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3 posts from June 2009


BMA Sales Lead Roundtable

As 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 with no vendor pitches allowed. We'll be addressing all the hot topics related to end-to-end sales lead generation and their management. We'll be exchanging ideas on issues from some high profile silicon valley firms and their thought leaders. Here is the link. http://norcalbma.org/programs/SalesLead_html

I know that the participants would enjoy you attending, so please come. And by all means, broadcast this to your friends and colleagues that would benefit.

In summary, I promise the content will always be relevant, on message and definitely linked to revenues.

Tom Judge
BMA Sales Lead Roundtable Moderator
tjudge@dirmkt.com 510-368-7527

Sales Lead Roundtable Series Kick-off
Thursday, July 2nd
– 8:30 to 10:00 a.m. Pacific
Thursday, August 6th – 8:30 to 10:00 a.m. Pacific
Thursday, September 3rd – 8:30 to 10:00 a.m. Pacific

For businesses to thrive in today’s economy, networking and information sharing are more important than ever.

Join the Northern California Business Marketing Association (BMA) as we engage in a professional roundtable discussion, exchange information and ideas, and discover what works and doesn’t in today’s market. Executives with sales lead generation responsibilities from key northern California firms will be on hand for this fast paced exchange.

Attendees of this roundtable will:

• Gain insight and new strategies for optimizing ROI
• Examine current trends and best practices from industry leaders
• Learn common failure points and how to avoid them 

Scott's Seafood Restaurant and Grill
855 El Camino Real
Town and Country Shopping Center
(Embarcadero and El Camino)
Palo Alto, CA 94301
(650) 323-1555

 Welcome Non-Members
Free to BMA Members, plus your own breakfast tab.
$15 for non-members, plus your own breakfast tab.
(CASH or CHECK ONLY, payable to NorCal BMA)

 Learn More or Register Now
Thank you,
Robb Holmstrom
Marketing Program Manager
2045 Hallmark Drive, Suite 5
Sacramento, CA 95825
V: (916) 974-6969 x2044 – F: (916) 920-5156
Direct marketing for the "other" 98%



Sales Lead Management Association Declares October 11-17, 2009 to be National Sales Lead Management Week

June 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 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 Lead Management Week

Dan McDade, President of PointClear said "When it’s tough to measure the value of your marketing spend, when the percentage of leads accepted and closed is lower than it should be and when investments in marketing automation have not paid off, take advantage of National Sales Lead Management Week to fix those problems. Stop unproven marketing programs that result in mediocre outcomes. Close the loop on leads passed along to sales by enforcing pass-back or "no lead left behind" efforts that shed 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:


About the Sales Lead Management Association

The SLMA is an association with the mission of helping companies become successful in the critical business process of Managing Sales Leads



Los 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) /Customer Relationship Management (CRM) system.

Executive Director, James W. Obermayer said, "Sales lead management is more than buying software and expecting it to take the responsibility of increasing sales and sales productivity. The 2008 survey results, much like the 2007 study, suggests that many companies continue to struggle with this fundamental business process"

In addition, 27.1% of those surveyed have no formal forecasting process. Of those who do, Microsoft Excel®* still leads (23.8 percent) as the primary tool for compiling the forecasts. Complete study results are available from the Sales Lead Management Association (membership required, sign-up is free).

Of those using a CRM system SalesForce has 17% of the users with ACT by Sage, Sage SalesLogix and MS CRM following with less than double digits.

The study group consisted of 140 companies from the membership and visitors to the Sales Lead Management Association over 12 months. The online study was conducted using Zoomerang.

About Mark L. Friedman

Mark L. Friedman, SLMA’s executive vice president of the SLMA also founded the Velos Group, an inquiry management and lead generation firm. Friedman is a well-known speaker on the topics of sales lead management, CRM applications, and lead generation topics. He is also a partner in Southern California’s largest executive consulting group, Cerius Interim Executive Solutions. Friedman is co-author of the recently released book, Find Lost Revenue, Solutions Press, 2009 which is available from Amazon.

Sales Lead Management Association

The SLMA has the mission of helping companies become more successful in the critical business process of Managing Sales Leads.

 * Excel® is a registered trademark of Microsoft Corporation in the US

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