Sales Lead Management Association - managing leads to maximize sales

Resources - Articles

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Articles	Books	Ask The Experts - MEMBERS ONLY
please select a topic below to preview titles
Benchmarking	Case Studies / White Papers	Check Lists & Job Descriptions
Common Mistakes	Cooperation Between Sales & Marketing	CRM
Fulfillment	Inquiry Generation	Research
ROI Reporting	Sales Lead Distribution	Sales Lead Management
Sales Lead Nurturing	Sales Lead Qualification	Sales Management
Social Media/Networking	Telemarketing	Trade Show Lead Acquisition & Management


Review the Results of the 2007 Sales Lead Management Survey
Benchmarking (return to top of page)
►	Assessing Lead Source Effectiveness - Sales Benchmark Index

Case Studies / White Papers (return to top of page)
►	Online Sources of B-to-B Data: A Comparative Analysis - by Ruth P. Stevens & Bernice Grossman
►	Multi-Media Multi-Touch Channel Marketing Case Study - by Tom Judge - Instructor at Univ. of California Extension program and VP of Strategy & Business Development at Direct Marketing Partners
►	Multi-Media Multi-Touch Direct Marketing Case Studies - by Tom Judge - Instructor at Univ. of California Extension program and VP of Strategy & Business Development at Direct Marketing Partners
►	Multi-Media Multi-Touch Education Market Case Study - by Tom Judge - Instructor at Univ. of California Extension program and VP of Strategy & Business Development at Direct Marketing Partners
►	Sailing to Greater Sales - SafeHarbor Relies on PointClear to Navigate Choppy Sales Waters and Steer it Toward Higher Quality Leads
►	The Cure for Provider and Payor Pains - PointClear Helps Leading Health Information Company Convert Sales Leads Into Ready Buyers
►	Using ROI To Reduce Sales Cycle Time - by Glen S. Petersen, GSP & Associates
►	Website Lead Generation for Efficient Successful Prospecting - by Engago Technologies ltd.
Check Lists & Job Descriptions (return to top of page)
►	B2B Sales Lead Success Checklist - by M. H. Mac McIntosh
►	Business Rules for Inquiry Management- By James W. Obermayer - Sales Leakage Consulting
►	Common Definitions Help Prospectors Meet Sales’ Expectations - By Barry Lieberman, Advantage Plus Marketing Group
►	Inquiry Management Job Description; AKA: Demand Manager, Lead Manager, or Sales Lead Manager - Provided by the Sales Lead Management Association
►	Lead Management: The Company With the Best Process Wins - By Ruth P. Stevens
►	No Wonder Inquiry Management is Difficult - Look at the Departments Involved! By James W. Obermayer - Sales Leakage Consulting
►	Sales Lead Management Association Inquiry Management Check List Version 1
►	Ten Point Phone Marketing Checkup for Lead Generation and Qualification - By Michael A. Brown

Common Mistakes (return to top of page)
►	Common Mistakes in Fulfillment Packages- By James W. Obermayer - Sales Leakage Consulting
►	The Dreaded Qualified Sales Lead Deficit Syndrome- by Tom Judge - Instructor at Univ. of California Extension program and VP of Strategy & Business Development at Direct Marketing Partners
►	Three Types of Inquiry Management Programs - By James W. Obermayer, Sales Leakage Consulting
►	Typical Points of Inquiry Leakage - By James W. Obermayer - Sales Leakage Consulting
Cooperation Between Sales and Marketing (return to top of page)
►	Do you Have a Sales Plan? - By by Phil Nasser, President, Sales Productivity Institute
►	Benchmarking: How to Keep Things Dynamic and Proactive - By James W. Obermayer - Sales Leakage Consulting
►	Cooperation Always Based On Self-Interest - By James W. Obermayer, Reprinted With Permission From BtoB
►	Sales and Marketing Can Love Each Other: Six Steps to Creating the Best Sales Leads - By Mark Friedman, Partner, Cerius Consulting Group
►	Sales versus Marketing: Bridging the Gap; Couples Therapy for Sales and Marketing - By Ruth P. Stevens

CRM (return to top of page)
►	Sales Force Automation - By Gilber E. Cargill Cargill Consulting Group, Inc
►	Implementing a Successful Solution Selling System - by Phil Nasser, President, Sales Productivity Institute
►	Create a Communications Powerhouse with your Sales Force Automation/Customer Relationship Software - The Velos Group
►	CRM, Where is Your Customer and Your Relationship?- By Bill Rice, Founder and CEO of Kaleidico
►	From Poor to Perfect: 6 Steps to Launching a New CRM Application - By Patrick R. Cahill, Wellesley Hills Group
►	If your company is so unique, why is your Sales Force Automation software still “One size fits all?” - By Mark Friedman, Partner, Cerius Consulting Group
►	Increasing SFA/CRM Software Adoption Among Your Sales Force - The Velos Group
►	Sales Software - How To Determine If It's Pushing You Forward Or Holding You Back - by Patrick Cahill: Senior Associate, Wellesley Hills Group
Choosing the right software/vendor for managing your inquiries can be difficult and expensive – if you make the wrong choice. We help you save time and money in choosing a system both Marketing and Sales can use. Visit Sales Leakage Consulting or call 714 998 1737.
►	So, You're a Small Company and Don't Think Sales Lead Management and Sales Force Automation is for you? - The Velos Group
Fulfillment (return to top of page)
►	Four Steps To Solving The Biggest Problem With Most Presentations Produced By The Marketing Department - By Dave Paradi, www.ThinkOutsideTheSlide.com
►	Key to Great Inquiry Fulfillment - by Robert Bly - Freelance Copywriter and Author
►	The Literature Package - By James W. Obermayer - Sales Leakage Consulting

Inquiry Generation (return to top of page)
►	Online Sources of B-to-B Data: A Comparative Analysis - by Ruth P. Stevens & Bernice Grossman
►	The Importance of Inquiry Generation - by Scott Buresh, Medium Blue
►	Making PR Accountability Second Nature - by Christel Hall, PRowrite Public Relations
►	If Revenue is the Issue, Why Do Presidents Reduce the Sales Staff? - By James W. Obermayer - Sales Leakage Consulting, Inc.
►	Generating Referral Leads - by Jay Hidalgo - Annuitas Group
►	31-derfully Simple Ways To Make Your Ads Generate More Inquiries - by Robert Bly - Freelance Copywriter and Author
►	50 Lead Generating Tips by Robert Bly - Freelance Copywriter and Author
►	Automating Demand Generation: The Power of "Factory Thinking" in Sales and Marketing How leading companies are using management techniques, traditionally applied to manufacturing, to optimize and accelerate the demand generation process. - by Eloqua
►	Be First in Mind: What Does It Mean to “Be First in Mind”? - By Lisa Cramer, Chief Sales & Marketing Officer for FirstWave Technologies, Inc.
►	The Business Case for Integrated Demand Generation How B2B Marketers Deliver Measurable Results - Elevating Their Companies and Their Careers - by Eloqua
►	Creating Opportunity in a Down Economy - By Robert J. Moreau, Executive Vice President in Charge of Sales, Marketing and Client Solutions for Rubicon Marketing Group
►	Five Elements of an Effective Website Landing Page: How to Turn Your Website into a Lead Capturing Tool: - by Erica Stritch, Wellesley Hills Group
►	Inconceivable! – 7 Misconceptions about Professional Services Lead Generation - by Mike Schultz and John Doerr
►	Profiling Targeting and Segmentation - Lisa Cole-Paquin, Senior Vice President, Principal Marketing Strategist, Protocol B2B
►	Referral Programs to Increase Leads: How to maximize lead generation in a slow economy - By Chris Edwards, AdTrack, Vice President, Sales & Marketing
►	The Power of the Marketing Pyramid - by John Doerr, President of Wellesley Hills Group
►	Top 10 Lead Generation Mistakes Made by Professional Services - by John Doerr, President of Wellesley Hills Group
►	Website Lead Generation for Efficient Successful Prospecting- by Engago Technologies
►	What's Working in Lead Generation: How to Spend Your Time, Money, & Energy For the Best Marketing ROI in B2B Professional Services - by Mike Schultz , Publisher, RainToday.com

Research (return to top of page)
►	Sales Lead Management Association 2008 Lead Management Practices Survey Results- by The Velos Group and the Sales Lead Management Association
►	(PDF) Review the Results of the Fall 2008 Inquiry Management Study - by LEADTRACK™ and the Sales Lead Management Association
►	(PDF) May 2008 - Mid-Year Marketing Study - by BtoB Magaizine and the Sales Lead Management Association
►	(PDF)2007 Sales Lead Management Survey Results- by The Velos Group and the Sales Lead Management Association

ROI Reporting (return to top of page)
►	Prove that your marketing-driven B2B lead generation is paying off - by M. H. "Mac" McIntosh
►	5 Essential B-to-B Direct Marketing Metrics - By Ruth P. Stevens
►	5 Key Event Metrics, And How To Apply Them! - By Ruth P. Stevens
►	5 Proven Ways to Increase e-commerce Response - By Ruth P. Stevens
►	Business Rules for Inquiry Management - By James W. Obermayer - Sales Leakage Consulting, Inc.
►	Comprehensive Follow Up Planning is Essential by Susan Friedmann - CSP, The Tradeshow Coach
►	Lead Management ROI - by Dick Lee, Commissioned by Performark
►	Make Top-Down Support for a Stand-Alone Sales Prospecting Cycle Your Priority - By Barry Lieberman, Advantage Plus Marketing Group
►	Measuring B2B Lead Generation Campaigns - By John M. Coe, President, Protocol B2B
►	Show Me the Money Maximizing Tradeshow ROI - by Susan Friedmann - CSP, The Tradeshow Coach
►	Success is in the Numbers; Base your campaign decisions on marketing math fundamentals - By Russell Kern
►	The Six Ways to Prove the ROI for Sales Inquiries - By James W. Obermayer - Sales Leakage Consulting, Inc.
►	Using ROI To Reduce Sales Cycle Time - by Glen S. Petersen, GSP & Associates
►	When Will the Agencies Step Up? - By James W. Obermayer, Sales Leakage Consulting
►	Yes, You Can Convert Marketing Dollars Into Greater Sales and Profits - By Barry Lieberman, Advantage Plus Marketing Group

Sales Lead Management (return to top of page)
*Are you concerned about a slowing economy and how it will affect your business?* Contact LEADTRACK™ to learn how to optimize marketing investments with improved sales lead management and campaign effectiveness. In a down business cycle you must be able to capitalize on every inquiry and justify all marketing programs. LEADTRACK™ can help. www.leadtrack.com
►	10 Strategies for Effective Lead Distribution - By Bill Rice, Founder and CEO of Kaleidico
►	9 Steps to Convert Website Visitors into Leads - by Engago Technologies
►	Be Quick, But Don't Hurry. Sometimes a Rushed Response Can Waste Time and Money - by Chris Edwards, The AdTrack Corporation
►	Cashing in on Conferences: Lead follow up is the key - by M. H. Mac McIntosh
►	Customer Personas: Who’s Your Website Talking to? - By Erin Walker:Vice President of Products & Services and Resident Website Conversion Expert: Medium Blue
►	Effective Sales Lead Management Can Increase the Value of Your Company -The Velos Group
►	Five Keys the Marketer Needs for Sales To Work Their Leads - By Chris Edwards: The AdTrack Corporation
►	Hibernate or Dominate? Unbearable news from the sales front! By Dan McDade, President of PointClear
►	Improve the Prospect Experience for Increased Sales - Check Your Sales Cycle Leverage Points to Maximize Value - AdTrack
►	Integrating Web Inquiries into your Sales Lead Management System - By Mark Friedman Partner, Cerius Consulting Group
►	Lead Management: The Company With the Best Process Wins - By Ruth P. Stevens
►	Lead Organizing is NOT Lead Managing - by Keith Burwell, Kaleidico Lead Management Software
►	Mobile Dictation: Improving Lead Capture and Management By Eric Tippetts, www.mymobidic.com
►	Online Sales Leads Using Traditional Methods - By Erin Walker:Vice President of Products & Services and Resident Website Conversion Expert: Medium Blue
►	Optimizing Sales Leads: Moving Quickly From Inquiry To Lead To Closure - by Drew Stevens PhD, Getting to the Finish Line.
►	Sales Lead Management: It’s All About Long Range Sales Leads. - By Al Davidson, President and Owner of Strategic Sales & Marketing, Inc.
►	Sales Lead Management Systems: Will Marketing Get the Credit IT Deserves? - By DR Anonymous
►	Sales Leads are a lot more like Fresh Fish than Fine Wine!! - By Mark Friedman, Partner, Cerius Consulting Group
►	Sales Stages: Funnel, Opportunity, Deal, or Pipeline - By James W. Obermayer - Sales Leakage Consulting
►	Seven Ways to Motivate Salespeople to Follow Up Inquiries - By James W. Obermayer - Sales Leakage Consulting
►	Survive and Thrive in a Recession - By Michael A. Brown
►	Ten Critical Success Factors to Turn Leads into Customers - by Jim LaBelle, President of LEADTRACK™ Software
►	The 7 Barriers to Cold Calling and Lead Follow Up - by Richard Erschik, President, Leads To Sales
►	The Velos Group Sales Lead Management Practices Survey Results - Part 1 - The Velos Group
►	The Velos Group Sales Lead Management Survey Results - Part 2: - The Velos Group
Choosing the right software/vendor for managing your inquiries can be difficult and expensive – if you make the wrong choice. We help you save time and money in choosing a system both Marketing and Sales can use. Visit Sales Leakage Consulting or call 714 998 1737.
►	Three Types of Inquiry Management Programs - By James W. Obermayer - Sales Leakage Consulting
►	Thriving In A Downturn Economy - by Lisa Cole-Paquin - SVP, Principal Marketing Strategist, Protocol Integrated Direct Marketing
►	Tighten Lead Management - Small Improvements Yield Big Results in Revenue and Profit - by Mike Schultz
►	Top Performing Companies Implement the Sales Lead Management Process More Effectively - The Velos Group
►	Website Conversion: Meet Your New Sales Rep - By Erin Walker:Vice President of Products & Services and Resident Website Conversion Expert: Medium Blue
►	Why Does Marketing Cost So Much? - By Gil Cargill - Cargill Consulting Group
►	Why Lead Theft Is A Myth - by Keith Burwell, Kaleidico Lead Management Software
►	Why Most Sales Lead Management Programs Fail Part 1 of 2-By Mark Friedman, Principal, Cerius Consulting Group
►	Why Most Sales Lead Management Programs Fail; Part 2 of 2 - By Mark Friedman, Principal, Cerius Consulting Group

Sales Lead Nurturing (return to top of page)
►	21st Century Consumer - by John Trkla, President & CEO of Red Oak Marketing Group
►	Closed-Loop marketing - By Gilber E. Cargill Cargill Consulting Group, Inc
►	Can you afford losing leads because you did not follow up on time? - By Kirtan Patel LeadOrganizer.net
►	**Do We Really Need More? - By Carlos Hidalgo, Partner, Annuitas Group**
►	Close More Sales By ‘Seeing’ The Window of Dissatisfaction - By Craig Elias, Founder and Chief Catalyst, SHiFT Selling, Inc.
►	Keep Prospects Engaged over Long Sales Cycles with Effective Drip Marketing Campaigns - By Sundeep Parsa, VP of Client Services and Co-founder Market2Lead
►	Lead Generation, Secret Sauce; Maintaining Multiple Contacts At Each Client Company Is A Proactive Step For Holding Leads - by Ronald Lang, President of Majestic Consulting Group, Inc.
►	Lead Nurturing, More Than Birthday Cards - By Bill Rice, Founder and CEO of Kaleidico
►	Lead Recycling: Maximizing the Value of Every Sales Lead - By Howard J. Sewell
►	Shorten Sales Cycles … By Capitalizing On Trigger Events - By Craig Elias, Creator of Trigger Event Selling and Chief Catalyst, SHiFT Selling, Inc.
►	Split The Sales Cycle Into Two Critical Business Processes- By Barry Lieberman, Advantage Plus Marketing Group
►	What Do You Do When a Prospect Turned Over to Sales Is Not Ready to Buy?- By Barry Lieberman, Advantage Plus Marketing Group
►	What Sales Really Needs From Marketing - Seven Strategies to Get More & Better Prospects into Your Sales Pipeline, Author Jill Konrath From her book, "Selling to Big Companies" Paper is sponsored by Eloqua and Pragmatech Software
Sales Lead Qualification (return to top of page)
►	The Importance of Website Conversion - By Scott Buresh Medium Blue - a search engine optimization company
►	How to End the Perpetual Sales vs. Marketing Conflicts - By Gilber E. Cargill Cargill Consulting Group, Inc
►	Lead Scoring - In response, many companies are developing formal numeric lead scoring systems that will allow them to effectively qualify, route and nurture leads. - by Jay Hidalgo - Annuitas Group
►	Accelerating Demand Generation with Codynamic Lead Scoring - How to apply breakthrough strategies in lead scoring methodology and automation to increase top-of-funnel conversion rates. - by Eloqua
►	Building Customer Profiles; Know Your Customer and Increase Sales - The Velos Group
►	Building Smarter Landing Pages for Stronger Leads - By Julie Mason, General Manager, Kellysearch.com
►	Coding Marketing Inquiries to Track Sales Results - By Mark Friedman, Partner, Cerius Consulting Group
►	Converting Web Clicks into Clients: How to engage prospects throughout the buying process - By Julie Mason, General Manager, Kellysearch.com
►	Digital Body Language Reading and Responding to Your Prospects’ Buying Behavior in the Web 2.0 World - by Eloqua
►	Forget the ABC’s of Lead Scoring - by Lisa J. Cramer; Chief Sales & Marketing Officer, FirstWave Technologies, Inc.
►	Give Your Salespeople the Qualified Prospects They Can’t Wait to Meet! - By Barry Lieberman, Advantage Plus Marketing Group
►	Good Leads, Bad Leads - by Ronald Lang, President of Majestic Consulting Group, Inc.
►	How to Shorten The Sales Cycle - by Glen S. Petersen, GSP & Associates
►	Marketing Qualification Stages - By James W. Obermayer - Sales Leakage Consulting
►	Not all Leads are Created Equal – the Value of Lead Scoring - By Mark Friedman, Partner, Cerius Consulting Group
►	Real-Time, Right Time-Selling Rapidly Sensing and Responding to Prospect Demand within Complex Sales Processes - by Eloqua
►	Sales Inquiries are Not Sales Leads: The Case for Qualifying Sales Inquiries - By Mark Friedman, Partner, Cerius Consulting Group
►	Sales Lead Programs—Another “Inconvenient Truth” - Produced By Performark; Written By Dick Lee
►	Sales Lead Programs—Putting The Shoe On The Sales Foot - Produced By Performark; Written By Dick Lee
►	Secrets of Trade Show Lead Management Quality Trumps Quantity - by Ruth P. Stevens
►	Scoring: A Leading Priority for Marketers - By LISA J. CRAMER, FirstWave Technologies Inc.
►	The Dreaded Qualified Sales Lead Deficit Syndrome- by Tom Judge - Instructor at Univ. of California Extension program and VP of Strategy & Business Development at Direct Marketing Partners
►	Think Beyond the Click: How to Build a Better Landing Page - By Julie Mason, General Manager, Kellysearch.com
►	Time to Rethink BANT; It ’s called lead generation, not purchase order generation, for a reason - by Russell Kern

Sales Management (return to top of page)
►	Why Just Survive in a Recession When You Can Thrive- By Gilber E. Cargill Cargill Consulting Group, Inc
►	Pipeline or Pipe Dream - By Gilber E. Cargill Cargill Consulting Group, Inc
►	Fundamentals of Sales Management (for Entrepreneurs) I - by Philip Nasser, President www.salesproductivityinstitute.com
►	Fundamentals of Sales Management (for Entrepreneurs) II - by Philip Nasser, President www.salesproductivityinstitute.com

Social Media/Networking (return to top of page)
►	How to Make Your Niche Follow You Anywhere - by Susan A. Friedmann,CSP Nichepreneur

Telemarketing (return to top of page)
►	Top 5 ways to leverage teleprospecting for high quality enterprise leads -By Denny Head eDemand Leads LLC all rights reserved. www.edemandleads.com
►	Call Them All—You Never Know Who Will Say YES! - by Dr. Gary S. Goodman, President Customersatisfaction.com Clientrelations.com
►	5 Elements of a Perfect Telephone Script - by Dr. Gary S. Goodman, President Customersatisfaction.com Clientrelations.com
►	Scripts Are Essential But You Need The Three T’s To Bring Them to Life! - by Dr. Gary S. Goodman, President Customersatisfaction.com Clientrelations.com
►	How to Make a Phone Script Sound REAL- by Dr. Gary S. Goodman, President Customersatisfaction.com Clientrelations.com
►	Multi-Media Multi-Touch Channel Marketing Case Study - by Tom Judge - Instructor at Univ. of California Extension program and VP of Strategy & Business Development at Direct Marketing Partners
►	Multi-Media Multi-Touch Direct Marketing Case Studies - by Tom Judge - Instructor at Univ. of California Extension program and VP of Strategy & Business Development at Direct Marketing Partners
►	Multi-Media Multi-Touch Education Market Case Study - by Tom Judge - Instructor at Univ. of California Extension program and VP of Strategy & Business Development at Direct Marketing Partners
►	Telephone: The most valuable tool for B-to-B direct marketers - By Ruth P. Stevens
►	Ten Point Phone Marketing Checkup for Lead Generation and Qualification - By Michael A. Brown
►	Ten Tips To Improve Your Phone Results - By Michael A. Brown, www.michaelabrown.net
►	Turning the Voice Mail Lemons into Lemonade - By Ruth P. Stevens, eMarketing Strategy

Trade Show Lead Acquisition & Management (return to top of page)
►	What's missing? Tradeshow Follow-up- By Jay Hidalgo, Annuitas Group.
►	3 Ways To Develop A Business Event Marketing Strategy - By Ruth P. Stevens
►	Are You Ready for Your Next Trade Show? - by the Velos Group
►	Associations Turn to Contractors for Latest Lead Retrieval Technology - By Chris Williams, Senior Vice President of Sales at CompuSystems, Inc
►	Developing Trade Show Objectives - By Matthew Hill, President, The Hill Group
►	Get the Most out of your Trade Show Investment- By Mark Friedman, Partner, Cerius Consulting Group
►	Pre-Show Promotion How to Quadruple the Results of Your Trade Show Marketing - by Ruth P. Stevens
►	Secrets of Trade Show Lead Management Quality Trumps Quantity - by Ruth P. Stevens
►	Telephone The Most Valuable Tool for B-to-B Direct Marketers - by Ruth P. Stevens
►	Trade Show Lead Gathering Systems and Lead Form Design - The Hill Group

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Resources - Articles

SLMA Members are able to view this page with links to the articles. Not a member yet? Please take a moment to register to gain full access to all the resources listed below.

Benchmarking (return to top of page)

Case Studies / White Papers (return to top of page)

Check Lists & Job Descriptions (return to top of page)

Common Mistakes (return to top of page)

Cooperation Between Sales and Marketing (return to top of page)

CRM (return to top of page)

Fulfillment (return to top of page)

Inquiry Generation (return to top of page)

Research (return to top of page)

ROI Reporting (return to top of page)

Sales Lead Management (return to top of page)

Sales Lead Nurturing (return to top of page)

Sales Lead Qualification (return to top of page)

Sales Management (return to top of page)

Social Media/Networking (return to top of page)

Telemarketing (return to top of page)

Trade Show Lead Acquisition & Management (return to top of page)

SLMA Group on linkedin.com

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Click on this link
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Resources - Articles

SLMA Members are able to view this page with links to the articles. Not a member yet? Please take a moment to register to gain full access to all the resources listed below.

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SLMA Group on linkedin.com

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 and you will be connected to Sales Lead Management Group. Follow the instructions.

Click on this link
and you will be connected to Sales Lead Management Group. Follow the instructions.