ViewPoint Blog

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

Lead Generation Specialist

Posted by Dan McDade on Apr 19, 2017 5:05:52 PM

Tags: B2B Sales, Outbound Marketing, Cold Calling

2 Comments

Insights on Outbound Conference in Atlanta

On April 13, 2017, I attended the #OutBound conference in Atlanta, GA. Remarkably, despite the road destruction in downtown Atlanta, everyone got there on time – about 400 attendees. The event was held at the Hotel..

Desperate and Fearful: Need Pipeline – Want Sales Lead Generation

Last week I published a blog that provided five ways to avoid getting burned by outsourced B2B sales lead generation, qualification and nurturing. You can read the blog here.

Lead Generation Specialist

Posted by Dan McDade on Apr 6, 2017 6:00:31 PM

Tags: Lead Generation

2 Comments

Five Ways to Avoid Getting Burned by Outsourced B2B Sales Lead Generation

Based on my experience over the past almost 30-years it seems that everyone has been burned by outsourced lead generation. Often multiple times. And, at lot of times executives will say “I tried it and it didn’t..

Lead Generation Specialist

Posted by Dan McDade on Mar 29, 2017 1:33:50 PM

Tags: Database Marketing

2 Comments

Lists and the Rest of the Story

There is no such thing as a good list. I am sure that my opinion about lists makes purveyors of lists unhappy, but it is the truth. For the most part, lists suck. There are reasons:

Lead Generation Specialist

Posted by Dan McDade on Feb 16, 2017 11:15:00 AM

Tags: PowerViews

1 Comment

Why Measuring Success on Cost Per Lead is a Huge Mistake

In the search for the holy grail of marketing KPIs, we want ones that correctly emphasize ROI over lead cost, tie lead generation to overall revenue and profits, identify the most successful marketing initiatives and..

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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..

Is Lead Generation Slipping Away From Marketing?

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting

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..