ViewPoint Blog

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

Lead Generation Specialist

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

Tags: B2B Marketing, B2B Sales, 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 Marketing, B2B Sales

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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 Jan 18, 2017 3:45:00 PM

Tags: B2B Sales

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Our AE’s Would NEVER Have Been Persistent Enough to Uncover This Opportunity

We recently turned over a huge opportunity to one of our clients. When we explained the number and type of touches this lead required, the president of that company said: “our AE’s would never have been persistent..

Lead Generation Specialist

Posted by Dan McDade on Dec 22, 2016 9:05:00 AM

Tags: B2B Sales

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B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #5: Should You Buy Real Leads or Appearances?

Is "appointment setting" an effective tactic for lead generation and nurturing?

Lead Generation Specialist

Posted by Dan McDade on Dec 8, 2016 11:54:58 AM

Tags: B2B Sales, Prospect Development

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B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #1: Should you leave a Voicemail?

Should you leave a voicemail?

One of the best responses to this question that I have seen is from a somewhat dated (2015) article in Eyes On Sales in which the author asks: “How many callbacks do you get if you DON'T..

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Top 5 posts

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..