Lead Generation Specialist

And People In Hell Also Want Ice Water

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.

He stands 6’5” in custom-made cowboy boots,..

Lead Generation Specialist

Posted by Dan McDade on Feb 25, 2014 8:23:00 AM

Tags: Marketing Strategy, Lead Qualification, PowerMinute

1 Comment

How to Ensure Your Sales Appointments Aren't Just Appearances

In “Wampeters, Foma & Granfalloons”, Kurt Vonnegut describes “granfalloons” as proud but meaningless associations of human beings. Isn’t this the case with marketing and sales in many companies today?

Lead Generation Specialist

Posted by Dan McDade on Nov 5, 2013 8:41:00 AM

Tags: Lead Qualification, Increase Sales, Sales Leads, Marketing ROI, PowerMinute


PowerMinute: [Video] Take Sales from Chaos to Kickass

Too often, sales leads are dropped and business isn’t closed. 70-94% of all leads generated are ignored by sales reps because few leads sent to sales are sales-qualified. In all this marketing and sales chaos,..

Lead Generation Specialist

Posted by Dan McDade on Oct 8, 2013 9:20:00 AM

Tags: Sales Process, Lead Qualification, PowerMinute

1 Comment

PowerMinute: How to Establish a Meaningful Lead Definition

If you are using BANT (Budget, Authority, Need, and Timeframe) to define a sales-ready lead, it’s time to STOP! BANT is an outdated methodology responsible for more lost opportunities than your CEO and CFO care to..

Lead Generation Specialist

Posted by Dan McDade on Sep 24, 2013 7:17:00 AM

Tags: Sales Process, B2B Sales, Lead Qualification, Increase Sales, Sales Leads


Power Opinions - BANT is BUNK … Revisited

BANT is an acronym for Budget, Authority, Need and Time Frame. I have written articles and blogs against BANT (as a lead qualifying criterion) for years.

A couple of months ago I read a blog by Ardath Albee entitled..

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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..