Lead Generation Specialist

Posted by Dan McDade on Oct 7, 2017 8:00:00 AM

Tags: B2B Marketing

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Prevent Defense or Permit Offense? What a Football Argument Has to Do with B2B Sales Lead Generation

According to Wikipedia, the Prevent Defense is a defensive alignment in American football that seeks to prevent the offense from completing a long pass or scoring a touchdown in a single play and seeks to run out the..

Lead Generation Specialist

Posted by Dan McDade on Aug 9, 2017 10:03:21 AM

Tags: B2B Marketing, Lead Generation, Lead Nurturing

4 Comments

Two Truths and a Lie

Several years ago, I was in Las Vegas with friends and we always went for at least one meal at our favorite restaurant because they have great steaks and a great bar.

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 Sales, B2B Marketing, Inbound Marketing

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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 Sales, B2B Marketing

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..

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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:

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..

What is a Lead Generation Company?

You probably receive countless calls or emails from lead generation companies promising you a full pipeline of qualified..

What is the Minimum Acceptable Close Rate on Sales Leads?

 

I posted a question on LinkedIn's Sales and Marketing VP's Group and the results have been fascinating. First, here is the..