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..

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

1 Comment

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

2 Comments

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

0 Comments

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 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..

What is the Minimum Acceptable Close Rate on Sales Leads?

 

I posted a question on LinkedIn's Sales and Marketing VP's Group and the results have been fascinating. First, here is the..