Lead Generation Specialist
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We're entering the era of accountability in sales and marketing

What's the difference between the status quo--and the era of accountability? I recently chatted with Jonathan Farrington of Top Sales world about the transition from finger pointing to collaboration between sales and..

Lead Generation Specialist

Posted by Dan McDade on Oct 4, 2016 10:05:00 AM

Tags: Webinars

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PipeLiner CRM #SalesChats Webinar on Prospecting

Pipeliner’s John Golden hosted me on #SalesChats recently and the topic was prospecting. John asked two questions:

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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..