Lead Generation Specialist

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

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

4 Comments

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

0 Comments

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 Aug 18, 2016 11:01:00 AM

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

0 Comments

Marketing is More than Automation

There is a back story to the development of the process called Account Based Marketing and that story was published in this blog by LeanData, Inc.:

“In 2003, Bev Burgess, SVP ITSMA Europe, was the host of a get-together..

Lead Generation Specialist

Posted by Dan McDade on Oct 6, 2015 9:30:00 AM

Tags: Account-Based Marketing

3 Comments

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 5]

I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. So it’s with great pleasure that I conclude this series on ABM with feedback from SiriusDecisions.

Lead Generation Specialist

Posted by Dan McDade on Oct 1, 2015 8:57:00 AM

Tags: Account-Based Marketing

1 Comment

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 4]

There’s no doubt that Account-Based Marketing is on the up-and-up. What are sales and marketing leaders saying about it? That’s what I set out to find when I presented this question to fellow industry experts:

According..

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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:

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,..

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..

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..