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Exploring issues related to B2B sales, marketing & lead generation.

Lead Generation Specialist

Posted by Dan McDade on Feb 8, 2017 11:05:00 AM

Tags: B2B Marketing, B2B Sales, Inbound Marketing

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How to Diagnose if Inbounditis is Killing Your Sales Pipeline

Qualified leads can be generated any number of ways: phone calls email, webinars, direct mail and even marketing automation if done well. It's not, however, the quantity of leads that counts. It’s the quality of the..

Lead Generation Specialist

Posted by Dan McDade on Dec 16, 2016 11:04:08 AM

Tags: B2B Marketing, Inbound Marketing, Account-Based Marketing

3 Comments

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #3 Should Marketing Be All In On Inbound?

Should your company be all in on inbound marketing. Short answer: no. 

Lead Generation Specialist

Posted by Dan McDade on Jul 14, 2015 10:18:00 AM

Tags: Marketing & Sales Alignment, Inbound Marketing

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PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]

This is the final installment of a three-part series in response to the following question: 

As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status..

Lead Generation Specialist

Posted by Dan McDade on Jul 9, 2015 11:42:00 AM

Tags: Marketing & Sales Alignment, Inbound Marketing

1 Comment

PowerOpinions: Making Lead Scoring a Success Part 2 [Expert Advice]

We recently asked top industry experts the following question:

As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results?

Why did..

Lead Generation Specialist

Posted by Dan McDade on Jul 7, 2015 12:18:00 PM

Tags: Marketing & Sales Alignment, Inbound Marketing

2 Comments

PowerOpinions: Making Lead Scoring a Success Part 1 [Expert Advice]

Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. A key to this trend is lead scoring. According to SiriusDecisions’ Research Brief1, the problem with lead scoring at many..

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Are Your Sales Suffering Because You've Picked The Worst 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..

10 Reasons Why Inside Sales Will Displace Field Sales Teams by 2015

Josiane Feigon is President of TeleSmart Communications and author of the business bestseller, Smart Selling on the Phone and..

The Cost-Per-Lead Fallacy in Measuring B2B Lead Generation Investments (Pt 3 of 3)

The introductory post in this series addressed the problems and costs of applying the cost-per-lead metric to measure the..

Is Lead Generation Slipping Away From Marketing?

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting

What is the Minimum Acceptable Close Rate on Leads Provided to Sales?

I posted a question on LinkedIn's Sales and Marketing VP's Group and the results have been fascinating. First, here is the..