PowerViews with Bob Kelly: Redesigning Sales Process Basics

I am pleased to have as my guest today Bob Kelly, the Chairman of The Sales Management Association. SMA promotes professional development, peer networking, best-practice research and thought leadership among..

PowerViews with Linda Richardson: Responding To vs Shaping vs Creating Demand

I am pleased to have as my guest today Linda Richardson, the founder and chairwoman of Richardson, a global sales performance company that delivers sales process strategies, curricula and tools to help salespeople..

B2B Lead Generation: The Best of PowerViews

Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future..

Lead Generation Specialist

Posted by Dan McDade on Sep 26, 2012 11:12:00 AM

Tags: Lead Generation, B2B Marketing, B2B Sales, Lead Management


Learn the Truth About Leads

Last week I had the privilege of taking part in the Bright TALK Customer Insight Summit. It was an online event consisting of 11 webinars discussing best practices in social CRM, email, mobile marketing, SEO and web..

Lead Generation Specialist

Posted by Dan McDade on Aug 28, 2012 7:59:00 AM

Tags: Lead Qualification, Lead Management

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B2B Sales Lead Management: A Bird in Hand is Worth Two in the Bush

This is the second in a series of four blogs about B2B sales lead management, marketing and sales metrics, and proverbs.

Not all proverbs (or expressions or sayings) are well understood. Something else not well..

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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..