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..

Lead Generation Specialist

Posted by Dan McDade on Dec 1, 2016 4:35:00 PM

Tags: B2B Sales, Sales Leads

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The Flavors That "Sales Ready" Leads Come In

(Cartoon courtesy to Kenny Madden)

I once worked with the then SVP, Marketing of a large public company who was frustrated with sales. Big surprise. At one point he got so angry that he offered sales management the..

Lead Generation Specialist

Posted by Dan McDade on Nov 8, 2016 9:45:00 AM

Tags: B2B Marketing, B2B Sales, Cold Calling

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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..

Lead Generation Specialist

Posted by Dan McDade on Nov 2, 2016 1:10:13 PM

Tags: B2B Sales

2 Comments

Seven Ideas to Increase Sales (Reading time: Five minutes or Less)

There isn't a senior executive at any company across the globe that doesn't want more sales. The trouble is, not every company truly understands what it takes to  generate that additional revenue.

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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..