Lead Generation Specialist

Posted by Christopher Hosford on Feb 4, 2014 8:39:00 AM

Tags: Inbound Marketing, Big Data

4 Comments

REVENUE: The Golden Opportunity with Big Data and Content Marketing

By Christopher Hosford, editor-in-chief, HosfordGroup.

Never before have marketers had so much information about prospects, customers, the competition, and the markets they hope to reach. Sounds like a happy..

Lead Generation Specialist

Posted by Dan McDade on Jan 14, 2014 9:24:00 AM

Tags: B2B Marketing, Inbound Marketing, PowerMinute

2 Comments

How to Diagnose if Inbounditis is Killing Your Sales Pipeline

A healthy, driven inbound marketing department is great, but over-reliance on inbound marketing (what I like to call “inbounditis”) negatively affects the revenue backbone of any company. In fact, it makes the whole..

Lead Generation Specialist
1 Comment

Best of PowerViews: Are You Tenacious About Sales Follow Up?

I continue to enjoy the insightful discussions I have with sales and marketing experts in our PowerViews series. There are a few topics that come up regularly. For this ‘best of’ edition we revisit the hot..

PowerViews with James Obermayer: Why Don’t Sales Reps Follow Up On Leads? The Real Issue

We’re nearing the last quarter of 2013, and another year of sales will soon be behind us. An important question all sales and marketing departments should be asking themselves is how they can better communicate in..

Lead Generation Specialist

Posted by Dan McDade on Oct 1, 2013 9:08:00 AM

Tags: Marketing & Sales Alignment, Inbound Marketing, PowerViews

5 Comments

PowerViews with Ardath Albee: Sales Reps Need to Get ‘Content CliffsNotes’

Social selling is all about nurturing, because every time you come into contact with a prospect—via Facebook, Twitter, LinkedIn or some other social mediayou have to nurture the relationship. It doesn’t develop..

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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..