Lead Generation Specialist

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

Tags: B2B Sales, B2B Marketing, 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

4 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: Inbound Marketing, Marketing & Sales Alignment

0 Comments

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: Inbound Marketing, Marketing & Sales Alignment

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: Inbound Marketing, Marketing & Sales Alignment

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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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:

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..

What is a Lead Generation Company?

You probably receive countless calls or emails from lead generation companies promising you a full pipeline of qualified..

What is the Minimum Acceptable Close Rate on Sales Leads?

 

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