Lead Generation Specialist

Posted by James Obermayer on May 12, 2015 9:30:00 AM

Tags: Marketing & Sales Alignment, Sales Process

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When One Out of Ten is an Abject Marketing Program Failure

The sales manager, Bob, said to me in a gleeful voice, full of enthusiasm and hope: “We’re winning one out of every ten of our proposals, and we’re ecstatic.” I didn’t know how I was going to break the news to him..

Lead Generation Specialist

Posted by Dan McDade on Apr 14, 2015 8:30:00 AM

Tags: Marketing & Sales Alignment, PowerViews

1 Comment

What it Takes to be a Sales & Marketing Thought Leader [PowerViews LIVE Highlights]

On Tuesday, March 31, 2015, Gini Dietrich and Anthony Iannarino joined me on PowerViews LIVE for a value-packed discussion on Why Thought Leadership Matters: What it Takes to be a Sales & Marketing Opinion Leader. It..

Lead Generation Specialist

Posted by Dan McDade on Mar 27, 2015 11:30:50 AM

Tags: Marketing & Sales Alignment, Sales Process

1 Comment

4 Tips to Power Up Prospecting in 2015: #4 Use the Telephone!

Here we are at the fourth and final installment of the series, 4 Tips to Power Up Prospecting in 2015, from Mike Weinberg’s presentation at the 2015 Virtual Sales Kickoff. His final tip is a passionate plea calling..

Lead Generation Specialist

Posted by Dan McDade on Mar 26, 2015 10:00:00 AM

Tags: Marketing & Sales Alignment, Sales Process

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4 Tips to Power Up Prospecting in 2015: #3 Sharpen Your Story!

In the 2015 Virtual Sales Kickoff earlier this year, I had the pleasure of hearing for the first time, Mike Weinberg—sales coach, consultant, and author of the book New Sales. Simplified.: The Essential Handbook for..

Lead Generation Specialist

Posted by James Obermayer on Feb 18, 2015 9:52:44 AM

Tags: Marketing & Sales Alignment, Sales Leads

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Sales Lead Management Leads to the Most Efficient Media Buy

Few companies get by on their good looks—although the engineering department would like to think that the pure genius and word of mouth about your product is enough to sell it. In their opinions marketing is not..

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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..