ViewPoint

AUGUST 27, 2013

How many sales inquiries did Marketing give you, on average, per month for the last year?” I know you use HubSpot. On average, 50% of these inquirers are still in the market to buy, and he might not have to resort to losing tactics, such as price reductions or expensive sales incentive programs, which seldom work in Q4.

Telemarketing 120

Telemarketing Work Management Marketing Management Leads 120

ViewPoint

JUNE 16, 2015

Here’s an excerpt from one of his recent blogs (May 2015): This past week I was reading HubSpot's study on the state of inbound marketing, and understandably, with HubSpot being in the inbound marketing business, the study showed that the marketing spend on inbound marketing is rising. A very fine line makes the difference.

Lead Scoring 120

Lead Scoring Lead Ranking Cost per Lead PointClear 120

ViewPoint

MARCH 31, 2011

This chart is accompanied by the following observation: “On average, Sales Reps report that only 31% of all leads generated fit their Ideal Customer Profile (ICP). Note the following question and responses: What Percentage of Marketing-Generated Leads do you Feel Fit your Sweet Spot?

Marketing Qualified Leads 120

Marketing Qualified Leads Ideal Customer Profiles Lead Ranking Lead Scoring 120

ViewPoint

MARCH 6, 2012

According to Aberdeen , 40% of the sales-forecasted pipeline among Best-in-Class companies is generated by marketing, compared with 22% among Industry Average firms and 13% within Laggard companies. average year-over-year growth in corporate revenue, versus 18.7% for Industry Average firms and a 6.7% decline among Laggards.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

APRIL 1, 2015

The next time your boss gives you grief about your lack of prospecting, just let him know that HubSpot says prospecting doesn’t work. You will have the chance to turn the page in 2015 and reverse the downward spiral—after all, the average Aries hit just 50% of their quota in 2014. You won’t get it.

Cold Calling 120

Cold Calling Lead Scoring Lead Ranking Sales Qualified Leads 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. That side of the equation has to be factored in, that is both marketing and sales goals have to be met.

Lead Scoring 217

Lead Scoring Lead Ranking Sales Qualified Leads Budget Programs 217

ViewPoint

MAY 16, 2011

I will leave the Science of Lead Generation tactics to David Zarrella, Social Media Scientist in his recent HubSpot Webinar. Extrapolated the total number of medical devices on average that would be sold in each territory (by zip code). Click Here (I loved it). There once was a medical device company with 40 salespeople.

Demand 120

Demand Outgrow Blast Campaigns Trade Show 120