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:

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..