3 posts categorized "Lead Management"


Welcome to Sales Leakage Consulting

Sales Leakage, Inc, was formed in 1996, by James Obermayer, it serves the needs of corporations in the business to business market place.  Sales Leakage is defined as preventable breakdowns and points of friction that contribute to unnecessary sales losses. Sales Leakage includes the many "leaks" which hurt sales productivity, reduce marketing effectiveness and waste the three most valuable resources a company has: time, money, and people.


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Benchmarking: How To Keep Things Dynamic and Proactive

The following is an excerpt from: James Obermayer, Managing Sales Leads: Turning Cold Prospects Into Hot Customers, (Mason, Ohio, Textere an imprint of Thomson/South-Western, 2007) and Racom Books, Page240

How to Keep Things Dynamic and Proactive

Because inquiries and leads decay at a predictable rate, you now need a plan to stop the irritating odor (of decaying leads) that persists in the marketing and sales departments. This is the shortest chapter in the book, but it may be the most helpful. It is divided into three steps:

Step One: Benchmark your current follow-up and closing percentage. It lets you know the size of your problem and the opportunity.

Step Two: Perform an Inquiry Handling Audit. The answers to the audit questions will help you uncover the issues that have to be fixed in step three.

Step Three: Create a Road Map to Fix the Problems. Follow the twelve-steps outlined in this section to gain control of our marketing and sales processes.


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Sales Lead Management Association Launches SLMA Talk Radio


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 new live web radio with all of the quality you expect from a professional radio program."

SLMA Radio will start broadcasting Thursday, July 29th at 5 p.m. PST (California, US).   Listeners can connect via the SLMA Website.  Produced by Paul Roberts of OC Talk Radio, the SLMA Radio broadcast is also available through the OC Talk Radio website.   

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