Sales Lead Management AssociationSM Newsletter
In this Issue
Free Recorded Online Briefing Addresses Critical Question of Why Sales Opportunities Are Stalling – And Why Generating More Leads Isn't The Answer
By PointClear - www.pointclear.com
PointClear and Sales Performance International Explain Why Sales Needs Fewer Leads, Even in Tough Times
In the current down economy, many companies are experiencing less activity in their sales pipelines. But is crowding the pipeline with more leads the answer? A recorded webinar co-presented by PointClear, LLC (www.pointclear.com) and Sales Performance International (www.spisales.com) explains why actually creating fewer, yet higher-quality leads can result in increased sales performance – even in today's tighter markets.
The webinar,"Why Sales Needs Fewer Leads, Even in Tough Times," is accessible without charge on the PointClear website.
Among the topics covered:
- Why your sales are stalling and what you can do about it
- Why bridging the gap between sales and marketing is more critical than ever
- What to do after you find the right lead to convert it into closed business
To access the complimentary webinar, visit the PointClear website at www.pointclear.com. Back to top ^
Do We Really Need More?
by Carlos Hidalgo, Partner - The Annuitas Group
Talk to virtually any sales person about their greatest want on a day-to-day basis and they will most likely tell you they need more leads. Yes, I know I am picking on sales people here. I can because I used to be one and was the chief of proclaiming that we weren't getting enough leads.
The usual cycle at most companies starts with sales complaining about not getting enough leads. So, marketing launches a campaign which hauls in a bunch of leads, which they then pass to sales. Sales rummages through the leads, selects the ones they believe have the best chance of bringing them to quota, and ignore the rest. Within 3 months the cycle starts all over again.
 About the Author
Carlos Hidalgo - Partner - The Annuitas Group
Carlos Hidalgo is a partner with The Annuitas Group. His experience includes overseeing all aspects of SMB marketing for companies such as BMC Software and McAfee. He has also worked with companies such as Microsoft, IBM, Hewlett-Packard, and Avnet delivering strategic marketing, lead management and database development programs.
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Fundamentals of Sales Management: I
“What I always wanted to know about sales management
but was too busy to ask"
by Philip A. Nasser
www.salesproductivityinstitute.com
Auto-pilot your business in this downturn economy!
No one can afford to lose a single lead because of lack of timely follow up. Nonetheless, businesses are losing a ton of money because of archaic follow up systems. How can you automate your system to make sure nobody slips through the cracks?
This article will address the financial benefits of automating your sales force and simplifying, even automating the operational use of a Customer Relation Management System (CRM).
 This article originally appeared in a book co-authored by Philip A. Nasser entitled, Find Lost Revenue: Uncover Hidden Causes of Common Sales & Marketing Problems, Solutions Press, Newport Beach, CA 92660, January, 2009. The book is co- authored by Patrick McClure, Mark L. Friedman, Judy Key Johnson, Philip A. Nasser and James W. Obermayer.
About
the Author: Mr. Nasser is the President of Sales Productivity Institute LLC. www.salesproductivityinstitute.com and can be reached at 949-768-1630.
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Prove That Your Marketing-driven B2B Lead Generation is Paying Off
(Save your budget and maybe your job.)
by M. H. "Mac" McIntosh
Budgets are being cut in every department and now your boss wants to see evidence that the money and resources the company's investing to generate leads are really paying off. You start to sweat.
Relax. It is surprisingly easy to prove that your marketing-driven lead generation program is contributing to your company's bottom line, and that sales would suffer without it. Here's how.
Show the relationship between your marketing-driven lead generation and sales revenue
Start by looking for sales and revenue that can be linked to leads generated by your marketing activities. Simply compare lists of new or recent customers or invoices to companies or people in your marketing database and look for matches.
You don't have to find every sale that resulted from your marketing activities. Sometimes all it takes is one big sale to justify your entire program.
 About the Author:
M. H. (Mac) McIntosh is described by many as one of America's leading business-to-business marketing consultants and an expert on the subject of sales leads. Mac specializes in helping companies generate more high-quality sales leads and turn more of those leads into sales. For more information, or to request a free subscription to his newsletter, Sales Lead Report®, please visit www.sales-lead-experts.com
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Can You Afford Losing Leads Because You Did Not Follow Up On Time?
By Kirtan Patel
LeadOrganizer.net [email protected]
Auto-pilot your business in this downturn economy!
No one can afford to lose a single lead because of lack of timely follow up. Nonetheless, businesses are losing a ton of money because of archaic follow up systems. How can you automate your system to make sure nobody slips through the cracks?
This article will address the financial benefits of automating your sales force and simplifying, even automating the operational use of a Customer Relation Management System (CRM).
By the end of this article you will know how to easily close out leads and save time and money. All this without losing a single lead due to lack of communication.
Read the full article
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Announcing the publication of
Find Lost Revenue: Uncover Hidden Causes to Common
Sales and Marketing Problems
 LOS ANGELES, March 16, 2022 – Finding new revenue is often a long, tough and expensive business proposition; finding lost revenue opportunities can be a much faster and less costly way to bring in sales dollars. In this newly-published 232-page book, five top-flight executives have come together to discuss 63 of the most common lost revenue issues facing B2B companies, and offer solutions to turning opportunities into sales.
These seasoned pros have learned through their own corporate experience, interim management assignments, and consulting practices how to spot, diagnose and solve lost revenue issues confronting small to large companies.
The book is available on Amazon.com or the Sales Productivity Institute (949) 763 1630.
It is also on the Find Lost Revenue Wseb Site.
Find Lost Revenue: Uncover Hidden Causes to Common Sales and Marketing Problems
By Patrick McClure, Mark L. Friedman, Judy Key Johnson, Phillip A. Nasser and James W. Obermayer
Solutions Press, Newport Beach CA, 232 pp., $23.95 ISBN 0975267167
Read the full review here >>
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