ViewPoint

JANUARY 13, 2017

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. You need to measure which leads are rejected and why. And you need to know at what rate your leads progress. Analyze, Analyze, Analyze.

Account Based Marketing 120

Account Based Marketing PointClear ABM Cost per Lead 120

ViewPoint

DECEMBER 9, 2010

With sales organizations facing lower numbers, it seems logical to turn to volume lead generation to fill their pipelines with more and more sales leads in hopes that some will turn into sales. After all, shouldn't more leads deliver more opportunities? In reality, just the opposite often turns out to be true.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

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

AUGUST 14, 2012

This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs. Leads and expected metrics are defined in carefully created and detailed 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 PointClear Generation 120

ViewPoint

JUNE 16, 2015

It also determines that the price of an inbound generated lead is 3x less than the price of an outbound generated lead, $84 versus $220. I do, however, challenge the value [emphasis added] of that inbound lead versus the value [emphasis added] of the outbound lead, and that was not discussed. Bottom line?

Lead Scoring 120

Lead Scoring Lead Ranking Cost per Lead PointClear 120

ViewPoint

MAY 23, 2017

One of the biggest software companies in the world has a division that spends over $200,000 per year on leads that sales refuses to follow-up on. Because a few years ago the sales group asked us (PointClear) to validate those so-called leads and it turned out that only 1.8% Why don’t they follow-up?

Sales Qualified Leads 192

Sales Qualified Leads Lead Ranking Top of Funnel Work Management 192

ViewPoint

JULY 17, 2012

Knowing the B2B lead generation market like I do, here is what I expected to see : “The inbound lead is better because outbound is dead.” As I say in my book, The Truth About Leads , when talking about cost-per-lead: “How much should a lead cost? This is not an anomaly.

Sales Qualified Leads 120

Sales Qualified Leads Work Management Lead Ranking Marketing Management 120

ViewPoint

JUNE 28, 2018

How can you do better than average companies? 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.

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

ViewPoint

AUGUST 2, 2017

Completed Companies per Week. Lead Rate. Number of Leads per Week. Cost per Lead (based on $61.50/hour Break-Even Close Rate (1 / (Margin per Deal / Cost per Lead)). . $250,000. hour and 40-hour week). Close Rate Required for 10x ROMI*.

Sales Qualified Leads 192

Sales Qualified Leads Lead Scoring Lead Ranking ROMI 192

Paul Gillin

FEBRUARY 2, 2012

My 15 months of hell taught me otherwise, and that’s why I was curious when Dan McDade sent me a copy of The Truth about Leads. McDade Is an entrepreneur whose company, PointClear , helps businesses improve their prospecting and lead nurturing. 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