ViewPoint

DECEMBER 9, 2010

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. Qualifying criteria are rarely met due to lack of marketing resources. Money is wasted on sales lead generation programs that don’t work.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 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 4: Dedicate Qualifying Resources.

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Sales Qualified Leads Lead Generation Practices SIC 120

ViewPoint

NOVEMBER 30, 2010

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Sales Qualified Leads Lead Generation High Quality Lead Resources 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. Download the success story from Gleanster, an advisory and resource service for companies planning or implementing B2B business initiatives and technologies.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Lead Scoring 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.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Generation Cost 120

ViewPoint

MARCH 14, 2011

The B2B lead generation and sales lead management strategies we discussed included… Shifting from a full BANT approach to focus on two areas: authority and discovering need. Many thanks to Stone Payton and Todd Schnick, hosts extraordinaire of High Velocity Radio, for the interview on my new book, The Truth About Leads. Let me know!

Lead Generation 120

Lead Generation Generation Leads Lead 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. Tie B2B lead generation activity to overall revenue and profits.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Ranking Lead Generation 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

DECEMBER 7, 2010

The resources and methodologies needed to address these requirements include a smart mix of three core processes : Multi-touch : Frequency matters. Results multiply when lead nurturing strategies multiply. 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

SEPTEMBER 12, 2018

There are three additional steps that more savvy sales leaders know make the difference between a mediocre sales team, and one that consistently generates the deals needed to achieve revenue goals. Deploying Sales Resources 2. These three often-overlooked elements are critical to optimizing sales performance: 1.

Top of Funnel 174

Top of Funnel Ad Building Verticals Training 174

ViewPoint

AUGUST 16, 2018

This is an advantageous position to be in—and one that leads to more deals closing and a reputation as the go-to resource in your category. They’re insuring money spent to generate leads isn’t wasted simply because the qualified prospect isn’t in a hurry. Here’s an example: Marketing spends $60,000 to generate 80 leads.

Lead Scoring 136

Lead Scoring Lead Ranking Sales Qualified Leads Leads 136

ViewPoint

AUGUST 9, 2016

This is an advantageous position to be in—and one that leads to more deals closing and a reputation as the go-to resource in your category. They’re insuring money spent to generate leads isn’t wasted simply because the qualified prospect isn’t in a hurry. Here’s an example: Marketing spends $60,000 to generate 80 leads.

Sales Qualified Leads 120

Sales Qualified Leads Lead Scoring Lead Ranking Demand 120

ViewPoint

FEBRUARY 26, 2016

Everywhere you look, inbound marketing is identified as the ultimate lead generation tool. While its popularity isn’t without merit, this marketing strategy is not the end-all for lead generation. Outbound marketing involves the use of advertising, trade shows, and other methods of pushing a message “outward” to generate a response.

Inbound Marketing 149

Inbound Marketing Enterprise Management Trade Show Lead Nurturing 149

ViewPoint

JULY 24, 2012

The definition of a system requires that it be made up of elements called an assembly of resources and procedures. Ask an engineer in your company to define a system and he or she will tell you it includes: Resources—such as budget, the lead generation resources, human resources and the software that manages the system.

Marketing Management 120

Marketing Management Validation Budget Programs Fulfillment 120

ViewPoint

SEPTEMBER 29, 2016

By applying market segmentation techniques and testing segments you can identify and then prioritize on those segments that generate the highest return and eliminate those segments where the return is not sufficient to invest the time and money in the clean-up. Traditional Database Marketing Cleanups Miss the Mark – And The Potential.

Lead Ranking 120

Lead Ranking Lead Scoring Database Marketing Budget Programs 120

ViewPoint

OCTOBER 20, 2011

As I read the article, it occurred to me that I would add an eleventh critical question: Do you have best-practice lead generation and lead nurturing processes in place before you implement a marketing automation solution? Needless to say, this did not happen, and the company has invested again in best-practice outbound lead generation.

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Marketing Automation Services Marketing Automation PointClear Automation 120

ViewPoint

MAY 17, 2018

A senior marketing executive once got so frustrated with his sales counterpart that he offered the following choices for spending $100,000 on a lead generation campaign: Option. To be fair, marketing’s mandate was to generate more leads every year with shrinking budgets. A viscous cycle: Marketing generates leads, sales ignores them.

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Sales Qualified Leads Buy Lead Scoring Lead Ranking 120

ViewPoint

JANUARY 17, 2012

Are marketing resources or sales reps the right resources to do lead qualification and lead nurturing in the B2B complex sale? But first, let's take a look at some lead generation challenges. Think of lead generation, lead qualification and lead nurturing as progressive steps in a funnel. Who should process leads?

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Leads 120

ViewPoint

JANUARY 17, 2012

Are marketing resources or sales reps the right resources to do lead qualification and lead nurturing in the B2B complex sale? But first, let's take a look at some lead generation challenges. Think of lead generation, lead qualification and lead nurturing as progressive steps in a funnel. Who should process leads?

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Leads 120

ViewPoint

AUGUST 29, 2013

Today''s digitally raised generation are quickly becoming the customers and sales reps we interact with every day. If not, now is the time to take a good look at your business model and make the needed adjustments to adapt to the upcoming generation of consumers and employees. Do you have a resource from your sphere to share?

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B2B Sales PointClear Tips B2B 120

ViewPoint

APRIL 11, 2018

However, it is important to come to an informed conclusion about all targets to help us determine how marketing and sales resources are prioritized in future contact cycles. Approximately 20% to 30% of leads generated are as the result of a call back or email reply. The voicemails and emails build on one another. Let me explain.

PointClear 136

PointClear Sales Qualified Leads Leads Lead 136

ViewPoint

MAY 9, 2013

Lead Generation Poses Biggest Challenge for B2Bs. Generating more leads still tops the list of B2B marketing challenges, but reaching a target audience is on the rise, according to a BtoB survey. Do you have a resource from your sphere to share? Via ComputerWorld. Via MediaPost Communications/Online Media Daily.

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PointClear B2B Marketing BtoB B2B 120

ViewPoint

NOVEMBER 12, 2013

Click to start at this point —Matt said the biggest problem is that marketers are not taking responsibility for what happens after leads are generated. The quality of leads being generated nowadays is abysmal. So what are they doing to generate leads? The Quality of Leads is Abysmal. percent were quality. Twitter: @mattheinz.

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Paid Search Agency Marketing Leads Leads Lead 120

ViewPoint

DECEMBER 14, 2016

Marketing tries to generate greater numbers of prospects. While the book is over five years old, it ties right into the hottest marketing trend - Account-based Marketing or ABM (if you want to read more about ABM, check out this 142 page resource from Engagio – it is excellent.) The result?

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Account Based Marketing B2B Sales ABM Sales Qualified Leads 120

ViewPoint

MARCH 18, 2014

Click to start video at this point — Template emails have, of course, been around for a while, and they’re rarely more successful than direct mailers in generating sales leads (just a two to three percent difference). These generate sales leads at a 20-25 percent rate, Chris said. Be sure to check out the complete video! Stay Tuned.

Paid Search Agency 120

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

ViewPoint

MARCH 18, 2014

Click to start video at this point — Template emails have, of course, been around for a while, and they’re rarely more successful than direct mailers in generating sales leads (just a two to three percent difference). These generate sales leads at a 20-25 percent rate, Chris said. Be sure to check out the complete video! Stay Tuned.

Paid Search Agency 120

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

ViewPoint

JULY 25, 2013

Anthony Iannarino, founder of the popular blog The Sales Blog , shares his knowledge on how to create and maintain a successful blog that will drive traffic to your site and generate more leads. Do you have a resource from your sphere to share? Learn why Anothony says his blog is "an outstanding ROI." Via OpenView Labs. Via Feedblitz.

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PointClear B2B Marketing Trends B2B 120

ViewPoint

OCTOBER 9, 2013

In other words, falling short of sales goals due to a lack of follow-up is caused by the attitude of managers and an increased reliance on automated inside sales platforms, which are great at generating tons of unqualified leads that won’t lead to sales. Marketing automation in the hands of a fool is still a fool’s tool.”. Stay Tuned.

Sales Qualified Leads 120

Sales Qualified Leads Marketing Automation Services Work Management Marketing Management 120

ViewPoint

AUGUST 22, 2013

While marketers may be able to create new content rapidly, does it accomplish what it should—position you as a leader in your industry and generate quality leads? Do you have a resource from your sphere to share? The buzz around content marketing has most marketers racing to keep up with demand. Via Partners in EXCELLENCE.

PointClear 120

PointClear B2B Marketing Webcast Advertising Agencies 120

ViewPoint

JUNE 6, 2013

He suggests using this trend for ongoing long-term lead generation. Do you have a resource from your sphere to share? Matthew Cleary cites his research as revealing that most B2B buyers prefer recorded webinars. Via ClickZ. Let us know in the comment section.'

B2B Marketing 120

B2B Marketing PointClear B2B Trade Show 120

ViewPoint

APRIL 25, 2011

Yet B2B marketers seem to be more focused on lead generation than the rest of the process. Let’s look at the difference between the short-term and the longer-term reality about leads: Lead Generation is a hello and a handshake. Lead generation is always high on the list and lead nurturing is trending at the bottom of the heap.

Lead Gen 120

Lead Gen Emarketing Lead Scoring Lead Ranking 120

ViewPoint

FEBRUARY 11, 2014

A business professor at Columbia University, Ruth is also the author of “Maximizing Lead Generation: The Complete Guide for B2B Marketers” and a guest blogger at Biznology and HBR.org. You can connect with Ruth and learn more about eMarketing Strategy via the following resources: Website: www.ruthstevens.com. Stay Tuned.

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Trade Show Cold Calling Emarketing Sales Qualified Leads 120

ViewPoint

NOVEMBER 7, 2011

So how could it make sense to use outside resources to engage with target companies this valuable? The line of thinking goes something like this: “Outside resources cannot possibly understand what our sales reps and account managers know about our company, our solutions and our culture.

Work Management 120

Work Management Marketing Management Sales Qualified Leads Lead Nurturing 120

ViewPoint

APRIL 7, 2014

Jim is also head of the Sales Lead Management Association, which regularly names the 50 most influential people in lead generation. You can connect with Jim and learn more about the Sales Lead Management Association via the following resources: Website: www.theslma.com. Sales Managers Are to Blame for Lost Leads. By Dan McDade.'

Lead Scoring 120

Lead Scoring Lead Ranking Leads Lead 120

ViewPoint

AUGUST 29, 2011

This shows an alignment with sales, who also rated acquiring new clients as their second most important goal for the year; following increasing revenues in general. So we know what lead generation teams want to do, how well are they positioned to execute?

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Acquisitions Allocation Lead Scoring Lead Ranking 120

ViewPoint

AUGUST 16, 2012

People are trying to explore how do we get together and how do we more appropriately coordinate our really precious resources.”. So we’re being forced to work together to leverage those resources.”. Revenue generation isn’t strictly the responsibility of sales. Dave’s Blog: partnersinexcellenceblog.com. Stay Tuned.

Budget Programs 120

Budget Programs Work Management Marketing Management Sales Cycle 120

ViewPoint

MAY 7, 2013

This innovation helps leading companies gain better understanding of their buyers, leading to improved lead generation and revenue performance. You''ll be far more successful in generating leads. Tony feels one of the things missing in lead generation is the lack of emphasis placed on lead research. LinkedIn: Tony Zambito.

Buyer Personas 120

Buyer Personas Peer-to-peer Buying Cycle Sales Qualified Leads 120