Lead Generation Specialist

Posted by Dan McDade on Sep 24, 2013 7:17:00 AM

Tags: Sales Process, B2B Sales, Lead Qualification, Increase Sales, Sales Leads

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Power Opinions - BANT is BUNK … Revisited

BANT is an acronym for Budget, Authority, Need and Time Frame. I have written articles and blogs against BANT (as a lead qualifying criterion) for years.

A couple of months ago I read a blog by Ardath Albee entitled..

Lead Generation Specialist

Posted by Dan McDade on Jun 4, 2013 7:33:00 AM

Tags: Sales Process, B2B Sales, Sales Training, Increase Sales

0 Comments

Sales Success - The Perfect Formula from Jonathan Farrington

You can read more from Jonathan over at his award winning blog The JF Blogit, which attracts thousands of visitors every day, and of course you will constantly find fresh resources on Top Sales World.

I had the..

Lead Generation Specialist

Posted by James Obermayer on Feb 19, 2013 7:29:00 AM

Tags: B2B Marketing, Marketing Strategy, B2B Sales, Increase Sales, Guest Blogs

1 Comment

How the Irreplaceable Past Affects Sales and Marketing Performance!

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.

Ben Franklin said, “Time lost is never found..

Lead Generation Specialist
1 Comment

Why Sales Leads are an Asset With a Declining Value…for Some

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.

Salespeople often complain about receiving..

Measuring B2B Lead Gen Spend: Cost-Per-Lead Fallacy (3 of 3)

The introductory post in this series addressed the problems and costs of applying the cost-per-lead metric to measure the success of B2B lead generation investments. In the second post, we looked at elements of a..

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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 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..

"Marketing is too important to be left to marketers."

This saying always amuses me. Partly because it’s true, partly because it’s funny, but also because it’s often misunderstood...

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 is..