Lead Generation Specialist

Posted by Dan McDade on Dec 23, 2015 11:00:00 AM

Tags: Sales Process, B2B Sales

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Exposing the Cause of Under Performing Sales Teams with Mike Weinberg (Part 2 of 2)

I recently had an opportunity to interview Mike Weinberg about his new book, “Sales Management. Simplified.” In part one of my follow-up blog post, I focused on the real stories about real sales managers and real..

Lead Generation Specialist

Posted by Dan McDade on Dec 22, 2015 1:42:53 PM

Tags: Sales Process, B2B Sales

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Exposing the Cause of Under Performing Sales Teams with Mike Weinberg (Part 1 of 2)

Some months ago I reviewed Mike Weinberg’s book: New Sales. Simplified. I thought at that time, as I do now, that it was the best book on sales available. So when Mike asked me if I would be interested in reading and..

Lead Generation Specialist

Posted by Dan McDade on May 21, 2015 8:30:00 AM

Tags: Sales Process, B2B Sales

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Changing the Sales Conversation [PowerViews LIVE Highlights]

On Tuesday, May 12, 2015, I had the pleasure of hosting Linda Richardson on PowerViews LIVE for an informative discussion on Changing the Sales Conversation: How to More Effectively Sell in Today’s Hyper-digital World

Lead Generation Specialist

Posted by James Obermayer on May 12, 2015 9:30:00 AM

Tags: Marketing & Sales Alignment, Sales Process

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When One Out of Ten is an Abject Marketing Program Failure

The sales manager, Bob, said to me in a gleeful voice, full of enthusiasm and hope: “We’re winning one out of every ten of our proposals, and we’re ecstatic.” I didn’t know how I was going to break the news to him..

Lead Generation Specialist

Posted by Dan McDade on Apr 28, 2015 9:30:00 AM

Tags: Sales Process

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3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)

 Sales Hail Mary

The term "Hail Mary" has become generalized to refer to any last-ditch effort with little chance of success. The origins of the phrase date back to October 28, 1922, during a game between Notre Dame..

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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..