ViewPoint Blog

Exploring issues related to B2B sales, marketing & lead generation.

Lead Generation Specialist

Posted by Dan McDade on Aug 18, 2016 11:01:00 AM

Tags: B2B Marketing, Marketing Strategy, Account-Based Marketing

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Marketing is More than Automation

There is a back story to the development of the process called Account Based Marketing and that story was published in this blog by LeanData, Inc.:

“In 2003, Bev Burgess, SVP ITSMA Europe, was the host of a..

Lead Generation Specialist

Posted by Matt Heinz on Aug 5, 2016 11:42:07 AM

Tags: B2B Marketing, Marketing Strategy

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What Does “Full Funnel Marketing” Really Mean?

The core idea behind this book is that marketers need to embrace and take responsibility for the entire sales funnel, not just the top half. It’s the new B2B imperative that marketers take full responsibility for the..

Lead Generation Specialist

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

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

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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 23, 2016 1:02:44 PM

Tags: Lead Generation, Marketing Strategy

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Is Your Lead Generation Strategy Broken?

A broken lead generation strategy could mean trouble for your sales and marketing team, but not just because of the fundamental misalignment between the two departments. More so because an improper strategy can make..

Lead Generation Specialist

Posted by Dan McDade on Jan 6, 2016 10:30:00 AM

Tags: Marketing Strategy

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11 Lead Generation Buzzwords That Need to Go Away in 2016

Marketing buzzwords: they are bandied about in boardrooms, memos, emails and meetings every day. While many of them are useful, many more of them have been so drastically overused that they are now devoid of..

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How Much Do Your Leads Cost?

Understand the price you are paying for your leads and then optimize.

Document the cost per lead is the fourth of 7 Truths..

What is a Lead Generation Company?

You probably receive countless calls or emails from lead generation companies promising you a full pipeline of qualified..

Are Your Sales Suffering Because You've Picked The Worst Times To Contact Prospects?

In the digital age, more and more communication takes place via email and text messaging, but a person-to-person conversation..

Is Lead Generation Slipping Away From Marketing?

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting

What is the Minimum Acceptable Close Rate on Leads Provided to Sales?

I posted a question on LinkedIn's Sales and Marketing VP's Group and the results have been fascinating. First, here is the..