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In this Issue:

ARTICLES:

• Nominations Accepted on October 1st for the 50 Most Influential People in Sales Lead Management in 2010.
• SLMA Radio Interviews on Sept 23rd, Laura Patterson, Vision Edge Marketing and Jill Konrath, Selling to Big Companies.
• Book Review: Own the Room
• End of Quarter Blues? Sales Analytics Can Change the Game - by Brad Peters, CEO and Co-founder of Birst
• What's the best way to track the sales leads that are passed to Channel Partners? - by Andy Brownell
• How to Bounce Back from Any Setback - by Jack Perry, The Respect Factor
• SEO: 5 Benefits of Keyword Management - by Elisa Gabbert
• Paul McCord joins SLMA's hard-working executive staff as a non-paid volunteer doing book Reviews.
• On SLMA Radio: Upcoming Interviews with Sales Lead Management CEOs

Articles:

Nominations Accepted on October 1st fo the 50 Most Influential People in Sales Lead Management 2010.

On October 1st the nominations page on the SLMA site will be open for members to nominate up to three people they believe are the most influential people in sales lead management.  SLMA co- founder Susan Campanale said"This year, as last year, the    process is divided into nominating and voting. 

Read the full details >>

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SLMA Radio Interviews on Sept 23rd, Laura Patterson, Vision Edge Marketing and Jill Konrath, Selling to Big Companies.

Listen to opinionated, to the point; some say pushy, driven, accomplished women who grow companies!

Talk about powerful, on the edge, well known CEO's, Laura Patterson and Jill Konrath  guide large and small companies to usual growth through vastly different approaches

Jill Konrath, Chief Sales Officer of Selling to Big Companies, in the top ten of the Fifty Most Influential People in Sales Lead Management in 2009 is the author of three books, SNAP Selling, Selling to Big Companiesand Get Back to Work Faster.  A leading sales strategist and a  thought leader in B2B sales is an in-demand sales speaker who provides much needed wake-up calls to sales organizations.  She is a passionate spokesperson for turning the sales force into a competitive advantage

Laura Patterson, is CEO of a VisionEdge Marketing, Inc. a data-driven and metrics-focused marketing firm that specializes in improving marketing performance and helping organizations create a competitive advantage designed to attract, secure and retain profitable customers.  Their services include marketing performance management and measurement , marketing and sales alignment , product and strategic marketing , and professional development . She is also a two time author; her latest book is Marketing Metrics in Action.  

Tune in Thursday at 5 PM PST at SLMA Radio.  Can't make it?  Tune in later by accessing a recording of the program on the following Monday by visiting the SLMA web site. 

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Book Review: Own the Room: Business Presentations that Persuade, Engage, & Get Results

Reviewer: Paul McCord

Kindle Edition:  £10.15
List Price: £12.74

Put a classically trained actor, an award winning director, and a clinical psychologist together and what do you get?  Why a book that should be on every seller's bookshelf, of course.

David Booth, Deborah Shames, and Peter Desberg, the authors of Own the Room: Business Presentations that Persuade, Engage, & Get Results (McGraw Hill: 2010), are not the typical authors you'll run across when looking for a book that can help you increase your sales and income.  I wouldn't be surprised to learn that none of the authors can define the Puppy Dog Close, write a top notch cold calling script, or coach you through the negotiation process with a tough customer. 

They don't know sales; they know people, they know presentation, they know how to connect with others.  They know how to use words, body language, voice, props, and silence—all the things that we sellers use every day, usually with little grace and less control—to gain and keep someone's attention.  More importantly, they know how to turn attention into genuine interest. 

View the full review here >>

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End of Quarter Blues?  Sales Analytics Can Change the Game

Brad Peters, CEO and Co-founder of Birst

Of course, every sales manager feels the pressure of the pending quarter close.  A sales analytics application can provide a fact-based answer to one of the toughest challenges—delivering a realistic and defendable forecast.  Every sales executive and their lieutenant in sales operations knows the drill—run the reports, populate the master spreadsheet, estimate the probability of close, and make a best guess for the final number.  And if you are like most, you worry about your forecast and your ability to allocate all of your resources to get the desired results.

Read the full story >>

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What's the best way to track the sales leads that are passed to Channel Partners?

by Andy Brownell, Chief Marketing Officer, LeadMaster Inc.

For those of us who do business through channel partners, finding out exactly what happened to leads that are sent to the channel is always a challenge. How many of those leads did your partners follow up with? How many turned into sales? What's the ROI for each program that generated those leads?

If you're fortunate enough to have a channel sales rep helping your partners follow up with and close leads, you're doing a better job than most. Still, many leads fall through the cracks. Why? Because sales is a numbers game and warm/cool leads are on the losing team. Each partner rep may work with dozens of channel partners each of whom may work hundreds of leads. And when a rep is working to close a deal, he's not focused on the other leads.

Read the full article on the SLMA Blog >>

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How to Bounce Back From Any Setback

by Jack Perry, The Respect Factor

Success isn't measured by how many times you get knocked down; it's measured by whether or not you choose to get up. Your life is like a book—but  it's non-fiction, rather than a fairy tale. Some chapters contain tales of great success and happiness, and some feature failure and sadness. When you experience the inevitable challenging times in life, how do you react? Do you wallow in self-pity and let the experience cripple you, or do you take the challenge head on and remain positive and bounce right back? You can choose.

Read the full story >>

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SEO: Five Benefits of Keyword Management

by Elisa Gabbert

Search engine optimization (SEO) is often associated with keyword research, and pay-per-click (PPC) marketing with bid management. But people rarely talk about keyword management—all the work that has to happen between discovering keywords and managing bids. Keyword management, or the analysis, organization and refining that occurs in the middle ground before you publish content and adjust bids, is both the most important and the most overlooked part of paid and organic search marketing.

Keyword management is more involved than plain-old keyword research—it's an innovative approach to discovering, analyzing, grouping and organizing large numbers of keywords. It's worth it because it makes everything else you do in search marketing more effective, meaning you drive more leads and sales and get a higher return on investment (ROI).

Read the full story >>

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Paul McCord joins SLMA’s hard-working executive staff as a non-paid volunteer doing book Reviews

Paul MCCord, President of McCord Training has officially become the SLMA's book reviewer.  Paul has reviewed most of the books featured on the SLMA book reviews section of the web site. Paul's sales and management experience is across a broad swath of the sales world combined  with his years of experience training and consulting with companies of all sizes in dozens of industries.   

McCord is the author of two best-selling sales books: Creating a Million Dollar a Year Sales Income: Sales Success through Client Referrals (2006) which has been selected as an offering by the prestigious Forbes Book and SuperStar Selling: 12 Keys to Be Becoming a Sales SuperStar (2008). His newest book, Bust Your Slump (2010) gives salespeople 12 proven and effective strategies to increase their pipelines quickly. Paul is also the author of the highly popular Sales and Sales Management Blog which is often picked up in syndication by Fox Business News, Reuters, the Chicago Sun Times, and Nielsen Business Media.

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On SLMA Radio: Upcoming Interviews with Sales Lead Management CEOs

Sept 23rd
1st Interview:  Laura Patterson, Vision Edge Marketing
2nd  Interview: Jill Konrath,  Selling to Big Companies

Sept 30th
Carlos Hildago, President of The Annunitas Group  Co
Jeff Solomon,EVPO and Co-Founder of  Leads360

Oct 7th
Lisa Cramer, CEO of LeadLIfe Solutions and an SLMA Advisory Board Member.
Russell Kern, President of The Kern Organization

Read the full schedule>>

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