Lead Generation Specialist

Posted by Dan McDade on Nov 17, 2017 12:31:26 PM

Tags: Marketing & Sales Alignment

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Marketing and Sales Alignment—Still Conversation Worthy in 2017

The age-old issue of how Sales and Marketing work together (or not) is still on the table. While everyone agrees the two organizations must be in sync to meet revenue goals and scale, the finger pointing continues...

Lead Generation Specialist
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Looking to enhance sales lead performance? Put process before technology.

When it comes time to exploring how you can increase lead generation ROI, that is, produce better leads more cost effectively, move  "technology" to the bottom your to-do list.  Technology is great at automating..

Lead Generation Specialist

Posted by Dan McDade on Feb 2, 2017 11:34:09 AM

Tags: Marketing & Sales Alignment, Sales Leads

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How to Establish a Meaningful Lead Definition

Walk out of your office and ask the first three marketers and the first three sales executives you encounter one question:

What constitutes a lead?

I suspect that you will get 6 almost entirely different answers to..

Lead Generation Specialist

Posted by Dan McDade on Jan 5, 2017 8:15:00 AM

Tags: Marketing & Sales Alignment

1 Comment

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #7: From Chaos to Kickass

How well are your B2B organization’s sales and marketing behaviors, practices, and processes reliably and sustainably producing required outcomes? Are you mired in chaos, spending lots of time getting little done?..

Lead Generation Specialist

Posted by Dan McDade on Dec 20, 2016 11:34:37 AM

Tags: Marketing & Sales Alignment

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B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #4: How Much Should Leads Cost?

How much should a lead cost?

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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:

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..

What is a Lead Generation Company?

You probably receive countless calls or emails from lead generation companies promising you a full pipeline of qualified..

What is the Minimum Acceptable Close Rate on Sales Leads?

 

I posted a question on LinkedIn's Sales and Marketing VP's Group and the results have been fascinating. First, here is the..