ViewPoint

AUGUST 20, 2015

In part one , I provided insight into the why and what of a lead-to-revenue assessment. These include: Lead and demand generation: How are we attracting and engaging the target audience in building a consistent flow of prospective buyers? In my world, there are four distinct steps in conducting a lead-to-revenue assessment.

Marketing Qualified Leads 120

Marketing Qualified Leads Lead Ranking Sales Qualified Leads MQL 120

ViewPoint

DECEMBER 22, 2016

Is "appointment setting" an effective tactic for lead generation and nurturing? Most companies have experienced lead “traction” issues in their history. The biggest complaint I hear from C-level executives is that they have no idea whether or not leads are being followed up.

Sales Qualified Leads 120

Sales Qualified Leads B2B Sales Cold Calling Lead Scoring 120

ViewPoint

AUGUST 8, 2011

Most B2B lead generation marketers are reporting performance metrics to senior executives but the portion also reporting financial contribution metrics are more likely to be outgrowing their competitors. Marketing strategies improve with better insight into lead conversion to opportunities, sales and revenue.

Lead Generation 120

Lead Generation Marketing Qualified Leads Lead Ranking Sales Qualified Leads 120

ViewPoint

JUNE 29, 2017

Give them the leads that let them apply their expertise to seal the deal. Accountability in sales activity, from pipeline through forecast. An accurate forecast is critical to effective sales and marketing. It goes both ways, and there are processes to make sure it happens.

PointClear 204

PointClear Sales Qualified Leads Forecasting Paper 204

ViewPoint

DECEMBER 19, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. As we plan for the New Year, it’s time to stop following and start leading. Sales Management: Create a 100% sales lead follow-up policy for the salespeople.

Forecasting 120

Forecasting Lock-In Leads Lead 120

ViewPoint

DECEMBER 9, 2010

There is a counter-intuitive relationship between lead volume and sales performance. 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.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

MAY 3, 2012

The introductory post in this series addressed the problems and costs of applying the cost-per-lead metric to measure the success of B2B lead generation investments. In the second post, we looked at elements of a complex sale that impact B2B lead generation costs. Leads must offer high potential close value.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Ranking Lead Generation 120

ViewPoint

AUGUST 29, 2017

Instead of leading with how many gigabytes of storage the device had, Apple led with “1,000 songs in your pocket.”. However, when marketing or selling, you can’t simply lead with the ultimate benefit. Look at your forecast. Reply or send me an email if you want to evaluate your current forecast. But, that’s just me.

Buy 240

Buy Forecasting Fulfillment Lead Ranking 240

ViewPoint

JULY 16, 2013

Top performing B2B sales organizations rarely employ just one lead generation tactic. According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows. Lead Quality Drives Increased Revenue.

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

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.

Sales Qualified Leads 192

Sales Qualified Leads Lead Ranking Top of Funnel Work Management 192

ViewPoint

MAY 14, 2018

Salespeople only know that forecasted deals have been delayed, customers aren’t returning calls, and new prospects are slow in coming, or at least it appears that way. Changes in direct senior management (mainly the president and/or the sales manager) often lead to momentum killers. Sales Lead Brownout. Compensation Adjustments.

Forecasting 149

Forecasting Organic Leads Work Management Trigger Marketing 149

ViewPoint

JANUARY 11, 2010

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PointClear 120

PointClear Forecasting Sales Leads Leads 120

ViewPoint

JUNE 5, 2017

The status quo--where marketing complains about sales not following up on their leads and sales says the leads are no good--is not the place to be. The situation in many organizations today is characterized by: A low number of leads (just 42% on average) accepted and worked by sales. Marketing ROI is measured and credited.

Top of Funnel 149

Top of Funnel Sales Qualified Leads PointClear Cost per Lead 149

ViewPoint

MAY 21, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. But what about the sales forecast? Don’t marketers ultimately serve at the demand of the people paying their wages, the company they work for, and the sales forecast?

Work Management 120

Work Management Marketing Management Planning Forecasting 120

ViewPoint

AUGUST 25, 2016

The sales reps at most B2B organizations have two choices: 1) Spend their time culling through leads that experience has shown are overwhelmingly raw, unfiltered, and unqualified. So, what’s the best way to rid the funnel of fool’s gold (leads that may look good at first blush, but are actually not worth much)?

Top of Funnel 120

Top of Funnel Sales Qualified Leads Budget Programs B2B Sales 120

ViewPoint

JULY 12, 2017

This is one of the 56 reasons companies fail to reach revenue forecasts and what to do about them, which appears in a recently released ebook: How to Turn Around Failing Sales available at the Sales Lead Management Association. You may like: How to Tell if Your Sales Pipeline is Failing You. Andy Paul – Zero Time Selling.

Top of Funnel 149

Top of Funnel Forecasting Pricing Price 149

ViewPoint

APRIL 24, 2013

Many elements must come together to create quality leads, and among these should be departmental transparency and communication. Lead Generation — Don''t Just Turn Up the Volume. Jim recently wrote, "Enhancing lead generation means, not just turning up the volume, but also maintaining and increasing the quality of leads."

Marketing Management 120

Marketing Management Forecasting Transparency Case Studies 120

ViewPoint

OCTOBER 18, 2011

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Translated: Nobody loves me )” “Salespeople never follow-up the leads.” ” “They never close out the leads to tell us who bought.”

Marketing Automation Services 120

Marketing Automation Services Forecasting Work Management Cold Calling 120

ViewPoint

MARCH 18, 2014

When 80 percent of marketing-qualified leads fail to convert into sales-qualified leads, it’s time for the industry to reconfigure its thinking. Click to start video at this point — With 80 percent of marketing leads failing to become sales leads, it’s obvious that we need to re-think things, Chris said. Stay Tuned.

Paid Search Agency 120

Paid Search Agency Sales Qualified Leads Marketing Qualified Leads Marketing Automation Services 120

ViewPoint

MARCH 18, 2014

When 80 percent of marketing-qualified leads fail to convert into sales-qualified leads, it’s time for the industry to reconfigure its thinking. Click to start video at this point — With 80 percent of marketing leads failing to become sales leads, it’s obvious that we need to re-think things, Chris said. Stay Tuned.

Paid Search Agency 120

Paid Search Agency Sales Qualified Leads Marketing Qualified Leads Marketing Automation Services 120

ViewPoint

JUNE 12, 2018

Increase the Lead Generation Budget for Qualified Leads. Qualified leads, i.e. people with a declared need and an intention to buy, will save the forecast. Start driving up qualified leads now, from July through the end of the year, and sales will jump. The goals are: At least a 25% jump in qualified leads.

Forecasting 136

Forecasting Sales Qualified Leads Budget Programs High Quality Lead 136

ViewPoint

OCTOBER 16, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. "So She said, in no particular order: “Just once I’d like salespeople to admit they made a sale from a marketing-generated lead.”. “I I asked the marketing manager.

Trade Show 120

Trade Show Sales Qualified Leads Forecasting CRM 120

ViewPoint

JANUARY 11, 2011

” Management will track demo conversion and forecasting accuracy at the group and rep levels. It won’t be as much about number of leads as it will be about number of forecast opportunities. Lead scoring and lead nurturing will move from art to science. All others will fall by the wayside.

Top of Funnel 120

Top of Funnel Ideal Customer Profiles Lead Scoring Lead Ranking 120

ViewPoint

JUNE 13, 2011

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. I think it’s about getting off the fence and creating marketing plans that drive the sales forecast.

Marketing Automation Services 120

Marketing Automation Services Forecasting Marketing Management Blogger 120

ViewPoint

NOVEMBER 29, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. “So, We want qualified leads.”. Webinar attendees aren’t leads; get me leads.”. If they want me to sell more, give me more leads.”. What gives?

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Forecasting CRM 120

ViewPoint

AUGUST 21, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Marketing creates demand, finding interested people and companies, and gives these leads to Sales; 75% of which are ignored. No lead management system.

Work Management 120

Work Management Marketing Automation Services Marketing Management Wikipedia 120

ViewPoint

APRIL 1, 2015

You were feeling pretty good about work until the new SVP of Sales & Marketing announced that leads sourced by marketing have to be proactively accepted or rejected by sales; AND if you reject a lead you have to say why. A happy day, and hopefully a smile or two are in my forecast for you today. Answer: “About half.”.

Cold Calling 120

Cold Calling Lead Scoring Lead Ranking Sales Qualified Leads 120

ViewPoint

APRIL 19, 2017

He is a trust builder focused on leading transformational conversations, those that create and sustain relationships of value. His greatest strength is in getting others to build consensus around what must change, and identify the resources within themselves that will drive positive results. How could we fix it?

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

MAY 1, 2013

Embedded analytics can make marketing more efficient by providing timely new insights with previously unknown information about how your leads perform once they enter the sales pipeline as opportunities. This will deliver insight on the trends in your pipeline and more accurately identify upward or downward forecasts.

Efficiency 120

Efficiency Analytics Work Management Marketing Management 120

ViewPoint

FEBRUARY 18, 2014

It has the year’s sales forecast, changes in compensation programs, quotas, travel goals by rep, business objectives for the team, and key factors for success. James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint.'

Planning 120

Planning Marketing Plans SWOT Work Management 120

ViewPoint

JANUARY 31, 2012

One thing we can always count on is this: sales will always say they want more leads. I was struck by Dan McDade’s statement in his recent article, Sales Leads: Why Your Reps Need Fewer, Rather Than More , that sales reps are paid to sell—not interpret leads.

Process 120

Process Work Management Lead Ranking Enterprise Management 120

ViewPoint

MARCH 6, 2012

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

JULY 7, 2016

About this time of the year we start to receive calls from prospects wishing to start new lead generation projects ASAP. I need leads NOW!” The fact is they needed leads before now. I guarantee any company promising a “rush delivery” will not be the kind of company you want generating your leads. It happens every year.

Lead Generation 159

Lead Generation Sales Qualified Leads Lead Scoring Lead Ranking 159

ViewPoint

JUNE 15, 2018

Accountability from pipeline through forecast. For companies to transition from where they’ve been to where they need to be, they must understand three truths: Sales lead management (SLM) is a fundamental business process. Accountability From Pipeline Through Forecast. Marketing measurement. It’s not a campaign.

Cost 136

Cost Forecasting Work Management Marketing Automation Services 136

ViewPoint

AUGUST 15, 2017

When the revenue isn’t hitting forecast, there is more to it than training the reps (few need it), competitive offers (there are always competitors), or product failures (seldom valid). Your sales forecast (AKA sales pipeline) is the first indicator of failing sales and therefore quota failures; it is a very reliable indicator of the future.

Forecasting 136

Forecasting Consulting Work Management Paid Search Agency 136

ViewPoint

AUGUST 6, 2013

It has been a pleasure to interview each of them and share perspectives on topics ranging from B2B lead generation and inside sales to social media trends and personal branding. Not Enough Leads. Sales teams say they never have enough leads, but is that really the case? Accurate Closing Forecasts.

Peer-to-peer 120

Peer-to-peer Multi-Channel Forecasting Best Practices 120