Lead Generation Specialist

Posted by James Obermayer on Aug 11, 2015 11:05:00 AM

Tags: Marketing & Sales Alignment, Marketing ROI

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Follow the Money: The Primary Responsibility for CMOs

The term ‘follow the money’ was made famous in the 1976 drama documentary All the Presidents Men, and has been used variously as the basis of journalistic articles ever since. Its purpose is to follow the money trail..

Lead Generation Specialist

Posted by Dan McDade on Jul 28, 2015 9:00:00 AM

Tags: Marketing & Sales Alignment, Marketing Strategy

1 Comment

"Marketing is too important to be left to marketers."

This saying always amuses me. Partly because it’s true, partly because it’s funny, but also because it’s often misunderstood. It’s funny because it sounds like marketers are too stupid to be in charge of marketing...

Lead Generation Specialist

Posted by Dan McDade on Jul 14, 2015 10:18:00 AM

Tags: Marketing & Sales Alignment, Inbound Marketing

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PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]

This is the final installment of a three-part series in response to the following question: 

As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status..

Lead Generation Specialist

Posted by Dan McDade on Jul 9, 2015 11:42:00 AM

Tags: Marketing & Sales Alignment, Inbound Marketing

1 Comment

PowerOpinions: Making Lead Scoring a Success Part 2 [Expert Advice]

We recently asked top industry experts the following question:

As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results?

Why did..

Lead Generation Specialist

Posted by Dan McDade on Jul 7, 2015 12:18:00 PM

Tags: Marketing & Sales Alignment, Inbound Marketing

2 Comments

PowerOpinions: Making Lead Scoring a Success Part 1 [Expert Advice]

Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. A key to this trend is lead scoring. According to SiriusDecisions’ Research Brief1, the problem with lead scoring at many..

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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..