ViewPoint

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The Quest for Good Leads: Are You Asking the Right Questions?

ViewPoint

What’s a good lead rate? How much should a lead cost? Just google them.) The lead rate for high quality, enterprise opportunity leads has been roughly flat.) That said, for several years the elephant in the room has been inbound marketing and inbound marketing lead rates.

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The Why, What & How of a Lead-to-Revenue Assessment, Part 2 - The How

ViewPoint

In part one , I provided insight into the why and what of a lead-to-revenue assessment. These include: Lead and demand generation: How are we attracting and engaging the target audience in building a consistent flow of prospective buyers? In my world, there are four distinct steps in conducting a lead-to-revenue assessment.

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PowerViews with Matt Heinz: The Quality of Marketing Leads is Abysmal

ViewPoint

The Quality of Leads is Abysmal. 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. In a recent study, it was determined that of 9,000 leads, only 1.28

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Is Your Web-based Content Driving Away Sales Leads

ViewPoint

source: Google ). source: Google). Today, unless the bulk of your qualified leads are finding and approaching you, your content is not doing its job. (source: Marketo ). 62% of business buyers now spend more time researching product and services online than they did prior to the recession.

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Dead is Dead! (At Least in Sales and Marketing)

ViewPoint

Here are a few more things that are, according to some, dead: design, privacy, advertising, fur, Hollywood, Bitcoin, craft beer, punk (well, maybe), Google Glass, 3D and the American Dream. Hence, marketing defaults to number of leads and cost per lead and sales ignores them for the most part. Yikes, is Batman dead?

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Three “Lies” That Plague B2B Businesses Today (Part One of Three)

ViewPoint

If they’d taken 5 minutes to Google me, they’d know this. Short and sweet from Ruth Stevens: “My clients, despite the presence of extensive lead gen support, still rely on cold calling to get access to the accounts they target. Even if you’ve never spoken to the buyer before, you can be relevant. I experience this every day.

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Good Reads for B2B Marketing - Protect Your Online Reputation

ViewPoint

Use tools such as Google Alerts, Social Mention and Topsy to discover your online rep, and work on building a positive online brand for your company. Lead Generation Poses Biggest Challenge for B2Bs. Via ClickZ. LinkedIn revamps contacts tool to boost relationship management. Via ComputerWorld.