Lead Generation Specialist

Posted by Dan McDade on Jul 19, 2017 1:51:01 PM

Tags: Lead Generation, Sales Process, B2B Sales, Lead Nurturing, Lead Management

2 Comments

Embarking on a sales lead generation project: What could go wrong?

“What could derail this project?” a prospect asked me, following our discussion about PointClear’s lead generation, qualification and nurturing services. We had just finished talking about the importance of marketing..

Is Lead Flow to the Reps Too Slow or Gridlocked?

Lead Generation Specialist

Posted by Dan McDade on May 23, 2017 5:40:21 PM

Tags: Lead Qualification, Lead Management, Cost Per Lead

1 Comment

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 while average companies close 20%.

Lead Generation Specialist

Posted by Dan McDade on Jul 7, 2016 10:45:00 PM

Tags: Lead Generation, Lead Management, Cost Per Lead

0 Comments

Questions to Ask Before Investing in Lead Generation

About this time of the year we start to receive calls from prospects wishing to start new lead generation projects ASAP. It happens every year. Our ramp up time for a new program is about four weeks. When prospects hear..

Lead Generation Specialist

Posted by James Obermayer on Jun 15, 2016 10:24:26 AM

Tags: Marketing & Sales Alignment, Lead Management, Sales Leads

0 Comments

Is Anyone Leading Lead Management?

Sales Lead Management is a complicated process. It needs a leader to pull all of the competing interests and people together to work as a team.

Sales lead management is a tough subject to truly get your arms around...

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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..

Gold Calling vs. Cold Calling

I've written many blog posts on the fact that cold calling isn't dead. In fact, doing the right amount of research, adding a..