ViewPoint

SEPTEMBER 29, 2015

Is ABM the Holy Grail to lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? Today in part 3, we hear from James Obermayer , Executive Director of the Sales Lead Management Association. Less than 50 beds. 50-250 beds.

Account Based Marketing 120

Account Based Marketing Lead Generation Marketing Management ABM 120

ViewPoint

SEPTEMBER 11, 2012

This is the third in a series of four blogs about lead generation, marketing and sales metrics, and proverbs. Based on over 60,000 completed company dispositions per year (annualized for 2012). Managing “No Response” dispositions is not an art, it’s a science.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation PointClear 120

ViewPoint

MAY 29, 2012

The new demand waterfall recognizes several new sources of opportunity: inbound AND outbound, rep generated, multi-touch nurture programs. True demand generation health is all about balance (it is not all inbound and not all outbound). Surveys generate a tremendous amount of content that can be repurposed inexpensively.

Multi-Channel 120

Multi-Channel Demand Generation Agencies Class Webinar Metrics 120

ViewPoint

MAY 3, 2012

The introductory post in this series addressed the problems and costs of applying the cost-per-lead metric to measure the success of B2B lead generation investments. In the second post, we looked at elements of a complex sale that impact B2B lead generation costs. Tie B2B lead generation activity to overall revenue and profits.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Ranking Lead Generation 120

ViewPoint

AUGUST 30, 2012

Brian Carroll is Executive Director of Revenue Optimization for MECLABS and spoke midday here in Orlando on Day Two of the MarketingSherpa 2012 B2B Summit. Some key takeaways all organizations should think about are: 64% of leads generated go directly to field sales without filtering or prequalification.

Marketing Qualified Leads 120

Marketing Qualified Leads Leads Lead B2B 120

ViewPoint

OCTOBER 9, 2012

As a foundation, I published three blogs in 2012 in which I outlined three critical elements that impact B2B lead generation costs in the complex sale: 1. Staggering, when you consider that an average of just 5% of marketing leads generated are sales qualified. Send them 1,000 leads generated at a cost of $23.15

Cost per Lead 120

Cost per Lead Sales Qualified Leads Cost Lead Scoring 120

ViewPoint

JUNE 15, 2012

2012: Companies Lifting Off with Higher Budgets for Marketing & Lead Generation. There have been more comments from marketing automation vendors that cold calling and other traditional ways of generating sales leads are going away. Recommendations to Close More Deals in 2012.

Lead Management 120

Lead Management Work Management Marketing Management Direct Marketing 120

ViewPoint

AUGUST 23, 2012

2012 Surprise: Getting the “At Bats” — But an Increase in “No Decisions”. Click to start video at this point — Asked about what has or hasn’t happened in marketing and sales in 2012 that surprises him, Tim notes that lead generation and sales activity are up—providers are getting the “at bats.”. I think I’m OK.’

Demand Generation Agencies 120

Demand Generation Agencies Work Management Demand Generation High Quality Lead 120

ViewPoint

MAY 30, 2012

While some of these spaces are still being defined where marketing automation plays with CRM, he believes we’ll see M&A activity in 2012. Look for Greater Process Integration and Alignment in 2012. 2012 Actions: Understand Buyers, Tighten Targeting & Measure Correctly.

Differentiation 120

Differentiation Tips Top of Funnel Marketing Automation Services 120

ViewPoint

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. That kind of video can be shared on social media, generating buzz about your company. Here is the full video of our discussions and below are some highlights.

Buzz 120

Buzz Lead Ranking Linkedin Video Marketing 120

ViewPoint

MARCH 13, 2014

Click to start video at this point —Matt said the biggest problem is that marketers are not taking responsibility for what happens after leads are generated. The quality of leads being generated nowadays is abysmal. Matt Heinz, Heinz Marketing, The Quality of Sales Leads is Abysmal. percent were quality. By Dan McDade.'

Lead Ranking 120

Lead Ranking Social Marketing Paid Search Agency Leads 120

ViewPoint

AUGUST 16, 2012

2012 Recommendations: Managing the Pipeline to Proactively Balance Results. Click to start video at this point — Dave was asked—with us already well into Q3—about recommendations to optimize 2012 results. Revenue generation isn’t strictly the responsibility of sales. Currently he is responsible for both.”.

Budget Programs 120

Budget Programs Work Management Marketing Management Sales Cycle 120

ViewPoint

APRIL 19, 2017

Mark Hunter – Mark said: “After 10+ years of working with companies and salespeople through my consulting work, I felt it was time to write my first book, " High-Profit Selling: Win the Sale Without Compromising on Price ", which released in 2012,” he shared with the group. Now my second book, " High-Profit Prospecting ", is available.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

JULY 31, 2012

Generating sales leads that are actually followed up by sales is a basic business process that is broken in most companies. The reason is that marketing and sales are part of a Granfalloon. ” The functions Mr. Rackham spoke about are marketing and sales.

Sales Qualified Leads 120

Sales Qualified Leads Sales Leads Lead Ranking Marketing Qualified Leads 120

ViewPoint

MARCH 6, 2012

According to a recent CSOinsights 2012 Sales Performance Optimization survey, a mere 11% of sales people have a strong understanding of their customers’ buying process. The key is to unearth trends and anomalies and make the necessary adjustments, while also tying marketing activities to revenues generated.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

JULY 12, 2012

2012 Challenge: How to Tell Stories, Create Compelling Content and Drive Interest. That’s pure lead generation. ’” 2012 Recommendations: Good Enough Isn’t Good Enough Anymore. Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation.

Marketing & Strategy 120

Marketing & Strategy Broadcasting Mobile Advertising Inbound Marketing 120

ViewPoint

AUGUST 28, 2012

This time we are going to talk about the importance of the qualified rate and how the qualified rate of inbound leads compares to those of outbound leads: Based on over 60,000 completed company dispositions per year (annualized for 2012). Paying anything more than $.50

Lead Management 120

Lead Management Sales Qualified Leads B2B Sales Sales Leads 120

ViewPoint

SEPTEMBER 20, 2012

2012 Trends: Interconnectedness & Reluctance to Make Aggressive Decisions. Click to start video at this point — Asked about what has happened in marketing and sales that has or hasn’t surprised him in 2012, Bob talks about interconnectedness: “It’s sobering about how interconnected we are with other economies.

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

MAY 10, 2012

He also notes Facebook has just revamped totally its advertising line up with their new Reach Generator. That is, continuing to add features: social features, lead generation features and analytics. So I think 2012 will see large movement in the direction of both mobile and the analysis of big data.”

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

MAY 10, 2012

He also notes Facebook has just revamped totally its advertising line up with their new Reach Generator. That is, continuing to add features: social features, lead generation features and analytics. So I think 2012 will see large movement in the direction of both mobile and the analysis of big data.”

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

SEPTEMBER 6, 2012

2012 Surprise: Slow Adoption of Technology Like Sales Intelligence Tools. So there’s no lead generation coming in the door, and they’re relying on old sales methodology to reach highly educated buyers who don’t want to waste one iota of their time talking about what their salespeople are trained about.”.

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120

ViewPoint

OCTOBER 10, 2011

Debbie Qaqish is Principal Partner and Chief Revenue Marketing Officer for demand generation agency, The Pedowitz Group. A nationally recognized thought leader and innovator in revenue generation, Qaqish has over 30 years of experience helping organizations connect marketing to revenue. Who is teaching the CMO how to sell?

CMO 120

CMO Marketing Automation Services Disintermediation Demand Generation Agencies 120

ViewPoint

AUGUST 30, 2012

Craig specializes in lead generation, lead qualification, and B2B marketing and sales. 2012 Trends: Social Marketing Gaining Real Traction & Growth Hacks. They’re generating tons of leads. He is also author of a popular sales and marketing blog, Funnelholic , where he shares B2B content with an edge.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

FEBRUARY 14, 2012

For example, let’s say you expect to generate 3,000 leads per month with a $30,000/month budget. What if the marketing team can generate the same leads for less? What about if they generated more leads for the same budget? Would you give them a percentage of the budget difference as a bonus?

Planning 120

Planning Deliverability Customer Satisfaction Microsite 120

ViewPoint

MAY 2, 2012

A survey I saw just last week—a MarketingSherpa survey—listed social media marketing as a very low ROI generator.” If you have a search optimized website that’s generating 30% of its traffic from search engine queries, then those are leads that are coming in at virtually no cost to you. Do your research.

Social Media 120

Social Media BtoB Media Inbound Marketing 120

ViewPoint

APRIL 13, 2012

He adds this is the year connections must happen between the webinar and trade show prospects that marketing is generating and the opportunities that sales actively engages. This perspective is forcing marketing to have more interaction with the sales organization. Two reasons why marketing automation will reach a tipping point this year.

Work Management 120

Work Management Marketing Management Planning Paid Search Agency 120

ViewPoint

NOVEMBER 20, 2012

Sales organizations are focused on generating profitable revenue and some of those financial outcomes.”. Click to start video at this point — Regarding areas to focus on as we wrap up 2012 and head into 2013, Bob discusses the way tablets are exploding in the mobile arena right now. He adds, “It’s very early for sales organizations.

Process 120

Process Allocation Marketing Management Peer-to-peer 120