ViewPoint

JUNE 21, 2018

Problem is, most lead to revenue calculators out there are overly simplistic. A useful lead to revenue calculator includes all critically important metrics—including the impact of lead qualification and lead nurturing—on bottom line results.

Lead Ranking 120

Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120

ViewPoint

MARCH 22, 2018

See this blog for a build vs. buy analysis that takes that argument off the table.). Today, in this blog, I share some recent findings: Jonathan Farrington. This blog from Sales Performance International answers the question: “is relationship selling a bad thing? It is possible however to qualify for an inhospitable environment.

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Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

SEPTEMBER 24, 2013

I have written articles and blogs against BANT (as a lead qualifying criterion) for years. A couple of months ago I read a blog by Ardath Albee entitled “BANT is Bunk, BS and Irrelevant”. I summarized Ardath’s thoughts, and mine, in a blog published on July 11, 2013. Anthony Iannarino (The Sales Blog).

Opinions 120

Opinions Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

OCTOBER 9, 2012

Twice over the past two years I blogged about the dangers of using cost per lead as a metric to measure marketing. As a foundation, I published three blogs in 2012 in which I outlined three critical elements that impact B2B lead generation costs in the complex sale: 1.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Cost Lead Scoring 120

ViewPoint

JANUARY 9, 2014

Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. I detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Automated systems accurately score (prioritize) leads. Paul Gillin | Paul Gillen Blog.

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Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

FEBRUARY 23, 2018

I've always said that what we do is not rocket science, but there are a lot of moving parts that make it difficult to manage lead generation, lead qualification and lead nurturing in-house and/or on a small scale. See this blog for an analysis of cost and productivity of internal vs. outsourced teleprospecting.

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Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

MARCH 1, 2012

He adds that it can enable and support these two areas by helping with content marketing, lead nurturing, and lead qualification. As I was writing this post, I came across a blog with a painful recounting of an implementation that went awry for reasons that included exactly what Carlos discusses.

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Demand Generation Work Management Marketing Management Lead Management 120

ViewPoint

OCTOBER 20, 2011

on the Marketing Automation Software Guide blog. We work with our complex-sale B2B clients to leverage their marketing automation initiatives, and marketing automation is a key ingredient of our internal lead generation, lead qualification and lead nurturing processes.

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Marketing Automation Services Marketing Automation PointClear Automation 120

ViewPoint

DECEMBER 7, 2010

From initial engagement to lead qualification and through long-term nurturing, frequent and systematic touches are essential. Our clients’ prospects need an average of 12 contacts to engage, and lead nurturing can take even more touchpoints. Senior-level executives are 2.5

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

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 120

Sales Qualified Leads Lead Generation Practices SIC 120

ViewPoint

MARCH 31, 2011

Sales Speaks: Perceptions & Ponderings on Marketing Leads from The Bridge Group and Vorsight is based on survey responses from 1,150 sales representatives asked to share their perceptions on lead accuracy, lead scoring, pipeline, and sales and marketing SLAs. Of particular interest—and concern!

Marketing Qualified Leads 120

Marketing Qualified Leads Ideal Customer Profiles Lead Ranking Lead Scoring 120

ViewPoint

OCTOBER 24, 2011

In the process of learning more about Kenandy, I found additional information in Deborah Gage’s Wall Street Journal Venture Capital Dispatch blog in which she talks about Sandy Kurtzig’s initial reluctance to raise venture capital.

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Lead Generation PointClear Sales Qualified Leads Generation 120

ViewPoint

AUGUST 21, 2013

Anthony Iannarino wrote in a blog that “All generalizations are lies.” Cold calling is all about generating a list, a script and spending some money and hoping a bunch of leads are produced. More musings on the premature death knell for outbound sales. One of the biggest and most damaging is that cold calling is dead.

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Cold Calling Sales Qualified Leads ROMI Lead Qualification 120

ViewPoint

APRIL 28, 2015

They simply don’t know how to follow-up a lead. In this blog we'll tackle #3: How to appropriately follow up on a lead. Lead follow-up involves three components: preparation, communication and execution: 1) Preparation. Do your research (review Preparation above), then call the prospect and send them an email.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

AUGUST 30, 2012

He is also author of a popular sales and marketing blog, Funnelholic , where he shares B2B content with an edge. Craig specializes in lead generation, lead qualification, and B2B marketing and sales. Craig’s Blog: www.funnelholic.com. 2012 Trends: Social Marketing Gaining Real Traction & Growth Hacks.

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Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

JUNE 16, 2015

Mike Damphousse, founder, CEO and CMO of Green Leads and author of Smashmouth B2B Blog: Sales & Marketing Demand Gen places the focus on value: 1) The value of the inbound versus outbound lead; and 2) how far those leads are in the pipeline against the amount invested.

Lead Scoring 120

Lead Scoring Lead Ranking Cost per Lead PointClear 120

ViewPoint

JUNE 30, 2015

Today's blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. Too many and you waste your money unless you hire more reps. Too few and reps don’t make quota. James is a regular guest blogger with ViewPoint.

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Sales Qualified Leads Telemarketing Trade Show High Quality Lead 120

ViewPoint

MAY 1, 2012

In the first blog on the fallacy of using the cost-per-lead metric to measure the success of B2B lead generation investments, we looked at the nature of the problem and associated costs to the organization. In this post, we’ll review three critical elements that impact B2B lead generation costs in the complex sale.

Cost per Lead 120

Cost per Lead Lead Ranking Marketing Qualified Leads Lead Generation 120

ViewPoint

MARCH 4, 2014

Worse, we see that pile of leads just sitting there at the top of the funnel, neither moving forward, nor being removed from the list. This happens when a company is using a variety of inbound methods—white papers, webinars, blogs, etc. — but doesn’t have a strong qualification process in place. Conclusion.

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Inbound Marketing Top of Funnel Lead Qualification Sales Qualified Leads 120

ViewPoint

FEBRUARY 2, 2012

It is only by combining the two that organizations can successfully drive sales lead generation performance improvements, and this blog is the introduction to a three-part series focusing on marketing analytics as a critical success factor in delivering the right number of more highly qualified leads.

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Lead Generation Sales Leads Sales Qualified Leads Analytics 120