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 9, 2016 11:00:00 AM

Tags: B2B Sales, Sales Training, Sales Leads

4 Comments

Long-Term Leads Demand Attention Now

Near-Term Opportunities are Important, But So is Keeping the Pipeline Full

Your sales team likes nothing better than getting leads with a high probability of closing soon. So much so that many reps often ignore every..

Lead Generation Specialist

Posted by Dan McDade on Jun 24, 2016 10:30:00 AM

Tags: Sales Process, B2B Sales

0 Comments

Q&A With Dave Stein and Steve Andersen

A remarkable new book is changing the way that B2B sales professionals think about, approach, and serve their customers. Co-authored by sales luminaries Steve Andersen and Dave Stein, Beyond the Sales Process: 12..

Lead Generation Specialist

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

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

3 Comments

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

 

Lead Generation Specialist

Posted by Dan McDade on Jun 7, 2016 3:58:27 PM

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

0 Comments

Does Your Sales Team Know How to Follow-Up on a Lead?

Develop a guide for sales on "What is a Lead and How to Follow-up on One" is the last of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO's role in eliminating..

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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:

How many leads must you create to achieve sales forecasts?

To make your forecast for the new year, look at sales for the coming year in terms of units. 

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..