Lead Generation Specialist

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

Tags: Lead Nurturing, Lead Qualification

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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 on..

Is Lead Flow to the Reps Too Slow or Gridlocked?

Lead Generation Specialist

Posted by Dan McDade on May 23, 2017 5:40:21 PM

Tags: Lead Qualification, Lead Management, Cost Per Lead

1 Comment

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 while average companies close 20%.

Lead Generation Specialist

Posted by Dan McDade on Nov 17, 2016 12:16:57 PM

Tags: Lead Generation, Lead Qualification

2 Comments

How to Refine Your Sales Methodology

Bob Apollo from Inflexion-Point Strategy Partners recently sent me three whitepapers to review and comment on. I thought all three were excellent, but due to my background in, and passion about, lead qualification, that..

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 effectively..

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Why Don’t Companies Want to Talk to Anyone?

It’s truly strange when companies enter the stealth mode. They hide phone numbers, dial-by-name directories, and employee names,..

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..

Gold Calling vs. Cold Calling

I've written many blog posts on the fact that cold calling isn't dead. In fact, doing the right amount of research, adding a..

Outbound vs. Inbound: The Risk Management Issue in the Complex Sale

Companies providing complex, high-investment solutions are facing a significant risk management issue in light of Sirius..