Lead Qualification Feed

Why a Sales Engagement Platform is Most Important Part of the Marketing Stack

Failure of sales lead follow-up is a plague on B2B Companies.   The SLMA, However, thinks a Sales Engagement Platform will solve the sales lead follow-up nightmare.  Marketing managers should listen to this podcast.

Having worked with dozens of companies across multiple industries, Josh Baez brings his creativity, expertise, and fresh perspectives to every situation. Josh believes marketing isn’t solely about generating leads, but more so about crafting meaningful engagement experiences that – in turn – create long-term, loyal customers.

Heinz Marketing Demand Generation
Heinz’ proven, buyer-centric demand generation programs take into account the unique nature of your business, customers, and industry – applying proven best practices to create a repeatable, scalable engine of qualified opportunities and long-term pipeline. Heinz's approach covers strategy, design, and execution – including online and offline efforts that align buyer intent with your sales process to increase both immediate and long-term conversion yield.

Heinz Marketing's Online Sales Pipeline Velocity Calculator

The Heinz Sales Pipeline Velocity Calculator helps you identify how fast qualified opportunities are moving through the sales funnel. Our calculator will calculate the pipeline velocity for you using the data points you provide.


SLMA Radio is hosted by James Obermayer of the Sales Lead Management Association which is a program on the Funnel Radio Channel.  

Funnel Media Group, LLC   


Hemingway said, "Never mistake motion for action" But Then Again he Didn't Have a CRM or Marketing Automation System

IStock_000008575657MediumJust generating a bunch of inquiries and leads from different sources I consider to be ‘motion.’    ‘Action’ occurs when you have a system in place to ensure 100% follow-up of the results over an extended time (2x your average sales cycle).

When inquiries are abandoned by sales reps at alarming rates (75-90% are said to be never followed-up by a sales representative), the marketing department has to pick up the chore and finish the lead nurturing job.

I know for a fact - the companies that nurture and follow-up 100% of their inquiries and turn what is “turn-able” into marketing qualified leads sell more than those that don’t; 200%-400% more is not uncommon. 

Companies that have a sales engagement software tool do better than those that don't (see VanillaSoft.com). 

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Funnel Radio Line-up Feb 14

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Starting at 9 am our broadcast day includes Kevin Mulrane on INSIDE Inside Sales with Darryl Praill. Next Pat Morrissey and Sunny Bliss talk about why so many customer experiences suck. Mark Godley's guest on Data Dump, Rob Kornblum explains why good employees are what create tech culture. Paul Petersen welcomes Amy Guarino to expand on the topic of explainable AI. That takes us to 11:30 Pac with Matt Heinz and Anthony Iarrino -  Outbound Lives: Take Control of your Pipeline and Beat Your Competitors to Market. Cyndi Greenglass talks with Johannes Waldstein on the topic of Moneyball for Brands Meet eSports – You Have Met Your Match. 12:30 has Jim on with Jim Ninivaggi, Brainshark  Is There an ROI for Sale Enablement? Susan Finch welcomes back Amy Franko at 1pm to talk about the How and Why, or should it be Why then How? 

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When Leads Sneak Into Your Company but aren't Counted

IStock_000014596001Small drip $The majority of companies produce 20%-25% more total inquiries and leads a month than company executives realize, but these leads are not counted, distributed or measured.  They are ghost leads. This occurs more frequently in smaller to mid-sized companies, but even enterprise companies are not immune. 

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How to Crush Q1 – Guaranteed

Dial leadsThe first month and the first quarter of a new year are the most important month and quarter for any company.   I mention this now because now is the time to guarantee Q1 of 2019. 

Start the year with a below-forecast first sales month and the pressure is dramatically increased for the quarter.  If sales fail in the second month, achieving the Q1 forecast just got darn-near impossible. 

Why it Matters

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

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

As typically happens when we read something like this, we assume “the mediocre” is always someone else.  It’s certainly not us.

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“The Salesperson Didn’t Do It” is Just a Marketing Excuse

IStock-688200654Everyone (usually marketers) complains about the failure of salespeople to follow-up leads, but marketers are just as much to blame. The excuse that “the salesperson didn’t do it” is no longer valid.   A research report from Velocify proves it.[i]

Of course, this was a valid excuse prior to marketing automation’s debut, but since then, the hemming and hawing by marketers that ‘prospect follow-up is a salesperson’s job and not our job,’ is belatedly being debunked.

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Sales Lead Manager Job Description: The 2nd Most Important Job In Marketing after Marketing Operations

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Updated on Feb 7, 2017

SLMA suggests you use this as a basis for the job description of one of the most important jobs in the marketing department. 

Job Summary

The Sales Lead Manager is responsible for managing the incoming demand and reporting on the ROI for all lead generation programs.

Essential Functions

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