Pointclear

JUNE 15, 2012

Jim is the founder of the Sales Lead Management Association. SLMA is the sponsor of the yearly Sales Lead Management week and initiatives to identify both the Top 50 Most Influential People in Sales Lead Management and 20 Women to Watch in Sales Lead Management.

Lead Management 113

Lead Management Sales Qualified Lead Lead Rank Lead Scoring 113

Sales Lead Management Association

MAY 24, 2019

Marketers and their surrogates, the agencies (on-line, branding, direct marketing, content creation, digital marketers, PR) telemarketing and trade shows are the hammers by which B2B marketers create wealth. If company presidents were to measure the amount of revenue created per marketer, they would be astounded.

Telemarketing 48

Telemarketing B2B Trade Show Company 48

Pointclear

JANUARY 9, 2014

It is okay if you filter those leads via a combination of lead nurturing and sales development (or lead qualification) before you pass to your sales team. Value is important, but B2B buyers are often deeply invested at a personal level in the decisions they make. James Obermayer | Sales Lead Management Association.

Lead Generation 257

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 257

Pointclear

JUNE 15, 2017

The lead generation team was doing its job, but the rules for a qualified lead were so onerous that very little was going to the salespeople. It turns out there were several stages of qualification, from two different inside telemarketing departments. Twenty-six percent of all leads are competitors, students, and prisoners.

Sales Qualified Lead 140

Sales Qualified Lead Lead Rank Lead Scoring Telemarketing 140

Pointclear

OCTOBER 11, 2012

Carlos is a recognized thought leader in B2B marketing and known for his keen insights on the development and implementation of lead management processes, as well as marketing automation. He is a frequent speaker, blogger and contributor to many B2B marketing publications. And I think marketers recognize it.”.

Inbound 169

Inbound Outbound Telemarketing Education 169

Sales Lead Management Association

JULY 7, 2019

In this interview with Mari Anne Vanella, CEO, and Founder of the Vanella Group, she explores how to find and screen a "calling" company that meets B2B standards of excellence. .

Company 48

Company Outbound How To Groups 48

Jonathan Farrington

AUGUST 10, 2012

Even when marketing qualifies a lead through Step #3, sales often starts selling at Step #5. We even had one sales rep follow-up on a lead by saying: “Some telemarketing company in Atlanta said you were interested in buying our solution. Most sales people start selling at Step #5. What is it that you want to buy?”

Top of Funnel 35

Top of Funnel Sales Qualified Lead Sales Enablement Lead Rank 35