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. I wish that salespeople would use the CRM system instead of spreadsheets for a sales forecast.”.

Trade Show 120

Trade Show Sales Qualified Leads Forecasting CRM 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. ” How did Andy know so much about sales, marketing and sales leads? Now I’ve done it.

Sales Leads 120

Sales Leads Sales Qualified Leads Leads Lead 120

Martech

JANUARY 4, 2023

Before that he was CMO of Privy — “#1 reviewed app for sales in the Shopify App Store,” and before that chief brand officer at Drift. He’s an award-winning blogger and has been named many times to Top 50 Most Influential People in Sales Lead Management and Top 50 Sales & Marketing Influencers.

Marketing Analytics Tools 119

Marketing Analytics Tools B2B Marketing Enterprise Management B2B 119

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. We’re in the hurt locker, we’re down, and I have no money to try to boost sales in the last quarter. Man we are hurting.

Telemarketing 120

Telemarketing Work Management Marketing Management Leads 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. Alice is the marketing manager of a medical device company. Cindy is the sales manager. The result: sales increased.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Leads Leads 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 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

JANUARY 10, 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 field sales representative has a richer field of Tells to choose from. We all have our own Tells, which are tics and habits.

Blogger 120

Blogger Marketing Prospects Act-On Consulting 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. Inside sales?

Sales Qualified Leads 120

Sales Qualified Leads Telemarketing Trade Show High Quality 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.” 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.

Marketing Proposals 120

Marketing Proposals Paid Search Agency Sales Qualified Leads Blogger 120

ViewPoint

JUNE 23, 2015

The founders are not “sales” people but “product” people. They have tackled and surmounted huge technical hurtles, but they refuse to put any sustained effort into sales and marketing. (A The happy dance shouldn’t start until they are closing one out of ten leads (4.5 James is a regular guest blogger with ViewPoint.

Work Management 120

Work Management Blogger Paid Search Agency B2B Sales 120

ViewPoint

APRIL 21, 2015

My favorites are from John Ford movies, and I think each can be adapted to the circumstances sales and marketing people face each day. This is easily adapted to, "Well, there are some things a salesman just can''t run away from, and that''s sales lead follow-up." It''s even harder when you don’t follow up a sales lead.".

Sales Qualified Leads 120

Sales Qualified Leads B2B Sales Marketing Automation Services Blogger 120

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

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. Qualified leads. Closed leads. Revenue just from sales leads generated by marketing. Total Revenue.

Lead Qualification 120

Lead Qualification Work Management Sales Qualified Leads Blogger 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. The cost is pocket change. How to qualify them?

Leads360 120

Leads360 Sales Qualified Leads Marketing Automation Services Telemarketing 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. What is the revenue target, and what are quotas for the sales channels by month? What is your closing rate and average sales price?”.

Advertising Agencies 120

Advertising Agencies Paid Search Agency Ad Agencies Blogger 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. Want to increase sales 30% or more? Be an expert.

Forecasting 120

Forecasting Lock-In Leads Lead 120

ViewPoint

MARCH 25, 2014

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 they don’t have discipline to do their job, the sales manager has to be held accountable as well. That stopped him. I was wrong.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Blogger Budget Management 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. I have done this when I was a marketing communications manager, a VP of marketing, a VP of sales, and an interim manager for all of the above titles.

Sales Qualified Leads 120

Sales Qualified Leads Telemarketing Lead Gen High Quality Lead 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. More than just new inquiries, or managing inquiries or working with sales management on follow-up or even proving ROI, qualified leads are king.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Generation Leads 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. What is the biggest barrier you think companies face in proving the ROI from sales leads? This story has many meanings.

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. Sales and marketing operate on different frequencies. Sales isn’t into sharing data. Marketing’s plate is full.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 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 Work Management ROI Blogger 120

ViewPoint

JANUARY 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. What would be the condition of the sales channels? This month Jim's intention is to stimulate conversation.

Marketing Automation 120

Marketing Automation Automation Blogger B2B Sales 120

Hubspot

NOVEMBER 15, 2011

Pam is a marketing communications/social media manager and freelance blogger who loves Boston, photography, charity events, sushi, wine, and the Red Sox. Lead management bridges the gap between marketing and sales. Is your business following an organized and effective lead management process?

Lead Management 28

Lead Management Lead Ranking Lead Scoring Work Management 28

LeadSloth

JANUARY 14, 2010

Some of you may know that I’ve been a guest blogger at Genius.com since last summer. These posts are about Marketing Automation and Lead Management: Lead Management Introduction. These posts are about Marketing Automation and Lead Management: Lead Management Introduction.

Marketing Automation 100

Marketing Automation Automation Lead Scoring Lead Ranking 100

ViewPoint

JUNE 13, 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 think it’s about getting off the fence and creating marketing plans that drive the sales forecast.

Marketing Automation Services 120

Marketing Automation Services Forecasting Marketing Management Blogger 120

ViewPoint

SEPTEMBER 25, 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 Do you create a marketing plan that drives sales based on the sales forecast? Lead Generation Based on Forecast?

Lead Generation 120

Lead Generation Planning Sales Qualified Leads Generation 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

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. Software programs that explain the most data, verified by the most evidence, are better than those that do not.

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Marketing Automation 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.

Telemarketing 120

Telemarketing Sales Qualified Leads Blogger Marketing Management 120

SmartBug Media

MAY 12, 2022

Become a source for reporters and bloggers. Lead management. Here are some best practices to keep in mind: Ensure customer success and sales teams are working together to properly identify customers who may be a good fit for a product or service offering upsell or cross-sell. Build links from outdated resources.

Inbound Marketing 105

Inbound Marketing Marketing Strategy Marketing & Strategy Paid Search Agency 105

ViewPoint

NOVEMBER 29, 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 keep hearing that I have to increase sales activity to increase sales. We need sales meetings not sales beatings.”.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Forecasting CRM 120

ViewPoint

JANUARY 21, 2014

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. Actually, this list is shorter than the one for salespeople’s excuses for not following up on sales leads.

Work Management 120

Work Management Marketing Management Sales Qualified Leads CRM 120

Marketing Insider Group

JANUARY 24, 2013

Marketing automation, social campaigns, inbound marketing, sales apps, ROI reporting – all in one place. SiriusDecisions - SiriusDecisions - SiriusDecisions provides senior-level executives with the sales and marketing operational intelligence required to improve topline performance. Cambridge, MA – [link]. ET Thursdays.

Twitter 100

Twitter Demand Generation Agencies Paid Search Agency B2B Marketing 100

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. So the question this week is, “What if Customer Relationship Management ii had not evolved, where would we be today?”

CRM 120

CRM Wikipedia Marketing Automation Services Marketing Management 120