ViewPoint Blog

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

Desperate and Fearful: Need Pipeline – Want Sales Lead Generation

Last week I published a blog that provided five ways to avoid getting burned by outsourced B2B sales lead generation, qualification and nurturing. You can read the blog here.

Lead Generation Specialist

Posted by Dan McDade on Feb 8, 2017 11:05:00 AM

Tags: B2B Marketing, B2B Sales, Inbound Marketing

0 Comments

How to Diagnose if Inbounditis is Killing Your Sales Pipeline

Qualified leads can be generated any number of ways: phone calls email, webinars, direct mail and even marketing automation if done well. It's not, however, the quantity of leads that counts. It’s the quality of the..

Lead Generation Specialist

Posted by Dan McDade on Jan 27, 2017 5:36:39 PM

Tags: B2B Marketing, B2B Sales

0 Comments

Expert Panel’s Feedback on Our Lead to Revenue Calculator

During the last week of December I asked a panel of experts for feedback on our Leads to Revenue Calculator. I was surprised at the level of detailed feedback I received. Not all of it was positive, but it was all..

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 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..

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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..