Content, Generation and PointClear

How Much Leads Cost

ViewPoint

JANUARY 4, 2018

I review a lot of content on this topic and am amazed at what I find written about lead cost. see marketing charts analysis of HubSpot’s “2017 Demand Generation Benchmarks Report” ). (see see marketing charts analysis of HubSpot’s “2017 Demand Generation Benchmarks Report” ). per gross lead). per gross lead).

Cost per Lead

Cost per Lead Cost PointClear Sales Qualified Leads

What's it take to generate leads that fuel your forecast?

ViewPoint

FEBRUARY 23, 2018

Is it the name on a list you bought from a content aggregator for $23? Which means those “leads” land in a black hole, and the money spent to generate them is wasted. What’s it take to generate a volume of real leads, the ones you really need? Before addressing that question, let me ask another. What is a lead?

Sales Qualified Leads

Sales Qualified Leads Forecasting PointClear Enterprise Management

How Not to Buy Leads

ViewPoint

DECEMBER 12, 2017

An employee of a targeted company needed only to download some content to be qualified as a lead. As long as they worked for XYZ Company and downloaded the content they were a lead. Here, in my opinion, is what is wrong with this approach to lead generation: Lower-level workers are 2.5 The cost of an appointment was $900.

Sales Qualified Leads

Sales Qualified Leads Lead Ranking Lead Scoring Buy

Webinars

How to Leverage Behavioral Science Insights for Direct Mail Success

MORE WEBINARS

Dear CEO: Find out how well your team is nurturing its B2B sales leads

ViewPoint

OCTOBER 3, 2017

Standard B2B lead-generation programs produce an average 5% lead rate while advanced lead-generation programs (which include lead nurturing) produce an average 15% lead rate—three times higher. Many marketing organizations (and some sales lead generation companies as well) do what I call “one-and-done “marketing.

Top of Funnel

Top of Funnel B2B Sales Sales Leads Sales Qualified Leads

Leads are Hard

ViewPoint

JANUARY 10, 2018

While the move to digital makes it faster to generate leads, it doesn’t make the leads better. Marketers today receive lists of “leads” from content aggregators, web forms and hand raisers who score enough points in marketing automation to apparently warrant attention. PointClear associates see this in action every hour of every day.

Sales Qualified Leads

Sales Qualified Leads Cost per Lead Lead Ranking Lead Scoring

Get 3X B2B Marketing ROI by Nurturing Leads

ViewPoint

MAY 23, 2018

Successful lead generation—inbound and outbound—requires nurturing. Generally speaking, nurturing programs increase the lead rate significantly: Standard B2B lead-generation programs produce an average 5% lead rate. That’s more than triple the number of leads generated without a built-in nurturing process.

Sales Qualified Leads

Sales Qualified Leads ROI Lead Ranking Lead Scoring

B2B Lead Generation: Are You Killing the Golden Goose?

ViewPoint

AUGUST 14, 2012

This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs. Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest).

Lead Generation

Lead Generation Sales Qualified Leads PointClear Generation

We're entering the era of accountability in sales and marketing

ViewPoint

JUNE 5, 2017

At PointClear, we facilitate accountability that translates into results. Map content to audiences of one. You need full visibility into how many touches it takes to generate a lead, your lead rate, and your cost per lead at every stage in the funnel. So how do you get from here to there? Analyze, analyze, analyze.

Top of Funnel

Top of Funnel Sales Qualified Leads PointClear Cost per Lead

5 Steps to Account-based Marketing Success

ViewPoint

JANUARY 13, 2017

Map content to audiences of one. You need full visibility into how many touches it takes to generate a lead, your lead rate, and your cost per lead at every stage in the funnel. Assembled with input from ABM thought leaders, and via first-hand account-based marketing experiences with PointClear clients, this is your go-to source.

Account Based Marketing

Account Based Marketing PointClear ABM Cost per Lead

The B2B Lead Generation-Demand Generation Book “Hall of Fame”

NuSpark Consulting

JANUARY 21, 2012

B2B lead generation and lead management is a complicated process that can’t be detailed all in one book. It’s easier said than done which is why firms like mine exist, to implement proper lead generation tactics that build revenue. General B2B Marketing & Lead Generation. Content Marketing. Ardath Albee.

Demand Generation

Demand Generation Lead Generation Demand Generation

The 10 most fascinating people in B2B marketing in 2016

Biznology

FEBRUARY 2, 2017

When he sold it to Harte Hanks in 1994, Gary went on to thrive as an executive there, and is now CEO of Aberdeen Group , supervising its transformation from industry analyst firm into a really smart marriage of data and content for lead generation. Plus, Gary is one of the nicest guys you’d ever want to meet. How satisfying.

Enterprise Management

Enterprise Management B2B Marketing PointClear Advertising Agencies

Does Your Sales Team Know How to Follow-Up on a Lead?

ViewPoint

JUNE 7, 2016

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. At PointClear, we recommend developing a guide for sales on how lead hand-off is managed and how follow-up should be handled.

Sales Qualified Leads

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear

Good Reads for B2B Marketing - Are You Achieving High Performance Marketing?

ViewPoint

AUGUST 22, 2013

Online content in the sales and marketing industries is constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Content Marketing Strategy: Lessons from Good (and Bad) Comedy. Via Content Marketing Institute. It’s comfortable.

PointClear

PointClear B2B Marketing Webcast Advertising Agencies

Good Reads for B2B Marketing - Protect Your Online Reputation

ViewPoint

MAY 9, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Lead Generation Poses Biggest Challenge for B2Bs. 5 Compelling Reasons To Launch B2B Mobile Landing Pages Now.

PointClear

PointClear B2B Marketing BtoB B2B

Good Reads for B2B Marketing - 6 Marketing Trends to Watch in 2013

ViewPoint

JULY 25, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Running A Successful Business Blog: Why It Pays to Post. Learn why Anothony says his blog is "an outstanding ROI."

PointClear

PointClear B2B Marketing Trends B2B

Good Reads for B2B Marketing - 5 Buyer Behaviors Reshaping B2B Marketing

ViewPoint

JUNE 6, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. CMO Council study: Content has significant impact on buying process. Via iMedia Connection. Via BtoBMagazine.

B2B Marketing

B2B Marketing PointClear B2B Trade Show

Social Selling 2016: Top 100 Influencers and Brands

Onalytica B2B

FEBRUARY 24, 2016

Typical techniques of social selling include sharing relevant content, interacting directly with potential buyers and customers, personal branding, and social listening. Be sure to follow them to stay up to date on the best content and resources on Social Selling! ” Koka Sexton - Content and Social Team at LinkedIn.

Enterprise Management

Enterprise Management PointClear Branding Brand Identity

Dear CEO: Fix these three things and increase revenue

ViewPoint

JUNE 28, 2018

Here’s a real-life case that illustrates why this point is important: Over the past year marketing has generated thousands of “leads” from many sources with the most preferred source called Downloads from Content Syndicator—see table Lead Source Analysis. It’s simple—measure what matters. Sales executives, however, were not thrilled.

Enterprise Management

Enterprise Management Work Management Marketing Management Sales Qualified Leads

PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]

ViewPoint

JULY 14, 2015

We generate high quality leads, align sales and marketing, and drive revenue. In our experience here at PointClear, very few companies are getting it right. Companies must understand the buyer journey and develop content and scoring systems to execute based on that journey. Why did we ask? Because we care about quality leads.

Lead Ranking

Lead Ranking Lead Scoring Top of Funnel Leads

The Power of the Human Voice in Lead Qualification & Lead Nurturing

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. These include custom content, nurturing emails, landing pages, SEO, webinars and podcasts.

Lead Qualification

Lead Qualification Lead Nurturing Sales Qualified Leads Lead Ranking

The 10 most fascinating people in B2B Marketing in 2015

Biznology

JANUARY 6, 2016

Amanda Kahlow represents the newest generation of B2B marketers, as a pioneer in deploying “intent data” to help marketers get visibility into pre-funnel tech buyer behavior online. Japan’s foremost lead generation marketing company. You inspire the rest of us, Jim. Ichiro Niwayama is founder and CEO of Symphony Marketing Co.,

B2B Marketing

B2B Marketing PointClear Work Management B2B

Six great blogs for B2B Marketers

Biznology

SEPTEMBER 24, 2014

Howard is a seasoned lead generation pro, and a terrific writer. Viewpoint: The Truth About Lead Generation, by Dan McDade. Dan’s interests are far-ranging, and he’s a master of content marketing (a blog, video chat interviews, white papers, book reviews, training videos), with no fluff. Here’s my list of six current faves.

PointClear

PointClear B2B Marketing B to B B2B

What Percent of Leads Should Sales Close?

ViewPoint

AUGUST 2, 2017

As it turned out, marketing bought leads from a content aggregator for $23.15 Lead definition: A client in marketing told us that they had delivered 9,000 leads to sales the previous year. The SVP of Sales said they received ZERO leads from marketing the previous year. He asked us to examine the gap. per so-called lead.

Sales Qualified Leads

Sales Qualified Leads Lead Ranking Lead Scoring ROMI

Good Reads for B2B Marketing - 8 Changes that Will Improve Your Marketing

ViewPoint

JULY 11, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. B2B Buyers: Traits by Generation [Infographic]. As you’ll see they each have very different buying patterns.

PointClear

PointClear B2B Marketing Advertising Agencies B2B

B2B Lead Management Market Heats Up

Online Marketing Institute

JULY 31, 2009

Home Forrester Research « Getting Up Close and Personal | Main | Social Technographics Data Now Available » March 20, 2008 B2B Lead Management Market Heats Up [Posted by Laura Ramos ] Since the start of this year, I’ve been receiving a boatload of briefing requests from companies wanting to show me their lead generation and management solutions.

Enterprise Management

Enterprise Management Work Management Marketing Management Lead Management

When You Should (and Shouldn't) Outsource Your Marketing

Hubspot

DECEMBER 17, 2012

Lead generation , PPC, SEO, website design, social media, PR, content creation. Lead Generation. Wait, you can outsource lead generation? So to say that you're outsourcing lead generation as an inbound marketer is kind of like. Yeah, I'd call that a lot of balls (and that's not even all of them). Let me explain.

Enterprise Management

Enterprise Management Work Management Paid Search Agency Marketing Management

B2B Marketing Zone

How Much Leads Cost

What's it take to generate leads that fuel your forecast?

Webinars

Trending Sources

How Not to Buy Leads

Webinars

Dear CEO: Find out how well your team is nurturing its B2B sales leads

Leads are Hard

Get 3X B2B Marketing ROI by Nurturing Leads

B2B Lead Generation: Are You Killing the Golden Goose?

We're entering the era of accountability in sales and marketing

5 Steps to Account-based Marketing Success

The B2B Lead Generation-Demand Generation Book “Hall of Fame”

The 10 most fascinating people in B2B marketing in 2016

Does Your Sales Team Know How to Follow-Up on a Lead?

Good Reads for B2B Marketing - Are You Achieving High Performance Marketing?

Good Reads for B2B Marketing - Protect Your Online Reputation

Good Reads for B2B Marketing - 6 Marketing Trends to Watch in 2013

Good Reads for B2B Marketing - 5 Buyer Behaviors Reshaping B2B Marketing

Social Selling 2016: Top 100 Influencers and Brands

Dear CEO: Fix these three things and increase revenue

PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]

The Power of the Human Voice in Lead Qualification & Lead Nurturing

The 10 most fascinating people in B2B Marketing in 2015

Six great blogs for B2B Marketers

What Percent of Leads Should Sales Close?

Good Reads for B2B Marketing - 8 Changes that Will Improve Your Marketing

B2B Lead Management Market Heats Up

Top 47 B2B Marketing Posts - Hot Topics Ning and Facebook - July 2010

When You Should (and Shouldn't) Outsource Your Marketing

Stay Connected