The Pipeline

APRIL 14, 2014

Having remembered that the company had recently done a trade show about a week before our conversation. I asked how many leads he picked up, he told me about a hundred or so. I went on “how many have you contacted or followed up with?” He told me about thirty or so. What’s in Your Pipeline? Tibor Shanto .

Margin 312

Margin Trade Show Follow-up Lead Management 312

Score More Sales

MAY 27, 2013

In past posts I’ve talked about how your social footprint is your 365 day per year, 24×7 online trade show where your buyers and potential referral partners can learn about you on their own schedule. There are three major reasons you need to have regular time blocked off in your calendar for being social online.

Inside Sales 230

Inside Sales Trade Show Ideal Customer Profile Telecommunications 230

Score More Sales

MARCH 18, 2014

We have always had to communicate with potential buyers, ask for referrals, work trade shows, and advertise / market for new business. Unless you can show me an immediate benefit, why should I change? It’s funny to hear people debating about how and when social selling will be further adopted.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

SBI Growth

NOVEMBER 16, 2012

Best-in-class Lead Management programs provide sales with more than 50% of all leads. A post by my colleague Vince Koehler explores ownership of the Lead Management function. For example, Marketing may take money from ineffective trade show spending. This is an emerging best practice. Call to Action.

Compensation 267

Compensation Hiring Marketing Lead Rank 267

Score More Sales

NOVEMBER 26, 2013

The biggest reasons that you should be on LinkedIn now if you are in sales or in a company that sells products or services are: Your LinkedIn profile acts like an “on-line” trade show booth – 365 days a year, 24 hours a day, 7 days a week. You will be in the company of 260 million or more colleagues (with 84 million in the U.S.

LinkedIn 226

LinkedIn Trade Show Ideal Customer Profile Lead Rank 226

Score More Sales

MARCH 13, 2013

Can you remember back to that time, perhaps not so long ago, when you had an amazing trade show booth opportunity to showcase your company and for whatever reason you did not capitalize on it? 2) An industry event like a trade show is a great way to be “many-to-one” in meeting up with buyers and existing customers.

Trade Show 219

Trade Show Maximizer Opportunity Webinar Metrics 219

Pointclear

JUNE 30, 2015

Marketing management must travel with salespeople and listen to a few dozen sales presentations. Listen to presentations at trade shows. Today's blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. Inside sales?

Sales Qualified Lead 100

Sales Qualified Lead Telemarketing Trade Show Hiring 100

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

LeadFuze

SEPTEMBER 2, 2023

Whether you’re a seasoned sales professional or an emerging entrepreneur, understanding the best way to track sales leads is critical for your business success. With countless businesses vying for consumer attention, how can you ensure that your lead tracking strategies stand out?

Maximizer 52

Maximizer Lead Rank Lead Scoring Leads 52

Green Lead's B2B

NOVEMBER 2, 2010

The Sales Lead Management Association has opened up voting for the 50 Most Influential People in Sales Lead Management. I'm on the list, so if I've earned your respect in the world of demand gen and lead generation, I'd love your vote. So choose wisely. Members of SLMA and non-members are allowed to vote.

Harte Hanks 29

Harte Hanks Lead Management LeadMaster LeadQual 29

The Pipeline

OCTOBER 26, 2015

Every day around the globe thousands if not hundreds of thousands of leads are created. By Tibor Shanto – tibor.shanto@sellbetter.ca .

Leads 120

Leads Marketing Qualified Lead Trade Show Maximizer 120

Pointclear

JUNE 15, 2016

Sales Lead Management is a complicated process. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making.

Lead Management 145

Lead Management Sales Qualified Lead Leads Marketing Qualified Lead 145

Pointclear

NOVEMBER 27, 2017

By increasing the marketing spend to increase leads, especially qualified leads, I turned the dollars loose on: Telemarketing to previous leads who did not buy. Especially focus on qualified lead sources such as trade show leads. Jim Obermayer is the founder of the Sales Lead Management Association.

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

Pointclear

MARCH 13, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. When it comes to measuring marketing’s ROI most marketing managers hesitate to bite off more than they can chew.

Sales Qualified Lead 140

Sales Qualified Lead ROI Lead Generation Trade Show 140

Tenfold

JULY 18, 2017

Salesforce Lead Conversion Best Practices 1: Set up an Efficient Lead Capturing and Management System. Lead management is a primary function of Salesforce. Before settling into using the lead management feature, you first need to map out your sales process. Is your AdWords campaign working?

SalesForce 56

SalesForce Lead Rank Lead Scoring Sales Qualified Lead 56

Zoominfo

OCTOBER 5, 2021

Key processes include embracing the following terms and concepts: Lead-to-Revenue Management (L2RM) L2RM describes the entire process of lead management. What defines a lead? What agreed action items are required upon creation of a lead from both sales and marketing?

Ideal Customer Profile 147

Ideal Customer Profile Strategy Top of Funnel Marketing 147

Pointclear

SEPTEMBER 24, 2015

In person events are fine as giant trade shows with a big booth space. Coming up next in part 3 we’ll hear from the Excecutive Director of the Sales Lead Management Association, James Obermayer. Don’t forget all of the additional channels beyond email, mobile, and social to communicate with your prospects.

Account Based Marketing 100

Account Based Marketing Lead Generation Cost per Lead Account 100

The Pipeline

APRIL 29, 2011

3 Lead Generation Myths That Will Clog Your Sales Funnel & Keep You From Closing More Sales. Stored in Attitude , Communication , Funnel management , Guest Post , Lead Management , Prospecting , Referrlas , Sales 2.0 , Sales Technique , execution. Funnel management. HR Management. Lead Management.

Lead Generation 257

Lead Generation Sales Qualified Lead Top of Funnel Pipeline 257

Apptivo

MAY 16, 2023

The source of these leads varies, with some coming from advertisements, trade shows, direct mailings, and even word-of-mouth. A company that is continually seeking new clients will eventually find someone who is interested in their product. Now, it could be a potential buyer for the company.

Lead Rank 52

Lead Rank Sales Qualified Lead Marketing Qualified Lead Lead Scoring 52

DialSource

JULY 8, 2020

These field sales teams tend to travel often, attending trade shows and conferences in order to schmooze prospects over a meal or round of golf. . Based on these different approaches, these models impact variables such as scheduling, software use, sales environment, etc. The majority of customers prefer inside sales models .

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

Nutshell

NOVEMBER 29, 2017

We designed our filters so that our users could find things like “leads from Google Adwords” or “sales over $1,000.” But if you wanted to know “leads that didn’t come from a trade show” or “leads in our Midwest territory that are not owned by my sales rep Jacob Smith,” it required a lot of unnecessary legwork.

Customer 74

Customer Scale Trade Show Face-to-face 74

The Pipeline

JANUARY 16, 2012

John: No no, my people have to go out find leads and prospect, in fact, I wish they would do more; but they work trade shows, networking, cold calls. Funnel management. HR Management. Lead Management. It’s not easy either, they have to work at it and there is always room to improve. Guest Post.

Pipeline 214

Pipeline Hiring Cold Calling Lead Rank 214

Chili Piper

SEPTEMBER 27, 2018

Concierge’s back-end empowers your team to pick times that work for them and also confines your lead management in one place. This approach to managing leads guarantees that meetings happen in a timely manner, encouraging your prospects to take their next step versus playing the waiting game. Duplicate Lead Merging.

Distribution 40

Distribution Engineering Sales Qualified Lead Lead Rank 40

Chili Piper

SEPTEMBER 27, 2018

Concierge’s back-end empowers your team to pick times that work for them and also confines your lead management in one place. This approach to managing leads guarantees that meetings happen in a timely manner, encouraging your prospects to take their next step versus playing the waiting game. Duplicate Lead Merging.

Distribution 40

Distribution Engineering Sales Qualified Lead Lead Rank 40

Platinum Rules for Success

JUNE 21, 2017

Scott has also co-authored several books, including The Platinum Rule for Sales Mastery , The Platinum Rule for Small Business Mastery , The Platinum Rule for Trade Show Mastery and Selling with Style. In 2010, Scott was voted one of the most influential people in his field by the Sales Lead Management Association.

Conversion 44

Conversion Trade Show Decision Maker Guidelines 44

Gong.io

JULY 11, 2022

Field reps for a B2B software company (a CRM platform, say), might attend trade shows, conferences, and industry events to promote their products and generate new business. Nurturing existing leads. Managing referrals from existing customers. Performing research on potential customers to determine initial fit.

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

Jonathan Farrington

JULY 31, 2013

According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows.

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

SugarCRM

MARCH 15, 2013

Said Miller: “Fitting in with our theme for finding “gold in your CRM”, we wanted to make a statement and a splash a the show and what better place than New Orleans that to go outside of the traditional trade show box! We are giving away 10 Gram bars of gold to one person each day. These are real.9999

Microsoft 20

Microsoft Promotion Marketing Demand Generation Agencies 20

Pointclear

FEBRUARY 27, 2014

Their data shows that companies using automation combined with a reasonable lead management process—inquiry generation, qualification, nurturing and hand off to sales—produced four times the sales volume of companies with automation but with weaker processes. Ruth serves as a director of Edmund Optics, Inc. ,

Marketing 266

Marketing Strategy Eloqua Marketo 266

Zoominfo

AUGUST 12, 2020

They conduct business in numerous territories and attend conferences, trade shows, and other relevant events. They leverage numerous processes such as lead management, revenue strategy, data analysis, and onboarding. Even when they’re grouped into teams, field sales reps tend to be more individualistic and self-driven.

B2B 200

B2B Lead Rank Sales Qualified Lead Top of Funnel 200

Nutshell

MAY 15, 2023

Integrating your sales prospecting tool with your CRM is extremely valuable, as it allows you to automate lead management tasks like email marketing and keep track of where your leads are along your pipeline. It’s also important to consider whether the prospecting tool integrates with your CRM.

CRM 127

CRM Tools Ideal Customer Profile Prospecting 127

Pointclear

MAY 16, 2011

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. There was a base number of inquires by product coming in from assorted sources such as the web, pay for click, PR, direct mail, trade shows, social media, etc.,

Direct Mail 150

Direct Mail Territories Lead Generation Social Media 150

SugarCRM

MARCH 28, 2024

Lead Management In manufacturing, sales journeys are incredibly intricate and complex. With the help of a robust CRM, these companies can track and manage leads throughout the sales pipeline, ultimately leading to improved sales revenue.

CRM 26

CRM Ideal Customer Profile Webinar Metrics Lead Rank 26

Zoominfo

AUGUST 12, 2020

They conduct business in numerous territories and attend conferences, trade shows , and other relevant events. They leverage numerous processes such as lead management , revenue strategy, data analysis, and onboarding. Even when they’re grouped into teams, field sales reps tend to be more individualistic and self-driven.

B2B 100

B2B Lead Rank Sales Qualified Lead Top of Funnel 100

Score More Sales

OCTOBER 24, 2013

It is like having a 24-hour a day trade show booth online. Knowing there are horrible trade show booths and amazing ones – the same goes for how sellers are represented online. If you don’t believe me, think of several business professionals – colleagues or competitors.

LinkedIn 216

LinkedIn Ideal Customer Profile Trade Show Survey 216

Nutshell

FEBRUARY 20, 2024

For example, outbound marketing involves channels like billboards, print advertising, trade shows, and cold calling. You can use your CRM to track leads, automate elements of your marketing, and track your results. Inbound marketing takes a more targeted approach.

Paid Content 77

Paid Content Inbound Account Based Marketing Lead Rank 77

PandaDoc

APRIL 27, 2021

The basic, essential features of lead capture apps include customized data collection and easy lead retrieval with tools that generate capture forms or retrieve contact information. Bitrix24 is a multifunctional system that powers project management and communications as well as lead and customer relationship management. ?

Lead Capture 52

Lead Capture Sales Qualified Lead Leads Marketing Qualified Lead 52