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There will likely be specific criteria that have to be met for any contact, account, or sales conversation to be classified as leads, target accounts, or opportunities that count against pipeline. However, buyers are still educating themselves with white papers, case studies, and webinars. Selecting partners is critical.

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How to Calculate Social Marketing ROI

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JUNE 24, 2010

In the aggregate, the company may be able to justify its practices in the form of higher customer satisfaction and repeat sales, but we doubt the support manager who charters the midnight express is required to justify the added expense in advance. The value of those registrants divided by the cost of the newsletter is an ROI metric.

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