June 10, 2009--Los Angeles, CA--James W. Obermayer, co-founder of the Sales Lead Management Association, announced today that SLMA has declared the week of Oct 11-17, 2009 as National Sales Leads Management Week Obermayer stated, “In light of the millions of inquiries which are the result of billions of marketing dollars spent on marketing, this week will be dedicated to the subject of properly managing sales leads.”
SLMA co-founder Mark L. Friedman urges the press to focus on how companies manage sales leads. “This should be a time of on-line seminars and articles, to discuss how inquiries and ROI are measured. If they can make a play and a movie about sales leads (Glengarry Glen Ross) I am sure it is of interest to business leaders.”
Support for National Sales Leads Management Week
Dan McDade, President of, PointClear said “If it has been tough to measure the value of the marketing spend and the percentage of leads accepted and closed is lower than it should be and investments in marketing automation have not paid off, take advantage of “National Sales Lead Management Week” to fix those problems. It starts with stopping unproven marketing programs that resulted in mediocre outcomes. It means closing the loop on leads passed to sales by enforcing pass back or “no lead left behind” efforts that will shed bright light on the lack of lead traction.”
Jim LaBelle, the President of, LEADTRACK said: “The emphasis this week should be to encourage marketing and sales management to evaluate the effectiveness of marketing investments. The recession is not the time to cut back, but to focus our efforts to optimize every precious sales inquiry. The common issue is the lack of a process to manage sales inquiries and measure marketing investments. Without a process it is impossible to measure how the combined effort of sales and marketing contributes to the bottom line.”
SLMA Challenges Corporations
The Sales Lead Management Association challenges marketing and sales officers to create events around lead management. Ideas on how to bring attention to this subject appear on the SLMA website: www.salesleadmgmtassn.com
About the Sales Lead Management Association
The SLMA is an association with the mission of helping companies becomes successful in the critical business process of Managing Sales Leads
Subscribe to:
Post Comments (Atom)
6 comments:
What a great time for this event! Too many sales organizations are suffering in these tough economic times, because they are not building NEW business, attracting new leads and then tracking them through their pipeline. The lifeblood of any company is new business! Every salesperson should be spending at least 40% of their day calling on new prospects and opening new opportunities!
Patrick McClure
President, Connexia Group
wwww.connexiagroup.com
Hurray to the Sales Lead Management Association for this event! We find that our clients are focused on products, solutions, competition..and all too often ignore managing their demand creation efforts. We ask the following questions: How many new leads do you have this month? Where did they come from? What quality were the leads? Have they been graded? What's your ROI on your demand creation spend? Whose responsibility is it to follow up on the leads? How do you manage the leads? In summary, we invariably find there are always improvements that can be made in lead management.
Phil Nasser
Managing Partner
Sales Productivity Institute LLC
Leads and lead management are just starting to get the attention they deserve. Raising awareness through a "National Sales Lead Management Week" will bring this key issue to the table. Leads and lead management has been taken for granted for too long; as an after-thought or a necessary evil. Nothing could be further from the truth. I have seen million dollar deals result from one trade show lead. And I have seen million dollar deals lost because of poor lead follow-up. I commend Jim Obermayer and the SLA on promoting this. And I really like their secret handshake.
Sales leads are the engine that drive sales success, yet too often lead generation gets lots among all the activity of qualifying, closing and servicing clients. National Sales Lead Management Week is the perfect opportunity to re-focus on this vital activity. I really appreciate the continuing flow of information from the Sales Lead Management Association. This week is one more valuable tool in my sales toolkit.
Judy Key Johnson
President, Key Marketing Group
Especially in this economy, I can't think of many things that are more valuable to business survival and prosperiy than sales lead management. A National sales Lead Management Week isi the perfect event for our times.
Richard Hagle
Racom Communications
I think this is another in the long list of your great ideas. As you've documented, companies that take control of their lead generation process are, without exception, those companies that produce world-class results. Recognizing this, through your organization and the upcoming events, is another step towards helping all business-to-business sales forces meet their strategic and tactical objectives with ease and predictability.
Gil Cargill, President
Cargill Consulting Group, Inc.
Post a Comment