Lead Generation Specialist

Posted by Chris Tratar on Jul 15, 2014 9:30:00 AM

Tags: Marketing & Sales Alignment, Sales Process

1 Comment

5 Keys to Becoming a Sales First Company

By Chris Tratar, vice president of product marketing, SAVO

I know what you are thinking. We don’t want to become a sales first company, we are a customer first company. Being a customer first company is absolutely..

Lead Generation Specialist

Posted by Brad Childress on May 6, 2014 8:30:00 AM

Tags: Sales Process, B2B Sales

1 Comment

CRM: 20 Years Later—Still Hated

The main reason that the results from CRM initiatives are suboptimal in most organizations with a field sales force is that the main stakeholder, the sales rep, doesn’t get the “WIIFM” (“What’s in it for me?”). CRM..

Lead Generation Specialist

Posted by Mike Kamo on Apr 10, 2014 7:26:00 AM

Tags: Sales Process, B2B Sales, Increase Sales, Guest Blogs


Sales Suffer When You Pick Bad Times to Contact Prospects

In the digital age, more and more communication takes place via email and text messaging, but a person-to-person conversation is still the most engaging way to contact a prospect and convert him into a customer. If..

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

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:

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..