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My challenge is one that faces most marketing departments, I believe. How do we ensure that the business gets a better return from our marketing investments. Specifically I'm focussing myself on improving our marketing peformance in 3 areas
· Establishing a framework for nurturing prospects that are not yet ready to engage with our sales force, yet have a real business issue that that needs exploring
· Ensuring that the lead management processes deliver - so that opportunities are handed off to the sales force at the appropriate point, and that the opportunities are highly valued and followed through to successful closure
· Exploit the use of Web2.0 and other pull-based digital techniques to enhance prospect/client dialogues - not to get caught up in the hype, but to deliver real value
I'll explore the themes in future postings - we all have a day job so I don't expect a new post every day. But if this is an area that interests you I look forward to hearing from you and learning from you.
In my next posts I'll share with you some useful articles that I've found around this topic on the web. Stay tuned...

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