» How many leads must you create to achieve sales forecasts?
12/10/17 09:33 from ViewPoint | The Truth About Lead Generation
To make your forecast for the new year, look at sales for the coming year in terms of units. 

» Prevent Defense or Permit Offense? What a Football Argument Has to Do with B2B Sales Lead Generation
07/10/17 05:00 from ViewPoint | The Truth About Lead Generation
According to Wikipedia, the Prevent Defense is a defensive alignment in American football that seeks to prevent the offense from completing a long pass or scoring a touchdown in a single play and seeks to run out the clock.

» Dear CEO: Find out how well your team is nurturing its B2B sales leads
06/10/17 08:22 from ViewPoint | The Truth About Lead Generation
Standard B2B lead-generation programs produce an average 5% lead rate while advanced lead-generation programs (which include lead nurturing) produce an average 15% lead rate—three times higher.

» If You Don’t Have a Sales Lead Management Process You’ll Fail
11/09/17 14:29 from ViewPoint | The Truth About Lead Generation
  James Obermayer, founder of the Sales Lead Management Association , recently spoke with SLMA Radio program host Paul Roberts on how lack of a sales lead management process hampers company growth.

» Why Buyers Buy
29/08/17 11:19 from ViewPoint | The Truth About Lead Generation
Abraham Harold Maslow (April 1, 1908 – June 8, 1970) was an American psychologist who was best known for creating Maslow's hierarchy of needs, a theory of psychological health predicated on fulfilling innate human needs in priority, culm...

» Four Reasons for Quota Failures
15/08/17 12:40 from ViewPoint | The Truth About Lead Generation
“I ignore the quota,” Theresa the salesperson said. “No one loses their job here if we don’t make the numbers, which are totally unrealistic anyway.” 

» Two Truths and a Lie
09/08/17 07:03 from ViewPoint | The Truth About Lead Generation
Several years ago, I was in Las Vegas with friends and we always went for at least one meal at our favorite restaurant because they have great steaks and a great bar.

» What Percent of Leads Should Sales Close?
02/08/17 12:28 from ViewPoint | The Truth About Lead Generation
The answer to this question is a lot more complicated than it looks. There are many factors that impact the percent of leads that should be closed by sales.

» Scheduling an Appointment With an "Uncloseable"
24/07/17 10:58 from ViewPoint | The Truth About Lead Generation
A competitor in the teleprospecting business recently published a list of B2B companies based on how easy or hard they were to work from a lead-generation standpoint. They listed those that they had had success with on top. At the bottom...

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