ViewPoint

JUNE 2, 2016

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. 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. See more …”.

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ViewPoint

JUNE 7, 2016

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. 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. Set sales straight—it’s a win win.

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Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 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. This 45 minute webinar covers topics that will help you fix what is broken, including the following: 1.

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ViewPoint

JANUARY 27, 2017

During the last week of December I asked a panel of experts for feedback on our Leads to Revenue Calculator. The above graphic is a sample from our Lead to Revenue Calculator. It’s about honestly and objectively understanding your best way to go to market, determining who has what role, then executing together.

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Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 120

ViewPoint

MAY 28, 2015

I’m always pleased when a prospect asks, “What can I do to help ensure my program’s success?” 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. It’s a great question. After all … we’ve seen it all.

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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. There are certain responsibilities specific to the client that can help make their program a success.

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ViewPoint

APRIL 28, 2015

Kizer stated after the game: “Say, that Hail Mary is the best play we’ve got.”. The best known examples are Staubach to Person in 1975 and Flutie to Phelan in 1984. The ways sales executives follow up on leads is a little like trying to win games with the Hail Mary. They simply don’t know how to follow-up a lead.

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Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

JULY 20, 2015

As I closed my part of the program by projecting an ROI (number of raw inquiries, qualified leads, and projected sales) from our new lead generation program, I innocently asked if there were any questions. The leads she was getting maybe weren’t turning into a sale for her, and that was a different problem.

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Sales Qualified Leads Leads Lead Marketing Qualified Leads 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.

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Cost per Lead Sales Qualified Leads Lead Generation Cost 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?

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Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

DECEMBER 9, 2010

There is a counter-intuitive relationship between lead volume and sales performance. 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.

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Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

SEPTEMBER 23, 2011

PointClear’s success doing lead generation, lead qualification and lead nurturing for our clients is grounded in proactively reaching out and connecting with prospects via a one-on-one telephone conversation. A live encounter leads to each party gaining better understanding of the other’s position more quickly.

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Lead Qualification Lead Nurturing Sales Qualified Leads Lead Scoring 120

ViewPoint

DECEMBER 14, 2010

Conventional wisdom—that something called a “lead” can and should be had at consistently lower price points where it will still deliver value—is at the root of a host of sales and marketing problems and deserves a closer look. Perfection, of course, is that 100% of MQLs become SALs and 100% of SALs become SQLs.

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Cost per Lead Sales Qualified Leads Lead Ranking Marketing Qualified 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. Lead Quality Drives Increased Revenue.

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Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 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. Leads must offer high potential close value.

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Cost per Lead Sales Qualified Leads Lead Ranking Lead Generation 120

ViewPoint

JUNE 15, 2012

Jim is the founder of the Sales Lead Management Association. SLMA is the sponsor of the yearly Sales Lead Management week and initiatives to identify both the Top 50 Most Influential People in Sales Lead Management and 20 Women to Watch in Sales Lead Management. But many are going for cold, hard, qualified leads.

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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.

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Lead Generation Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

APRIL 25, 2011

I recently had the opportunity to interview Ardath Albee about the importance of lead nurturing and I think you’ll be interested to read some of the valuable feedback she provided. PC: Ardath, you’ve written a lot about the importance of using lead nurturing to engage leads across the entirety of the buying process.

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Lead Gen Emarketing Lead Scoring Lead Ranking 120

ViewPoint

OCTOBER 13, 2011

If I may be so bold as to paraphrase a line from MasterCard, here is what I have to say about outsourcing in general: “Building your own internal campaigns for lead gen and doing a decent job without losing focus on your core business—fair enough. Can you afford to outsource your lead generation and your appointment setting?

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Lead Generation Top of Funnel Generation Work Management 120

ViewPoint

MAY 23, 2017

I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads while average companies close 20%. Those results factor in lead leakage of between 52% to 86% of the marketing qualified leads put into the top of the funnel. None were actually leads.

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Sales Qualified Leads Lead Ranking Top of Funnel Work Management 192

ViewPoint

DECEMBER 27, 2016

Lead nurturing triples marketing's ROI, but only if done properly. Nurturing programs increase the overall program leads rate significantly: Standard B2B lead-generation programs produce an average 5% lead rate. Want help with nurturing? I can help. See more …”. Prospects will move up and down in the funnel.

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

ViewPoint

AUGUST 17, 2018

Deliver fewer, but better, leads to sales. Often sales and marketing haven’t collaborated on such fundamental issues as who their audiences are, how to best reach them and once they do, what to say. These same companies are frequently not holding their sales and marketing teams appropriately accountable for the leads they close.

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ViewPoint

JUNE 29, 2017

Involving planning, collaboration and accountability processes, these sure-fire action items will help marketing leaders like you make real sales impact. Are sales and marketing aligned on what they’re telling the market, and the best ways to reach out, or are efforts mismatched? K now your audience. Testing’s a must.

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Sales Qualified Leads PointClear Forecasting Paper 204

ViewPoint

JULY 24, 2017

A competitor in the teleprospecting business recently published a list of B2B companies based on how easy or hard they were to work from a lead-generation standpoint. At the bottom of the list were what they called “uncloseables,” meaning these were companies that this competitor was not able to generated leads from.

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Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149

ViewPoint

MAY 18, 2016

In the previous blog in the series we discussed the importance of creating a universal lead definition and why that process cannot be delegated to marketing and/or sales. 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.

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Planning Sales Qualified Leads Top of Funnel Paid Search Agency 168

ViewPoint

NOVEMBER 8, 2016

In fact, doing the right amount of research, adding a personalized touch to your outreach attempts, and a lot of persistency will help you get in the door for more prospects than you might think. Using these gold calling techniques will help you have faith in the cold calling process. Cold calling is about quantity, not quality.

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Cold Calling Sales Qualified Leads ROMI High Quality 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. Inbound Helps Fill Your Revenue Gap, But How Much? High-performing reps avoiding inbound lead follow-up opportunities.

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Inbound Marketing Enterprise Management Trade Show Lead Nurturing 149

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). They value quality conversations from people who know what they’re talking about and want to help. What Should the Sales Close Rate Be.

Marketing Management 136

Marketing Management Sales Qualified Leads Cost Lead Scoring 136

ViewPoint

FEBRUARY 13, 2018

Jim Obermayer is the founder of the Sales Lead Management Association , and host of the Funnel Radio Channel. I think it's because marketing in general has been conditioned to have budgets cut and lead quotas increased. They’ve learned a lot and are invested in the success of the sales lead management programs we deploy.

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PointClear Ethics Budget Programs Business 149

ViewPoint

FEBRUARY 14, 2017

Done right, you can expect that 20 – 40% of the leads you generate to be the result of a call back or email reply. Best case you get a call back that turns into an angry prospect because of your approach. What challenge or pain are they likely to be dealing with that you have helped a similar company solve? Don’t be tricky.

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Generation Contacts Course Video Marketing 195

ViewPoint

SEPTEMBER 29, 2016

The question is, "How can I best clean them and mine them for value?" Conventional wisdom calls for running a database cleanup initiative, followed by a database marketing-driven lead generation program, setting in motion a "one-two punch" with high expectations for success. Now, that's greatly improved marketing ROI!

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Lead Ranking Lead Scoring Database Marketing Budget Programs 120

ViewPoint

JANUARY 5, 2017

Read on and learn how you can get better ROI on marketing, how you can let your sales people focus on what they do best, and how you can close significantly more deals than you did before. Deliver fewer, but better, leads to sales. Want to talk about how I can help? Not 50 things. Measure what matters.

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B2B Sales B2B Marketing Tips Account Based Marketing 136

ViewPoint

FEBRUARY 24, 2016

Someone once told me that CEOs don’t care about leads. Unfortunately, as a result of this thinking, marketing spends a ton of money generating leads for sales that are never followed-up. If the CEO does his or her job, there will be a common definition of a lead and clear market definitions… these are missing in most companies today.

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

ViewPoint

AUGUST 5, 2016

It’s the new B2B imperative that marketers take full responsibility for the revenue impact of their efforts, that they work closely with their sales counterparts to make them more efficient and help them convert more opportunities into closed deals. You can’t buy a beer with a marketing-qualified lead.

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Top of Funnel Marketing Funnels Lead Ranking Marketing Qualified Leads 120

ViewPoint

JUNE 24, 2016

PMI), an industry-leading sales best practices consulting firm, and Dave is the founder of the independent advisory firm ES Research Group, Inc. The book includes in-depth case studies that delve into the experiences that industry-leading companies have with their own customers.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

JUNE 10, 2016

The two organizations don’t understand each other, and often point fingers: Sales says marketing delivers bad leads; and marketing says sales doesn’t follow up. Our latest blog series outlined 7 truths that CEOs need to know to help them help their sales and marketing teams eliminate wasted marketing spend and increase revenue.

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

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.

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