ViewPoint

NOVEMBER 8, 2017

This article does a good job of explaining the importance of the ULD—assuring everyone is on the same page and working toward the same end—and covers additional ground (“How to do lead management that improves conversion”). Unless you crack this problem, nothing else is going to work. What should you do that is different?

Lead Generation 378

Lead Generation Work Management Sales Qualified Leads Marketing Management 378

ViewPoint

JULY 26, 2016

“If your company is average, you are only following up 10-25% of the leads you give your salespeople which means you are wasting 75% of your lead generation budget!”. Sales Lead Management Association. But what if we have a world where: Sales follows up 100% of the inquiries (all inquiries, not just leads).

Budget Management 120

Budget Management Spending Marketing Management Budget Programs 120

ViewPoint

FEBRUARY 23, 2018

More and more marketers understand that agile, which started in the IT development realm, has good application in marketing in general, and in lead management specifically. They’re seasoned pros who’ve seen a lot in the business world, and who’ve been with us for an average of 4.1 It was designed for lead management.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

MAY 21, 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. How can marketing communications managers know how much interest to generate if they don’t know their salespeople’s quotas? Is that you?'

Work Management 120

Work Management Marketing Management Planning Forecasting 120

ViewPoint

SEPTEMBER 28, 2018

Today’s mobile listeners want business entertainment and training without the pitch of so many social media outlets. About the author: James Obermayer is the founder of the Sales Lead Management Association and the publisher of the Funnel Media Group which produces programming for the Funnel Radio Channel.

Multi-Channel 159

Multi-Channel B2B Thought Leadership Top of Funnel Thought Leadership 159

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. Generating demand (the easiest chore) can be a money pit, if the results are not guiding the 2-15% of a company’s yearly revenue spend (on marketing).

Work Management 120

Work Management Marketing Management Wiki ROI 120

ViewPoint

MARCH 19, 2018

Using digital analytics data, companies can optimize the customer experience on their websites, mobile sites, and mobile apps, and also their marketing ROI , content offerings, and overall business performance.”. You may also like: Salary: Digital Marketing Manager: Salary.com, PayScale and glassdoor. Does Marketing Own the Pipeline?

Marketing Management 197

Marketing Management Analytics Budget Programs Marketing Automation Services 197

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 lead farmer is patient, but persistent.

Sales Leads 120

Sales Leads Sales Qualified Leads B2B Sales 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. The “unzipping” is catastrophic simply because salespeople didn’t follow up on the inquiries (45% of which will lead to a purchase from someone else).

Work Management 120

Work Management Marketing Automation Services Marketing Management Wikipedia 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. Which leaves one to wonder: Does anyone in this company’s management understand why investments in sales lead management are not resulting in closed business?

Sales Leads 120

Sales Leads Sales Qualified Leads Lead Ranking Lead Scoring 120

ViewPoint

JANUARY 16, 2018

This is an outtake from her interview on SLMA where she talks about the five most important things she has learned in business and life: The Most Important Things Jill Konrath Has Learned in Business and Life. SNAP Selling focuses on what it takes to win sales with today’s crazy-busy buyers.

Wikipedia 120

Wikipedia Acquisitions Marketing Management Conference 120

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. Sales lead management.

Blogger 120

Blogger B2B Thought Leadership Work Management Marketing Management 120

ViewPoint

JUNE 30, 2015

Now marketing and sales know what a qualified lead is versus an uqualified prospect. Business reply devices. Make a decision for lead distribution. Today's blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting.

Sales Qualified Leads 120

Sales Qualified Leads Telemarketing Trade Show High Quality Lead 120

ViewPoint

MAY 12, 2015

I didn’t know how I was going to break the news to him that if this was the best they can do with their marketing program, they will never have more than an ‘also-ran’ business that earns a basic living for its founder, but never makes a significant mark in the marketplace. But I asked him, “Why do you feel this way?”.

Marketing Proposals 120

Marketing Proposals Paid Search Agency Sales Qualified Leads Blogger 120

ViewPoint

DECEMBER 14, 2016

Should marketing and sales agree on the definition of a lead? According to James Obermayer ( Sales Lead Management Association ), the fact that there is no agreement between marketing and sales on lead definition results in these problems: Salespeople say that they are not getting enough qualified leads.

Account Based Marketing 120

Account Based Marketing B2B Sales ABM Sales Qualified Leads 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. Christine Crandell of New Business Strategies. More than 80% of smartphone owners said they listen to some kind of Internet radio on their mobile gadgets.”.

PointClear 120

PointClear Marketo Internet Marketing Broadcasting 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. Marketing Automation Software That Delivers the Most Data Wins.

B2B Marketing 120

B2B Marketing Linkedin PointClear Marketing Automation Services 120

ViewPoint

JUNE 23, 2015

Only people can save their way to prosperity, businesses can’t do it. Today's blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. But then they’ll spend the least again and get the same result.

Work Management 120

Work Management Blogger Paid Search Agency B2B Sales 120

ViewPoint

OCTOBER 1, 2013

In recent years, many sales reps have focused on getting new business, overlooking the importance of retaining the clients you already have, says my latest guest on PowerViews, Ardath Albee, a B2B marketing strategist and chief executive officer of Marketing Interactions Inc. It doesn’t develop naturally; it takes work. Twitter: @ardath421.

Content 120

Content Storytelling B2B Sales Linkedin 120

ViewPoint

MARCH 22, 2018

Unless you are the low-price leader, value selling is essential to the success of your business. However, why sell into situations where you are going to have to compromise to justify purchasing’s job (unless that is just the kind of business you are in). It's a rather straightforward proposition to sell on price only.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

OCTOBER 9, 2013

Finding leads isn’t the hard part, but unqualified leads are just “ash and trash”, according to my latest PowerViews guest, James Obermayer, sales manager extraordinaire. With so many different departments involved, lead generation isn’t just a sales or a marketing issue anymore.

Sales Qualified Leads 120

Sales Qualified Leads Marketing Automation Services Work Management Marketing Management 120

ViewPoint

FEBRUARY 8, 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. In a recent interview, I sat down with Matt Heinz to pick his brain.

CMO 168

CMO Planning Storytelling Ad Building 168

ViewPoint

SEPTEMBER 11, 2012

As info, 20-30% of opportunities or leads developed for clients are as the result of a call or email back due to our outbound voicemails messages followed by outbound emails. A few years ago we had a client that sold business process outsourcing services (or BPO) to large companies. I want to talk to you but I have been extremely busy.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation PointClear 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. In business a long time. Radio check ? Events check ? Market share gains of the clients under their watch, check. Programs, reasonably recent.

Advertising Agencies 120

Advertising Agencies Paid Search Agency Ad Agencies Blogger 120

ViewPoint

DECEMBER 19, 2013

I think I have heard all the excuses for not following up on sales leads. The business philosopher, Jim Rohn said, "If you really want to do something, you’ll find a way. Salespeople have said to me that they will follow-up on sales leads: If there is a phone number. If you don’t, you’ll find an excuse.".

Sales Qualified Leads 120

Sales Qualified Leads Telemarketing Lead Gen High Quality Lead 120

ViewPoint

NOVEMBER 27, 2017

The sales manager went from new territory to new territory, training and trying to boost the new reps’ closing rates. Discounts weren’t uncommon to close business. Jim Obermayer is the founder of the Sales Lead Management Association. Art purchased from iStock Photos.

Forecasting 149

Forecasting Sales Qualified Leads Telemarketing Marketing Management 149

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. Marketing managers regularly ask me how to predict the number of leads (really raw inquiries) needed to achieve quota (I wish more sales managers would also ask).

Telemarketing 120

Telemarketing Sales Qualified Leads Blogger Marketing Management 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. During a breakfast meeting with Steve last week, he got right down to business. Man we are hurting.

Telemarketing 120

Telemarketing Work Management Marketing Management Leads 120

ViewPoint

JUNE 7, 2016

First and foremost, the acceptance process allows marketing to confirm that sales or partners are acting on all delivered leads. The rates of lead acceptance and rejection reveal lead management and quality problems that can be quickly addressed. Reduction of lead waste. SAL lead distributed.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 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. Customer relationship management describes a company-wide business strategy including customer-interface departments as well as other departments.

CRM 120

CRM Wikipedia Marketing Automation Services Marketing Management 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 describes an engagement with a current client in which they jointly built the SLAs and the business rules.

Demand 120

Demand Process Work Management Marketing Management 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. But the majority of the opportunities, especially in B2B still need a salesperson to show up to get the business.

Sales Leads 120

Sales Leads Sales Qualified Leads Leads Lead 120

ViewPoint

SEPTEMBER 24, 2015

Maybe you traditionally sell to one line of business. Coming up next in part 3 we’ll hear from the Excecutive Director of the Sales Lead Management Association, James Obermayer. Don’t target too many accounts or you’ll lose focus. Adam does a great job of covering ABM without jumping on the IP-based marketing bandwagon.

Account Based Marketing 120

Account Based Marketing Lead Generation Cost per Lead Sales Qualified Leads 120

ViewPoint

SEPTEMBER 22, 2015

If the technology plays out the way many people hope it will, ABM will improve close rates and conversion rates for the businesses that put it into action. I will be presenting on this topic on Sales and Marketing Management Magazine’s SMM Connect on September 23 at 1:00 PM EDT. Great insight from our first eight experts! Stay tuned!

Account Based Marketing 120

Account Based Marketing Lead Generation ABM Lead Scoring 120

ViewPoint

FEBRUARY 18, 2014

A sales plan is usually submitted by the sales manager. It has the year’s sales forecast, changes in compensation programs, quotas, travel goals by rep, business objectives for the team, and key factors for success. “Isn’t this it?”. “A It spells out in detail how salespeople will accomplish the revenue goals for the company.”.

Planning 120

Planning Marketing Plans SWOT Work Management 120

ViewPoint

JUNE 8, 2012

She is responsible for the direction and day-to-day editorial operations of award-winning publications including the executive journal, Customer Strategist; online business publication, 1to1 Magazine; its e-newsletter, Weekly Digest; and Think Customers: The 1to1 Blog. Ginger on Twitter: @customeralchemy. 1to1 Media Website: www.1to1media.com.

Marketing Automation Services 120

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

ViewPoint

OCTOBER 5, 2018

There are just too many real problems that require your time—and that precludes spending time on something that is a luxury in the business world. And if every CRO was accountable for insuring the sales force followed up on every lead delivered, there’d be a lot less money wasted, and a lot more business closed.

Sales Qualified Leads 136

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 136