ViewPoint

JUNE 18, 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. All real salespeople love sales leads and don’t ever believe anyone who tells you differently. The argument comes when salespeople define a lead.

Sales Leads 120

Sales Leads Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

JUNE 30, 2015

The status quo—that marketing management doesn’t understand the definition of a qualified lead—is nothing new. Salespeople consistently say that they do not get enough qualified leads. Qualified leads, according to sales, are based on criteria they understand but marketing is in the dark about. The result?

Sales Qualified Leads 120

Sales Qualified Leads Telemarketing Trade Show High Quality 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. Initiate a locked-down, rock-solid, no-exceptions lead follow-up policy.

Forecasting 120

Forecasting Lock-In Marketing Qualified Leads Leads 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 business rule which mandates measuring the ROI for lead generation.

Work Management 120

Work Management Marketing Automation Services Marketing Management Wikipedia 120

ViewPoint

NOVEMBER 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. Market share gains of the clients under their watch, check. Knowledge of marketing automation and CRM system solid. Branding check ? Radio check

Paid Search Agency 120

Paid Search Agency Advertising Agencies Ad Agencies Blogger 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. You can do lead gen on products that salespeople carry quotas on. It can be done if the manager has the will.

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. What’s a marketing manager to do? The marketing manager has to learn how to manage all aspects of sales lead management.

Budget Programs 120

Budget Programs Work Management ROI Blogger 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. Those with the most marketing toys win.”. What this means is, those companies with the most marketing toys really do win!

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Marketing Automation 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

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. The differences between marketing and sales often escalate into complaints and whining, accusations and finger pointing. Unclenched fists.

Marketing Automation Services 120

Marketing Automation Services Forecasting Work Management Cold Calling 120

ViewPoint

AUGUST 27, 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. With a pleading voice and a frown his mother would not be proud of, this was one concerned sales manager. Leads with a title. Man we are hurting.

Telemarketing 120

Telemarketing Work Management Marketing Management Marketing Qualified Leads 120

ViewPoint

OCTOBER 16, 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. "So I asked the marketing manager. That they would follow up all sales leads until the prospect buys or dies.”.

Trade Show 120

Trade Show Sales Qualified Leads Forecasting CRM 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. Ten years ago I asked an assembled 200 plus marketing managers how many knew the quotas for the salespeople/sales channels that sold their products.

Planning 120

Planning Marketing Proposals Sales Qualified Leads Budget Programs 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

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. Quota dollars / average sales price / buying percentage (45%) ii / close ratio (your market share) = inquiries needed to make quota. Put another way.

Telemarketing 120

Telemarketing Sales Qualified Leads Blogger Marketing Management 120

ViewPoint

JANUARY 21, 2014

I was sitting in a meeting of marketing and operations people when I worked at Inquiry Handling Services (long ago scooped up by Harte Hanks). Which brings me to the topic for this month’s article, which follows up on the December topic entitled: " Taking away a salesperson’s excuses ," in which I wrote about the lack of sales lead follow-up.

Work Management 120

Work Management Marketing Management Sales Qualified Leads CRM 120

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’ll tell you what happened to Jim, but first, let’s look at how this pertains to the average marketer.

CRM 120

CRM Eye-Tracking ROI Blogger 120

ViewPoint

APRIL 18, 2012

His focus in the Marketing Effectiveness and Strategy practice helps his clients achieve extraordinary results. Trip is also an author, a speaker, and a blogger. Video Marketing - A Surprising Trend. He adds that this is part of a larger, content-driven marketing trend that includes rich media.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

MAY 8, 2012

Today's guest blogger is Jeff Molander. Jeff is the authority on making social media sell, adjunct faculty at Loyola University business school, a social selling speaker and author of, Off the Hook Marketing: How to make social media sell. Engagement creates momentary value that is aloof from any kind of sales lead management process.

Lead Scoring 120

Lead Scoring Lead Ranking Generation Marketing Qualified Leads 120

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. Marketing: lead generation.

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. for each territory.

Demand 120

Demand Outgrow Blast Campaigns Trade Show 120

ViewPoint

FEBRUARY 27, 2014

We are republishing this blog by Ruth Stevens (originally run January 29, 2014) because she hits the nail on the head about marketing automation. In the opening paragraph she states: “Marketers sometimes see automation as a silver bullet. Marketing automation doesn’t identify your best target audiences. But it’s only a tool.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Work Management Marketing Management 120

ViewPoint

SEPTEMBER 15, 2015

Are you laying marketing brick at $30-60 bucks an hour or building a business you can be proud of? Are you building a business with your lead generation efforts that drive sales or are you spending the company’s money on tactics that have tepid responses? I built market share and got an increasing piece of the sales reps’ time.

Paid Search Agency 120

Paid Search Agency Ad Building Companies Work Management 120