Notes

CHAPTER 1: What Is Lead-Generation Marketing?

1. “How Companies Are Marketing Online: A McKinsey Global Survey,” The McKinsey Quarterly, Vol. 2007, July 2007.

CHAPTER 4: Using Lead-Generation Tactics

1. Geoffrey A. Moore, Inside the Tornado: Marketing Strategies from Silicon Valley’s Cutting Edge (New York: HarperCollins Publishers, 1995), 14.

CHAPTER 12: E-Mail Marketing

1. Jim Dickie and Barry Trailer, 2011 Lead Management Optimization Key Trends Analysis (CSO Insights, 2011), 3.

2. Morgan Stewart, 2009 Channel Preference Study (ExactTarget, 2009), 7.

3. The Power of Direct Marketing: ROI, Sales, Expenditures, and Employment in the U.S., 2011–2012 Edition (Direct Marketing Association, 2011), 7.

CHAPTER 13: Direct Mail Marketing

1. John Mazzone and John Pickett, The Household Diary Study: Mail Use & Attitudes in FY2010 (United States Postal Service, April 2011), 39–40.

2. Ibid., 44.

3. 2012: Email in Action Study (Collaboration between Direct Marketing Association and Econsultancy.com Ltd., February 9, 2012), 23–24.