Lead Generation Specialist

Posted by Jim Lenskold on Aug 8, 2011 1:33:00 PM

Tags: Lead Generation, Inbound Marketing, Marketing ROI


Metrics to Drive Lead Generation Performance

Jim Lenskold is President of Lenskold Group and author of Marketing ROI, The Path to Campaign, Customer and Corporate Profitability (McGraw Hill, 2003). Jim has published articles and presented internationally on the..

Lead Generation Specialist

Posted by Dan McDade on Dec 14, 2010 12:00:00 PM

Tags: Lead Generation, B2B Sales, Prospect Development, Cost Per Lead, Marketing ROI

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Lead Generation Best Practices Part 7: Measure Beyond Cost-Per-Lead

Conventional wisdom—that something called a “lead” can and should be had at consistently lower price points where it will still deliver value—is at the root of a host of sales and marketing problems and deserves a..

Lead Generation Specialist

Posted by Dan McDade on Aug 13, 2010 11:34:00 AM

Tags: Lead Management, Increase Sales, Marketing ROI


Uncovering Revenue Opportunities Hidden in Lead Management Processes

The difference between surviving and thriving in today’s competitive marketplace is often determined by finding untapped revenue sources in lead management processes.

Lead Generation Specialist

Posted by Dan McDade on Aug 5, 2010 9:47:00 AM

Tags: Lead Generation, Lead Management, Increase Sales, Marketing ROI


Two Encouraging Lead Generation Trends in July 2010 Report

Two encouraging lead generation trends were reported in a July 16 blog by Barry Trailer, managing partner at CSO Insights, in which he announced the availability of CSO Insight’s 2010 Lead Generation Optimization Report..

Lead Generation Specialist

Posted by Dan McDade on Jun 16, 2010 12:38:00 PM

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


Marketing Tip: If You Only Do One Thing, Qualify Your Leads

If you want to stir emotion in a marketing VP, bring up the subject of lead follow up. Few subjects can rile like that one. Leads that are discounted, not accepted or simply ignored can cause otherwise cool-headed..

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Why Don’t Companies Want to Talk to Anyone?

It’s truly strange when companies enter the stealth mode. They hide phone numbers, dial-by-name directories, and employee names,..

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..

Gold Calling vs. Cold Calling

I've written many blog posts on the fact that cold calling isn't dead. In fact, doing the right amount of research, adding a..

Outbound vs. Inbound: The Risk Management Issue in the Complex Sale

Companies providing complex, high-investment solutions are facing a significant risk management issue in light of Sirius..