Lead Generation Specialist
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SiriusDecisions Summit 2012 Recap: Alignment Key to Revenue & Profit Growth

This year's SiriusDecisions Summit was attended by over 1,100 executives and had to be their most successful event yet. While there, I heard that they plan for 1,500 attendees next year. Wow!

Lead Generation Specialist
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Teleservices Business Process Outsourcing: Want to Go North or South?

Business process outsourcing of teleservices—lead generation, lead qualification and lead nurturing—generally goes in one of two directions: north or south.North is good. A best-practice teleservices firm closes the..

Lead Generation Specialist

Posted by Dan McDade on Aug 17, 2010 1:58:00 PM

Tags: B2B Telemarketing, Marketing & Sales Alignment, Lead Management

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Translating Marketing's Idea of a Lead Into Sales' Idea of a Lead

I wanted to point you to a new sales lead management article of mine on the CRM Buyer website, Why That Mountain of Leads Is a Molehill of Sales.

Lead Generation Turbulence: Why Is Quota Attainment Trending Down?

Two recently-released sales metrics reports share a common finding that's impacting lead generation and sales success: there is a decrease in the percentage of field and inside sales reps making quota.

Lead Generation Specialist

Posted by Dan McDade on Dec 10, 2009 9:50:00 AM

Tags: B2B Telemarketing

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Aberdeen’s B2B TeleServices: The 2009 Buyer’s Guide

Complimentary copies (a $399 value) available from PointClear for a limited time!

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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..