Lead Generation Specialist

Posted by Dan McDade on Oct 24, 2017 8:45:58 AM

Tags: Cold Calling

0 Comments

Chairs are Dead—and Other B2B Marketing Hogwash

In 2015, I wrote this blog for Sales & Marketing Magazine: Dead is Dead (in Sales & Marketing). It seemed like, suddenly, a lot of things were dying: cold calling was dead; telephone prospecting was dead; outbound..

Lead Generation Specialist

Posted by Dan McDade on Apr 19, 2017 5:05:52 PM

Tags: B2B Sales, Outbound Marketing, Cold Calling

3 Comments

Insights on Outbound Conference in Atlanta

On April 13, 2017, I attended the #OutBound conference in Atlanta, GA. Remarkably, despite the road destruction in downtown Atlanta, everyone got there on time – about 400 attendees. The event was held at the Hotel..

Lead Generation Specialist

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

Tags: B2B Marketing, B2B Sales, Cold Calling

1 Comment

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 Sep 9, 2016 7:35:00 AM

Tags: B2B Sales, Cold Calling

2 Comments

Three “Lies” That Plague B2B Businesses Today (Part One of Three)

  1. Cold calling is dead.
  2. 57 – 90% of the buying process is complete before a sales rep needs to get involved.
  3. Marketing and sales are aligned 

Do you agree these are lies?

Lead Generation Specialist

Posted by Dan McDade on Mar 11, 2014 9:23:00 AM

Tags: B2B Sales, PowerViews, Cold Calling

0 Comments

PowerViews with Joanne Black: No Such Thing As “Warm Calling”

Cold calling has long been a staple of sales, but knowing just a little bit about a prospect is actually not much better. There is no such thing as “warm calling,” says my latest guest on PowerViews, Joanne Black...

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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..