Lead Generation Specialist

Posted by Dan McDade on Jun 29, 2017 2:50:40 PM

Tags: Database Marketing, Increase Sales, Marketing ROI, B2B Growth Strategy

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5 (doable) ways to drive revenue growth now

Looking for a simple and seemingly magical solution to a complicated problem of growing revenue? You’ve come to the wrong place.

Lead Generation Specialist

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 Feb 26, 2016 12:00:00 PM

Tags: B2B Marketing, B2B Sales, B2B Growth Strategy


The Key to Filling in Your Revenue Gap

Everywhere you look, inbound marketing is identified as the ultimate lead generation tool. While its popularity isn’t without merit, this marketing strategy is not the end-all for lead generation. In fact, it’s one..

Lead Generation Specialist

Posted by James Obermayer on Jun 23, 2015 9:00:00 AM

Tags: B2B Growth Strategy


Most Market Share Battles Are Lost, Not Won

Casey Stengel said, “Most ball games are lost not won,” and his comment seems appropriate for most marketers’ efforts in B2B companies. Every day they are in the process of losing, and are grateful when they win one..

Lead Generation Specialist

Posted by Dan McDade on Jun 12, 2014 10:00:00 AM

Tags: B2B Growth Strategy


Book Review: Hooked on Customers

Driving customer advocacy is hard work. If you're looking for some magic metric or a quick and easy fix to guaranteed success, Bob Thompson’s latest book, Hooked on Customers, is not for you. In his concise and..

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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..