ViewPoint

NOVEMBER 7, 2018

Naturally, not every lead gen program will be a success. Advertising, once a gamble, has thus become, under able direction, one of the safest business ventures. If you intend to spend the investor’s money (AKA company money) based on notions and intuition, without a plan to report the results, you are misleading management.

Lead Gen 221

Lead Gen ROI Spending Barriers 221

ViewPoint

MAY 17, 2018

A senior marketing executive once got so frustrated with his sales counterpart that he offered the following choices for spending $100,000 on a lead generation campaign: Option. Content Aggregator “Leads”. Sales Qualified Leads. To be fair, marketing’s mandate was to generate more leads every year with shrinking budgets.

Sales Qualified Leads 120

Sales Qualified Leads Buy Lead Scoring Lead Ranking 120

ViewPoint

JUNE 28, 2016

First, here is the question as posted: "What is the minimum acceptable close rate for leads provided to sales in a complex selling situation (long sales cycle and multiple decision-makers)?". Here is a distillation of the scores of responses I received: "To what extent are the leads qualified to begin with?".

Sales Qualified Leads 159

Sales Qualified Leads Lead Scoring Lead Ranking Leads 159

ViewPoint

JUNE 21, 2018

Accurate lead/revenue projections are a powerful tool that all B2B organizations need to manage sales and marketing. Problem is, most lead to revenue calculators out there are overly simplistic. And an excellent tool provides you with insight into the value of inbound vs. outbound leads. Guess what. This is a key benchmark.

Lead Ranking 120

Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120

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 192

Lead Generation B2B Sales Sales Qualified Leads Sales Leads 192

ViewPoint

SEPTEMBER 11, 2017

James Obermayer, founder of the Sales Lead Management Association , recently spoke with SLMA Radio program host Paul Roberts on how lack of a sales lead management process hampers company growth. JO: So, the first thing [you've] got to [do is] define what a sales lead is. Following are highlights of the interview.

Lead Management 149

Lead Management Sales Leads Marketing Management Sales Qualified Leads 149

ViewPoint

FEBRUARY 16, 2016

These companies have a very high demand for their products and services, but they still need strong lead generation and qualification processes. Effectively turning sales leads into revenue means each department responsible for revenue (Marketing and Sales) has clear responsibilities. Qualify Your Lead. Find the Pain.

Sales Leads 159

Sales Leads Sales Qualified Leads Leads Lead 159

ViewPoint

MAY 26, 2016

Keep leads from being ignored is the fifth of 7 Truths about Sales and Marketing that CEOs need to know. In the last blog we discussed the importance of cost per: Lead, Sales Accepted Lead, Sales Qualified Lead and Closed Deal. How much did you spend for the leads? How many were generated? How many are progressing?

Sales Qualified Leads 189

Sales Qualified Leads Lead Scoring Lead Ranking Leads 189

ViewPoint

MARCH 22, 2018

Unless you are the low-price leader, value selling is essential to the success of your business. I practice it every day in my role as lead salesperson for the company. (We The challenge is that lead generators with happy ears don’t ask the questions that might effectively disqualify an account. Our people do as well.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

NOVEMBER 16, 2017

Those of us who use the phone to successfully generate sales leads have picked up an essential trade secret. Is she all-business with no patience for chit chat? Sometimes, this leads to a future appointment, often it neutralizes their attitude and allows me to continue. Think of those annoying robo calls.

Lead Generation 120

Lead Generation PointClear Sales Leads Lead Scoring 120

ViewPoint

AUGUST 30, 2016

As a business-to-business marketing or sales leader you have numerous options for lead generation tactics and tools. Because a phone conversation efficiently replicates face-to-face sales activities, these one-on-one flowing and probing interactions are the most effective method to validate the quality of a lead.

Lead Gen 136

Lead Gen Telemarketing Sales Qualified Leads Lead Scoring 136

ViewPoint

FEBRUARY 23, 2018

What is a lead? While all of these scenarios have potential, none could be called a lead. Sales won’t spend the time it takes to cull through 100 so-called leads for 3 to 4 good ones. Which means those “leads” land in a black hole, and the money spent to generate them is wasted. Is this a person with authority to buy?

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

APRIL 11, 2018

One of PointClear’s business development representatives, working on behalf of a global software company, made 11 touches (calls, voicemails and emails) and his persistence paid off. He landed a huge lead for our client (with a $1 billion company). Business Day. Completed dispositions per day Estimated lead rate Leads per month.

PointClear 136

PointClear Sales Qualified Leads Leads Lead 136

ViewPoint

JUNE 16, 2015

What’s a good lead rate? How much should a lead cost? I have been in this business since 1991 and things have not changed dramatically over the past almost twenty-five years. I have been in this business since 1991 and things have not changed dramatically over the past almost twenty-five years. Just google them.)

Lead Scoring 120

Lead Scoring Lead Ranking Cost per Lead PointClear 120

ViewPoint

SEPTEMBER 21, 2016

The Three “Lies” That Plague B2B Businesses Today Are: Cold calling is dead. The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. Marketing and sales are aligned. Ginger Conlon: If only.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Cold Calling 120

ViewPoint

MARCH 5, 2015

So far over the course of this series we’ve covered how marketing to non-lead outcomes, such as pipeline and nurture dispositions*, can substantially increase return on marketing programs. Yes, we have a problem in that sales has a tendency to ignore leads from marketing. Lead Generation' The key is not to give up too early.

Leads 120

Leads Lead Marketing Qualified Leads Lead Generation 120

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. Most people see nurtured leads as converting to a MQL/SQL--which you are already counting. I was surprised at the level of detailed feedback I received.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 120

ViewPoint

FEBRUARY 13, 2018

Jim Obermayer is the founder of the Sales Lead Management Association , and host of the Funnel Radio Channel. Jim recently interviewed PointClear’s Dan McDade about the five most important things he’s learned in business and life—in one of an ongoing series of radio programs featuring sales and marketing industry leaders.

PointClear 149

PointClear Ethics Budget Programs Business 149

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.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

SEPTEMBER 9, 2016

The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. Short and sweet from Ruth Stevens: “My clients, despite the presence of extensive lead gen support, still rely on cold calling to get access to the accounts they target. Dave Brock, Partners in EXCELLENCE , President.

Cold Calling 120

Cold Calling Ideal Customer Profiles Business B2B 120

ViewPoint

JULY 14, 2015

This is the final installment of a three-part series in response to the following question: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? Because we care about quality leads. Lead scoring models are: Based on assumptions.

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Leads 120

ViewPoint

SEPTEMBER 26, 2012

My session, “The Truth About Leads”, addressed the fact that lead generation is a basic business process that is broken in most companies. The most common problems that confront sales and marketing organizations in the process of lead generation, qualification and prospect nurturing 2.

Web 2.0 120

Web 2.0 Leads Lead Marketing Qualified Leads 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.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Lead Scoring 120

ViewPoint

JULY 31, 2012

Generating sales leads that are actually followed up by sales is a basic business process that is broken in most companies. What constitutes a good lead? Ensure that leads are passed back for reheating, nurturing or re-qualification rather than having them simply stalled out in the pipeline which is usually a black hole.

Sales Qualified Leads 120

Sales Qualified Leads Sales Leads Lead Ranking Marketing Qualified Leads 120

ViewPoint

JULY 7, 2015

Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. A key to this trend is lead scoring. According to SiriusDecisions’ Research Brief 1 , the problem with lead scoring at many organizations is as follows: Lead scoring models are based on assumptions or inadequate sales input.

Lead Ranking 120

Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 120

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 120

Lead Generation Generation Work Management Leads 120

ViewPoint

DECEMBER 18, 2012

In addition, he mentioned that Big Data isn’t a cure all for generating new leads, it’s just another tool that used in the wrong way, won’t help the sales effort. How Relevant is Lead Defintion to a Sales Executive? Marketing may try to handle lead nurturing, but this should be handled by sales. Changing Business Models.

Lead Ranking 120

Lead Ranking Work Management Business Marketing Management 120

ViewPoint

SEPTEMBER 13, 2016

The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. To learn more about the movement, to Stop Selling & Start Leading™, click here. How are you helping them uncover and/or reframe issues they have in their business? Dave Brock, Partners in EXCELLENCE , President.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 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.

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

ViewPoint

APRIL 28, 2015

The ways sales executives follow up on leads is a little like trying to win games with the Hail Mary. There are three main reasons why sales rep follow-up on leads is relatively ineffective: The leads suck. If you are sending raw, unfiltered and mostly unqualified leads to sales they will never follow-up on them.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

SEPTEMBER 11, 2012

This is the third in a series of four blogs about lead generation, marketing and sales metrics, and proverbs. Leads and expected metrics are defined in carefully created client program plans and lead rates are impacted (particularly in 2010) by the mix and quality of inbound dispositions.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation PointClear 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.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Generation Cost 120

ViewPoint

NOVEMBER 10, 2011

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. ” How did Andy know so much about sales, marketing and sales leads? that opportunities are never lost; someone will take the ones you miss.

Sales Leads 120

Sales Leads Sales Qualified Leads Leads Lead 120

ViewPoint

OCTOBER 6, 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? Here's the thing: Account-Based Marketing is not really about lead generation at all. It’s also more than just lead generation.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

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.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

ViewPoint

MARCH 13, 2014

Nick Stein, SVP of Marketing at Vision Critical Vision Critical is the world''s leading provider of insight communities, currently supporting over 650 brands worldwide. Matt Heinz, Heinz Marketing, The Quality of Sales Leads is Abysmal. The quality of leads being generated nowadays is abysmal. percent were quality.

Lead Ranking 120

Lead Ranking Social Marketing Paid Search Agency Leads 120

ViewPoint

SEPTEMBER 24, 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? Is Account-Based Marketing the Holy Grail for lead generation or a black box solution?” Click here to read Part 1. ). “Is

Account Based Marketing 120

Account Based Marketing Lead Generation Cost per Lead Sales Qualified Leads 120