Lead Generation Specialist

Posted by Dan McDade on Jul 20, 2016 12:22:09 PM

Tags: Lead Nurturing, Sales Training, Lead Qualification

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A Multi-Touch, Multi-Media, Multi-Cycle Strategy Multiplies Results

I field a lot of questions about what I call our multi-touch, multi-media, and multi-cycle strategy. Many of the questions I field have to do with number of touches and the types of touches we recommend to..

Lead Generation Specialist

Posted by Dan McDade on May 7, 2015 8:59:00 AM

Tags: B2B Marketing, B2B Sales, Lead Nurturing

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The Skinny on Lead Nurturing - 11 Experts Weigh In (part 2 of 2)

It’s 2015. The marketing word of the year is Nurture.

Nurturing is one of the most effective, yet underutilized, activities in the sales and marketing process. Of the few companies that do try to incorporate..

Lead Generation Specialist

Posted by Dan McDade on May 5, 2015 10:29:00 AM

Tags: Lead Nurturing

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The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)

This year I've been talking a lot about Nurturing. It's a critical component in the sales and marketing process; yet, most companies aren't implementing it effectively—that is, if they are at all. I feel so strongly..

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..

Lead Generation Specialist

Posted by Dan McDade on Mar 3, 2015 8:30:00 AM

Tags: Lead Nurturing

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When Bad Things Happen to Good Leads - Part 3

There is valuable data in non-lead outcomes that, if properly nurtured, can increase marketing returns substantially. Most recently, in part 2 of this series, we discussed pipeline dispositions*—prospects that are..

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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..