ViewPoint

JULY 31, 2012

Generating sales leads that are actually followed up by sales is a basic business process that is broken in most companies. You can read more about this in the white paper Point C: From Chaos to Kickass. In the white paper I explain this in detail, and provide a mini-case study to substantiate, the value of this step.

Sales Qualified Leads 120

Sales Qualified Leads Sales Leads Lead Ranking Marketing Qualified Leads 120

ViewPoint

AUGUST 11, 2015

Generate Demand. Branding has gotten a lot of attention in B2B over the last ten years or so, as traditional agencies, to generate more revenue, jumped on the band wagon of brand measurement and improvement for B2B. If Marketing wants to measure lead generation programs, it starts with: Isolating lead generation into campaigns.

Work Management 120

Work Management Marketing Management Wiki ROI 120

ViewPoint

JUNE 6, 2013

The most sought after content are research reports, white papers, case studies and product reviews. He suggests using this trend for ongoing long-term lead generation. Half of those buyers trust professional associations, online communities and industry organizations as important sources for content. Via BtoBMagazine.

B2B Marketing 120

B2B Marketing PointClear B2B Trade Show 120

ViewPoint

MAY 13, 2016

One day, in frustration, he offered sales management the following approaches regarding spending $100,000 to generate leads. In that post I quoted a client and friend who at the time was CMO for a Fortune 100 company. 100,000 companies with up to three executive contacts—but with no email addresses.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

DECEMBER 18, 2012

In addition, he mentioned that Big Data isn’t a cure all for generating new leads, it’s just another tool that used in the wrong way, won’t help the sales effort. While marketing is really good at parts of the lead generation process, it is not designed to handle 100% of the coverage. Anthony agreed with this wholeheartedly.

Lead Ranking 120

Lead Ranking Work Management Business Marketing Management 120

ViewPoint

MARCH 27, 2014

A survey of B2B buyers revealed what they want to see on vendor websites: detailed contact information, case studies, white papers and articles. Use voicemails and emails with compelling content to generate and follow-up on leads. A survey Of 175 B2B buyers reveals what they want to see on vendor websites. Voicemails work.

Social Media 120

Social Media Work Management Marketing Management Media 120

ViewPoint

FEBRUARY 16, 2012

Why is it so difficult to generate actual leads and sales using social media in the B2B world? I learned how investment and property management firm, Jones Lang LaSalle is generating tangible leads on seven-figure commercial real estate deals using YouTube. Do your YouTube videos or white papers reveal hidden opportunity?

Customer Satisfaction 120

Customer Satisfaction Sample Youtube Social Media 120

ViewPoint

MAY 30, 2012

Working with a wide variety of clients from tech firms to sports properties and lifestyle brands, Andrew has crafted successful campaigns built around white papers, event-based advertising and sales training materials for clients such as Major League Baseball, Canon, DuPont, SAP, Business Objects, Oracle and many others.

Differentiation 120

Differentiation Tips Top of Funnel Marketing Automation Services 120

ViewPoint

JUNE 28, 2018

Here’s a real-life case that illustrates why this point is important: Over the past year marketing has generated thousands of “leads” from many sources with the most preferred source called Downloads from Content Syndicator—see table Lead Source Analysis. Here is a report from marketing: “We’re on track for a great quarter in lead generation.

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

ViewPoint

DECEMBER 8, 2011

Chris is an experienced technology business development & marketing executive, with deep domain expertise in the areas of online and inbound marketing, strategic alliances, demand generation, and corporate development/M&A. ” “How many recipients clicked through on that link we Tweeted out and downloaded our White Paper?”

Merchandising 120

Merchandising Clickthrough Demand Generation Agencies ROI 120

ViewPoint

JANUARY 26, 2012

Ruth is also author of Maximizing Lead Generation: The Complete Guide for B2B Marketers. Let me go out on a limb and propose the top five media for your lead generation toolkit. Telephone is great for outbound inquiry generation, as well as lead qualification and nurturing. Every business needs new customers.

B to B 120

B to B netFactor Media SEM 120

ViewPoint

AUGUST 23, 2012

Click to start video at this point — Asked about what has or hasn’t happened in marketing and sales in 2012 that surprises him, Tim notes that lead generation and sales activity are up—providers are getting the “at bats.”. Demand Generation Recommendation: From PDFs to Visuals and Video. I think I’m OK.’

Demand Generation Agencies 120

Demand Generation Agencies Work Management Demand Generation High Quality Lead 120

ViewPoint

MARCH 6, 2012

She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies. The key is to unearth trends and anomalies and make the necessary adjustments, while also tying marketing activities to revenues generated. decline among Laggards.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

JULY 12, 2012

Click to start video at this point — Recent research reports high social media use by senior execs for staying in touch but low use for buying, and Ann comments, “I think people have really tried to shoehorn lead generation tactics into social media. That’s pure lead generation. I think that can be a part of it.

Marketing & Strategy 120

Marketing & Strategy Broadcasting Mobile Advertising Inbound Marketing 120

ViewPoint

SEPTEMBER 20, 2012

Bob describes how overreliance on inbound marketing carries the risk that reps’ only role will be as super closing machines dealing with leads being generated by marketing automation activity: “They’re going to have a marginalized job that says, ‘Well, we’re only going to have reps work on things if the algorithm says they should.’”.

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

FEBRUARY 19, 2016

What this means for you is that enterprise sales leads are more important than ever before, and your lead generation strategies must align with your target audience’s needs. CEO’s should care about lead generation simply because it will help them create a sustainable company.

Lead Generation 174

Lead Generation Sales Qualified Leads Lead Scoring Lead Ranking 174

ViewPoint

AUGUST 15, 2017

To understand the revenue failure issue, as a consultant I had to start with the people closest to the issue and then spread out to policies, procedures, tool use, and marketing lead generation. These are four of 56 reasons sales could be failing as outlined in a white paper written by James Obermayer. Go here for.

Forecasting 136

Forecasting Consulting Work Management Paid Search Agency 136

ViewPoint

MARCH 4, 2014

This happens when a company is using a variety of inbound methods—white papers, webinars, blogs, etc. — This is a key reason why salespeople in some organizations actually deprioritize leads they get from marketing, preferring to go after leads they generate themselves through traditional outbound marketing efforts.

Inbound Marketing 120

Inbound Marketing Top of Funnel Lead Qualification Sales Qualified Leads 120

ViewPoint

MAY 5, 2015

Fact is that most organizations and even many consultants have viewed lead nurturing as a separate event (not part of an integrated Demand Generation Strategy) and in doing so, have made success elusive. Rather, nurturing is a key stage in the overall progression of a holistic Demand Generation Program.

Lead Nurturing 120

Lead Nurturing Lead Scoring Lead Ranking Peer-to-peer 120

ViewPoint

JULY 21, 2011

His was not a self-educating work style, and there was no way he was going to search blogs or websites to download white papers. He responded to a proven outbound lead generation methodology driven by an experienced prospect development professional. Complex internal buying landscapes.

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. For more insights into the B2B sales and cost per lead read our white paper: How Much Should a Sales Lead Cost?

Sales Qualified Leads 136

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

ViewPoint

MAY 7, 2015

Telemarketing jumped into the system when a large recession devastated their business model of lead generation, and appointment setting was not enough to keep them going. So they began to sell follow-up as a tool to mix with mail. Email surfaced with the internet and the mixture of mail, calling and email became a standard for nurture models.

Lead Nurturing 120

Lead Nurturing Lead Ranking Lead Scoring PointClear 120