Lead Generation Specialist
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Good Reads for B2B Sales - 99 Prospecting Tips from Sales Experts

Lead Generation Specialist
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'Gold Calling' Is Alive and Well

More musings on the premature death knell for outbound sales

S. Anthony Iannarino wrote in a blog that “All generalizations are lies.” One of the biggest and most damaging is that cold calling is dead.

One article..

Lead Generation Specialist

Posted by Dan McDade on Jan 31, 2013 8:07:00 AM

Tags: B2B Sales, Inbound Marketing, PowerViews, Cold Calling

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PowerViews with Josiane Feigon: Survival of the Fittest Sales Reps

Joining me today is Josiane Feigon, President of TeleSmart. TeleSmart is a leader in providing inside sales coaching and consulting to Fortune 1000 companies. As publisher of TeleSmart’s “Trend Report,” Josiane has..

PowerViews with James Obermayer: Lead Management & Integrated Direct Marketing

My PowerViews guest today is James Obermayer. Jim is the founder of the Sales Lead Management Association. SLMA is the sponsor of the yearly Sales Lead Management week and initiatives to identify both the Top 50..

Lead Generation Specialist

Posted by Dan McDade on Oct 9, 2009 3:46:00 PM

Tags: Lead Generation, Cost Per Lead, Cold Calling

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Cold Calling: Often we don’t fail, we just give up…

(Part 1 of 3)

If you pay attention to the headlines, you might come to the conclusion that cold calling is dead. It appears all one needs to do today is to load email addresses in one end of a magic machine; then out..

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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 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..

Sales Suffer When You Pick Bad Times to Contact Prospects

In the digital age, more and more communication takes place via email and text messaging, but a person-to-person conversation..