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Resources -
Articles
As a member of the Sales Lead
Management Association, you will have access to a library of
resources that will help you do your job better and be more
successful.
Not a
member yet? Please take a moment to
register
to gain full access to all the resources listed below.
When you join, there will be no
meetings or dues, only access to information and to a panel of
experts who can help you solve difficult Sales Lead Management
issues you are facing.
Register
now.
Submit
your articles to the SLMA for inclusion in our Resources section.
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Case
Studies / White Papers
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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 |
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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 |
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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 |
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Sailing to Greater Sales -
SafeHarbor Relies on PointClear to Navigate Choppy Sales Waters and
Steer it Toward Higher Quality Leads |
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The Cure for Provider and Payor Pains -
PointClear Helps Leading Health
Information Company Convert Sales Leads Into Ready Buyers |
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Website Lead Generation
for Efficient Successful Prospecting - by Engago Technologies
ltd. |
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Check Lists & Job
Descriptions
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to top of page) |
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B2B Sales
Lead Success Checklist
- by M. H.
Mac McIntosh |
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Business Rules for Inquiry
Management
- By James W. Obermayer - Sales Leakage
Consulting |
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Common Definitions Help Prospectors Meet Sales’ Expectations
- By Barry Lieberman, Advantage Plus Marketing Group |
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Inquiry
Management Job Description;
AKA: Demand Manager, Lead
Manager, or Sales Lead Manager - Provided by the Sales Lead
Management Association |
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Lead
Management: The Company With the Best Process Wins - By Ruth
P. Stevens |
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No Wonder Inquiry
Management is Difficult - Look at the Departments Involved!
By James W.
Obermayer - Sales Leakage Consulting |
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Ten Point Phone Marketing Checkup for
Lead Generation and Qualification
- By
Michael A. Brown |
 Advertise on the SLMA Web Site!
Reach potential
customers. Promote your products & services.
Feature
your company here! |
|
Advertise on the Sales Lead Management Association
Web Site!
Reach potential
customers
Promote your products & services
Feature
your company here!
 |
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Common Mistakes
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to top of page) |
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Common
Mistakes in Fulfillment Packages - By
James W. Obermayer - Sales Leakage Consulting |
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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 |
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Three Types of Inquiry Management Programs
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By James W. Obermayer, Sales Leakage Consulting |
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Typical Points of Inquiry Leakage - By James W.
Obermayer - Sales Leakage Consulting |
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Cooperation
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Benchmarking:
How to Keep Things Dynamic
and Proactive - By
James W. Obermayer - Sales Leakage Consulting |
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Sales and
Marketing Can Love Each Other: Six Steps to Creating the Best Sales
Leads
- By Mark Friedman,
Partner, Cerius Consulting Group |
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Sales
versus Marketing: Bridging the Gap; Couples Therapy for Sales and
Marketing - By Ruth P. Stevens |
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Whether it’s a new
implementation or you need to evaluate your existing system, our
CRM-360 survey is your best first step to success.
Learn more. |
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CRM
(return
to top of page) |
Participate in the SLMA
/ Velos Group Sales Lead Management
Issues & Concerns 1-Minute Survey.
It's FREE. See how you compare to hundreds who have already taken
the survey. |
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Create a Communications
Powerhouse with your Sales Force Automation/Customer Relationship
Software -
The Velos Group |
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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 |
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Increasing SFA/CRM
Software Adoption Among Your Sales Force -
The Velos Group |
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Sales Software - How To Determine If It's Pushing You Forward Or
Holding You Back -
by Patrick Cahill: Senior
Associate, Wellesley Hills Group |
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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.
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So, You're a Small Company
and Don't Think Sales Lead Management and Sales Force Automation is
for you? - The
Velos Group |
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Fulfillment
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Key to Great Inquiry Fulfillment - by Robert Bly -
Freelance Copywriter and Author |
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The Literature Package -
By James W.
Obermayer - Sales Leakage Consulting |
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Inquiry Generation
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31-derfully Simple Ways To Make Your Ads Generate More Inquiries
- by Robert Bly -
Freelance Copywriter and Author |
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50 Lead Generating Tips
by Robert
Bly - Freelance Copywriter and Author |
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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 |
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Be First in
Mind: What Does It Mean to
“Be First in Mind”? - By Lisa Cramer,
Chief Sales & Marketing Officer for FirstWave Technologies, Inc. |
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The Business Case for
Integrated Demand Generation How B2B Marketers Deliver Measurable
Results - Elevating Their Companies and Their Careers - by Eloqua |
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Five Elements of an Effective Website Landing Page: How to Turn Your
Website into a Lead Capturing Tool:
- by
Erica Stritch, Wellesley Hills Group |
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Inconceivable! – 7
Misconceptions about Professional
Services Lead Generation
- by Mike
Schultz and John Doerr
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Profiling Targeting and Segmentation
- Lisa Cole-Paquin,
Senior Vice President, Principal Marketing Strategist, Protocol B2B |
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The Power of the Marketing Pyramid
- by John
Doerr, President of Wellesley Hills Group |
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Top
10 Lead Generation Mistakes Made by Professional Services -
by John
Doerr, President of Wellesley Hills Group |
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Website Lead
Generation for Efficient Successful
Prospecting-
by Engago
Technologies |
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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 |
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Advertise on the Sales Lead Management Association
Web Site!
Reach potential
customers
Promote your products & services
Feature
your company here! |
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ROI Reporting
(return
to top of page) |
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Advertise on the SLMA Web Site!
Reach potential
customers. Promote your products & services.
Feature
your company here! |
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5 Essential B-to-B Direct Marketing Metrics -
By Ruth P. Stevens |
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5 Key Event Metrics, And How To Apply Them!
- By Ruth P.
Stevens |
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5 Proven Ways to Increase e-commerce Response -
By Ruth P. Stevens |
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Business Rules for
Inquiry Management - By James W. Obermayer - Sales Leakage
Consulting, Inc. |
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Comprehensive Follow Up Planning is Essential by Susan
Friedmann - CSP, The Tradeshow Coach |
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Lead
Management ROI - by Dick Lee, Commissioned by Performark |
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Make Top-Down Support for a Stand-Alone Sales
Prospecting Cycle Your Priority
- By Barry Lieberman, Advantage Plus Marketing Group |
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Measuring B2B
Lead Generation Campaigns -
By John M. Coe, President, Protocol B2B |
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Show Me the Money Maximizing Tradeshow ROI - by Susan
Friedmann - CSP, The Tradeshow Coach |
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Success is
in the Numbers; Base your campaign
decisions on marketing math fundamentals - By Russell Kern |
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The Six Ways to Prove the ROI for Sales Inquiries
- By James W. Obermayer - Sales Leakage Consulting, Inc. |
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When Will the Agencies Step
Up? - By James W. Obermayer,
Sales Leakage Consulting |
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Yes, You Can Convert Marketing Dollars Into Greater Sales and Profits
- By Barry Lieberman, Advantage Plus Marketing Group |
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Sales Lead Management
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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 |
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2007 Sales Lead
Management Survey Results
- by The Velos Group and the Sales
Lead Management Association |
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9
Steps to Convert Website Visitors into Leads
- by
Engago Technologies |
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Cashing in on Conferences:
Lead follow up is the key
- by M. H. Mac
McIntosh |
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Effective Sales Lead
Management Can Increase the Value of Your Company -
The Velos
Group |
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Improve the Prospect Experience for Increased Sales - Check
Your Sales Cycle Leverage Points to Maximize Value - AdTrack |
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Integrating Web Inquiries
into your Sales Lead Management System
- By Mark Friedman Partner, Cerius Consulting Group |
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Participate in the SLMA
/ Velos Group Sales Lead Management
Issues & Concerns 1-Minute Survey.
It's FREE. See how you compare to hundreds who have already taken
the survey. |
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Lead Management: The
Company With the Best Process Wins - By Ruth P. Stevens
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Optimizing Sales Leads: Moving Quickly From Inquiry To
Lead To Closure - by
Drew Stevens PhD, Getting to the Finish Line.
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Sales Lead Management:
It’s All About Long Range Sales Leads. - By Al Davidson,
President and Owner
of Strategic Sales & Marketing, Inc.
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Sales Lead Management
Systems:
Will Marketing Get the Credit IT Deserves? -
By DR Anonymous |
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Sales Leads are a lot more
like Fresh Fish than Fine Wine!! -
By Mark
Friedman, Partner, Cerius Consulting Group |
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Sales Stages: Funnel,
Opportunity, Deal, or Pipeline -
By James W. Obermayer - Sales Leakage
Consulting |
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Advertise on the SLMA Web Site!
Reach potential
customers. Promote your products & services.
Feature
your company here! |
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► |
Seven Ways to Motivate
Salespeople to Follow Up Inquiries -
By James W. Obermayer - Sales Leakage
Consulting |
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Ten Critical Success Factors to Turn Leads into Customers
- by
Jim LaBelle, President of LEADTRACK™ Software |
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The 7 Barriers to Cold Calling and Lead Follow Up - by
Richard Erschik, President, Leads To Sales |
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The
Velos Group Sales Lead Management Practices Survey Results - Part 1 -
The Velos Group |
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The
Velos Group Sales Lead Management Survey Results - Part 2: -
The Velos Group |
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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. |
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► |
Three Types of Inquiry
Management Programs -
By James W. Obermayer - Sales Leakage
Consulting |
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Tighten Lead Management - Small Improvements Yield
Big Results in Revenue and Profit
- by
Mike Schultz |
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Top Performing Companies
Implement the Sales Lead Management Process More Effectively -
The
Velos Group |
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Why Does Marketing Cost So Much?
- By Gil Cargill - Cargill Consulting Group |
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Why Most
Sales Lead Management Programs Fail Part 1 of 2-
By
Mark Friedman, Principal, Cerius Consulting Group |
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Why
Most Sales Lead Management Programs Fail; Part 2 of 2
- By
Mark Friedman, Principal, Cerius Consulting Group |
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Advertise on the Sales Lead Management Association
Web Site!
Reach potential
customers
Promote your products & services
Feature
your company here! |
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Sales Lead Nurturing
(return
to top of page) |
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Keep Prospects Engaged over Long Sales Cycles with
Effective Drip Marketing Campaigns
-
By Sundeep Parsa,
VP of Client Services and Co-founder Market2Lead |
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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. |
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Lead Recycling: Maximizing the Value of Every Sales Lead
- By Howard J. Sewell |
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Split
The Sales Cycle Into Two Critical Business Processes
- By Barry Lieberman, Advantage Plus Marketing Group |
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What
Do You Do When a Prospect Turned Over to Sales Is Not Ready to Buy?
- By Barry Lieberman, Advantage Plus Marketing Group |
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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 |
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Sales Lead Qualification
(return
to top of page) |
Advertise on the SLMA Web Site!
Reach potential
customers. Promote your products & services.
Feature
your company here! |
|
► |
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 |
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Building Customer
Profiles; Know Your Customer and Increase Sales -
The Velos Group |
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Building Smarter Landing Pages for Stronger Leads
-
By Julie Mason, General Manager,
Kellysearch.com |
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Coding
Marketing Inquiries to Track Sales Results -
By Mark Friedman, Partner,
Cerius Consulting Group |
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Converting Web Clicks into Clients:
How to engage prospects throughout the
buying process
-
By Julie Mason, General Manager,
Kellysearch.com |
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Digital Body
Language Reading and Responding to Your Prospects’
Buying Behavior in the Web 2.0 World - by Eloqua |
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Forget the ABC’s of Lead
Scoring - by
By Lisa J. Cramer;
Chief Sales & Marketing Officer,
FirstWave Technologies, Inc. |
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Give Your Salespeople the Qualified
Prospects They Can’t Wait to Meet! - By Barry Lieberman,
Advantage Plus Marketing Group |
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Good Leads, Bad Leads - by Ronald Lang, President of Majestic Consulting
Group, Inc. |
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Marketing Qualification Stages -
By James W. Obermayer - Sales Leakage
Consulting |
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Not all
Leads are Created Equal – the Value of Lead Scoring -
By Mark Friedman,
Partner, Cerius Consulting Group |
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Real-Time,
Right Time-Selling Rapidly Sensing and Responding to
Prospect Demand within Complex Sales Processes
- by Eloqua |
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Sales Inquiries are Not Sales Leads: The Case for Qualifying Sales
Inquiries -
By Mark Friedman, Partner, Cerius Consulting Group |
Participate in the SLMA
/ Velos Group Sales Lead Management
Issues & Concerns 1-Minute Survey.
It's FREE. See how you compare to hundreds who have already taken
the survey. |
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Sales
Lead Programs—Another “Inconvenient Truth” -
Produced
By
Performark;
Written By
Dick Lee |
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Sales Lead Programs—Putting The Shoe On The Sales Foot -
Produced By
Performark;
Written By
Dick Lee |
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Secrets of Trade Show Lead Management Quality Trumps Quantity
- by Ruth P. Stevens |
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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 |
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Think Beyond the Click: How to Build a Better Landing Page
-
By Julie Mason, General Manager,
Kellysearch.com |
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Time to
Rethink BANT;
It ’s called lead generation, not purchase order generation, for a
reason -
by Russell Kern |
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Telemarketing
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to top of page) |
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Would
you like to participate in Sales Lead Management Week?
This week is an open forum for
thought leaders who will step up and be heard.
Submit your event (seminar,
article, newsletter, blog, or white paper) |
|
► |
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 |
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► |
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 |
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Telephone: The most valuable tool for B-to-B
direct marketers - By Ruth P. Stevens |
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Ten Point Phone Marketing Checkup for
Lead Generation and Qualification
- By
Michael A. Brown |
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Advertise on the Sales Lead Management Association
Web Site!
Reach potential
customers
Promote your products & services
Feature
your company here! |
|
Trade Show Lead Acquisition & Management
(return
to top of page) |
|
Advertise on the SLMA Web Site!
Reach potential
customers. Promote your products & services.
Feature
your company here! |
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► |
3 Ways To Develop A Business Event Marketing Strategy -
By Ruth P.
Stevens |
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Are You Ready for Your Next Trade Show? - by
the Velos Group |
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Associations Turn to Contractors for Latest Lead
Retrieval Technology -
By Chris
Williams,
Senior Vice President of Sales at
CompuSystems, Inc |
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Developing
Trade Show Objectives -
By Matthew Hill,
President, The Hill Group |
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Get the Most out of your Trade Show Investment
-
By Mark Friedman, Partner, Cerius Consulting Group |
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Pre-Show Promotion How to Quadruple the Results of Your Trade Show
Marketing - by Ruth P. Stevens |
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Secrets of Trade Show Lead Management Quality Trumps Quantity
- by Ruth P. Stevens |
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Telephone The Most Valuable Tool for B-to-B Direct Marketers
- by Ruth P. Stevens |
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Trade
Show Lead Gathering Systems and Lead Form Design - The Hill
Group |
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