Seen + HeardCapacity planning isn’t a topic we typically associate with marketing—but it should be. When it comes time to create your next campaign or build your next budget, don’t rely on guesswork to determine the number of leads that sales will need to reach quota or the size of lead generation programs to support corporate goals.

Effective, strategic marketing can move with calculated precision. All it takes is a little legwork and a few equations.

Direct marketer Ruth Stevens shares the details in her article “Lead Flow Planning: How Many Leads are Really Enough for Your Sales Team?”.

Check it out.>>

Every Friday, Seen+Heard presents a link to some of the best B2B marketing thinking on the web. Have a great B2B article to share or a topic you’d like to see? Tweet me @ThinkSpringMktg or contact me.