Lead Generation Specialist

Posted by James Obermayer on May 5, 2017 10:06:59 AM

Tags: Sales Process, B2B Sales, Guest Blogs

2 Comments

Is AI impacting Inside Sales Rep Revenue? Mike Plante of InsideSales Says it Is.

Why it’s Important:

Desperate and Fearful: Need Pipeline – Want Sales Lead Generation

Last week I published a blog that provided five ways to avoid getting burned by outsourced B2B sales lead generation, qualification and nurturing. You can read the blog here.

Lead Generation Specialist

Posted by Dan McDade on Oct 20, 2016 10:21:52 AM

Tags: Inside Sales, Sales Process, B2B Sales

3 Comments

Bubble in the Funnel

Per Healthline Media, an air embolism, also called a gas embolism­, occurs when one or more air bubbles enter a vein or artery and block it. These air bubbles can travel to your brain, heart, or lungs and cause a..

Lead Generation Specialist

Posted by Dan McDade on Aug 25, 2016 1:29:17 PM

Tags: B2B Marketing, Sales Process, B2B Sales, Prospect Development

1 Comment

Is Your Funnel Full of Fool's Gold?

The sales reps at most B2B organizations have two choices: 1) Spend their time culling through leads that experience has shown are overwhelmingly raw, unfiltered, and unqualified. 2) Or, dismiss them outright.

Lead Generation Specialist

Posted by Dan McDade on Jun 24, 2016 10:30:00 AM

Tags: Sales Process, B2B Sales

0 Comments

Q&A With Dave Stein and Steve Andersen

A remarkable new book is changing the way that B2B sales professionals think about, approach, and serve their customers. Co-authored by sales luminaries Steve Andersen and Dave Stein, Beyond the Sales Process: 12..

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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:

How many leads must you create to achieve sales forecasts?

To make your forecast for the new year, look at sales for the coming year in terms of units. 

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..