BMA Sales Lead Round Table
As a thought leader in the B2B Sales Lead Generation and Lead Management community, I wanted to submit this notice and invitation to the new "Sales Lead Roundtable" being sponsored by the Business Marketing Association of Northern California. It will be running the first Thursday of each month, from 8:30am to approx 9:30 or 10:00am depending on the content. The breakfast meeting site is the Scott's Restaurant in Palo Alto where there is always room. Directions are on the web page.
I want to invite you to attend and get involved with this non-partisan interactive round table with no vendor pitches allowed. We'll be addressing all the hot topics related to end-to-end sales lead generation and their management. We'll be exchanging ideas on issues from some high profile silicon valley firms and their thought leaders. Here is the link.
http://norcalbma.org/programs/SalesLead_html
I know that the participants would enjoy you attending, so please come. And by all means, broadcast this to your friends and colleagues that would benefit.
In summary, I promise the content will always be relevant, on message and definitely linked to revenues.
Tom Judge
BMA Sales Lead Roundtable Moderator ...<< MORE >>
What movie did these actors play in?
Al Pacino - Ricky Roma
Jack Lemmon - Shelley Levene
Ed Harris - Dave Moss
Alan Arkin - George Aaronow
Kevin Spacey - John Williamson
Alec Baldwin - Blake
Hint: the most famous quotes of the movie are:
Blake: A-B-C. A-Always, B-Be, C-Closing. Always be closing, always be closing.
_________________
Blake: Put. That coffee. Down. [pause]
Blake: Coffee's for closers only.
__________________
Blake: We're adding a little something to this month's sales contest. As you all know, first prize is a Cadillac Eldorado. Anybody want to see second prize?
[Holds up prize]
Blake: Second prize is a set of steak knives. Third prize is you're fired.
______________
Blake:.... you got the prospects coming in. You think they came in to get out of the rain? A guy don't walk on the lot lest he wants to buy. They're sitting out there waiting to give you their money. Are you gonna take it? Are you man enough to take it?
This was probably the most profane movie ever made with some of the best known actors in the world and the subject of the movie was _________.
Tell us the name of the movie, what the subject ...<< MORE >>
Sales Lead Management Association Declares October 11-17, 2009 to be National Sales Lead Management Week
June 11, 2009--Los Angeles, CA--James W. Obermayer, executive director of the Sales Lead Management Association, announced today that SLMA declares the week of Oct 11-17, 2009 as National Sales Lead Management Week. Obermayer stated "In light of the millions of inquiries resulting from billions of dollars spent on marketing, this week is dedicated to the subject of proper sales lead management."
SLMA co-founder Mark L. Friedman urges the press to focus on how companies manage sales leads. "This should be a time for seminars and webinars, articles and blog comments to discuss how inquiries and ROI are measured. If they can make a play and a movie about sales leads (Glengarry Glen Ross) I am sure it is of interest to business leaders."
Support for National Sales Lead Management Week
Dan McDade, President of PointClear said "When it’s tough to measure the value of your marketing spend, when the percentage of leads accepted and closed is lower than it should be and when investments in marketing automation have not paid off, take advantage of National Sales Lead Management Week to fix those problems. Stop unproven marketing programs that result in mediocre outcomes. Close the ...<< MORE >>
MarketingSherpa Seeks Case Study speakers for 2009 B2B Demand Generation Summits
SLMA Directors Note: They are looking for case studies on lead nurturing and lead scoring (see below) as well as lead generation. We have many SLMA members that are qualfied to be a part of this program, please apply! International members, please apply, I am sure you will be welcomed!
Experienced B2B marketers must submit speech proposals by May 21, 2009 using the following link: http://www.surveygizmo.com/s/119337/b-to-b-demand-generation-summit-2009-speaking-proposals-deadline-may-21st
MarketingSherpa’s B2B Demand Generation Summits are three-day events featuring exclusive business-to-business marketing...<< MORE >>
Real Time On-Line Lead Scoring
Learn why the future is real-time online lead scoring from Bloor Research
Real-time online sales lead scoring is a strategic lever in online media planning and management, enabling users to improve the effectiveness of their online lead generation program. << MORE >>
Resuscitate Sales: Learn how to fix the 16 Most Common Sales Leakage Problems: April 2nd 10 AM PDT - Free
Still time to attend!
In this fast-paced session, James W. Obermayer pounces on the sales leakage issues that hold back growth and kill corporate momentum. Obermayer says, "Of the 53 reasons I have found, I will share the most common in this 45 minute session."
Unlike most programs which only tell you what’s wrong with the sales world, Obermayer will also tell you how to solve these most elusive sales killers. The most common sales leakage issues include:
- How to find Marketing Leakage that kills sales productivity.
- Learn the three quota requirements that are a must to motivate salespeople.
- How to identify promotional blackouts that slow sales growth.
- Learn the most common forms of Sales Leakage that create a drag on quota attainment.
Special Offer. Attend this event and you will be entered into a drawing for one each of Jim Obermayer’s books.
- Find Lost Revenue: Uncover Hidden Causes to Common Sales & Marketing Problems
- Managing Sales Leads, Turning Cold Prospects into Hot Customers
- Sales & Marketing 365: Tips and Tricks for Finding Sales All Year Long!
- Managing Sales Leads, How to Turn Every Prospect into a Customer
Date: Thursday, April 2, 2009
Time: 10 AM (PDT) / 1 PM (EDT)
Audience: CEOs, COOs, Company Presidents, Sales and Marketing VPs.
https://www2.gotomeeting.com/register/977921722
Speaker: James W. Obermayer
A Cerius Interim Executive, and Executive Director of the SLMA, James W. Obermayer specializes in helping companies identify sales and marketing leakage issues that stifle growth. He has been an Interim Sales Executive for companies across diverse industries specializing in performing sales leakage analysis for companies in trouble. In 2007 Obermayer founded the Sales Lead Management Association, and has authored or co-authored four business books with 20,000 + copies in print.
People who have heard Jim speak:
"Best speaker in the two day conference…"
"Stuff I can use tomorrow…"
"Liked the emphasis on relationship between sales and marketing…"
"Liked strategies and real world knowledge…"
"Great useable information…"
Date: Thursday, April 2, 2009
Time: 10 AM (PDT) / 1 PM (EDT)
Paste this URL to register:
https://www2.gotomeeting.com/register/977921722
Announcing the publication of "Find Lost Revenue: Uncover Hidden Causes to Common Sales and Marketing Problems
LOS ANGELES, March 16, 2009
– Finding new revenue is often a long, tough and expensive business proposition; finding lost revenue opportunities can be a much faster and less costly way to bring in sales dollars. In this newly-published 232-page book, five top-flight executives have come together to discuss 63 of the most common lost revenue issues facing B2B companies, and offer solutions to turning opportunities into sales.These seasoned pros have learned through their own corporate experience, interim management assignments, and consulting practices how to spot, diagnose and solve lost revenue issues confronting small to large companies. The authors are Patrick McClure, Mark L. Friedman, Judy Key Johnson, Philip A. Nasser and James W. Obermayer.
The work is divided into ten sections, with 63 hard-hitting chapters covering:
• Assessment & Analysis
• Strategic Sales Planning
• Sales Methodology
• Sales Management
• Training and Coaching
• Marketing
• Internet Marketing
• Business Development
• Sales Lead Management/CRM
• Best Practices in Sales Lead Management
Industry leaders have high praise for "Find Lost Revenue."
"This book is like an MBA in B2B sales and marketing. It covers a wide range of strategic and tactical topics, ...<< MORE >>
NEW BOOK: CONVERGENCE MARKETING: COMBINING BRAND AND DIRECT FOR UNPRECEDENTED PROFITS
Richard Rosen Demonstrates Marketing & Advertising Succeed
With Unique Synthesis of Brand & Direct Techniques
(February, 2009, Portland, OR)
– With the economic waters becoming more turbulent by the day, many companies are eyeing marketing and advertising expenditures as the best place to cut costs and stay afloat.Don’t panic, there is hope, says Richard G. Rosen, founder, President and CEO of ROSEN, a Portland-based global consultancy experienced in helping businesses of all types achieve financial success by helping marketers to achieve their goals with less money.
"This is not an impossible task. Efficiently using a combination of the best strategies from both Brand and Direct marketing and advertising is essential to business survival and success, particularly during crises such as the current recession" Rosen asserts. "Rather than allowing your brand and direct teams to go to the mat, fighting for the remains of the corporoate budget - I help them to embrace each others skills and come up with a new strategic plan that is more successful for all involved."
Rosen provides a step-by-step explanation of how his strategy was developed and how it works in Convergence Marketing: ...<< MORE >>
Read Chris Brogan's tips for finding a job using Social Media!
Chris Brogan has a a fast read primer on the subject. Go to http://www.chrisbrogan.com/free-ebook-using-the-social-web-to-find-work/
...<< MORE >>
Northern CA BMA - March 25th Luncheon Topic: Why Sales Lead Leakage Kills Momentum and Damages ROI
SLMA Founder Speaks on the Topic of Sales Leakage
Shares Latest Research on Sales Lead Management Practices
In this fast paced session, James Obermayer, Executive Director of the Sales Lead Management Association will discuss the seven basics rules most companies violate in managing sales inquiries. Companies that gain control of inquiry management and their CRM systems can see a 10% to 30% increase in inquiries and qualified leads that can be accurately counted and attributed to campaigns. When this happens, sales increase and marketing can point to accurate ROI stats; what’s not to love?
Because of inquiry leakage most marketing departments don’t have the ability to credit a lead-generating campaign with actual sales. Inquiry accountability, therefore, is lost and reports are sketchy and incomplete. This means salespeople are less likely to make quota and no one is spending money on lead generation that works the way it was intended. It is not a small problem Obermayer says, "it’s a big problem, a 10% to 30% problem." Marketing that is saddled with this hemorrhage never succeeds in taking credit for the wealth it creates. This is a sad event.
During this session you will learn:
...<< MORE >>Dick Damrow, Well-Known Marketing Expert Dies From Fall
CEDAR RAPIDS - From the Gazette and other sources.
Dick Damrow, a Cedar Rapids marketing consultant respected widely in the industry is mourned this week after dying from injuries suffered in a fall. Damrow 60, died Tuesday, Feb. 24, 2009, at University of Iowa Hospitals and Clinics. Damrow, 60, was the founder of a Cedar Rapids consulting firm
—Contract Marketing Resources, Business Propellers. He served as vice president for marketing resources at Stamats Higher Education Marketing in Cedar Rapids. Dick was a good friend and mentor to me, as he was to so many people in the industry.During a 30-year career, Damrow worked with some 150 national brands at major advertising agencies, including such names as Harley-Davidson and McDonald's. At Stamats, he contributed to an expansion into brand marketing. More recently, he consulted directly with colleges and universities on marketing strategies.
Damrow's knack for networking and mentoring left a permanent impression on many people who knew him.
"He took young people under his wing and loved to mentor people, sort of help them find their niche or he networked to find them a job," said Mary Jen Bear, ...<< MORE >>
Winners Win and Losers Lose. Time to decide!
Michael Alexander looked at me across the table at the Green Street Cafe in Pasadena, Ca., and said with all of the drive of an attorney, Marine (there are no ex-Marines), financial advisor and sales mentor, "These may not be the best of times, Jim, but we’re here and our clients have to make the most of it. When the chips are down, Winners find a way to win."
"Losers," he continued, "Put their head in the sand, but Winners fight. What they have to do is make a decision if they are Winners or Losers."
That very afternoon and going forward I took the "Winners Win" discussion into meetings with my clients and prospects who are trying to figure out what to do in this business climate.
After stating some of the obvious points of where they stand in the marketplace I gave them the Michael Alexander pep talk, "A good friend taught me that Winners Win and Losers Lose. When all is said and done today, you have a decision to make; which are you? Who will you be going forward? "
If you take a losers attitude you will most likely go down ...<< MORE >>
2009 Online Marketing Summit offers Financial Aid to the Marketing Community
We at the SLMA applaud Aaron P. Kahlow and the OMS for their efforts.
"Marketers are a community, and we’re all aware of the challenges each of us faces in tough economic times," said Kahlow. "And the irony is that just when people are most in need of education and resources, companies are cutting funding and individuals simply can’t afford the out-of-pocket expense. Through education, resources and networking, OMS gives marketers the tools they need to thrive even when they economy isn't, and I wanted that to be accessible to everyone."
As part of the $10,000 Bailout Plan, OMS invites marketers to apply for financial aid at
http://www.onlinemarketingsummit.com/financial-aid/default.php, with a simple explanation of why they want to attend this year’s conference and their financial needs. In addition, when attendees sign up with three or more colleagues or friends, each person will receive 50 percent off the conference price.This year’s conference will place special emphasis on successful online marketing during a recession, with panels, speakers, and consulting, including the following:
• Free on-site company website analysis: Through work with an OMS-certified expert, attendees will receive a full website consultation with evaluation of current usability and search elements and a strategy for improvement.
• Viral marketing and social media strategies: Requiring only a small budget, these online marketing tools can yield high returns for those who know how to use them.
• The rebirth of email: In flush times, email wasn't nearly as exciting as an expensive direct mailer, but now email is making a resurgence. Learn how to use it well and wisely.
• Retrenching in search: Learn techniques that are more cost-effective and measurable than traditional search engine marketing.
To learn more about the 2009 Online Marketing Summit, including a list of speakers and events, visit
http://www.onlinemarketingsummit.com.About the Online Marketing Summit (OMS)
The Online Marketing Summit (OMS) is truly unique from any other conference. There are no vendors, no salesmen, no exhibitors/booths and no pitching allowed. The application process ensures only attendees who are serious about trying to gain a competitive advantage through education. The environment facilitates networking and collaboration amongst like-minded marketing peers. This summer tour will be attended by at least 2000 professionals who are passionate about marketing. OMS is a not-for-profit organization with the simple mission to educate marketers on the emerging best practice of online marketing.
Every Farmer Knows, "Never Eat the Seed Corn"
Every company has two classes of employees, those who make products and those who make money by selling.
If there is one class of employees you cannot do without under any circumstances it is the sales and marketing people. Yes, I said marketing. At least marketing people who can prove the ROI for the wealth they create. Marketing and salespeople are the seed corn for your company. You can’t destroy the seed corn and expect to survive and plant in the coming year.
At this time in your company’s existence it must support and encourage the people who create revenue. It must retain revenue creators. You must hire and keep the best sales and marketing people you can afford because you cannot afford to do anything else. You must preserve the seed corn.
Yes, a company can weed the garden and get rid of the "B and C players" and replace them with "A Players, " but you cannot under any circumstances reduce your sales workforce.
When the chips are down, winners find a way to keep on winning. Losers lose because of their timidity and fear; their customers smell the fear ...<< MORE >>
Free book goes to Dan McDade for his answer to "How to Get Salespeople to Follow-up Sales Leads."
Free Book for Ideas on Sales Lead Follow-up!
How do you convince salespeople that they should follow-up every sales lead you give them? For the best suggestions I will give away a copy of my book, "Managing Sales Leads, Turning Cold Prospects into Hot Customers."
Dan McDade Joins SLMA Board of Advisors
James W. Obermayer, executive director of the Sales Lead Management Association, welcomes Dan McDade president of PointClear to the Advisory Board of the Sales Lead Management Association (SLMA).
McDade founded PointClear in 1997 to provide prospect development services to companies with complex sales processes. He has developed innovative strategies that drive revenue for PointClear clients nationwide.
"The SLMA’s goal is to help member companies become more successful in the critical business process of managing sales leads," said SLMA Executive Director James W. Obermayer. "Dan brings a wealth of experience in this area to our organization and we look forward to adding his expert insight and vision to our advisory team."
"In our current challenging economic environment, effective lead generation and lead management practices are now more critical than ever," said McDade. "SLMA is a valuable resource that provides education and support to help companies instill best practices and improve their returns on sales and marketing investments."
Prior to PointClear, McDade was president of UST, The Business Marketing Group, a high-tech marketing services firm with such clients as Sun Microsystems, Oracle and SAP. He also served as an independent consultant providing direct marketing, telemarketing ...<< MORE >>
Does email based inquiry nurturing work?
On the Sales Lead Management Association Linkedin Group I asked the following questions and there we have some very spirited responses.
"The evidence is mounting that programs such as Eloqua’s drive up sales. What other programs does the membership use that can push up sales? Anyone care to share a percentage increase in sales with these nurture engines?"
We heard from Matthew A. Morelli of Leads360, Michael Brown from Business to Business by Phone, Tuck Mixon of Trinity Marketing Systems and Roy Porter of Porter Direct Marketing. For their comments join the SLMA Linkedin Group or answer the question here. The vendors say these programs give extraordinary results. What do you think?
...<< MORE >>A True Story: Marketing Becomes a Fixed Expense When It Proves It’s ROI.
When Marketing can prove a return on it’s investment of lead generating dollars, then department expenses will be considered a fixed expense (equal to sales) rather than a variable expense (easy to cut at will). I learned this early in my career as VP of Marketing at Brentwood Instruments.
The president, Del Freeman called me into his office one fine fall day and said, "Jim, I need to make my earnings projections for the up-coming quarter and I have to get that money from marketing."
"How much do you need," I asked in my most un-defensive posture. He needed a nickel or a dime per share, I don’t remember the exact number. Some of it had to come from marketing. The point is, he wanted me to reduce immediate spending on marketing to contribute to his bottom line and therefore help him to make the earnings forecast.
"I’ll get back to you," I replied. "Give me a few hours," and I’ll have something for you."
At the end of the day I came back and offered my pound of flesh, but I did it with confidence in ...<< MORE >>
Lisa Cramer of LeadLife Solutions Joins the Sales Lead Management Association Advisory Board
“The SLMA fills a community-based need for people who want to know how to better manage sales inquiries beyond the installation of a CRM system,” said Cramer. “The association provides a wealth of information and resources, and I look forward to adding my ideas and working with other members of the Advisory Board to advance and promote SLMA’s objectives.” Lisa Cramer is President and Co-Founder of LeadLife Solutions, an Atlanta based company focused on Marketing Automation Software. Prior to LeadLife, Cramer was with FirstWave Technologies a publicly-held Atlanta company's Chief Sales and Marketing Officer. Since joining Firstwave, Cramer had successfully repositioned FirstWave beyond CRM and launched a series of new products and services within the Demand Generation market space. Cramer was responsible for growing revenue and adding marquis customers such as BearingPoint. Prior to joining Firstwave, Cramer was President and COO of Involve Technology, a Phoenix-based sales knowledge automation SaaS company. Ms. Cramer was responsible for marketing, partnerships, business development, and company and product strategic direction. Previously, Cramer was ...<< MORE >>
