ViewPoint
NOVEMBER 13, 2017
The result of these touches is what we call a disposition: PointClear's term for completing contact with a decision maker or company (some programs lend themselves to dispositioning by contact and some by company). This approach yields a 5% lead rate. We invest about 10,000 touches to generate 50 leads. What Is Multi-Touch?
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?
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ViewPoint
FEBRUARY 7, 2012
In the first article on marketing analytics , I discussed the best-practice processes involved in the review, assessment and continuous enhancement of sales lead generation programs to achieve improved results. Example 1: A shift in scoring criteria drives higher results. 22% of more than 20,000 raw leads converted to qualified leads.
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.
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. None were actually leads.
ViewPoint
JANUARY 22, 2016
To create lasting and sustainable sales performance improvement, sales managers need to free time up to invest in higher-value sales leadership activities. Companies need to remember the sales manager’s primary job and stop burying them with unimaginable amounts of crap that has nothing to do with leading the team or driving new revenue.
Onalytica B2B
FEBRUARY 24, 2016
We looked at the topic of social selling before on our blog in 2015 , and we were keen to look at it again to see which Social Selling brands and individuals were leading the online discussion. Be sure to download the report to see who ranked beyond 50 on the list. Influencer Score. PointClear. Influencer Score.
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