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

Lead Generation Specialist

Posted by Dan McDade on Nov 29, 2016 7:50:00 AM

Tags: Lead Generation, Sales Leads

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Dear CEO: The Era of Accountability Starts in 2017

(Photo Courtesy of Kenny Madden)

This cartoon was sent to me in response to a blog I wrote a couple of weeks ago. I just love the simplicity of it; not to mention that it absolutely captures what is wrong with..

Lead Generation Specialist

Posted by Dan McDade on Nov 17, 2016 12:16:57 PM

Tags: Lead Generation, Lead Qualification

2 Comments

How to Refine Your Sales Methodology

Bob Apollo from Inflexion-Point Strategy Partners recently sent me three whitepapers to review and comment on. I thought all three were excellent, but due to my background in, and passion about, lead qualification,..

Lead Generation Specialist

Posted by Dan McDade on Nov 15, 2016 9:00:00 AM

Tags: Releases

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A Podcast Interview With Andy Paul on  Accelerate!

My interview with Andy Paul’s podcast Accelerate! is packed and includes the following:

Lead Generation Specialist

Posted by Dan McDade on Nov 8, 2016 9:45:00 AM

Tags: B2B Marketing, B2B Sales, Cold Calling

1 Comment

Gold Calling vs. Cold Calling

I've written many blog posts on the fact that cold calling isn't dead. In fact, doing the right amount of research, adding a personalized touch to your outreach attempts, and a lot of persistency will help you get in..

Lead Generation Specialist

Posted by Dan McDade on Nov 2, 2016 1:10:13 PM

Tags: B2B Sales

2 Comments

Seven Ideas to Increase Sales (Reading time: Five minutes or Less)

There isn't a senior executive at any company across the globe that doesn't want more sales. The trouble is, not every company truly understands what it takes to  generate that additional revenue.

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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..