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

Lead Generation Specialist

Posted by Dan McDade on Dec 8, 2016 11:54:58 AM

Tags: B2B Sales, Prospect Development

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B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #1: Should you leave a Voicemail?

Should you leave a voicemail?

One of the best responses to this question that I have seen is from a somewhat dated (2015) article in Eyes On Sales in which the author asks: “How many callbacks do you get if you DON'T..

Lead Generation Specialist

Posted by Dan McDade on Dec 1, 2016 4:35:00 PM

Tags: B2B Sales, Sales Leads

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The Flavors That "Sales Ready" Leads Come In

(Cartoon courtesy to Kenny Madden)

I once worked with the then SVP, Marketing of a large public company who was frustrated with sales. Big surprise. At one point he got so angry that he offered sales management the..

Lead Generation Specialist

Posted by Dan McDade on Nov 29, 2016 7:50:00 AM

Tags: Lead Generation, Sales Leads

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Dear CEO: The Era of Accountability Starts in 2017

(Photo Courtesy of Kenny Madden)

This cartoon was sent to me in response to a blog I wrote a couple of weeks ago. I just love the simplicity of it; not to mention that it absolutely captures what is wrong with..

Lead Generation Specialist

Posted by Dan McDade on Nov 17, 2016 12:16:57 PM

Tags: Lead Generation, Lead Qualification

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How to Refine Your Sales Methodology

Bob Apollo from Inflexion-Point Strategy Partners recently sent me three whitepapers to review and comment on. I thought all three were excellent, but due to my background in, and passion about, lead qualification,..

Lead Generation Specialist

Posted by Dan McDade on Nov 15, 2016 9:00:00 AM

Tags: Releases

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A Podcast Interview With Andy Paul on  Accelerate!

My interview with Andy Paul’s podcast Accelerate! is packed and includes the following:

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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..