Lead Generation Specialist

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

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


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

1 Comment

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

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 23, 2016 1:02:44 PM

Tags: Lead Generation, Marketing Strategy


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


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 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..