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..

Lead Generation Specialist

Posted by James Obermayer on Jun 15, 2016 10:24:26 AM

Tags: Marketing & Sales Alignment, Lead Management, Sales Leads

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Is Anyone Leading Lead Management?

Sales Lead Management is a complicated process. It needs a leader to pull all of the competing interests and people together to work as a team.

Sales lead management is a tough subject to truly get your arms around...

Lead Generation Specialist

Posted by Dan McDade on Jun 10, 2016 12:51:12 PM

Tags: B2B Marketing, Marketing & Sales Alignment, B2B Sales

3 Comments

The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click

 

Lead Generation Specialist

Posted by Dan McDade on Jun 7, 2016 3:58:27 PM

Tags: B2B Marketing, Marketing & Sales Alignment, B2B Sales

0 Comments

Does Your Sales Team Know How to Follow-Up on a Lead?

Develop a guide for sales on "What is a Lead and How to Follow-up on One" is the last of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO's role in eliminating..

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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..