Lead Generation Specialist

Posted by Dan McDade on Sep 11, 2017 5:29:56 PM

Tags: Sales Process, Sales Leads

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If You Don’t Have a Sales Lead Management Process You’ll Fail

 

James Obermayer, founder of the Sales Lead Management Association, recently spoke with SLMA Radio program host Paul Roberts on how lack of a sales lead management process hampers company growth.

Lead Generation Specialist

Posted by James Obermayer on Aug 15, 2017 3:40:17 PM

Tags: Sales Process, Increase Sales, Account-Based Marketing

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Four Reasons for Quota Failures

“I ignore the quota,” Theresa the salesperson said. “No one loses their job here if we don’t make the numbers, which are totally unrealistic anyway.” 

Lead Generation Specialist

Posted by Dan McDade on Jul 19, 2017 1:51:01 PM

Tags: Lead Generation, Sales Process, B2B Sales, Lead Nurturing, Lead Management

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Embarking on a sales lead generation project: What could go wrong?

“What could derail this project?” a prospect asked me, following our discussion about PointClear’s lead generation, qualification and nurturing services. We had just finished talking about the importance of marketing..

Is Lead Flow to the Reps Too Slow or Gridlocked?

 

Lead Generation Specialist
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Looking to enhance sales lead performance? Put process before technology.

When it comes time to exploring how you can increase lead generation ROI, that is, produce better leads more cost effectively, move  "technology" to the bottom your to-do list.  Technology is great at automating..

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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 a Lead Generation Company?

You probably receive countless calls or emails from lead generation companies promising you a full pipeline of qualified..

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..