Ask your
sales people what they need most, and chances are the answer
will be: “Leads!” not just leads but “Qualified
Leads”
Your revenue
stream is the lifeblood of your company. The pressure is greater
than ever to keep it flowing in today’s challenging economy
and increasingly competitive marketplace. You need a sales pipeline
filled with solid prospects.
The trick
is finding them. You can’t afford to waste precious time
and limited budget and resources simply “fishing”
for leads and hoping that some of them turn into prospects.
You need to use targeted “hunting” techniques that
find and feed truly qualified leads into your sales process.
The Southern
California Software Council invites you to join us on May 18,
when our panel of marketing and lead generation experts will
share with you their proven tips and techniques – traditional,
innovative and some downright creative – for effectively
hunting that elusive prey: the qualified lead.
Hear their
answers to questions like:
1. Is
lead generation solely marketing’s responsibility?
2. How has lead generation changed over the past 5 years?
3. How has the internet made lead generation easier/more difficult?
4. What number of leads should be expected from marketing
per month?
5. What are some low budget ways to attract qualified leads?
6. How big a percentage of the marketing budget and time should
be allocated to lead generating activities?
7. How big a percentage of a company’s operating budget
should be spend on marketing as a general rule?
8. What is your most successful campaign and what’s your
least successful?
About
the Panel
Diane Mayer,
President, Mayer Strategies
Diane
Mayer is an expert in utilizing web conferencing as a proven medium
for effective marketing and lead generation campaigns. She founded
Mayer Strategies in 2000, and today the company helps clients
of all sizes generate new sales leads, bring prospects to closure
and develop enduring customer relationships through the strategic
use of Web-based seminars. Prior to starting her company, Diane
worked for industry-leading companies in the response management
arena — companies such as Harte-Hanks, Techmar Communications
and Saligent. Diane is an adjunct professor with NYU where she
developed a “virtual class” for business professionals
on the subject of Web marketing seminars. She is a frequent speaker
and active member of the American Marketing Association, Software
Council of Southern California and the Business Marketing Association.
Eileen
Ibenhart, President, OnyxFire
Eileen
is an industry veteran of the technology marketing trenches with
over 20 years of experience, including VP and senior management
positions at five start-ups, and turn-arounds, mid-sized and multi-national
companies. In 1999 she founded OnyxFire, which provides marketing,
sales and business development services to help companies maximize
marketing effectiveness and increase revenues. A passionate believer
in the tight integration of sales and marketing, Eileen has helped
software companies sustain 70% to 100% annual growth, grow from
$0 to $50 million in annual revenue, and return to profitability
after stumbling. Eileen is a current member and former board member
of the American Marketing Association, and a member of the National
Association of Women Business Owners, the Forum for Women Entrepreneurs,
Software Council of Southern California, Public Relations Society
of America, and Women in Technology International, and a guest
lecturer at CSU in their graduate Entrepreneurship program.
Jeff Mahoney,
President & CEO, Mahoney Enterprises
Jeff
Mahoney is a Sales Consultant and Coach, Motivational Speaker,
and President and Founder of Mahoney Enterprises. Jeff is passionate
about teaching salespeople the skill that consistently helps him
generate new business…Cold Calling! Jeff leverages the best
of various sales training programs, sales force automation and
lead generation tools to coach sales professionals and managers
in developing and applying the skills and motivational techniques
essential for using the telephone to gain access to decision makers
and build consistent sales pipelines. Jeff developed his unique
expertise during his 15 years as a top producing sales representative
and sales manager for prestigious companies such as MCI WorldCom,
Pacific Bell (now SBC Communications), MFS Communications, WilTel
Communications, PacTel Meridian and Grubb & Ellis Commercial
Real Estate in the Southern California region.
Jonathan
Sherman, Regional Manager, ExactTarget
Jonathan Sherman is a seasoned sales and marketing professional.
He is currently responsible for building the SoCal Region for
one of the fastest growing permission email software providers,
ExactTarget. Jonathan brings extensive expertise in the combined
power of Permission Marketing and Technology. His focus is on
using email and the internet to create personalized, relevant,
and ultimately anticipated marketing communications that generate
new and qualified leads. Based on his years of experience in all
aspects of lead generation techniques, Jonathan is uniquely qualified
to compare and contrast the benefits of e-Marketing driven lead
efforts vs. more traditional strategies.
