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October 2015

SLMWeek: Richard Brock Uncensored - Lead Management isn’t about implementing software.

During this celebration of Sales Lead Management Week, we offer one of our best listened to shows: Richard Brock of Leadlife.  Richard Brock, who many say is the founder of customer relationship management and consequently modern sales lead management  tackled the difficult subject of why lead management continues to be a failure at so many companies. Why do they think that by just putting in a software product they will instantly increase sales?
 
 
 About Richard Brock 
 
Richard Brock is a tech-savvy, entrepreneurial software development professional with over 30

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Listen While You Work: Matt Hill on Doubling Your Qualified Leads At Trade Shows

Matt Hill of the Hill Group tells us how to create double the qualified loads at trade shows. Hill ,who says his company has trained over 60,000 sales reps, says it doesn’t cost more to the create better leads, just reps that are willing to learn.

Some of the points covered:

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iContact Joins SLMA as a Hi-Visibility Sponsor

October 11, 2015 - - Bellevue, WA - - The Sales Lead Management Association (SLMA) announced that iContact, an eMarketing company, has become a Hi-Visibility Sponsor for the SLMA.  Jim Obermayer, CEO for the SLMA, said “We recently interviewed iContact’s president, Geoff Alexander on SLMA Radio, and in so doing were intrigued by the inclusive nature of iContact which offers many functions beyond email marketing.  There is CRM, lead scoring, work flow automation land pages, segmentation, and social media posting and monitoring.  Becoming a sponsor for the SLMA was a natural extension of their all-encompassing approach to lead generation and sales lead management.”

  200x200-icontact (2)About iContact

 Since 2003, small and medium businesses worldwide have achieved significant results by turning to iContact’s best-in-class email marketing solutions and knowledgeable team members. Made scalable to serve the needs of high-volume senders, professional marketers, and businesses new to email, iContact’s easy-to-use technology ensures that every customer has what they need – whenever they need it – to succeed. Headquartered in Morrisville, NC, iContact is an award-winning company in the Cision family of brands.

 

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White Paper: Millennial Exhibit Staff People are Different (and interesting)!

Matt-hillWhite Paper: Millennial Exhibit Staff People are Different (and interesting)!

Title and Link: Working with your Millennial Exhibit Staff

SLMA Score:  Five of Five.  Compact at four pages but loaded with a to-do list.  Not self-serving.  

Published by: Hill Group

Author: Matthew Hill

Length: 4 tight, bullet packed pages

Highlights: Matt Hill writes about:

  • Take Advantage of Their Strengths
    • Collaboration
    • Technology
    • Multitasking
    • Challenge Them
    • Understand and Manage Their Weaknesses
    • Communication Tips for Trade Show Managers
    • Recruiting Millennials for Your Exhibit Staff
    • Traits to Look For
    • Before the Show
    • During the Show
    • After the Show

Nice roadmap for managing a trade show booth and its millennial people.  Considering trade shows

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Concept Services Joins the Sales Lead Management Association as a Hi-Visibility Sponsor

TConcept-services-logohe Sales Lead Management Association (SLMA) announced that Concept Services is now a Hi-Visibility Sponsor for the SLMA. 

James Obermayer, SLMA’s CEO, said “Our SLMA members will find that Concept Services believes business development and lead generation are enhanced when separated from out-of-date sales processes. Its model removes previously required cold calls from the sales reps’ tasks. This allows C

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Trade Show Management Salaries: Why are they so low?

 If trade shows are the source of the most qualified leads, why aren't the managers that create them paid more? 

IStock_000015451654SmallIt is said that trade show managers create tremendous wealth when they manage the trade show activities for a company.  If that is the case, I wonder why the salary levels are just so-so. 

I was surprised by this, considering that trade show management creates outsized wealth for the company.

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SLMA Opens Nominations for Annual “40 Most Inspiring Leaders in Sales Lead Management” Election!

Banner-nominationsopen1
The Sales Lead Management Association (SLMA) announced that nominations are open for its annual election to recognize the “40 Most Inspiring Leaders in Sales Lead Management.”  

SLMA CEO, Jim Obermayer, said “Inspirational leaders in sales lead management challenge the status quo and bring entrepreneurial thinking to software and web applications.  An inspiring leader can be a department manager, an author, a speaker, a company president, an events manager, a

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