Lead Generation Specialist

Posted by Dan McDade on Dec 8, 2016 11:54:58 AM

Tags: B2B Sales, Prospect Development

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B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #1: Should you leave a Voicemail?

Should you leave a voicemail?

One of the best responses to this question that I have seen is from a somewhat dated (2015) article in Eyes On Sales in which the author asks: “How many callbacks do you get if you DON'T..

Lead Generation Specialist

Posted by Dan McDade on Aug 25, 2016 1:29:17 PM

Tags: B2B Marketing, Sales Process, B2B Sales, Prospect Development

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Is Your Funnel Full of Fool's Gold?

The sales reps at most B2B organizations have two choices: 1) Spend their time culling through leads that experience has shown are overwhelmingly raw, unfiltered, and unqualified. 2) Or, dismiss them outright.

Lead Generation Specialist

Posted by Dan McDade on Mar 25, 2015 11:08:00 AM

Tags: Prospect Development

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4 Tips to Power Up Prospecting in 2015: #2 Commit to It!

In part 1 of this series, I introduced Mike Weinberg—sales coach, consultant, and author of the book New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development. After listening to his..

Lead Generation Specialist

Posted by Dan McDade on Mar 24, 2015 12:27:00 PM

Tags: Prospect Development, Outbound Marketing

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4 Tips to Power Up Prospecting in 2015: #1 Believe it Works!

Earlier this year I sat in on the 2015 Virtual Sales Kickoff hosted by my friend S. Anthony Iannarino (along with Jeb Blount). I was particularly impressed with the first speaker Mike Weinberg—sales coach,..

Lead Generation Specialist

Posted by Dan McDade on Jan 20, 2015 10:26:53 AM

Tags: Lead Generation, Prospect Development, Lead Nurturing

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Pipeline Priorities: Don’t Leave Potential Customers Flapping in the Wind

You’re a sales person. On Tuesday morning, 45 sales "leads" come your way through a variety of sources. Terrific!

In due time, you figure out that three of them are real opportunities and want to take the next step..

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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..