B2B Lead Generation: The Best of PowerViews

Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future..

PowerViews with Dave Munn: The Transformed Marketing Organization

My guest today is Dave Munn who has been President and CEO of ITSMA since 2000, having led ITSMA's global expansion to become the leading B2B marketing association for technology, professional services, and telecom..

PowerViews with David Brock: Thoughtfulness, Sharp Focus & Sharp Execution

Joining me today is Dave Brock of Partners in Excellence. Dave's firm works with clients in many verticals including technology industries, industrial products, financial and professional services, consumer..

PowerViews with Brian Carroll: The State of B2B Lead Gen & 2012 Recommendations

My guest today is Brian Carroll. Brian is Executive Director of Revenue Optimization at MECLABS where he leads business units that include Applied Research, Strategy Group, Conversion Group, Leads Group, Agency..

PowerViews with Ann Handley: First, Get Your Strategy, Messaging & Story Right

Today's guest is Ann Handley, Chief Content Officer at MarketingProfs and co-author of Content Rules. She also writes the MarketingProfs "Daily Fix" blog. Her focus is on the conceptualization, development, and..

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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..