twitter linkedin blog-rssSLMA RadioSLMA YouTubepinterest Bookmark and Share
contact ussubscribelinkspodcasts

In this issue:

50 Most Influential in Sales Lead Management Nominations are Now OPEN to SLMA Members.

11 Email Marketing Basics: Drop a note to those who opened your newsletter

Marketing Metrics That Count

7 Signals all Prospects Need to Receive from Salespeople

Three Tactics for Selling to SMB's that Work Every time!

Upcoming Shows and Recently on SLMA Radio

Sponsor Spotlight:


When It Comes To Results, Experience Counts

If you are looking for a partner that will guide you through turbulent markets, put our experience and talent to work for you. Over the past 65 years, Young Company has helped over 250 clients build their brands and grow their businesses. Located in downtown Laguna Beach, we foster an environment of continuous learning and we are one of the top creative advertising agencies and internet marketing agencies in Orange County. We are proud to be recognized as a top business-to-business marketing communications Agency in the United States by BtoB Magazine. | Read more >


Track, Treat & Score who showed up, where they went, what they thought and how you did.

Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution for you. From capturing leads at tradeshows to managing onsite registration, tracking session attendance, gathering feedback, and providing sponsors lead retrieval we have a full suite of solutions for you. These tools deliver useable data that supports your goals and measures your performance against measurable, actionable objectives. | Read more >


Huge exposure when you sponsor 50 Most Influential and 20 Women to Watch

Join the SLMA Group on Linkedin

SLMA Radio, Pushy Blog and News Junkies:

Subscribe Here
3 Ways

Hey - I want my news in this cool newsletter!

Submit Articles to SLMA

SLMA accepts original articles on the subject of inquiry management (including CRM), marketing automation, fulfillment, telemarketing, inquiry nurturing, etc. We will also publish articles that have been previously published if the author submits proof that he or she has permission from the magazine, newsletter (print or on-line) or book publisher to reprint the material.Please submit content to

Sales Lead Management Association SLMA Logo
Advertise on the Sales Lead Management AssociationSM
Web Site!
Reach potential customers
Promote your products & services
Feature your company here!

SLMA Group on

The SLMA has a Group on Linkedin, the premier business networking site. As a member of the SLMA you are invited to join.
Click on this link linkedin
and you will be connected to Sales Lead Management Group. Follow the instructions.

Have your own show on SLMALive and get more online exposure

Sales Lead Management Week The Drumbeat of Business.Sales Lead Management Week is October 13-17, 2014
Growth comes to companies that focus on sales lead management.

Bellingham, WA - - September 16, 2014- - James W. Obermayer, CEO of the Sales Lead Management Association, reminds companies that Sales Lead Management Week is Oct 13-17, 2014. This is the seventh year for Sales Lead Management Week. Obermayer stated, "The drumbeat of sales lead generation, together with the management of sales leads, are what drive business growth. The majority of sales lead generation results are left fallow when leads aren't managed or followed up by the sales channel; they are data-based and that is where it ends for 75% of leads generated. This week is an opportunity for those who bring value to B2B and B2C companies with lead management tools to prove how they create wealth for their users."

learn more and get ideas here >

Sales Lead Management Association Opens Nominations for Annual '50 Most Influential Sales Lead Management' List

6,000 votes are expected from the membership

NOMINATIONS OPENSept 25, 2014 - - Bellingham, WA - -The Sales Lead Management Association (SLMA) announced that nominations are open for its annual election of the '50 Most Influential People in Sales Lead Management' - 2014. James W. Obermayer, CEO of the SLMA, said, "This is the sixth year that our membership will recognize leaders in the field of Sales Lead Management, and each year there are new people elected to the '50 Most Influential' list. This year we expect 6,000 to 8,000 votes to be cast for the nominees."

This sixth annual election has a nomination period extending from October 1st through October 31st, followed by a voting period from November 5th through November 30th. Only members of the SLMA may nominate people in whom they have confidence and who deserve recognition (membership in the SLMA is free). On December 8th, the 'Top 50' winners will be announced in the order of highest votes received. The complete rules for nomination, as well as nomination forms, are available on the SLMA site.


11 Email Marketing Basics: Drop a note to those who opened your newsletter

By Susan Finch

stop hypothesizing

This post may be "101" for many of you who have full marketing departments, large automated systems that process subscribers, send out auto-responders, and automatically create newsletters from your hashtagged posts on social media. This is for the rest of you. There are so many types of email marketing systems. Some are so complex and auto-piloted you barely know what is being sent out or who is engaging until you read the monthly reports. This is a very hands-off approach. Although it is helpful for tracking and saving time, you can lose touch with those who are actually reading your content. How about if we bring it back to some basic communication ideas?

Full post >

Marketing Metrics that Count

By Brian Carroll

stop hypothesizingBrian Carroll, in his Sept 15th blog entry The Most Important B2B Marketing Metrics for CEOs, said that CEOs expect marketing leaders to be held accountable, and that CEOs also say they aren't getting enough information. Carroll continued, "CEOs expect their marketing leaders to provide metrics and be accountable in meeting their numbers, just like their expectations for sales leaders.

Oftentimes, CEOs' marketing leaders only have various activity KPIs and some squishy metrics, such as brand recognition."

Full post >

7 Signals all Prospects Need to Receive from Salespeople

By Patrick McClure

7 signals

1. I will not waste your time We live in an accelerated, multi-media environment replete with voicemail, email, surfing the internet, instant messaging and text messaging. We can "channel surf" through 800 channels in less than three minutes, making decisions within seconds whether to watch or move on and we get bored very easily. To your prospect, you are simply another "channel" to watch or discard.

Why It Matters: If salespeople deliver these Seven Signals to their Prospects, they'll be astonished at the results!

Full post and the rest of the list >

3 Tactics for Selling to SMB's that Work Every time!
By Ruth P. Stevens


Despite the attention given to large enterprise marketing, it's small and medium businesses (SMB) where the bulk of marketing investments go. SMB is where there's enough volume to do plenty of testing. Plus, you've got a tighter decision-making unit and shorter sales cycles. And you've got a lot of company. Plenty of agencies, research firms, and other marketers are focused on SMB, and willing to share their insights. One new set comes from Bredin, Inc., a Boston-based agency that just published a new study on how SMBs buy today.

Full post >


Richard G. Rosen

Rosen on Convergence Marketing and the Expectations of Generation Z

From the Sales 2.0 Conference, SLMA Radio host interviews Richard Rosen of Rosen Convergence (the branding/direct/digital agency). Richard tells us his interpretation of Generation Z and their mantra of "I want to make a difference and I expect you to do the same."

Don't miss shows by Continuum and LeadSpace, too, following our show.


September 18:

Ann Handley

First Chief Content Officer talks about ridiculously good content.

We love to read anything Ann Handley writes, now she shares how even we can write better. Ann shares secrets to great content in her latest book, Everybody Writes, Your Go-To Guide for Creating Ridiculously Good Content.

Ann Handley, Chief Content Officer for MarketingProfs, author of Everybody Writes (September 2014) and co-author of Content Rules: How to Create Killer Blogs, Podcasts, Videos, Ebooks, Webinars (and More) That Engage Customers and Ignite Your Business (Wiley, Late 2010). Ann has a passion for building community, particularly in using new media tools to broaden and build value. Previously, Ann was the co-founder of, one of the first sources of interactive marketing news and commentary.

Listen here >

September 11:
Jenny Vance

Jenny Vance and her company LeadJen for an ROI Report

Not every company can truly articulate an ROI story.  Hear Jenny Vance, CEO from LeadJen nail down how LeadJen gives a return on Investment from her clients.

Jenny Vance has over 10 years of experience in helping companies market their products and services. That experience helped Jenny develop a set of best practices for outbound marketing, inside sales, appointment setting and lead nurturing. Under her leadership, LeadJen works with B2B companies across North America, Europe and Australia seeking to improve their marketing programs and develop successful sales leads.

Listen here >

Stu Heinecke

Stu Heinecke with a discussion of his new book: Big Fat Beautiful Head:
Do you enjoy reading cartoons? You're not alone.

Editorial readership surveys show they're almost always the best read and remembered part of magazines and newspapers. But how do the cartoonists do it? Where do their ideas come from and how do they convert those bits of inspiration into the delightful sprinkling of drawings we enjoy so much? That's what makes this book so special. Not only does Wall Street Journal cartoonist Stu Heinecke share his doodling's, he takes us behind the scenes with stories about each cartoon in the book. Where the ideas came from, how they were created and who they touched all come into focus in this one-of-a-kind book.  Host Jim Obermayer talks with cartoonist Heinecke about how this book came about.

Listen here >

September 3:
Andy Paul
Andy Paul, Founder & CEO Zero-Time Selling, Inc.

Why smart marketers don't avoid the sales funnel, and dumb ones do!

By definition, the sales funnel appears to be the domain of the sales department, but in the past few years enlightened marketers have realized that the sales funnel is one of their most useful tools to understand and control marketing. In this interview, Andy Paul, Author of Zero Time Selling makes the case for the importance of using the sales funnel as marketer's most fundamental tool in controlling marketing spending on promotions that work.

Listen here >

Susan Finch

Brigitte Rubidoux

Brigitte Rubidoux

Reputation Management: It's more than reviews on Yelp!

Join Susan Finch as she interviews Brigitte Rubidoux, Director of Marketing and Joe Ibanez, Director of Sales for Reputation Impression. They will be discussing:

  • What is reputation management?
  • How do we control or respond to negative reviews?
  • How can we prevent negative reviews - or at least cut them WAY back?
  • Who is most likely to review your business and sully your reputation?
  • Who can help you BUILD it up?

Watch here >

September 3:
Craig Huey
Craig Huey, President
Creative Direct Marketing Group

Is Traditional Marketing Dead?

Craig Huey, in this week's show, tackles a tough subject when he answers the question, Is Traditional Direct Marketing Dead? Of course, he says it isn't, and with good reason, but the naysayers are out there. Huey says direct marketing is stronger than ever and is more accountable than most programs. Hear what he has to say and learn why direct is more direct and profitable than ever in this interview with SLMA Radio host Jim Obermayer.

Listen here >

Yvonne Heimann

Susan Finch

Geekspeak Guides: Time to get a real headshot

A headshot starts way before the headshot. There is planning, prep and research to find the right studio to take it for you. What to wear, accessories, pose and more. The tips below assume you are not having to wear a uniform. Also, if you are appearing, speaking, etc. you'll want to provide an image as soon as you accept so that the intern doesn't do a Google search and end up with something outdated, embarrassing or not even you. I've done it several times for radio guests that don't seem to think they need to provide a headshot because it's RADIO.

Watch here >

Interested in being a guest on the show?
Contact Jim Obermayer with your ideas.

Guests get embed code to promote their show after airing, pre-show promotion links, and show promotion across all social media venues.

We appreciate our sponsors: