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How Many Leads You Need Is the Root of Marketing's Existence - Ryan Answers the Question

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Ask a few dozen CMO's how they determine how many leads he or she needs to create for the forecast and the answers vary from a guess to science based on formulas.  In this program with Chris Ryan we ask a proven CMO, author and lead generation expert how he determines how many leads are enough for his clients. 

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Clint Eastwood said it best in the movie, Sudden Impact, “It’s just a question of results"

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Why it’s Important

"Sales Performance is tied to sales lead performance, which is tied to your marketing budget. Period." 

James Obermayer

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Clint Eastwood said it best in the movie, Sudden Impact, “It’s just a question of results.  Everyone wants results, but nobody wants to do what it takes to get it done!”  

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How to Implement Sales Lead Automation & Double Sales in 30 Days by Gabe Buck. Listen While You Work!

This is a fascinating interview with Gabe Buck, CEO of Clickpoint.   Gabe makes some very bold statements about how to:

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A Story: How a Marketing Manager Learned to Build a Demand Creation Plan Based on Sales Quotas

IStock_000018180137Small“How do you know,” I asked the marketing manager, “how much money to spend on marketing, and how many inquiries and leads to produce?”

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David Lewis on Building a Demand Factory. Listen While You Work!

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This program originated with Leadspace Radio, the host is Damon Waldron and his guest is David Lewis  of  DemandGen.  Leadspace Radio is broadcast on the SLMA Live channel by Leadspace 

Davidlewis_lsradioHear top demand generation expert David Lewis tell you how to build your own lead generation demand factory. He maps a plan

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Named Account Marketing: New Tools and Techniques to Reach a Limited Universe

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Some B2B marketers know exactly what accounts are in their target market.  What a luxury!  These marketers can eliminate the old “spray and pray,” and focus all their attention and investment in a finite universe of prospects and current customers.  It’s almost like mass customized selling, with maximum coverage and minimal waste.  Best of all, a number of new tools and tactics are now available to do the marketing job efficiently. 

I’ve been involved a few situations like this recently.  At DMA14 in San Diego, I heard a fascinating talk by Mark Rentschler, marketing director at Makino, a large manufacturer of machine tools.  They have spent a few years building a database of the 6,000 accounts they already do business with in North America, plus another 6,000 prospective accounts.  Makino’s approach?  “Laser focus,” says Rentschler.  “These are the accounts we pay attention to.”

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