Denny Head: The SLMA - Managing leads to maximize sales

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Denny Head

Resources > From the section: Ask the Expert

September, 2014 |

Dennis Head has a unique perspective from both sales and marketing regarding lead generation. He has over thirty years of executive sales leadership experience with companies like Xerox, IBM, ROLM, Octel and Lucent coupled with over 8 years in marketing as Avaya's Director of Lead Generation where his system delivered:

A consistent and sustainable flow of 53,000 quality leads that sales converted into over $1.6 Billion in sales pipeline and revenue.
Lead quality systems that nurtured and qualified leads that sales judged to be 70 to 80% qualified on a consistent basis.
Closed loop lead management processes that provided timely and accurate feedback on 85% of the leads.
Integrated performance metrics that provided visibility to effectively manage marketing campaign investments for maximum return on investment

Proven experience in delivering a closed loop lead process that converts leads into sales pipeline revenue. This system is based generating high quality leads utilizing a holistic integration of the following elements

Demand Generation Activities
Database and rules based inquiry scoring processes
Lead qualification and nurturing
Automated lead routing and reporting
Closed loop lead management processes

Nationally recognized Sales / Marketing management executive with expertise in building quality lead generation programs that consistently deliver sales and revenue profitability.

He has been an expert speaker at major industry conferences such as Marketing Sherpa, Marketing Profs, Baptie Channel Focus, Harte Hanks, IDC Advisory Group, DMA and B2B Magazine's online webinars and articles on lead generation.

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