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



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Lead Generation Specialist

Posted by James Obermayer on Jan 16, 2018 9:32:00 AM


Jill Konrath Reveals How She Overcomes a Problem by Reframing It


Lead Generation Specialist

Posted by Dan McDade on Jan 10, 2018 7:03:00 PM


Leads are Hard 


Lead Generation Specialist

Posted by Dan McDade on Jan 4, 2018 3:28:47 PM

1 Comment

How Much Leads Cost


I review a lot of content on this topic and am amazed at what I find written about lead cost. For example:

Lead Generation Specialist

Posted by Dan McDade on Jan 2, 2018 10:45:00 AM


5,000 Marketing Technology Tools (and Sales Execs Still Need to Find Over Half of Their Own Leads)

A 2017 MARTECH TODAY infographic lists the almost 5,000 companies that are part of the marketing technology landscape, up from just 150 in 2011.

Lead Generation Specialist

Posted by Dan McDade on Dec 21, 2017 6:14:29 PM


For Higher B2B Sales Don’t Just Scrub Your Data

With today’s business instability and volatility, B2B marketers are well aware that business marketing data degrades quickly. Although correcting basic data fields is an ongoing commitment of time and resources, it’s..

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Top 5 posts

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..