Lead Generation Specialist

Posted by Andy Gray on May 8, 2013 7:06:00 AM

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


Should Marketing Be Held to the Same Quota Standards as Sales?

Andy Gray is a senior marketing professional with proven expertise in directing, centralizing, and strengthening how customers are acquired and retained as well as how companies are positioned through marketing..

Lead Generation Specialist

Posted by Frank Donny on May 1, 2013 11:23:00 AM

Tags: B2B Marketing, Guest Blogs


Make Marketing More Efficient by Embedding Analytics on Top KPIs

Frank Donny is founder and CEO of Marseli, a marketing and sales analytics and performance software company. Frank is responsible for the firm’s capabilities, software vision and services. Frank's remarkable 25-year..

Lead Generation Specialist

Posted by Bob Apollo on Apr 23, 2013 7:06:00 AM

Tags: B2B Sales, Guest Blogs


Sales Qualification Isn’t an Event - It’s a Process

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..

Lead Generation Specialist

Posted by James Obermayer on Mar 26, 2013 7:14:00 AM

Tags: Lead Generation, B2B Marketing, Inbound Marketing, Guest Blogs


Marketing Automation Software that Delivers the Most Data Wins!

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.

Software programs that explain the most data,..

Lead Generation Specialist

Posted by Dan Armstrong on Feb 26, 2013 7:33:00 AM

Tags: Lead Generation, Sales Leads, Guest Blogs


Culture Always Wins: Closing the Cross-Cultural Sale

Today's guest blogger is Dan Armstrong, Director of Research and Thought Leadership at ITSMA.

Your leads may be perfect. They may have the budget and the authority to buy. They may need what you’ve got. They may be..

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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..