Lead Generation Specialist

Posted by Dan McDade on Sep 17, 2013 6:07:00 AM

Tags: PowerViews


PowerViews with Chris Snell: Suit Up, Stand Up, Sign Up: A Sales Mantra

Time is vitally important to the success of a salesperson—time to research prospects, time to hone the sales pitch, and time to communicate with potential clients.

A successful sales manager must go out of his or..

Lead Generation Specialist

Posted by Dan McDade on Aug 28, 2013 10:53:00 AM

Tags: B2B Marketing, Marketing Strategy, PowerViews, Social Media


PowerViews with Nick Stein: The Role of Games in the Sales Office

Mobile and social technologies have radically changed the way people buy. Buyers are increasingly savvy and willing to shop around, and salespeople have to recognize how the landscape has changed and how the..

Lead Generation Specialist

Posted by Dan McDade on Aug 14, 2013 1:31:00 PM

Tags: Lead Generation, PowerViews, Social Media


PowerViews with Koka Sexton: How to Leverage Social Media

Leveraging social media is a familiar tactic for individuals. Have you written a new blog post? Then go on Facebook and let your friends and family know. Have you reviewed a new book for The New York Times? Then go..

Lead Generation Specialist

Posted by Dan McDade on Aug 6, 2013 10:17:00 AM

Tags: Lead Generation, B2B Marketing, Inside Sales, B2B Sales, PowerViews


Best of PowerViews: Exciting Future for Inside Sales Experts

Over the last year, I’ve had the privilege of interviewing over 30 influential B2B sales and marketing leaders. It has been a pleasure to interview each of them and share perspectives on topics ranging from B2B lead..

Lead Generation Specialist

Posted by Dan McDade on Jul 30, 2013 7:05:00 AM

Tags: Sales Process, B2B Sales, PowerViews

1 Comment

PowerViews with Peter Bourke: Sell Less, Win More

Sell less, win more. Don’t even try to start selling—and you’ll win more commitments. Sure, this smacks of contrarianism, but Peter Bourke has proven that these iconoclastic approaches work. Peter, senior principal..

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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..