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<rss version="2.0"><channel><title>Latest ROI-Measurement articles from junta42.com</title><link>http://www.junta42.com/</link><copyright>Copyright 2008 Junta42 All Rights Reserved.</copyright><description>Junta42 is a search community dedicated to the content marketing, custom publishing/media, and branded content industries. Junta42 combines user-generated findings with computer search results to get users to valuable, relevant content fast and easy.</description><language>en</language><generator>gabLibrary RSS Component v1.0</generator><pubDate>Mon, 8 Sep 2008 02:55:40 EST</pubDate><item><title>How To Measure a Custom Publication's Success</title><link>http://www.junta42.com/content/How_To_Measure_a_Custom_Publication_s_Success</link><description><![CDATA[Article is a bit dated, but provides a nice overview with case studies on how to effectively measure a custom publication's success. Includes projects from Baan and Aspect ]]></description><guid>http://www.junta42.com/content/How_To_Measure_a_Custom_Publication_s_Success</guid><pubDate>Tue, 3 Jul 2007 03:45:48 EST</pubDate></item><item><title>Is "New Media" an Excuse for Making Old Mistakes? - A Take on Bud.TV</title><link>http://www.junta42.com/content/Is_New_Media_an_Excuse_for_Making_Old_Mistakes_A_Take_on_Bud_TV</link><description><![CDATA[Nigel Hollis with Millward Brown discusses Bud.TV in-depth and proposes that the idea was sound, but the execution failed. Hollis notes that A-B's"... Busch focused on the stringent sign-up rules as the reason for Bud.TV’s failure but I think he was missing the main reason: the fact that the content and style of presentation did not meet the expectations of the target ]]></description><guid>http://www.junta42.com/content/Is_New_Media_an_Excuse_for_Making_Old_Mistakes_A_Take_on_Bud_TV</guid><pubDate>Wed, 11 Jul 2007 12:00:21 EST</pubDate></item><item><title>Custom Publishing ROI - The Numbers Game</title><link>http://www.junta42.com/content/Custom_Publishing_ROI_The_Numbers_Game</link><description><![CDATA[An overview of research conducted by UK-based Millward Brown. Findings show that a reader spends an average of 25 minutes reading a custom magazine, among other findings. This article also reviews specifics for the South African custom publishing ]]></description><guid>http://www.junta42.com/content/Custom_Publishing_ROI_The_Numbers_Game</guid><pubDate>Thu, 12 Jul 2007 17:29:42 EST</pubDate></item><item><title>Custom Publishing Success through Customization</title><link>http://www.junta42.com/content/Custom_Publishing_Success_through_Customization</link><description><![CDATA[Simon Kelly from Story Worldwide provides some detail on how technology has increased the value of custom publications though versioning and segmentation. With all that, the key to successful custom publications is delivering the right information to the right person at the right ]]></description><guid>http://www.junta42.com/content/Custom_Publishing_Success_through_Customization</guid><pubDate>Mon, 16 Jul 2007 19:28:55 EST</pubDate></item><item><title>Why ROI Rules? - Custom Magazine Measurement</title><link>http://www.junta42.com/content/Why_ROI_Rules_Custom_Magazine_Measurement</link><description><![CDATA[Chris McMurry from McMurry Publishing details five distinct goals which marketers should look at when launching a custom publication. Behavior change in some way is the key. Make sure you know what you want to measure from the ]]></description><guid>http://www.junta42.com/content/Why_ROI_Rules_Custom_Magazine_Measurement</guid><pubDate>Mon, 16 Jul 2007 19:52:42 EST</pubDate></item><item><title>Four Tips to Building Quantifiable Marketing Programs</title><link>http://www.junta42.com/content/Four_Tips_to_Building_Quantifiable_Marketing_Programs</link><description><![CDATA[In this article, Becky Sheetz-Runkle from MarketingProfs lays out four simple steps to keep in mind about creating ROI for your marketing programs. Some of this seems like common sense, but many times marketers get so busy with the execution, they forget how important measurement becomes when the boss comes ]]></description><guid>http://www.junta42.com/content/Four_Tips_to_Building_Quantifiable_Marketing_Programs</guid><pubDate>Tue, 24 Jul 2007 18:10:10 EST</pubDate></item><item><title> Are "click-throughs" a reliable measure?</title><link>http://www.junta42.com/content/Are_click_throughs_a_reliable_measure</link><description><![CDATA[The author's survey database shows that the usefulness of electronic newsletters is about 66% for weekly/monthly newsletters and 74% for daily newsletters. Frequency matters a great deal.

The percentage of employees who say they read or skim at least half of each e-newsletter ranges from a low of 25% to a high of 63%. That's where the content makes a big difference, as does the ]]></description><guid>http://www.junta42.com/content/Are_click_throughs_a_reliable_measure</guid><pubDate>Thu, 14 Feb 2008 01:53:29 EST</pubDate></item><item><title>Why Most Custom Publications Aren't Measured</title><link>http://www.junta42.com/content/Why_Most_Custom_Publications_Aren_t_Measured</link><description><![CDATA[Gets to the heart at why most custom publications aren't measured: a lack of clear purpose of why the custom publishing project was created. Article challenges both marketers and publishers to create a partnership environment where both put measurement ]]></description><guid>http://www.junta42.com/content/Why_Most_Custom_Publications_Aren_t_Measured</guid><pubDate>Fri, 31 Aug 2007 03:28:31 EST</pubDate></item><item><title>ANA/MMA study finds greater need for alignment between marketing and finance</title><link>http://www.junta42.com/content/ANA_MMA_study_finds_greater_need_for_alignment_between_marketing_and_finance</link><description><![CDATA["Though the vast majority of marketers (92%) now have some type of marketing accountability process in place, dissatisfaction with marketing measurement and internal accountability processes is widespread, according to a newly released study conducted by the Association of National Advertisers in conjunction with Marketing Management Analytics, a marketing measurement ]]></description><guid>http://www.junta42.com/content/ANA_MMA_study_finds_greater_need_for_alignment_between_marketing_and_finance</guid><pubDate>Fri, 7 Sep 2007 02:35:41 EST</pubDate></item><item><title>Organizational Critical Success Factors a Must for Marketing</title><link>http://www.junta42.com/content/Organizational_Critical_Success_Factors_a_Must_for_Marketing</link><description><![CDATA[Long-term marketing success relies on an understanding of the overall business objectives for the organization. This post includes a list of questions that must be answered in order to create a strategic communications plan that makes sense. Once that is complete, content marketing or custom publishing initiatives can be integrated into the overall marketing ]]></description><guid>http://www.junta42.com/content/Organizational_Critical_Success_Factors_a_Must_for_Marketing</guid><pubDate>Mon, 10 Sep 2007 16:39:13 EST</pubDate></item><item><title> Banks adopt content targeting in push for growth</title><link>http://www.junta42.com/content/Banks_adopt_content_targeting_in_push_for_growth</link><description><![CDATA[HSBC, Lloyds TSB, Barclays and Halifax are using technology which serves content and product recommendations that are relevant to each visitor based on a range of factors.

This sort of targeting is designed to help companies target offers at specific types of people, based on their behavior on a website; as well as offsite factors such as time of day, ISP, search referral terms, browser, and so ]]></description><guid>http://www.junta42.com/content/Banks_adopt_content_targeting_in_push_for_growth</guid><pubDate>Tue, 2 Oct 2007 14:59:50 EST</pubDate></item><item><title>Blog Juice Calculator</title><link>http://www.junta42.com/content/Blog_Juice_Calculator</link><description><![CDATA[Interesting tool to assess how your blog ranks in your particular industry.  Excellent service. Only problem I found is that there are many missing industries to compare your blog.  Aside from that, brings up instant ]]></description><guid>http://www.junta42.com/content/Blog_Juice_Calculator</guid><pubDate>Tue, 22 Jan 2008 19:59:17 EST</pubDate></item><item><title>The New Metrics For Content Engagement: The Battle Over Measurement Methods   </title><link>http://www.junta42.com/content/The_New_Metrics_For_Content_Engagement_The_Battle_Over_Measurement_Methods</link><description><![CDATA[What do marketers care most about in evaluating content Web sites as advertising vehicles? According to Advertiser Perceptions, marketers and ad agencies polled in the research firm's semiannual Advertising Intelligence Research study consistently select three priorities in the same order: reach, composition and engagement. And while the Web lends itself to a wealth of analysis in each of those three areas, there is widespread uneasiness about the state of online measurement.

This article ...]]></description><guid>http://www.junta42.com/content/The_New_Metrics_For_Content_Engagement_The_Battle_Over_Measurement_Methods</guid><pubDate>Sun, 27 Jan 2008 15:02:31 EST</pubDate></item><item><title>Lack of Measurement Means Ineffective Marketing</title><link>http://www.junta42.com/content/Lack_of_Measurement_Means_Ineffective_Marketing</link><description><![CDATA[A new survey of 3,000 global marketers has concluded that marketing effectiveness has reached an all-time low.  Those surveyed said that "65% of their marketing spend had no discernible effect on consumer behavior in 2007."

That's even worse that the old adage about 50% of your marketing being wasted, but not knowing which half. However, the reason is pretty much the same - lack of ]]></description><guid>http://www.junta42.com/content/Lack_of_Measurement_Means_Ineffective_Marketing</guid><pubDate>Mon, 28 Jan 2008 15:34:55 EST</pubDate></item><item><title>What does a lead's score really mean?</title><link>http://www.junta42.com/content/What_does_a_leads_score_really_mean</link><description><![CDATA[The premise behind lead scoring is that marketing can now automate their ability to know exactly when the leads in their nurturing programs are sales ready and then transition them to the sales force without delay. This blog post looks specifically at the question of assessing the meaning of points assigned to content viewed by your leads. ]]></description><guid>http://www.junta42.com/content/What_does_a_leads_score_really_mean</guid><pubDate>Fri, 28 Mar 2008 03:50:29 EST</pubDate></item><item><title>Focus is the key to great B2B complex sales management</title><link>http://www.junta42.com/content/Focus_is_the_key_to_great_B2B_complex_sales_management</link><description><![CDATA[A short but relevant post of measuring impact of complex sales efforts. The mantra 'closing is not the most important thing - it's the only thing' only applies to car salesmen, real estate agents and marketers of ]]></description><guid>http://www.junta42.com/content/Focus_is_the_key_to_great_B2B_complex_sales_management</guid><pubDate>Fri, 8 Feb 2008 20:21:21 EST</pubDate></item><item><title>the 5 M's for marketers to build effective demand development programs</title><link>http://www.junta42.com/content/the_5_M_s_for_marketers_to_build_effective_demand_development_programs</link><description><![CDATA[The 5Ms: A Framework for Successful Demand Development is by Koen De Witte, Vice President of WW Marketing and General Manager of European Operations, Bulldog Solutions.  He explains demand development management, mode, media, message and metrics.  The 5Ms help companies develop and maintain best-practice demand development programs that provide sustainable, measurable results designed to meet specific strategic goals. ]]></description><guid>http://www.junta42.com/content/the_5_M_s_for_marketers_to_build_effective_demand_development_programs</guid><pubDate>Thu, 11 Oct 2007 14:27:58 EST</pubDate></item><item><title>Do the laws of branding not apply online?</title><link>http://www.junta42.com/content/Do_the_laws_of_branding_not_apply_online</link><description><![CDATA[This blog is on Online Spin and is written by Joe Marchese.  He looks at marketers and claims that they want their ROI and their branding too.  He states that if the click or acquisition is all that matters then there is no accounting for branding.  He discusses the difference between branding online and acquisition online.  ]]></description><guid>http://www.junta42.com/content/Do_the_laws_of_branding_not_apply_online</guid><pubDate>Tue, 6 Nov 2007 20:06:30 EST</pubDate></item><item><title>Measuring the Return on Engagement</title><link>http://www.junta42.com/content/Measuring_the_Return_on_Engagement</link><description><![CDATA[This post from Bud Caddell on passion2publish.com includes a 16 slide presentation given to his company as they do talks each Monday in an effort to continually review the basics of what they do and to be sure they are educating internally.  This presentation is on metrics and how, as a company, they can be more agile to respond to user needs.  This article also includes some information to help summarize.  Points include such things as the most important metrics are always driven by the ...]]></description><guid>http://www.junta42.com/content/Measuring_the_Return_on_Engagement</guid><pubDate>Tue, 20 Nov 2007 02:51:28 EST</pubDate></item><item><title>Web Analytics Is A Fire Extinguisher</title><link>http://www.junta42.com/content/Web_Analytics_Is_A_Fire_Extinguisher</link><description><![CDATA[Companies are too busy putting out fires to spend the time and money on yet-another opportunity and this may be why those companies are not investing in web analytics.  But if you are not at least measuring traffic, actions, outcomes, and satisfaction you are burning up your company's and website money.  Here are some tips for what to ]]></description><guid>http://www.junta42.com/content/Web_Analytics_Is_A_Fire_Extinguisher</guid><pubDate>Sun, 9 Mar 2008 18:30:37 EST</pubDate></item><item><title>Segmenting Email With Web Analytics</title><link>http://www.junta42.com/content/Segmenting_Email_With_Web_Analytics</link><description><![CDATA[Stefan Pollard, director of email marketing best practices, and Dan Miller, manager of professional services, both of Lyris, Inc. argue for a real marriage between web analytics of on-site behavior and email metrics.  In this interview they discuss how to integrate this and look at how the landing page converted and how we re-messaged people who didn't do what we wanted them to ]]></description><guid>http://www.junta42.com/content/Segmenting_Email_With_Web_Analytics</guid><pubDate>Mon, 17 Mar 2008 16:56:42 EST</pubDate></item><item><title>Measuring Engagement</title><link>http://www.junta42.com/content/Measuring_Engagement</link><description><![CDATA[Using new research, marketers develop metrics to measure audience engagement.  This is increasingly employed to help steer billions of dollars in advertising buys across all media.  Discusses how engagement is defined and measured and how media companies are using engagement and cross-platform advertising metrics to bag ad ]]></description><guid>http://www.junta42.com/content/Measuring_Engagement</guid><pubDate>Mon, 28 Apr 2008 18:00:25 EST</pubDate></item><item><title>Does your landing page take too long to load?</title><link>http://www.junta42.com/content/Does_your_landing_page_take_too_long_to_load</link><description><![CDATA[If landing pages take too long to load, consumers may not wait.  AlertSite has a new offering. The platform allows marketers and online publishers to gauge how long it takes a landing page to load.  The scan will tell site owners how long it takes a page to redirect and how long it takes for the first byte of a page to load once a user is connected to the ]]></description><guid>http://www.junta42.com/content/Does_your_landing_page_take_too_long_to_load</guid><pubDate>Mon, 9 Jun 2008 02:56:29 EST</pubDate></item><item><title>If you’re curious about the future of magazines, HP Lab’s MagCloud may offer a clue</title><link>http://www.junta42.com/content/If_you_re_curious_about_the_future_of_magazines_HP_Lab_s_MagCloud_may_offer_a_clue</link><description><![CDATA[Rex Hammock shares thoughts and information about a print on demand system for magazines.  MagCloud is an HP Labs research project evaluating new web services that will provide small independent magazine publishers, online content owners, and small businesses the ability to custom publish digitized magazines and economically print and fulfill on ]]></description><guid>http://www.junta42.com/content/If_you_re_curious_about_the_future_of_magazines_HP_Lab_s_MagCloud_may_offer_a_clue</guid><pubDate>Tue, 17 Jun 2008 15:05:12 EST</pubDate></item><item><title>Capturing Customer Intent</title><link>http://www.junta42.com/content/Capturing_Customer_Intent</link><description><![CDATA[Overview and link to a webinar by CrossTech Media to explain how to capture customer intent from a company’s standpoint. These stages are attract, engage, transact, fulfill, support, and retain.  Key points include content marketing, audience, touch points and digital ]]></description><guid>http://www.junta42.com/content/Capturing_Customer_Intent</guid><pubDate>Thu, 31 Jul 2008 22:29:50 EST</pubDate></item><item><title>Putting Metrics to Work: Measurement and Benchmarking for More Effective Lead Generation </title><link>http://www.junta42.com/content/Putting_Metrics_to_Work_Measurement_and_Benchmarking_for_More_Effective_Lead_Generation</link><description><![CDATA[Today’s BtoB CMOs are more accountable than ever for their marketing spend. In fact, more than 40% of senior marketers feel “high pressure” from their C-level officers to prove the value of their work. (“CMOs Feel the Heat from the C-Suite,” BtoB, February 2007). When you run the marketing organization around metrics, you’re much better prepared to do that. In this Webinar, you’ll learn how to incorporate metrics into your marketing organization—not as a static source of reports, but as a ...]]></description><guid>http://www.junta42.com/content/Putting_Metrics_to_Work_Measurement_and_Benchmarking_for_More_Effective_Lead_Generation</guid><pubDate>Wed, 14 Nov 2007 18:22:30 EST</pubDate></item><item><title>Close the Loop: How Data Analysis Can Help You Validate, Improve and Drive Marketing and Sales Strategies</title><link>http://www.junta42.com/content/Close_the_Loop_How_Data_Analysis_Can_Help_You_Validate_Improve_and_Drive_Marketing_and_Sales_Strategies</link><description><![CDATA[Sales and marketing teams are under enormous pressure to account for their spending on lead-generation initiatives, validate their decisions and improve their programs. Closed-loop analysis is the key to doing that successfully—if it's done right. In this complimentary Webinar, experts from HardMetrics and Bulldog Solutions will review best practices for planning and executing data analysis, and exploring the data through dashboards that bring the numbers ]]></description><guid>http://www.junta42.com/content/Close_the_Loop_How_Data_Analysis_Can_Help_You_Validate_Improve_and_Drive_Marketing_and_Sales_Strategies</guid><pubDate>Wed, 14 Nov 2007 18:23:25 EST</pubDate></item><item><title>Closed-Loop Analysis Series: Introduction</title><link>http://www.junta42.com/content/Closed_Loop_Analysis_Series_Introduction</link><description><![CDATA[First article in a series of articles that discusses how to develop and maintain closed-loop analysis in B2B ]]></description><guid>http://www.junta42.com/content/Closed_Loop_Analysis_Series_Introduction</guid><pubDate>Wed, 14 Nov 2007 18:33:58 EST</pubDate></item><item><title>Closed-Loop Analysis Series: Understanding KPIs</title><link>http://www.junta42.com/content/Closed_Loop_Analysis_Series_Understanding_KPIs</link><description><![CDATA[Second article in a series promoting closed-loop analysis.  This article focuses on KPI's (key performance ]]></description><guid>http://www.junta42.com/content/Closed_Loop_Analysis_Series_Understanding_KPIs</guid><pubDate>Wed, 14 Nov 2007 18:35:18 EST</pubDate></item><item><title>Closed-Loop Analysis Series: Three Strategies for Developing a Successful Plan</title><link>http://www.junta42.com/content/Closed_Loop_Analysis_Series_Three_Strategies_for_Developing_a_Successful_Plan</link><description><![CDATA[Third article in a series promoting closed-loop analysis.  This article focuses on three strategies for creating a successful ]]></description><guid>http://www.junta42.com/content/Closed_Loop_Analysis_Series_Three_Strategies_for_Developing_a_Successful_Plan</guid><pubDate>Wed, 14 Nov 2007 18:36:05 EST</pubDate></item><item><title>Closed-Loop Analysis Series: Exploring Data (and Scrubbing the Dirt)</title><link>http://www.junta42.com/content/Closed_Loop_Analysis_Series_Exploring_Data_and_Scrubbing_the_Dirt</link><description><![CDATA[Fourth article in a series promoting closed-loop analysis.  This article focuses on how to scrub "dirty ]]></description><guid>http://www.junta42.com/content/Closed_Loop_Analysis_Series_Exploring_Data_and_Scrubbing_the_Dirt</guid><pubDate>Wed, 14 Nov 2007 18:37:21 EST</pubDate></item><item><title>Closed-Loop Analysis Series: Three Keys to Testing Your Data</title><link>http://www.junta42.com/content/Closed_Loop_Analysis_Series_Three_Keys_to_Testing_Your_Data</link><description><![CDATA[Fifth article in a series promoting closed-loop analysis.  This article focuses on the three keys to testing your ]]></description><guid>http://www.junta42.com/content/Closed_Loop_Analysis_Series_Three_Keys_to_Testing_Your_Data</guid><pubDate>Wed, 14 Nov 2007 18:38:47 EST</pubDate></item><item><title>Closed-Loop Analysis Series: Benchmarking Your Data</title><link>http://www.junta42.com/content/Closed_Loop_Analysis_Series_Benchmarking_Your_Data</link><description><![CDATA[Sixth article in a series promoting closed-loop analysis.  This article focuses on Benchmarking your ]]></description><guid>http://www.junta42.com/content/Closed_Loop_Analysis_Series_Benchmarking_Your_Data</guid><pubDate>Wed, 14 Nov 2007 18:39:46 EST</pubDate></item><item><title>Closed-Loop Analysis Series: Using Benchmarks to Drive Improvement</title><link>http://www.junta42.com/content/Closed_Loop_Analysis_Series_Using_Benchmarks_to_Drive_Improvement</link><description><![CDATA[Seventh article in a series promoting closed-loop analysis.  This article focuses on using benchmarks to drive improvement in your overall marketing ]]></description><guid>http://www.junta42.com/content/Closed_Loop_Analysis_Series_Using_Benchmarks_to_Drive_Improvement</guid><pubDate>Wed, 14 Nov 2007 18:40:45 EST</pubDate></item><item><title>Closed-Loop Analysis Series: Monitoring Your Key Metrics to Get Smarter About Your Marketing Spend</title><link>http://www.junta42.com/content/Closed_Loop_Analysis_Series_Monitoring_Your_Key_Metrics_to_Get_Smarter_About_Your_Marketing_Spend</link><description><![CDATA[Last article in a series promoting closed-loop analysis.  This article focuses on monitoring your data to control your overall marketing ]]></description><guid>http://www.junta42.com/content/Closed_Loop_Analysis_Series_Monitoring_Your_Key_Metrics_to_Get_Smarter_About_Your_Marketing_Spend</guid><pubDate>Wed, 14 Nov 2007 18:41:44 EST</pubDate></item><item><title>Benchmarking 101: All Benchmarks Are Not Created Equal </title><link>http://www.junta42.com/content/Benchmarking_101_All_Benchmarks_Are_Not_Created_Equal</link><description><![CDATA[In Part 2 of this Benchmarking 101 Series, find out the various benefits of internal benchmarks versus third-party benchmarks—and why using both is the best of all possible worlds. ]]></description><guid>http://www.junta42.com/content/Benchmarking_101_All_Benchmarks_Are_Not_Created_Equal</guid><pubDate>Tue, 27 Nov 2007 19:44:48 EST</pubDate></item><item><title>How to cost justify a prospect marketing database</title><link>http://www.junta42.com/content/How_to_cost_justify_a_prospect_marketing_database</link><description><![CDATA[In many situations, up until the last few years, very few companies had access to a prospect marketing database. Everyone knew that any company’s real market included the people who should be customers but weren’t, in addition to the people who had already become customers, but the volumes were simply too large to manage ]]></description><guid>http://www.junta42.com/content/How_to_cost_justify_a_prospect_marketing_database</guid><pubDate>Thu, 22 May 2008 09:15:40 EST</pubDate></item><item><title>How to measure &amp; enhance your mailing list</title><link>http://www.junta42.com/content/How_to_measure_enhance_your_mailing_list</link><description><![CDATA[First of all, here are some statistics: according to our own aggregate, ‘averaged’ data, open-rates for in-house mailing lists are running in the 30-40% region.

Average click-throughs for house lists are currently in the high single figures: 7%-9% (calculated as the percentage of messages delivered, rather than the percentage opened) .

In this ‘How to’ guide of mine, I explain how to measure whether your mailing lists (both in-house and third-party lists) meet or beat the open-rate ]]></description><guid>http://www.junta42.com/content/How_to_measure_enhance_your_mailing_list</guid><pubDate>Thu, 22 May 2008 09:23:48 EST</pubDate></item><item><title>14 Top Key Performance Indicators</title><link>http://www.junta42.com/content/14_Top_Key_Performance_Indicators</link><description><![CDATA[In this How2Guide I am going to evaluate the Key Performance Indicators (KPIs) of Lead Generation ]]></description><guid>http://www.junta42.com/content/14_Top_Key_Performance_Indicators</guid><pubDate>Thu, 22 May 2008 12:17:33 EST</pubDate></item><item><title>Sales is from Mars and Marketing is from Venus – Vol. II – Lead Scoring</title><link>http://www.junta42.com/content/Sales_is_from_Mars_and_Marketing_is_from_Venus_Vol_II_Lead_Scoring</link><description><![CDATA[A growing trend in B2B marketing today is in the realms of “lead nurturing” and “lead scoring.” 

I have often found the best way to impress the sales team is to feed them a stream of high-quality leads. Events, webinars, account-based marketing, trade events and speaking engagements all offer opportunities to find and feed some leads (usually the hottest ones) to the sales team. But what happens to those that are not so hot? Typically they hit the cutting room floor or are left to die on the ...]]></description><guid>http://www.junta42.com/content/Sales_is_from_Mars_and_Marketing_is_from_Venus_Vol_II_Lead_Scoring</guid><pubDate>Wed, 9 Apr 2008 02:20:57 EST</pubDate></item></channel></rss>
