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..

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..

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
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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..