Lead Generation Specialist

Posted by Dan McDade on Feb 23, 2016 1:02:44 PM

Tags: Lead Generation, Marketing Strategy

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Is Your Lead Generation Strategy Broken?

A broken lead generation strategy could mean trouble for your sales and marketing team, but not just because of the fundamental misalignment between the two departments. More so because an improper strategy can make..

Lead Generation Specialist

Posted by Dan McDade on Feb 19, 2016 7:30:00 AM

Tags: Lead Generation, B2B Marketing, Marketing & Sales Alignment

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The #1 Reason CEOs Should Care About Lead Generation

I often say that CEO’s don’t care about leads, they only care about revenue. Unfortunately, unless you, as the CEO of your company, start caring about leads you are going to lose revenue and miss your number. The..

Lead Generation Specialist

Posted by Dan McDade on Dec 21, 2015 10:33:06 AM

Tags: Lead Generation

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What is a Lead Generation Company?

You probably receive countless calls or emails from lead generation companies promising you a full pipeline of qualified leads. Perhaps you’ve tried out one or two only to be disappointed with the results. Today’s..

Lead Generation Specialist

Posted by James Obermayer on Jul 20, 2015 10:08:00 AM

Tags: Lead Generation

1 Comment

The sales rep said, “I never got a lead yet that turned into a sale.”

I was the marketing manager of a medical device company and we were near the end of the day’s sales meeting. Forty salespeople were in the room; I was last on the program. Everybody wanted to get out, hit the lobby..

Lead Generation Specialist

Posted by James Obermayer on Jun 30, 2015 9:00:00 AM

Tags: Lead Generation, Lead Qualification

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Status quo, you know, is Latin for 'the mess we're in.'

This title is a quote from Ronald Reagan. The status quo—that marketing management doesn’t understand the definition of a qualified lead—is nothing new.

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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 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..