Good Reads for B2B Marketing - Modern Marketing from Stan Lee

Online content in the sales and marketing industries is constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues.

Lead Generation Specialist
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Advice to Steve, a Down-and-Almost-Out Sales Manager: Telemarket Old Leads First!

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.

During a breakfast meeting with Steve last..

Lead Generation Specialist

Successful Lead Generation - One Size Does Not Fit All

Top performing B2B sales organizations rarely employ just one lead generation tactic. According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine..

Lead Generation Specialist
1 Comment

All Real Salespeople Love Sales Leads (but there is a tiny caveat)

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.

All real salespeople love sales leads and..

Lead Generation Specialist

Posted by Dan McDade on Apr 10, 2013 4:04:00 PM

Tags: B2B Marketing, B2B Sales, Lead Qualification


Sales 2.0 2013 Conference - My Featured Tweets #S20C

Day two of Sales 2.0 Conference featured outstanding presentations by Jeff Hayzlett and Nathan Kievman. Here are a few tweet highlights.


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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..