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

Lead Generation Specialist

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

Tags: PowerViews

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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..

Lead Generation Specialist

Posted by Dan McDade on Feb 14, 2017 7:42:00 AM

Tags: PowerViews

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How to Leave Voicemails that Generate Results

Have you ever scheduled a meal for you, your significant other and close friends? Did it take more than one or two phone calls, emails and texts to settle on a date, time and venue? Of course!

Multi-touch,..

Lead Generation Specialist

Posted by Dan McDade on Feb 8, 2017 11:05:00 AM

Tags: B2B Marketing, B2B Sales, Inbound Marketing

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How to Diagnose if Inbounditis is Killing Your Sales Pipeline

Qualified leads can be generated any number of ways: phone calls email, webinars, direct mail and even marketing automation if done well. It's not, however, the quantity of leads that counts. It’s the quality of the..

Lead Generation Specialist

Posted by Dan McDade on Feb 2, 2017 11:34:09 AM

Tags: Marketing & Sales Alignment, Sales Leads

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How to Establish a Meaningful Lead Definition

Walk out of your office and ask the first three marketers and the first three sales executives you encounter one question:

What constitutes a lead?

I suspect that you will get 6 almost entirely different answers to..

Lead Generation Specialist

Posted by Dan McDade on Jan 27, 2017 5:36:39 PM

Tags: B2B Marketing, B2B Sales

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Expert Panel’s Feedback on Our Lead to Revenue Calculator

During the last week of December I asked a panel of experts for feedback on our Leads to Revenue Calculator. I was surprised at the level of detailed feedback I received. Not all of it was positive, but it was all..

Revenue - Inbound - Nurturing = The GAP. We guarantee you'll be surprised by your actual metrics. Try our Lead Revenue Calculator
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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..