Lead Generation Specialist

Posted by James Obermayer on Jul 12, 2017 12:34:15 PM

Tags: B2B Sales, Sales Training, Guest Blogs, Prospecting Questions

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Salespeople Must Accelerate Response or Fail

Lead Generation Specialist

Posted by Dan McDade on Aug 9, 2016 11:00:00 AM

Tags: B2B Sales, Sales Training, Sales Leads


Long-Term Leads Demand Attention Now

Near-Term Opportunities are Important, But So is Keeping the Pipeline Full

Your sales team likes nothing better than getting leads with a high probability of closing soon. So much so that many reps often ignore every..

Lead Generation Specialist

Posted by Dan McDade on Jul 20, 2016 12:22:09 PM

Tags: Lead Nurturing, Sales Training, Lead Qualification


A Multi-Touch, Multi-Media, Multi-Cycle Strategy Multiplies Results

I field a lot of questions about what I call our multi-touch, multi-media, and multi-cycle strategy. Many of the questions I field have to do with number of touches and the types of touches we recommend to effectively..

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


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 24, 2013 7:43:00 AM

Tags: Sales Training, PowerViews, Social Media


PowerViews with Jill Rowley: Social Employees Should Connect and Amplify

A lot of people don’t know how to use LinkedIn. Many see it as a job board where they can post their resume, not as a hub that connects people with like-minded interests. In a business-to-business world, the main..

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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..

Outbound vs. Inbound: The Risk Management Issue in the Complex Sale

Companies providing complex, high-investment solutions are facing a significant risk management issue in light of Sirius..