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

Lead Generation Specialist

Posted by Dan McDade on Dec 22, 2016 9:05:00 AM

Tags: B2B Sales

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B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #5: Should You Buy Real Leads or Appearances?

Is "appointment setting" an effective tactic for lead generation and nurturing?

Lead Generation Specialist

Posted by Dan McDade on Dec 20, 2016 11:34:37 AM

Tags: Marketing & Sales Alignment

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B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #4: How Much Should Leads Cost?

How much should a lead cost?

Lead Generation Specialist

Posted by Dan McDade on Dec 16, 2016 11:04:08 AM

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

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B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #3 Should Marketing Be All In On Inbound?

Should your company be all in on inbound marketing. Short answer: no. 

Lead Generation Specialist

Posted by Dan McDade on Dec 14, 2016 2:05:00 PM

Tags: Marketing & Sales Alignment, Account-Based Marketing

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B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #2 Should Marketing and Sales Agree on the Definition of a Lead?

Should marketing and sales agree on the definition of a lead? They should, but mostly don’t.

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..

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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..