Lead Generation Specialist

Posted by Dan McDade on Jun 5, 2015 9:00:00 AM

Tags: Lead Generation

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How to Set Your Outsourced Lead Generation Program Up for Success (pt 3)

In the first 2 parts of this series we discussed the role of executives and best practices for planning and preparation when outsourcing your lead generation program. Now as we wrap up, we’ll address appropriate..

Lead Generation Specialist

Posted by Dan McDade on Jun 2, 2015 8:30:00 AM

Tags: Lead Generation

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How to Set Your Outsourced Lead Generation Program Up for Success (pt 2)

What makes some lead generation programs fail and others flourish? As an outsourced lead generation company we see a wide array of scenarios, which allows us to offer insight into what clients can do to maximize..

Lead Generation Specialist

Posted by Dan McDade on May 28, 2015 10:38:00 AM

Tags: Lead Generation

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How to Set Your Outsourced Lead Generation Program Up for Success (pt 1)

I’m always pleased when a prospect asks, “What can I do to help ensure my program’s success?” It’s a great question. It shows they want a collaborative, win-win relationship—not a “vendor under my thumb”..

Lead Generation Specialist

Posted by Dan McDade on May 19, 2015 9:17:00 AM

Tags: Lead Generation

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Dead is Dead! (At Least in Sales and Marketing)

Have you noticed how many things are dead these days? Cold calling is dead. Outbound marketing is dead. Many say that even marketing as a whole is dead.

I grew up during a time when it seemed like a lot of things..

Lead Generation Specialist

Posted by Dan McDade on Mar 10, 2015 11:30:00 AM

Tags: Lead Generation, Lead Nurturing

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When Bad Things Happen to Good Leads - Part 5

Don’t believe everything you read about executives not wanting to talk to vendors. Some years ago I learned that SVP and C-level executives are 2.5 times more likely to respond to quality voicemail and email than..

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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..