Lead Generation Specialist

Posted by Dan McDade on Feb 19, 2016 7:30:00 AM

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

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The #1 Reason CEOs Should Care About Lead Generation

I often say that CEO’s don’t care about leads, they only care about revenue. Unfortunately, unless you, as the CEO of your company, start caring about leads you are going to lose revenue and miss your number. The..

Lead Generation Specialist

Posted by Dan McDade on Feb 12, 2016 1:30:00 PM

Tags: B2B Marketing, Marketing & Sales Alignment

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4 Things a CMO Should Do to Build Their Marketing Dream Team (Part Two)

In a recent interview, I sat down with Matt Heinz of Heinz Marketing and picked his brain about what makes up a CMO’s marketing dream team. Matt was one of SLMA’s 40 Most Inspiring Leaders in Sales Lead Management in..

Lead Generation Specialist

Posted by Dan McDade on Feb 8, 2016 2:27:13 PM

Tags: B2B Marketing, Marketing & Sales Alignment

0 Comments

4 Things a CMO Should Do to Build Their Marketing Dream Team (Part One)

In a recent interview, I sat down with Matt Heinz to pick his brain. I pitched him the question, “What makes a dream marketing team and how should a CMO build one?” Matt was one of SLMA’s 40 Most Inspiring Leaders in..

Lead Generation Specialist

Posted by Pam Hege on Aug 20, 2015 9:30:00 AM

Tags: Marketing & Sales Alignment

0 Comments

The Why, What & How of a Lead-to-Revenue Assessment, Part 2 - The How

In part one, I provided insight into the why and what of a lead-to-revenue assessment. I challenged marketing and sales leadership involved in 2016 planning to pause and consider conducting the assessment before..

Lead Generation Specialist

Posted by Pam Hege on Aug 18, 2015 9:00:00 AM

Tags: Marketing & Sales Alignment

4 Comments

The Why, What & How of a Lead-to-Revenue Assessment, Part 1 - The Why & What

In today’s B2B companies, marketing and sales alignment is critical to success. Proper alignment is the result of a documented, effective, efficient and measurable process for capturing, engaging, nurturing, managing..

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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..