Developing Prospects. Driving Revenue

The First Friday ReportTM

Long-Term Leads Demand Attention Now

Posted by Dan McDade Jul 12, 2013 10:00:00 AM

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 they don’t consider hot.

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Tags: Lead Generation, B2B Marketing, B2B Sales, Lead Management

Scoping Qualified Prospects for B2B Lead Generation: Shotgun or Laser?

Posted by Dan McDade Apr 5, 2013 1:00:00 AM

A shotgun blast impacts a widely affected and less targeted area, while a laser beam is precise and accurate to its aim. Both have their place in sales and marketing. Which style works best for qualified lead generation and provides a lower cost per lead?

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Tags: B2B Marketing, B2B Sales, Lead Qualification, Inbound Marketing