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? Salespeople are a part.

Work Management 120

Work Management Marketing Management Planning Forecasting 120

ViewPoint

MARCH 19, 2018

The budget has grown because of: the new software tools she purchased in her chase for buyers, annual maintenance fees, multiple agencies that execute her programs, and new employees for marketing operations, content management, and analytics. You may also like: Salary: Digital Marketing Manager: Salary.com, PayScale and glassdoor.

Marketing Management 197

Marketing Management Analytics Budget Programs Marketing Automation Services 197

ViewPoint

JUNE 23, 2015

They have a great product for the industrial marketplace (construction, mining, etc.). The product pays for itself in three years and has a lifespan of ten- plus years. The product pays for itself in three years and has a lifespan of ten- plus years. That is, if anyone knew about the product. No brainer right?

Work Management 120

Work Management Blogger Paid Search Agency B2B Sales 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. Translate this into a company’s departments where the failure of one department causes a zipper effect of partial failure to make or sell a product.

Work Management 120

Work Management Marketing Automation Services Marketing Management Wikipedia 120

ViewPoint

JUNE 30, 2015

The other 25% of the questions are product related. Get an agreement on a qualified lead. Now marketing and sales know what a qualified lead is versus an uqualified prospect. Some questions will differ by product. Make a decision for lead distribution. Listen and take notes. Ask the reps. Listen and take notes.

Sales Qualified Leads 120

Sales Qualified Leads Telemarketing Trade Show High Quality Lead 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

NOVEMBER 27, 2017

Open territories kill sales force productivity, but it’s seldom talked about until it happens. It hurts productivity in the current year and the following year. Increase qualified leads for existing territories. We know that qualified leads close faster than unqualified leads. Art purchased from iStock Photos.

Forecasting 149

Forecasting Sales Qualified Leads Telemarketing Marketing Management 149

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

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

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

MARCH 22, 2018

The real challenge is to learn how to demonstrate that the extra cost of your product or service is worth it. The best product, at the best price, does not always win the order. Quantify the value that your organization’s products, services, and solutions have already brought to the customer. Our people do as well. Brian Tracy.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

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

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. From a recent survey of new members to the Sales Lead Management Association, we found that generating qualified leads is the biggest issue facing the new members.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Generation Leads 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. Campaigns flashed before our eyes, some even similar to our products. ? Do you stand behind your product?”. Branding check ? Digital check ?

Advertising Agencies 120

Advertising Agencies Paid Search Agency Ad Agencies Blogger 120

ViewPoint

DECEMBER 19, 2013

Salespeople have said to me that they will follow-up on sales leads: If there is a phone number. If it is on a product I have a quota on. If the lead isn’t too far away. You can do lead gen on products that salespeople carry quotas on. You can generate leads in a specific geographic area the majority of the time.

Sales Qualified Leads 120

Sales Qualified Leads Telemarketing Lead Gen High Quality Lead 120

ViewPoint

JULY 20, 2015

I was the marketing manager of a medical device company and we were near the end of the day’s sales meeting. Everybody wanted to get out, hit the lobby bar and trade stories about high prices, the lack of new products, how their new quotas were too high and their territories too small. We’d like leads on XXXX product.”. “We

Sales Qualified Leads 120

Sales Qualified Leads Leads Lead Marketing Qualified Leads 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 Is your lead generation plan based on the forecast by product? Lead Generation Based on Forecast? Lead Generation Based on Forecast?

Lead Generation 120

Lead Generation Planning Sales Qualified Leads Generation 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. Marketers create tremendous interest and nearly 45% of those who are interested in some manner buy someone’s product. Is this good or bad?

Lead Qualification 120

Lead Qualification Work Management Sales Qualified Leads Blogger 120

ViewPoint

MARCH 18, 2014

But perhaps the most overlooked step, he said, is having a highly placed executive within the company who is driving a focus on sales enablement and productivity. Click to start video at this point — With 80 percent of marketing leads failing to become sales leads, it’s obvious that we need to re-think things, Chris said.

Paid Search Agency 120

Paid Search Agency Sales Qualified Leads Marketing Qualified Leads Marketing Automation Services 120

ViewPoint

MARCH 18, 2014

But perhaps the most overlooked step, he said, is having a highly placed executive within the company who is driving a focus on sales enablement and productivity. Click to start video at this point — With 80 percent of marketing leads failing to become sales leads, it’s obvious that we need to re-think things, Chris said.

Paid Search Agency 120

Paid Search Agency Sales Qualified Leads Marketing Qualified Leads Marketing Automation Services 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. Salespeople often complain about receiving enough new leads, but are short on answers about the leads you gave them, now aging and becoming potentially less valuable.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Leads Leads 120

ViewPoint

JANUARY 9, 2014

Remember that they''re buying a relationship as much as a product. James Obermayer | Sales Lead Management Association. Our products are so good we don’t need leads. Are you someone they can relate to? Ginger Conlon | DM News. One touch is enough. We don’t ask qualifying questions on our web form, I hate them.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 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. My advice to Steve is that when sales are needed in the fourth quarter, first telemarket old leads (older than 3 months), generated on products in stock.

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

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. Would you like to set aside 30 minutes to see our product?’ 2012 Trending: Marketing Is Ahead of Sales in Understanding Buyer 2.0.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

FEBRUARY 18, 2014

Develop a new product: a tamper-resistant container. Objectives are often focused on revenue targets, new product introductions, etc. 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.' Try pay-for-click.

Planning 120

Planning Marketing Plans SWOT Work Management 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, We need phone numbers on leads.”. “We We need e-mail addresses on leads.”. How about some leads on products I have a quota on?”.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Forecasting CRM 120

ViewPoint

JUNE 15, 2017

Driving your salespeople to create their own leads, sucking away productive selling time. They are faster, more productive (therefore cheaper), accept rejection and know how to qualify even those who lie. Filtering out real buyers. Paying nurturing and qualification departments that drain budget and add little value.

Sales Qualified Leads 168

Sales Qualified Leads Lead Scoring Lead Ranking Telemarketing 168

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

JANUARY 21, 2014

If you don’t sell direct, call prospects and ask if they bought your product (this is a ‘Did You Buy Study’). If the salespeople don’t use the CRM system, you may have to retrain them, embarrass them into using it, or get their manager to make them use it. If you don’t know where to start, start with the CRM system. You’ll find a way.

Work Management 120

Work Management Marketing Management Sales Qualified Leads CRM 120

ViewPoint

SEPTEMBER 24, 2015

Is Account-Based Marketing the Holy Grail for lead generation or a black box solution?” Account-Based Marketing is a philosophy, not a product. If you are a devout follower of ABM, your concern isn’t with lead generation at all. Lead generation is at its core a numbers game. I have to laugh a bit at the question. “Is

Account Based Marketing 120

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

ViewPoint

OCTOBER 13, 2011

His sales teams have sold over 168,000 products annually and produced north of 700 million dollars in annual sales. In 2005 Ken commercialized the product that was driving his inside sales team and founded VanillaSoft. However, they struggled to sell their product on a national scale because it was simply out of their wheelhouse.

Lead Generation 120

Lead Generation Top of Funnel Generation Work Management 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

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.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

ViewPoint

JULY 11, 2011

Extensive pricing pressure from competing services/products at lower prices. Frequent and rapid new competitor product introductions. One answer includes applying, tracking and measuring best-practice sales lead management processes. Competitors may have extensive networks of partner integrators and resellers.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

MARCH 1, 2016

In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices.”. In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages.

ROI 159

ROI Lead Ranking Marketing Qualified Leads MQL 159

ViewPoint

JUNE 8, 2012

You’ll also be able to present them with unique products, services, customer support, or experiences. The next PowerViews will be with James Obermayer of Sales Lead Management Association. Ginger on Twitter: @customeralchemy. 1to1 Media Website: www.1to1media.com. 1to1media.com. Stay Tuned.

Marketing Automation Services 120

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