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February 2015

Sales Lead Management Rules Lead to a more Efficient Sales and Marketing Process

George was a new sales representative with the company.  As part of his on-boarding he noticed in his job description and in the briefing from his sales manager that when it came to sales leads there were expectations of him as outlined in the Rules for Sales Lead Management.  “Well,” he said, “I’m not used to it but the rules are spelled out, I have to follow-up and report on every lead as a condition of employment.” 

IStock_000038306980LargeSomething similar happened to Jessie who started in marketing a week or so later.  She was surprised to read in her job description that the company had rules which stated that in order to maximize the return on marketing’s investment she would have to forecast the sales results for a campaign before the campaign launched and measure the results afterward.   She agreed to it, although she remarked to her manager that she’d have to learn how to do it.   

Both of these new employees experienced a set of sales lead management rules for sales and marketing that were designed by someone in the company to maximize the efficacy of the sales process. 

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Why are women who build corporate wealth so humble?

It has puzzled Susan Finch our web director and myself why women appear to be so humble and avoid the spotlight for their accomplishments.  There has been a lot in the general press of late about corporate leaders saying generally stupid comments about the women in their companies who create so much prosperity for them.   Go figure.

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New SLMA Corporate Directory – List Your Company

 As a subscriber to the SLMA Today Blog, you are invited to be in our SLMA Corporate Directory. 

 In parallel with our new Member Directory, we have started a Corporate Directory.   This is free and you may fill out this form and it submit to be listed.  There are 39 categories that you may choose from to list your primary business.  If you do not see a category, let me know and we will add it. 

List your company y, contact information and URL. Describe what you do and who you are!

 Do it now, it takes 3 minutes.  Be first in a category.   When we have 10 companies listed we will "go-public" and reveal your listing.  


RAAB REPORT: MARKETING AUTOMATION INNOVATION HIGHEST FOR SMALL, LARGE FIRMS

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SLMA Recommended Read

From RAAB Associates:

Marketing automation systems for very small and very large businesses have shown the greatest innovation in the past year, according to research released today by Raab Associates.  The January 2015 B2B Marketing Automation Vendor Selection Tool (VEST) added five vendors focused on serving very small companies, which form the industry’s largest pool of potential new users.  But vendors serving enterprise marketers have been most aggressive at extending their systems beyond traditional marketing automation to include display advertising and other new channels.

 

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Why did the BMA and ANA Merge? Interview with BMA Chairman Stephen Ligouri

The BMA acquisition by the ANA was announced October 17th and the final paperwork was done at the end of December. Now 32 days into the merger SLMA Radio host Jim Obermayer discusses the merger with BMA Chairman Stephen Ligouri and Executive Director Al Magg.

In this interview Obermayer asks why the oldest B2B association in the industry, with an annual conference of 1,000 attendees , 16 chapters and 2500 members would be so enthusiastic about being acquired by the Association of National Advertisers?

As it turns out there are very good reasons for the ANA to buy a premier B2B organization.

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