An Interview with one of the "50 Most Influential Sales Lead Management Professionals":
Andrew Gaffney, DemandGen Report

Company URL

Who are your mentors and why?

What is the most helpful advice you've received to improve your business?

What is the most helpful advice you can give to help others improve their businesses?

How do you give back to the professional community?

What is your favorite business book?

What's your recommendation of the 4 steps?

Which 4 basic skills or process steps do you recommend?

Clearly define your company's value.
Clearly define the value you add personally.
Outwork your competition.
Underpromise and overdeliver for your customers.

In your opinion, the best book on marketing is:

Your reasons for choosing this book are:

What would you say to someone who asks what to do first in managing sales leads?

Define your ideal lead--by vertical, title, etc.
Spend time modeling the path for engagement.

If someone wants to nurture sales inquiries what process would you recommend?

Map content to they buying process.

What steps would you suggest to measure the ROI for sales inquiries?

Establish metrics for each phase of the funnel, cost per leads for initial inquiry to a sales qualified opportunity.