ViewPoint

NOVEMBER 16, 2017

Those of us who use the phone to successfully generate sales leads have picked up an essential trade secret. My PointClear peers and I have learned as lead generation professionals that adapting a prospect’s style of communication is helpful for immediate acceptance. Think of those annoying robo calls.

Lead Generation 120

Lead Generation PointClear Sales Leads Lead Scoring 120

ViewPoint

DECEMBER 9, 2010

With sales organizations facing lower numbers, it seems logical to turn to volume lead generation to fill their pipelines with more and more sales leads in hopes that some will turn into sales. Money is wasted on sales lead generation programs that don’t work. After all, shouldn't more leads deliver more opportunities?

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

FEBRUARY 23, 2018

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. Which means those “leads” land in a black hole, and the money spent to generate them is wasted. Leads aren’t leads unless: They’re qualified. Since 1997, we’ve had 3.6

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

MARCH 22, 2018

The challenge is that lead generators with happy ears don’t ask the questions that might effectively disqualify an account. I am really interested in the finer points of value selling, which is why I constantly reach out to credible sources to make sure we're on top of the industry's best thinking on the topic.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

DECEMBER 14, 2010

ROI measurement and performance metrics here should be grounded—not in volume—but in opportunity quality, conversion ability and revenue generated on investment. The next installment concludes the series and reviews the seven best-practice lead generation recommendations.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Ranking Marketing Qualified Leads 120

ViewPoint

MAY 28, 2015

As an outsourced lead generation company, one of the ways we can best serve our clients is to offer insight on what they can do to maximize the results from their program. Over ten years ago I put together a comprehensive list of the top reasons outsourced lead generation programs fail. After all … we’ve seen it all.

Lead Generation 120

Lead Generation PointClear Generation Leads 120

ViewPoint

OCTOBER 5, 2018

The problem with BANT qualification criteria is that once a prospect has a specific budget and timeframe it is highly likely that they have already selected a preferred vendor and the best you can hope for is to be column fodder in an evaluation that has already been won by a more agile competitor.

Sales Qualified Leads 136

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 136

ViewPoint

DECEMBER 7, 2010

Executives often don’t respond until a need’s priority has escalated, and many of the best prospects turn out to be those who have been contacted multiple times by voicemail, email and direct mail over a period of months before a conversation finally occurs. The lesson: Don’t give up too early.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

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. The best example of this is an appointment setting company that charges by the appointment. But it is NOT 50% of the sales-qualified leads they work.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation PointClear Lead Qualification 120

ViewPoint

JUNE 2, 2015

What makes some lead generation programs fail and others flourish? As an outsourced lead generation company we see a wide array of scenarios, which allows us to offer insight into what clients can do to maximize results. The planning involved in setting up a lead generation program incorporates the same principle. The result?

Lead Generation 120

Lead Generation Generation Work Management Leads 120

ViewPoint

JULY 16, 2013

Top performing B2B sales organizations rarely employ just one lead generation tactic. According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows. Build it and they will come.”

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 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? It doesn’t have to.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

OCTOBER 1, 2015

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? What really accelerates this is getting out from behind your desk and hitting the road to meet with your best prospects.

Account Based Marketing 120

Account Based Marketing Lead Generation Sales Qualified Leads Marketing Automation Services 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. It takes about 1.6 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

JUNE 7, 2011

For the past 11 years, I have been advising organizations on how to plan and execute their b2b lead generation campaigns. B2B lead generation is complex, and there is always work to be done. There are some big reasons why lead generation campaigns fail that must be dealt with at the outset, before sweating the small stuff.

Lead Generation 120

Lead Generation Sales Qualified Leads Lead Scoring Lead Ranking 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

AUGUST 15, 2011

From a recent survey of new members to the Sales Lead Management Association, we found that generating qualified leads is the biggest issue facing the new members. I have found that generating qualified leads isn’t difficult. If I ask questions of the inquirer (Product, Need, Desire, Time Frame, Budget, Authority, etc.)

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Generation Leads 120

ViewPoint

OCTOBER 13, 2011

” Quite often, I am asked about outsourcing lead generation and appointment setting to professional service firms. Additionally, for the better part of 19 years, we owned and operated a professional service organization that generated leads, appointments and sales by phone for a wide variety of organizations.

Lead Generation 120

Lead Generation Top of Funnel Generation Work Management 120

ViewPoint

MAY 3, 2012

The introductory post in this series addressed the problems and costs of applying the cost-per-lead metric to measure the success of B2B lead generation investments. In the second post, we looked at elements of a complex sale that impact B2B lead generation costs. Tie B2B lead generation activity to overall revenue and profits.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Ranking Lead Generation 120

ViewPoint

APRIL 18, 2012

While still in the early days of companies adopting it and developing best practices, Aberdeen is seeing social media marketing moving from being around awareness and thought leadership to really being around demand generation and lead management and so forth. Along with this trend, media integration is becoming more prominent.

Trends 120

Trends Practices Marketing Automation Services Work Management 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

NOVEMBER 13, 2017

We invest about 10,000 touches to generate 50 leads. To reduce sales lead generation cost, you need to optimize the value of each prospect. A great horse, or the world’s best bat, are useless without the jockey or hitter. The technology prompts the best next touch. This approach yields a 5% lead rate. What Is Multi-Touch?

PointClear 319

PointClear Media Sales Qualified Leads High Quality Lead 319

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. Then, and only then, it's time to check out your automation options.

Sales Leads 202

Sales Leads Process Top of Funnel Lead Scoring 202

ViewPoint

AUGUST 27, 2010

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Lead Generation 120

Lead Generation Generation Best Practices Leads 120

ViewPoint

APRIL 16, 2018

He’s observed that while marketing has made inroads, they are limited—marketing is currently providing sales with only 25% to 30% of the leads needed to meet revenue goals, and sales is still expected to generate 60% or more of their own leads.

Top of Funnel 180

Top of Funnel PointClear Work Management Sales Qualified Leads 180

ViewPoint

SEPTEMBER 12, 2018

Most sales managers will tell you it involves three fundamental steps: Hire the best-qualified candidates; train them; and compensate for results. There are three additional steps that more savvy sales leaders know make the difference between a mediocre sales team, and one that consistently generates the deals needed to achieve revenue goals.

Top of Funnel 174

Top of Funnel Ad Building Verticals Training 174

ViewPoint

MAY 23, 2018

Successful lead generation—inbound and outbound—requires nurturing. Generally speaking, nurturing programs increase the lead rate significantly: Standard B2B lead-generation programs produce an average 5% lead rate. That’s more than triple the number of leads generated without a built-in nurturing process. See more …”.

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Scoring Lead Ranking 149

ViewPoint

AUGUST 20, 2018

Most sales and marketing teams are looking for ways to generate more leads. In addition to analyzing the actual cost of a qualified lead (not just the cost to generate a raw lead), you should also carefully measure the progression of leads through the sales process. Whose job is lead filtration, qualification and development?

Sales Qualified Leads 149

Sales Qualified Leads Lead Ranking Leads Lead 149

ViewPoint

FEBRUARY 26, 2016

Everywhere you look, inbound marketing is identified as the ultimate lead generation tool. While its popularity isn’t without merit, this marketing strategy is not the end-all for lead generation. Outbound marketing involves the use of advertising, trade shows, and other methods of pushing a message “outward” to generate a response.

Inbound Marketing 149

Inbound Marketing Enterprise Management Trade Show Lead Nurturing 149

ViewPoint

MARCH 3, 2016

This is Part Two of a two-part blog (read part 1 here) about how to improve accuracy in lead/revenue projections in organizations with a complex sales process: To recap part one, simple lead generation calculators miss these four things: They don’t take critical metrics (like last year’s revenue) into account. The Lead/Revenue Assumptions.

Lead Ranking 180

Lead Ranking Sales Qualified Leads ROI Lead Scoring 180

ViewPoint

MAY 20, 2016

The mix should consist mostly of sales enablement, then demand generation, with less focus on awareness. Demand generation is typically the primary activity in the marketing mix, followed by enablement and then awareness. Tier 2: Inside Commercial Accounts. Tier 3: SMB/Channel Accounts.

Enterprise Management 159

Enterprise Management SMB Sales Qualified Leads Allocation 159

ViewPoint

MAY 18, 2016

When weighing the benefits of inbound vs. outbound marketing, the RING formula can help you to determine the right way to approach lead generation for your organization. But inbound alone can’t generate enough leads to drive the revenue you need. It takes an “allbound” approach to maximize your lead-generation efforts.

Planning 168

Planning Sales Qualified Leads Top of Funnel Paid Search Agency 168