2010

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Teleservices Business Process Outsourcing: Want to Go North or South?

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Are You A Player?

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We're pleased to have a new guest blogger with this post. James Obermayer is Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. He can be reached at JObermayer@salesleadmgmtassn.com. The coach gave his pep talk and the team was ready to take the track. One of the players hung back and was quiet. The coach asked, ‘What’s wrong Jim? Why are you down?” ” Jim responded, “Coach, this team we’re playing today is so much better than us. We don’t stand a chance. don’t stand a chance.”

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Sales & Marketing Unaligned? The CEO Owns the Fix

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Lead Generation Best Practices Part 2: Segment & Test Your Market

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150 Content Marketing Tips

Drive traffic—and leads—with these tips for SEO, social media, content optimization, email marketing, and more.

Lead Generation Best Practices Part 7: Measure Beyond Cost-Per-Lead

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Conventional wisdom—that something called a “lead” can and should be had at consistently lower price points where it will still deliver value—is at the root of a host of sales and marketing problems and deserves a closer look. The value of a lower cost-per-lead approach may have merit early in the funnel where inbound marketing and marketing automation can be helpful in moving large numbers of sales prospects to raise their hands and express interest. ” Striving for lower cost leads while defining a lead as a sales-ready buyer is a recipe for disaster.

Lead Generation Best Practices Part 6: Fewer Leads Are Better

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There is a counter-intuitive relationship between lead volume and sales performance. With sales organizations facing lower numbers, it seems logical to turn to volume lead generation to fill their pipelines with more and more sales leads in hopes that some will turn into sales. After all, shouldn't more leads deliver more opportunities? In reality, just the opposite often turns out to be true. Standard lead generation’s focus on quantity—rather than quality—results in the following: The pipeline is flooded with a high volume of low-value leads.

Lead Generation Best Practices Part 5: Multiply Touches/Media/Cycles

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Results multiply when lead nurturing strategies multiply. Successfully engaging prospects depends on a mix of tactics to maintain positive awareness of your offering until it’s time to buy. The resources and methodologies needed to address these requirements include a smart mix of three core processes : Multi-touch : Frequency matters. From initial engagement to lead qualification and through long-term nurturing, frequent and systematic touches are essential. Our clients’ prospects need an average of 12 contacts to engage, and lead nurturing can take even more touchpoints.

Lead Generation Best Practices Part 4: Dedicate Qualifying Resources

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Content Marketing 2016: Staffing, Measurement, and Effectiveness

We surveyed 2016's content marketing leaders on their biggest issues, hurdles, and goals.

Tailwinds for Marketing Automation Software

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Lead Generation Best Practices Part 3: When to Use Outbound vs Inbound

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Sales 2.0 Wrap-up - Live from The Four Seasons, San Francisco

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Interview with B2B Sales Leader Jill Konrath

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Study: How Much of Your Content Marketing Is Effective?

745 marketers told us how effective their content marketing is. Between November 5 and November 17, we surveyed 601 marketers with an 18-question online survey. A few weeks later, Adweek sent the questionnaire to 144 additional marketers. As the survey was answered by nearly our entire population target, the calculated margin of error was approximately 1 percent. Here's what we learned.

Lead Generation Best Practices Part 1: Agree on Lead Definition

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Lead Generation Best Practices: Introducing the 7-Part Series

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Sales Lead Management Week Oct 10-16: Educating on Best Practices

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Day #2 Pardot User's Conference—Multiplying Results at Every.

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Content Methodology: A Best Practices Report

If you're concerned that your organization's content marketing isn't as effective as it could be, this report is for you.

Day #1: Pardot Users Conference—Lead Management Live from the ATL

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Sales & Marketing Unaligned? One Party Owns the Fix—But Not The CEO

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Sales & Marketing Unaligned? Sales & Marketing Own the Fix Together

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Sales and Marketing Unite! Really.

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Staffing and Launching Your Content Marketing Program

Brand voice? Editorial calendar? Approval workflow? Learn how to craft the crucial parts of a content marketing program. In the third installment of our five-part playbook series, discover the necessary steps to execute a content marketing program.

90% of B2C Brand Conversations Happen Offline. True for B2B, Too?

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Don't Thwart Your Lead Generation Efforts—Ask the Next Best Question

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There's Gold In Them Thar Databases!

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Sales & Marketing Still Not Aligned? Who Owns the Fix?

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2016 Email Marketing Metrics Benchmark Study

To build a world-class marketing program, it's crucial to compare yourself to the best performers - but competitor data can be scarce.

Two Sales Best Practices: Prospecting Plans & Customer Is King

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Translating Marketing's Idea of a Lead Into Sales' Idea of a Lead

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Uncovering Revenue Opportunities Hidden in Lead Management Processes

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B2B Lead Generation: How Long Should Marketing Be Involved?

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Content Marketing Playbook: Strategy and Roadmap

Every brand’s content roadmap is different; each path to success is unique to that brand’s story, perspective, assets, and goals. But there is an overarching approach that’s proven to work—one we’ve refined after helping hundreds of brands reach their content marketing goals and after speaking with some of the brightest minds in the industry.

Two Encouraging Lead Generation Trends in July 2010 Report

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