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Exploring issues related to B2B sales, marketing & lead generation.

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

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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?

Lead Generation Specialist

Posted by Dan McDade on Dec 14, 2016 2:05:00 PM

Tags: Marketing & Sales Alignment, Account-Based Marketing

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B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #2 Should Marketing and Sales Agree on the Definition of a Lead?

Should marketing and sales agree on the definition of a lead? They should, but mostly don’t.

Lead Generation Specialist

Posted by Dan McDade on Sep 21, 2016 10:15:00 AM

Tags: Marketing & Sales Alignment

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Three “Lies” That Plague B2B Businesses Today (Part Three of Three)

 

The Three “Lies” That Plague B2B Businesses Today Are: 

  1. Cold calling is dead.
  2. 57 – 90% of the buying process is complete before a sales rep needs to get involved.
  3. Marketing and sales are aligned 

Do you agree..

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Top 5 posts

Are Your Sales Suffering Because You've Picked The Worst Times To Contact Prospects?

In the digital age, more and more communication takes place via email and text messaging, but a person-to-person conversation..

10 Reasons Why Inside Sales Will Displace Field Sales Teams by 2015

Josiane Feigon is President of TeleSmart Communications and author of the business bestseller, Smart Selling on the Phone and..

The Cost-Per-Lead Fallacy in Measuring B2B Lead Generation Investments (Pt 3 of 3)

The introductory post in this series addressed the problems and costs of applying the cost-per-lead metric to measure the..

Is Lead Generation Slipping Away From Marketing?

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting

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