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Members Resources - Articles
Thank you for joining the Sales Lead Management Association!
As a member of the SLMA, you have
access to the library of resources below that will help you do your job
better and be more successful.
Submit
your articles to the SLMA for inclusion in our Resources section.
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Advertise on the Sales Lead Management Association
Web Site!
Reach potential
customers
Promote your products & services
Feature
your company here!
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Whether it’s a new
implementation or you need to evaluate your existing system, our
CRM-360 survey is your best first step to success.
Learn more. |
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Inquiry Generation
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31-derfully Simple Ways To Make Your Ads Generate More Inquiries
- by Robert Bly -
Freelance Copywriter and Author |
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50 Lead Generating Tips
by Robert
Bly - Freelance Copywriter and Author |
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Automating Demand Generation: The Power of "Factory Thinking" in Sales and
Marketing
How leading companies are using management
techniques, traditionally applied to manufacturing, to optimize and
accelerate the demand generation process. - by Eloqua |
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Be First in Mind:
What Does It Mean to “Be First in Mind”?
- By Lisa
Cramer, Chief Sales & Marketing Officer for FirstWave Technologies,
Inc. |
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The Business Case
for Integrated Demand Generation How B2B Marketers Deliver
Measurable Results - Elevating Their Companies and Their Careers - by
Eloqua |
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Five Elements of an Effective Website Landing Page: How to Turn Your
Website into a Lead Capturing Tool:
- by
Erica Stritch, Wellesley Hills Group |
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Inconceivable! – 7
Misconceptions about Professional
Services Lead Generation
- by Mike
Schultz and John Doerr
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Profiling Targeting and Segmentation
- Lisa Cole-Paquin,
Senior Vice President, Principal Marketing Strategist, Protocol B2B |
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The Power of the Marketing Pyramid
- by John
Doerr, President of Wellesley Hills Group |
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Top
10 Lead Generation Mistakes Made by Professional Services -
by John
Doerr, President of Wellesley Hills Group |
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Website Lead
Generation for Efficient Successful
Prospecting-
by Engago
Technologies |
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What's Working in Lead Generation: How to Spend Your Time, Money, &
Energy For the Best Marketing ROI in B2B Professional Services
- by Mike Schultz , Publisher, RainToday.com |
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Web Site!
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customers
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Feature
your company here! |
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ROI Reporting
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Advertise on the SLMA Web Site!
Reach potential
customers. Promote your products & services.
Feature
your company here! |
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5 Essential B-to-B Direct Marketing Metrics -
By Ruth P. Stevens |
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5 Key Event Metrics, And How To Apply Them!
- By Ruth P.
Stevens |
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5 Proven Ways to Increase e-commerce Response -
By Ruth P. Stevens |
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Business Rules for
Inquiry Management - By James W. Obermayer - Sales Leakage
Consulting, Inc. |
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Comprehensive Follow Up Planning is Essential by Susan
Friedmann - CSP, The Tradeshow Coach |
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Lead
Management ROI - by Dick Lee, Commissioned by Performark |
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Make Top-Down Support for a Stand-Alone Sales
Prospecting Cycle Your Priority
- By Barry Lieberman, Advantage Plus Marketing Group |
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Measuring
B2B Lead Generation Campaigns
- By John
M. Coe, President, Protocol B2B |
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Show Me the Money Maximizing Tradeshow ROI - by Susan
Friedmann - CSP, The Tradeshow Coach |
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Success is
in the Numbers; Base your campaign
decisions on marketing math fundamentals - By Russell Kern |
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The Six Ways to Prove the ROI for Sales Inquiries
- By James W. Obermayer - Sales Leakage Consulting, Inc. |
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When Will the Agencies Step
Up?
- By James W. Obermayer, Sales Leakage
Consulting |
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Yes, You Can Convert Marketing Dollars Into Greater Sales and Profits
- By Barry Lieberman, Advantage Plus Marketing Group |
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Sales Lead Management
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Are you concerned
about a slowing economy and how it will affect your business?
Contact LEADTRACK™ to learn how to optimize marketing investments
with improved sales lead management and campaign effectiveness. In a
down business cycle you must be
able to capitalize on every inquiry
and justify all marketing programs.
LEADTRACK™ can help.
www.leadtrack.com |
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2007 Sales Lead
Management Survey Results
- by The Velos Group and the Sales
Lead Management Association |
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9
Steps to Convert Website Visitors into Leads
- by
Engago Technologies |
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Cashing in on Conferences:
Lead follow up is the key
- by M. H. Mac
McIntosh |
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Effective Sales Lead
Management Can Increase the Value of Your Company -
The Velos
Group |
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Improve the Prospect Experience for Increased Sales - Check
Your Sales Cycle Leverage Points to Maximize Value - AdTrack |
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Integrating Web Inquiries
into your Sales Lead Management System
- By Mark Friedman Partner, Cerius Consulting Group |
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Participate in the SLMA
/ Velos Group Sales Lead Management
Issues & Concerns 1-Minute Survey.
It's FREE. See how you compare to hundreds who have already taken
the survey. |
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Lead Management: The
Company With the Best Process Wins - By Ruth P. Stevens
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Optimizing Sales Leads: Moving Quickly From Inquiry To
Lead To Closure - by
Drew Stevens PhD, Getting to the Finish Line.
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Sales Lead Management:
It’s All About Long Range Sales Leads. - By Al Davidson,
President and Owner
of Strategic Sales & Marketing, Inc.
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Sales Lead Management
Systems:
Will Marketing Get the Credit IT Deserves? -
By DR Anonymous
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Sales Leads are a lot more
like Fresh Fish than Fine Wine!! -
By Mark
Friedman, Partner, Cerius Consulting Group |
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Sales Stages: Funnel,
Opportunity, Deal, or Pipeline -
By James W. Obermayer - Sales Leakage
Consulting |
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Advertise on the SLMA Web Site!
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customers. Promote your products & services.
Feature
your company here! |
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Seven Ways to Motivate
Salespeople to Follow Up Inquiries -
By James W. Obermayer - Sales Leakage
Consulting |
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Ten Critical Success Factors to Turn Leads into Customers
- by
Jim LaBelle, President of LEADTRACK™ Software |
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The 7 Barriers to Cold Calling and Lead Follow Up - by
Richard Erschik, President, Leads To Sales |
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The
Velos Group Sales Lead Management Practices Survey Results - Part 1 -
The Velos Group |
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The
Velos Group Sales Lead Management Survey Results - Part 2: -
The Velos Group |
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Three Types of Inquiry
Management Programs -
By James W. Obermayer - Sales Leakage
Consulting |
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Tighten Lead Management - Small Improvements Yield
Big Results in Revenue and Profit
- by
Mike Schultz |
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Choosing the right software/vendor for managing your
inquiries can be difficult and expensive – if you make the wrong choice.
We help
you
save time and money in choosing a system both
Marketing and Sales can use. Visit
Sales Leakage Consulting or call 714 998 1737.
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Top Performing Companies
Implement the Sales Lead Management Process More Effectively -
The
Velos Group |
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Why Does Marketing Cost So Much?
- By Gil Cargill - Cargill Consulting Group |
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Why Most
Sales Lead Management Programs Fail Part 1 of 2-
By
Mark Friedman, Principal, Cerius Consulting Group |
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Why
Most Sales Lead Management Programs Fail; Part 2 of 2
- By
Mark Friedman, Principal, Cerius Consulting Group |
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Advertise on the Sales Lead Management Association
Web Site!
Reach potential
customers
Promote your products & services
Feature
your company here! |
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Sales Lead Nurturing
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Keep Prospects Engaged over Long Sales Cycles with
Effective Drip Marketing Campaigns
-
By Sundeep Parsa,
VP of Client Services and Co-founder Market2Lead |
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Lead Generation,
Secret Sauce; Maintaining Multiple Contacts At Each Client
Company Is A Proactive Step For Holding Leads -
by Ronald Lang,
President of Majestic Consulting Group, Inc. |
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Lead Recycling: Maximizing the Value of Every Sales Lead
- By Howard J. Sewell |
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Split
The Sales Cycle Into Two Critical Business Processes
- By Barry Lieberman, Advantage Plus Marketing Group |
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What
Do You Do When a Prospect Turned Over to Sales Is Not Ready to Buy?
- By Barry Lieberman, Advantage Plus Marketing Group |
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What
Sales Really Needs From Marketing - Seven Strategies to Get
More & Better Prospects into Your Sales Pipeline,
Author Jill Konrath From
her book, "Selling to Big Companies" Paper is sponsored by Eloqua
and Pragmatech Software |
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Sales Lead Qualification
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to top of page) |
Advertise on the SLMA Web Site!
Reach potential
customers. Promote your products & services.
Feature
your company here! |
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► |
Accelerating Demand
Generation with Codynamic Lead Scoring - How to apply
breakthrough strategies in lead scoring methodology and automation
to increase top-of-funnel conversion rates. - by Eloqua |
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Building Customer
Profiles; Know Your Customer and Increase Sales -
The Velos Group |
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Building Smarter Landing Pages for Stronger Leads
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By Julie Mason, General Manager,
Kellysearch.com |
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Coding
Marketing Inquiries to Track Sales Results -
By Mark Friedman, Partner,
Cerius Consulting Group |
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Converting Web Clicks into Clients:
How to engage prospects throughout the
buying process
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By Julie Mason, General Manager,
Kellysearch.com |
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Digital Body
Language Reading and Responding to Your Prospects’
Buying Behavior in the Web 2.0 World - by Eloqua |
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Forget the ABC’s of Lead
Scoring - by
By Lisa J. Cramer;
Chief Sales & Marketing Officer,
FirstWave Technologies, Inc. |
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Give Your Salespeople the Qualified Prospects They Can’t Wait to
Meet! - By Barry Lieberman, Advantage Plus Marketing Group |
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Good Leads, Bad
Leads - by Ronald Lang, President of Majestic Consulting
Group, Inc. |
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Marketing Qualification Stages -
By James W. Obermayer - Sales Leakage
Consulting |
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Not all
Leads are Created Equal – the Value of Lead Scoring -
By Mark Friedman,
Partner, Cerius Consulting Group |
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Real-Time, Right Time-Selling Rapidly Sensing and
Responding to Prospect Demand within Complex Sales Processes
- by Eloqua |
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Sales Inquiries are Not Sales Leads: The Case for Qualifying Sales
Inquiries -
By Mark Friedman, Partner, Cerius Consulting Group |
Participate in the SLMA
/ Velos Group Sales Lead Management
Issues & Concerns 1-Minute Survey.
It's FREE. See how you compare to hundreds who have already taken
the survey. |
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Sales
Lead Programs—Another “Inconvenient Truth” -
Produced
By
Performark;
Written By
Dick Lee |
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Sales Lead Programs—Putting The Shoe On The Sales Foot -
Produced By
Performark;
Written By
Dick Lee |
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Secrets of Trade Show Lead Management Quality Trumps Quantity
- by Ruth P. Stevens |
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The
Dreaded Qualified Sales Lead Deficit Syndrome
- by Tom Judge -
Instructor at Univ. of California Extension program and VP of
Strategy & Business Development at Direct Marketing Partners |
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Think Beyond the Click: How to Build a Better Landing Page
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By Julie Mason, General Manager,
Kellysearch.com |
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Time to
Rethink BANT;
It ’s called lead generation, not purchase order generation, for a
reason -
by Russell Kern |
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Advertise on the Sales Lead Management Association
Web Site!
Reach potential
customers
Promote your products & services
Feature
your company here! |
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