ViewPoint

JUNE 5, 2015

In the first 2 parts of this series we discussed the role of executives and best practices for planning and preparation when outsourcing your lead generation program. If a company promises more, chances are the quality of those so-called leads will fall short of what you’re looking for.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation PointClear Lead Qualification 120

ViewPoint

DECEMBER 7, 2010

Mid- and long-term nurturing assures continuous coverage of high-value qualified leads so the latest touch-point coincides with the prospect’s need window. The lesson: Don’t give up too early.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

OCTOBER 6, 2015

I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. Is ABM the Holy Grail for 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?

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

FEBRUARY 9, 2012

In this three-part series, the first article on marketing analytics looked at predictive targeting best practices, and the second article cited two sales lead generation programs to show how these processes actually drive improved results. You can’t have one without the other!

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120

ViewPoint

FEBRUARY 7, 2012

In the first article on marketing analytics , I discussed the best-practice processes involved in the review, assessment and continuous enhancement of sales lead generation programs to achieve improved results. Example 2: A new predictive targeting model.

Lead Ranking 120

Lead Ranking Lead Generation Sales Qualified Leads Lead Scoring 120

ViewPoint

APRIL 18, 2012

His focus in the Marketing Effectiveness and Strategy practice helps his clients achieve extraordinary results. Their recent research showed 60% of best-in-class companies have actually closed business sourced through social media marketing, and this points to a significant shift to see social media as a lead generation vehicle.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

APRIL 24, 2012

As much as marketing and sales best practices—not to mention just plain common sense—dictate that cost-per-lead not play a prominent role in managing and measuring B2B lead generation investments, the metric continues to prevail. The problems and costs of a cost-per-lead approach.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Generation Cost 120

ViewPoint

NOVEMBER 30, 2010

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Sales Qualified Leads 120

Sales Qualified Leads Lead Generation High Quality Lead Resources 120

ViewPoint

OCTOBER 26, 2010

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Lead Generation 120

Lead Generation Practices Generation Best Practices 120

ViewPoint

OCTOBER 13, 2011

” Quite often, I am asked about outsourcing lead generation and appointment setting to professional service firms. All of those years, all of those calls and all of those clients taught us a thing or two about why outsourcing lead generation or appointment setting is perfect for some companies and a disaster for others.

Lead Generation 120

Lead Generation Top of Funnel Generation Work Management 120

ViewPoint

NOVEMBER 2, 2010

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Lead Generation 120

Lead Generation Practices Leads Lead 120

ViewPoint

NOVEMBER 9, 2010

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Lead Generation 120

Lead Generation Segmentation Practices Generation 120

ViewPoint

NOVEMBER 16, 2010

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Lead Generation 120

Lead Generation Practices Generation Best Practices 120

ViewPoint

MAY 16, 2017

When it comes time to exploring how you can increase lead generation ROI, that is, produce better leads more cost effectively, move "technology" to the bottom your to-do list. Technology is great at automating best practices, but you have to have them in place first.

Sales Leads 202

Sales Leads Process Top of Funnel Lead Scoring 202

ViewPoint

MAY 23, 2018

Lead nurture can triple the return on most marketing campaigns. By nurturing leads until they’re ready to turn over to sales, an organization can eliminate wasted marketing spend and increase sales results. Successful lead generation—inbound and outbound—requires nurturing. The numbers speak for themselves. See more …”.

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Scoring Lead Ranking 149

ViewPoint

DECEMBER 27, 2016

Nurturing programs increase the overall program leads rate significantly: Standard B2B lead-generation programs produce an average 5% lead rate. Advanced lead-generation programs (which include nurturing) produce an average 15% lead rate—three times higher. See more …”.

Top of Funnel 189

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

ViewPoint

JUNE 7, 2016

In the last blog in this series we discussed lead nurturing , and how an advanced lead generation program that includes nurturing can triple your sales. Many sales reps lack insights on the best way to follow up on a lead. Reduction of lead waste. Develop a lead hand-off process and follow-up best practices.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

OCTOBER 20, 2011

As I read the article, it occurred to me that I would add an eleventh critical question: Do you have best-practice lead generation and lead nurturing processes in place before you implement a marketing automation solution?

Marketing Automation Services 120

Marketing Automation Services Marketing Automation PointClear Automation 120

ViewPoint

MAY 26, 2016

Today we will discuss how to keep leads from being ignored and going into a black hole by using something I call the Judicial Branch. No matter how desperate you are for leads, before investing in lead generation ask yourself these questions: How have the leads generated during the past quarter or year performed?

Sales Qualified Leads 189

Sales Qualified Leads Lead Scoring Lead Ranking Leads 189

ViewPoint

AUGUST 6, 2018

In-house tele-prospecting costs more than outsourcing and by outsourcing you can find superior services (however, you must be careful because there is a lot of mediocrity in the lead generation space). Then look at the productivity gains possible using a best practice, outsourced solution.

Marketing Management 136

Marketing Management Sales Qualified Leads Cost Lead Scoring 136

ViewPoint

JUNE 2, 2016

In the last blog in this series we discussed how to keep leads from being ignored and going into a black hole by using something I call the judicial branch. Today we will discuss how lead nurturing can triple the return on most marketing campaigns: Nurturing is essential for successful lead generation—both inbound and outbound.

Lead Nurturing 120

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Scoring 120

ViewPoint

SEPTEMBER 26, 2012

It was an online event consisting of 11 webinars discussing best practices in social CRM, email, mobile marketing, SEO and web 2.0 approaches, all with examples on how to best utilize customer insight. the sessions are still available on demand). The causes of these problems 3. The cost of not addressing the problems 4.

Web 2.0 120

Web 2.0 Leads Lead Marketing Qualified Leads 120

ViewPoint

MARCH 22, 2018

I practice it every day in my role as lead salesperson for the company. (We The challenge is that lead generators with happy ears don’t ask the questions that might effectively disqualify an account. A so-called lead with a company that will never buy is going to end up being a waste of a field sales rep’s time.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

FEBRUARY 21, 2012

to be selected a Top Sales Expert at Top Sales World , the international online community dedicated exclusively to sharing sales best practices. The Top Sales Expert team includes best-selling authors, builders of large global consultancies, and sales professionals within the Fortune 500 arena.

PointClear 120

PointClear Work Management Communities B2B Sales 120

ViewPoint

NOVEMBER 2, 2016

The trouble is, not every company truly understands what it takes to generate that additional revenue. Here are some best practices involved with increasing sales: Lead generation, lead qualification, lead nurturing: For every dollar you have closed, you have left two dollars on the table.

Lead Scoring 120

Lead Scoring Lead Ranking Lead Qualification Validation 120

ViewPoint

FEBRUARY 23, 2018

While all of these scenarios have potential, none could be called a lead. Because the chances are pretty low—probably 3% to 4% at best—that any of these names are bonafide opportunities if you are a B2B company with a complex sales process. Sales won’t spend the time it takes to cull through 100 so-called leads for 3 to 4 good ones.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

JANUARY 17, 2012

Are marketing resources or sales reps the right resources to do lead qualification and lead nurturing in the B2B complex sale? But first, let's take a look at some lead generation challenges. Cahners Research has shown that 45 percent of qualified leads will end up buying a solution from someone within a year.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Leads 120

ViewPoint

JANUARY 17, 2012

Are marketing resources or sales reps the right resources to do lead qualification and lead nurturing in the B2B complex sale? But first, let's take a look at some lead generation challenges. Cahners Research has shown that 45 percent of qualified leads will end up buying a solution from someone within a year.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Leads 120

ViewPoint

NOVEMBER 29, 2011

The book discusses both best practice strategic approaches and specific tactics to correctly target markets, qualify sales-ready opportunities and nurture long-term leads. Published by CRM Buyer, the article made it into the round of finalists by winning a monthly “best article” competition this year.

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Peer-to-peer Lead Ranking Paid Search Agency Sales Qualified Leads 120

ViewPoint

JANUARY 12, 2012

Contrary to popular belief, reps don’t need more sales leads. They need fewer leads—or more accurately, fewer raw, unfiltered, unqualified leads. But to be fair to Steve, he is paid to sell—not to interpret leads. Moreover, he is jaded from bad marketing practices.

Sales Leads 120

Sales Leads Sales Qualified Leads Lead Ranking Lead Scoring 120

ViewPoint

APRIL 25, 2011

Yet B2B marketers seem to be more focused on lead generation than the rest of the process. Let’s look at the difference between the short-term and the longer-term reality about leads: Lead Generation is a hello and a handshake. One that won't happen if marketing programs stop at "lead" generation.

Lead Gen 120

Lead Gen Emarketing Lead Scoring Lead Ranking 120

ViewPoint

DECEMBER 20, 2011

You’ll see from the list below that our marketing and sales bloggers are B2B lead generation and lead management thought leaders who share their expertise as business executives, strategists, consultants, speakers, authors, editors and college professors. Lead generation. Outsourcing lead generation.

Blogger 120

Blogger B2B Thought Leadership Work Management Marketing Management 120

ViewPoint

JULY 11, 2011

Telesales lead generation supports both field and inside sales. Sales and marketing headcounts have increased to generate new customers. One answer includes applying, tracking and measuring best-practice sales lead management processes. Sales and marketing activity.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

NOVEMBER 7, 2011

After all, B2B companies usually define strategic accounts as their best customers and prospects based on criteria like potential for revenue, profit and growth. There may be so many strategic accounts assigned to individuals that they can’t possibly focus on the best prospects.

Work Management 120

Work Management Marketing Management Sales Qualified Leads Lead Nurturing 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.". And, inbound leads generate smaller deals with lower level decision makers.

Lead Ranking 149

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

ViewPoint

FEBRUARY 21, 2011

Sales lead management is a “big tent” sphere of B2B and B2C activity that includes work in all areas from sales and marketing to CRM, marketing automation, lead generation, and agencies (direct, brand, PR and internet).

PointClear 120

PointClear PR Lead Management Work Management 120

ViewPoint

AUGUST 30, 2012

Craig specializes in lead generation, lead qualification, and B2B marketing and sales. In this context, the solution works best for ecommerce companies where social media can be directly linked to transactions and revenue positions, a more straightforward ROI scenario than in the B2B complex sale.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120