ViewPoint

FEBRUARY 23, 2018

Because the chances are pretty low—probably 3% to 4% at best—that any of these names are bonafide opportunities if you are a B2B company with a complex sales process. Which means those “leads” land in a black hole, and the money spent to generate them is wasted. Let’s start by talking about agile processes. They can’t.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

OCTOBER 5, 2018

Pain, Priority, Process, Environment. Uncovering the decision process is necessary before you can say this target’s a lead. Process questions replace the budget and timeframe questions in the BANT criteria. Yet, these are the “prospects” who score a lot of points in a marketing automation solution.

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Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 136

ViewPoint

MARCH 22, 2018

I spend a lot of time on the phone talking to prospects about the value of informed conversation; the value of an automated cadence with built-in analytics capabilities; and the value of agile lead management processes that let marketing apply learnings to do an even better job of providing the leads sales needs. Our people do as well.

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Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

MARCH 2, 2011

And conversing in ways that generate questions that you have answers to—and connect to your products/services. This is how to generate customer inquiries using social media. But doing these things won’t help your business generate leads and convert sales using social media. Here's a 3 step process that will.

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Sales Management Social Media Work Management Process 120

ViewPoint

JUNE 2, 2015

What makes some lead generation programs fail and others flourish? As an outsourced lead generation company we see a wide array of scenarios, which allows us to offer insight into what clients can do to maximize results. The planning involved in setting up a lead generation program incorporates the same principle.

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Lead Generation Generation Work Management Leads 120

ViewPoint

JUNE 5, 2015

In the first 2 parts of this series we discussed the role of executives and best practices for planning and preparation when outsourcing your lead generation program. In reality, you cannot accelerate the sales process (or even the buying process). To circle back to Part I , here’s where executive involvement plays a key role.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation PointClear Lead Qualification 120

ViewPoint

MAY 28, 2015

As an outsourced lead generation company, one of the ways we can best serve our clients is to offer insight on what they can do to maximize the results from their program. Over ten years ago I put together a comprehensive list of the top reasons outsourced lead generation programs fail. (Those kinds of relationships really suck.).

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Lead Generation PointClear Generation Leads 120

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. Build it and they will come.”

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Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

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? It's a sales AND marketing strategy supported by a process managed by people and enabled by technology.

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Account Based Marketing Lead Generation ABM Lead Scoring 120

ViewPoint

OCTOBER 1, 2015

Is ABM the Holy Grail for 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? Today in part 4, we hear from Scott Vaughan , Chief Marketing Officer at Integrate. So why is ABM the new must-have for B2B marketers?

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Account Based Marketing Lead Generation Sales Qualified Leads Marketing Automation Services 120

ViewPoint

OCTOBER 24, 2011

In the process of learning more about Kenandy, I found additional information in Deborah Gage’s Wall Street Journal Venture Capital Dispatch blog in which she talks about Sandy Kurtzig’s initial reluctance to raise venture capital.

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Lead Generation PointClear Sales Qualified Leads Generation 120

ViewPoint

SEPTEMBER 24, 2015

Is ABM the Holy Grail for 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? Is Account-Based Marketing the Holy Grail for lead generation or a black box solution?” Lead generation is at its core a numbers game.

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Account Based Marketing Lead Generation Cost per Lead Sales Qualified Leads 120

ViewPoint

SEPTEMBER 11, 2012

This is the third in a series of four blogs about lead generation, marketing and sales metrics, and proverbs. A few years ago we had a client that sold business process outsourcing services (or BPO) to large companies. One program in particular targeted the CFO at the top fifty utilities in North America.

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Lead Generation Sales Qualified Leads Generation PointClear 120

ViewPoint

JUNE 7, 2011

For the past 11 years, I have been advising organizations on how to plan and execute their b2b lead generation campaigns. B2B lead generation is complex, and there is always work to be done. There are some big reasons why lead generation campaigns fail that must be dealt with at the outset, before sweating the small stuff.

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Lead Generation Sales Qualified Leads Lead Scoring Lead Ranking 120

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. It takes about 1.6 You can’t have one without the other!

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Lead Generation Sales Leads Sales Qualified Leads Analytics 120

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. 22% of more than 20,000 raw leads converted to qualified leads. 10% of qualified leads converted to sales opportunities.

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Lead Ranking Lead Generation Sales Qualified Leads Lead Scoring 120

ViewPoint

JANUARY 15, 2013

Given that I run one of the many lead generation companies it will not surprise you to learn that I believe a 3rd party focused on response management, lead generation and qualification and lead nurturing is capable of doing a much better job of those services than you are likely to find inside most companies. Disqualified (21%).

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Paid Search Agency Lead Generation Work Management Sales Qualified Leads 120

ViewPoint

OCTOBER 6, 2015

I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. Is ABM the Holy Grail for 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? It doesn’t have to.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 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.

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Lead Generation PointClear Sales Qualified Leads Lead Scoring 120

ViewPoint

OCTOBER 2, 2012

Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

ViewPoint

DECEMBER 16, 2010

” In this seven-part series, we’ve taken an in-depth look at the “processes, practices and systems” that are widely recognized as “improving an organization’s performance and efficiency” in the area of sales and marketing lead generation. Part 1: Agree on Lead Definition.

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ViewPoint

JULY 20, 2010

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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.” I just have to get this order processed and I'll be even closer to goal!'. "So I asked this question on Focus.com a few weeks ago and got answers that surprised me.

Sales Qualified Leads 120

Sales Qualified Leads Work Management Lead Ranking Marketing Management 120

ViewPoint

AUGUST 15, 2011

From a recent survey of new members to the Sales Lead Management Association, we found that generating qualified leads is the biggest issue facing the new members. I have found that generating qualified leads isn’t difficult. If I ask questions of the inquirer (Product, Need, Desire, Time Frame, Budget, Authority, etc.)

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Sales Qualified Leads High Quality Lead Generation Leads 120

ViewPoint

APRIL 24, 2012

As much as marketing and sales best practices—not to mention just plain common sense—dictate that cost-per-lead not play a prominent role in managing and measuring B2B lead generation investments, the metric continues to prevail. The problems and costs of a cost-per-lead approach.

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Cost per Lead Sales Qualified Leads Lead Generation Cost 120

ViewPoint

OCTOBER 13, 2011

” Quite often, I am asked about outsourcing lead generation and appointment setting to professional service firms. Additionally, for the better part of 19 years, we owned and operated a professional service organization that generated leads, appointments and sales by phone for a wide variety of organizations. What do you mean?

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Lead Generation Top of Funnel Generation Work Management 120

ViewPoint

DECEMBER 14, 2010

ROI measurement and performance metrics here should be grounded—not in volume—but in opportunity quality, conversion ability and revenue generated on investment. The next installment concludes the series and reviews the seven best-practice lead generation recommendations.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Ranking Marketing Qualified Leads 120

ViewPoint

MAY 23, 2018

Successful lead generation—inbound and outbound—requires nurturing. Generally speaking, nurturing programs increase the lead rate significantly: Standard B2B lead-generation programs produce an average 5% lead rate. That’s more than triple the number of leads generated without a built-in nurturing process.

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Sales Qualified Leads ROI Lead Scoring Lead Ranking 149

ViewPoint

AUGUST 20, 2018

Most sales and marketing teams are looking for ways to generate more leads. 1) Develop a process to measure the cost per fully-qualified lead. In addition to analyzing the actual cost of a qualified lead (not just the cost to generate a raw lead), you should also carefully measure the progression of leads through the sales process.

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Sales Qualified Leads Lead Ranking Leads Lead 149

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. Successfully engaging prospects depends on a mix of tactics to maintain positive awareness of your offering until it’s time to buy.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

JANUARY 26, 2018

For more than 20 years we’ve talked about multi-touch, multi-media, multi-cycle processes that multiply results. Some people ask if voicemail and email should be part of the sales lead generation cadence. Many of the leads we generate for clients are the result of a call back or email reply. Wish I had thought of that.

Sales Qualified Leads 120

Sales Qualified Leads Work Management Marketing Management Terms and Conditions 120

ViewPoint

AUGUST 25, 2016

Sales is not as productive as they need to be to meet quota, marketing is wasting its budget generating leads that don’t get followed up, and the company as a whole is not likely to meet revenue goals. Sales should expect to receive leads that are qualified, nurtured and ready to begin the closing process. 2) Or, dismiss them outright.

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Top of Funnel Sales Qualified Leads Budget Programs B2B Sales 120

ViewPoint

JUNE 15, 2017

One finding stood out: 85% to 90% of all inquiries and leads were in a qualification and nurture process that was out of control. The lead generation team was doing its job, but the rules for a qualified lead were so onerous that very little was going to the salespeople. Those inquiries with immediate need were passed along to Sales.

Sales Qualified Leads 168

Sales Qualified Leads Lead Scoring Lead Ranking Telemarketing 168

ViewPoint

APRIL 28, 2017

Stopping or slowing down lead generation, qualification and nurturing programs creates what I call a “bubble-in-the-funnel.” The thought process might seem logical but it isn’t. I invite you to share your seasonal experiences generating leads and targeting qualified prospects.

Top of Funnel 149

Top of Funnel Sales Qualified Leads Fulfillment Marketing Funnels 149

ViewPoint

OCTOBER 20, 2016

We generate, qualify and nurture leads using Account-Based Marketing processes. Only 42% of marketing generated leads were accepted and worked in those same years. By using Account-Based Marketing processes, more revenue can be driven at a fraction of the cost of most marketing programs. The result?

Top of Funnel 120

Top of Funnel Wikipedia Sales Qualified Leads Account Based Marketing 120

ViewPoint

MARCH 3, 2016

This is Part Two of a two-part blog (read part 1 here) about how to improve accuracy in lead/revenue projections in organizations with a complex sales process: To recap part one, simple lead generation calculators miss these four things: They don’t take critical metrics (like last year’s revenue) into account. qualified accounts.

Lead Ranking 180

Lead Ranking Sales Qualified Leads ROI Lead Scoring 180

ViewPoint

DECEMBER 15, 2017

Kimmy was recognized in the category People in Lead Generation Companies for her many contributions in the last decade-plus helping PointClear clients as Program Director.

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