ViewPoint

JUNE 28, 2018

Companies with optimized sales and marketing organization achieve results by doing three things well. Deliver fewer, but better, leads to sales. They are herded into a direction of ineffectiveness by the actions or inactions of others in your company. Here is what you must do to fix it: Agree on market, lead definition, message.

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

ViewPoint

MAY 23, 2017

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.

Sales Qualified Leads 192

Sales Qualified Leads Lead Ranking Top of Funnel Work Management 192

ViewPoint

FEBRUARY 7, 2018

How much should a lead cost? Understanding what goes into generating a high-quality B2B lead helps you determine whether you're getting a good deal. While most people wouldn't quibble with the above reality, many still measure marketing success based on the cost per lead.

Cost per Lead 245

Cost per Lead Cost Lead Scoring Lead Ranking 245

ViewPoint

JUNE 16, 2015

The lead rate for high quality, enterprise opportunity leads has been roughly flat.) That said, for several years the elephant in the room has been inbound marketing and inbound marketing lead rates. Focusing on the number of leads and cost per lead misses the point.

Lead Scoring 120

Lead Scoring Lead Ranking Cost per Lead PointClear 120

ViewPoint

DECEMBER 9, 2010

Standard lead generation’s focus on quantity—rather than quality—results in the following: The pipeline is flooded with a high volume of low-value leads. Qualifying criteria are rarely met due to lack of marketing resources. Money is wasted on sales lead generation programs that don’t work.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

AUGUST 14, 2012

Our experience is that companies are killing the golden goose by focusing too much time and money on inbound marketing campaigns (and technology) and not enough time and money on outbound marketing and nurture campaigns. In 2010 just over 40% of our dispositions or completed companies were from inbound responses. Track them by source.

Lead Generation 120

Lead Generation Sales Qualified Leads PointClear Generation 120

Paul Gillin

FEBRUARY 2, 2012

McDade Is an entrepreneur whose company, PointClear , helps businesses improve their prospecting and lead nurturing. The Truth about Leads is a short book – only 101 pages – but it’s packed with sales wisdom. These tactics can generate a lot of names, but not many qualified leads.

Cost per Lead 50

Cost per Lead Sales Qualified Leads PointClear CPL 50

ViewPoint

JULY 17, 2012

Our organization has done some extensive research over the last two years trying to understand how high performing sales reps qualify [opportunities] and nurture those [opportunities] through their pipelines to higher success. I recommend that you create a dashboard for your company that includes all sources of leads and ALL costs.

Sales Qualified Leads 120

Sales Qualified Leads Work Management Lead Ranking Marketing Management 120

ViewPoint

AUGUST 2, 2017

Process for following up on leads. Lead nurturing. Market definition : We once did work for a company that had two different views of the market. Sales was focused on $1 million opportunities in big companies. Marketing focused on $10,000 deals in small-to-medium sized companies. per so-called lead.

Sales Qualified Leads 192

Sales Qualified Leads Lead Scoring Lead Ranking ROMI 192