Measuring B2B Lead Gen Spend: Cost-Per-Lead Fallacy (2 of 3)

In the first blog on the fallacy of using the cost-per-lead metric to measure the success of B2B lead generation investments, we looked at the nature of the problem and associated costs to the organization.

In this..

Measuring B2B Lead Gen Spend: Cost-Per-Lead Fallacy (1 of 3)

As much as marketing and sales best practices—not to mention just plain common sense—dictate that cost-per-lead not play a prominent role in managing and measuring B2B lead generation investments, the metric continues..

Lead Generation Specialist

Posted by Debbie Qaqish on Oct 10, 2011 7:13:00 AM

Tags: B2B Marketing, B2B Sales, Inbound Marketing, Increase Sales

7 Comments

Who is teaching the CMO how to sell?

Debbie Qaqish is Principal Partner and Chief Revenue Marketing Officer for demand generation agency, The Pedowitz Group. A nationally recognized thought leader and innovator in revenue generation, Qaqish has over 30..

Lead Generation Specialist

Posted by Dan McDade on Aug 17, 2011 2:59:00 PM

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

1 Comment

Improve Sales Performance with 3 “Art of Sales Management” Functions

This article has been selected for DeFinis Communications’ “Sales Coaching: Top Tips for Increased Productivity” Blog Carnival. You can enjoy even more posts from other exceptional bloggers at their website.

Sales..

Lead Generation Specialist

Posted by Guest Blogger on Jul 18, 2011 9:35:00 AM

Tags: Lead Generation, B2B Sales, Lead Management, Increase Sales, Sales Leads

1 Comment

A Wink's as Good as a Nod to a Blind Mule

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.

It makes no difference if you wink or nod to 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..