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..

Lead Generation Specialist

Posted by Dan McDade on Jun 28, 2016 10:30:00 AM

Tags: Sales Leads

1 Comment

What is the Minimum Acceptable Close Rate on Leads?

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

"What is the minimum acceptable close rate for leads provided to sales..

Lead Generation Specialist

Posted by James Obermayer on Jun 15, 2016 10:24:26 AM

Tags: Marketing & Sales Alignment, Lead Management, Sales Leads

0 Comments

Is Anyone Leading Lead Management?

Sales Lead Management is a complicated process. It needs a leader to pull all of the competing interests and people together to work as a team.

Sales lead management is a tough subject to truly get your arms around...

Lead Generation Specialist

Posted by Dan McDade on Feb 16, 2016 12:30:00 PM

Tags: Sales Leads

0 Comments

How to Turn Sales Leads into Revenue, Not Just Work

Even the most ambitious and efficient companies with highly competitive offerings, like GE or Boeing, don’t close 100% of their deals. These companies have a very high demand for their products and services, but they..

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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 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..

What is the Minimum Acceptable Close Rate on Sales Leads?

 

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