Lead Generation Specialist

Posted by James Obermayer on May 20, 2014 8:29:54 AM

Tags: B2B Marketing, Marketing Strategy, Guest Blogs


True Marketing Operations: It’s time.

My best right hand man in a large sales organization was the sales operations manager. I had 110 salespeople working for me worldwide, a company president who was hyper (to say the least), and board of directors who..

Lead Generation Specialist

Posted by Mike Kamo on Apr 10, 2014 7:26:00 AM

Tags: Sales Process, B2B Sales, Increase Sales, Guest Blogs


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 still the most engaging way to contact a prospect and convert him into a customer. If..

Lead Generation Specialist

Posted by Christopher Hosford on Mar 6, 2014 8:21:00 AM

Tags: Marketing Strategy, Guest Blogs, Social Media

1 Comment

Social media ROI sucks! (Or, you can prove anything if you send out a survey)

By Christopher Hosford, editor-in-chief, HosfordGroup LLC

Social media marketing is now precariously ensconced as a more-or-less mainstream marketing channel. Companies try to dutifully engage with customers and..

Lead Generation Specialist

Posted by Ruth P. Stevens on Feb 27, 2014 8:09:00 AM

Tags: Marketing Strategy, Inbound Marketing, Guest Blogs


Marketing Automation is Not Marketing Strategy

We are republishing this blog by Ruth Stevens (originally run January 29, 2014) because she hits the nail on the head about marketing automation. In the opening paragraph she states: “Marketers sometimes see..

Lead Generation Specialist

Posted by James Obermayer on Feb 18, 2014 8:22:00 AM

Tags: B2B Marketing, Marketing & Sales Alignment, B2B Sales, Guest Blogs


True Story: Without a marketing plan, he planned to fail!

As Casey Stengel said, “If you don’t know where you’re going, you’ll end up someplace else.” For this company ‘someplace else’ had been growth, but at low margins, with chaos in the sales ranks, and a poorly..

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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..