60http://blog.salesleakage.comSun, 01 Aug 2010 01:40:57 GMTSun, 01 Aug 2010 01:40:57 GMTen jobermayer@salesleakage.comnohttp://blog.salesleakage.com/2010/07/20/sales-lead-management-association-launches-slma-talk-radio.aspx?ref=rssJames ObermayerPRESS RELEASE Beginning July 29, 2010, Will Crist to host weekly SLMA news & interview radio show Los Angeles, CA - - July 20th, 2010- - James W. Obermayer, executive director of the Sales Lead Management Association, announced today that the SLMA will host a weekly talk radio program centered around the topic of sales lead management. Obermayer said, "Well-known radio commentator Will Crist will be our host and interviewer. We’ll cover recent industry news and interviews with business leaders. This is not simply blog radio or a podcast; it’s the ...Marketing ManagementLead ManagementLead Nurturinghttp://blog.salesleakage.com/2010/07/20/sales-lead-management-association-launches-slma-talk-radio.aspx#Commentse5de4e3b-5cc1-4fec-b1e8-595225d36df3Wed, 21 Jul 2010 02:03:00 GMThttp://blog.salesleakage.com/2010/02/11/study-finds-649-of-b2b-marketers-cannot-track-roi.aspx?ref=rssJames Obermayer-58% do not qualify inquiries prior to lead distribution - Los Angeles, CA – February 15th – Mark L. Friedman, president of The Velos Group and executive vice president of the Sales Lead Management Association (SLMA), today announced the results of the 2009 Sales Lead Management Study created by The Velos Group. Study results are now available on both the Sales Lead Management Association and Velos Group web sites. “Aside from the nearly 65% of marketers who cannot track return on investment ...Marketing Managementhttp://blog.salesleakage.com/2010/02/11/study-finds-649-of-b2b-marketers-cannot-track-roi.aspx#Commentsaf1df025-f4f8-4ad6-9d6e-3cf5921cabf5Wed, 10 Feb 2010 17:29:00 GMThttp://blog.salesleakage.com/2010/01/19/sales--marketing-management-and-the-slma-partner-on-a-new-business-social-networking-site-for-the-industry.aspx?ref=rssJames ObermayerNew York (January 19, 2010)—In partnership with the Sales Lead Management Association (SLMA), Sales & Marketing Management (SMM) launched SMMConnect.com, a new social media and networking community exclusively geared toward sales and marketing professionals. Registration is open to everyone—sales and marketing executives and association members, students, and suppliers—and is completely free. Members are encouraged to create their own profiles; network and find mentors; form discussion or chat groups; share content and best practices; take part in and/or present educational Webcasts, including those from SMM and the SLMA; and download exclusive research, case studies, white papers, ...http://blog.salesleakage.com/2010/01/19/sales--marketing-management-and-the-slma-partner-on-a-new-business-social-networking-site-for-the-industry.aspx#Comments652f8360-d0de-4fa8-a1a5-279358953237Tue, 19 Jan 2010 19:17:00 GMThttp://blog.salesleakage.com/2009/12/27/sales-lead-management-association-declares-winners-of-50-most-influential-list-in-sales-lead-management-for-2009.aspx?ref=rssJames ObermayerJames W. Obermayer, executive director of the Sales Lead Management Association, and president of Sales Leakage Consulting, Inc., has announced the results of the voting for the Most Influential People in Sales Lead Management in 2009. A total of 1604 people cast votes. Obermayer said, "These men and women are creators of wealth and we recognize their contribution to this important field of managing sales leads." The list of the Most Influential People in Sales Lead Management in 2009 follows in the order of most votes received. Jay Hidalgo, The Annuitas Group Carlos Hidalgo, ...http://blog.salesleakage.com/2009/12/27/sales-lead-management-association-declares-winners-of-50-most-influential-list-in-sales-lead-management-for-2009.aspx#Comments4332544d-5a05-4bc9-89da-ca88cafe4d67Sun, 27 Dec 2009 22:06:00 GMThttp://blog.salesleakage.com/2009/11/11/voting-ends-in-48-hours-for-the-50-most-influential-people-in-sales-lead-management.aspx?ref=rssJames ObermayerThe voting for the Top 50 People in Sales Lead Management in 2009 will end at 5 PM on Friday, November 13th. James W. Obermayer, the executive director said that the Top 50 List will be determined by the number of votes received by each nominee. Nearly 1500 people have voted and cast an average of 3 votes each (5 votes each are acceptable). Vote now.The nominees are: Larry Augustin, SurgarCRM Patty Azzarello, Azzarello Group Marc Benioff, SalesForce.com Trish Bertuzzi, The Bridge ...http://blog.salesleakage.com/2009/11/11/voting-ends-in-48-hours-for-the-50-most-influential-people-in-sales-lead-management.aspx#Commentsdfbb81a5-87b7-4f41-98b0-44413969b359Thu, 12 Nov 2009 05:03:00 GMThttp://blog.salesleakage.com/2009/10/29/sales-lead-management-association-voting-is-open-for-the-50-most-influential-people-in-sales-lead-management.aspx?ref=rssJames ObermayerLos Angeles, CA - - Oct 26, 2009--James W. Obermayer, executive director of the Sales Lead Management Association (SLMA), announced today that the association has opened the virtual voting booth to determine the 50 most influential people in the field of sales lead management for 2009. SLMA co-founder Susan Campanale said "Members and non-members may vote for nominees listed on the SLMA site on October 26th. The results will be published on November 16, 2009. Voters may cast votes for up to five nominees; duplicates are not allowed. Mark Friedman, EVP of the SLMA said, ...http://blog.salesleakage.com/2009/10/29/sales-lead-management-association-voting-is-open-for-the-50-most-influential-people-in-sales-lead-management.aspx#Comments6964f1f8-b20e-48f1-956b-c7fdb70df71bThu, 29 Oct 2009 18:00:00 GMThttp://blog.salesleakage.com/2009/10/11/nominations-closing-october-17th-for-the-50-most-influential-list-in-sales-lead-management.aspx?ref=rssJames ObermayerIf you are a member of the SLMA, you and only you, can nominate a deserving person for consideration as one of the 50 most influential people in sales lead management in 2009. Go to the SLMA site, sign in with your membership, and nominate a worthy individual. The list of nominees will be published and voting will begin on October 19th. The Top 50 list will be published in mid-December. If you are not a member, the membership is free and you can easily become a member. Regards, James ObermayerExecutive Director ...http://blog.salesleakage.com/2009/10/11/nominations-closing-october-17th-for-the-50-most-influential-list-in-sales-lead-management.aspx#Commentse28b8c62-1484-4824-a991-486c8743163cSun, 11 Oct 2009 16:32:00 GMThttp://blog.salesleakage.com/2009/09/19/sales-lead-roundtable--business-marketing-assn-northern-california-usa-oct-1st.aspx?ref=rssJames ObermayerSales Lead Roundtable - Business Marketing Assn., Northern California, USA Oct 1st Editors Note: If you have a special event on sales lead management and you want it publicized, send it to: scampanale@salesleadmgmtassn.com Marketing Can’t Take Credit for the Wealth it Creates Until it Controls the Sales Lead Management System Sales lead management is fast becoming a key informational resource on the console of senior management at corporations. Managing sales lead pipelines is now at critical mass as economic circumstances demand more from less resources. In conjunction with National ...http://blog.salesleakage.com/2009/09/19/sales-lead-roundtable--business-marketing-assn-northern-california-usa-oct-1st.aspx#Comments8a9d3de5-f7dd-44ea-9b4c-185dfaacee98Sat, 19 Sep 2009 21:21:00 GMThttp://blog.salesleakage.com/2009/06/28/bma-sales-lead-roundtable.aspx?ref=rssJames ObermayerAs a thought leader in the B2B Sales Lead Generation and Lead Management community, I wanted to submit this notice and invitation to the new "Sales Lead Round table" being sponsored by the Business Marketing Association of Northern California. It will be running the first Thursday of each month, from 8:30am to approx 9:30 or 10:00am depending on the content. The breakfast meeting site is the Scott's Restaurant in Palo Alto where there is always room. Directions are on the web page. I want to invite you to attend and get involved with this non-partisan interactive round table ...http://blog.salesleakage.com/2009/06/28/bma-sales-lead-roundtable.aspx#Comments596cda95-7ade-481f-918b-24370cd6b2fcMon, 29 Jun 2009 04:36:00 GMThttp://blog.salesleakage.com/2009/06/12/sales-lead-management-association-declares-october-1117-2009-to-be-national-sales-lead-management-week.aspx?ref=rssJames ObermayerJune 11, 2009--Los Angeles, CA--James W. Obermayer, executive director of the Sales Lead Management Association, announced today that SLMA declares the week of Oct 11-17, 2009 as National Sales Lead Management Week. Obermayer stated "In light of the millions of inquiries resulting from billions of dollars spent on marketing, this week is dedicated to the subject of proper sales lead management." SLMA co-founder Mark L. Friedman urges the press to focus on how companies manage sales leads. "This should be a time for seminars and webinars, articles and blog comments to discuss how inquiries and ...http://blog.salesleakage.com/2009/06/12/sales-lead-management-association-declares-october-1117-2009-to-be-national-sales-lead-management-week.aspx#Comments7646fa00-089e-4bed-a4cc-d7aa1bcf90d4Fri, 12 Jun 2009 16:38:00 GMThttp://blog.salesleakage.com/2009/06/02/2008-sales-lead-management-survey-shows-625-of-small-companies-did-not-track-marketing-roi.aspx?ref=rssJames ObermayerLos Angeles, CA - - June 2, 2009 - - Mark L. Friedman, executive vice president of the Sales Lead Management Association (SLMA) today announced the results of the 2008, 3rd Annual Sales Lead Management Study conducted by the Velos Group and the Association. Survey specifics established that 55.5% percent of companies do not qualify sales inquires before they distribute inquires to their sales channel (last year’s 2007 study showed 68.8% were not qualifying inquiries). 62.5 % still do not track ROI and 87.4% were not very happy with the current Sales Force Automation (SFA) ...http://blog.salesleakage.com/2009/06/02/2008-sales-lead-management-survey-shows-625-of-small-companies-did-not-track-marketing-roi.aspx#Commentsd63e1d0e-9468-494c-85cb-cbd2e05aed35Tue, 02 Jun 2009 15:21:00 GMThttp://blog.salesleakage.com/2009/04/10/53-reasons-sales-are-failing.aspx?ref=rssJames ObermayerIn my interim sales management and consulting assignments I have found 53 reasons why sales commonly falter in most companies. I am publishing them over the coming weeks in installments; this is the fourth. If you can’t wait to see the "rest of the story," take advantage of the offer at the bottom of our home page for the full list. 1. Do you know the customers buying process? How does your customer buy? What are their steps? How many "touches" do they require to be comfortable enough to sign the PO? Do your sales ...http://blog.salesleakage.com/2009/04/10/53-reasons-sales-are-failing.aspx#Comments102ce21a-dcaf-475d-b5e7-f77e18344de9Sat, 11 Apr 2009 01:14:00 GMThttp://blog.salesleakage.com/2009/03/16/announcing-the-publication-of-find-lost-revenue-uncover-hidden-causes-to-common-sales-and-marketing-problems.aspx?ref=rssJames ObermayerLOS ANGELES, March 16, 2009 – Finding new revenue is often a long, tough and expensive business proposition; finding lost revenue opportunities can be a much faster and less costly way to bring in sales dollars. In this newly-published 232-page book, five top-flight executives have come together to discuss 63 of the most common lost revenue issues facing B2B companies, and offer solutions to turning opportunities into sales. These seasoned pros have learned through their own corporate experience, interim management assignments, and consulting practices how to spot, diagnose and solve lost revenue issues confronting small ...http://blog.salesleakage.com/2009/03/16/announcing-the-publication-of-find-lost-revenue-uncover-hidden-causes-to-common-sales-and-marketing-problems.aspx#Comments80e02126-c499-4b4d-bb95-98a344e27fddMon, 16 Mar 2009 20:13:00 GMThttp://blog.salesleakage.com/2009/03/15/northern-ca-bma--march-25th-luncheon-topic-why-sales-lead-leakage-kills-momentum-and-damages-roi.aspx?ref=rssJames ObermayerSLMA Founder Speaks on the Topic of Sales Leakage Shares Latest Research on Sales Lead Management Practices In this fast paced session, James Obermayer, Executive Director of the Sales Lead Management Association will discuss the seven basics rules most companies violate in managing sales inquiries. Companies that gain control of inquiry management and their CRM systems can see a 10% to 30% increase in inquiries and qualified leads that can be accurately counted and attributed to campaigns. When this happens, sales increase and marketing can point to accurate ROI stats; what’s not to love? ...http://blog.salesleakage.com/2009/03/15/northern-ca-bma--march-25th-luncheon-topic-why-sales-lead-leakage-kills-momentum-and-damages-roi.aspx#Comments9bbdd416-13f2-4877-b3c8-fa4924a49606Sun, 15 Mar 2009 20:00:00 GMThttp://blog.salesleakage.com/2009/03/07/53-reasons-sales-are-failing--sales-leakage-installment-3.aspx?ref=rssJames ObermayerIn my interim sales management and consulting assignments I have found 53 reasons why sales commonly falter in most companies. I will be publishing them over the coming five weeks in installments; this is the third installment. If you can’t wait to see the "rest of the story," take advantage of the offer at the bottom of our home page for the full list. 1. Are the right salespeople selling for you? Do you have a "commodity product" salesperson selling on price and delivery for a long-term "consultative" sale? Even worse, do you have the ...http://blog.salesleakage.com/2009/03/07/53-reasons-sales-are-failing--sales-leakage-installment-3.aspx#Commentscc349f56-b4c4-4e2a-8d62-8dc6efc1e6b5Sat, 07 Mar 2009 21:21:00 GMThttp://blog.salesleakage.com/2009/03/06/53-reasons-sales-are-failing.aspx?ref=rssJames ObermayerIn my interim sales management and consulting assignments I have found 53 reasons why sales commonly falter in most companies. I will be publishing them over the coming five weeks in installments; this is the second. If you can’t wait to see the "rest of the story," take advantage of the offer at the bottom of our home page for the full list. 1. Sales territories turning over? If your salespeople are resigning you have to find out why and stop it cold. Every time a salesperson leaves a territory there are sales lost for ...http://blog.salesleakage.com/2009/03/06/53-reasons-sales-are-failing.aspx#Comments99d9eeaf-4ae1-453f-ac94-c63c30a97028Fri, 06 Mar 2009 23:43:00 GMThttp://blog.salesleakage.com/2009/03/01/53-reasons-sales-are-failing---sales-leakage-installment-1.aspx?ref=rssJames ObermayerIn my interim sales management and consulting assignments I have found 53 reasons why sales commonly falter in most companies. I will be publishing them over the coming five weeks in installments; this is the first. If you can’t wait to see the "rest of the story," take advantage of the offer at the bottom of our home page for the full list. 1. Killed your momentum? If sales go into a slump, look to your company's actions and find out what your company did or did not do three to six months ago. There ...http://blog.salesleakage.com/2009/03/01/53-reasons-sales-are-failing---sales-leakage-installment-1.aspx#Commentsc2483f93-7200-4d71-a354-822d90b9d80fSun, 01 Mar 2009 20:36:00 GMThttp://blog.salesleakage.com/2008/12/14/resumes-need-to-talk-about-performance-skip-the-i-love-people-routine.aspx?ref=rssJames ObermayerIn my job at Sales Leakage Consulting I help many companies find key executives to fill marketing and sales roles. Which means I review resumes. If I see one more resume that says the person likes to work with people or has a goal of learning new things I will throw-up. When I read a resume I want to see butt-kicking performance. My clients want to know what you can do for them and can you prove you have done it for others. I like to see resumes that says something like the following: I am ...http://blog.salesleakage.com/2008/12/14/resumes-need-to-talk-about-performance-skip-the-i-love-people-routine.aspx#Commentsd263cc3e-51c2-4f30-a58d-3b1d831ae733Sun, 14 Dec 2008 19:30:00 GMThttp://blog.salesleakage.com/2008/11/18/candogo-launches-new-site-with-free-advice-videos.aspx?ref=rssJames ObermayerI have great news to share with you. I am one of the exclusive authors/speakers/trainers/coaches for a company called CanDoGo that delivers concise advice for sales, personal development, leadership and motivation over the Web. CanDoGo has just launched a brand-new site with thousands of free pieces of advice. Now is a really important time to hone your skills and CanDoGo's advice can help you adapt and succeed. I am proud to be one of CanDoGo's experts and I encourage you to check out www.candogo.com or click on one of these three links that go directly to some of important ...http://blog.salesleakage.com/2008/11/18/candogo-launches-new-site-with-free-advice-videos.aspx#Comments2a0ee644-6625-4319-b906-6b26889f76e2Wed, 19 Nov 2008 01:14:00 GMThttp://blog.salesleakage.com/2008/10/26/sales-superstars-are-not-irreplaceable.aspx?ref=rssJames ObermayerYou’re not the coach of a professional team that has to be held ransom by the so-called sales superstars who aren’t team players. If they don’t want to play for the coach (you), fire them and find someone who respects you, your products, and your customers. Superstars from the salesperson ranks are more risky to hire than you would image. Just because they did well in one company with a particular product set does not mean they will shine as bright in a new company. They may, but there are seldom guarantees. When hiring new reps I rely ...http://blog.salesleakage.com/2008/10/26/sales-superstars-are-not-irreplaceable.aspx#Comments25605a5e-cdcf-4b42-a447-8c1525507ac6Sun, 26 Oct 2008 17:57:00 GMT