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. What constitutes a good lead? Ensure that leads are passed back for reheating, nurturing or re-qualification rather than having them simply stalled out in the pipeline which is usually a black hole.

Sales Qualified Leads 120

Sales Qualified Leads Sales Leads Lead Ranking Marketing Qualified Leads 120

ViewPoint

JANUARY 15, 2013

Given that I run one of the many lead generation companies it will not surprise you to learn that I believe a 3rd party focused on response management, lead generation and qualification and lead nurturing is capable of doing a much better job of those services than you are likely to find inside most companies.

Paid Search Agency 120

Paid Search Agency Lead Generation Work Management Sales Qualified Leads 120

ViewPoint

OCTOBER 9, 2012

Twice over the past two years I blogged about the dangers of using cost per lead as a metric to measure marketing. 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. The marketing team sees this as a “great source of leads”.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Cost Lead Scoring 120

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.

Account Based Marketing 120

Account Based Marketing Lead Generation Marketing Management ABM 120

ViewPoint

MARCH 13, 2014

Nick Stein, SVP of Marketing at Vision Critical Vision Critical is the world''s leading provider of insight communities, currently supporting over 650 brands worldwide. Matt Heinz, Heinz Marketing, The Quality of Sales Leads is Abysmal. The quality of leads being generated nowadays is abysmal. percent were quality.

Lead Ranking 120

Lead Ranking Social Marketing Paid Search Agency Leads 120

ViewPoint

APRIL 17, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Tony Tissot of eTrigue remarked that lead generation is the responsibility of marketing, but getting the outcomes agreed upon should be the goal.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 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). No Response means we completed a multi-touch, multi-media touch cycle without reaching the prospect or their reaching back out to us.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation PointClear 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. Leads must offer high potential close value.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Ranking Lead Generation 120

ViewPoint

AUGUST 28, 2012

This is the second in a series of four blogs about B2B sales lead management, marketing and sales metrics, and proverbs. In the last blog we talked about lead rates. Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest).

Lead Management 120

Lead Management Sales Qualified Leads B2B Sales Sales Leads 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. Lead Evaluation Metrics: A Leaning Curve to Relevance in Reporting.

Differentiation 120

Differentiation Tips Top of Funnel Marketing Automation Services 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.”.

Demand Generation Agencies 120

Demand Generation Agencies Work Management Demand Generation High Quality Lead 120

ViewPoint

JULY 26, 2012

Click to start video at this point — Asked about was has or hasn’t happened in 2012 in sales and marketing that is surprising, Tony notes both positive and lagging developments. ” 2012 Recommendations: Accelerating Small Discrete Target Prospect Groups. ” Establishing Presence at the Earliest Stages of Buying.

Demand 120

Demand Enterprise Management Work Management Marketing Management 120

ViewPoint

AUGUST 22, 2011

Jay Hidalgo is the President of The Annuitas Group, a firm that specializes in helping B2B companies develop a process-based approach to lead management. To learn more about The Annuitas Group and their proprietary methodology, the Lead Management Framework™ , go to [link]. Well, we’re in the dog days of August.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Buy Automation 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. Click to start video at this point — The traditional model of inside sales reps providing leads for the field is going away, Chad said. Sales is Getting Scientific.

Buzz 120

Buzz Lead Ranking Linkedin Video Marketing 120

ViewPoint

OCTOBER 15, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Why It’s Time for Women to Lead in America with Vicki Dolian. Dan launched PowerViews in 2012 and has interviewed 35 guests (and counting) on his popular show.

PointClear 120

PointClear Marketo Internet Marketing Broadcasting 120

ViewPoint

AUGUST 16, 2012

I’m one that says if we can have great inbound marketing programs, and I can get fantastic leads and highly qualified leads, I’m really going to leverage those to the utmost.”. 2012 Recommendations: Managing the Pipeline to Proactively Balance Results. And we need to leverage all those tools appropriately.

Budget Programs 120

Budget Programs Work Management Marketing Management Sales Cycle 120

ViewPoint

APRIL 19, 2017

He is a trust builder focused on leading transformational conversations, those that create and sustain relationships of value. His greatest strength is in getting others to build consensus around what must change, and identify the resources within themselves that will drive positive results.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

JULY 12, 2012

2012 Challenge: How to Tell Stories, Create Compelling Content and Drive Interest. ” Social Media: Less About Lead Gen and More About Creating Relationships. That’s pure lead generation. ’” 2012 Recommendations: Good Enough Isn’t Good Enough Anymore. So it is a great way to keep in touch.

Marketing & Strategy 120

Marketing & Strategy Broadcasting Mobile Advertising Inbound Marketing 120

ViewPoint

MARCH 6, 2012

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

MAY 10, 2012

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 & Sales Alignment Via Shared Lead Definition. He comments, “Salesforce.com is a good example.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

MAY 10, 2012

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 & Sales Alignment Via Shared Lead Definition. He comments, “Salesforce.com is a good example.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

SEPTEMBER 27, 2012

My guest today is Dave Munn who has been President and CEO of ITSMA since 2000, having led ITSMA's global expansion to become the leading B2B marketing association for technology, professional services, and telecom companies. 2012 Trending: Significant Transformation for Marketing Groups. ITSMA Website: www.itsma.com. Stay Tuned.

Organization 120

Organization Work Management Marketing Management Marketing Budget 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.”. They don’t capture leads.

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 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

JUNE 8, 2012

Click to start video at this point —Asked about what companies are thinking and doing about satisfying their customers in 2012, Ginger notes the combination of the current economy and customers having social media megaphones means companies can’t hide from what customers are saying anymore. Ginger on Twitter: @customeralchemy.

Marketing Automation Services 120

Marketing Automation Services Top of Funnel Paid Search Agency Mobile Marketing 120

ViewPoint

OCTOBER 10, 2011

Her first book, " The Rise of the Revenue Marketer ® ," will be published in 2012. ” However, if you’re leading a marketing organization in a B2B company, this question is directly tied to marketing’s new revenue imperative and it can be a very scary question. Who is teaching the CMO how to sell?

CMO 120

CMO Marketing Automation Services Disintermediation Demand Generation Agencies 120

ViewPoint

JUNE 4, 2013

JF: Well, as you know Dan, in 2012 all of our Top Sales initiatives were brought under one roof to become Top Sales World. If you ask how much a lead costs no one knows. We discussed upcoming initiatives for Top Sales World (TSW) as well as what Jonathan sees on the sales horizon. DM: What exciting things are in store for TSW?

Ideal Customer Profiles 120

Ideal Customer Profiles Training Thought Leadership Bandwidth 120

ViewPoint

OCTOBER 11, 2012

Carlos is a recognized thought leader in B2B marketing and known for his keen insights on the development and implementation of lead management processes, as well as marketing automation. Carlos has been named three years in a row—from 2009 to 2011—to the Sales Lead Management Association’s 50 Most Influential People in Sales Lead Management.

Demand 120

Demand Process Work Management Marketing Management 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. The people we always talk about are the HubSpots and the Marketos and the Eloquas of the world who are driving leads.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

JANUARY 2, 2018

Quota attainment averaged across all geographies, industries and company sizes has dropped from 63% of salespeople in 2012 to 53% in 2016 – and 2017 will likely be down again – for the fifth year in a row. 02 is that technology has made it possible for marketing to get more poor-quality leads to sales faster than ever before.

Lead Scoring 217

Lead Scoring Lead Ranking Sales Qualified Leads Budget Programs 217

ViewPoint

FEBRUARY 14, 2012

Traditionally, sales is responsible for sales and marketing is responsible for leads. And the leading indicators of success, the short-term deliverables, will be leads and case studies and microsites and the like. For example, what qualifies as a lead? How many leads to get an opportunity?

Planning 120

Planning Deliverability Customer Satisfaction Microsite 120

ViewPoint

APRIL 13, 2012

Marketing is now looking at the impact they’re having in terms of the leads they contribute along with what’s happening with those leads further down the sales pipeline. Jeff notes there is a link between marketing and sales dysfunction and marketing’s challenges in convincing sales of the value of lead nurturing.

Work Management 120

Work Management Marketing Management Planning Paid Search Agency 120

ViewPoint

MAY 2, 2012

Paul also describes the way LinkedIn has created a whole new dimension with the ability to research leads and better understand both who the influencers are in a target company and who you may have a connection to. These are cold leads, and they are usually not very well qualified. You need to treat them like that, though.

Social Media 120

Social Media BtoB Media Inbound Marketing 120

ViewPoint

NOVEMBER 20, 2012

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. They’re far behind the leading adopters of social media like technology firms, so there’s a lot of ground to be made up there.”.

Process 120

Process Allocation Marketing Management Peer-to-peer 120