ViewPoint

JANUARY 15, 2013

Large, strategic waste services company—since 2010. Large, regional energy company—telesales since 2010. Another very large software and services company—since 2010. Another global healthcare software and services company—since 2010…. Large call center and security software company—since 2009. Disqualified (21%).

Paid Search Agency 120

Paid Search Agency Lead Generation Work Management Sales Qualified Leads 120

ViewPoint

JULY 17, 2013

Mainly because the customer won’t need to engage early in the sales cycle: 57% of the buying process is completed before connecting with a salesperson. A whopping 40% of the companies that were at the top of the Fortune 500 list in 2000 were no longer even on that list as of 2010. The first areas to go are field sales teams.

B2B Thought Leadership 120

B2B Thought Leadership Skype Work Management Thought Leadership 120

ViewPoint

FEBRUARY 16, 2011

"Might Have Been to What Must Have Been: Counterfactual Thinking Creates Meaning" was published in the Journal of Personality and Social Psychology in January 2010. ii Wikipedia: Customer relationship management (CRM) as a widely-implemented strategy for managing a company’s interactions with customers, clients and sales prospects.

CRM 120

CRM Wikipedia Marketing Automation Services Marketing Management 120

ViewPoint

APRIL 24, 2012

I 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. The problems and costs of a cost-per-lead approach.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Generation Cost 120

ViewPoint

AUGUST 28, 2012

Leads and expected metrics are defined in carefully created client program plans and lead rates are impacted (particularly in 2010) by the mix and quality of inbound dispositions. The cost of the qualification process and the potential value of that process is ignored by many if not most companies.

Lead Management 120

Lead Management Sales Qualified Leads B2B Sales Sales Leads 120

ViewPoint

SEPTEMBER 11, 2012

Leads and expected metrics are defined in carefully created client program plans and lead rates are impacted (particularly in 2010) by the mix and quality of inbound dispositions. A few years ago we had a client that sold business process outsourcing services (or BPO) to large companies.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation PointClear 120

ViewPoint

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.”. Click to start video at this point — Dave discusses the recent ITSMA report—“Marketing Transformation: Are We There Yet?”—and

Organization 120

Organization Work Management Marketing Management Marketing Budget 120