Lead Generation Specialist
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Lead Qualification & Lead Nurturing: Whose Job Is It?

Are marketing resources or sales reps the right resources to do lead qualification and lead nurturing in the B2B complex sale?

The answer is clear, and may surprise you. But first, let's take a look at some lead..

Lead Generation Specialist

Posted by James Obermayer on Aug 15, 2011 9:38:00 AM

Tags: B2B Sales, Lead Qualification, Lead Management

2 Comments

Generating Qualified Leads is Number One Issue for New Members of the SLMA

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.

From a recent survey of new members to the..

Lead Generation Specialist

Posted by Dan McDade on Jan 31, 2011 10:30:00 AM

Tags: Lead Generation, Lead Nurturing, Lead Qualification, Lead Management

2 Comments

Why I Wrote The Truth About Leads

I recently published The Truth About Leads. Find out why.

Lead Generation Specialist

Posted by Dan McDade on Dec 16, 2010 11:07:00 AM

Tags: Lead Generation, Lead Qualification, Lead Management

2 Comments

Lead Generation Best Practices: Summarizing the 7-Part Series

Just for a moment, let’s revisit the GAO’s definition of best practices described in the introduction to the series:

“Best practices are the processes, practices, and systems identified in public and private..

Lead Generation Specialist

Posted by Dan McDade on Dec 9, 2010 11:06:00 AM

Tags: Lead Generation, Marketing Strategy, Lead Qualification, Lead Management

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Lead Generation Best Practices Part 6: Fewer Leads Are Better

There is a counter-intuitive relationship between lead volume and sales performance.

Revenue - Inbound - Nurturing = The GAP. We guarantee you'll be surprised by your actual metrics. Try our Lead Revenue Calculator
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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..