ViewPoint

MAY 24, 2016

Document the cost per lead is the fourth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. In the last blog in this series we discussed the need for marketing to be more accountable for driving revenue.

Sales Qualified Leads 174

Sales Qualified Leads Cost Lead Ranking Marketing Qualified Leads 174

ViewPoint

FEBRUARY 9, 2012

PointClear’s sales lead generation processes include a combination of multi-touch, multi-media and multi-sales-cycle approaches, and we wanted to know the optimal numbers for touch frequency, touch media and number of sales cycles in order to maximize qualified sales leads.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120

ViewPoint

JUNE 21, 2018

Click on the button at the end of the blog to download the calculator and input your own numbers for accurate predictions of the leads you need to generate the revenue you've projected. Below is a screen grab of the PointClear lead to revenue calculator using hypothetical numbers and followed by descriptions of the line items.

Lead Ranking 120

Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120

ViewPoint

APRIL 6, 2017

If you have a 3-month plus sales cycle, don’t sign up for a “100 hour” program. Sales/marketing execs are desperate to do something, but afraid to risk the budget. See this blog for more about lists and testing PRIOR to using the list for marketing.). We use call flows—and hire professionals who know how to use them.

Lead Generation 192

Lead Generation B2B Sales Sales Qualified Leads Sales Leads 192

ViewPoint

JULY 16, 2013

Inbound marketing is based on developing high quality content that attracts qualified buyers, who are in the early stages of the sales cycle. The same inbound marketing experts will tell you that it might take 50 blogs to impact your website visits. Build it and they will come.”

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 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

JULY 17, 2013

Mainly because the customer won’t need to engage early in the sales cycle: 57% of the buying process is completed before connecting with a salesperson. You can follow Josiane via the following resources: Inside Sales Thought Leadership Blog: www.tele-smart.com/blog. Today, we have 20 million salespeople.

B2B Thought Leadership 120

B2B Thought Leadership Skype Work Management Thought Leadership 120

ViewPoint

DECEMBER 7, 2010

Multi-cycle : Most prospects buy at more than six months out, so expand planned contact from over a few days to over several weeks and across multiple sales cycles. The next blog in the series looks at the idea that fewer sales-ready leads that cost a little more are a better value than many poor-quality leads costing less.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

MAY 15, 2013

This article was originally published by Bob Apollo on his blog Accelerating Revenue Growth: the Inflexion-Point Blog. If you are in this position, there are no miracle cures, and there is no substitute for effective qualification, not just upfront, but throughout the sales cycle. The Qualification Gap.

Top of Funnel 120

Top of Funnel Urgency Marketing Work Management High Quality Lead 120

ViewPoint

AUGUST 16, 2012

We see things like sales cycle times compressed dramatically. He emphasizes the magic word is balance based on delivering on this year’s objectives while simultaneously taking into account long sales cycles linked to success next year. Dave’s Blog: partnersinexcellenceblog.com. Stay Tuned.

Budget Programs 120

Budget Programs Work Management Marketing Management Sales Cycle 120

ViewPoint

DECEMBER 14, 2010

This is particularly true where there is a complex buying landscape, a long sales cycle and a high-investment solution. Cost-per-opportunity and cost-per-deal are better indexes when measuring prospect development initiatives.

Cost per Lead 120

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

ViewPoint

AUGUST 21, 2013

More musings on the premature death knell for outbound sales. Anthony Iannarino wrote in a blog that “All generalizations are lies.” In fact, according to a recent ITSMA study 71 percent of technology buyers want sales involved in early stages of the sales cycle.

Cold Calling 120

Cold Calling Sales Qualified Leads ROMI Lead Qualification 120

ViewPoint

NOVEMBER 8, 2012

Click to start video at this point — I comment on the welcome sense of transparency her blog and website display, and Linda discusses her approach to sharing ideas and content: “When I do a blog, I don’t look at it in any way, shape or form as an avenue to pitch. On Sharing Perspectives and Learning from Each Other.

Demand 120

Demand RFP Work Management Buying Cycle 120

ViewPoint

APRIL 28, 2015

If you are sending raw, unfiltered and mostly unqualified leads to sales they will never follow-up on them. They are busy with active sales cycles, OR they operate more like farmers than hunters because they feel more comfortable tending to current and known prospects as opposed to seeking out “cold” prospects.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

APRIL 18, 2012

Click to start video at this point —Asked about the role social media plays for companies selling a $250K software solution compared to lower average dollar goods, Trip affirms the impact in the complex sale and also notes different dynamics.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

JULY 19, 2012

Because most of the people I work with in B2B and you work with in B2B have a longer sales cycle, or conversely, a longer buying process, look at how to intensify and progress people you already have in your database. That article could become a blog post.” He notes, “A chart could become a webinar.

Lead Gen 120

Lead Gen Sales Qualified Leads Lead Scoring Lead Ranking 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. High-investment offering.

Sales Management 120

Sales Management Enterprise Management Work Management Marketing Management 120

ViewPoint

MAY 5, 2015

There were some terrific responses and I’ll share them over the course of two blogs. He had written a blog on this very topic and was so gracious as to allow me to pull from it. million in sales from leads that had essentially been untouched or forgotten. First to respond was Carlos Hidalgo , CEO and Principal at ANNUITAS.

Lead Nurturing 120

Lead Nurturing Lead Scoring Lead Ranking Peer-to-peer 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. Assessment and recommendations.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120

ViewPoint

MARCH 19, 2013

Dan calls giving out bonuses during sales cycles “tactical stuff.” Click to start video at this point — In a memorable blog post titled “ Why you don't need to blink ,” Dan wrote: “You are enough to be successful. Giving Mindset. When we have gifts given to us,” Dan says, “we’re moved. You Don’t Have to Blink.”.

Conversion 120

Conversion Terms and Conditions Cold Calling Advertising Agencies 120