Previous month:
October 2017
Next month:
December 2017

November 2017

Step by Step Guide to Sales Success

Slma-recommended-187Title:  Step by Step Guide to Sales Success in 2017

Published by/Authors:  Badger Maps and KnowledgeTree

Gated: No

Download Link   

Length:  40 Pages


The paper opens with a telling statement that says, “When you make goals make sure they push you to be a better version of yourself,” and that is what this paper does.   This short, but helpful paper makes good on that goal for the reader. In all respects this paper is misnamed.  It is not for 2017, but for every year.   The paper covers:

Continue reading " Step by Step Guide to Sales Success" »

SLMA Opens Annual Voting for the ‘40 Most Inspiring Leaders in Sales Lead Management’

 Four Categories Expect Thousands of Votes

Lynden, WA - - November 6, 2017 - - The Sales Lead Management Association (SLMA) announced that it has opened the virtual voting booth to decide the ‘40 Most Inspiring Leaders in the Field of Sales Lead Management’ for 2017. This is the ninth year for the election.

“Those who learn to manage sales leads well sell more than those who don’t,” said SLMA CEO James Obermayer.  The people in each of the category listings have been nominated becau
se of their work in the field of sales lead management.  They may be company presidents, chief sales officers, chief marketing officers, consultants, marketers, agency personnel, marketing operations managers, etc., who support the sales lead management process.”

 “Our goal,” said Susan Campanale, vice president of SLMA Marketing, “is to recognize professionals for their skills in the field of sales lead management because sales lead management is revenue management.”

Vote Here

The Nominees in the Four Categories

B2B and B2C  C-Level Management

  • Steven Benson, Badger Maps
  • Justin Gray, LeadMD
  • Nick Hedges, Velocify by Ellie Mae
  • Matt Heinz, Heinz Marketing Inc
  • Carlos Hidalgo, Visum CX
  • Jeanne Hopkins, Ipswitch
  • Victor Kippes, Validar Inc.
  • Rhoan Morgan, DemandLab
  • Maria Pergolino, Apttus
  • Bob Perkins, AA-ISP
  • Debbie Qaqish, The Pedowitz Group
  • Debbie Schwake, BLM Technologies
  • Bryan Semple, SmartBear Software
  • Kristin Thompson, Speak Serve Grow

 B2B and B2C Sales and Marketing Management

  • Kate Adams, SmartBear Software
  • Maneeza Aminy, Marvel Marketers
  • Diana Ballard, STAR Group
  • Gilbert Cargill, Cargill Consulting Group Inc.
  • Gail Carson, Fusion Marketing Partners
  • Andrea Costello, Comcast West Division
  • Jim Dickie, CSO Insights
  • Josh Evans, Velocify by Ellie Mae
  • Dianna Geairn, Regional Sales Manager at CIENCE
  • Jared Houghton, Ambition Inc.
  • Kevin Joyce, The Pedowitz Group
  • Andy Paul, Zero-Time Selling
  • Dayna Rothman, BrightFunnel
  • Barry Trailer, Sales Mastery Inc.
  • Polly Traylor,  PST Consulting, Inc
  • Mari Anne Vanella, The Vanella Group Inc.
  • Kevin Wolf, TGPR LLC

 People in Lead Generation Companies  

  • Dheeraj Agarwal, Vsynergize
  • Laurie Beasley, Beasley Direct and Online Marketing Inc.
  • Anna Fisher, ZoomInfo
  • Steve Gershik, Koyne Marketing
  • Cyndi Greenglass, Diamond Marketing Solutions
  • Bryan Holzinger, Concept Services Ltd.
  • Tom Judge, Direct Marketing Partners
  • David Kreiger, SalesRoads
  • David Lewis, DemandGen International
  • Pamela Muldoon, The Pedowitz Group
  • Mike Murphy, Acadia Lead Management Services
  • Adam Needles, ANNUITAS
  • Kimmy Netterville, PointClear
  • Howard Sewell, Spear Marketing Group
  • Renee Yeager, Yeager Marketing
  • Lauren Zak, Concept Services Ltd.

 People in Software and Apps

  • Scott Benedetti, The Pedowitz Group
  •  Kurt Blagden, App Institute
  •  Larry Caretsky, Commence Corporation
  •  Theresa Cramer, Information Today Inc.
  •  Peter Gillett, Zuant
  •  John Golden, Pipeliner CRM
  •  John Hasbrouck, NewLeads
  •  Lars Helgeson, GreenRope
  •  Michelle Huff, Act-On Software
  •  Nikolaus Kimla, Pipeliner CRM
  •  Prayag Narula, LeadGenius
  •  Fred Yee, ActiveConversion
  •  Han Yuan, Upwork

Vote Here


ClickPoint Software

Goldmine CRM Software




Voting closes at the end of business on December 6, 2017.  The results will be published on December 15, 2017.  Voters may cast one vote in each of the four categories. The ‘40 Most Inspiring Leaders’ list will be determined and published based on the number of votes received by each nominee in the categories of:

  1. B2B and B2C C-Level Management
  2. B2B and B2C Marketing Management and Sales Management
  3. Lead Generation Company Professionals (including agencies, consultancies, database providers, fulfillment telemarketers, trade show vendors, etc.)
  4. Software and Web Application Company Professionals (as those companies pertain to sales lead management)

 About the Sales Lead Management Association

The mission of the Sales Lead Management Association is to help companies become successful in the critical business process of managing sales leads, which we believe manages revenue.  Membership/subscriptions, as it should be, are free.   The Sales Lead Management Association is a division of the Funnel Media Group, LLC, which also has as operating businesses the Funnel Radio Channel and the B2B Podcast Directory.

 Media Contact:  Sue Campanale,  (360) 933-1259, 

Sunday Musing: Being Good Enough isn't Good Enough Anymore

No one intends to be just 'good enough'; over time it just happens.  To some. 


If salespeople don't follow up on all sales leads, is some follow-up good enough? After all, these people don't report to Marketing.

When Marketing can't seem to create qualified sales leads, are the leads good enough to help salespeople make quota? Most likely not.

For C-Level Management, is it good enough to have a CRM system even if salespeople don't like it and use it only when they must?

Is it good enough for MarCom managers to stand between the warring factions of Sales and Marketing and not take a leadership role to bring the two together?

Is it god enough to not have a marketing automation system when all of your competitors are using a system?  __________________________________________________________

 Step up. Don't be just good enough;

go beyond good enough.


Being 'good enough' isn't good enough anymore. Marketing is in a position unlike any in the last 50 years. It can control corporate growth by creating demand and managing that demand with sales lead management tools. But there has to be a desire to be more than 'good enough.' There has to be a desire to take command of lead generation, create qualified leads, measure what they manage, and nurture prospects until they're sales-ready, and then do it all over again. And again.

There isn't room for someone who is just 'good enough.' Good enough isn't going the extra mile to help Sales make quota.

You have heard me say that pound for pound Marketing creates more wealth for the average B2B company that any department in the company. But to be recognized for it, you can't be just good enough.

Beyond good enough requires leadership, being held accountable, teamwork for Sales and Marketing, and a keen eye for what works, with the guts to measure everything and trash weak lead generation as soon as possible.

It also requires a sales lead management system that is world-class, all encompassing, and comprehensive enough to prove a return on investment for every lead generation dollar spent.

For 2018, Step up. Don't be just good enough; go beyond good enough.