Measuring B2B Lead Gen Spend: Cost-Per-Lead Fallacy (2 of 3)

In the first blog on the fallacy of using the cost-per-lead metric to measure the success of B2B lead generation investments, we looked at the nature of the problem and associated costs to the organization.

In this..

Measuring B2B Lead Gen Spend: Cost-Per-Lead Fallacy (1 of 3)

As much as marketing and sales best practices—not to mention just plain common sense—dictate that cost-per-lead not play a prominent role in managing and measuring B2B lead generation investments, the metric continues..

Lead Generation Specialist

Posted by Dan McDade on Dec 14, 2010 12:00:00 PM

Tags: Lead Generation, B2B Sales, Prospect Development, Cost Per Lead, Marketing ROI

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Lead Generation Best Practices Part 7: Measure Beyond Cost-Per-Lead

Conventional wisdom—that something called a “lead” can and should be had at consistently lower price points where it will still deliver value—is at the root of a host of sales and marketing problems and deserves a..

Lead Generation Specialist

Posted by Dan McDade on Jun 8, 2010 8:39:00 AM

Tags: Lead Generation, Prospect Development, Inbound Marketing, Cost Per Lead


Lead Generation 2.0: Part 2, Comparing Cost-Per-Lead Apples & Oranges

I continue to marvel at the high number of companies that only use cost per lead as a basis for lead generation buying decisions.

Lead Generation Specialist

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

Tags: Lead Generation, Cost Per Lead, Cold Calling


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:

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..

"Marketing is too important to be left to marketers."

This saying always amuses me. Partly because it’s true, partly because it’s funny, but also because it’s often misunderstood...

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 is..