Lead Generation Specialist

Posted by Dan McDade on Oct 1, 2014 10:09:50 AM

Tags: B2B Sales, Sales Leads


5 Ways to Get More at Dreamforce -by Craig Elias

The fabled Dreamforce conference with all its innovation, big-name speakers, and craziness is just days away. Are you going to be there? If so, make sure you look for my colleague Craig Elias—who has a lot of..

Lead Generation Specialist

Posted by James Obermayer on Jul 29, 2014 8:30:00 AM

Tags: Lead Generation, Lead Qualification, Sales Leads


He said, “One of us is wrong, and it surely isn’t me!”

The sales manager, Mark, was adamant that his salespeople were following up the good leads and only ignoring the unqualified, ‘never-gonna-buy’ leads. “They know instinctively,” he said, “who the buyers are, and..

Lead Generation Specialist

Posted by Dan McDade on Apr 7, 2014 8:46:00 AM

Tags: Sales Process, Lead Nurturing, Increase Sales, Sales Leads, PowerViews


PowerViews with James Obermayer: Sales Managers To Blame For Lost Leads

My longtime friend and colleague James Obermayer has strong feelings about who is responsible for lost leads among salespeople. Jim, who is principal of a California-based sales and marketing consulting firm Sales..

Lead Generation Specialist

And People In Hell Also Want Ice Water

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint.

He stands 6’5” in custom-made cowboy boots,..

Lead Generation Specialist

PowerViews with Chris Tratar: Execs Need to Support ‘Sales-First’ Culture

Everyone in sales recognizes that there is an unfortunate gap between marketing automation and customer relationship management (CRM). When 80 percent of marketing-qualified leads fail to convert into..

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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..