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

 

 

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Lead Generation Specialist

Posted by Dan McDade on Feb 23, 2018 3:07:22 PM

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What's it take to generate leads that fuel your forecast?

Before addressing that question, let me ask another.

Lead Generation Specialist

Posted by James Obermayer on Feb 13, 2018 4:57:07 PM

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You Can’t Put in What God Left Out … and Other Important Things Learned in Business and Life

 

Jim Obermayer is the founder of the Sales Lead Management Association, and host of the Funnel Radio Channel. Jim recently interviewed PointClear’s Dan McDade about the five most important things he’s learned in..

Lead Generation Specialist

Posted by Dan McDade on Feb 7, 2018 6:26:43 PM

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What Determines Cost Per Lead

 

How much should a lead cost? Understanding what goes into generating a high-quality B2B lead helps you determine whether you're getting a good deal. It takes a skilled team, a proven cadence, multiple touch points,..

Lead Generation Specialist

Posted by Dan McDade on Jan 26, 2018 9:32:21 AM

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Beyond Cadence—The Importance of All Outcomes

 

Lead Generation Specialist

Posted by Dan McDade on Jan 22, 2018 12:09:12 PM

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The Perfect Lead

 

Merriam-Webster defines the holy grail as: “an object or goal that is sought after for its great significance.” Can companies reach the holy grail of marketing—the perfect lead?

Revenue - Inbound - Nurturing = The GAP. We guarantee you'll be surprised by your actual metrics. Try our Lead Revenue Calculator
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What Should the Sales Close Rate Be?

I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads..

How Much Do Your Leads Cost?

Understand the price you are paying for your leads and then optimize.

Document the cost per lead is the fourth of 7 Truths..

What is a Lead Generation Company?

You probably receive countless calls or emails from lead generation companies promising you a full pipeline of qualified..

6 Sales & Marketing Strategy Recommendations for 2012

I’m an avid reader of Bob Apollo’s “Accelerating Revenue Growth” blog. Bob is the founder of Inflexion-Point Strategy Partners, a..

What is the Minimum Acceptable Close Rate on Sales Leads?

 

I posted a question on LinkedIn's Sales and Marketing VP's Group and the results have been fascinating. First, here is the..