ViewPoint

JULY 25, 2011

This week's guest blog is co-written by Greg Alexander, Sales CEO of Sales Benchmark Index and John Kearney a Consultant with Sales Benchmark Index focusing on sales force effectiveness and inbound marketing. Greg Alexander is Sales CEO of Sales Benchmark Index. Instinct cannot be taught so few salespeople become great hunters.

Advertising Benchmark 120

Advertising Benchmark Inbound Marketing Consulting Class 120

ViewPoint

MAY 23, 2018

In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices. See more …”.

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Scoring Lead Ranking 149

ViewPoint

AUGUST 5, 2016

These are more difficult to measure, but ultimately are the right focus and benchmark for marketing’s value to the organization. Modern marketers see closed deals, marketing contribution to pipeline and marketing-influenced revenue as key measures of their impact and success. Is there any value in sales leaders reading this book as well?

Top of Funnel 120

Top of Funnel Marketing Funnels Lead Ranking Marketing Qualified Leads 120

ViewPoint

JUNE 2, 2016

In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices. See more …”. Prospects will move up and down in the funnel.

Lead Nurturing 120

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Scoring 120

ViewPoint

AUGUST 15, 2013

Via Sales Benchmark Index. Social selling is quickly becoming a term we are familiar with and with over 300M subscribers to LinkedIn, the number one platform for B2B social selling, it’s something that your sales team should be familiar with also. Four Extreme Leadership Principles of a Navy SEAL.

B2B Sales 120

B2B Sales Buyer Need PointClear B2B 120

ViewPoint

MARCH 3, 2016

The assumptions embedded in the example above are industry benchmarks OR based on our actual experience over twenty years with clients. This is a model you can adjust to fit your company; so multiply, add zeros, adjust percentages or make whatever other changes you feel will shed light on your lead generation situation.

Lead Ranking 180

Lead Ranking Sales Qualified Leads ROI Lead Scoring 180

ViewPoint

MAY 24, 2016

Using industry benchmarks, the cost per B2B lead, SAL, SQL and closed deal are approximately as follows: Note that the costs from Downloads from Content Syndicator are infinite. Those leads were never followed by sales—and marketing, stating that they were too important a source of leads, continued to dump them on the field regardless.

Sales Qualified Leads 174

Sales Qualified Leads Cost Lead Ranking Marketing Qualified Leads 174

ViewPoint

DECEMBER 20, 2011

Greg Alexander , Sales CEO, Sales Benchmark Index John Kearney , Consultant, Sales Benchmark Index Let the Flamethrowers Throw Flames: Why sales hunters should not be prospecting. Trish Bertuzzi , President and Chief Strategist, The Bridge Group Laurie Page , Managing Partner, The Bridge Group 10 Inside Sales Predictions for 2011.

Blogger 120

Blogger B2B Thought Leadership Work Management Marketing Management 120

ViewPoint

SEPTEMBER 21, 2016

There are benchmarks for each step. Establish what SiriusDecisions calls a demand waterfall: Marketing Qualified Leads (MQL’s) become Sales Accepted Leads (SAL) which become Sales Qualified Leads (SQL) and eventually closed / won business. The key to this is to make sure leads are proactively rejected or accepted (between MQL and SAL).

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Cold Calling 120

ViewPoint

OCTOBER 15, 2013

Dan Perry of Sales Benchmark Index. Phil Fernandez of Marketo. Bill Godfrey of Aprimo. Jim Meyer of eTrique. Mike Schultz of the Rain Group. Viki Donlan , Author of Her Turn. Marco Marini of Clickmail. Christine Crandell of New Business Strategies.

PointClear 120

PointClear Marketo Internet Marketing Broadcasting 120

ViewPoint

AUGUST 29, 2011

Jim Dickie is the Managing Partner with CSO Insights ; a research firm that specializes in benchmarking how companies are leveraging people, process, and technology to optimize the way they market to, sell to, and service customers.

Acquisitions 120

Acquisitions Allocation Lead Scoring Lead Ranking 120

ViewPoint

APRIL 24, 2013

Jim is Managing Partner at CSO Insights, a research firm that specializes in benchmarking how companies are leveraging people, process, and technology to optimize the way they market to, sell to, and service customers. My guest today is Jim Dickie. Jim has over 29 years of sales and marketing management experience.

Marketing Management 120

Marketing Management Forecasting Transparency Case Studies 120

ViewPoint

FEBRUARY 24, 2016

In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices.". I whole-heartedly agree with Julie!

Lead Ranking 149

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

ViewPoint

JUNE 7, 2011

Instead, you really need benchmarks, so that everyone can feel comfortable with the reality of b2b marketing metrics. I look at both processes and numbers, and the program looks pretty good! In this case, what we have are completely unrealistic expectations.

Lead Generation 120

Lead Generation Sales Qualified Leads Lead Scoring Lead Ranking 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. Brian Carroll, chief evangelist at MECLABS and Marketing Sherpa agrees : “Still, most of the companies I meet with do not have a Universal Lead Definition (ULD). Not really.

Sales Qualified Leads 120

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

ViewPoint

APRIL 10, 2012

Every successful company should be working with a short, medium, and long-term sales strategy," he says, adding that a game plan is a prerequisite for benchmarking performance. He adds that a game plan should span more than just the current year. Sales Execution.

Paid Search Agency 120

Paid Search Agency Work Management Marketing Automation Services Forrester 120

ViewPoint

MARCH 6, 2012

According to the 2012 B2B Content Marketing Benchmarks, Budgets and Trends report published by the Content Marketing Institute and MarketingProfs: 9 out of 10 organizations market with content marketing. It’s no wonder that content marketing adoption is on the rise across industries.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

MAY 3, 2012

Leveraging these three characteristics is not possible using cost-per-lead as a primary benchmark. Leads must offer high potential close value. Leads must be more likely to convert deeper in the funnel. I recommend to you an enlightening archived roundtable on this topic at Focus.com, The CMO’s New Revenue Metrics.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Ranking Lead Generation 120

ViewPoint

JULY 19, 2012

” He was surprised to find in a recent benchmark study of 1,900 companies that 65% of responding companies still don’t have agreement on that meaning.

Lead Gen 120

Lead Gen Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

MAY 10, 2012

We saw that last year, and it’s bound to accelerate as marketers now have benchmarks. All of this is occurring in the context of the “grand effort toward revenue production. Often their own salaries and their bonuses are tied to revenue and increases in pipeline channel.”

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

MAY 10, 2012

We saw that last year, and it’s bound to accelerate as marketers now have benchmarks. All of this is occurring in the context of the “grand effort toward revenue production. Often their own salaries and their bonuses are tied to revenue and increases in pipeline channel.”

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120