Phil Lauterjung

Archive for the ‘Integrated Lead Generation’ Category

A few years back I was head of sales for a $70 mil./yr. manufacturing company.  The Executive VP for the company and I had an ongoing debate over metrics to use in evaluating our leads.  His primary measurement was cost-per-lead.  While I felt it was good to know that number I also argued that it was rather meaningless unless we knew how much sales revenue, and over what period of time, we were getting from those leads.  Read more... (750 words, 1 image, estimated 3:00 mins reading time)

A number of years ago there was a very funny movie called City Slickers, and if you haven’t seen it go rent it.  You’ll be glad you did.  Briefly it’s about some New York ‘city slickers’ who get the bright idea to spend a couple of weeks at a working dude ranch out west.  Jack Palance plays Curly, a grizzled old cowboy who epitomizes what it means to be a cowboy.  In one scene he explains Curly’s Law:  Read more... (619 words, 1 image, estimated 2:29 mins reading time)

The lifeblood of any business is leads – right?  If you don’t have leads to follow up you won’t have many sales.  Seems simple enough, but in today’s marketplace it has become VERY difficult to get well qualified  leads.

According to Todd Defren at Shift Communications you should consider using the PR power of social media.  Todd taught a class for Inbound Marketing University today called PR for Inbound Marketing, and had some great insights worth passing along.  Read more... (529 words, 1 image, estimated 2:07 mins reading time)