Lead Generation - B2B Marketing Zone

Desperate and Fearful: Need Pipeline – Want Sales Lead Generation

ViewPoint

APRIL 14, 2017

Last week I published a blog that provided five ways to avoid getting burned by outsourced B2B sales lead generation, qualification and nurturing. So, they settle for a cheap solution—which is how mediocre sales lead generation firms survive. And it means Sales has to work all the leads turned over to them, fully.

Lead Generation

Lead Generation Sales Qualified Leads Sales Leads Generation

Five Ways to Avoid Getting Burned by Outsourced B2B Sales Lead Generation

ViewPoint

APRIL 6, 2017

Based on my experience over the past almost 30-years it seems that everyone has been burned by outsourced lead generation. The main reason for these failures is that there is a LOT of mediocrity in the lead generation industry, which is why some say outbound is supposedly “dead.” Often multiple times. It isn’t dead.

Lead Generation

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Embarking on a sales lead generation project: What could go wrong?

ViewPoint

JULY 19, 2017

a prospect asked me, following our discussion about PointClear’s lead generation, qualification and nurturing services. We had just finished talking about the importance of marketing and sales coming together to mutually define a lead prior to starting a lead generation program. “What could derail this project?”

Lead Generation

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Sales & Marketing Alignment: How to Synergize for Success

How to Leverage Behavioral Science Insights for Direct Mail Success

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Is it better to in-source or outsource sales lead generation?

ViewPoint

OCTOBER 20, 2017

This is the second of a 2-part series that borrows Miller Lite’s super successful Tastes Great, Less Filling campaign theme to make a point about sales lead generation. We’ve done the analysis that shows that PointClear’s outsourced lead generation approach generates 92.35% more revenue. How many do yours make?).

Sales Qualified Leads

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B2B Sales Lead Generation Pros Who Listen, Learn

ViewPoint

NOVEMBER 16, 2017

My PointClear peers and I have learned as lead generation professionals that adapting a prospect’s style of communication is helpful for immediate acceptance. The subtleties communicated in non-verbal ways help buyers and the sellers alike, and lead to satisfying, mutually beneficial professional experiences.

Lead Generation

Lead Generation PointClear Sales Leads Lead Scoring

B2B Lead Generation: The Best of PowerViews

ViewPoint

OCTOBER 2, 2012

Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management. I hope you enjoyed this edition of “The Best of PowerViews”.

Sales Qualified Leads

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How to Blow $100,000 on a Lead Generation Campaign

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

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Lead Generation Best Practices: Summarizing the 7-Part Series

ViewPoint

DECEMBER 16, 2010

” In this seven-part series, we’ve taken an in-depth look at the “processes, practices and systems” that are widely recognized as “improving an organization’s performance and efficiency” in the area of sales and marketing lead generation. Part 1: Agree on Lead Definition.

Sales Qualified Leads

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How to Set Your Outsourced Lead Generation Program Up for Success (pt 1)

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.

Lead Generation

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Lead Generation Best Practices Part 6: Fewer Leads Are Better

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. After all, shouldn't more leads deliver more opportunities? In reality, just the opposite often turns out to be true.

Sales Qualified Leads

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How to Set Your Outsourced Lead Generation Program Up for Success (pt 2)

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.

Lead Generation

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How to Set Your Outsourced Lead Generation Program Up for Success (pt 3)

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. Marketing and Sales Accountability.

Sales Qualified Leads

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Successful Lead Generation - One Size Does Not Fit All

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

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Lead Generation Best Practices Part 7: Measure Beyond Cost-Per-Lead

ViewPoint

DECEMBER 14, 2010

The next installment concludes the series and reviews the seven best-practice lead generation recommendations. But sales and marketing demonstrate great progress toward full alignment the closer both percentages get to 100%.

Cost per Lead

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Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 5]

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

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Lead Generation Best Practices Part 5: Multiply Touches/Media/Cycles

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

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking

Improve Sales Lead Generation via Marketing Analytics Part 3: Seven Findings

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

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Five Reasons Your Lead Generation Campaigns May Not Be Working

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. As a matter of fact, successful lead generation processes rarely run what we know as "campaigns."

Lead Generation

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Improve Sales Lead Generation via Marketing Analytics Part 2: Two Examples

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

Lead Ranking Lead Generation Sales Qualified Leads Lead Scoring

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 4]

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

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The Cost-Per-Lead Fallacy in Measuring B2B Lead Generation Investments (Pt 1 of 3)

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

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The Cost-Per-Lead Fallacy in Measuring B2B Lead Generation Investments (Pt 3 of 3)

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. Not seeing the forest for the trees.

Cost per Lead

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Lead Generation and Appointment Setting—Know When to Pull the Trigger and Outsource

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

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Lead Generation Best Practices Part 4: Dedicate Qualifying Resources

ViewPoint

NOVEMBER 30, 2010

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Sales Qualified Leads

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Lead Generation Best Practices: Introducing the 7-Part Series

ViewPoint

OCTOBER 26, 2010

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Lead Generation

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Lead Generation Best Practices Part 1: Agree on Lead Definition

ViewPoint

NOVEMBER 2, 2010

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Lead Generation

Lead Generation Practices Leads Lead

Lead Generation Best Practices Part 2: Segment & Test Your Market

ViewPoint

NOVEMBER 9, 2010

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Lead Generation

Lead Generation Segmentation Practices Generation

Lead Generation Best Practices Part 3: When to Use Outbound vs Inbound

ViewPoint

NOVEMBER 16, 2010

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Lead Generation

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Don't Thwart Your Lead Generation Efforts—Ask the Next Best Question

ViewPoint

AUGUST 27, 2010

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Lead Generation

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Cadence—Multi-touch, Multi-media, Multi-cycle Marketing Multiplies Results

ViewPoint

NOVEMBER 13, 2017

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. What Is Multi-Touch? One way to do this is to avoid under-touching your targets. Of course not.

PointClear

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Looking to enhance sales lead performance? Put process before technology.

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

Sales Leads Process Top of Funnel Lead Scoring

Get 3X B2B Marketing ROI by Nurturing Leads

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

Sales Qualified Leads ROI Lead Scoring Lead Ranking

PowerViews with Trip Kucera: Best Practices & Surprising Trends

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

Trends Practices Marketing Automation Services Work Management

The Key to Filling in Your Revenue Gap

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. At best, a well-run inbound marketing campaign can realistically deliver 35% of your enterprise level sales leads.

Inbound Marketing

Inbound Marketing Enterprise Management Trade Show Lead Nurturing

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #6: Nurturing Triples Marketing’s Return

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

Top of Funnel B2B Sales Account Based Marketing B2B Thought Leadership

Scheduling an Appointment With an "Uncloseable"

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.

Sales Qualified Leads

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An Allbound Marketing Approach Closes Your Revenue Gaps

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. From there marketers can understand and what contributions are required by nurturing those inbound leads, plus how much revenue must be driven by proactive outbound.

Planning

Planning Sales Qualified Leads Top of Funnel Paid Search Agency

Your Marketing Team Isn't As Good As They Think - Just Ask Sales

ViewPoint

NOVEMBER 6, 2014

Yes, it was one of Casey Stengel’s best thoughts. But what if the salespeople are right—they don’t get enough qualified leads? Lead Generation Marketing Strategy Lead Qualification' We blame the products, the salespeople, and then we blame the salespeople again.

Lead Qualification

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Dear CEO: The Era of Accountability Starts in 2017

ViewPoint

NOVEMBER 29, 2016

While marketing technology and marketing automation software are not totally to blame, they have made it easier to get more poor quality leads to sales faster than ever before. Just 42% of marketing qualified leads are accepted and worked by sales. The #1 sales execution challenge is the lack of qualified leads.

Lead Ranking

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Lead Nurturing: Triple Your Marketing Return

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

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Scoring

4 Revenue Sources Most ROI Calculators Miss (Part 2 of 2)

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.

Lead Ranking

Lead Ranking Sales Qualified Leads ROI Lead Scoring

Put A Judicial Branch In Place to Eliminate Wasted Leads

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

Sales Qualified Leads Lead Scoring Lead Ranking Leads

Does Your Sales Team Know How to Follow-Up on a Lead?

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

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear

What's it take to generate leads that fuel your forecast?

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

Sales Qualified Leads Forecasting PointClear Enterprise Management

ViewPoint

Desperate and Fearful: Need Pipeline – Want Sales Lead Generation

Five Ways to Avoid Getting Burned by Outsourced B2B Sales Lead Generation

Webinars

Trending Sources

Embarking on a sales lead generation project: What could go wrong?

Webinars

Is it better to in-source or outsource sales lead generation?

B2B Sales Lead Generation Pros Who Listen, Learn

B2B Lead Generation: The Best of PowerViews

How to Blow $100,000 on a Lead Generation Campaign

Lead Generation Best Practices: Summarizing the 7-Part Series

How to Set Your Outsourced Lead Generation Program Up for Success (pt 1)

Lead Generation Best Practices Part 6: Fewer Leads Are Better

How to Set Your Outsourced Lead Generation Program Up for Success (pt 2)

How to Set Your Outsourced Lead Generation Program Up for Success (pt 3)

Successful Lead Generation - One Size Does Not Fit All

Lead Generation Best Practices Part 7: Measure Beyond Cost-Per-Lead

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 5]

Lead Generation Best Practices Part 5: Multiply Touches/Media/Cycles

Improve Sales Lead Generation via Marketing Analytics Part 3: Seven Findings

Five Reasons Your Lead Generation Campaigns May Not Be Working

Improve Sales Lead Generation via Marketing Analytics Part 2: Two Examples

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 4]

The Cost-Per-Lead Fallacy in Measuring B2B Lead Generation Investments (Pt 1 of 3)

The Cost-Per-Lead Fallacy in Measuring B2B Lead Generation Investments (Pt 3 of 3)

Lead Generation and Appointment Setting—Know When to Pull the Trigger and Outsource

Lead Generation Best Practices Part 4: Dedicate Qualifying Resources

Lead Generation Best Practices: Introducing the 7-Part Series

Lead Generation Best Practices Part 1: Agree on Lead Definition

Lead Generation Best Practices Part 2: Segment & Test Your Market

Lead Generation Best Practices Part 3: When to Use Outbound vs Inbound

Don't Thwart Your Lead Generation Efforts—Ask the Next Best Question

Cadence—Multi-touch, Multi-media, Multi-cycle Marketing Multiplies Results

Looking to enhance sales lead performance? Put process before technology.

Get 3X B2B Marketing ROI by Nurturing Leads

PowerViews with Trip Kucera: Best Practices & Surprising Trends

The Key to Filling in Your Revenue Gap

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #6: Nurturing Triples Marketing’s Return

Scheduling an Appointment With an "Uncloseable"

An Allbound Marketing Approach Closes Your Revenue Gaps

Your Marketing Team Isn't As Good As They Think - Just Ask Sales

Dear CEO: The Era of Accountability Starts in 2017

Lead Nurturing: Triple Your Marketing Return

4 Revenue Sources Most ROI Calculators Miss (Part 2 of 2)

Put A Judicial Branch In Place to Eliminate Wasted Leads

Does Your Sales Team Know How to Follow-Up on a Lead?

What's it take to generate leads that fuel your forecast?

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