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November 2009

SLMA Announces Winners in the "50 Most Influential Sales Lead Management List for 2009"

James W. Obermayer, executive director of the Sales Lead Management Association has announced the results of the voting for the Most Influential People in Sales Lead Management in 2009. A total of 1604 people cast votes.

Obermayer said, "These men and women are creators of wealth and we recognize their contribution to this important field of managing sales leads." The list of the Most Influential People in Sales Lead Management in 2009 follows in the order of most votes received.

  • Jay Hidalgo, The Annuitas Group
  • Carlos Hidalgo, The Annuitas Group
  • Steven Woods, Eloqua
  • Joe Lethert, Performark, Inc.
  • Lisa Cramer, LeadLife Solutions
  • Joel Book, ExactTarget
  • Scott Dorsey, ExactTarget
  • Jill Konrath, Selling to Big Companies
  • Marc Benioff,
  • Patrick Cahill, Rally Point Webinars
  • Mary Dedrick, Performark, Inc.
  • Trish Bertuzzi, The Bridge Group, Inc.
  • Brian Carroll, InTouch
  • Margery Murphy, Acadia Lead Management Services
  • Russell Kern, The Kern Organization
  • M.H. "Mac" McIntosh, Mac McIntosh, Inc.
  • Phil Fernandez, Marketo
  • Andrew Gaffney, Demand Gen Report & G3 Communications
  • Gerhard Gschwandtner, Selling Power
  • Ruth Stevens, eMarketing Strategy
  • Dan McDade, PointClear
  • Jim Steele
  • Victor Kippes, Validar, Inc.
  • Dan Rogers, SmartLead by the AdTrack Corporation
  • John Coe, B2B Marketing
  • John Foley, InterlinkONE
  • Ellis Booker, BtoB Magazine
  • James Wong, Avidian Technologies
  • Larry Augustin, SugarCRM
  • Richard Erschik, Leads to Sales, Inc.
  • Howard J. Sewell, Connect Direct
  • Fred Yee, Active Conversion
  • John Doerr, Wellesly Hills Group
  • Mack Manning, PST Sales and Marketing
  • Frank van Veenendaal,
  • Michael A. Brown, Business to Business by Phone
  • Eric Edwards, Rubicon Marketing Group
  • Bob Fernekees, CRM Magazine
  • Susan Friedmann, The Trade Show Coach
  • Laura McGuire. SmartTracks, Inc.
  • Patty Azzarello, Azzarello Group
  • Gil Cargill, Cargill Consulting Group
  • Bob Felsenthal, Crain Communications
  • James Cecil, Nurture Institute
  • James Lenskold, Lenskold Group
  • Bill Rice, Kaleidico
  • Dick Damrow, Contract Marketing Resources
  • Tom Judge, Direct Marketing Partners
  • Rick Kean, Business Marketing Institute
  • Tom Quinn, Mailing and Fulfillment Services Organization

Voting Ends in 48 hours for the 50 Most Influential People In Sales Lead Management

The voting for the Top 50 People in Sales Lead Management in 2009 will end at 5 PM on Friday, November 13th. 

James W. Obermayer, the executive director said that the Top 50 List will be determined by the number of votes received by each nominee.   Nearly 1500 people have voted and cast an average of 3 votes each (5 votes each are acceptable).     Vote now.

The nominees are:

  • Larry Augustin,  SurgarCRM
  • Patty Azzarello,  Azzarello Group
  • Marc Benioff,
  • Trish Bertuzzi,  The Bridge Group, Inc.
  • Joel Book,  Exact Target
  • Elils Booker,  BtoB Magazine
  • Michel A. Brown,  Business to Business by Phone
  • Patrick Cahill,  Rally Point Webinars
  • Gil Cargil Cargil , Consulting Group
  • Brian Carroll,  InTouch
  • James Cecil , Nurture Institute
  • John Coe,  B2B Marketing
  • Joyceann Cooney-Garippa,  Sales & Marketing Management Magazine
  • Lisa Cramer,  Lead Life Solutions
  • Dick Damrow,  Contract Marketing Resources
  • Mary Dedrick,  Performark, Inc.
  • John Doerr,  Wellesley Hills Group
  • Scott Dorsey,  Exact Target
  • Eric Edwards,  Rubicon Marketing Group
  • Richard Erschilk,  Leads to Sales, Inc.
  • Bob Felsenthal,  Crain Communications
  • Phil Fernandez,  Marketo
  • Bob Fernekees,  CRM Magazine
  • John Foley,  InerlinkOne
  • Susan Friedman,  The Trade Show Coach
  • Andrew Gaffney,  Demand GenReport and G3 Communications
  • David Green,  PipeAlign
  • Gerhard Gschwandtner,  Selling Power
  • John Hasbrouck,  NewLeads, Inc.
  • Archie Heinl,  Blitz Lead Manager
  • Carlos Hidalgo, The Annunitas Group
  • Jay Hidalgo,  The Annunitas Group
  • Judy Johnson,  Key Marketing Group
  • Tom Judge,  Direct Marketing Partners
  • Rick Kean,  Business Marketing Institute
  • Russell Kern,  The Kern Organization
  • Victor Kippes,  Validar, Inc.
  • Jill Konrath,  Selling to Big Companies
  • Aaron Kullman,  Sales Partnerships
  • James La Belle,  LeadTrack
  • James Lenskold,  Lenskold Group
  • Joe Lethert,  Performark, Inc.
  • Barry Lieberman,  Advantage Plus Marketing
  • Mack Manning,  PST Sales and Marketing
  • Michael McCloskey,  FrontRange Solutions
  • Dan McDade,  PointClear
  • Laura McGuire,  SmartTracks, Inc.
  • M.H. "Mac" McIntosh,  Mac McIntosh, Inc.
  • Mark McIntosh,  Cedar Graphics, Inc.
  • Margery Murphy,  Acadia Lead Management Services
  • Kirtan Patel,  LeadOrganizer
  • Jack Perry,  Respect Factor
  • Tom Quinn,  Mailing and Fulfillment Services Organization
  • Bill Rice,  Kaleidico
  • Dan Rogers,  SmartLead by AdTrack Corporation
  • Christopher Ryan,  Fusion Marketing Partners
  • Howard J. Sewell,  Connect Direct
  • Gary Slack,  Slack Barshinger and Partners
  • Jim Steele,
  • Ruth Stevens,  eMarketing Strategy
  • Frank van Veenendaal,
  • Craig Williams,  CommunityLink
  • James Wong,  Avidian Technologies
  • Steven Woods , Eloqua
  • Fred Yee,  ActiveConversion

    Vote now.

# # #

Determining Where a Lead Is In the Buying Process

One thing we know with certainty is that all leads are not created equal, making lead scoring crucial for marketers so they can determine prospect readiness and take appropriate action at the right time. Increasingly, automation is key since spreadsheets and calculators can no longer do the job given the volume of leads and their varying sources, interactions and demographics. Marketers don’t have time to track leads and crunch complex numbers while also crafting innovative product campaigns.

Similarly, metrics used to track and evaluate marketing programs must change, since today a simple “hit” on a website might mean far less than a combination of hits or other actions by the same prospect over time.

This isn’t to say that metrics regarding hits on websites are unimportant, or that you shouldn’t track email clicks. However, they are no longer the endpoint; instead they are just the beginning of real marketing analytics used to determine where each lead is in the buying process, and how to respond.  

As marketers, we must change how we track and score prospect behavior to determine when a lead is truly a lead and ready to be passed to sales. As part of this, we must also identify ways to nurture early leads into “sales ready” buyers. What this means is that marketing must be able to recognize which leads are ripe and which still need time on the vine—then grow those leads accordingly.
Lead scoring helps make an accurate determination of how ripe each lead really is.

Lisa Cramer is president and co-founder of LeadLife Solutions, a provider of on-demand lead management software that generates, scores, and nurtures leads for B2B marketers. For more information on lead management or best practices call 1-800-680-6292 or email

Voting is Strong for the 50 Most Influential People In Sales Lead Management

Voting for the "50 Most influential People in Sales Lead Management" has reached nearly 1,000 voters who have cast an average of 3 votes (you can vote for up to five people).

In the first week of voting, 964 people voted on the SLMA site. Voting is open until the end of business on November 13th.  Membership in the SLMA has exceeded 1805 plus 1034 in the SLMA Linkedin Group.

To vote click here.

Three new articles were posted this week in the Social Media/Networking part of the Resources Section from author Jamie Turner of The 60 Second Marketer.

Why Social Media is Just Like Sex - by Jamie Turner, The 60 Second Marketer

The Top 13 Social Media Tools for Salespeople - by Jamie Turner, The 60 Second Marketer

Which Social Media Tool Will Be The First To Become Irrelevant? - by Jamie Turner, The 60 Second Marketer

New advertisers and sponsors on the SLMA site include Blitz Lead Manager and