Mark Friedman is an experienced, results - oriented executive with over 20 years of proven success in managing Sales, Sales Lead Management, Telemarketing, Marketing and Customer Service. Notably, world-renown consulting giant Accenture and the Distribution Research and Education Foundation have recognized one of his programs as a Wholesale Distribution Industry Sales “Best Practice”; the program overview was published in “Maximum Sales Velocity: How to Build a World-Class Sales Organization” by David P. Woodrow.  

Mark possesses the outstanding ability to assess a company’s current Sales Chain and make recommendations for dramatically improving sales results and productivity while providing the infrastructure to determine ROI for each Marketing activity. Among his accomplishments was revamping a moribund program generating a mere $175,000 in revenue per year and increasing the “top line” to over $113 Million in 3 years. Additionally, he has increased sales volume by over 50% in call center environments at several companies by integrating Out-Bound Telesales capabilities with the In-Bound Customer Service group. Mark has proven that he is a high-energy achiever and team builder in an often – neglected area. 

His articles on Sales Lead Management have appeared in Network World, Sales and Marketing Excellence, Sales and Service Excellence magazines, the PMMI Newsletter and MHEDA Journal.

Mark is a Vistage Expert Speaker and has spoken at national events, such as the PMMI (Packaging Machinery Manufacturer’s Institute) Marketrends conference, the 50^th annual MHEDA (Material Handling Equipment and Distributor’s Association) conference and the CGNA (Controls Group North America) conference about Sales Lead Management.

Presentation Topics

“Eliminate the Black Holes in your Sales and Marketing Process and Increase Your Bottom Line Results.” Sales Lead Management is a critically important business process, but not one many companies typically devote dedicated resources. A recent study by Performark, Inc. indicated a shocking number of inquiries generated from direct marketing programs are either ignored or poorly qualified.

This presentation discusses how to create a closed-loop lead management system, using a systems approach, which dramatically increases sales results and productivity as well as creates reports on the Return On Investment for each marketing activity. Ultimately, this has a very positive impact on increasing company value as revenue and profit flow becomes more consistent and predictable.