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| Page 1 of 1 | Previous | Next | VIEWPOINT DECEMBER 16, 2010 Lead Generation Best Practices: Summarizing the 7-Part Series Just for a moment, let’s revisit the GAO’s definition of best practices described in the introduction to the series: “Best practices are the processes, practices, and systems identified in public and private organizations that performed exceptionally well and are widely recognized as improving an organization's performance and efficiency in specific areas.” Following is a summary of these best practices grouped by blog article. Part 1: Agree on Lead Definition. Sales and marketing must agree on the criteria for a lead to be qualified for hand-off. | VIEWPOINT DECEMBER 7, 2010 Lead Generation Best Practices Part 5: Multiply Touches/Media/Cycles 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. | | | | | | | | | |
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VIEWPOINT | TUESDAY, JULY 13, 2010 3 Good Reasons Marketing Should Qualify Leads Before Passing to Sales
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VIEWPOINT | THURSDAY, JUNE 10, 2010 Lead Generation 2.0: Part 3, The Sales Lead Paradox: Less Is More
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VIEWPOINT | TUESDAY, DECEMBER 14, 2010 Lead Generation Best Practices Part 7: Measure Beyond Cost-Per-Lead
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. MORE >> -
VIEWPOINT | THURSDAY, DECEMBER 9, 2010 Lead Generation Best Practices Part 6: Fewer Leads Are Better
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. MORE >> -
VIEWPOINT | TUESDAY, NOVEMBER 16, 2010 Lead Generation Best Practices Part 3: When to Use Outbound vs Inbound
- Sales Lead Management Week Oct 10-16: Educating on Best Practices VIEWPOINT | WEDNESDAY, OCTOBER 6, 2010
- Don't Thwart Your Lead Generation Efforts—Ask the Next Best Question VIEWPOINT | FRIDAY, AUGUST 27, 2010
- Two Sales Best Practices: Prospecting Plans & Customer Is King VIEWPOINT | THURSDAY, AUGUST 19, 2010
- Sales Lead Management Association Launches Live Talk Radio Program VIEWPOINT | MONDAY, JULY 26, 2010
- The Killer App for Sales Lead Generation Success VIEWPOINT | FRIDAY, JULY 16, 2010
- 6 Best Practices for Following Up on Webinar Attendees & Registrants VIEWPOINT | WEDNESDAY, JULY 7, 2010
- Lead Generation: 10 Year Tracking of GDP Points to Uptick VIEWPOINT | THURSDAY, FEBRUARY 11, 2010
- Day #2 Pardot User's Conference—Multiplying Results at Every. VIEWPOINT | THURSDAY, SEPTEMBER 30, 2010
- Day #1: Pardot Users Conference—Lead Management Live from the ATL VIEWPOINT | WEDNESDAY, SEPTEMBER 29, 2010
- Holy Grail of Sales Lead Generation Metrics: MQLs:SALs:SQLs = 1:1:1 VIEWPOINT | FRIDAY, JULY 9, 2010
- Why Sales 2.0 Can Only Enable—And Never Replace—Sales 1.0 VIEWPOINT | THURSDAY, JUNE 24, 2010
- Lead Generation 2.0: Three Keys to the Kingdom of Sales Leads VIEWPOINT | WEDNESDAY, JUNE 2, 2010
- Highlights from Day Three—SiriusDecisions Summit (Scottsdale, AZ) VIEWPOINT | TUESDAY, MAY 18, 2010
- Highlights from Day One—SiriusDecisions Summit 2010 (Scottsdale, AZ) VIEWPOINT | THURSDAY, MAY 13, 2010
- Increase Sales—Short Your Sales Force VIEWPOINT | TUESDAY, MAY 4, 2010
- Outbound vs. Inbound Marketing: What's the Right Lead Generation Mix? VIEWPOINT | FRIDAY, APRIL 23, 2010
- Targeted Lead Generation – Mad Men won't cut it anymore! VIEWPOINT | MONDAY, FEBRUARY 22, 2010
- Microsoft Partner Fills Forecast with PointClear Sales Leads VIEWPOINT | MONDAY, JANUARY 11, 2010
- Are You A Player? VIEWPOINT | THURSDAY, DECEMBER 2, 2010
- Sales & Marketing Unaligned? Sales & Marketing Own the Fix Together VIEWPOINT | THURSDAY, SEPTEMBER 16, 2010
- 90% of B2C Brand Conversations Happen Offline. True for B2B, Too? VIEWPOINT | WEDNESDAY, SEPTEMBER 1, 2010
- Sales & Marketing Still Not Aligned? Who Owns the Fix? VIEWPOINT | TUESDAY, AUGUST 24, 2010
- B2B Lead Generation: How Long Should Marketing Be Involved? VIEWPOINT | WEDNESDAY, AUGUST 11, 2010
- Two Encouraging Lead Generation Trends in July 2010 Report VIEWPOINT | THURSDAY, AUGUST 5, 2010
- Epiphany—A New Stage in the Demand Generation Buying Process VIEWPOINT | TUESDAY, JULY 20, 2010
- Don't Give Up On Your Lead Generation Efforts—There's An Ace In. VIEWPOINT | TUESDAY, JUNE 29, 2010
- Marketing Tip: If You Only Do One Thing, Qualify Your Leads VIEWPOINT | WEDNESDAY, JUNE 16, 2010
- Tailwinds for Marketing Automation Software VIEWPOINT | THURSDAY, NOVEMBER 18, 2010
- Lead Generation Best Practices Part 2: Segment & Test Your Market VIEWPOINT | TUESDAY, NOVEMBER 9, 2010
- Lead Generation Best Practices Part 1: Agree on Lead Definition VIEWPOINT | TUESDAY, NOVEMBER 2, 2010
- Lead Generation Best Practices: Introducing the 7-Part Series VIEWPOINT | TUESDAY, OCTOBER 26, 2010
- Teleservices Business Process Outsourcing: Want to Go North or South? VIEWPOINT | TUESDAY, SEPTEMBER 28, 2010
- Sales & Marketing Unaligned? One Party Owns the Fix—But Not The CEO VIEWPOINT | WEDNESDAY, SEPTEMBER 22, 2010
- Sales & Marketing Unaligned? The CEO Owns the Fix VIEWPOINT | TUESDAY, SEPTEMBER 14, 2010
- There's Gold In Them Thar Databases! VIEWPOINT | THURSDAY, AUGUST 26, 2010
- Translating Marketing's Idea of a Lead Into Sales' Idea of a Lead VIEWPOINT | TUESDAY, AUGUST 17, 2010
- Uncovering Revenue Opportunities Hidden in Lead Management Processes VIEWPOINT | FRIDAY, AUGUST 13, 2010
- Lead Generation Turbulence: Why Is Quota Attainment Trending Down? VIEWPOINT | WEDNESDAY, JUNE 23, 2010
- Lead Generation 2.0: Part 2, Comparing Cost-Per-Lead Apples & Oranges VIEWPOINT | TUESDAY, JUNE 8, 2010
- Lead Generation 2.0: Part 1, A Lead By Any Other Name … VIEWPOINT | FRIDAY, JUNE 4, 2010
- Segmentation: Uncovering Opportunities Hidden in your Databases VIEWPOINT | WEDNESDAY, MAY 26, 2010
- Highlights from Day Two SiriusDecisions Summit (Scottsdale, AZ) VIEWPOINT | FRIDAY, MAY 14, 2010
- How People Impact Prospect Development VIEWPOINT | FRIDAY, APRIL 30, 2010
- All Sales Lead Generation Strategies Are Not Created Equal VIEWPOINT | TUESDAY, APRIL 20, 2010
- B2B Sales, Marketing … and STEM Education? VIEWPOINT | WEDNESDAY, APRIL 7, 2010
- Lead Generation Best Practices Part 4: Dedicate Qualifying Resources VIEWPOINT | TUESDAY, NOVEMBER 30, 2010
- 15 Proven B-To-B Strategies for Sales Funnel Acceleration VIEWPOINT | FRIDAY, MAY 7, 2010
- What is the Minimum Acceptable Close Rate on Leads Provided to Sales? VIEWPOINT | FRIDAY, MARCH 19, 2010
- March 18 Webinar: Join us for "Finding and Winning New Business" VIEWPOINT | TUESDAY, MARCH 9, 2010
- What is Lead Generation? VIEWPOINT | THURSDAY, FEBRUARY 25, 2010
- Selling Power: Qualified Leads Help One IT Services Provider Grow VIEWPOINT | MONDAY, JANUARY 18, 2010
- Aberdeen's B2B TeleServices: The 2009 Buyer's Guide—Last Chance VIEWPOINT | FRIDAY, JANUARY 22, 2010
- 42 B2B lead generaton touches on one contact… What… are you Crazy? VIEWPOINT | TUESDAY, MARCH 2, 2010
- 42 B2B lead generation touches on one contact… What… are you Crazy? VIEWPOINT | TUESDAY, MARCH 2, 2010
- Why the Same Old is New Again in Lead Generation VIEWPOINT | WEDNESDAY, MARCH 24, 2010
- Webinar Leads Demystified: Maximize your webinar results! VIEWPOINT | FRIDAY, APRIL 9, 2010
- Ditch the Shotgun Lead Generation Approach: Increase results by 60% VIEWPOINT | THURSDAY, APRIL 15, 2010
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