Lead Generation Specialist

Posted by Dan McDade on Mar 27, 2015 11:30:50 AM

Tags: Marketing & Sales Alignment, Sales Process

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4 Tips to Power Up Prospecting in 2015: #4 Use the Telephone!

Here we are at the fourth and final installment of the series, 4 Tips to Power Up Prospecting in 2015, from Mike Weinberg’s presentation at the 2015 Virtual Sales Kickoff. His final tip is a passionate plea calling..

Lead Generation Specialist

Posted by Dan McDade on Mar 26, 2015 10:00:00 AM

Tags: Marketing & Sales Alignment, Sales Process

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4 Tips to Power Up Prospecting in 2015: #3 Sharpen Your Story!

In the 2015 Virtual Sales Kickoff earlier this year, I had the pleasure of hearing for the first time, Mike Weinberg—sales coach, consultant, and author of the book New Sales. Simplified.: The Essential Handbook for..

Lead Generation Specialist

Posted by Dan McDade on Mar 17, 2015 11:21:00 AM

Tags: Sales Process, B2B Sales

1 Comment

"New Sales. Simplified." A Must-Read!

Several weeks ago I sat in on the 2015 Virtual Sales Kickoff hosted by S. Anthony Iannarino and Jeb Blount. It was an excellent session overall, but I was particularly blown-away by the first speaker, Mike Weinberg,..

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 Dan McDade on Aug 21, 2014 8:30:00 AM

Tags: Marketing & Sales Alignment, Sales Process

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It’s All About the People: A Review of "Never Be Closing"

I enjoy reading and reviewing books. Recently, someone recommended a book co-written by Tim Hurson and Tim Dunne called, Never Be Closing: How to Sell Better Without Screwing Your Clients, Your Colleagues, or Yourself

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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..