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July 2010

SLMA Talk Radio Program - Today at 5 PM PDT - News and Inteviews with Phil Fernandez & Dan McDade

Debuting today, the SLMA Radio program is brought to you by the membership of the Sales Lead Management Association. 

SLMA Radio is a 50 minute internet radio show which broadcasts live at 5 PM PDT, in the United States from OC Talk Radio.   The show is hosted by Will Crist and produced by Paul Roberts and James Obermayer. It will broadcast bi-weekly in August and weekly in September. 

Guests this week are:

Dan McDade, President of PointClear
Phil Fernandez, CEO of Marketo

You may listen to
SLMA Radio this afternoon at 5 PM, PDT from the SLMA website by clicking on the "Listen Live Button"which takes you to OC Talk Radio.    Click the "On Air" button.

Sales Lead Management Association Launches Talk Radio Program


 Beginning July 29, 2010, Will Crist to host weekly SLMA news & interview radio show

Los Angeles, CA - - July 20th,  2010- - James W. Obermayer, executive director of the Sales Lead Management Association,  announced today that the SLMA will host a weekly talk radio program centered around the topic of sales lead management.  Obermayer said, "Well-known radio commentator Will Crist will be our host and interviewer.  We’ll cover recent industry news and interviews with business leaders.  This is not simply blog radio or a podcast; it’s the new live web radio with all of the quality you expect from a professional radio program."

SLMA Radio will start broadcasting Thursday, July 29th at 5 p.m. PST (California, US).   Listeners can connect via the SLMA Website.  Produced by Paul Roberts of OC Talk Radio, the SLMA Radio broadcast is also available through the OC Talk Radio website.   

Host Will Crist said, "In our first broadcast on July 29th, we will interview Phil Fernandez, president and CEO of Marketo and Dan McDade, president, CEO and founder of PointClear."

The second program will air Thursday, August 12th, when Crist interviews Gary Slack, CEO of Slack Barshinger and Chairman of the Business Marketing Association, and Andy Brownell, CMO of LeadMaster

The third program, airing August 26th will feature Joseph Payne, CEO of Eloqua  and Mac McIntosh, President of  Mac McIntosh, Inc., business to business sales lead expert.  By the beginning of September, broadcasts will air weekly.

SLMA vice president of marketing, Sue Campanale, said "This show is open to SLMA members and non-members alike; anyone interested may listen in.  Recorded broadcasts will also be archived on the SLMA site.   Interviewees will be provided a copy of the program they participate in.  Guests are subject to change."

Commercials Accepted
Campanale also said, "This is not pay to play.  Our guests are not asked to pay a fee to be on the show.  We are, however, accepting commercial advertisers for this new web radio program.   There will be three 60-second commercials per each 50-minute program.   Rates are available on the SLMA site."

About the Sales Lead Management Association
The SLMA is an association with the mission of helping companies become successful in the critical business process of managing sales leads.  It has more than 2,500 members world-wide.  Membership is free.

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Media Contact:  Susan Campanale

Quantity vs. Quality

The age old question – is it better to provide more leads to sales or less leads that are better quality? Well it really depends – is your company meeting and/or exceeding its revenue numbers? Are your sales reps hitting and/or exceeding quota?  If you are like the majority of companies out there, the answers to these questions are “no.” If they are not, then something needs to change.  How many of the leads that you send to sales are closing?  If that’s a good percentage of the leads, then it sounds like the issue is to just pump up the volume and more revenue will close (of course we are assuming you are measuring ROI on your campaigns so it’s profitable revenue).  However, if you are like the majority of companies out there, sales is closing somewhere between 2 – 10% of the leads that marketing is generating. That’s not a particularly great stat. So what’s got to change?  Well, if you could provide better quality leads to sales, would the close percentage get better? It certainly should.  Better quality not only leads to better close rates but can reduce the cost of sales (sales reps spending time calling people that aren’t qualified) and increase your marketing ROI.  So, based on the questions above, it seems like a pretty easy question to answer – quantity versus quality – if you are like most of us, we’ll take quality any day.

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. In 2009, Lisa was recognized as one of the top 5 “Most Influential People” in sales lead management. For more information on lead management or best practices call 1-800-680-6292 or email

Sales 2.0 + Marketing 2.0 + Informatica Case Study Webinar Location:United States 10 AM PST

Wednesday, July 7th – DMAnc Education Webinar

Sales 2.0 + Marketing 2.0  + Informatica Case Study

What is Sales 2.0 and why should you care?

Sales 2.0 is the mirror image of Marketing 2.0 and it represents dramatic changes in both sales and marketing to accommodate Web 2.0 and Buyer 2.0 behavior. Attend this webinar and learn what Sales 2.0 is and how it can improve your marketing, sales, profits and return on investment.

Our speakers:

ANNEKE SELEY ‒ Chief Executive Officer - Phone Works
author of Sales 2.0 ‒ Improve Business Results Using Innovative Sales Practices and Technology

BRENT HOLLOWAY ‒ Director of Inside Sales - Verint Systems
author of Sales 2.0 ‒ Improve Business Results Using Innovative Sales Practices and Technology

RICHARD STEINHART ‒ Director - North American Inside Sales, Informatica Corporation
Informatica is a data integration software company whose clients include 84 of the Fortune 100 companies ‒ their clients include leading companies in telecommunications, financial services, healthcare, energy, insurance, and life sciences.

Attend this Webinar to Learn:
•How Sales 2.0 is redefining the future of sales
•How Sales 2.0 can improve Marketing 2.0 results
•How Sales 2.0 and Marketing 2.0 can optimize sales and profits
•How Sales 2.0 and Marketing 2.0 can generate sustainable competitive advantage
•Best practices for Sales 2.0 from Informatica case study

Attendees of this webinar will receive a whitepaper that describes how your company can implement Sales 2.0 best practices to improve marketing, sales, profits and return on investment.

Register for program.


Why Don't Salespeople Follow-up? Maybe Thomas Paine was right!

Maybe the lack of sales lead follow-up by salespeople (75-90%) has to do with their disrespect for the time, effort and cost to find the inquirer.  They simply don't know how much it cost to find qualified prospects.  Plus, most don't know the that nearly half of the inquirers they get will turn into a sale for someone. 

Thomas Paine said "What we obtain too cheap, we esteem too lightly, 'tis dearness only that gives every thing its value."

Give a salesperson five inquiries a month and they follow them up; give them 50 and they have a different opinion.  Suddenly they do not have the time; most they say are not worth their effort.  I have found that more than 25 inquiries a month without a qualification or nurture process spells wasted marketing dollars.  This means that 75-90% of the lead generation dollars are wasted.  Pity more marketers aren't better at proving the ROI for their programs.    I guess more should read Jim Lenskold's book, "Marketing ROI ," or Mark Jeffery's book, "Data-Driven Marketing: The 15 Metrics Everyone in Marketing Should Know"  

An Interview with Jim Cecil, one of the "50 Most Influential Sales Lead Management Professionals":

Company URL: 

Who are your mentors and why?  My Father, Taught me to nurture.  Robert Whitney, showed me the map .  Napoleon Hill, Showed me the path.  Jay Abraham, Taught me the most about marketing.  Seth Godin, inspires me daily.
What is the most helpful advice you've received to improve your business?  Helping Customers Succeed, Not just buy.   Mahan Khalsa Automate Follow-up Processes.

What is the most helpful advice you can give to help others improve their businesses?   

Get very serious about nurturing.   Decide to Automate and systematize selling process.  Identify, your A level clients and prospects Individualize, with a dossier approach Interact, with messages that matter and content that counts.  Influence, earn the right to help them succeed  Nurture, to cultivate the ones you want and the ones you want to keep.

"When your heart is in your dreams, no request seems too extreme."
  Jimminy Cricket 

How do you give back to the professional community?  I present the nurturing philosophy and methodology to VISTAGE CEO Groups 48 times each year since 1988. I post a daily to share good ideas, strategies and technologies that facilitate effective Nurture Marketing.

What is your favorite business book? 
1. Blush, blush: "Nurturing Customer Relationships", By Jim Cecil and Eric Rabinowitz.
2. "Think and Grow Rich" ,  Napoleon Hill
3. "Permission Marketing",  Seth Godin.
4. "Persuasive Proposals", Dr. Tom Sant.
5. "Rockefeller Habits", by Verne Harnish, Gazelles, International.
Which 4 basic skills or process steps do you recommend?

1. SELECT a Niche(s)
2. DO it, Create a campaign of touches to cultivate your best client(s).
3. TEST it, Send ten first touches and evaluate your responses
4. DELEGATE it, Assign your own "Nurture-Maven" to manage expansion
5. AUTOMATE it, Use the tools of software, the cloud and the Internet or DUMP it, Learn what works, test the rest and know when to change.
In your opinion, the best book on marketing is:  Permission Marketing

Your reasons for choosing this book are:  Seth Godin first articulated the vital necessity of a common human courtesy of Permission in the 1 to 1 world ahead.

What would you say to someone who asks what to do first in managing sales leads?  Scientifically  re-engineer your entire selling process and your sales-force.  Commit to actually helping sales-reps succeed with diligent, pre, mid, and post funnel communications processes.
If someone wants to nurture sales inquiries what process would you recommend?
  Clearly software is the seminal tool in Nurturing. I was an early-excited yet skeptical early-adopter of MSCRM 1.0. As is to be expected from a company that traditionally takes 3 or 4 iterations to get it right. In my opinion, MSDynamicsCRM 4.0 is now the dream platform for all segments, from the lone-wolf to the enterprise, whether locally installed or cloud, in my opinion, with Intelligent Mobile-CRM apps raging, absolutely the most flexible and affordable solution for those serious in long-term nurturing.
What steps would you suggest to measure the ROI for sales inquiries?  Because metrics are so abundantly embedded with Dimensional eMail campaigns today, setting up infinitely flexible alerts over multiple interactions and results has never been.


On June 30th the Sales Lead Management Association enrolled its 2500  member.   Donna Arthur of MEDIAmail Packaging & Fulfillment of Lebanon, TN, joined after requesting to get our monthly newsletter. 

Welcome Donna!

About her company.

MEDIA mail Packaging & Fulfillment Services, Inc., a certified Minority Business Enterprise, is located in Lebanon, TN just minutes from the Nashville International Airport. This strategic location allows MEDIA mail to reach more than 75% of the U. S. population within 2 business days.

MEDIA mail offers the most comprehensive collection of packaging solutions in middle Tennessee. But, packaging is just one of the many value-added services that MEDIA mail offers. Using a unique combination of staff experience, state-of-the-art automation and a commitment to customer service, MEDIA mail specializes in complete turnkey project management.

MEDIA mail's team management approach assures our customers complete confidence from concept through completion. This approach also guaranties quality and cost efficiency.

MEDIA mail has combined all disciplines of packaging, fulfillment and distribution into one operation. This creates ideal management control and scheduling from concept through fulfillment. These services include Automated Packaging & Assembly, Printing & Design Services, Healthcare Mailing & Logistics, Direct Mail, Media Replication, Fulfillment & Distribution, and Logistics.

From a few hundred units to several million units, MEDIA mail has the right solution for your company.