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Sales Research Reports

2014 Lead Management and Social Engagement

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Our 2014 Lead Management and Social Engagement research report explores our 10-step Lead Management Life Cycle and the metrics that distinguish Best in Class companies in Lead Management.

Use this report to learn:

  • What to measure
  • Why to track metrics
  • How Best in Class companies peform


The critical metrics covered in this report include:


  • Top 3 Demand Generation Programs
  • Leads from Marketing vs Others
  • Prospect Data Accuracy
  • Areas for Increasing Lead Gen Investment
  • % Lead Generation Budget for Social
  • Lead Scoring Methods in Use
  • % Leads Followed Up
  • % Leads Converted to Prospects
  • Lead Nurturing Responsibility
  • Benefits of Sales Enablement


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