ViewPoint

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Truth #6—Best-in-class Prospect Development

ViewPoint

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Class 120
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Embarking on a sales lead generation project: What could go wrong?

ViewPoint

He knows first-hand what it takes to succeed: “If you want quality results, PointClear is best-in-class and my go-to for lead generation, qualification and nurturing for over 10 years.”. Just ask Jim Norton, SVP of QGenda, a 3x PointClear client who recently brought us in on his first day on a new job.

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

ViewPoint

Some of the other assumptions are estimates from SiriusDecisions Demand Waterfall metrics on the “Average Company” vs. their best-in-class averages. For example, we estimate that inbound marketing efforts will produce about 35% of the gap revenue. Hence the 35% used in this example.

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What Should the Sales Close Rate Be?

ViewPoint

I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads while average companies close 20%. Those results factor in lead leakage of between 52% to 86% of the marketing qualified leads put into the top of the funnel.

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SiriusDecisions Summit 2012 Recap: Alignment Key to Revenue & Profit Growth

ViewPoint

Marketing automation can be used to sell education and services (client buys XYZ Class 101, automatically gets offered XYZ Class 201 in four weeks). Multi-variant regression analysis on data going back several years has helped them calibrate scoring in marketing automation and other marketing.

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Gold Calling vs. Cold Calling

ViewPoint

In my experience, I've seen that the average sales force closes nearly 20 percent of sales-accepted leads while best-in-class organizations close closer to 30 percent. What they are really saying is that they will close 60 to 80 percent of what they thought they would close.

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B2B Lead Gen: Can you do it cheaper and better inside?

ViewPoint

Delegating the critical initial function of generating quality leads provides access to world-class capabilities, increases your control over quality and productivity, improves company focus, reduces operating costs and decreases risk. Review your options. Can you really do it cheaper inside? Probably not, and probably not as well.

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