Lead Generation Specialist

Posted by James Obermayer on Aug 21, 2012 7:33:00 AM

Tags: Sales Process, Marketing Strategy, Lead Management, Guest Blogs

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Avoiding Cascading Zipper Failures between Marketing and Sales

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.

A cascading failure is a failure in a system of..

Lead Generation Specialist

Posted by James Obermayer on Jul 24, 2012 7:41:00 AM

Tags: Lead Management, Sales Leads, Guest Blogs

0 Comments

"Tell Me Who Your Friends Are and I'll Tell You Who You Are."

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.

Put another way, tell me with whom you associate..

Lead Generation Specialist

Posted by James Obermayer on May 15, 2012 6:03:00 AM

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

1 Comment

How many inquires does it take to make quota?

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.

Formula to Predict Inquiries Needed to Make Quota

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

The introductory post in this series addressed the problems and costs of applying the cost-per-lead metric to measure the success of B2B lead generation investments. In the second post, we looked at elements of a..

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..

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