ViewPoint

JULY 24, 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. More specifically, tell me how you manage your sales leads and I can tell how successful you will be in marketing.

Marketing Management 120

Marketing Management Validation Budget Programs Fulfillment 120

ViewPoint

MAY 12, 2015

But what if I tell you,” I said, “that good companies win 3, and great companies win 4-6 out of every 10 proposals. To start, Bob had to project the number of sales and dollars that would result from the leads he gets. James is a regular guest blogger with ViewPoint. How would you feel?”.

Marketing Proposals 120

Marketing Proposals Paid Search Agency Sales Qualified Leads Blogger 120

ViewPoint

JUNE 23, 2015

Casey Stengel said, “ Most ball games are lost not won ,” and his comment seems appropriate for most marketers’ efforts in B2B companies. The happy dance shouldn’t start until they are closing one out of ten leads (4.5 buyers in every ten leads, one out of ten is a nearly 25% market share of the 4.5 available buyers).

Work Management 120

Work Management Blogger Paid Search Agency B2B Sales 120

ViewPoint

SEPTEMBER 10, 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. Some have heard me say in interviews and on SLMA Radio that, pound for pound, marketers produce more revenue than anyone in their company.

Lead Qualification 120

Lead Qualification Work Management Sales Qualified Leads Blogger 120

ViewPoint

AUGUST 21, 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. Of course what I am thinking about are the functions of sales and marketing. No lead management system. Keeping It Zipped.

Work Management 120

Work Management Marketing Automation Services Marketing Management Wikipedia 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. What’s worse, sales will not incrementally increase in proportion to the marketing spend. It isn’t their fault.

Leads360 120

Leads360 Sales Qualified Leads Marketing Automation Services Telemarketing 120

ViewPoint

OCTOBER 15, 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. The shows fall into 33 categories covering a wide spectrum of marketing and sales topics. Dan Perry of Sales Benchmark Index.

PointClear 120

PointClear Marketo Internet Marketing Broadcasting 120

ViewPoint

DECEMBER 19, 2013

I think I have heard all the excuses for not following up on sales leads. Salespeople have said to me that they will follow-up on sales leads: If there is a phone number. If the lead isn’t too far away. If I know their company. If you don’t, you’ll find an excuse.". If the person has money.

Sales Qualified Leads 120

Sales Qualified Leads Telemarketing Lead Gen High Quality Lead 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. Are we doing that?”

Budget Programs 120

Budget Programs Work Management ROI Blogger 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. The challenge we all have is to overcome the barriers that are stopping our company from getting its rightful ROI from lead generating dollars.

Barriers 120

Barriers Blogger ROI Work Management 120

ViewPoint

APRIL 17, 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. Tony Tissot of eTrigue remarked that lead generation is the responsibility of marketing, but getting the outcomes agreed upon should be the goal.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

markempa

MARCH 27, 2005

« Give Lead Generation Some Respect | Main | Podcast: How Trigger Events improve Lead Generation » Sales Leads Via RSS via Salesforce.com Otter Group CEO, Kathleen Gilroy , pointed me Charlie Woods, Moonwatcher Blog , and his intriguing post on the subject of distributing sales leads via RSS.

RSS 120

RSS Salesforce.com Lead Generation Sales Leads 120

ViewPoint

MAY 15, 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. If you contract with a telemarketing services company, follow-up is assured. Formula to Predict Inquiries Needed to Make Quota i.

Telemarketing 120

Telemarketing Sales Qualified Leads Blogger Marketing Management 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. What this means is, those companies with the most marketing toys really do win! i Really, how do you argue you with this?

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Marketing Automation 120

ViewPoint

FEBRUARY 16, 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. What about your career; your company? Jim returns this month with another thought provoking article.

CRM 120

CRM Wikipedia Marketing Automation Services Marketing Management 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

OCTOBER 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. Marketing’s sole function is to create wealth for the company. 100% accountability, 100% follow-up. My recommendation?

Marketing Automation Services 120

Marketing Automation Services Forecasting Work Management Cold Calling 120

ViewPoint

MARCH 16, 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. The bigger issue is, how can the company president approve a budget without knowing the expected results and how that supports sales efforts?

Planning 120

Planning Marketing Proposals Sales Qualified Leads Budget Programs 120

ViewPoint

FEBRUARY 18, 2014

For this company ‘someplace else’ had been growth, but at low margins, with chaos in the sales ranks, and a poorly installed CRM system…all because of a marketing plan that wasn’t a plan. This was my first visit to the company and she wanted my help to create a strategic direction for the company. This is what happened.

Planning 120

Planning Marketing Plans SWOT Work Management 120

The Point

OCTOBER 8, 2009

The stated objectives of said plan were: * increase awareness amongst bloggers, influencers and prospects. enhance company’s image by delivering insight to key online communities. promote company’s approach to [company’s technology & product category]. expand company’s leads database and community of followers.

Demand Generation Agencies 100

Demand Generation Agencies PR Social Media Paid Search Agency 100

ViewPoint

DECEMBER 2, 2010

We're pleased to have a new guest blogger with this post. James Obermayer is Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. I don’t mean to imply these aren’t real circumstances in most companies. You have to believe you can win.

CRM 120

CRM Eye-Tracking ROI Blogger 120

ViewPoint

FEBRUARY 19, 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. Yet it isn’t the time lost but the things unaccomplished in that time which become a huge problem for sales and marketing people.

Planning 120

Planning Sales Qualified Leads Work Management High Quality Lead 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. He is a frequent speaker, blogger and contributor to many B2B marketing publications. marketers are ahead of salespeople.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

OCTOBER 13, 2015

“Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. It was with a slight hesitation that the sales manager added the second sentence about sales lead management being a marketing function.

Marketing Management 120

Marketing Management Sales Leads ActiveConversion Leads 120

markempa

JUNE 21, 2006

A number of bloggers I know have become or are in the process of becoming published authors after starting a blog. A number of bloggers I know have become or are in the process of becoming published authors after starting a blog. I’m delighted to tell them that it all started with my blog. His Professional Marketing Blog is good too.

Lead Generation 120

Lead Generation B2B Sales Generation B2B Thought Leadership 120

markempa

JULY 5, 2007

« Podcast: Interview with MarketingSherpas Anne Holland | Main | Early Stage Leads are too important for Sales People Alone » Off-Topic: On Selling Ideas in 1776 Fellow blogger Tom Pick, over at the The WebMarketCentral Blog tagged me to write something off topic, interesting, seasonal and non-work related this week.

Lead Generation 120

Lead Generation Generation B2B Thought Leadership Leads 120

ViewPoint

APRIL 18, 2012

Prior to joining Aberdeen Group, he spent years in the trenches with companies including Progress Software, LogMeIn, and SuccessFactors. Trip is also an author, a speaker, and a blogger. His focus in the Marketing Effectiveness and Strategy practice helps his clients achieve extraordinary results. ” The Role of Social Media.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

markempa

NOVEMBER 18, 2005

Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. That’s simply not true. but their e-mails dont show it.

Lead Generation 120

Lead Generation Relevance Resources B2B Marketing 120

markempa

FEBRUARY 3, 2005

« 10 things marketers will focus on in 2005 | Main | Peformance Measurement, Corporate Culture and the CMO » State of the Art Lead Tracking Lead tracking is still an elusive dream for most B2B companies. CRM Daily explains the issues around lead tracking and what you do about it.

Lead Generation 120

Lead Generation Leads Lead Marketing Qualified Leads 120

Adobe Experience Cloud Blog

APRIL 9, 2012

by Seth Resler We welcome Leslie Griffey, Marketing Content Manager at Xactly Corporation , as a guest blogger. Finding new leads, leads that haven’t yet found you, and preparing them for sales is tough work. A good lead generation team keeps your sales team fed and focused on closing deals.

Lead Generation 48

Lead Generation Sales Qualified Leads Generation Lead Scoring 48

ViewPoint

APRIL 17, 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. Or it’s the manager who doesn’t enforce sales lead follow-up, probably on his or her way out the door. Sales management.

Work Management 120

Work Management Marketing Management Marketing Automation Services CRM 120

ViewPoint

MAY 16, 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. I will leave the Science of Lead Generation tactics to David Zarrella, Social Media Scientist in his recent HubSpot Webinar.

Demand 120

Demand Outgrow Blast Campaigns Trade Show 120

ViewPoint

SEPTEMBER 19, 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. Sales Lead Follow-Up is the Keystone. By following-up all sales inquiries their self-interest will be served by: Making quota.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation CRM Automation 120

ViewPoint

JUNE 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. We started with a sales figure of $7,500,000 that our example company needed to make quota. x 32% (closing rate). cost of marketing?

Blogger 120

Blogger Cost Sales Leads Consulting 120

markempa

JUNE 7, 2005

Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. Download lead generation map.pdf Okay back to writing.

Lead Generation 120

Lead Generation Marketing Budget B2B Sales Generation 120

ViewPoint

SEPTEMBER 15, 2015

Then a media rep for a magazine asked me about responses to programs, return on investment, and sales lead follow-up. Until then, I didn’t have a mentor so I didn’t know what to look for or how to measure lead gen campaigns. James is a regular guest blogger with ViewPoint. I had no answers. He didn’t make me feel stupid.

Paid Search Agency 120

Paid Search Agency Ad Building Companies Work Management 120

B2B Marketing Zone Posts

AUGUST 3, 2010

Marketing Dashboard: Active Discovery - Digital Body Language , July 27, 2010 One of the most valuable areas to gain an understanding of is the current state of how your prospects actively discover your company and your solutions. The default for this field is your current position at your current company. Are you Being Discovered?

Ning 40

Ning Paid Content Facebook Sales Management 40