Current Events

Anritsu Sales Lead Case Study
This is a panel case study and deep dive into the strategies and tactics of Anritsu Company’s ECHO Award winning sales lead program. The Sales Department at Anritsu needed a "Door Opening” high-impact Sales lead campaign to gain entry into some of the toughest wireless carrier target accounts in the US. In addition, the sales force also requested the leads meet their "Sales-Ready” criteria… and for face-to-face appointments to be set for a product demo to boot. Gina Varela-Domenichini, Global Advertising and Lead Generation Manger, combined the resources of two agencies for a comprehensive sales lead program that has also been recognized by the DMA with a 2009 ECHO Award.

Take aways: Come to this panel discussion on the program. Hear Gina describe how she exceeded the sales force’s expectations. Learn about the multi-channel, multi-touch personalized approach implemented by the two agencies to achieve Anritsu’s goals. Gina will share the stunning statistical results and examples which earned an award. We look forward to seeing you there!


Sales Lead Management Workshop Program & Speaker:
Tom Judge, DMP's VP of Strategy

Optimizing B2B sales lead programs using a metrics based approach
Driving sales revenue is the goal of B2B demand generation programs. Firms are raising the bar on their expectations from their lead generation programs. Creating the sales lead-to-revenue roadmap and managing the course are challenging for B2B demand generation teams. This overview is a look at the primary processes involved with planning; generating, qualifying and managing sales leads to achieve sales goals using a metrics based approach.

The discussion will be relevant to all attendees regardless of the type of CRM, marketing automation or lead-management software they use, so each participant can focus on designing the best process first, before they move to automation or go-to-market campaign investments.

Take aways: Attendees will learn the end-to-end lead management metrics approach and be able to engage in the sales lead pipeline planning process with higher confidence.