ViewPoint

SEPTEMBER 22, 2015

Is ABM the Holy Grail to lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? With ABM you fish with a spear (again, this is from Jon Miller, co-founder of Marketo and founder of Engagio.)

Account Based Marketing 120

Account Based Marketing Lead Generation ABM Lead Ranking 120

ViewPoint

MAY 18, 2016

When weighing the benefits of inbound vs. outbound marketing, the RING formula can help you to determine the right way to approach lead generation for your organization. But inbound alone can’t generate enough leads to drive the revenue you need. It takes an “allbound” approach to maximize your lead-generation efforts.

Planning 168

Planning Sales Qualified Leads Top of Funnel Paid Search Agency 168

ViewPoint

FEBRUARY 24, 2016

Unfortunately, as a result of this thinking, marketing spends a ton of money generating leads for sales that are never followed-up. Isn’t it demand generation with a new name? And, inbound leads generate smaller deals with lower level decision makers. Isn’t it demand generation with a new name? Account Based Marketing.

Lead Ranking 149

Lead Ranking Demand Generation Agencies Account Based Marketing Paid Search Agency 149

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. The following data is from an insightful post on the Marketo blog by Michael Boyette of the Rapid Learning Institute: Why Sales Reps Don’t Follow-up on Good Leads.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

JULY 11, 2011

Telesales lead generation supports both field and inside sales. Sales and marketing headcounts have increased to generate new customers. You’ll need to have a large direct sales force that includes field and inside sales and proactively use outbound calling to generate, qualify and nurture mid-sized and large company leads.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

AUGUST 30, 2012

Craig specializes in lead generation, lead qualification, and B2B marketing and sales. They’re generating tons of leads. He cites the example of a marketing automation company to illustrate how important outbound initiatives are: “Jon Miller from Marketo is one of my favorite writers on lead development. I use it all the time.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

MAY 30, 2012

As an example, he points to Marketo’s success and the way their marketing group was driving leads even before they had a sales team. It’s still hard to do right, he notes, and some marketers tend to “go to the crutches” like cost-per-lead or number of leads generated.

Differentiation 120

Differentiation Tips Top of Funnel Marketing Automation Services 120