Lead Management, Marketing and Sales Management

PowerViews with James Obermayer: Lead Management & Integrated Direct Marketing

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

Lead Management Sales Qualified Lead Lead Rank Lead Scoring

Sales Management Through Pipeliner CRM

Pipeliner

NOVEMBER 11, 2020

The topic of Sales management is very broad, and is covered in an infinite number of books, so we won’t be covering that here. There is also an endless list of material on sales management—and as anyone who has read my previous writings on the subject knows, I consider that management is management.

Pipeline

Pipeline CRM Sales Management Sports

Sales Lead Management Leads to a Lower Cost of Sales

Pointclear

APRIL 7, 2015

“Cost of sales is determined by a lot of things,” Jake said, “But lead management isn’t one of them.” And with that the sales manager slapped the table with his hand to emphasize his words. Jake also admitted that by asking for a report on follow-up, the real follow-up of inquiries and leads would surge.

Sales Qualified Lead

Sales Qualified Lead Lead Management Lead Rank Lead Scoring

PowerViews with James Obermayer: Sales Managers To Blame For Lost Leads

Pointclear

APRIL 7, 2014

Jim, who is principal of a California-based sales and marketing consulting firm Sales Leakage Consulting, lays the blame squarely at the feet of sales managers, who aren’t putting the necessary pressure on their sales force to follow up on leads, he said. Sales Managers Are to Blame for Lost Leads.

Lead Rank

Lead Rank Lead Scoring Sales Management Leads

The Best Sales Management Software of 2019

Hubspot Sales

MAY 2, 2019

In many ways, technology, like Google Maps, is similar to sales management software. Sales management software provides streamlined tools for data entry and management to speed up this process. And they often include some of the most popular sales tools (e.g., Free Sales Management Software.

Software

Software Software Sales Management VanillaSoft

The 5 Metrics That Should Matter Most to Sales Managers

Sales and Marketing Management

JANUARY 31, 2019

Author: Matthew Sunshine As a sales manager, you spend serious time and care setting clear expectations; this is how you help your salespeople approach their work with purpose. A sales manager I once knew was in love with a particular metric: the number of calls each seller made in a day. You’ve got so much on your plate?

Sales Management

Sales Management Proposal Top of Funnel Banking

How Sales and Marketing Can Collaborate (+Expert Tips)

Hubspot Sales

NOVEMBER 28, 2023

Marketing and sales teams rely heavily on one another to drive business. After all, it’s the marketing department that generates leads, and the sales team that converts those leads to paying customers. Table of Contents How can Sales and Marketing collaborate? Case studies. Training webinars.

Lead Rank

Lead Rank Top of Funnel Marketing Qualified Lead Ideal Customer Profile

Sales Management Through Pipeliner CRM

Pipeliner

MAY 31, 2018

In this ebook author, Nikolaus Kimla gets very specific, dealing with sales management through CRM. He personally believes (as do a lot of experts today) that utilizing a CRM is the only way to manage a sales team—and in fact, it is practically impossible to manage one without it. Lead Management.

Pipeline

Pipeline CRM Sales Management Guarantee

Stitch the Sales and Marketing Organization Together

SBI Growth

JANUARY 24, 2013

Speed, it is the most commonly used word among Sales and Marketing leaders today. It is now a critical attribute of successful B2B sales and marketing organizations. Because Sales and Marketing organizations are adjusting to the new B2B buyer behavior. This is where Sales Operations has a major role to play.

Sales Qualified Lead

Sales Qualified Lead Marketing Lead Rank Marketing Qualified Lead

Sales software for small business: 10 of the best options on the market today

PandaDoc

OCTOBER 3, 2023

Key takeaways: Sales software options offer a diverse range of features, from lead management and CRM to analytics and automation. The 10 best pieces of sales management software for small business So, let’s now take a look at 10 of the best pieces of sales management software for small businesses.

Small Business

Small Business Small Business Software Software

Taking away a marketing manager’s excuses!

Pointclear

JANUARY 21, 2014

I was sitting in a meeting of marketing and operations people when I worked at Inquiry Handling Services (long ago scooped up by Harte Hanks). Which brings me to the topic for this month’s article, which follows up on the December topic entitled: " Taking away a salesperson’s excuses ," in which I wrote about the lack of sales lead follow-up.

Harte Hanks

Harte Hanks Marketing ROI Sales Qualified Lead

Should Marketing Be Compensated On Revenue?

Pointclear

SEPTEMBER 10, 2013

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. Some have heard me say in interviews and on SLMA Radio that, pound for pound, marketers produce more revenue than anyone in their company.

Compensation

Compensation Revenue Marketing Sales Qualified Lead

The 9 best sales management systems to help your team sell smarter

Nutshell

FEBRUARY 4, 2020

An effective sales management system can help your business reach or exceed its long-term goals. Sales management software encourages cooperation between sales reps and streamlines common activities. What Is Sales Management? What Is a Sales Management System? Want to be a better leader?

System

System Sales Management CRM Hubspot

SMP Integrates with Constant Contact for Seamless Distribution Marketing Experience

Sales Management Plus -- SMP

SEPTEMBER 21, 2023

Whether that means integration with an outside Lead Management System, Marketing Automation Platforms, E-Commerce System, or others, we have you covered. To learn more or get started, contact your SMP account manager today. This includes synchronizing all of your marketing lists from SMP to Constant Contact.

Constant Contact

Constant Contact Distribution Marketing Ideal Customer Profile

Is Lead Generation Slipping Away From Marketing?

Pointclear

APRIL 17, 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. Marketing’s plate is full. Sales and marketing operate on different frequencies. Sales isn’t into sharing data.

Lead Generation

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead

Building an Effective Lead Management Process for High-Growth Sales

Velocify

OCTOBER 1, 2017

Demand generation marketers are focused on supporting sales teams, and a large part of their role is ensuring that carefully curated leads are moving through the funnel effectively. Last year, our sales and marketing teams aligned on a high-growth strategy for 2017.

Sales Qualified Lead

Sales Qualified Lead Lead Management Lead Rank Top of Funnel

Should Marketing Have a Sales Quota?

SBI Growth

AUGUST 8, 2012

Marketing, do you have a sales quota tied to Lead Generation ? Do you wait for it to come or will you lead on this issue? Over the last 12 months we: Surveyed over 10,000 sales representatives. Surveyed over 4,500 sales managers. Surveyed over 4,500 sales managers. If not, you will soon.

Quota

Quota Demand Generation Agencies Marketing Demand Generation Targets

How to Avoid Wasting 75% of Your Marketing Spend

Pointclear

JULY 26, 2016

This means that 75% of the marketing dollars spent on lead generation are wasted. If your company is average, you are only following up 10-25% of the leads you give your salespeople which means you are wasting 75% of your lead generation budget!”. Sales Lead Management Association.

Marketing

Marketing Lead Generation Top of Funnel Funnel

True Story: Without a marketing plan, he planned to fail!

Pointclear

FEBRUARY 18, 2014

For this company ‘someplace else’ had been growth, but at low margins, with chaos in the sales ranks, and a poorly installed CRM system…all because of a marketing plan that wasn’t a plan. Shelly, the president, looked at me and said, “Yes we have a marketing plan, right Don? Hire a new sales manager. I inquired.

Margin

Margin Marketing Hiring Lead Rank

13 Lessons for an Interim Sales Manager

Sales Lead Management Association

SEPTEMBER 23, 2020

During this podcast, James Obermayer, who successfully increased sales, reshaped marketing departments, created SWOTs and Sales and Marketing Plans, for more than 50 high tech clients shares the 13 lessons he learned while at Sales Leakage Consulting.

Sales Management

Sales Management Sales Marketing

Innovative Ways to Maximize Productivity For BDRs

SalesFuel

APRIL 2, 2024

Managers can help sales reps who are waiting for great leads to be passed along by the BDR team. Innovative Ways to Maximize Productivity For BDRs The latest research shows BDR team members are working both outbound and inbound leads. For outbound lead management, BDRs primarily use email and social media.

Maximizer

Maximizer Face-to-face Social Media Hiring

Advice to Steve, a Down-and-Almost-Out Sales Manager: Telemarket Old Leads First!

Pointclear

AUGUST 27, 2013

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. We’re in the hurt locker, we’re down, and I have no money to try to boost sales in the last quarter. Man we are hurting. What am I gonna do?”

Telemarketing

Telemarketing Leads Marketing Qualified Lead Sales Management

The Pipeline ? Top Sales & Marketing Awards 2011

The Pipeline

NOVEMBER 25, 2011

The Pipeline Renbor Sales Solutions Inc.s Top Sales & Marketing Awards 2011. Stored in Attitude , Awards , Business Acumen , Communication , Compete , Marketing , Sales Success , execution , qualifying. One for Top Sales & Marketing Blog , where I share the company of last year’s winner S.

Pipeline

Pipeline Webinar Metrics Marketing Hiring

What if Marketing Automation had not been invented?

Pointclear

JANUARY 19, 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. I have chosen Marketing Automation for this month and next month I would like to undertake the same exercise for CRM.

Marketing

Marketing Journal B2C Exercises

My Favorite 'John Wayne' Thoughts for Marketers and Salespeople

Pointclear

APRIL 21, 2015

My favorites are from John Ford movies, and I think each can be adapted to the circumstances sales and marketing people face each day. This is easily adapted to, "Well, there are some things a salesman just can''t run away from, and that''s sales lead follow-up." B2B Marketing B2B Sales'

Film

Film Marketing Sales Qualified Lead ROI

Thank You to Our 27 Guest Marketing and Sales Bloggers in 2011!

Pointclear

DECEMBER 20, 2011

This year, we’re honored to have published posts from twenty-seven guest marketing and sales bloggers here on ViewPoint, and I wanted to say to all of you how much I appreciate your contributions. Database management. Inside sales. Lead generation. Marketing automation. Outsourcing lead generation.

Outsourcing Services

Outsourcing Services Social Media Marketing Lead Generation

The Big CRM Question: Why Aren’t Your Sales Reps Using the Software?

Sales and Marketing Management

APRIL 26, 2018

Author: Sunny Paris If I had a dollar for every time I heard CEOs and sales managers complain about their CRM not being up to date, or that salespeople aren’t using it properly, I could probably retire. Advocates — often management – want the maximum number of people to use the tool so they can justify its deployment. .

Software

Software Software CRM System

The Pipeline ? How Marketing Can Help Sales After the Handoff

The Pipeline

APRIL 15, 2011

The Pipeline Renbor Sales Solutions Inc.s How Marketing Can Help Sales After the Handoff. Stored in Attitude , Communication , Guest Post , Lead Management , Marketing , Reputation 2.0 , execution. Marketing automation software generates the data marketers need to provide new levels of support to sales.

Manticore

Manticore Pipeline Marketing Lead Rank

What's the Difference Between Sales and Marketing? A Simple & Easy Primer

Hubspot Sales

FEBRUARY 21, 2019

What's the difference between sales and marketing? Marketing informs and attracts leads and prospects to your company and product or service. Sales, on the other hand, works directly with prospects to reinforce the value of the company's solution to convert prospects into customers. Sales and Marketing.

Marketing

Marketing Ideal Customer Profile Social Media Sales Qualified Lead

When One Out of Ten is an Abject Marketing Program Failure

Pointclear

MAY 12, 2015

The sales manager, Bob, said to me in a gleeful voice, full of enthusiasm and hope: “We’re winning one out of every ten of our proposals, and we’re ecstatic.” From this I explained that he can tackle: Increasing the follow-up percentage by the salespeople and marketing. Using the complete CRM/marketing automation tool set.

Marketing

Marketing Proposal Hiring Sales Qualified Lead

What is Lead Nurturing, and How Can It Help You Get More Deals?

Nutshell

MARCH 15, 2024

DOWNLOAD Ready to become a better sales leader? Get 70+ expert strategies for sales management success in our Sales Manager’s Survival Guide. And ensure you’re available to speak to your leads personally when they have questions or need further information.

Lead Nurturing

Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank

The Pipeline ? 23 Marketing Tips For Avoiding Small Business Failure

The Pipeline

SEPTEMBER 30, 2011

The Pipeline Renbor Sales Solutions Inc.s 23 Marketing Tips For Avoiding Small Business Failure. Stored in Attitude , Communication , Communication Strategy , Compete , Guest Post , Marketing , execution. Unfortunately there are also many sales and marketing reasons. Avoid Ad Hoc Marketing. February 2008.

Small Business

Small Business Small Business Pipeline Marketing

The Pipeline ? Sales And Marketing Alignment In Terms Of Lead.

The Pipeline

JULY 29, 2011

The Pipeline Renbor Sales Solutions Inc.s Sales And Marketing Alignment In Terms Of Lead Generation In A 2.0 Stored in BANTER , Business Acumen , Guest Post , Marketing , Proactive , Productivity , Sales 2.0 , execution. Sales and marketing lead generation tools follow this suit.

Sales Qualified Lead

Sales Qualified Lead Pipeline Lead Rank Lead Scoring

A Cartoon about Sales Management and Leaving it All Behind.

Sales Lead Management Association

JUNE 16, 2019

Being a sales manager isn't easy, but neither is being a marketing manager. Both have salespeople to feed and nurture.

Sales Management

Sales Management Sales Marketing

And People In Hell Also Want Ice Water

Pointclear

MARCH 25, 2014

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. He was frustrated; angry that the marketing spend wasn’t showing the ROI expected, and he blamed salespeople. “Of That stopped him. Maybe more so.

Sales Qualified Lead

Sales Qualified Lead Follow-up Negotiation ROI

Do your Leads have an Image Problem? 2 Steps to an Image Makeover Now

SBI Growth

AUGUST 17, 2012

“ Our Leads have an Image Problem! That was a direct quote from one of our clients, referring to how sales looks at the leads his marketing department was generating. Want to know what marketing leaders are going to do differently in 2013? 65% of respondents said generating more quality leads will be their #1 goal.

Sales Qualified Lead

Sales Qualified Lead Marketing Qualified Lead Top of Funnel Leads

PowerViews with James Obermayer: Why Don’t Sales Reps Follow Up On Leads? The Real Issue

Pointclear

OCTOBER 9, 2013

We’re nearing the last quarter of 2013, and another year of sales will soon be behind us. An important question all sales and marketing departments should be asking themselves is how they can better communicate in order to follow up on leads. Jim is also the President of Sales Leakage Consulting, Inc.

Follow-up

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead

Forget Social Selling—Try Social Engagement

No More Cold Calling

SEPTEMBER 18, 2014

The newly-released “ 2014 10th annual Lead Management & Social Engagement ” report uncovered an emerging trend in B2B sales this year: social engagement. reaching out to individuals with offers and follow-ups) is different than social marketing (i.e., Message to Management]: 14 Things Top Sales Managers Do.

Social Selling

Social Selling Cold Calling Social Media Ideal Customer Profile

Marketing’s Wish List to the Sales Department

Pointclear

OCTOBER 16, 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. "So I asked the marketing manager. I wish that salespeople would use the CRM system instead of spreadsheets for a sales forecast.”.

Trade Show

Trade Show Marketing Qualified Lead Sales Qualified Lead CRM

If You Follow the Lead Cow, You Will Step in the Mess That’s Left Behind

Pointclear

DECEMBER 19, 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. As we plan for the New Year, it’s time to stop following and start leading. Marketing Management: Teach your staff that it’s results that count.

Policies

Policies Leads Marketing Qualified Lead Hiring

Can AI Deliver the 'Glengarry' Leads?

Sales and Marketing Management

JULY 19, 2018

If you’re in sales then you have likely seen “Glengarry Glen Ross.” Alec Baldwin’s iconic turn as a fire-breathing sales manager delivers the most anti-motivating motivational sales speech in movie history. Many sales professionals just don’t do a good job of following up with their most valuable leads.

Sales Qualified Lead

Sales Qualified Lead Lead Rank Lead Scoring Leads

5 Considerations When Deploying a Sales Engagement Platform

SalesLoft

NOVEMBER 17, 2020

To make the most of your investment, you must first understand what your sales team needs. Here are five things every organization should consider when deploying a Sales Engagement platform. Your Lead Management Process Flow. Do you have a formal lead management process? Develop buyer personas.

Top of Funnel

Top of Funnel Lead Rank Lead Scoring Buyer Persona

Fear And Loathing: The Sales And Marketing Technology Stacks

Partners in Excellence

SEPTEMBER 28, 2016

It seems Dreamforce has become the magnet for all the sales and marketing automation suppliers to trot out their shiny new toys and releases, enticing us to buy. I have dozens of people reaching out, wanting to introduce me to their latest greatest technologies oriented at helping sales and marketing professionals.

Marketing

Marketing Lead Gen System Tools

10 Causes of High Sales Rep Turnover - Which One Is Yours?

SBI Growth

MARCH 4, 2013

Are Sales Managers held accountable for the use of the onboarding program? Insufficient Marketing-Provided Leads. Sales Reps depend on a continual flow of quality leads to work as opportunities. They find leads themselves through prospecting. The Marketing department is also supposed to provide leads.

Hiring

Hiring Outsourcing Services Lead Nurturing Demand Generation Targets

PowerViews with James Obermayer: Lead Management & Integrated Direct Marketing

Sales Management Through Pipeliner CRM

Trending Sources

Sales Lead Management Leads to a Lower Cost of Sales

PowerViews with James Obermayer: Sales Managers To Blame For Lost Leads

The Best Sales Management Software of 2019

The 5 Metrics That Should Matter Most to Sales Managers

How Sales and Marketing Can Collaborate (+Expert Tips)

Sales Management Through Pipeliner CRM

Stitch the Sales and Marketing Organization Together

Sales software for small business: 10 of the best options on the market today

Taking away a marketing manager’s excuses!

Should Marketing Be Compensated On Revenue?

The 9 best sales management systems to help your team sell smarter

SMP Integrates with Constant Contact for Seamless Distribution Marketing Experience

Is Lead Generation Slipping Away From Marketing?

Building an Effective Lead Management Process for High-Growth Sales

Should Marketing Have a Sales Quota?

How to Avoid Wasting 75% of Your Marketing Spend

True Story: Without a marketing plan, he planned to fail!

13 Lessons for an Interim Sales Manager

Innovative Ways to Maximize Productivity For BDRs

Advice to Steve, a Down-and-Almost-Out Sales Manager: Telemarket Old Leads First!

The Pipeline ? Top Sales & Marketing Awards 2011

What if Marketing Automation had not been invented?

My Favorite 'John Wayne' Thoughts for Marketers and Salespeople

Thank You to Our 27 Guest Marketing and Sales Bloggers in 2011!

The Big CRM Question: Why Aren’t Your Sales Reps Using the Software?

The Pipeline ? How Marketing Can Help Sales After the Handoff

What's the Difference Between Sales and Marketing? A Simple & Easy Primer

When One Out of Ten is an Abject Marketing Program Failure

What is Lead Nurturing, and How Can It Help You Get More Deals?

The Pipeline ? 23 Marketing Tips For Avoiding Small Business Failure

The Pipeline ? Sales And Marketing Alignment In Terms Of Lead.

A Cartoon about Sales Management and Leaving it All Behind.

And People In Hell Also Want Ice Water

Do your Leads have an Image Problem? 2 Steps to an Image Makeover Now

PowerViews with James Obermayer: Why Don’t Sales Reps Follow Up On Leads? The Real Issue

Forget Social Selling—Try Social Engagement

Marketing’s Wish List to the Sales Department

If You Follow the Lead Cow, You Will Step in the Mess That’s Left Behind

Can AI Deliver the 'Glengarry' Leads?

5 Considerations When Deploying a Sales Engagement Platform

Fear And Loathing: The Sales And Marketing Technology Stacks

10 Causes of High Sales Rep Turnover - Which One Is Yours?

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