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Marketing For Business Leaders: 3 Steps To Increase Marketing Effectiveness
1. Know what you need.
Marketing's main job is to feed the sales force with nice, warm leads. Step one towards better marketing is to understand how much and what kind of food they need. The "how much" is easily answered using basic math. Start with your sales goals and work backward. You'll need to answer the following questions:
* What is our annual new business revenue goal?
* How many new customers does this represent?
* What percentage of qualified opportunities do we actually close?
* What percentage of leads actually become qualified opportunitie...
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