Lead Generation Specialist

Posted by Dan McDade on Mar 1, 2016 4:44:58 PM

Tags: Marketing & Sales Alignment, Marketing Strategy, Lead Management

1 Comment

4 Revenue Sources Most ROI Calculators Miss (Part 1 of 2)

This is Part One of a two-part blog about how organizations with a complex sales process can improve accuracy in lead/revenue projections.

Lead Generation Specialist

Posted by James Obermayer on Oct 13, 2015 10:00:00 AM

Tags: Lead Management, Sales Leads

1 Comment

To Manage Sales You Must Manage Sales Leads

“Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”

It was with a slight hesitation that the sales manager added the second sentence..

Lead Generation Specialist

Posted by James Obermayer on Apr 7, 2015 8:30:00 AM

Tags: Lead Management

4 Comments

Sales Lead Management Leads to a Lower Cost of Sales

“Cost of sales is determined by a lot of things,” Jake said, “But lead management isn’t one of them.” And with that the sales manager slapped the table with his hand to emphasize his words.

“But what if I can prove,”..

Lead Generation Specialist

Posted by Dan McDade on Aug 26, 2014 9:00:00 AM

Tags: Lead Qualification, Inbound Marketing, Lead Management

3 Comments

Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 3:

Is it necessary to pre-qualify inbound leads? That’s the overarching question I recently presented to a panel of industry experts. Over the course of this three part series, you’ll hear from 15 leading voices in the..

Lead Generation Specialist

Posted by Dan McDade on Aug 19, 2014 9:17:00 AM

Tags: Lead Qualification, Inbound Marketing, Lead Management

0 Comments

Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 2:

Is it necessary to pre-qualify inbound leads? That’s the overarching question I recently presented to a panel of industry experts. Over the course of this three part series, you’ll hear from 15 leading voices in the..

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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..