead management a topic for sales meetings.
• Teach salespeople the Rule of 45. Don't know it? Use the Google Search on the SLMA site, enter: Rule of 45.
• Install a CRM program that will measure the ROI of yours exhibits, advertising, direct mail, etc.
• Review the CRM program you have and determine the inquiry follow-up of every salesperson; if If it isn't at 100%, find out why.
• Use a software program to manage your inquiries and leads.
• Companies with complex sales channels - large sales forces, dealers and distributors benefit from a customized service with proactive account management,  and even fulfillment services.
• Install a Marketing Automation program to nurture inquires and prove the ROI of the your marketing programs.
• Perform"Did You Buy"  primary research on the inquires you create.  If you don't have at least a 75% follow-up (25% are in-work), find out why.
• Create business rules which demand that all sales inquires be followed up 100%.
• Create business rules which require  a return on investment measurement for marketing dollars spent on lead generation.
• Teach your salespeople how to get qualified leads at trade shows.
• Ask your advertising, on-line agency and direct marketing agency to create qualified inquiries for you.
• Hire a telemarketing company to qualify sales inquiries.
• SEO your web site.
• Create"Contact Us" forms on your web site that will create qualified inquiries.
• Read James Lenskold's book, Marketing ROI.    Read James W. Obermayer's Book, Managing Sales Leads: How to Turn Cold Prospects into Hot Leads.  Read Richard Rosen's book, Convergence Marketing: Combining Brand and Direct for Unprecedented Profits. 

If you are a CRM/SFA/Marketing  Automation/Inquiry Nurturing company:

• Create a webinar on nurturing and follow-up for new prospects.
• Give a speech on Marketing ROI to your local associations.
• Submit an educational session seminar program for a national conference.
• Ask the local BMA, AMA, DMA, etc., chapters if you can speak on inquiry management, lead nurturing, lead follow-up, marketing and sales ROI.
• Host a live seminar on inquiry nurturing and follow-up.
• Write a white paper on:  how to increase lead follow-up, marketing ROI, inquiry nurturing, or creating qualified leads.
• Write an article about lead follow-up, marketing ROI, inquiry nurturing, or creating qualified leads.
• Blog about nurturing, marketing measurements, lack of sales lead follow-up, or how to do it better than anyone else.
• Improve your product to make ROI measurements easier.
• Teach your customers how to measure ROI for their marketing programs.
• Improve the reports that assist marketing to prove the ROI of their lead generating programs.

There are hundreds of actions you could take, just make a decision to take action and stop letting marketing dollars go to waste.

We appreciate our sponsors:

• ActOn Software
  Applied DM Research, Inc.
• CartoonLink, Inc.
• ClickPoint Software
• eti Sales Support
• Event Technologies
• Exceed Sales
• 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