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? Posted by Philippe Botteri. at 7:42 PM. Newer Post.
www.forentrepreneurs.com
FEBRUARY 2, 2010
Far more common is a need to acquire customers through a series of steps like SEO, SEM, PR, Social Marketing, direct sales, channel sales, etc. Using low cost inside sales when the touchless conversion is not possible. These techniques are frequently referred to as the Low Cost Sales model, or as Sales 2.0.
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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