ViewPoint

JANUARY 4, 2018

see marketing charts analysis of HubSpot’s “2017 Demand Generation Benchmarks Report” ). Others stated that the range is between $35 – $100 for a B2B lead. Sales is focused on the quality of the leads and revenue generated. You can’t cost effectively buy quality leads for low price and low margin offers.

Cost per Lead 204

Cost per Lead Cost PointClear Sales Qualified Leads 204

ViewPoint

FEBRUARY 24, 2016

Is 60-70% of the buying process over before prospects want to engage with a salesperson? What should I know about Account-Based Marketing? Isn’t it demand generation with a new name? Is 60-70% of the buying process over before prospects want to engage with a salesperson? Are outbound and cold calling really dead?

Lead Ranking 149

Lead Ranking Demand Generation Agencies Account Based Marketing Paid Search Agency 149

ViewPoint

AUGUST 18, 2015

In today’s B2B companies, marketing and sales alignment is critical to success. Unfortunately, few B2B organizations focus on creating, implementing and executing a defined marketing and sales process. It is a deep dive into key areas of your process: Lead and demand generation. Data quality. Nurturing workflows.

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Leads 120

ViewPoint

JANUARY 22, 2016

What B2B Companies Did Well in 2015? One the things I was most pleased to see with many B2B companies (and in the sales blogosphere) in 2015 is a return “reasonable” thinking when it came to inbound marketing and social selling regarding their place in a sales effort. go out and buy it. Simplified. …

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

OCTOBER 1, 2015

Account Based Marketing (ABM) is not a new concept or idea. In fact, B2B sales teams have deployed versions of this go-to-market approach for years using target account-based selling to focus on specific companies they believe match their companies’ product or service value proposition.

Account Based Marketing 120

Account Based Marketing Lead Generation Sales Qualified Leads Marketing Automation Services 120

ViewPoint

JULY 7, 2015

The lead score should take into account the ideal customer profile fit and force the prospecting team to look beyond who filled out the web form and to proactively go after the right buyer. Next up is the always on target, Ardath Albee who weighed in as follows: The simple answer is no. The Flawed B2B Approach.

Lead Ranking 120

Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 120

ViewPoint

JUNE 10, 2016

An astounding 61% of B2B marketers admit to sending 'leads' directly to Sales without qualification, according to a Marketing Sherpa Marketing Benchmark Report. But the majority of the leads you generate will still likely not be ready for your sales team, be ready to buy, or even be the type of customer you want to sell to.”.

Sales Qualified Leads 120

Sales Qualified Leads Planning Peer-to-peer Work Management 120