2011 PR Sales Cycle SEM 
Cracking the Code
NOVEMBER 10, 2009
Your caution in Law 6 about over-estimating the impact of SEM and other lead-generation activity is particularly astute. In regards to calculatimg the "Magic Number" - should the amount included as sales and marketing costs match the length of the sales cycle? sales and marketing. (10). ► 2011. (2).
Cracking the Code
OCTOBER 10, 2008
In my case (LucidEra -- a SaaS analytics provider focusing on sales, marketing, and financial analytics), weve found that success requires not only building some best practices for analytics into our solution, but also coming up with a repeatable and scalable way to show the customer how to use the analytics and how to interpret the results.
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