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:

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 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..