Why It Takes 7 to 13+ Big Touches to Generate a
Qualified B2B Sales Lead Today

dsd	LAURIE BEASLEY President Beasley Direct Marketing dsd TOM JUDGE VP, Business Development Direct Marketing Partners

The new reality is that the sales team is demanding higher quality “sales-ready” leads to hit their numbers. And guess what, you’re signed up to deliver them. So we asked our expert panel why it’s now taking from 7 to 13 or more touch points to develop a suspect into a true sales-ready lead. You’ll be surprised what the findings are and how a few popular myths are now shattered!

What you’ll learn at this Roundtable event:
- A summary of what’s happening from the buyer’s perspective
- The latest metrics around the various contact strategies
- Surprising tips on how to adjust your plans in this new environment

Warning: This roundtable will address mature b2b demand gen marketing topics with frank research and real marketplace observations, and is not for the faint of heart!

DATE/TIME:
Thursday – JANUARY 10th
8:30 – 10:00am

LOCATION:
Bay Cafe @ Palo Alto Golf Course
1875 Embarcadero Road
Palo Alto, CA 94304
Directions

PRICE:
BMA Members:   $10/person*
Non-Members:   $20/person*
* Payable @ the door (CASH or CHECK only, please)

RSVP by January 9th to:
Laurie Beasley  lbeasley@beasleydirect.com

About Our Moderators:
LAURIE BEASLEY has more than 25 years’ experience in direct and interactive marketing. Prior to forming her own direct marketing agency, she was direct marketing manager at Borland International. As one of the founding members of Borland’s direct marketing team, she helped grow the company’s direct marketing revenue from zero to a multi-million dollar business. For the past nineteen years, Ms. Beasley has been the founder and president of Beasley Direct Marketing, Inc., a full-service agency providing strategy and creative execution for integrated direct mail, print advertising, email, and Internet campaigns.  Laurie is a frequent speaker on direct marketing topics at conferences, which most recently include the American Marketing Association, Direct Marketing Association, Business Marketing Association, and LA Direct Marketing Expo. She is the recipient of several awards for integrated marketing campaigns, which featured outstanding creative and exceptional ROI, including the Echo, Summit, Pioneer, Silver Pyramid, Communicator and Caples awards. She is President of The Direct Marketing Association of Northern California Chapter www.dmanc.org and a professor of email marketing at UC Berkeley Extension and Direct and Email Marketing at UCSC Extension.

TOM JUDGE is the NorCal BMA Sales Lead Roundtable Chair. A twenty year industry veteran and VP of Strategy at Direct Marketing Partners, he is also a past Instructor of B2B Sales Lead Management at University of California and San Jose State. Tom is a Member of the Sales Lead Management Association’s list of “50 Most Influential Sales Lead Management Professionals”.