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. Example 1: A shift in scoring criteria drives higher results.

Lead Ranking 120

Lead Ranking Lead Generation Sales Qualified Leads Lead Scoring 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.”

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 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.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Practices SIC 120

ViewPoint

DECEMBER 14, 2016

Marketing tries to generate greater numbers of prospects. The ten attributes of a well-qualified lead are: Targeted SIC or NAICS code. Per sales, a qualified lead is based on criteria they understand, but marketing is in dark. The result? Firmographics (revenue, # of employees, # of locations…).

Account Based Marketing 120

Account Based Marketing B2B Sales ABM Sales Qualified Leads 120

ViewPoint

MAY 13, 2016

One day, in frustration, he offered sales management the following approaches regarding spending $100,000 to generate leads. In my book, The Truth About Leads I suggest the following as criteria for a universal lead definition: Industry or SIC code. 100,000 companies with up to three executive contacts—but with no email addresses.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

SEPTEMBER 4, 2018

Keeping data clean is critical to lead generation success. To reveal segments with higher probability of generating leads, compare your marketing database, which could number thousands of contacts, to your customer database. This knowledge can be predictively applied to generate higher return on future programs.

PointClear 120

PointClear SIC Cost Lead Ranking 120

ViewPoint

DECEMBER 21, 2017

Although correcting basic data fields is an ongoing commitment of time and resources, it’s critical to lead generation success that marketers execute data segmentation and prioritization activities on an ongoing basis as well. This knowledge can be predictively applied to generate higher return on future programs.

B2B Sales 120

B2B Sales PointClear SIC Lead Ranking 120