ViewPoint Blog

Exploring issues related to B2B sales, marketing & lead generation.

Lead Generation Specialist

Posted by Dan McDade on Nov 8, 2017 1:53:25 PM

Tags: Lead Generation, Lead Nurturing


6 Things Good Lead Generation Companies Do Right (That You May Be Doing Wrong)

There’s plenty of mediocrity in lead generation—both in-house and outsourced. However, there are a lot of things good insourced operations and lead generation companies do well. While lead generation (or..

Lead Generation Specialist

Posted by Dan McDade on Oct 6, 2017 11:22:47 AM

Tags: B2B Sales, Lead Nurturing


Dear CEO: Find out how well your team is nurturing its B2B sales leads

Standard B2B lead-generation programs produce an average 5% lead rate while advanced lead-generation programs (which include lead nurturing) produce an average 15% lead rate—three times higher.

Lead Generation Specialist

Posted by Dan McDade on Aug 9, 2017 10:03:21 AM

Tags: Lead Generation, B2B Marketing, Lead Nurturing


Two Truths and a Lie

Several years ago, I was in Las Vegas with friends and we always went for at least one meal at our favorite restaurant because they have great steaks and a great bar.

Lead Generation Specialist

Posted by Dan McDade on Aug 2, 2017 3:28:25 PM

Tags: Lead Nurturing, Cost Per Lead, Marketing ROI, Close Rate


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 that should be closed by sales.

Lead Generation Specialist

Posted by Dan McDade on Jul 24, 2017 1:58:01 PM

Tags: Lead Nurturing, Lead Qualification


Scheduling an Appointment With an "Uncloseable"

A competitor in the teleprospecting business recently published a list of B2B companies based on how easy or hard they were to work from a lead-generation standpoint. They listed those that they had had success with..

Revenue - Inbound - Nurturing = The GAP. We guarantee you'll be surprised by your actual metrics. Try our Lead Revenue Calculator
Get the Calculator

search blog posts

filter blog posts

  • Search

Top 5 posts

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..

How Much Do Your Leads Cost?

Understand the price you are paying for your leads and then optimize.

Document the cost per lead is the fourth of 7 Truths..

What is a Lead Generation Company?

You probably receive countless calls or emails from lead generation companies promising you a full pipeline of qualified..

6 Sales & Marketing Strategy Recommendations for 2012

I’m an avid reader of Bob Apollo’s “Accelerating Revenue Growth” blog. Bob is the founder of Inflexion-Point Strategy Partners, a..

What is the Minimum Acceptable Close Rate on Leads Provided to Sales?

I posted a question on LinkedIn's Sales and Marketing VP's Group and the results have been fascinating. First, here is the..