Lead Generation Specialist

Posted by James Obermayer on Sep 10, 2013 9:13:00 AM

Tags: Lead Generation, B2B Marketing, Guest Blogs

2 Comments

Should Marketing Be Compensated On Revenue?

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.

Some have heard me say in interviews and on..

Lead Generation Specialist
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Advice to Steve, a Down-and-Almost-Out Sales Manager: Telemarket Old Leads First!

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.

During a breakfast meeting with Steve last..

Lead Generation Specialist
1 Comment

Wanna Win? Jump Up the Lead Quantity and Add Nurturing!

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.

It’s way ‘old-school’ to try and kick-start..

Lead Generation Specialist
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Marketing Communications Managers Must Know the Sales Quotas!

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.

How can marketing communications managers..

Lead Generation Specialist

Posted by Bob Apollo on May 15, 2013 7:13:00 AM

Tags: Sales Process, B2B Sales, Guest Blogs

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The Real Reason Sales People Struggle to Close Opportunities

This article was originally published by Bob Apollo on his blog Accelerating Revenue Growth: the Inflexion-Point Blog.

As CEO of UK-based Inflexion-Point Strategy Partners, Bob works with the leadership teams of..

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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..