Lead Generation Specialist

Posted by Guest Blogger on Apr 4, 2013 10:58:00 AM

Tags: B2B Marketing, B2B Sales, Lead Qualification, Sales Sphere


Good Reads for B2B Sales - Cold Calling Revisited

Staying current on the latest innovations and opinions in sales  can be daunting, especially in the the digital space.  PointClear's staff  and Sales Sphere features relevant blog articles from our digital circles..

Lead Generation Specialist

A Salesperson's Wishes from Marketing

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.

“So, what do you want from Marketing?” I..

Lead Generation Specialist

Posted by Dan McDade on Oct 9, 2012 8:48:00 AM

Tags: Lead Generation, B2B Sales, Lead Nurturing, Lead Qualification, Cost Per Lead


The Dangers of Using Cost per Lead as a Metric to Measure Marketing

Twice over the past two years I blogged about the dangers of using cost per lead as a metric to measure marketing.

As a foundation, I published three blogs in 2012 in which I outlined three critical elements that..

Lead Generation Specialist

Posted by Dan McDade on Aug 28, 2012 7:59:00 AM

Tags: Lead Qualification, Lead Management

1 Comment

B2B Sales Lead Management: A Bird in Hand is Worth Two in the Bush

This is the second in a series of four blogs about B2B sales lead management, marketing and sales metrics, and proverbs.

Not all proverbs (or expressions or sayings) are well understood. Something else not well..

Measuring B2B Lead Gen Spend: Cost-Per-Lead Fallacy (2 of 3)

In the first blog on the fallacy of using the cost-per-lead metric to measure the success of B2B lead generation investments, we looked at the nature of the problem and associated costs to the organization.

In this..

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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..