While you Work
Why it Matters
"You can have the best lead scoring system, the best algorithm, the best predictive system, but if you don't get sales adoption... your efforts are wasted."
David Lewis Tweet This
In this episode, David Lewis shares the key principles of successful lead management from his book Manufacturing Demand which now has over 10,000 copies in circulation.
This interview includes:
- The three things you need to show up or go home
- A high level discussion about the Five Principles of Sales Lead Management
- What ACME really means
- He discuss personas, lead nurture and the meaning of a marketing qualified lead
When he wrote the book, his publisher told him an industry factoid that only 1 in 10 people who buy a book actually read it. "At first, I couldn’t believe the ratio, but then I looked at my own bookshelf and saw several great books that I planned to read when I purchased them still sitting there collecting dust."
Lewis continous, "As marketers, we know there are 4 types of learners: visual, auditory, reading/writing, and kinesthetic. So for those of you auditory learners, I am going to devote a few episodes of DemandGen Radio to the essential chapters of the book to offer you a “book reading” of sorts."
While he doesn't read the chapters word for word as you’d hear on audible.com, he shares the main points from each chapter starting with Chapter 2 that outlines the 5 key principles of successful lead management. Listen in at your desk, in your car, or someplace where you can take in the concepts that have been used by some of the top marketing and sales teams around the world.