Lead Generation Specialist

Posted by Dan McDade on Oct 21, 2017 7:30:00 AM

Tags: Database Marketing, Account-Based Marketing

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Lists and the Rest of the Story

There is no such thing as a good list. I am sure that my opinion about lists makes purveyors of lists unhappy, but it is the truth. For the most part, lists suck. There are reasons:

Lead Generation Specialist

Posted by James Obermayer on Aug 15, 2017 3:40:17 PM

Tags: Sales Process, Increase Sales, Account-Based Marketing

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Four Reasons for Quota Failures

“I ignore the quota,” Theresa the salesperson said. “No one loses their job here if we don’t make the numbers, which are totally unrealistic anyway.” 

Lead Generation Specialist
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We're entering the era of accountability in sales and marketing

What's the difference between the status quo--and the era of accountability? I recently chatted with Jonathan Farrington of Top Sales world about the transition from finger pointing to collaboration between sales and..

Lead Generation Specialist

Posted by Dan McDade on Jan 23, 2017 8:55:00 AM

Tags: Account-Based Marketing

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Proof that Account-based Marketing Works

Companies that spend less on their marketing programs and generate better and bigger deals using a super-targeted approach to marketing are using an approach that you might have heard about—account-based marketing.

Lead Generation Specialist

Posted by Dan McDade on Jan 13, 2017 10:46:48 AM

Tags: Account-Based Marketing

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5 Steps to Account-based Marketing Success

ABM drives bigger, better deals. Most marketing and sales folks I talk to agree … in theory. Many are still trying to figure out how to put ABM principles in place.

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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:

How many leads must you create to achieve sales forecasts?

To make your forecast for the new year, look at sales for the coming year in terms of units. 

What Percent of Leads Should Sales Close?

The answer to this question is a lot more complicated than it looks. There are many factors that impact the percent of leads..

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..