ViewPoint Blog

Exploring issues related to B2B sales, marketing & lead generation.

Posted by Dan McDade on Mar 3, 2016 2:33:22 PM

Tags: Sales & Marketing Management


4 Revenue Sources Most ROI Calculators Miss (Part 2 of 2)

This is Part Two of a two-part blog (read part 1 here) about how to improve accuracy in lead/revenue projections in organizations with a complex sales process:

Posted by Dan McDade on Mar 1, 2016 4:44:58 PM

Tags: Marketing Strategy, Lead Management, Sales & Marketing Management


4 Revenue Sources Most ROI Calculators Miss (Part 1 of 2)

This is Part One of a two-part blog about how organizations with a complex sales process can improve accuracy in lead/revenue projections.

Posted by Dan McDade on Feb 26, 2016 12:00:00 PM

Tags: B2B Marketing, B2B Sales, B2B Growth Strategy


The Key to Filling in Your Revenue Gap

Everywhere you look, inbound marketing is identified as the ultimate lead generation tool. While its popularity isn’t without merit, this marketing strategy is not the end-all for lead generation. In fact, it’s one..

Posted by Dan McDade on Feb 24, 2016 7:30:00 AM

Tags: Sales & Marketing Management


How the CEO Can Enhance Sales, Marketing, and the Executive Branch

Someone once told me that CEOs don’t care about leads. They only care about revenue. Unfortunately, as a result of this thinking, marketing spends a ton of money generating leads for sales that are never followed-up...

Posted by Dan McDade on Feb 23, 2016 1:02:44 PM

Tags: Lead Generation, Marketing Strategy


Is Your Lead Generation Strategy Broken?

A broken lead generation strategy could mean trouble for your sales and marketing team, but not just because of the fundamental misalignment between the two departments. More so because an improper strategy can make..

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8 Ways to Motivate Salespeople to Follow Up Inquiries

Corporate growth, good and bad, can be traced to sales lead follow-upi

Marketers keep thinking it is common sense for sales..

Are Your Sales Suffering Because You've Picked The Worst Times To Contact Prospects?

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10 Reasons Why Inside Sales Will Displace Field Sales Teams by 2015

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The Cost-Per-Lead Fallacy in Measuring B2B Lead Generation Investments (Pt 3 of 3)

The introductory post in this series addressed the problems and costs of applying the cost-per-lead metric to measure the..

What is the Minimum Acceptable Close Rate on Leads Provided to Sales?

I posted a question on LinkedIn's Sales and Marketing VP's Group and the results have been fascinating. First, here is the..

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