Lead Generation Specialist

Posted by Dan McDade on Oct 29, 2014 1:04:00 PM

Tags: Lead Qualification

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Sales Thinks The Leads Are Weak - Well Are They? 12 Power Opinions (Pt 1)

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 Aug 26, 2014 9:00:00 AM

Tags: Lead Qualification, Inbound Marketing, Lead Management

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Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 3:

Is it necessary to pre-qualify inbound leads? That’s the overarching question I recently presented to a panel of industry experts. Over the course of this three part series, you’ll hear from 15 leading voices in the..

Lead Generation Specialist

Posted by Dan McDade on Aug 19, 2014 9:17:00 AM

Tags: Lead Qualification, Inbound Marketing, Lead Management

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Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 2:

Is it necessary to pre-qualify inbound leads? That’s the overarching question I recently presented to a panel of industry experts. Over the course of this three part series, you’ll hear from 15 leading voices in the..

Lead Generation Specialist

Posted by Dan McDade on Aug 12, 2014 9:49:00 AM

Tags: Lead Qualification

2 Comments

Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 1:

Is it necessary to pre-qualify inbound leads? That’s the overarching question I recently presented to a panel of industry experts. Over the course of this three part series, you’ll hear from 15 leading voices in the..

Lead Generation Specialist

Posted by James Obermayer on Jul 29, 2014 8:30:00 AM

Tags: Lead Generation, Lead Qualification, Sales Leads

0 Comments

He said, “One of us is wrong, and it surely isn’t me!”

The sales manager, Mark, was adamant that his salespeople were following up the good leads and only ignoring the unqualified, ‘never-gonna-buy’ leads. “They know instinctively,” he said, “who the buyers are, and..

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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..