ViewPoint Blog

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

Lead Generation Specialist

Posted by Dan McDade on Jul 20, 2016 12:22:09 PM

Tags: Lead Nurturing, Sales Training, Lead Qualification

0 Comments

A Multi-Touch, Multi-Media, Multi-Cycle Strategy Multiplies Results

I field a lot of questions about what I call our multi-touch, multi-media, and multi-cycle strategy. Many of the questions I field have to do with number of touches and the types of touches we recommend to..

Lead Generation Specialist

Posted by Dan McDade on Jul 7, 2016 10:45:00 PM

Tags: Lead Generation, Lead Management, Cost Per Lead

0 Comments

Questions to Ask Before Investing in Lead Generation

About this time of the year we start to receive calls from prospects wishing to start new lead generation projects ASAP. It happens every year. Our ramp up time for a new program is about four weeks. When prospects..

Lead Generation Specialist

Posted by Dan McDade on Jun 28, 2016 10:30:00 AM

Tags: Sales Leads

1 Comment

What is the Minimum Acceptable Close Rate on Leads?

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

"What is the minimum acceptable close rate for leads provided to sales..

Lead Generation Specialist

Posted by Dan McDade on Jun 24, 2016 10:30:00 AM

Tags: Sales Process, B2B Sales

0 Comments

Q&A With Dave Stein and Steve Andersen

A remarkable new book is changing the way that B2B sales professionals think about, approach, and serve their customers. Co-authored by sales luminaries Steve Andersen and Dave Stein, Beyond the Sales Process: 12..

Lead Generation Specialist

Posted by James Obermayer on Jun 15, 2016 10:24:26 AM

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

0 Comments

Is Anyone Leading Lead Management?

Sales Lead Management is a complicated process. It needs a leader to pull all of the competing interests and people together to work as a team.

Sales lead management is a tough subject to truly get your arms around...

search blog posts

filter blog posts

  • Search

Top 5 posts

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?

In the digital age, more and more communication takes place via email and text messaging, but a person-to-person conversation..

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

Josiane Feigon is President of TeleSmart Communications and author of the business bestseller, Smart Selling on the Phone and..

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..

Blog Archives