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April 2012

The Sales Lead Management Assn Declares October 14-20th, 2012 as Sales Lead Management Week

Association Encourages Industry to “Measure what you manage”

The Sales Lead Management Association (SLMA), has designated the week of October 14-20, 2012 as the fourth annual Sales Lead Management Week. SLMA CEO Jim Obermayer said “Businesses that manage sales leads sell more than those who don’t, and certainly more than those who do it poorly. Sales Lead Management Week is a fundamental acknowledgment of how aggressive, successful businesses measure marketing spending."

SLMA Challenges Corporations

Ron Goodman, SLMA’s VP of business development, said, “Traditionally, this has been a week for software and service companies to provide webinars, seminars, podcasts, speeches and blog entries on the importance of lead follow-up and lead generation ROI reporting. This year SLMA will host a week-long webinar series to spotlight best practices.”

Support for Sales Lead Management Week

Shawn Elledge, founder and CEO of DemandCon added, “We are big fans of SLMA and are pleased to announce our support of the Sales Lead Management Week. I don’t know of two organizations that are more dedicated to the continued education of sales and marketing professionals thanSLMA and DemandCon. If your organization provides a considered purchase, in either BtoB orBtoC, and you have an extended sales cycle, this week-long program is a great place to gather information designed to help you accelerate your sales funnel.”

"At SiriusDecisions, we believe that a lead management program is key to sales and marketing alignment. By shining a bright spotlight on the topic, the SLMA is helping sales and marketing leaders focus on how they can improve top line revenue growth, ” said Steve Gershik, vice president of marketing for SiriusDecisions.

SLMA and DemandCon Plan Special Programs During Sales Lead Management Week

The SLMA and DemandCon are planning a series of special webinar programs during Sales Lead Management Week that will be managed by DemandCon. These programs are promoted to 500,000 + marketing and sales titles and there is a guarantee for a registration target.

Companies interested in one of the eight prime time slots should contact:

Ron Goodman at 510 471 3874

Did a qualified lead pass this way? Finding qualified leads isn't always easy!

A marketing manager has to create qualified sales leads.  There must be answers to questions that marketing can ask when the inquirer fills out a form on the web site, stops by a trade show booth, or completes a BRC from direct mail.    There is no excuse from giving salespeople inquiries and leads without qualifying profile information (BANT is a start). 

Dan McDade in his Linkedin Group: The Truth about Lead Generation is questioning the qualified lead issue and has 14 responses in just a few days.   He has a survey going...go give your opinion or see what others say.  

 Buyer in target market willing to meet.  12 (42%)

 Budget, authority, need, time frame  13 (46%)

Authority, need backed by trigger event  2 (7%)

Contract and pen in hand,  1  (13%) 


You can copy this cartoon and use it as long as you leave the attribution within and attached. 

See more cartoons from our Humor Relations Department, all provided by CartoonLink, go to the SLMA site.

If you're not a member of the Sales Lead Management Association, join now.  Join SLMA

The marketing and sales cartoons are sponsored by  HubSpot

If only the mediocre are always at their best*, who are “the mediocre?”

At the end of my February 26th blog entry (one of the best read so far) entitled “All know the way; few actually walk it. ~Bodhidharma,” I quoted Giraudoux’s famous saying, “Only the mediocre are always at their best.”  

IStock_000000796755SmallAs typically happens when we read something like this, we assume “the mediocre” is always someone else.  It’s certainly not us.  Now maybe that’s true in your case, or maybe it isn’t; maybe there are many mediocre managers, or just some with mediocre traits and results.   Maybe its just someone who continually cuts corners. 

I offer the following thoughts on what a mediocre sales or marketing manager can most often be accused of as it pertains to their work.   I think “the mediocre” marketing and sales managers (as regards to sales leads) possess these traits:


Continue reading "If only the mediocre are always at their best*, who are “the mediocre?” " »

SEO Humor: Choosing the right search terms can be crucial!

Choosing the right search terms is more science than art; more than the opinions of the company president.    It is more than simply picking the phrases that are searched most often.  



See more cartoons from our Humor Relations Department, all provided by CartoonLink, go to the SLMA site.

If you're not a member of the Sales Lead Management Association, join now.  Join SLMA

The marketing and sales cartoon is sponsored by  HubSpot

Pessimism and Optimism in Leads360-2012 Report from CEO Nick Hedges

Nick_h_360x360 (3)SLMA Radio Interviewed Nick Hedges, CEO of Leads360 and Nick discussed the Lead Industry Report which was released in mid-March.  Get a copy of the report here. 

First a little about Mr. Hedges.  

Nick is President & CEO of Leads360 and a 15 year veteran of the Internet and Software as a Service industries. He joined Leads360 in 2008 as SVP of Business Development and has since held various responsibilities at the company including Head of Sales and Chief Revenue Officer.

Nick has been on SLMA Radio before but this year he came to discuss the Lead Industry Report of 2012.  

Hear Nick talk about the B2C consumer lead management and lead generation industry.  

Three options to listen:

Listen to this episode Download this episode (right click and save)

The 26 Page Lead Industry Report covers:

1. Mortgage Lead Market Review, expectations and Lead Provider awards.  This includes qualification and conversion Rate Awards.

2. Insurance Lead Market Review, Expectations and Lead Provider Awards. This includes qualification and conversion Rate Awards.

3. Education Lead Marketing Review, expectations and Lead Provider Awards.  This includes qualification and conversion Rate Awards.

Leads360 is the custodian of an immense amount of outcome data from thousands of lead sources across even more lead buyers. The company likes to think of this report as a helpful, data-rich, point of departure for discussion about what is happening in the B2C lead industry.  

During both the analysis of over 20 million leads and their outcomes across approximately 1,500 lead buyer databases and through conducting almost 90 surveys and in-depth interviews with lead buyers and sellers, the company found good reasons for both optimism and pessimism in the lead industry based on what occurred in 2011.

While the report findings vary widely from industry to industry, data confirms consumers focus on line when it comes to finding products and services they consume. The lead industry is a beneficiary of and catalyst for this trend; yet, it struggles to regulate itself in a highly effective manner. 

Leads360 noted a decline in lead quality in several of the industry verticals that it covered and a trend towards an increasing percentage of leads being self-generated by many of its larger customers. 

Leads360 said that this is a fairly benign trend with lead providers interviewed highlighting aggressive and proactive steps to monitor the quality of organically generated leads. While 2011 was a tough year from a regulatory perspective in both Mortgage and Education, there is less on the horizon that would negatively impact the businesses of lead buyers in 2012 and beyond. 

About Leads360
Leads360 is the market-leading consumer sales platform, that delivers smarter, more efficient sales processes and increased conversion rates for companies that sell to consumers. With unmatched expertise, drawn from managing over 40 million prospects for more than 10,000 clients, Leads360 is the platform of choice for the largest and most successful consumer-focused sales organizations.  Last year Leads360 processed 25 Million leads a lead for its 1100+ clients. 

Leads360 is a sponsor of the Sales Lead Management Association. 


Free membership in the SLMA                                 Free Software Reviews click here

Sales Lead Management Association Announces Winners for 2012’s“20 Women to Watch in Sales Lead Management”

James W. Obermayer of the Sales Lead Management Association, announced the results of the “20 Women to Watch in Sales Lead Management” leadership program for 2012.  Obermayer said, “The SLMA's 20 Women to Watch guide, inspire, teach, and lead; they are creators of wealth.”

Susan Campanale, SLMA’s VP, said, “We take great pleasure in recognizing the leadership of those nominated.   The list of the 20 most influential women in Sales Lead Management, and their photos, appear on the SLMA site.

In alphabetical order, the winners are:

Lisa Arthur - Aprimo, Inc.

Trish Bertuzzi - The Bridge Group, Inc.

Karla Blalock - PointClear, LLC

Lisa J. Cramer - LeadLife Solutions

Continue reading "Sales Lead Management Association Announces Winners for 2012’s“20 Women to Watch in Sales Lead Management”" »