White Paper Reviews Feed

Fred Yee - Industrial Sales & Marketing: A Roadmap for Success - WP Review

Industrial-sales-guide-cover-screenThis review was conducted independently without the advice or consent of the publisher.  Of course, we only review those papers that are worth it for you to read, we leave the others to someone else.

Title:  Industrial Sales & Marketing

Subtitle: A Roadmap for Success

Published by/Authors:  ActiveConversion

Gated: Yes

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Length:  25 pages



  • Introduction: The Digital Disruption
  • Marketing: Engaging A Digital Audience
  • Key Differences Between Consumer and Industrial Marketing
  • Take Search Engines Seriously.   You (Probably) Don’t Need a New Website

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Top 10 Tips for Lead Nurturing Success - WP Review

The Top 10 tips for Lead Nurturing from Spear Marketing reads as a road map to know where you should be going, how to get there and how to know when you have arrived.  Too many of these papers tell you what’s wrong without telling you how to fix it without hiring the author.  This paper isn’t guilty of that.

Top 10 lead nurturing tipsTitle:  Top 10 Tips for Lead Nurturing Success

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“The days of activity-based marketing are over.” Heinz Marketing Declares in WP Research

Why It’s Important:

“Revenue is the crucial measurement of marketing and sales activities, nothing else ultimately matters and this report from Heinz Marketing on Marketing Performance Management Research is THE guide to company revenue growth.”

James Obermayer - Reviewer

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Title:  Marketing Performance Management Research

Published by/Authors:  Heinz Marketing

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Sales Research- Automate or Else - Velocify and AA-ISP

Why It’s Important:

“Those that explore, adapt, and invest in new sales automation technologies using AI will succeed; those that don’t will know failure, less profitability, higher sales expenses and greater representative turn-over.”

James Obermayer - Reviewer

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  Slma-recommended-187Title:  The Evolving Sales Technology Landscape

Subtitle: Riding the Wave to Revenue

Published by/Authors:  Velocify and AA-ISP

Gated: Yes

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Scott Brinker: 5 Disruptions Facing Marketing Management - ebook Review

Slma-recommended-187Title:  5 Disruptions Reshaping Marketing as We Know It.

Subtitle: A MarTech Conference ebook

Published by/Authors:  Scott Brinker and Emily Fraser

Gated: No

Download Link                                                                                                                             Why It’s Important:

“Marketing is no longer a hidden occupation managed by people repeating what was done last year.  If  marketing management  doesn’t grow quickly they will be trampled by those who do evolve clamoring for their jobs.  Kudos to Scott Brinker and ChiefMarTech.com”

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When to Call Back Sales Leads - eBook Review published by Velocify

When_To_Call_Sales_Leads_Promos-3Title:  When to Call Sales Leads

Subtitle: Time-of-Day vs. Call Sequence Approach

Published by/Authors:  Velocify

Gated:  Yes

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Length:  9 pages PPT Format

Slma-recommended-187Highlights:  When should a call be returned is an important question and this research of several million calls answers the question.  I won’t spoil the answer entirely, but Velocify authors say the time of the day is less significant than other very important factors.

  • Best and worst times to call is a small percentage.
  • Speed to call is most important
  • They tell you how to more than double the call success rate
  • A call sequence approach is more practical than time of day
  • Great chart on time of day by hour
  • First call attempt chart says it all
  • Surprises in subsequent call attempts
  • How to get a lift in contact rate
  • Tips on implementing the call strategy

SLMA Comments:   Everyone who places a call to prospects and customers’ needs to read this report.  The research is overwhelming in its findings and the consequences for salespeople; think revenue.  

Why It’s Important:

The best time to call inbound leads should be determined by their priority and status, not dictated by a clock on the wall. Waiting to call all leads at the same time every day is virtually impossible and counterproductive.


Recommended for: 

  • President
  • CSO
  • Sales Management
  • Sales Managers
  • Sales Operations Management
  • Marketing Management

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You may also like: 

3.4 Million Lead Research = The Ultimate Contact Strategy for Inside Salespeople - White Paper Velocify

 Velocify Research Pushes Back on Non-Credible Sales Stats: White Paper Review

 This review was conducted independently without the advice or consent of the publisher.    

Note:  If you would like your research or e-book reviewed, you may submit it to: content@salesleadmgmtassn.com.  There is no guarantee it will be reviewed.  You may not be given notice if it is reviewed.  If you would like to submit artwork for the cover of the work along with a copy of the work, you may do so.  Members and non-members, sponsors and non-sponsors are welcomed to submit work for review.  Sponsors are given priority for white paper reviews.

 This blog is supported by the generous sponsorship of  VanillaSoft and Goldmine CRM Software

ON24 Webinar Benchmarks Report -2017 White Paper Review

Title:  2017 Webinar Benchmarks Report IStock-464267113

Published by/Authors:  ON24

Gated:  Yes

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Length:  18 Pages


  • 16,418 webinars were measured in the analysis for Jan-Dec 2016
  • 1,000 organizers
  • Three main sections
    • Pre-webinar Benchmarks: promotional cycle, best days to promote, best days for attendance, and best times. SLMA: We are not sure if they quote the best times or the most common times. 
    • Webinar Benchmarks: average viewing time, registrant to attendee conversion (36% for marketing webinars) training and internal communications is higher, but nothing rises above 56%. Interesting average attendee stats, engagement tools, and use of video.
    • Post Webinar Benchmarks: Live only 66%, live and on-demand 6% and on-demand 33%. There is an increasing percentage of on-demand viewing time from 34 minutes in 2015 to 42 minutes in 2016.

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