June 2010

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Sales Lead Management Association^SM June 2010 Newsletter

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What Will Your Company Do for Sales Lead Management Week

Sales Lead Management Week is upon us for the third year.  Traditionally, this has been a week for webinars, seminars, podcasts, speeches and blog entries that discuss the importance of lead follow-up and ROI reporting for lead generation.  The SLMA site has ideas for companies that believe it isn't enough to generate the lead, it must also be managed.   The SLMA challenges marketing and sales officers to create events around the topic of lead management.

IDEAS HERE >>

In this Issue:

ARTICLES:

• (PDF)An Integrated Approach – Marketing’s Holy Grail -By John P. Foley, Jr. - interlinkONE, Inc.
• Free Tools to Increase Your Online Visibility By Susan Finch - Susan Finch Web Solutions
• Book Review: Crush Price Objections: Sales Tactics for Holding Your Ground And Protecting Your Profit
  by Tom Reilly
• Practical Ways Sales Can Improve Lead Conversion By Mari Anne Vanella, CEO/ Founder, The Vanella Group, Inc.
• SLMA Attends National BMA Conference

ASK THE EXPERTS - A PARTIAL LIST:

View the full list here >>

Consider becoming an expert resource on our site >>

SLMA SPONSOR SPOTLIGHT:

• Blitz Lead Manager
• The Vanella Group
• The Velos Group
• Sales Leakage Consulting

Issue Articles:

Free Tools to Increase Your Online Visibility

By Susan Finch, Susan Finch Web Solutions Provider

It's about more than Google's free tools, although they are helpful and important. Companies are regularly bombarded by rankings "experts" promising to get them on the first page of search engine results for X amount of dollars. Many that take the bait without taking the time to do a bit of research, deeply regret it. They made the high rankings with nonsense content sites that gave them no credibility, were blacklisted by several browsers due to leave behind ads and tracking cookies. It was bad and took me months to undo the damage.

Read the full story >>

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Book Review: Crush Price Objections: Sales Tactics for Holding Your Ground And Protecting Your Profit

By Tom Reilly, reviewed by Paul McCord

Price.  We salespeople are always thinking price because we think our prospects and clients are always thinking price. But we're not really thinking about price, we're fearing price.  We're always looking for ways to take price out of the equation, which for most of us means trying to figure a way to come in with the lowest price.

Read the full review here >>

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Practical Ways Sales Can Improve Lead Conversion

By Mari Anne Vanella, CEO/ Founder, The Vanella Group, Inc.

What's the Problem?

Sales enablement platforms, Marketing automation, and access to enormous amounts of data on the internet have generated greater depth of sales intelligence. This has led to an increase in both the quality and number of leads identified for sales reps. In addition, online events, email campaigns, tradeshows, white papers, and many other methods bring in large volumes of prospects. It is therefore critical that success criteria and metrics be maintained so as to determine areas of focus.

Read the full story >>

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SLMA SPONSOR SPOTLIGHT:

Blitz Lead Manager

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The Vanella Group

The Vanella Group, Inc. is the premier provider of High Quality, High Touch Telesales/Lead Generation services for High Tech Companies.  Our opportunity-based Telesales 2.0™ methodology achieves unmatched results while also bringing best-practices in technology and execution to the entire lead generation process. Those two elements combined meet the highest possible levels of performance on lead generation programs.   Now entering our 9th year, we have been providing best-in-class Telesales and Lead Generation solutions exclusively for the High Tech industry with proven results. Learn more here >>

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The Velos Group

The Velos Group is dedicated to helping companies accelerate their sales results and attain market leadership using sophisticated Database Marketing, Telemarketing Support, Sales Lead Management and Sales Force Automation techniques.  We help our clients generate a steady stream of qualified leads and QUICKLY turn sales inquiries into qualified prospects .Learn more here >>

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Sales Leakage Consulting

Formed in 1996, by James Obermayer serves the needs of corporations in the business to business market place,Sales Leakage is defined as preventable breakdowns and points of friction that contribute to unnecessary sales losses. Sales Leakage includes the many "leaks" which hurt sales productivity, reduce marketing effectiveness and waste the three most valuable resources a company has: time, money, and people. Learn more here >>

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