This interview with David Taber, Author of “Salesforce.com Secrets of Success” on the Marketo blog is a worthwhile read for any software marketer, especially those in the CRM space or those who wish to more effectively utilize their own CRM systems.
Key takeaways? They may not be new, but they’re important enough to deserve repeating:
- Focus on lead quality, not lead quantity
- Have a clear process to drive the sales cycle, and make sure everyone from marketing to sales understands their role in the process
- Figure out and track meaningful, quantifiable measures of marketing success