ViewPoint Blog

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

Lead Generation Specialist

Posted by Dan McDade on Aug 25, 2016 1:29:17 PM

Tags: B2B Marketing, Sales Process, B2B Sales, Prospect Development


Is Your Funnel Full of Fool's Gold?

Lead Generation Specialist

Posted by Dan McDade on Aug 18, 2016 11:01:00 AM

Tags: B2B Marketing, Marketing Strategy, Account-Based Marketing


Marketing is More than Automation

There is a back story to the development of the process called Account Based Marketing and that story was published in this blog by LeanData, Inc.:

“In 2003, Bev Burgess, SVP ITSMA Europe, was the host of a..

Lead Generation Specialist

Posted by Dan McDade on Aug 11, 2016 11:30:00 AM

Tags: Lead Generation, Cost Per Lead

1 Comment

Why Cost per Lead is a Bad Way to Measure Your Return on Lead Generation Efforts

Shifting to Outcome-based Accountability and Revenue Metrics

While cost-per-lead measurement has been the de facto favorite for evaluating marketing programs, we are seeing radical and positive shifts in how..

Lead Generation Specialist

Posted by Dan McDade on Aug 9, 2016 11:00:00 AM

Tags: B2B Sales, Sales Training, Sales Leads


Long-Term Leads Demand Attention Now

Near-Term Opportunities are Important, But So is Keeping the Pipeline Full

Your sales team likes nothing better than getting leads with a high probability of closing soon. So much so that many reps often ignore every..

Lead Generation Specialist

Posted by Matt Heinz on Aug 5, 2016 11:42:07 AM

Tags: B2B Marketing, Marketing Strategy


What Does “Full Funnel Marketing” Really Mean?

The core idea behind this book is that marketers need to embrace and take responsibility for the entire sales funnel, not just the top half. It’s the new B2B imperative that marketers take full responsibility for the..

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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..