Lead Generation Specialist

Posted by Dan McDade on Mar 11, 2014 9:23:00 AM

Tags: B2B Sales, PowerViews, Cold Calling


PowerViews with Joanne Black: No Such Thing As “Warm Calling”

Cold calling has long been a staple of sales, but knowing just a little bit about a prospect is actually not much better. There is no such thing as “warm calling,” says my latest guest on PowerViews, Joanne Black...

Lead Generation Specialist

Posted by Dan McDade on Feb 11, 2014 8:19:00 AM

Tags: Lead Generation, B2B Marketing, PowerViews

1 Comment

PowerViews with Ruth Stevens: The Science (not the art) of Marketing

The amount of data available to marketers today can be overwhelming. Sifting through the information to siphon out the promising leads is less of an art than it is a science, said my latest guest on PowerViews, Ruth..

Lead Generation Specialist

Posted by Dan McDade on Dec 10, 2013 8:27:00 AM

Tags: Inside Sales, B2B Sales, PowerViews

1 Comment

PowerViews with Chad Burmeister: Sales is More Scientific Nowadays

Field sales is flat while inside sales is up 20 percent in the last few years. That’s part of the new landscape, and so is the ubiquitous use of technology. Knowing the new science of sales is what will help a..

Lead Generation Specialist

Posted by Dan McDade on Dec 3, 2013 8:03:00 AM

Tags: Sales Process, B2B Sales, Sales Training, PowerViews, Social Media


PowerViews with Dave Stein: Hire the Right Salespeople

More than one in five salespeople don’t have the qualities to succeed in the field. Selling is hard enough for people with the DNA to succeed; it’s nearly impossible for people who lack those qualities, said my latest..

Lead Generation Specialist

PowerViews with Matt Heinz: The Quality of Marketing Leads is Abysmal

Who has control over when a sale is complete? Is it the salesperson? The marketing team? The client? Every situation is unique. But for a strategy to be consistently successful, a company’s sales and marketing teams..

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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:

Why Don’t Companies Want to Talk to Anyone?

It’s truly strange when companies enter the stealth mode. They hide phone numbers, dial-by-name directories, and employee names,..

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..

Gold Calling vs. Cold Calling

I've written many blog posts on the fact that cold calling isn't dead. In fact, doing the right amount of research, adding a..