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

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: Marketing & Sales Alignment, Inbound Marketing

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: 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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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 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..

Sales Suffer When You Pick Bad 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..