Lead Generation Specialist

Posted by James Obermayer on Oct 13, 2015 10:00:00 AM

Tags: Lead Management, Sales Leads

1 Comment

To Manage Sales You Must Manage Sales Leads

“Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”

It was with a slight hesitation that the sales manager added the second sentence..

Lead Generation Specialist

Posted by James Obermayer on Feb 18, 2015 9:52:44 AM

Tags: Marketing & Sales Alignment, Sales Leads


Sales Lead Management Leads to the Most Efficient Media Buy

Few companies get by on their good looks—although the engineering department would like to think that the pure genius and word of mouth about your product is enough to sell it. In their opinions marketing is not..

Lead Generation Specialist

Posted by James Obermayer on Dec 17, 2014 2:41:00 PM

Tags: Sales Process, Sales Leads

1 Comment

Stunning Study Reveals How to Increase Sales by 29-49%

Stephen Covey said, “The key is not to prioritize what's on your schedule, but to schedule your priorities.” Of course, Covey’s message is a good one for all of us, but especially true for salespeople as pointed out..

Lead Generation Specialist

Posted by James Obermayer on Nov 17, 2014 9:27:00 AM

Tags: Marketing & Sales Alignment, Sales Leads


8 Ways to Motivate Salespeople to Follow Up Inquiries

Corporate growth, good and bad, can be traced to sales lead follow-upi

Marketers keep thinking it is common sense for sales representatives to follow up all inquiries given to them. After all, what is the..

Lead Generation Specialist

Posted by Dan McDade on Nov 3, 2014 12:09:16 PM

Tags: Lead Generation, Sales Leads


Five Signs You're Missing Sales Opportunities

Available Free for a limited time!

I am excited to announce that SellingBrew just published my Playbook Diagnostic, “Five Signs You’re Missing Sales Opportunities” and has generously made it available free to readers..

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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..