Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 3]
SEPTEMBER 29, 2015
I recently asked fellow industry leaders to weigh in on the rising popularity of Account-Based Marketing among B2B companies. This is the question I posed: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. 5,686. Number of U.S.
PowerViews with Chad Burmeister: Sales is More Scientific Nowadays
DECEMBER 10, 2013
Chad was voted Top 25 Most Influential Inside Sales Professionals by the American Association of Inside Sales Professionals 4 years in a row—2010, 2011, 2012, and 2013. Field sales is flat while inside sales is up 20 percent in the last few years. That’s part of the new landscape, and so is the ubiquitous use of technology. Sales is Getting Scientific. Sales Tools to Leverage LinkedIn.
Youth, Lead Quality, Social Selling, Inside Sales and Outbound Marketing
MARCH 13, 2014
Chad Burmeister, Vice President of Corporate Sales at ConnectandSell Chad was voted Top 25 Most Influential Inside Sales Professionals by the American Association of Inside Sales Professionals 4 years in a row—2010, 2011, 2012, and 2013. Each quarter I review my recent PowerViews shows and select one outstanding talking point from each expert (five this past quarter) who joined me. Their comments will surprise and enlighten you. The interviews are available on our blog and YouTube channel. Nick Stein, Vision Critical, Youth Meets Experience in Sales Force. agree. percent were quality.
B2B Lead Generation: Are You Killing the Golden Goose?
AUGUST 14, 2012
Leads and expected metrics are defined in carefully created and detailed program plans and lead rates are impacted (particularly in 2010) by the mix and quality of inbound dispositions. In 2010 just over 40% of our dispositions or completed companies were from inbound responses. Other expressions contain useful advice that you don’t really get—because you don’t understand.
Teleservices Business Process Outsourcing: Want to Go North or South?
SEPTEMBER 28, 2010
Outsourcing Lead Generation: A CMO’s Perspective
JUNE 27, 2011
In 2010, Karen was one of CRN’s "Power 100: The Most Powerful Women of the Channel," and CenterBeam was recognized in 2009 as one of five finalists for the Marketing Department of the Year award by the American Business Awards. There are many factors to consider when deciding whether to do outbound lead generation in-house or to partner with a lead generation services firm. Beware.
The 5 Top Media for Cold Prospecting
JANUARY 26, 2012
The DMA’s 2010 Response Rate Report reported a healthy 1.68% response rate to B-to-B prospecting letter mail and 2.18% to its cheaper cousin, postcard mail. Ruth Stevens is Founder of eMarketing Strategy , a consulting practice that assists companies in building their customer acquisition and retention strategies. Every business needs new customers.
Are You A Player?
DECEMBER 2, 2010
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.”
PowerViews with Dave Munn: The Transformed Marketing Organization
SEPTEMBER 27, 2012
and notes how transformation has been driven by marketing budgets reaching new lows in 2009 and 2010: “Marketing, rather than just trying to do more with less, had to do something differently and had to transform.”. Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. New marketing channels. Social media integration.
The Cost-Per-Lead Fallacy in Measuring B2B Lead Generation Investments (Pt 1 of 3)
APRIL 24, 2012
included the following in a blog on the cost-per-lead metric I wrote in the summer of 2010: “I continue to marvel at the high number of companies that only use cost-per-lead as a basis for lead generation buying decisions. ” Almost two years later, I am approaching a state of shock that cost-per-lead continues to receive attention in evaluating marketing investments.
Sales & Marketing Unaligned? The CEO Owns the Fix
SEPTEMBER 14, 2010
Lead Generation Best Practices Part 2: Segment & Test Your Market
NOVEMBER 9, 2010
Sales Prospect vs. Sales Suspect—Always Be Qualifying
JULY 1, 2010
Two Encouraging Lead Generation Trends in July 2010 Report
AUGUST 5, 2010
Highlights from Day One—SiriusDecisions Summit 2010 (Scottsdale, AZ)
MAY 13, 2010
Lead Generation Best Practices: Summarizing the 7-Part Series
DECEMBER 16, 2010
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.
Lead Generation Best Practices Part 7: Measure Beyond Cost-Per-Lead
DECEMBER 14, 2010
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
DECEMBER 9, 2010
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
DECEMBER 7, 2010
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
NOVEMBER 30, 2010
Tailwinds for Marketing Automation Software
NOVEMBER 18, 2010
Lead Generation Best Practices Part 3: When to Use Outbound vs Inbound
NOVEMBER 16, 2010
Sales 2.0 Wrap-up - Live from The Four Seasons, San Francisco
NOVEMBER 10, 2010
Interview with B2B Sales Leader Jill Konrath
NOVEMBER 4, 2010
Lead Generation Best Practices Part 1: Agree on Lead Definition
NOVEMBER 2, 2010
Lead Generation Best Practices: Introducing the 7-Part Series
OCTOBER 26, 2010
Sales Lead Management Week Oct 10-16: Educating on Best Practices
OCTOBER 6, 2010
Day #2 Pardot User's Conference—Multiplying Results at Every.
SEPTEMBER 30, 2010
Day #1: Pardot Users Conference—Lead Management Live from the ATL
SEPTEMBER 29, 2010
Sales & Marketing Unaligned? One Party Owns the Fix—But Not The CEO
SEPTEMBER 22, 2010
PowerViews with Bob Thompson: Evolving from RPM 1.0 to RPM 2.0
SEPTEMBER 20, 2012
Play back to 2011 or 2010, and I think there’s been this ‘we thought things were going to be a little better after we got out of the deepest part of the downturn.’ My guest today is Bob Thompson. Bob is the founder, president, and CEO of CustomerThink.com. Bob has three decades of experience in sales, technical support, consulting, research, and online community development. Habit 1: Listen.
Sales & Marketing Unaligned? Sales & Marketing Own the Fix Together
SEPTEMBER 16, 2010
Sales and Marketing Unite! Really.
SEPTEMBER 9, 2010
90% of B2C Brand Conversations Happen Offline. True for B2B, Too?
SEPTEMBER 1, 2010