E PLURIBUS UNUM from Michael A. Brown
Starting Down the Path of Lead Management

New E-Books from the SLMA

We have three new e-Books on the SLMA site

Title:  Focused Outreach Lead Generation from Exceed Sales.  
Author:  Elisa Ciarametaro.    www.exceedsales.com

Are you sick and tired of hacking through a jungle of information about lead generation?   Elisa Ciarametaro wrote  this e-book to make your strategy clear and easy to follow.  This has a 10-Step Guide to produce high quality leads and increase the ROI for your programs.  She covers a  definition of Focused Outreach and her Ten Step Plan.  This e-book is great for those new to the field or seasoned veterans. 

This guide presents key strategies that work for Exceed Sales clients, and you’ll see them step by step.    This is a registered down-load for members only or go to: www.exceedsales.com

Title:  The Definitive Guide to Lead Nurturing
A Marketo Workbook

This is a 43 page workbook (yes, there is some work to do), divided into four parts:
 Part One: What is Lead Nurturing. 
 Part Two: Lead Nurturing Basics.
 Part Three: Advanced Lead Nurturing. 
 Part Four: Calculating the ROI of Lead Nurturing. 

This is meant to be a workbook, not a “read it and drop it,” book.   They make a good case why nurturing is needed in B2B when they state that companies that excel at lead nurturing:

• Generate 50% more sales-ready leads at 33% lower cost per lead.

• Reduce the percent of marketing-generated leads that are ignored by sales
(from as high as 80% to as low as 25%).

• Raise win rates on marketing-generated leads (7% points higher) and reduce
“no decisions” (6% points lower).

• Have more sales representatives make quota (9% higher) and a shorter ramp up time for new reps (10% decrease).

Read it, pass it along to senior management.    You must be a member of SLMA  to download a copy at the SLMA site, although no registration is required, or go to:  www.marketo.com/dg2-lead-nurturing

Title: The Definitive Guide to B2B Social Media
A Marketo Workbook

This is a 48 page workbook divided into five parts:

 Part One:  What is social Media and Why does My Business Need It?
 Part Two: Laying the Foundation
 Part Three: B2B Social Media Tactics and Metrics.
 Part Four: Incorporating Social Media at Every Stage of the Revenue Cycle.
 Part Five:  The ROI of Social Media.

This is good; really good.  Marketo lays the groundwork for why B2B can no longer ignore social media and they make a great case for how to measure what some say isn't measurable.    This is a fast, must-read for the company president.   

You must be a member of SLMA to download a copy at the SLMA , although no registration is required, or go to:  www.marketo.com/dg2-b2b-social-media

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