ViewPoint

FEBRUARY 9, 2012

In this three-part series, the first article on marketing analytics looked at predictive targeting best practices, and the second article cited two sales lead generation programs to show how these processes actually drive improved results. At that point, a prospect has received an average of 41 different touches over a period of 15 months.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120

ViewPoint

AUGUST 14, 2012

This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs. No Response means we completed a multi-touch, multi-media touch cycle without reaching the prospect or their reaching back out to us. greater than “cold” outbound prospecting and nurturing.

Lead Generation 120

Lead Generation Sales Qualified Leads PointClear Generation 120

ViewPoint

DECEMBER 7, 2010

The resources and methodologies needed to address these requirements include a smart mix of three core processes : Multi-touch : Frequency matters. From initial engagement to lead qualification and through long-term nurturing, frequent and systematic touches are essential. Multi-media : Use a smart mix of multiple media.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

APRIL 14, 2011

Ingenix required a lead generation and lead nurturing team with specialized knowledge of the healthcare sector and experienced professionals who could. Like many businesses selling complex solutions, Ingenix was looking for a way to impact the quality of prospect development practices in order to influence sales outcomes and increase revenue.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Lead Scoring 120

ViewPoint

MAY 29, 2012

The new demand waterfall recognizes several new sources of opportunity: inbound AND outbound, rep generated, multi-touch nurture programs. True demand generation health is all about balance (it is not all inbound and not all outbound). Surveys generate a tremendous amount of content that can be repurposed inexpensively.

Multi-Channel 120

Multi-Channel Demand Generation Agencies Class Webinar Metrics 120

ViewPoint

SEPTEMBER 18, 2012

How multi-touch, multi-media, multi-cycle processes multiply results. Here are the steps with some comments: Find a pain or need (usually either generated by marketing or proactive inbound). This time we are going to talk about how sales reps look a gift horse in the mouth, why and what to do about it.

Sales Leads 120

Sales Leads Sales Qualified Leads Leads Lead 120

ViewPoint

MAY 30, 2012

Click to start video at this point — Commenting on the debate between the right outbound/inbound marketing mix, Andrew notes that the dichotomy is a bit hyped: you still need a balance that delivers multiple touches in multiple media. Databases Play a Key Role in Driving Multi-Touch & Multi-Media Contact.

Differentiation 120

Differentiation Tips Top of Funnel Marketing Automation Services 120

ViewPoint

JUNE 15, 2012

2012: Companies Lifting Off with Higher Budgets for Marketing & Lead Generation. There have been more comments from marketing automation vendors that cold calling and other traditional ways of generating sales leads are going away. Increased budgets of this nature are including outbound telemarketing and lead generation companies.

Lead Management 120

Lead Management Work Management Marketing Management Direct Marketing 120

ViewPoint

AUGUST 28, 2012

No Response means we completed a multi-touch, multi-media touch cycle without reaching the prospect or their reaching back out to us. B2B Sales Lead Management, Marketing and Sales Metrics, and Proverbs—The Four-Part series: Part 1: B2B Lead Generation: Are You Killing the Golden Goose? Paying anything more than $.50

Lead Management 120

Lead Management Sales Qualified Leads B2B Sales Sales Leads 120

ViewPoint

JUNE 10, 2016

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. But the majority of the leads you generate will still likely not be ready for your sales team, be ready to buy, or even be the type of customer you want to sell to.”. Make marketing accountable.

Sales Qualified Leads 120

Sales Qualified Leads Planning Peer-to-peer Work Management 120

ViewPoint

MARCH 12, 2013

But, the underlying thing is that I never recommend that someone only use digital touches as a nurturing strategy. Successful companies are able to use human touches as well as digital touches as part of a nurturing strategy. But the CEO of a multi-million dollar company should not be worrying about leads.

Forrester 120

Forrester Work Management Marketing Management B2B Sales 120

ViewPoint

FEBRUARY 2, 2012

When it comes to improving sales lead generation results, using marketing technology without analytics expertise and business acumen results in a numbers glut devoid of action items. Applications should be used to track the number and frequency of touches, aggregate information, and align data points with outcomes.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120

ViewPoint

MAY 1, 2012

In the first blog on the fallacy of using the cost-per-lead metric to measure the success of B2B lead generation investments, we looked at the nature of the problem and associated costs to the organization. In this post, we’ll review three critical elements that impact B2B lead generation costs in the complex sale.

Cost per Lead 120

Cost per Lead Lead Ranking Marketing Qualified Leads Lead Generation 120

ViewPoint

AUGUST 18, 2016

Our approach was to build a great database (of 803 hospitals) and use a multi-touch, multi-media and multi-cycle process to have discussions with the specific desired contact and multiply results for our client. What it would have cost to do what the client presented: $172,200. Disturbing Trend. Let me ask you a question.

Account Based Marketing 120

Account Based Marketing Automation ABM Paid Search Agency 120

ViewPoint

JUNE 15, 2018

Integrated, multi-media campaigns directed toward focused audience groups work best. Second, touch and response data can be captured and reported on immediately. Messages and offers are testable. Single media campaigns waste an enormous amount of money. Marketing Measurement.

Cost 136

Cost Forecasting Work Management Marketing Automation Services 136

ViewPoint

JULY 21, 2011

See an earlier blog on the chief executive of a large utility who finally responded positively on the 42 nd touch and later signed off on a $1 billion deal for one of our customers. He responded to a proven outbound lead generation methodology driven by an experienced prospect development professional.

Sales Management 120

Sales Management Enterprise Management Work Management Marketing Management 120

ViewPoint

AUGUST 22, 2018

Which style works best for qualified lead generation and provides a lower cost per lead? They often bypass the shotgun blasted leads generated by broadly targeted campaigns, like webinars and direct marketing campaigns. Both have their place in sales and marketing. The laser targeted approach holds sales accountable for every lead.

Sales Qualified Leads 136

Sales Qualified Leads High Quality Lead Lead Generation Cost per Lead 136