The Point
FEBRUARY 4, 2011
Most salespeople are compensated on closed business, NOT on keeping leads warm. As a result, absent marketing automation and a well-designed lead management program, all but the hottest leads typically die a lonely death in the CRM database.
Biznology
MAY 30, 2012
Myself, I grew up as a marketer in the world of measurable direct and database marketing. I like marketing campaigns that provide predictable results. Where I can stand up in court and show a history of my campaign response rates, conversion rates, and cost-per-lead numbers.
Biznology
AUGUST 3, 2020
When other techniques are too expensive or too problematic to justify, you may opt to measure only your lead-generation activities—those occurring before the hand-off to sales, such as response rate, conversion rate to qualified lead, cost per lead, campaign executed on time, on budget, and others.
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