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Sales Lead Management AssociationSM January 2010 Newsletter
In this Issue:
Are Marketing Managers Victims of Learned Helplessness?
How do Marketing Managers breakout from being LMH Victims?
The condition called Learned Helplessness, was discovered and popularized by psychologist Martin Seligman. He found that when he placed dogs into an inescapable environment and administered electric shocks the dog will eventually stop trying to escape. If the dog was placed into an environment where it could escape and given shocks it would not try to escape. It learned to give-up. This discovery has had a major impact on human psychology.
This same issue stalks the lives of marketing and marketing communications managers the world over. In most instances they have been placed into an environment where they have been taught it is futile to prove the return on investment for lead generating activities. After time passes they quit trying to prove an ROI for their programs and suffer the consequences of Learned Marketing Helplessness.
Read the full article here (member login required)
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A Sales Lead Resolution for the New Year:
NO MORE COLD CALLS OR RANDOM CALLS
OK, fellow SLMA members and leads fans, let's start with a shocker for 2010: no more cold-calling! Hey, don't look so surprised! You don't like cold-calling either. You don't accept cold calls at dinnertime at your home, and business prospects hate them, too. So don't do them.
In 2010 and beyond, you will enjoy greater opportunities for leads success with either of both of these approaches:
Read the full article here (member login required)
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Lessons Learned from the Trenches: The 4 biggest challenges to a successful Customer Relationship Management (CRM) software Implementation.
by Mark L. Friedman for The Velos Group
Over the past two years, The Velos Group has been involved in over 20 Customer Relationship Management (CRM) implementations, almost all of them using Salesforce.com software. We have worked with companies with annual revenue in excess of $100 Million and as a little as under $1 Million; companies just getting started. This has translated into as many as 50+ Sales people to as few as 2.
We have found and successfully addressed four consistent obstacles to a successful CRM implementation:
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Why are lead Distribution Systems So Important
by Mike Pettigrew
Reprinted from Current Articles. I like this article and Mike's opinions. Access the entire article by going to Current Articles.
The best types of lead distribution software do this filtering and lead routing automatically, without any manual checking required. Why spend valuable time distributing leads when lead software can do it automatically and more accurately? Highly successful businesses know that distributing leads in such an automated and fine tuned way can have a big impact on their success and profitability. Also, leads that are more valuable can be routed automatically to your more experienced sales people, where they have a higher chance of closing, while more junior sales staff only receive leads of a lower priority.
Recent studies have revealed that most businesses waste a lot of money as a result of staff not following up on the leads allocated to them. So, when buying lead distribution systems, remember to find out whether or not the software can alert your sales team whenever leads are not being followed up on. After all, businesses make great efforts to generate their leads. Therefore, it's crazy to not give each and every lead the utmost attention!
Research has also found that…click on the link above for the rest of the story.
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2009 Lead Management Practices Survey Results
by Mark Friedman for The Velos Group
For the past 5 years, the Velos Group, owned by the SLMA EVP and co-founder Mark Friedman, has reached out to companies and asked them to complete a survey on their existing Sales lead Management practices. Here are the 2009 results from over 170 company responses…..once again, there is trouble in Sales Lead Management Land!
Read the major findings >
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Sales Lead Management AssociationSM Names Binky Patrol as its Charitable Partner
by Susan Finch, Founder, Binky Patrol Comforting Covers for Kids.
This 100% volunteer 501c3 corporation began by Susan Finch just saying, "yes" to every opportunity to get more volunteers,. Binky Patrol make blankets for children and teens in need of comfor and give them away. It's as simple as that.
Binky Patrol officially began in Laguna Beach, California in May, 1996 with founder and SLMA member, Susan Finch putting a sign up sheet in front of her art gallery on Forest Avenue. From its initial 5 volunteers, Binky Patrol has grown to over 110 chapters and and estimated 20,000 volunteers nationwide ranging in age from four to 94 thanks to the help of exposure on the Oprah Winfrey Show in June of 1996 Family Circle in 1998 and now promotion through the "Give a Day, Get a Day" program from Disney. The organization has several sponsorship opportunities still available.
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Trade Show Sales Lead Management
by Jim Labelle,
As the title of this article infers, I believe that many organizations have an ongoing conflict between sales and marketing. In some organizations, the "disconnect" becomes so severe that neither the sales nor the marketing organization are able to function at anywhere near optimal levels. In this article, I will share some of the strategies that have worked for my clients to defuse this internal conflict.
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Linkedin Groups You May be Interested in…
DemandGen Specialists Group
Publishers of DemandGen Report, this LinkedIn Group is for industry thought leaders in the Demand Generation and Marketing Automation space. Users of this group share best practices and solutions for lead management and lead nuturing, as well as sales and marketing automation.
- Created: June 12, 2021
- Type: Professional Group
- Members: 1,178
- Owner: Andrew Gaffney
- Managers: Sal LoSauro, Michael Santos, Nick Bhutani and Ed Cleary
- Website: http://www.demandgenreport.com
Exhibitor Group
- Created: September 18, 2021
- Type: Conference Group
- Access: This group is open to everyone
- Members: 1,721
- Subgroups: 1
- Owner: Scott Clough
- Managers: Mark Anderson, John Pavek and Teresa Blume
- Website: http://www.ExhibitorOnline.com
I like this group and it's content (James Obermayer- SLMA)
SmartLead by AdTrack
- Created: January 21, 2022
- Type: Corporate Group
- Access: This group is open to everyone
- Members: 26
- Owner: Judy Baldwin
- Website: http://www.smartlead.com
Small group to date, but nice content (James Obermayer SLMA)
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