ViewPoint Blog

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

Lead Generation Specialist

Posted by Dan McDade on Dec 12, 2017 4:28:44 PM

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How Not to Buy Leads

Last week a prospect told me that he needed higher quality leads than were currently being provided by two third-party outsourced solution providers.

Lead Generation Specialist

Posted by James Obermayer on Dec 7, 2017 3:53:58 PM

Tags: B2B Sales

1 Comment

Why Don’t Companies Want to Talk to Anyone?

It’s truly strange when companies enter the stealth mode. They hide phone numbers, dial-by-name directories, and employee names, but still imply you’re important to them!

Lead Generation Specialist

Posted by James Obermayer on Nov 27, 2017 1:27:54 PM

Tags: sales forecast

2 Comments

How to Fix a Sales Forecast Killer

“Our numbers are off substantially,” he said over lunch some time ago, “but our individual salespeople are making quota for the most part. What is killing us is turnover in salespeople. It’s been irritating,..

Lead Generation Specialist

Posted by Dan McDade on Nov 20, 2017 1:25:35 PM

Tags: B2B Sales

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9 Ways to Crush Your Sales Goals in 2018/Infographic

Delivering a superior sales experience is the best way to increase B2B sales success, and the RAIN Group sales training folks have the statistics to back it up.

Lead Generation Specialist

Posted by Dan McDade on Nov 17, 2017 12:31:26 PM

Tags: Marketing & Sales Alignment

1 Comment

Marketing and Sales Alignment—Still Conversation Worthy in 2017

The age-old issue of how Sales and Marketing work together (or not) is still on the table. While everyone agrees the two organizations must be in sync to meet revenue goals and scale, the finger pointing continues...

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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 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..