My checklist for optimizing the lead generation process so far has included six steps: the mindset of not pushing; repairing the rift between sales and marketing; creating the ideal customer profile (and the un-ideal customer profile as well); agreeing upon a universal lead definition that fits your company’s goals and culture; importance of a well maintained database; and, in step 6, I outlined a multi-modal approach and discussed its importance in the lead gen process. Today I’d like to discuss the aspects of an effective lead management process.

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A couple of days ago, Steven Baker of Business Week published “Beware Social Media Snake Oil,” warning that “hordes of marketing ‘experts’ are promoting the value of wikis, social networks, and blogs.”

Since I run one of the nation’s largest social media agencies (and help some of the world’s largest brands with social media marketing), people asked me what I thought of it. It’s not an answer I can condense to a tweet. So here goes:

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