SLMA Founder Speaks on the Topic of Sales Leakage
Shares Latest Research on Sales Lead Management Practices
In this fast paced session, James Obermayer, Executive Director of the Sales Lead Management Association will discuss the seven basics rules most companies violate in managing sales inquiries. Companies that gain control of inquiry management and their CRM systems can see a 10% to 30% increase in inquiries and qualified leads that can be accurately counted and attributed to campaigns. When this happens, sales increase and marketing can point to accurate ROI stats; what’s not to love?
Because of inquiry leakage most marketing departments don’t have the ability to credit a lead-generating campaign with actual sales. Inquiry accountability, therefore, is lost and reports are sketchy and incomplete. This means salespeople are less likely to make quota and no one is spending money on lead generation that works the way it was intended. It is not a small problem Obermayer says, "it’s a big problem, a 10% to 30% problem." Marketing that is saddled with this hemorrhage never succeeds in taking credit for the wealth it creates. This is a sad event.
During this session you will learn:
- How to seek out and find the sales lead leakage that is killing your company’s momentum.
- The seven basic rules that will help you overcome the sales leakage that is hurting your company.
- The single tool necessary to enforce a 100% follow-up of all inquiries.
- How to work with sales to account for 100% of the sales inquiries you create.
- How to be bi-lingual, financially speaking, in order to take credit for the wealth you create for your organization.
Obermayer’s four published books include two on Managing Sales Leads.
As a bonus, Obermayer will share recent research on Sales Lead Management Practices and issues which is available on the Sales Lead Management Association web site.
Date/Time:
Wednesday, March 25th 11:30 a.m. to 1:00 p.m.
Location: David's Banquet Facility
5131 Stars and Stripes Dr.,
Santa Clara, CA 95054
(408) 986-1666
For reservations, please call 650-631-4BMA (4262) or www.norcalbma.org
Jim, I look forward to the meeting. The topic is hot and is top of mind with most B2B sales/marketers.
Posted by: Tom Judge | 03/09/2021 at 08:13 PM