Best Practices & Research to Make Your Marketing Operation More Effective

Marketing Ops Journal

Subscriber-Only Case Study

Already a subscriber? Login

Subscribe and get immediate access to this case study, full access to our research library, and much more...

The Ugly Truth About Lead Generation ROI

An Entertaining Case Study Revealing the True Root-Causes Behind One Company's "Failing" Lead Generation Programs

Very often in business, the truth behind problems runs counter to what the people in charge actually believe. Sometimes, the truth is painful and difficult to hear. And sometimes, the truth is just downright ugly. In this entertaining case study, you'll learn about:

  • How problems with lead generation can often be traced to things that are removed from the process of generating leads
  • How profitable lead generation requires that the right things are happening with those leads as they move downstream
  • Why intermediate performance metrics are so important for identifying where the real problems may actually reside
  • How finding the truth is always best for the business, but can also present "challenges" for the investigator or messenger

This case study is just one of hundreds of educational resources you get access to as a Marketing Ops Journal subscriber.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • Survival Strategies for Raising Prices

    In this on-demand training seminar, learn why some B2B companies struggle with price increases while others are able to do it with far less pain and angst. What are leading companies doing differently to execute price increases with far less risk, conflict, and uncertainty?

    View This Webinar

  • How to Develop Real Competitive "Kill Sheets"

    Competitive kill sheets are a great tool to help salespeople in the field. But most so-called kill sheets are nothing more than glorified competitive profiles. In this concise tutorial, learn how to develop real, strategic competitive kill sheets that highlight and reinforce the competitive differences that actually matter to prospects.

    View This Tutorial

  • The Triangulated Competitive Audit Guide

    The Triangulated Competitive Audit Guide provides an expanded reference list of the various types of questions you'll want to ask about your competitors and why.

    View This Tool

  • How to Improve Your Close Rates

    Trial and error with something as important as your close rates is risky. So, how do know which strategies and tactics you should be using to improve? In this on-demand training webinar, learn effective strategies and tactics for improving your sales team's ability to win---at scale and with less risk.

    View This Webinar