ViewPoint

MAY 16, 2017

When it comes time to exploring how you can increase lead generation ROI, that is, produce better leads more cost effectively, move "technology" to the bottom your to-do list. Technology is great at automating best practices, but you have to have them in place first.

Sales Leads 202

Sales Leads Process Top of Funnel Lead Ranking 202

ViewPoint

JUNE 15, 2016

Sales Lead Management is a complicated process. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making.

Lead Management 120

Lead Management Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

FEBRUARY 23, 2018

While all of these scenarios have potential, none could be called a lead. Because the chances are pretty low—probably 3% to 4% at best—that any of these names are bonafide opportunities if you are a B2B company with a complex sales process. Sales won’t spend the time it takes to cull through 100 so-called leads for 3 to 4 good ones.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Peer-to-peer 120

ViewPoint

FEBRUARY 13, 2018

Jim Obermayer is the founder of the Sales Lead Management Association , and host of the Funnel Radio Channel. Our management team has an average 10 years’ experience with PointClear, and that longevity translates into added value for clients. He's the best salesperson I've ever met. He ran a company called UST.

PointClear 149

PointClear Ethics Budget Programs Business 149

ViewPoint

JANUARY 19, 2012

When qualifying and nurturing sales leads, the lead farmer (prospect development professional) has a challenging job. The starting point in lead management is usually an inquiry consisting of a name, title, a company, a phone number or email address. The lesson: Don’t give up too early on non-responsive sales leads.

Sales Leads 120

Sales Leads Sales Qualified Leads B2B Sales Leads 120

ViewPoint

AUGUST 11, 2015

Managing demand – lead management is getting more attention because of the explosion of vendors now saying they’re in the business of lead management. But we all know that the granddaddy of modern lead management originated with CRM and all other programs and services can be attributed to the CRM family tree.

Work Management 120

Work Management Marketing Management Wiki ROI 120

ViewPoint

JANUARY 12, 2012

Contrary to popular belief, reps don’t need more sales leads. They need fewer leads—or more accurately, fewer raw, unfiltered, unqualified leads. Watch what happens when he receives a stack of leads from marketing: he rifles through them seeking the ideal prospect. Not a senior executive? Budget undefined?

Sales Leads 120

Sales Leads Sales Qualified Leads Lead Ranking Lead Scoring 120

ViewPoint

AUGUST 22, 2011

Jay Hidalgo is the President of The Annuitas Group, a firm that specializes in helping B2B companies develop a process-based approach to lead management. To learn more about The Annuitas Group and their proprietary methodology, the Lead Management Framework™ , go to [link]. What's the point of that?

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Buy Automation 120

ViewPoint

FEBRUARY 21, 2012

to be selected a Top Sales Expert at Top Sales World , the international online community dedicated exclusively to sharing sales best practices. The Top Sales Expert team includes best-selling authors, builders of large global consultancies, and sales professionals within the Fortune 500 arena.

PointClear 120

PointClear Work Management Communities B2B Sales 120

ViewPoint

FEBRUARY 21, 2011

Sponsoring SLMA’s Top Twenty Women in sales lead management got me to thinking about the top 20 women of all time. There is a great opportunity to acknowledge her commitment by nominating her right now for recognition as one of the 20 women to watch in sales lead management in 2011.

PointClear 120

PointClear PR Lead Management Work Management 120

ViewPoint

APRIL 2, 2013

LinkedIn's network of groups is one of the best tools for business-to-business marketers looking to contribute to conversations related to their industry and establish themselves as thought leaders, according to WSJ’s Kate Mitchell. The B2B Marketing Advantage of LinkedIn. PR Giant to Set Up New Content Marketing Unit.

B2B Marketing 120

B2B Marketing Linkedin PointClear Marketing Automation Services 120

ViewPoint

FEBRUARY 28, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. The marketing manager has to learn how to manage all aspects of sales lead management.

Budget Programs 120

Budget Programs ROI Work Management Blogger 120

ViewPoint

AUGUST 15, 2011

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. From a recent survey of new members to the Sales Lead Management Association, we found that generating qualified leads is the biggest issue facing the new members.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Generation Leads 120

ViewPoint

SEPTEMBER 18, 2012

deals per thousand inquiries while best in class companies close over 14 deals per thousand. Best in class companies close more deals because their teams spend more time trying to qualify opportunities into the pipeline rather than trying to qualify as many as they can out. According to SiriusDecisions, average companies close just 2.89

Sales Leads 120

Sales Leads Sales Qualified Leads Leads Lead 120

ViewPoint

DECEMBER 19, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. As we plan for the New Year, it’s time to stop following and start leading. Create a plan to make “your quota” and measure what you manage. Be an expert.

Forecasting 120

Forecasting Lock-In Leads Lead 120

ViewPoint

MAY 12, 2015

The sales manager, Bob, said to me in a gleeful voice, full of enthusiasm and hope: “We’re winning one out of every ten of our proposals, and we’re ecstatic.” Today's blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting.

Marketing Proposals 120

Marketing Proposals Paid Search Agency Sales Qualified Leads Blogger 120

ViewPoint

FEBRUARY 12, 2016

Matt was one of SLMA’s 40 Most Inspiring Leaders in Sales Lead Management in 2015 , and his Seattle-based marketing company’s involvement with many CMOs around the country certainly qualifies him for this topic. The best way to create a culture that people want to work for is to foster a sense of pride in that work.

CMO 149

CMO Planning Ad Building Work Management 149

ViewPoint

MARCH 22, 2018

I spend a lot of time on the phone talking to prospects about the value of informed conversation; the value of an automated cadence with built-in analytics capabilities; and the value of agile lead management processes that let marketing apply learnings to do an even better job of providing the leads sales needs.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

DECEMBER 20, 2011

You’ll see from the list below that our marketing and sales bloggers are B2B lead generation and lead management thought leaders who share their expertise as business executives, strategists, consultants, speakers, authors, editors and college professors. Outsourcing lead generation. Revenue performance management.

Blogger 120

Blogger B2B Thought Leadership Work Management Marketing Management 120

ViewPoint

APRIL 18, 2011

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. For those in sales lead management, it means tackling the biggest barrier that is stopping you from getting the best return on investment from the leads you generate.

Barriers 120

Barriers Blogger ROI Work Management 120

ViewPoint

JULY 23, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. It’s way ‘old-school’ to try and kick-start sales by dramatically jumping up sales lead quantity, and then rely on the sales channel to deal with it.

Leads360 120

Leads360 Sales Qualified Leads Marketing Automation Services Telemarketing 120

ViewPoint

JUNE 7, 2016

Today we will discuss why it’s vital for marketing to develop a training guide for sales so all are on the same page as far as understanding what constitutes a lead in your organization, and what’s the best way to follow up on one. Many sales reps lack insights on the best way to follow up on a lead.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

OCTOBER 11, 2012

Carlos is a recognized thought leader in B2B marketing and known for his keen insights on the development and implementation of lead management processes, as well as marketing automation. I don’t believe starting a conversation with outbound is the best way. I think it’s being found and using inbound.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

JULY 20, 2015

I learned some important lessons: When giving a speech and you get a tough question, sometimes it’s best to let someone else handle it. James founded the Sales Lead Management Association. And so it went for a few minutes, and then we closed the meeting on a high note. Not everyone thinks you’re a hero.

Sales Qualified Leads 120

Sales Qualified Leads Leads Lead Marketing Qualified Leads 120

ViewPoint

NOVEMBER 10, 2011

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Andy Rooney, probably the best known commentator of his time, who at 92 years passed too soon on November 4 th , said, “I've learned.

Sales Leads 120

Sales Leads Sales Qualified Leads Leads Lead 120

ViewPoint

MARCH 26, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Do the marketing managers buy tools, but fail to extract the information that can be gleaned from them? i Really, how do you argue you with this?

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Marketing Automation 120

ViewPoint

JANUARY 22, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Salespeople often complain about receiving enough new leads, but are short on answers about the leads you gave them, now aging and becoming potentially less valuable.

Lead Ranking 120

Lead Ranking Lead Scoring Sales Leads Leads 120

ViewPoint

JANUARY 21, 2014

This usually gets the sales manager moving in to enforce follow-up, which will result in more sales. We sell direct but nobody closes out the leads. This is a combination of begging, pleading, and embarrassing them, and getting sales management to see that best interests are served if the salespeople record the end result.

Work Management 120

Work Management Marketing Management Sales Qualified Leads CRM 120

ViewPoint

MARCH 13, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. When it comes to measuring marketing’s ROI most marketing managers hesitate to bite off more than they can chew.

Sales Qualified Leads 120

Sales Qualified Leads Trade Show ROI Marketing Automation Services 120

ViewPoint

JULY 11, 2011

One answer includes applying, tracking and measuring best-practice sales lead management processes. Consistently positive outcomes in best-practice metrics like these will be central in separating the winners from the also-rans among those looking at IPOs, as well as among all companies across VCs’ entire portfolios.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

APRIL 25, 2011

Both lead gen and lead nurturing are important. To be successful, marketers need to integrate them both into a lead management process. Lead generation is always high on the list and lead nurturing is trending at the bottom of the heap. Don’t get me wrong. The need for content is not going to wane.

Lead Gen 120

Lead Gen Emarketing Lead Scoring Lead Ranking 120

ViewPoint

OCTOBER 13, 2011

” Quite often, I am asked about outsourcing lead generation and appointment setting to professional service firms. As a lead management software provider, we sit uniquely in the middle because we provide the software that drives the activities of both the end-user as well as professional lead gen and appointment setting companies.

Lead Generation 120

Lead Generation Top of Funnel Generation Work Management 120

ViewPoint

MARCH 1, 2016

In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices.”.

ROI 159

ROI Lead Ranking Marketing Qualified Leads MQL 159

ViewPoint

JUNE 8, 2012

She notes: Going back to the voice of the customer, when you understand where your customers are and the best ways to find them, you’ll know where to find your hottest prospects. The next PowerViews will be with James Obermayer of Sales Lead Management Association. Ginger on Twitter: @customeralchemy. 1to1media.com.

Marketing Automation Services 120

Marketing Automation Services Paid Search Agency Top of Funnel Mobile Marketing 120

ViewPoint

OCTOBER 5, 2018

The problem with BANT qualification criteria is that once a prospect has a specific budget and timeframe it is highly likely that they have already selected a preferred vendor and the best you can hope for is to be column fodder in an evaluation that has already been won by a more agile competitor.

Sales Qualified Leads 136

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 136

ViewPoint

JUNE 15, 2018

For companies to transition from where they’ve been to where they need to be, they must understand three truths: Sales lead management (SLM) is a fundamental business process. Integrated, multi-media campaigns directed toward focused audience groups work best. It’s not a campaign.

Cost 136

Cost Forecasting Work Management Marketing Automation Services 136

ViewPoint

FEBRUARY 27, 2014

Marketing automation doesn’t identify your best target audiences. Marketing automation doesn’t identify your best target audiences. We are republishing this blog by Ruth Stevens (originally run January 29, 2014) because she hits the nail on the head about marketing automation. But it’s only a tool. It can’t develop value propositions.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Work Management Marketing Management 120