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June 2016

October 10-14, 2016 is Sales Lead Management Week

Slma-trans-600x200James W. Obermayer, founder of the Sales Lead Management Association, named Oct 10-14, 2016 as Sales Lead Management Week.  Sales Lead Management Week is an opportunity for those who bring value to B2B and B2C companies with lead management tools to prove how they create wealth for their users.   This week recognizes the importance of sales lead management as a process and a set of tools to manage a company’s future revenue. 

Participating in Sales Lead Management Week

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Tips on Using Marketing Automation for B2B Industrial Companies: Listen While You Work

 Listen to Fred Yee as he gives advice on converting sales leads that have a long sales cycle. 

Long Sales Cycles are difficult enough for salespeople to keep top of mind, much less gearing up a marketing automation program to do it for you. Too many marketers are so short of content that the longer the sales cycle the more likely that the content and communications may be lacking in specificity for each prospects need.  During this live program, Fred Yee, CEO and founder of ActiveConversion discusses how to use the “smarts” in marketing automation to your advantage for long sales cycles. The host is Jim Obermayer.

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Sales Coaches Need Coaching or Sales Suffer: Matt Heinz Interviews Norman Behar

This is a book review of "The High Impact Sales Management."  Program host Matt Heinz discusses the books findings and with one of the authors,  Norman Behar.  They explore how coaching the coach will have a dramatic impact on sales   Drawing on over 30 years of personal experience Behar discusses a  proven sales management training methodology.

Book_Cover_GraphicThis book unique because it is highly practical and provides sales managers with the systems,processes, skills, and techniques to:

  • Hire the best people and hold them accountable.
  • Manage sales performance by focusing on the underlying behaviors that drive results.
  • Manage the sales pipeline and produce accurate sales forecasts. 
  • Provide personalized sales coaching that results in better skills and hire win rates.
  • Lead, motivate, and inspire their sales team.

Download a Free Chapter here


 This blog is supported by the generous sponsorship of  OMI - Outward MediaVanillaSoft and Goldmine CRM Software

Sales Lead Management Acronyms

AcronymsThese acronyms have been chosen because in some form they relate to the subject of sales lead management.    

ABC: Always Be Closing 

ACV: Annual Contract Value

AE: Account Executive

AIDA: Attention, Interest, Desire, Action

AM: Account Manager

AOV: Average order value

ARPA: Average MRR (monthly recurring revenue) per Account

ARR: Annual recurring revenue

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Cartoon for the Weekend: Marketers Create Wealth


For those of you following the SLMA, you know that we discuss how pound for pound we believe the marketing people create more wealth than anyone else in the company.  Yes, anyone is the correct word.   Marketers create the demand, the preference, and the leads that turn into revenue.  

Why it's Important:

"If you want to build wealth and revenue, hire a marketer.

 Pound for pound they create more revenue than anyone in the company."

Sales Lead Management Association

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How Internet Radio Reaches At-Work Listeners with Work-Related Content

17 Reasons why Internet Radio Provides Great Content

IStock_72101313_MEDIUMNo one can deny any longer that content is king in the business-to-business (B2B) space.  Just review the increase in editorial, the popularity of the Content Marketing Institute, and Theresa Cramer’s brand new book “Inside Content Marketing” (have your highlighter ready because you’ll need it for this work).   Cramer is the editor of EContent, an indispensable source of information on all things content related.

The question is how do you create content that is useful in the prospect’s mind, and will nudge them into making an informed decision to buy your products?

Cramer says, hire a journalist to tell you a story, and she is right.  Maybe a publicist can also be a good choice because they understand so much about the other content media choices.  Regardless, there is a race for usable content and after six years of weekly internet radio programming we believe that internet radio is one of the obvious choices for those seeking to produce authentic multiple-use content.

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Research for Thoughtful Sales Managers from CSO Insights: Listen While You Work

CSO Insights: Driving the Sales Category with Hard Research 250-SLMARADIO-20160616-trailer (1)Everybody has an opinion about how to improve sales. From the CEO  who believes the product can sell itself, to the thousands of sales consultants  that have the secret sauce for improving sales. Which is where CSO Insights comes in with hard facts about sales performance and behavior based on research, not opinions.

During this program we interview CSO Insights’ co-founder Barry Trailer about the company and how its research is impacting sales management decisions at B2B companies. The host is Jim Obermayer.

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Cartoon for the weekend: How about a Lead Management Bootcamp?

You have permission from the Sales Lead Management Association and the Cartoonist, Stu Heinecke to copy and distribute this cartoon as is with attribution!



Managing sales leads is not for the faint of heart.  There are dozens of people in dozens of departments and dozens of outside vendors and dozens of software programs to take into account.    As we discussed in the Viewpoint Blog by PointClear entitled "Is anyone Leading Lead Management" the subject is a serious because when you mismanage sales leads you mismanage revenue. 

Why It's Important

Managing sales leads is important because if your mismanage sales leads you will mismanage revenue.

Sales Lead Management Association


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