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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.

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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 these..

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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...

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Lead Generation Specialist

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

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

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

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Lead Generation Specialist

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

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

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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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You Can’t Put in What God Left Out … and Other Important Things Learned in Business and Life

Jim Obermayer is the founder of the Sales Lead Management Association, and host of the Funnel Radio Channel. Jim recently..

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..

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