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. Do you report on stats such as touches per conversation, touches per lead, best conversion touches? It was designed for lead management.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 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. Watch what happens when he receives a stack of leads from marketing: he rifles through them seeking the ideal prospect. Not a senior executive? Budget undefined?

Sales Leads 120

Sales Leads Sales Qualified Leads Lead Ranking Lead Scoring 120

ViewPoint

MAY 12, 2015

Delivering the right information required as soon as possible (answering questions and quotes on the first call or at least same day). Today's blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting.

Marketing Proposals 120

Marketing Proposals Paid Search Agency Sales Qualified Leads Blogger 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. I can collect as much information as possible.”. He is a frequent speaker, blogger and contributor to many B2B marketing publications.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

SEPTEMBER 22, 2015

You also can’t afford to wait until those Named Account targets happen to find your contact information and download something… Strategy first, technology second. It may be that contact information and marketing intelligence OR leads come before revenue. Inbound is great, but it’s really like waiting for the phone to ring.

Account Based Marketing 120

Account Based Marketing Lead Generation ABM Lead Scoring 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. Sure, there were some who wanted information again, but those were not the high-probability people Steve needed. Man we are hurting.

Telemarketing 120

Telemarketing Work Management Marketing Management Lead 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. Do the marketing managers buy tools, but fail to extract the information that can be gleaned from them? i Really, how do you argue you with this?

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Marketing Automation 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. So what do you want from your salespeople?” Wow, I couldn’t write fast enough.

Trade Show 120

Trade Show Sales Qualified Leads Forecasting CRM 120

ViewPoint

OCTOBER 2, 2012

Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management. It’s important for you to be further up the funnel.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified 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. 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

JANUARY 9, 2014

A form completion is a lead. A form completion is an expression of potential interest in what your copy describes that the person will get in exchange for their information. Why marketers refuse to acknowledge this reality is beyond me, but it’s also a reason that salespeople continue to ignore the leads sent to them by marketing.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 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, How about someone in Marketing forecasting the leads we need to make quota?”. “We I need more leads; good leads.”.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Forecasting CRM 120

ViewPoint

AUGUST 29, 2011

Jim Dickie is the Managing Partner with CSO Insights ; a research firm that specializes in benchmarking how companies are leveraging people, process, and technology to optimize the way they market to, sell to, and service customers. Topping the list of priorities for the next 12 months for marketing is increasing new customer acquisition.

Acquisitions 120

Acquisitions Allocation Lead Scoring Lead Ranking 120

ViewPoint

MARCH 22, 2018

I spend a lot of time on the phone talking to prospects about the value of informed conversation; the value of an automated cadence with built-in analytics capabilities; and the value of agile lead management processes that let marketing apply learnings to do an even better job of providing the leads sales needs.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

MARCH 1, 2016

The premise is that there is so much information available online that salespeople are thought to be unnecessary in the early stages. Inadequate consideration of the value of outbound nurturing of inbound and outbound leads, including the residual value of marketing/sales activity from previous year.

ROI 159

ROI Lead Ranking Marketing Qualified Leads MQL 159

ViewPoint

SEPTEMBER 24, 2015

Finally ABM ends with understanding your past results and using them to inform your future actions in a data-driven manner. Coming up next in part 3 we’ll hear from the Excecutive Director of the Sales Lead Management Association, James Obermayer. So is Account-Based Marketing a black box solution? Great job and thank you!

Account Based Marketing 120

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

ViewPoint

OCTOBER 5, 2018

20,000 companies with multiple contacts and verified technical environment information in the right verticals (no email addresses). Subsequently, 20,000 companies with multiple contacts and verified technical environment information in the right verticals (no email addresses) were distributed via CRM to sales. The Verdict.

Sales Qualified Leads 136

Sales Qualified Leads Lead Generation Lead Ranking Lead Scoring 136

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. A “Tell”* is a physical reaction, sometimes called a habit, or behavior that tells others information about you and your hand.

Blogger 120

Blogger Marketing Prospects Act-On Consulting 120

ViewPoint

APRIL 25, 2011

Both lead gen and lead nurturing are important. To be successful, marketers need to integrate them both into a lead management process. Lead generation is always high on the list and lead nurturing is trending at the bottom of the heap. One that won't happen if marketing programs stop at "lead" generation.

Lead Gen 120

Lead Gen Emarketing Lead Scoring Lead Ranking 120

ViewPoint

JUNE 8, 2012

Be in those online communities offering advice, solving problems, and sharing information. The next PowerViews will be with James Obermayer of Sales Lead Management Association. Purchasers are doing a lot of research before they engage with your company. It’s important for you to be further up the funnel. 1to1media.com.

Marketing Automation Services 120

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

ViewPoint

APRIL 18, 2012

While still in the early days of companies adopting it and developing best practices, Aberdeen is seeing social media marketing moving from being around awareness and thought leadership to really being around demand generation and lead management and so forth. ” The Role of Social Media.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

JUNE 15, 2018

For companies to transition from where they’ve been to where they need to be, they must understand three truths: Sales lead management (SLM) is a fundamental business process. Lowering the cost of driving that revenue means finding new and better ways of getting the sales and marketing work needed done. It’s not a campaign.

Cost 136

Cost Forecasting Work Management Marketing Automation Services 136

ViewPoint

FEBRUARY 27, 2014

Their data shows that companies using automation combined with a reasonable lead management process—inquiry generation, qualification, nurturing and hand off to sales—produced four times the sales volume of companies with automation but with weaker processes. the HIMMS Media Group, and the Business Information Industry Association.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Work Management Marketing Management 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. Is it the CRM system, without which so much important information would be lost?

Marketing Automation Services 120

Marketing Automation Services Marketing Automation CRM Automation 120

ViewPoint

FEBRUARY 2, 2012

A comprehensive sales lead generation contact strategy employs a multi-touch, multi-media and multi-cycle approach that continuously reaches out to decision makers across a number of sales cycles to deliver qualified leads. 4:15 min —How analytics are used in lead generation. Assessment and recommendations.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120

ViewPoint

MAY 7, 2015

The creators of this process reasoned that because reps did not do the necessary follow-up, it was easy to mail additional information in intervals to keep and create more interest.

Lead Nurturing 120

Lead Nurturing Lead Ranking Lead Scoring PointClear 120