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Alignment: Between Sales and Marketing  (return to top of page)
SLMA RecommendedMarketers: 5 Steps for Better Alignment with Sales by Jesse Noyes, Eloqua
SLMA Recommended(PDF) Cracking the Code on Marketing and Sales Alignment - by Laura Patterson, President, Vision Edge Marketing
(PDF) Improve Marketing and Sales Alignment and Your Company's Revenue - by Laura Patterson, President, Vision Edge Marketing
Do you Have a Sales Plan? - 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
(PDF)Sales versus Marketing: Bridging the Gap; Couples Therapy for Sales and Marketing - by Ruth P. Stevens
Branding & Personal Image
 (return to top of page)

SLMA RecommendedThoughticle - The Brand Promise - by Wayne Marks, Hansa|GCR

SLMA RecommendedThoughticle - Brand Interceptors- by Wayne Marks, Hansa|GCR

Thoughticle - Brand Measurement - by Wayne Marks, Hansa|GCR

Thoughticle - Brand Thinking is Stuck in Yesteryear - by Wayne Marks, Hansa|GCR

Thoughticle - How Can Marketing Help Beleaguered Sales Pros -- by Wayne Marks, Hansa|GCR

The Importance of a Good Head Shot - by Susan Finch - Susan Finch Solutions
Trust me, I work for @hotmail.com - by Susan Finch - Susan Finch Solutions
Business Intelligence
 (return to top of page)

(PDF) Using Touch Point Effectiveness Analysis to Improve the Customer Experience - by Laura Patterson, President, Vision Edge Marketing

SLMA RecommendedEnd of Quarter Blues? Sales Analytics Can Change the Game - Brad Peters, CEO and Co-founder of Birst
Case Studies
Some Case Studies are paid positions and may contain solicitations
 (return to top of page)

(PDF) High Tech Manufacturing -By eti Sales Support

(PDF)Multi-Channel Lead Generation -By eti Sales Support

(PDF)An Integrated Approach – Marketing’s Holy Grail -By John P. Foley, Jr. - interlinkONE, Inc.

SLMA Recommended(PDF)Anatomy of an Award Winning Lead Generation Campaign -By Direct Marketing Partners
(PDF)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
(PDF)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
(PDF)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
Check Lists & Job Descriptions (return to top of page)
SLMA RecommendedDemand Generation Vs. Lead Generation: 6 Questions You Need To Ask By Aaron Mandelbaum
SLMA Recommended10 Reasons Why Centralized Lead Development Team Makes Sense For You By Aaron Mandelbaum
Sales Lead Manager Job Description: AKA: Demand Manager, Inquiry Manager Provided by Sales Lead Management Association
SLMA RecommendedB2B Sales Lead Success Checklist- by M. H. Mac McIntosh
Business Rules for Inquiry Management - By James W. Obermayer - Sales Leakage Consulting

Four Steps To Solving The Biggest Problem With Most Presentations Produced By The Marketing Department - by Dave Paradi, www.ThinkOutsideTheSlide.com

Common Definitions Help Prospectors Meet Sales' Expectations - by Barry Lieberman, Advantage Plus Marketing Group
(PDF) Inquiry Management Job Description; AKA: Demand Manager, Lead Manager, or Sales Lead Manager - Provided by the Sales Lead Management Association
SLMA RecommendedLead 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 AssociationSM 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)

Why is the Marketing Automation Industry Floundering? (And 5 Fixes to Fuel It): A Strategic Viewpoint - by Jeff Pedowitz, CEO, The Pedowitz Group

The 4 Biggest Mistakes in Managing Your Sales Funnel - by Al Davidson, Founder Strategic Sales and Marketing

Common Mistakes in Fulfillment Packages - by James W. Obermayer - Sales Leakage Consulting
(PDF) 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
CRM  (return to top of page)
CRM, As a Service for Supply Chain Management - by Ian Moyse - Sales Director, www.workbooks.com
How CRM Changed Cloud, and Cloud Changed CRM - by Ian Moyse - Sales Director, www.workbooks.com
The CRM Lottery - by Ian Moyse - Sales Director, www.workbooks.com
CRM, Where is Your Customer and Your Relationship? - by Bill Rice Kaleidico Lead Management Software
(PDF) Sales Force Optimization: A Self Assessment - by Glen Peterson Competitive Performance
Why CRM Software is Like Sheet Music - by Jim Obermayer Sales Leakage
Lessons Learned from the Trenches: The 4 Biggest Challenges to a Successful Customer Relationship Management (CRM) Software Implementation - by Mark Freeman The Velos Group
SLMA Recommended CRM - "One Size" Fits No One. - by Kevin Buckley, Salesnet.com
Improving Sales Effectiveness- by Kevin Buckley, Salesnet.com
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

SLMA Recommended 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
(PDF)Increasing SFA/CRM Software Adoption Among Your Sales Force - The Velos Group
SLMA Recommended (PDF) Sales Software - How To Determine If It's Pushing You Forward Or Holding You Back- by Patrick Cahill: Senior Associate, Wellesley Hills Group
(PDF)So, You're a Small Company and Don't Think Sales Lead Management and Sales Force Automation is for you? - by The Velos Group
E-Books  (return to top of page)

Planting Your Online Biz Money Tree - by Steve Burgess, Ajay Prasad, Joe Sanfellipo

The Definitive Guide to Social Media - by Marketo

SLMA RecommendedThe Definitive Guide to Lead Nurturing - by Marketo

Focused Outreach Lead Generation: 10 Step Guide to Produce Quality Leads and Raise Your ROI - by Elisa Ciarametaro of Exceed Sales (free - with registration)

E-Marketing  (return to top of page)

Do you know who holds the keys to your online presence? - by Susan Finch, Director SLMA,Mediuam Blue

Before You Pay for a Single Click - by Scott Buresh, Mediuam Blue

(PDF) ESP Selection Guide 2011 - by ClickMail Marketing

e-Marketing Best Practices email Compilation Methods - by Nancy Arter, Outward Media

Creating Measurable Success - Busieness-to-Business E-Marketing - by Paula Chiocchi, Outward Media

Fulfillment/Fulfillment Operations  (return to top of page)

Fulfillment - Five Traps to Avoid - by Tom Quinn Director of Fulfillment Services Mailing & Fulfillment Service Association

Fulfillment - The Change Agent - by Tom Quinn Director of Fulfillment Services Mailing & Fulfillment Service Association

Starting a Fulfillment Operation in 10 Easy(?) Steps - by Tom Quinn Director of Fulfillment Services Mailing & Fulfillment Service Association

Big Box vs. Small Box Fulfillment - by Tom Quinn Director of Fulfillment Services Mailing & Fulfillment Service Association

Key to Great Inquiry Fulfillment - by Robert Bly - Freelance Copywriter and Author
(PDF)The Literature Package - by James W. Obermayer - Sales Leakage Consulting
Lead Generation  (return to top of page)
How to Avoid Lead Generation Mistakes - by Gregg Schwartz
(PDF) The Art (and Science) of Successful Online Lead Generation - by BuyerZone (White paper)
Developing Demand Generation Through Mulitple Channels - by Jeff Chamberlain, Aprimo
5 questions to determine if you should outsource lead generation - by Jenny Vance, LeadJen
(PDF) New Customer Acquisition - Campaign Marketing Myopia - by eti Sales Support
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
Get the Power of Word-of-Mouth Working for You: Build a Referral Program for Long-Term Sales Success- - by Colleen Francis
Boost Your Business with a Direct Marketing Solution - How do you go about implementing a direct marketing campaign without increasing - by Kristina Murray
SLMA Recommended Know Your Buyer: The Cardinal Rule of Lead Generation - by ExceedSales
How to Make Messaging Relevant to Your Target Market - by ExceedSales
(PDF) Maximizing Your Demand Generation Investments by Choosing the Best Media Channels
- by Russell Kern THE | kern | ORGANIZATION
Secrets of Lead Generation - by Drew Stevens, Ph.D.
(PDF) Online Sources of B-to-B Data: A Comparative Analysis - by Ruth P. Stevens & Bernice Grossman
The Importance of Website Conversion - 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

SLMA Recommended(PDF) 31-derfully Simple Ways To Make Your Ads Generate More Inquiries - by Robert Bly - Freelance Copywriter and Author
SLMA Recommended(PDF) 50 Lead Generating Tips  - by Robert Bly - Freelance Copywriter and Author
(PDF) Be First in Mind: What Does It Mean to "Be First in Mind"? - by Lisa Cramer, President of LeadLife Solutions, Inc.

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

(PDF) 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
(PDF)Top 10 Lead Generation Mistakes Made by Professional Services- by John Doerr,  President of Wellesley Hills Group
(PDF) Website Lead Generation for Efficient Successful Prospecting- by Engago Technologies
(PDF) 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
Lead Management (return to top of page)

Lead Organizing is NOT Lead Managing -by Keith Burwell Kaleidico Lead Management Software

Lead Management 101 -by Lisa Cramer, President, LeadLife Solutions

Why Lead Theft Is A Myth -by Keith Burwell Kaleidico Lead Management Software

Just How Many Sales Leads Do You Need? -by Christopher Ryan, Fusion Marketing Partners

Five Keys the Marketer Needs for Sales To Work Their Leads - by Chris Edwards, AdTrack Corporation

SLMA RecommendedThe Evaluation of Sales Lead Source Effectiveness By Aaron Mandelbaum
SLMA RecommendedDemand Generation Vs. Lead Generation: 6 Questions You Need To Ask By Aaron Mandelbaum
SLMA Recommended10 Reasons Why Centralized Lead Development Team Makes Sense For You By Aaron Mandelbaum

SLMA Recommended(PDF) Lead Management Best Practices - by OppSource

Ditching Dirty Data - Lead Data Integrity Key to Sales Success - by Judy Baldwin, SmartLead by The AdTrack Corporation

Patton's Lessons: You Have no Choice But to Attack, Attack and Attack. - by James Obermayer

Three Things That Make a Good Lead a "Good" Lead - by Lisa Cramer, President of LeadLife Solutions, Inc.

10 Strategies for Effective Lead Distribution - by Bill Rice, Founder and CEO of Kaleidico

Be Quick, But Don't Hurry. Sometimes a Rushed Response Can Waste Time and Money - by Chris Edwards, The AdTrack Corporation
Customer Personas:  Who's Your Website Talking to? - by Erin Walker - Vice President of Products & Services and Resident Website Conversion Expert: Medium Blue
(PDF)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
SLMA RecommendedHibernate or Dominate? Unbearable news from the sales front! - by Dan McDade, President of PointClear
(PDF) Improve the Prospect Experience for Increased Sales - Check Your Sales Cycle Leverage Points to Maximize Value - AdTrack
(PDF)Integrating Web Inquiries into your Sales Lead Management System - by Mark Friedman Partner, Cerius Consulting Group
SLMA RecommendedLead Management: The Company With the Best Process Wins - by Ruth P. Stevens

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.
SLMA RecommendedSales 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

(PDF)Sales Leads are a lot more like Fresh Fish than Fine Wine!! - By Mark Friedman, Partner, Cerius Consulting Group
(PDF)Sales Stages: Funnel, Opportunity, Deal, or Pipeline - by James W. Obermayer - Sales Leakage Consulting
(PDF)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
SLMA Recommended Ten Critical Success Factors to Turn Leads into Customers - by Jim LaBelle, President of LEADTRACK™ Software
(PDF) The 7 Barriers to Cold Calling and Lead Follow Up - by Richard Erschik, President, Leads To Sales
(PDF)The Velos Group Sales Lead Management Practices Survey Results -  Part 1 - The Velos Group
(PDF)The Velos Group Sales Lead Management Survey Results - Part 2:  - The Velos Group
Three Types of Inquiry Management Programs- by James W. Obermayer - Sales Leakage Consulting
Tighten Lead Management - Small Improvements Yield Big Results in Revenue and Profit - by Mike Schultz
(PDF)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
(PDF)Why Most Sales Lead Management Programs Fail Part 1 of 2- by Mark Friedman, Principal, Cerius Consulting Group
(PDF)Why Most Sales Lead Management Programs Fail;  Part 2 of 2 - by Mark Friedman, Principal, Cerius Consulting Group
Lead Nurturing  (return to top of page)

Improve your lead management! Learn how to score your online leads automatically. Leverage technology to sell more, faster.
Download Active Conversion's Lead Scoring Guide today. >>

7 Ways Social Media Is Changing the Nature of Nurture Marketing: Infographic: by Doug Tangwall, End Results Marketing, LLC
(PDF) Marketing Automation Guide to Lead Nurturing by Active Conversion
SLMA RecommendedDoes your sales process treat suspects and prospects the same? By Mike Drapeau
SLMA RecommendedThe 8 Stages of Lead Nurturing Romance by Jesse Noyes, Eloqua
SLMA Recommended4 Tips for Guinea Pig Marketing by Michael Martin, Eloqua
What Not To Do In Drip Campaigns by Shreesha Ramdas, Chief Operating Officer, LeadFormix
SLMA RecommendedNurturing Sales Leads in a New Way by Andy Brownell www.LeadMaster.com
Best Practices in Lead Generation and Lead Management by Andy Brownell www.LeadMaster.com
Creating a Cure for the Common Cold Call© (33 page PDF book) - by: Jim Cecil  www.nurtureinstitute.com
The most successful companies have a 100% sales lead follow-up policy as a condition of a salesperson's employment. No exceptions. No excuses.  - by: Aberdeen Group
Growing Customers with Drip-Marketing, or Everything I Needed to Know about Customer Caring, I Learned in My Garden - by: Jim Cecil  www.nurtureinstitute.com
Affection; The Antidote for Defection Creating Customer Nurturing Experiences - by: Jim Cecil  www.nurtureinstitute.com
Why B2B Marketers Need More than Email to Reach Buyers 2.0
- by Bill Nussey, CEO, Silverpop
SLMA Recommended5 Reasons Why Lead Management is more than Lead Nurturing and Scoring
- by Jon Miller - Marketo
How to Triple Your Lead Generation Productivity with Lead Nurturing
- by Russell Kern THE | kern | ORGANIZATION
21st Century Consumer - by John Trkla, President & CEO of Red Oak Marketing Group
Closed-Loop Marketing - by Gilber E. Cargill Cargill Consulting Group, Inc  
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
(PDF)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.
(PDF) 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

SLMA Recommended(PDF) 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

Lead Qualification  (return to top of page)
(PDF) CEO Insights: Business Value Chain Management- by Oppsource
(PDF) Rethinking BANT: How to Better Define "Qualified"- by eti Sales Support
SLMA Recommended(PDF) Bridging the Gap: Getting Sales to Accept More Qualified Leads
- by Laura Patterson, President, Vision Edge Marketing
B-to-B Offer Strategies: How to Keep Your Sales Pipeline Filled with Qualified Leads(PDF)
- by Russell Kern THE | kern | ORGANIZATION
Business-to-Business High-Tech Lead Farm™ A Best-Practice Approach to Growing, Cultivating and Turning Quality Sales Leads into High-Yield Profits (PDF)
- by Russell Kern THE | kern | ORGANIZATION
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  
SLMA Recommended(PDF) 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. - Submitted by Steve Woods for Eloqua
(PDF)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
(PDF)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
(PDF)Digital Body Language Reading and Responding to Your Prospects'  Buying Behavior in the Web 2.0 World - Submitted by Steve Woods for Eloqua
Give Your Salespeople the Qualified Prospects They Can't Wait to Meet! - by Barry Lieberman, Advantage Plus Marketing Group
(PDF)Good Leads, Bad Leads - by Ronald Lang, President of Majestic Consulting Group, Inc.
SLMA Recommended(PDF) How to Shorten The Sales Cycle - by Glen S. Petersen,  GSP & Associates
(PDF) Marketing Qualification Stages - by James W. Obermayer - Sales Leakage Consulting
(PDF) Real-Time, Right Time-Selling Rapidly Sensing and Responding to Prospect Demand within Complex Sales Processes - Submitted by Steve Woods for Eloqua
SLMA Recommended(PDF)Sales Inquiries are Not Sales Leads: The Case for Qualifying Sales Inquiries- by Mark Friedman, Partner, Cerius Consulting Group
(PDF)Sales Lead Programs—Another "Inconvenient Truth" - Produced by Performark; Written By Dick Lee
(PDF) 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
(PDF)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

 

Lead Scoring  (return to top of page)
SLMA Recommended6 Lead Scoring Trends to Watch For by Jesse Noyes, Eloqua
SLMA RecommendedMarketers: 5 Steps for Better Alignment with Sales by Jesse Noyes, Eloqua
The 8 Buyer Personas (and How to Sell to Them) -- by Mike Schultz
SLMA RecommendedLead 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
Forget the ABC's of Lead Scoring - by Lisa J. Cramer; Chief Sales & Marketing Officer, LeadLife Solutions, Inc.
(PDF)Not all Leads are Created Equal – the Value of Lead Scoring- by Mark Friedman, Partner, Cerius Consulting Group

SLMA Recommended Scoring: A Leading Priority for Marketers - by LISA J. CRAMER, LeadLife Solutions Inc.

(PDF)Time to Rethink BANT; It 's called lead generation, not purchase order generation, for a reason - by Russell Kern
Leadership & Motivational  (return to top of page)

Zig Ziglar – Attitude Makes All the Difference - Watch on YouTube >>

Building Belief for Sales Success - by Ken Thoreson, Acumen Management

Growth and Value: Partners in Success - by Ken Thoreson, Acumen Management

SLMA RecommendedLeadership and Management- Keys to Partner Success - by Ken Thoreson, Acumen Management

Don’t Give Up: Overcome Obstacles and Achieve Greater Success - by Jack Perry, The Respect Factor

How to Bounce Back from Any Setback - by Jack Perry, The Respect Factor

5 Steps for Increasing Your Perserverance - by Jack Perry, The Respect Factor
(PDF) Thriving In A Downturn Economy - by Lisa Cole-Paquin - SVP, Principal Marketing Strategist, Protocol Integrated Direct Marketing
Research  (return to top of page)
(PDF) The State of B2B Lead Genearation: 2012 Results- by BuyerZone in association with LeadsCouncil
(PDF) 2009 Lead Management Practices Survey Results- by The Velos Group and the Sales Lead Management Association 
Sales Lead Management AssociationSM 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)
Get Some Sleep, You Can Prove ROI in the Morning - by Bill Nussey, CEO, Silverpop
SLMA Recommended(PDF) Expect More Than Leads From Your Marketing - by Laura Patterson, President, Vision Edge Marketing
Practical Ways Sales Can Improve Lead Conversion- by Mari Anne Vanella, CEO/ Founder, The Vanella Group, Inc.
8 Tips to Improve Marketing's ROI in the New Year - by Shawn Naggiar, Chief Revenue Officer of Act-On Software
Are Marketing Managers Victims of Learned Helplessness?- by James W. Obermayer - Sales Leakage Consulting, Inc.
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
(PDF) 5 Key Event Metrics, And How To Apply Them!   - by Ruth P. Stevens
(PDF) 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.
(PDF) Comprehensive Follow Up Planning is Essential - by Susan Friedmann - CSP, The Tradeshow Coach
(PDF) 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
(PDF )Measuring B2B Lead Generation Campaigns by John M. Coe, President of Sales & Marketing Institute
(PDF) Show Me the Money Maximizing Tradeshow ROI - by Susan Friedmann - CSP, The Tradeshow Coach
SLMA Recommended(PDF) Success is in the Numbers;  Base your campaign decisions on marketing math fundamentals - by Russell Kern
(PDF) The Six Ways to Prove the ROI for Sales Inquiries - by James W. Obermayer - Sales Leakage Consulting, Inc.
(PDF) 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 2.0/Marketing Automation (return to top of page)

Can you afford losing leads because you did not follow up on time?-by Kirtan PatelLeadOrganizer.net 
(PDF) A Marekting Automation Guide to Sales & Marketing Alignment By Active Conversion
SLMA RecommendedLeveraging Marketing Automation for Better Measurement By Jim Lenskold

Symptoms-Structure-Software-Solutions - by Glen S. Petersen

SLMA Recommended(PDF) 2011 B2B Marketing Automation Vendor Selection Report - Published by: Raab Associates, Inc., Courtesy of Neolane

SLMA Recommended(PDF) Lessons Digital – Trenches in the Sales 2.0/Marketing Automation - by Debbie Qaqish, Chief Revenue Officer & Principal Partner of The Pedowitz Group

(PDF) Building Use Cases for Implementing…in the Inquiry Generation Category - by Debbie Qaqish, Chief Revenue Officer & Principal Partner of The Pedowitz Group

SLMA RecommendedMajor Trends Pushing Marketing Automation Software-by Lauren Carlson, CRM Analyist at Software Advice

(PDF) Taming the Digital Herd-by John Foley

Using an Enterprise Marketing Automation Software System Increases Profitability-by Kristin Hambelton, Neolane

(PDF) Beyond Lead Flow: ENABLING SALES THROUGH MARKETING AUTOMATION-Submitted by Steve Woods for Eloqua

(PDF) Assessing Lead Source Effectiveness - Sales Benchmark Index
Truly Engaging: The New Era of Marketing -by Will Schnabel, Vice President and General Manager of International Markets, Silverpop
(PDF) 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. - Submitted by Steve Woods for Eloqua

(PDF) The Business Case for Integrated Demand Generation How B2B Marketers Deliver Measurable Results - Elevating Their Companies and Their Careers - Submitted by Steve Woods for Eloqua

Sales Channel Lead Management (return to top of page)
Lessons Learned from the Trenches: The 4 Biggest Challenges to a Successful Customer Relationship Management (CRM) Software Implementation - by Mark Freeman The Velos Group
Be Quick, but Don’t HurrySometimes a Rushed Response Can Waste Time and Money - by Andy Brownell
Sales Management  (return to top of page)
Characteristics of Top Sales Executives- by Ron LaVine, CEO of Accelerate Your Sales Results, Inc.
Is Cold Calling Still Good for Business?- by Ron LaVine, CEO of Accelerate Your Sales Results, Inc.
Do You Have A Warlike Soul? You Have no Choice But to Attack, Attack and Attack.- by James W. Obermayer
Sales Force Management - By Gilber E. Cargill Cargill Consulting Group, Inc  
When Selling, Start at the Top- by Terry Booton, President of Advanced Marketing Instruction
Let the Flamethrowers Throw Flames - by John Kearney and Greg Alexander
Six Creative Ways to Get an Appointment - by Will Crist
SLMA RecommendedThe Job of Sales Management: A Prescriptive Approach to Defining Duties and Responsibilities - by Ken Thoreson Acumen Management   
Emerging Sales Trends in the New Economy- by Drew Stevens, Ph.D. Stevens Consulting Group,   
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
SEO  (return to top of page)
SLMA RecommendedHiring a Search Engine Optimization Company? Ask About a Pay-Per-Click Campaign as Proof of Concept - by Scott Buresh, Founder and CEO of Medium Blue
5 Benefits of Keyword Management - by Elisa Gabbert
Chasing Leads: Offline Lead Tracking in SEM Campaigns, Pt. 1 - by Scott Buresh, Medium Blue
Chasing Leads: Offline Lead Tracking in SEM Campaigns, Pt. 2 - by Scott Buresh, Medium Blue
Companies Call Social Media Marketing "Tradeshow Marketing" for the Online Medium - Oliver Feakins, President of WebTalent SEO WebTalent SEO
Social Media/Networking  (return to top of page)
How to Accelerate Your Social Selling - by Ron LaVine, CEO of Accelerate Your Sales Results, Inc.
SLMA RecommendedSLMA Dives Into Pinterest - Because it works! - by Susan Finch
Make social sell: Design social marketing to generate leads - by Jeff Molander
Step on the Gas: Testimonials Connect with Prospects to Give Your Business Extra Traction - by Colleen Francis
Leveraging Social Media as part of a Referrals Program in Sales - by Colleen Francis
Lead Generation and Social Media - by John P. Foley, Jr. CEO CMO – Grow Socially
SLMA RecommendedHow Social Media Can Help Your Business - by John P. Foley, Jr. CEO CMO – Grow Socially
(FREE VIDEO) How to Increase Sales Through Behavioral Based Email Marketing (BBEM) - by Mike Michalowicz, The Toilet Paper Entrepreneur
Should Facebook be part of your B2B marketing plan? For most B2B companies, my advice is: Don’t bother with Facebook. - by Ruth P. Stevens
Companies Call Social Media Marketing "Tradeshow Marketing" for the Online Medium - Oliver Feakins, President of WebTalent SEO WebTalent SEO
Free Tools to Increases Your Online Visibility - by Susan Finch
Why Social Media is Just Like Sex - by Jamie Turner, The 60 Second Marketer
The Top 13 Social Media Tools for Salespeople - by Jamie Turner, The 60 Second Marketer
Which Social Media Tool Will Be The First To Become Irrelevant?- by Jamie Turner, The 60 Second Marketer
Trust me, I work for @hotmail.com - by Susan Finch - Susan Finch Web Solutions Provider
How to Make Your Niche Follow You Anywhere - by Ruth P. Stevens
Nichepreneur
Telemarketing/Telesales  (return to top of page)
How Do Marketers Screw-Up Outsourced Telemarketing? Let Me Count the Ways …- by Michael A. Brown michaelbrown.net
When Your Web Visitors Call: Using Dynamic Telephone Number Insertion to Bridge the Website Analytics Gap - by Scott Buresh
How to Get the Most Value from Voicemail Marketing- by Ruth P. Stevens
I.T. Marketing Flops with This I.T. Honcho - by Michael Brown Business To Business By Phone®
A Sales Lead Resolution for the New Year: NO MORE COLD CALLS OR RANDOM CALLS- by Michael Brown Business To Business By Phone®
B-to-B Telemarketing and Telesales: Do’s and Don’ts as the Economy Recovers - by Michael Brown Business To Business By Phone®
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
(PDF)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
(PDF)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
(PDF)Telephone: The most valuable tool for B-to-B direct marketers - by Ruth P. Stevens
SLMA RecommendedTen Point Phone Marketing Checkup for Lead Generation and Qualification - by Michael A. Brown

SLMA Recommended 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)
Don't Be "That Guy" At Trade Shows - by Mike Thimmesch
Are QR Codes Worth Putting on Your Trade Show Displays - by Mike Thimmesch
SLMA Recommended(PDF) Creating Elevator Questions, Creating Qualifying Questions and Creating Opening Questions - by Matt Hill
Small Changes to Trade Show Follow Up Leads to Big Success - by Chris Tremblay, President Event Technologies
SLMA RecommendedTrade Show Sales Lead Management - by Jim LaBelle, President of LEADTRACK™ Software

To Be A Better Exhibitor, Be A Better Marketer- by Mike Thimmesch.

What's missing? Tradeshow Follow-up- by Jay Hidalgo, Annuitas Group.

(PDF) 3 Ways To Develop A Business Event Marketing Strategy - By Ruth P. Stevens
(PDF)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
(PDF)Developing Trade Show Objectives - by Matthew Hill, President, The Hill Group
Cashing in on Conferences:  Lead follow up is the key - by M. H. Mac McIntosh
(PDF) Get the Most out of your Trade Show Investment - by Mark Friedman, Partner, Cerius Consulting Group
(PDF) Pre-Show Promotion How to Quadruple the Results of Your Trade Show Marketing - by Ruth P. Stevens
SLMA RecommendedSecrets of Trade Show Lead Management Quality Trumps Quantity - by Ruth P. Stevens
(PDF) Telephone The Most Valuable Tool for B-to-B Direct Marketers - by Ruth P. Stevens
(PDF)Trade Show Lead Gathering Systems and Lead Form Design - The Hill Group
Video: Lead Generation and Lead Management  (return to top of page)
(PDF) Becoming Video Centric - by Bill Goldsmith, Bill GoldSmith Productions
White Papers  (return to top of page)

(PDF) B-to-B Response Databases: A Comparative Analysis - By Ruth P. Stevens and Bernice Grossman

SLMA Recommended(PDF) What Makes a Sales Ready Lead? - By SmartLead

(PDF) Why Use Lead Management and Lead Management Systems - By SmartLead

SLMA Recommended(PDF) 3 Reasons to Distribute Only Hot Leads - By Smart Lead

(PDF) Using QR Code to Reach the Busy Mobile Consumer -By John P. Foley, Jr. - interlinkONE, Inc.

(PDF) EMAIL MARKETING LAWS AND BEST PRACTICES A White Paper from SmartLead by The AdTrack Corporation -By Judy Baldwin, Director of Marketing Communications, SmartLead
(PDF)9 Steps to Convert Website Visitors into Leads - by Engago Technologies

(PDF) Why the Space Shuttle Columbia, Toyota’s Auto Recalls, and Inquiry Dormancy Are Related How Normalized Deviation Destroys 75% of Marketing’s Efficiency And Why Marketing Automation is the Answer -By James W. Obermayer Executive Director of the Sales Lead Management AssociationSM (FREE, but registration is required) Sponsored by: LeadTrack, Marketo and the Sales Lead Management Association

(PDF) Online Sources of B-to-B Data: A Comparative Analysis, 2010 Ed ition-Submitted by Bernice Gross man & Ruth P. Stevens
2009 Online Sources of B-to-B Data: A Comparative Analysis (PDF) - by Ruth P. Stevens & Bernice Grossman

Profiling, Targeting & Segmentation-Submitted by John Coe, The Sales & Marketing Institute, Inc.

(PDF) Don't Settle for a "Good Enough" B2B Lead Management Solution - It could just cost you your job-Submitted by Alexis Karlin, Neolane

(PDF )Beyond Lead Flow: ENABLING SALES THROUGH MARKETING AUTOMATION-Submitted by Steve Woods for Eloqua
What Lead Management is and Why Companies Employ Lead Management Systems and Practices? (PDF) - Judy Baldwin, SmartLead
How to Find New Customers (PDF) - Jeff Ogden, President Find New Customers Lead generation made simple
Maximizing Your Demand Generation Investments by Choosing the Best Media Channels (PDF)
- by Russell Kern THE | kern | ORGANIZATION
Business-to-Business High-Tech Lead Farm™ A Best-Practice Approach to Growing, Cultivating and Turning Quality Sales Leads into High-Yield Profits (PDF)
- by Russell Kern THE | kern | ORGANIZATION
B-to-B Offer Strategies: How to Keep Your Sales Pipeline Filled with Qualified Leads (PDF)- by Russell Kern THE | kern | ORGANIZATION
How to Triple Your Lead Generation Productivity with Lead Nurturing (PDF)
- by Russell Kern THE | kern | ORGANIZATION
(PDF) Using ROI To Reduce Sales Cycle Time - by Glen S. Petersen,  GSP & Associates

(PDF)Website Lead Generation for Efficient Successful Prospecting - by Engago Technologies ltd.

 

Guidelines & FAQs for Submitting an Article, White Paper, eBook, or Podcast

The SLMA accepts articles from authors for publishing in the Resources Section of the SLMA site.   You may submit your original work for consideration   The term article in the following guidelines is meant to include all forms of published work including podcasts.  Please read the following guidelines.

  • We request educational work and not advertisements. 
  • The SLMA does not charge for the placement of articles. white papers, ebooks or podcasts on the site.
  • SLMA editors will not edit or correct copy.  It is your work.  If corrections or replacements are requested there is a $100 fee.
  • An author must be a member of the SLMA.
  • The article must be authored by a person (not a company).  This includes white papers.
  • The author’s name must appear under the title of the article or in a prominent place in a white paper or eBook.
  • By submitting an article to the SLMA the author implies that he or she has the right to publish it.  
  • The work may have been previously published in another publication or site, but you must have the right to republish it on the SLMA site.  It is your responsibility as the author or the placement agency.
  • Submissions are required to be in a Word file.  We reluctantly accept PDF’s.
  • All material must be available for viewing on the SLMA site.  We will not accept links for articles which take members off the SLMA site.
  • There is no limit to the length, but we do not accept articles under 200 words.
  • There must be information “About the Author” at the end of the article.
  • We request that the author’s contact information (company or educational institution) be included at the end of the article.  Email, website, phone number.   Photos of the author will be published with the article if submitted. 
  • If the SLMA receives a complaint about the original nature of the work or product claims we will take it off the site until the dispute is resolved. 
  • If after the article is placed and you request a change in the article for any reason a $75 editorial fee will apply.    This includes edits or any kind (typos) changes in authorship, etc.
  • The SLMA reserves the right to accept or not accept an article without comment.
  • Certain articles may obtain an “SLMA Recommended” designation.  This will be done without notice or explanation.

 

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