ViewPoint

MARCH 13, 2014

Nick Stein, Vision Critical, Youth Meets Experience in Sales Force. Click to start video at this point —The young people entering the sales force are changing the dynamic between managers and their reps. Not so long ago, managers and their sales team were in one centralized location. That has pros and cons, Nick said.

Lead Ranking 120

Lead Ranking Social Marketing Paid Search Agency Leads 120

ViewPoint

JUNE 11, 2013

At a recent high school track meet I cheered on our team in several heats of the 4 x 100 and 4 x 400 relays and mused that we can look to track and field athletics for inspiration and tactics for marketing and sales alignment. As prospects convert to qualified leads, the handoff to sales should be smooth and accurate.

B2B Sales 120

B2B Sales B2B Marketing Sales Qualified Leads B2B 120

ViewPoint

AUGUST 17, 2011

This article has been selected for DeFinis Communications’ “Sales Coaching: Top Tips for Increased Productivity” Blog Carnival. You can enjoy even more posts from other exceptional bloggers at their website. Sales Deployment Most companies deploy reps in traditional ways. Identify the problem.

Work Management 120

Work Management Verticals Training Sales Qualified 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. Cascading failures usually begin when one part of the system fails.

Work Management 120

Work Management Marketing Automation Services Marketing Management Wikipedia 120

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. A genuine sales lead has qualifying information.

Sales Leads 120

Sales Leads Sales Qualified Leads Lead Scoring Lead Ranking 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. Cindy is the sales manager. She presented the results first to the sales manager, then to the management team. The result: sales increased.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Leads Leads 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. 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. What am I gonna do?”

Telemarketing 120

Telemarketing Work Management Marketing Management 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. 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

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. Sales Example.

Planning 120

Planning Sales Qualified Leads Work Management High Quality Lead 120

ViewPoint

APRIL 28, 2011

Today's guest blogger, Reg Nordman, is the Managing Partner for Rocket Builders , a Vancouver based sales and marketing consultancy for high growth companies. Previously he has worked in direct and channel sales for major firms such as Unisys and Commodore. So before you redo your sales dept.,

Work Management 120

Work Management Marketing Management Sales Leads Sales Qualified Leads 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

FEBRUARY 26, 2013

Today's guest blogger is Dan Armstrong , Director of Research and Thought Leadership at ITSMA. The kind of trusting relationship necessary to close big-ticket IT solutions sales, the kinds that ITSMA’s members seek, require a deeper connection. Your leads may be perfect. They may have the budget and the authority to buy.

Enterprise Management 120

Enterprise Management Thought Leadership Cross-Selling Work Management 120

ViewPoint

MARCH 2, 2011

Today's guest blogger, Jeff Molander, is adjunct professor of digital marketing at Loyola University business school, a content marketing speaker and author of the forthcoming book, Off the Hook Marketing: How to make social media sell. But incomplete without a means to capture demand and convert it to sales. He blogs at [link].

Sales Management 120

Sales Management Social Media Work Management Process 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. Improving presentation skills (not the same as sales training).

Marketing Proposals 120

Marketing Proposals Paid Search Agency Sales Qualified Leads Blogger 120

ViewPoint

JUNE 30, 2015

Qualified leads, according to sales, are based on criteria they understand but marketing is in the dark about. Marketing management must travel with salespeople and listen to a few dozen sales presentations. Inside sales? Survey the sales reps. James is a regular guest blogger with ViewPoint. Here’s the problem.

Sales Qualified Leads 120

Sales Qualified Leads Telemarketing Trade Show High Quality Lead 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

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 four salespeople are happy to report to the company president, who admittedly dislikes spending even 5% of his time on sales.

Work Management 120

Work Management Blogger Paid Search Agency B2B Sales 120

ViewPoint

JULY 25, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. Anthony Iannarino, founder of the popular blog The Sales Blog , shares his knowledge on how to create and maintain a successful blog that will drive traffic to your site and generate more leads. Via Funnelholic. The Five Cs of a Successful Blog.

PointClear 120

PointClear B2B Marketing Trends B2B 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

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. Revenue just from sales leads generated by marketing. Eric and I talked about paying Marketing on: Total inquiries. Qualified leads. Closed leads.

Lead Qualification 120

Lead Qualification Work Management Sales Qualified Leads Blogger 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

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. Should I just fire the sales manager?”.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Blogger Budget Management 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. My advice for marketing and sales CMO and CSO managers: Marketing Management: If you don’t have one, it is never too late to create a plan with a revenue goal.

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Forecasting Lock-In Leads Lead 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

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? Ramping Up Lead Generation to Match Sales Forecast?

Lead Generation 120

Lead Generation Planning Sales Qualified Leads Generation 120

ViewPoint

MAY 9, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. It also could be a great way to maintain a relationship with journalists, find guest bloggers and stay in touch with trade show attendees. 5 Compelling Reasons To Launch B2B Mobile Landing Pages Now. Via ComputerWorld.

PointClear 120

PointClear B2B Marketing BtoB B2B 120

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

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

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. with Daniel Perry.

PointClear 120

PointClear Marketo Internet Marketing Broadcasting 120

ViewPoint

DECEMBER 17, 2013

A “prospectability” score custom-modeled by OneSource to match target accounts with specific sales efforts. Today''s guest blogger is Ruth P. Ruth consults on customer acquisition and retention, teaches marketing at Columbia Business School and is a guest blogger at HBR.org and Biznology.

Lead Ranking 120

Lead Ranking Marketing Management Lead Scoring Salesforce.com 120

ViewPoint

AUGUST 2, 2012

We're pleased to have Ginger Conlon join us as a guest blogger today. Tales of the disconnect between sales and marketing have long been told. One underexplored area that can help to increase collaboration and improve alignment among sales and marketing teams is compensation. Ginger is editor-in-chief of Direct Marketing News.

Sales Qualified Leads 120

Sales Qualified Leads Lead Qualification Buying Cycle High Quality Lead 120

ViewPoint

FEBRUARY 11, 2014

A business professor at Columbia University, Ruth is also the author of “Maximizing Lead Generation: The Complete Guide for B2B Marketers” and a guest blogger at Biznology and HBR.org. Social media and inbound sales are like the icing on the cake, she said. Here is the full video of our entire chat and below that, some highlights.

Trade Show 120

Trade Show Cold Calling Emarketing Sales Qualified Leads 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

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

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. i Really, how do you argue you with this?

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Marketing Automation 120

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