Lead Generation Specialist

Posted by Dan McDade on May 13, 2016 8:30:00 AM

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

1 Comment

What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer

How to define a lead and gain agreement is the first 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 wasted marketing spend and..

Lead Generation Specialist

Posted by Dan McDade on May 10, 2016 12:28:37 PM

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

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7 Truths About Sales and Marketing (That CEOs Need to Know - Part 1)

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the first of a 9 part blog series.

Lead Generation Specialist

Posted by Dan McDade on Mar 3, 2016 2:33:22 PM

Tags: Marketing & Sales Alignment

3 Comments

4 Revenue Sources Most ROI Calculators Miss (Part 2 of 2)

This is Part Two of a two-part blog (read part 1 here) about how to improve accuracy in lead/revenue projections in organizations with a complex sales process:

Lead Generation Specialist

Posted by Dan McDade on Mar 1, 2016 4:44:58 PM

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

1 Comment

4 Revenue Sources Most ROI Calculators Miss (Part 1 of 2)

This is Part One of a two-part blog about how organizations with a complex sales process can improve accuracy in lead/revenue projections.

Lead Generation Specialist

Posted by Dan McDade on Feb 24, 2016 7:30:00 AM

Tags: Marketing & Sales Alignment

0 Comments

How the CEO Can Enhance Sales, Marketing, and the Executive Branch

Someone once told me that CEOs don’t care about leads. They only care about revenue. Unfortunately, as a result of this thinking, marketing spends a ton of money generating leads for sales that are never followed-up...

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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..