Lead Generation Specialist
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Best of PowerViews: Are You Tenacious About Sales Follow Up?

I continue to enjoy the insightful discussions I have with sales and marketing experts in our PowerViews series. There are a few topics that come up regularly. For this ‘best of’ edition we revisit the hot..

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
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All Real Salespeople Love Sales Leads (but there is a tiny caveat)

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint.

All real salespeople love sales leads and..

Lead Generation Specialist

Posted by Carrie Surprenant on May 16, 2013 9:15:00 AM

Tags: Sales Process, B2B Sales, Demand Generation, Sales Sphere

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Good Reads for B2B Sales - Sales Intelligence with Google

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear's online B2B sales circles.

PowerViews with Linda Richardson: Responding To vs Shaping vs Creating Demand

I am pleased to have as my guest today Linda Richardson, the founder and chairwoman of Richardson, a global sales performance company that delivers sales process strategies, curricula and tools to help salespeople..

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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 a Lead Generation Company?

You probably receive countless calls or emails from lead generation companies promising you a full pipeline of qualified..

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..