Lead Generation Specialist

Posted by James Obermayer on Jun 30, 2015 9:00:00 AM

Tags: Lead Generation, Lead Qualification

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Status quo, you know, is Latin for 'the mess we're in.'

This title is a quote from Ronald Reagan. The status quo—that marketing management doesn’t understand the definition of a qualified lead—is nothing new.

Lead Generation Specialist

Posted by Dan McDade on Jun 16, 2015 8:00:00 AM

Tags: Lead Qualification, Cost Per Lead

3 Comments

The Quest for Good Leads: Are You Asking the Right Questions?

What’s a good lead rate? How much should a lead cost?

These are questions stirring in the minds of executives everywhere. (Just google them.) The problem is they’re not so easy to answer; few have found success; and..

Lead Generation Specialist

Posted by James Obermayer on Nov 6, 2014 10:00:00 AM

Tags: Lead Generation, Marketing Strategy, Lead Qualification

1 Comment

Your Marketing Team Isn't As Good As They Think - Just Ask Sales

“If we're going to win the pennant, we've got to start thinking we're not as good as we think we are.” —Casey Stengel*

Yes, it was one of Casey Stengel’s best thoughts. How often do we think we are good enough, or..

Lead Generation Specialist

Posted by Dan McDade on Nov 4, 2014 9:15:00 AM

Tags: Lead Qualification

0 Comments

Sales Thinks The Leads Are Weak - Well Are They? 12 Power Opinions (Pt 3)

The leads are weak? You’re weak!

If you have never seen the movie/play “Glengarry Glen Ross,” do yourself a favor and watch it. Alec Baldwin rips into the late Jack Lemmon for commenting, “the leads are weak,” with a..

Lead Generation Specialist

Posted by Dan McDade on Oct 31, 2014 9:43:00 AM

Tags: Lead Qualification

0 Comments

Sales Thinks The Leads Are Weak - Well Are They? 12 Power Opinions (Pt 2)

The leads are weak? You’re weak!

If you have never seen the movie/play “Glengarry Glen Ross,” do yourself a favor and watch it. Alec Baldwin rips into the late Jack Lemmon for commenting, “the leads are weak,” with a..

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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:

How many leads must you create to achieve sales forecasts?

To make your forecast for the new year, look at sales for the coming year in terms of units. 

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..