ViewPoint Blog

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

Lead Generation Specialist

Posted by Dan McDade on Oct 20, 2016 10:21:52 AM

Tags: Inside Sales, Sales Process, B2B Sales

1 Comment

Bubble in the Funnel

Per Healthline Media, an air embolism, also called a gas embolism­, occurs when one or more air bubbles enter a vein or artery and block it. These air bubbles can travel to your brain, heart, or lungs and cause a..

Lead Generation Specialist

Posted by Dan McDade on Oct 10, 2016 12:01:13 PM

Tags: B2B Marketing, B2B Sales, Sales Leads


What Percentage of Marketing Leads Should Be Accepted by Sales?

The biggest disconnect between marketing and sales is the hand-off of marketing qualified leads (MQL’s) to sales and the acceptance of those leads (SAL’s) by sales. Unfortunately, the baton gets dropped more..

Lead Generation Specialist

Posted by Dan McDade on Oct 4, 2016 10:05:00 AM

Tags: Webinars


PipeLiner CRM #SalesChats Webinar on Prospecting

Pipeliner’s John Golden hosted me on #SalesChats recently and the topic was prospecting. John asked two questions:

Lead Generation Specialist

Posted by Dan McDade on Sep 29, 2016 9:48:18 AM

Tags: Database Marketing


Database Clean-Up: How to Avoid Blowing a Lot of Money and Your Career!

When evaluating the value of your database(s), is there a better, more effective alternative to either contacting all prospects in the databases or throwing them all out and starting over? Yes! You can save a lot of..

Lead Generation Specialist

Posted by Dan McDade on Sep 21, 2016 10:15:00 AM

Tags: Marketing & Sales Alignment


Three “Lies” That Plague B2B Businesses Today (Part Three of Three)


The Three “Lies” That Plague B2B Businesses Today Are: 

  1. Cold calling is dead.
  2. 57 – 90% of the buying process is complete before a sales rep needs to get involved.
  3. Marketing and sales are aligned 

Do you agree..

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Top 5 posts

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..