Lead Generation Specialist

Posted by Guest Blogger on Aug 30, 2016 2:30:00 PM

Tags: B2B Telemarketing, Lead Generation, B2B Marketing, Inside Sales

1 Comment

B2B Lead Gen: Can you do it cheaper and better inside?

As a business-to-business marketing or sales leader you have numerous options for lead generation tactics and tools. Top choices include teleprospecting, direct marketing, search engine marketing, website, and trade..

Lead Generation Specialist

Posted by Dan McDade on Aug 25, 2016 1:29:17 PM

Tags: B2B Marketing, Sales Process, B2B Sales, Prospect Development

1 Comment

Is Your Funnel Full of Fool's Gold?

The sales reps at most B2B organizations have two choices: 1) Spend their time culling through leads that experience has shown are overwhelmingly raw, unfiltered, and unqualified. 2) Or, dismiss them outright.

Lead Generation Specialist

Posted by Dan McDade on Aug 18, 2016 11:01:00 AM

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


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..

Lead Generation Specialist

Posted by Matt Heinz on Aug 5, 2016 11:42:07 AM

Tags: B2B Marketing, Marketing Strategy

1 Comment

What Does “Full Funnel Marketing” Really Mean?

The core idea behind this book is that marketers need to embrace and take responsibility for the entire sales funnel, not just the top half. It’s the new B2B imperative that marketers take full responsibility for the..

Lead Generation Specialist

Posted by Dan McDade on Jun 10, 2016 12:51:12 PM

Tags: B2B Marketing, Marketing & Sales Alignment, B2B Sales


The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click


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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 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..

"Marketing is too important to be left to marketers."

This saying always amuses me. Partly because it’s true, partly because it’s funny, but also because it’s often misunderstood...

Sales Suffer When You Pick Bad 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..