Lead Generation Specialist

Posted by Dan McDade on Aug 29, 2017 2:19:17 PM

Tags: B2B Sales

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Why Buyers Buy

Abraham Harold Maslow (April 1, 1908 – June 8, 1970) was an American psychologist who was best known for creating Maslow's hierarchy of needs, a theory of psychological health predicated on fulfilling innate human..

Lead Generation Specialist

Posted by Dan McDade on Jul 19, 2017 1:51:01 PM

Tags: Lead Generation, Sales Process, B2B Sales, Lead Nurturing, Lead Management

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Embarking on a sales lead generation project: What could go wrong?

“What could derail this project?” a prospect asked me, following our discussion about PointClear’s lead generation, qualification and nurturing services. We had just finished talking about the importance of marketing..

Lead Generation Specialist

Posted by James Obermayer on Jul 12, 2017 12:34:15 PM

Tags: B2B Sales, Sales Training, Guest Blogs, Prospecting Questions

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Salespeople Must Accelerate Response or Fail

 

Lead Generation Specialist

Posted by Dan McDade on Jun 9, 2017 9:41:32 AM

Tags: B2B Telemarketing, B2B Sales, Increase Sales

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Persistence Pays—How 42 Lead Qualification Touchpoints Won a $1 Billion Deal

PointClear is known for its perseverance. While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales..

Lead Generation Specialist

Posted by James Obermayer on May 5, 2017 10:06:59 AM

Tags: Sales Process, B2B Sales, Guest Blogs

2 Comments

Is AI impacting Inside Sales Rep Revenue? Mike Plante of InsideSales Says it Is.

Why it’s Important:

Revenue - Inbound - Nurturing = The GAP. We guarantee you'll be surprised by your actual metrics. Try our Lead Revenue Calculator
Get the Calculator

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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..