ViewPoint

AUGUST 14, 2012

This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs. This first blog is about the difference between inbound and outbound marketing results and the proverb or expression “Kill not the goose that lays the golden eggs.”.

Lead Generation 120

Lead Generation Sales Qualified Leads PointClear Generation 120

ViewPoint

AUGUST 28, 2012

This is the second in a series of four blogs about B2B sales lead management, marketing and sales metrics, and proverbs. This second blog is about the importance of valuing qualified inbound and outbound marketing prospects and the proverb “A bird in hand is worth two in the bush.”. In the last blog we talked about lead rates.

Lead Management 120

Lead Management Sales Qualified Leads B2B Sales Sales Leads 120

ViewPoint

JUNE 10, 2016

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Despite the counsel of leaders in this field—many of whom were quoted in this blog series—companies continue to waste marketing dollars, and sales continues to struggle to meet revenue goals.

Sales Qualified Leads 120

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

ViewPoint

AUGUST 18, 2016

There is a back story to the development of the process called Account Based Marketing and that story was published in this blog by LeanData, Inc.: “In Senior executives are much more responsive to a multi-touch, multi-media and multi-cycle approach and a lot less responsive to single media marketing automation campaigns.

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Account Based Marketing Automation ABM Paid Search Agency 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.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 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

JULY 21, 2011

See an earlier blog on the chief executive of a large utility who finally responded positively on the 42 nd touch and later signed off on a $1 billion deal for one of our customers. His was not a self-educating work style, and there was no way he was going to search blogs or websites to download white papers.

Sales Management 120

Sales Management Enterprise Management Work Management Marketing Management 120