ViewPoint

JULY 7, 2015

They are still running lead scoring systems based on activity as opposed to fit to Ideal Customer Profile (ICP). But I have no lead score, and no one contacts me because I don’t have any activity on your website. If they’re even using lead scoring, they aren’t scoring the activities that are indicative of intent and qualification.

Lead Ranking 120

Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 120

ViewPoint

MAY 28, 2015

Some of the principles on that list are specific to the vendor side and have naturally been woven into the philosophy that drives our company and play an active role in our day-to-day dynamics with clients. For example: Sales process information, updated client lists, active opportunities, messaging, etc.)

Lead Generation 120

Lead Generation PointClear Generation Leads 120

ViewPoint

JULY 28, 2015

It’s that marketing activities, as a result, become “market driven,” rather than driving the market—i.e., Recognize marketing as a long-term activity not just a cost. What’s the worst part of separating marketing out from the core of the business? focusing on continually creating new customers.

Work Management 120

Work Management Marketing Management Lead Ranking Deliverability 120

ViewPoint

AUGUST 5, 2016

Unfortunately, many marketers have earned this distinction (even if it’s a bit unfair) by focusing their reporting on clicks, opens and activities instead of outcomes. It’s fine to still measure the impact of marketing activities and campaigns, but Full Funnnel Marketers know that this is merely a means unto the ends that counts.

Top of Funnel 120

Top of Funnel Marketing Funnels Lead Ranking Marketing Qualified Leads 120

ViewPoint

SEPTEMBER 27, 2017

When marketing activity slows down this time of the year, executives will generally start evaluating options in January, make decisions in February and start executing on those decisions in March. Maybe the outcome won’t be as dramatic as a gas embolism, but it could be.

Sales Qualified Leads 159

Sales Qualified Leads Top of Funnel High Quality Lead Sales Cycle 159

ViewPoint

MAY 20, 2016

Demand generation is typically the primary activity in the marketing mix, followed by enablement and then awareness. They also cite that their branding, PR and tradeshow activities are (indirectly) driving sales, for which marketing is not getting credit. Tier 3: SMB/Channel Accounts.

Enterprise Management 159

Enterprise Management SMB Sales Qualified Leads Allocation 159

ViewPoint

JUNE 2, 2016

In fact, I propose that nurturing is the most underutilized marketing activity at a marketer’s disposal. What sort of impact has nurturing had on your sales activity? Additional contact using multiple touches and multiple media—including phone, voicemail and email—across multiple cycles is well worth the time and expense.

Lead Nurturing 120

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Scoring 120

ViewPoint

OCTOBER 19, 2017

By outsourcing your lead generation, qualification and nurturing activities you get better results for less cost, and I can prove my claim. Just as Miller Lite excels in two conflicting arenas (palatability and how full it makes you feel), outsourced teleprospecting does as well. Costs Less. On the surface it might make sense.

Lead Generation 149

Lead Generation Cost PointClear Generation 149

ViewPoint

FEBRUARY 26, 2016

This is probably one of the least common marketing activities, but it is almost always well worth the time, effort, and cost. Lead generation programs that actively nurture produce three times as many leads. Marketing, not sales , should be targeting the right market(s). The numbers speak for themselves.

Inbound Marketing 149

Inbound Marketing Enterprise Management Trade Show Lead Nurturing 149

ViewPoint

DECEMBER 27, 2016

I propose that nurturing is the most underutilized marketing activity at a marketer’s disposal. Lead nurturing triples marketing's ROI, but only if done properly.

Top of Funnel 189

Top of Funnel B2B Sales Account Based Marketing B2B Thought Leadership 189

ViewPoint

FEBRUARY 16, 2017

In the search for the holy grail of marketing KPIs, we want ones that correctly emphasize ROI over lead cost, tie lead generation to overall revenue and profits, identify the most successful marketing initiatives and deliver insights that can be leveraged to run future high-return activity. It incorrectly emphasizes cost over ROI value.

Cost per Lead 189

Cost per Lead Sales Qualified Leads Cost Lead Scoring 189

ViewPoint

FEBRUARY 12, 2015

However, the numbers show that only a small percentage of these organizations can attribute revenue to social activity. Marketing organizations today are using social media for business purposes—more now than ever before. What’s going on? And what can we do to change the momentum and leverage social media to drive more sales and revenue?

Social Media 120

Social Media Media ROI Organic Leads 120

ViewPoint

JULY 16, 2013

Why then are so many consultants and companies out there actively promoting inbound marketing as the dominant lead generation strategy of our time? There is an active debate about the quality difference between leads from inbound versus outbound marketing. Their main concern was how vendor bias would impact the information quality.

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

ViewPoint

SEPTEMBER 16, 2014

Most firms with significant inside sales already test alternative scripts, lists, and/or prices, but they do so casually as part of day-to-day activities. Testing is an excellent way to grow sales. A lab concentrates this function into a small, well-disciplined group with the right tools to capture subtle improvements.

Tips 120

Tips Ad Building Blogger Pricing 120

ViewPoint

SEPTEMBER 9, 2015

It all boils down to this: Use the return on little-data-driven marketing activities to pave the way to big data projects—if and when it makes sense. Marketing decision makers, rest assured. Practical, applicable, and most of all, effective solutions are indeed within reach. Click here to read the article.

Vendors 120

Vendors Custom Publishing Marketing & Strategy Marketing 120

ViewPoint

JUNE 5, 2015

Disposition - noun : the classification of a prospect account as determined after a cycle of lead qualification activity; verb : to classify prospect accounts using a cycle of lead qualification activity. Start by putting the heavy work in on the front end and in no time you’ll find yourself reaping the rewards of your labor.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation PointClear Lead Qualification 120

ViewPoint

JUNE 5, 2017

An accountable sales organization is accountable for follow-up activity. An accountable marketing organization is accountable for lead quality. These marketers accept responsibility for leads--including taking them back to nurture when needed. These sales professionals accept responsibility for working all leads to the finish, win or lose.

Top of Funnel 149

Top of Funnel Sales Qualified Leads PointClear Cost per Lead 149

ViewPoint

JANUARY 22, 2016

To create lasting and sustainable sales performance improvement, sales managers need to free time up to invest in higher-value sales leadership activities. What They Can Do Better in 2016? Note from Dan: If you have not already read Sales Management.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

NOVEMBER 29, 2012

I keep hearing that I have to increase sales activity to increase sales. How about the marketing department putting a little skin in the game to help us increase sales activity? How about a little marketing activity?”. “I I need to sell seven of these (bleeped) medical devices a month and I get 2 leads. What gives?

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Forecasting CRM 120

ViewPoint

NOVEMBER 21, 2013

Third, actively nurturing long-term leads can halve your cost per deal closed. Measuring success through CPL is a mistake for three reasons. First, you can’t create the same umbrella lead for different solutions. Second, not everyone who visits your website and fills out a form is a lead. Take 60 seconds to learn more.

Cost per Lead 120

Cost per Lead CPL Cost Video Marketing 120

ViewPoint

JULY 9, 2013

Lori likes to start her week by seeing what her goals are from a revenue and activity standpoint and she ends her week the same way. A salesperson should be able to look back on their week and answer what they did to contribute to revenue for the company, or at least what activities they performed to justify their five days of work.

Lead Scoring 120

Lead Scoring Lead Ranking Thought Leadership Sales Qualified Leads 120

ViewPoint

APRIL 23, 2013

It’s particularly important that you measure progress in terms of what your prospect has done or said , and not on whatever sales or marketing activities you may have undertaken. When qualifying, provable and observable outcomes are much more valuable than activities. When qualifying, hope is never an acceptable strategy.

Process 120

Process Work Management Marketing Management B2B Thought Leadership 120

ViewPoint

OCTOBER 20, 2016

When marketing activity slows down this time of the year, executives will generally start evaluating options in January, make decisions in February and start executing on those decisions in March. Companies are making decisions right now that will cause a bubble in the funnel that will last for months, if not all of 2017.

Top of Funnel 120

Top of Funnel Wikipedia Sales Qualified Leads Account Based Marketing 120

ViewPoint

MAY 3, 2012

Marketing must align its B2B lead generation activities and resources with deeper-in-the-funnel outcomes like conversions along with overall revenue generation. In the search for the holy grail of marketing KPIs, we want ones that do the following: Demonstrate the impact of early-stage activity on later-stage outcomes.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Ranking Lead Generation 120

ViewPoint

AUGUST 30, 2016

Because a phone conversation efficiently replicates face-to-face sales activities, these one-on-one flowing and probing interactions are the most effective method to validate the quality of a lead.

Lead Gen 136

Lead Gen Telemarketing Sales Qualified Leads Lead Scoring 136

ViewPoint

AUGUST 2, 2012

Build a partnership— Instead of sales being marketing’s “customer,” the two teams should be collaborative, working together on activities like strategic planning to ensure that each team’s focus is properly aligned with the other. Marketers’ variable compensation should only be linked to what can affect.

Sales Qualified Leads 120

Sales Qualified Leads Lead Qualification Buying Cycle High Quality Lead 120

ViewPoint

APRIL 11, 2018

Cadence is a rhythmic flow of activity—with an important analytical component. The voicemails are carefully crafted and the emails carefully written. Voicemails and emails are tested frequently and constantly tweaked. Cadence Involves Analysis, Automation.

PointClear 136

PointClear Sales Qualified Leads Leads Lead 136

ViewPoint

DECEMBER 12, 2013

Culled from the innumerable daily activities of your prospects, you collect it all, hoping that something will click and your salesperson will stumble upon the golden ticket he or she needs to propel a deal. But there’s too much noise today, and your marketers and salespeople are plugging their ears. Back to Big Data.

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Cable 120

ViewPoint

MARCH 1, 2016

Inadequate consideration of the value of outbound nurturing of inbound and outbound leads, including the residual value of marketing/sales activity from previous year. Effective follow-up on pipeline, nurture and no-response prospects can triple the revenue from marketing campaigns.

ROI 159

ROI Lead Ranking Marketing Qualified Leads MQL 159

ViewPoint

JANUARY 11, 2011

Metrics will evolve beyond just baseline activity metrics (phone, emails) to include metrics that track movement through the qualification and sales process. Marketing measurement will become revenue focused as opposed to activity focused. Rather than just “how many calls did you make?” All others will fall by the wayside.

Top of Funnel 120

Top of Funnel Ideal Customer Profiles Lead Scoring Lead Ranking 120

ViewPoint

DECEMBER 16, 2016

Dave Kurlan - “Lately there has been a lot of talk about the ‘power’ of inbound marketing and the importance of being extremely active with social media and this idea that cold calling is dead etc. and to be quite honest I have been a little irritated by these comments.

Account Based Marketing 120

Account Based Marketing Inbound Marketing B2B Sales Tips 120

ViewPoint

JUNE 21, 2018

Many companies estimate their retention levels on the fly, without setting goals, measuring them, and actively working this avenue of revenue generation. Your lead to revenue calculation needs to include an estimate the percentage of revenue that will be retained from the previous year. In the example, $2,240,000 is revenue retained.

Lead Ranking 120

Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120

ViewPoint

JUNE 28, 2012

Traditional marketing activity—like marketing collecting and turning over trade show business cards to sales—is gone, and organizations are forced to change their processes and integrate marketing automation tools to deal with the data issue. The New Buyer Requires Rebalancing Marketing-to-Sales Budget Ratios.

Marketing Automation Services 120

Marketing Automation Services Planning Allocation CMO 120

ViewPoint

DECEMBER 8, 2011

apiece —while this may not be your organization’s exact number (it almost certainly isn’t) it at least provides some context that you can use to analyze your Twitter activity and determine whether the I’s you’re making justify the R you’re getting in the form of new engaged followers.

Merchandising 120

Merchandising Clickthrough Demand Generation Agencies ROI 120

ViewPoint

MAY 30, 2012

Merger & Acquisition Activity in CRM & Marketing Automation Expected to Increase. 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.

Differentiation 120

Differentiation Tips Top of Funnel Marketing Automation Services 120

ViewPoint

JULY 11, 2011

It was interesting to see all three companies use similar descriptions in their SEC filings for both their sales and marketing activity and their market challenges. Sales and marketing activity. Selling subscriptions via a direct sales force. Sales force efforts include field sales and inside sales teams using the phone.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

JULY 24, 2017

We will invest additional activity across additional touch cycles and will drive a much higher lead rate on these as compared to Not Qualified outcomes. These could be qualified opportunities, but we have exhausted the touch cycle. We did not reach them and they did not return our voicemails or emails. Not Qualified.

Sales Qualified Leads 149

Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149