Lead Generation Specialist

Posted by Dan McDade on Feb 26, 2015 11:02:00 AM

Tags: Lead Generation, Lead Nurturing


When Bad Things Happen to Good Leads - Part 2

In part 1 of this series we discussed the troubling statistic that 70 – 94% of leads generated by marketing are ignored by sales. Part of the problem is the misuse of valuable data that results from marketing contact...

Lead Generation Specialist

Posted by Dan McDade on Feb 24, 2015 11:33:00 AM

Tags: Lead Nurturing


When Bad Things Happen to Good Leads - Part 1

There will be a ton of ink (and cyber ink) dedicated to lead nurturing this year. Most of it will be about using marketing automation to nurture leads. In and of itself, marketing automation is not a bad thing. More..

Lead Generation Specialist

Posted by Dan McDade on Jan 20, 2015 10:26:53 AM

Tags: Lead Generation, Prospect Development, Lead Nurturing


Pipeline Priorities: Don’t Leave Potential Customers Flapping in the Wind

You’re a sales person. On Tuesday morning, 45 sales "leads" come your way through a variety of sources. Terrific!

In due time, you figure out that three of them are real opportunities and want to take the next step in..

Lead Generation Specialist

Posted by Dan McDade on Apr 7, 2014 8:46:00 AM

Tags: Sales Process, Lead Nurturing, Increase Sales, Sales Leads, PowerViews


PowerViews with James Obermayer: Sales Managers To Blame For Lost Leads

My longtime friend and colleague James Obermayer has strong feelings about who is responsible for lost leads among salespeople. Jim, who is principal of a California-based sales and marketing consulting firm Sales..

Lead Generation Specialist
1 Comment

Wanna Win? Jump Up the Lead Quantity and Add Nurturing!

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.

It’s way ‘old-school’ to try and kick-start..

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

filter blog posts

  • Search

Top 5 posts

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 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..

"Marketing is too important to be left to marketers."

This saying always amuses me. Partly because it’s true, partly because it’s funny, but also because it’s often misunderstood...

Sales Suffer When You Pick Bad Times to Contact Prospects

In the digital age, more and more communication takes place via email and text messaging, but a person-to-person conversation is..