ViewPoint

MAY 23, 2017

Those results factor in lead leakage of between 52% to 86% of the marketing qualified leads put into the top of the funnel. Because a few years ago the sales group asked us (PointClear) to validate those so-called leads and it turned out that only 1.8% None were actually leads. Cost per sales qualified lead is $1,250.

Sales Qualified Leads 192

Sales Qualified Leads Lead Ranking Top of Funnel Work Management 192

ViewPoint

MAY 16, 2017

I recently talked to Jim Obermeyer on the Sales Lead Management Association (SLMA) radio show about what needs to be addresses before a technology solution is selected. Here's a synopis: Market: There's no such thing as a good list without a lot of work on marketing's part. More about this.

Sales Leads 202

Sales Leads Process Top of Funnel Lead Scoring 202

ViewPoint

APRIL 16, 2018

Jim Obermayer is the founder of the Sales Lead Management Association , an organization serving 8,000 members and subscribers worldwide, with a website that includes 360-plus articles from 65 industry authors. SLMA Radio is one of six marketing and sales shows for at-work listeners on the Funnel Radio Channel.

Top of Funnel 180

Top of Funnel PointClear Work Management Sales Qualified Leads 180

ViewPoint

JUNE 15, 2016

Sales Lead Management is a complicated process. It needs a leader to pull all of the competing interests and people together to work as a team. Sales lead management is a tough subject to truly get your arms around. Telemarketing Outbound (qualification and lead generation). Direct Marketing Agency.

Lead Management 120

Lead Management Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

DECEMBER 7, 2017

This is Jim Obermayer from the Sales Lead Management Association. Sales Lead Management Association. If you don’t do this, don’t be surprised when you go to work one day and the front door is locked. J am es Obermayer is founder of the Sales Lead Management Association. May I leave a message?”.

Paid Search Agency 168

Paid Search Agency Companies Lock-In Press 168

ViewPoint

FEBRUARY 23, 2018

What’s it take to generate a volume of real leads, the ones you really need? Over the past two decades we’ve worked hard to crack the code on this. 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.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

FEBRUARY 13, 2018

Jim Obermayer is the founder of the Sales Lead Management Association , and host of the Funnel Radio Channel. In my work the first question I ask marketing leaders is “what does success look like to you?” They’ve learned a lot and are invested in the success of the sales lead management programs we deploy.

PointClear 149

PointClear Ethics Budget Programs Business 149

ViewPoint

SEPTEMBER 28, 2018

Podcasts Reach Weekend Listeners with Work-Related Content. 22-30 minutes is ideal for the listener who listens on a mobile device away from work. 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

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? But what about the sales forecast?

Work Management 120

Work Management Marketing Management Planning Forecasting 120

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. But we all know that the granddaddy of modern lead management originated with CRM and all other programs and services can be attributed to the CRM family tree.

Work Management 120

Work Management Marketing Management Wiki ROI 120

ViewPoint

FEBRUARY 21, 2011

Sponsoring SLMA’s Top Twenty Women in sales lead management got me to thinking about the top 20 women of all time. The passionate creativity and vibrant expression in the work of: 16. I bet you use some of these very traits to describe a woman you know doing extraordinary work in sales and marketing today.

PointClear 120

PointClear PR Lead Management Work 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. All CMOs need to work towards making the company sustainable from a marketing standpoint. Matt Heinz.

CMO 168

CMO Planning Storytelling Ad Building 168

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 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

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 12, 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. The best way to create a culture that people want to work for is to foster a sense of pride in that work.

CMO 149

CMO Planning Ad Building Work Management 149

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

AUGUST 22, 2011

Jay Hidalgo is the President of The Annuitas Group, a firm that specializes in helping B2B companies develop a process-based approach to lead management. To learn more about The Annuitas Group and their proprietary methodology, the Lead Management Framework™ , go to [link]. What's the point of that?

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Buy Automation 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

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. We kept coming back to total revenue.

Lead Qualification 120

Lead Qualification Work Management Sales Qualified Leads Blogger 120

ViewPoint

JUNE 23, 2015

They spend the least on marketing, get the minimum return, and then complain when marketing doesn’t work for them. Today's blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting.

Work Management 120

Work Management Blogger Paid Search Agency B2B Sales 120

ViewPoint

FEBRUARY 21, 2012

Areas of specialization cover a broad spectrum of sales expertise: sales process optimization, inside sales, sales best practices, sales lead generation, sales lead management, strategic account management, and much more.

PointClear 120

PointClear Work Management Communities B2B Sales 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. Revenue performance management.

Blogger 120

Blogger B2B Thought Leadership Work Management Marketing 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. Tony Tissot of eTrigue remarked that lead generation is the responsibility of marketing, but getting the outcomes agreed upon should be the goal. Kate Maddox.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

ViewPoint

OCTOBER 1, 2013

It doesn’t develop naturally; it takes work. They need “content CliffsNotes,” which would be a way for salespeople to skim and find something that might work. But if marketing and sales aren’t working together, then the stories don’t connect, Ardath said. Marketers are telling the story longer through the process.”. Stay Tuned.

Content 120

Content Storytelling B2B Sales Linkedin 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. Dave Kurlan.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

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. He then killed the next closest rattler, one after another he worked carefully as he eased his way to the barn door and safety. Killing the Closest Snake.

Barriers 120

Barriers Blogger ROI Work Management 120

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. He has decades of experience as a marketing communications manager, marketing manager, and sales manager.

Sales Qualified Leads 120

Sales Qualified Leads Marketing Automation Services Work Management 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 is a frequent speaker, blogger and contributor to many B2B marketing publications. That also includes common metrics and objectives.”.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

MARCH 14, 2011

Many thanks to Stone Payton and Todd Schnick, hosts extraordinaire of High Velocity Radio, for the interview on my new book, The Truth About Leads. The B2B lead generation and sales lead management strategies we discussed included… Shifting from a full BANT approach to focus on two areas: authority and discovering need.

Lead Generation 120

Lead Generation Generation Leads Lead 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. Lead Management Rules: A one page list of rules holding both departments accountable to each other. 100% accountability, 100% follow-up.

Marketing Automation Services 120

Marketing Automation Services Forecasting Work Management Cold Calling 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. The key for Steve was to call the right people out of the 9,600, and to use an outside service, because he needed the new leads fast. Man we are hurting.

Telemarketing 120

Telemarketing Work Management Marketing Management Leads 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. They will spend money on things that work and let their competitors spend money on everything else. i Really, how do you argue you with this?

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Marketing Automation 120

ViewPoint

JULY 20, 2015

The next day we started working on the problems to help her out. James founded the Sales Lead Management Association. She had a big territory, but there were small cities, far apart and with fewer buyers. She wasn’t making quota and needed help. Today's blog was submitted by James Obermayer.

Sales Qualified Leads 120

Sales Qualified Leads Leads Lead Marketing Qualified Leads 120

ViewPoint

SEPTEMBER 11, 2012

This time we are going to talk about managing the “No Response” rate and the importance of having patience when it comes to working prospects—including resting them and then recycling re-segmented prospects to improve overall results. In the last blog we talked about qualified rates.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation PointClear 120

ViewPoint

JANUARY 21, 2014

I was sitting in a meeting of marketing and operations people when I worked at Inquiry Handling Services (long ago scooped up by Harte Hanks). This is a combination of begging, pleading, and embarrassing them, and getting sales management to see that best interests are served if the salespeople record the end result. You’ll find a way.

Work Management 120

Work Management Marketing Management Sales Qualified Leads 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. Andy Rooney, probably the best known commentator of his time, who at 92 years passed too soon on November 4 th , said, “I've learned.

Sales Leads 120

Sales Leads Sales Qualified Leads Leads Lead 120