Lead Generation Specialist

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

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

1 Comment

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

4 Comments

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

0 Comments

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..

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..

Lead Generation Specialist

Posted by Dan McDade on Oct 24, 2013 7:43:00 AM

Tags: Sales Training, PowerViews, Social Media

4 Comments

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:

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..