In this episode, I share the key principles of successful lead management from my book Manufacturing Demand which now has over 10,000 copies in circulation. When I wrote the book, my publisher told me 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. 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 I won't read the chapters word for word like you'd hear on audible.com, I will share 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.
#169 Top 3 Skills Needed to Succeed in an Operations Role ft. Brian Knaupe
#168 How to Lead a Major Marketing Automation Migration with Naomi Liu of EFI
#167 The D3 Methodology: Building Strategic and Technical Skills
#166 The D3 Methodology: Building a Strong Organizational Structure
#165 How To Lead Through Authenticity ft. Anna Crowe
#164 How to Remove Friction in Marketing ft. Roger Dooley
#163 The D3 Methodology: A Holistic Model for Maximizing Revenue
#162 What it Takes to be an Agent of Change ft. Linda Haury
#161 How Intent Data is Revealing Buyer Behavior During Covid-19 ft. Erik Matlick
#160 Ramping Up Marketing During a Downturn ft. Rob Bois
#159 Being Contextual in Marketing ft. Mathew Sweezey
#158 Profiling a High-Performing Sales Professional ft. Frannie Danzinger
#157 Leaving a Legacy ft. Courtney Wilson
#156 The Importance of Building a Strong Team Culture ft. Teresa Almaraz
#155 Isn't Sales and Marketing the Same Thing? ft. Max Altshuler
#154 From Barista to Badass Marketo Champion ft. Chelsea Kiko
#153 The Power of Marketing in Driving Revenue ft. David Eldred
#152 Demand Creation Done Right ft. Carlos Hidalgo
#151 Changing the Narrative: How to Reposition the Discipline of Marketing
#150 How to Get Your Data Clean and Pristine with Gaea Connary
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