Lead Generation Specialist

Posted by James Obermayer on Dec 19, 2013 9:31:00 AM

Tags: Sales Process, B2B Sales, Guest Blogs

1 Comment

Taking away a salesperson’s excuses!

I think I have heard all the excuses for not following up on sales leads.

The business philosopher, Jim Rohn said, "If you really want to do something, you’ll find a way. If you don’t, you’ll find an excuse."

..

Lead Generation Specialist

Posted by Kurt Andersen on Dec 12, 2013 9:12:00 AM

Tags: Marketing & Sales Alignment, Sales Process, Guest Blogs, Big Data

0 Comments

3 Tips to Turn Noise Into Value

Uses Microsoft Dynamics. Has had the solution for three years. Likes the Detroit Tigers.

You may be wondering what these pieces of information are all about. You may be asking yourself why I’ve listed off facts about..

Lead Generation Specialist

Posted by Dan McDade on Dec 3, 2013 8:03:00 AM

Tags: Sales Process, B2B Sales, Sales Training, PowerViews, Social Media

3 Comments

PowerViews with Dave Stein: Hire the Right Salespeople

More than one in five salespeople don’t have the qualities to succeed in the field. Selling is hard enough for people with the DNA to succeed; it’s nearly impossible for people who lack those qualities, said my latest..

Lead Generation Specialist

Posted by Dan McDade on Oct 8, 2013 9:20:00 AM

Tags: Sales Process, Lead Qualification, PowerMinute

1 Comment

PowerMinute: How to Establish a Meaningful Lead Definition

If you are using BANT (Budget, Authority, Need, and Timeframe) to define a sales-ready lead, it’s time to STOP! BANT is an outdated methodology responsible for more lost opportunities than your CEO and CFO care to..

Lead Generation Specialist

Posted by Dan McDade on Sep 24, 2013 7:17:00 AM

Tags: Sales Process, B2B Sales, Lead Qualification, Increase Sales, Sales Leads

4 Comments

Power Opinions - BANT is BUNK … Revisited

BANT is an acronym for Budget, Authority, Need and Time Frame. I have written articles and blogs against BANT (as a lead qualifying criterion) for years.

A couple of months ago I read a blog by Ardath Albee entitled..

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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:

Why Don’t Companies Want to Talk to Anyone?

It’s truly strange when companies enter the stealth mode. They hide phone numbers, dial-by-name directories, and employee names,..

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..

Gold Calling vs. Cold Calling

I've written many blog posts on the fact that cold calling isn't dead. In fact, doing the right amount of research, adding a..