PowerViews with Bob Kelly: Redesigning Sales Process Basics

I am pleased to have as my guest today Bob Kelly, the Chairman of The Sales Management Association. SMA promotes professional development, peer networking, best-practice research and thought leadership among..

PowerViews with Linda Richardson: Responding To vs Shaping vs Creating Demand

I am pleased to have as my guest today Linda Richardson, the founder and chairwoman of Richardson, a global sales performance company that delivers sales process strategies, curricula and tools to help salespeople..

PowerViews with Carlos Hidalgo: A Holistic Approach to Driving the Demand Process

I am pleased to have as my guest today Carlos Hidalgo of the Annuitas Group. Carlos is a recognized thought leader in B2B marketing and known for his keen insights on the development and implementation of lead..

B2B Lead Generation: The Best of PowerViews

Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future..

PowerViews with Dave Munn: The Transformed Marketing Organization

My guest today is Dave Munn who has been President and CEO of ITSMA since 2000, having led ITSMA's global expansion to become the leading B2B marketing association for technology, professional services, and telecom..

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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 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..

"Marketing is too important to be left to marketers."

This saying always amuses me. Partly because it’s true, partly because it’s funny, but also because it’s often misunderstood...

Outbound vs. Inbound: The Risk Management Issue in the Complex Sale

Companies providing complex, high-investment solutions are facing a significant risk management issue in light of Sirius..