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Sales Lead Management Association Radio


Managing Leads for Distributors: An Overlooked Advantage




Sales Lead Management for direct sales people is a common, popular subject, whether for outside or inside salespeople, but for distributors not so much. Industrial distributors are left to themselves to find a buyer. Most industrial companies with wide ranging distributors let them fend for themselves; no lead generation, no CRM system. Some feel that is why they have distributors so they don't have to generate leads. Fred Yee of Active Conversion talks about why industrial companies and their distributors are different and why distributors that get leads produce more than those that don't. The host is Jim Obermayer.

They cover:

  • Distributor needs
  • Industrial manufacturers mistakes in lead management
  • Why the business process for the two is the same as direct even if they aren’t treated the same.
  • How the ROI can change when the distributors are served real sales leads
  • What to do about it.


About our Guest Fred Yee

Fred Yee, founder and CEO of ActiveConversion, has a history of running successful tech companies with high growth. After his previous company in web conferencing was acquired, Fred looked to solve a problem close to home - how to improve and simplify the sales and marketing process for companies with long sales cycles. This led to the creation of ActiveConversion, a marketing and sales platform customized for industrial sales and marketing.

Fred holds a B.Sc. in computer science and completed the MBA Executive course for entrepreneurs at the University of Calgary. Fred has varied expertise through his career as a software developer, project manager, and sales executive. He is a recognized leader in the online marketing community.

Yee has been recognized for two years running as one of the Top 50 Most Influential People in Sales Lead Management. He lends perspective to industry publications such as Industrial Distribution, Marketing Sherpa, and Technology Advice. His speaking engagements include the Dreamforce Conference (presented by, as well as events like the Saskatchewan Trade & Export Conference, and CanWeld Expo.

About ActiveConversion Software

The ActiveConversion software was developed in 2007 and has become the benchmark in lead identification, lead management, and marketing automation for industrial companies.

ActiveConversion provides a single tool to help convert interested buyers, measure marketing and sell intelligently. The platform is simple to use and easy to integrate into existing processes, which is why it has helped companies improve sales and marketing in over 500 projects across different industrieso.


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SLMA Radio Interviews Marge Bieler and Fred Yee 9/9 5-6 pm


The Sales Lead Management Association hosts a live weekly radio program dedicated to the management of sales leads. This week’s guests are Marge Bieler, CEO of RareAgent and Fred Yee, CEO of ActiveConversion.

Marge Bieler of RareAgent Fred Yee of ActiveConversions
Marge Bieler, CEO RareAgent Fred Yee, CEO ActiveConversion

RareAgent works with B2B companies providing resources, best-practices, and expertise to build and deliver calling and online marketing programs that engage and motivate stakeholders to meet, and inspire action to take a next step.  RareAgent's efforts result in accelerating appointments, improving lead quality, increasing conversation effectiveness, and demonstrating revenue contribution. ActiveConversion is a leader in lead nurturing, lead management and demand generation for companies with less than 1000 employees.They make it easy to see which marketing initiatives are paying off, and introduce companies to sales-ready leads. ActiveConversion provides a single tool to help manage marketing and optimize sales.The company delivers a service through a Software-as-a-Service (SaaS) monthly subscription that is guaranteed to produce a continuous stream of interested sales leads with little or no marketing resources. Questions for both guests include advice for CMO and company presidents, plus:

  1. Is hiring picking up for your clients?
  2. Are there more marketing jobs open versus six months ago?
  3. Do you agree with the statement, “Either you grow or you die?”
  4. What’s your opinion on lead generation vs. spending on branding?
  5. Why are some companies continue to stagnate while others grow?
  6. Who is the number one CRM company and why?
  7. What is your definition of coaching?
  8. If a marketing manager had to go back to school and take one course, what should that course be?
  9. Who is the number one marketing automation company and why?

Tune in on Thursday Sept 9th at 5 PM PST time by clicking here to hear their answers.