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April 2008


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Steve Gershik

I agree with you, Travis. In the end, we need to keep in mind that this is a customer-centric model of lead management, where we score and rank leads based on their readiness to engage with sales, not necessarily that they have raised their hand as part of the research buying phase. Thanks for pointing that out.

- Steve

Travis Turner

I agree with what you had to say about the numeric system of classifying leads. This way of classification gives a much more broad look at these perspective customers. It is very important that we have a CRM that gives its users the ability to customize and organize their leads. In this way the organization benefits because they can accomplish numerous tasks in a small amount of time. The lead also benefits because they are contacted quickly and have the ability to talk to a live agent.

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  • Steve Gershik has been a VP of Marketing and demand generation leader for over 18 years. He frequently writes and speaks about marketing automation, brand management, demand generation and Internet marketing.

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