Lead Generation Specialist

Posted by James Obermayer on Jan 21, 2014 8:11:00 AM

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

2 Comments

Taking away a marketing manager’s excuses!

I was sitting in a meeting of marketing and operations people when I worked at Inquiry Handling Services (long ago scooped up by Harte Hanks). I listened to excuses about a series of initiatives we were undertaking...

Lead Generation Specialist

Posted by James Obermayer on Dec 19, 2013 9:31:00 AM

Tags: Sales Process, B2B Sales, Guest Blogs

1 Comment

Taking away a salesperson’s excuses!

I think I have heard all the excuses for not following up on sales leads.

The business philosopher, Jim Rohn said, "If you really want to do something, you’ll find a way. If you don’t, you’ll find an excuse."

..

Lead Generation Specialist

Posted by Kurt Andersen on Dec 12, 2013 9:12:00 AM

Tags: Marketing & Sales Alignment, Sales Process, Guest Blogs, Big Data

0 Comments

3 Tips to Turn Noise Into Value

Uses Microsoft Dynamics. Has had the solution for three years. Likes the Detroit Tigers.

You may be wondering what these pieces of information are all about. You may be asking yourself why I’ve listed off facts..

Lead Generation Specialist

Posted by James Obermayer on Nov 19, 2013 8:37:00 AM

Tags: B2B Marketing, B2B Sales, Guest Blogs

5 Comments

An Agency Presentation that Surprised Me

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.

The agency came with all the right people:..

Lead Generation Specialist

Posted by James Obermayer on Oct 15, 2013 7:27:00 AM

Tags: B2B Marketing, B2B Sales, Guest Blogs

2 Comments

Internet Radio - Its Time Arrived Several Years Ago!

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.

In a recent article by Ryan Faughnder in the..

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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..