ViewPoint Blog

Exploring issues related to B2B sales, marketing & lead generation.

Lead Generation Specialist

Posted by Dan McDade on Feb 2, 2017 11:34:09 AM

Tags: Marketing & Sales Alignment, Sales Leads

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How to Establish a Meaningful Lead Definition

Walk out of your office and ask the first three marketers and the first three sales executives you encounter one question:

What constitutes a lead?

I suspect that you will get 6 almost entirely different answers to..

Lead Generation Specialist

Posted by Dan McDade on Dec 1, 2016 4:35:00 PM

Tags: B2B Sales, Sales Leads

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The Flavors That "Sales Ready" Leads Come In

(Cartoon courtesy to Kenny Madden)

I once worked with the then SVP, Marketing of a large public company who was frustrated with sales. Big surprise. At one point he got so angry that he offered sales management the..

Lead Generation Specialist

Posted by Dan McDade on Nov 29, 2016 7:50:00 AM

Tags: Lead Generation, Sales Leads

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Dear CEO: The Era of Accountability Starts in 2017

(Photo Courtesy of Kenny Madden)

This cartoon was sent to me in response to a blog I wrote a couple of weeks ago. I just love the simplicity of it; not to mention that it absolutely captures what is wrong with..

Lead Generation Specialist

Posted by Dan McDade on Oct 10, 2016 12:01:13 PM

Tags: B2B Marketing, B2B Sales, Sales Leads

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What Percentage of Marketing Leads Should Be Accepted by Sales?

The biggest disconnect between marketing and sales is the hand-off of marketing qualified leads (MQL’s) to sales and the acceptance of those leads (SAL’s) by sales. Unfortunately, the baton gets dropped more..

Lead Generation Specialist

Posted by Dan McDade on Aug 9, 2016 11:00:00 AM

Tags: B2B Sales, Sales Training, Sales Leads

4 Comments

Long-Term Leads Demand Attention Now

Near-Term Opportunities are Important, But So is Keeping the Pipeline Full

Your sales team likes nothing better than getting leads with a high probability of closing soon. So much so that many reps often ignore every..

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Top 5 posts

Are Your Sales Suffering Because You've Picked The Worst Times To Contact Prospects?

In the digital age, more and more communication takes place via email and text messaging, but a person-to-person conversation..

10 Reasons Why Inside Sales Will Displace Field Sales Teams by 2015

Josiane Feigon is President of TeleSmart Communications and author of the business bestseller, Smart Selling on the Phone and..

The Cost-Per-Lead Fallacy in Measuring B2B Lead Generation Investments (Pt 3 of 3)

The introductory post in this series addressed the problems and costs of applying the cost-per-lead metric to measure the..

Is Lead Generation Slipping Away From Marketing?

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting

What is the Minimum Acceptable Close Rate on Leads Provided to Sales?

I posted a question on LinkedIn's Sales and Marketing VP's Group and the results have been fascinating. First, here is the..