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. So decide in advance if you are looking for quality over quantity, and if you are willing to wait for leads to be developed that are worth your sales team’s time.

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Sales Qualified Leads Lead Generation PointClear Lead Qualification 120

ViewPoint

APRIL 17, 2012

I responded in saying it is a leadership issue and having sales control the lead generation task without hiring someone to do it (which just drives up sales expense) is not the answer. Tony Tissot of eTrigue remarked that lead generation is the responsibility of marketing, but getting the outcomes agreed upon should be the goal.

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Lead Generation Sales Qualified Leads Generation 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. That is assuming there is a filter between raw lead generation and sending those leads to sales (if not, it is more likely that too few touches would have been invested and the opportunity would have been wasted).

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Lead Generation Sales Qualified Leads Generation PointClear 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?” Well, it’s neither.

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

ViewPoint

OCTOBER 6, 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? Here's the thing: Account-Based Marketing is not really about lead generation at all. It's not a distraction.

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Account Based Marketing Lead Generation Lead Ranking 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.

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Paid Search Agency Lead Generation Work Management Sales Qualified Leads 120

ViewPoint

JANUARY 9, 2014

Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. I detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Automated systems accurately score (prioritize) leads. Voicemails are a waste of time.

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Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

OCTOBER 24, 2011

The comment made me think about our outsourced B2B lead generation services and the way we have successfully partnered with manufacturing, technology and start-up companies to cover their markets, develop their prospects and deliver highly qualified sales opportunities to their field sales teams.

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Lead Generation PointClear Sales Qualified Leads Generation 120

ViewPoint

SEPTEMBER 15, 2011

Online lead generation has become a bit like the California Gold Rush. Today, ten or so years after the onset of online lead generation in the B-to-B sector, the scientist, not the lucky prospector, is the one who will win. So, lead generation and lead nurturing really become inseparable.

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Online Lead Generation Lead Generation Lead Ranking Generation 120

ViewPoint

FEBRUARY 16, 2016

These companies have a very high demand for their products and services, but they still need strong lead generation and qualification processes. Effectively turning sales leads into revenue means each department responsible for revenue (Marketing and Sales) has clear responsibilities. Turn Your Lead into a Sale.

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Sales Leads Sales Qualified Leads Leads Lead 159

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? Have open, regular dialogue with sales and stakeholders on what’s working and what’s not to quickly adapt their joint efforts.

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Account Based Marketing Lead Generation Sales Qualified Leads Marketing Automation Services 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. Example 1: A shift in scoring criteria drives higher results. Example 2: A new predictive targeting model.

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Lead Ranking Lead Generation Sales Qualified Leads Lead Scoring 120

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. After all, shouldn't more leads deliver more opportunities? In reality, just the opposite often turns out to be true.

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Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 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. Not seeing the forest for the trees.

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Cost per Lead Sales Qualified Leads Lead Ranking Lead Generation 120

ViewPoint

MARCH 14, 2011

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. 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.

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Lead Generation Generation Leads Lead 120

ViewPoint

OCTOBER 13, 2011

” Quite often, I am asked about outsourcing lead generation and appointment setting to professional service firms. All of those years, all of those calls and all of those clients taught us a thing or two about why outsourcing lead generation or appointment setting is perfect for some companies and a disaster for others.

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Lead Generation Top of Funnel Generation Work Management 120

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.” Simply driving large numbers of respondents and dumping them on sales does not work. I asked this question on Focus.com a few weeks ago and got answers that surprised me.

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Sales Qualified Leads Work Management Lead Ranking Marketing Management 120

ViewPoint

JUNE 9, 2017

While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying. Here’s an experience our associates had in delivering a particularly valuable opportunity: The prospect was worked from Aug. –

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Lead Qualification Touchpoints Sales Qualified Leads PointClear 220

ViewPoint

MAY 16, 2017

When it comes time to exploring how you can increase lead generation ROI, that is, produce better leads more cost effectively, move "technology" to the bottom your to-do list. So start by engineering your processes to focus on lead quality not quantity. More about this.

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Sales Leads Process Top of Funnel Lead Scoring 202

ViewPoint

MAY 23, 2018

Lead nurture can triple the return on most marketing campaigns. By nurturing leads until they’re ready to turn over to sales, an organization can eliminate wasted marketing spend and increase sales results. Successful lead generation—inbound and outbound—requires nurturing. The numbers speak for themselves.

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Sales Qualified Leads ROI Lead Scoring Lead Ranking 149

ViewPoint

OCTOBER 3, 2017

Standard B2B lead-generation programs produce an average 5% lead rate while advanced lead-generation programs (which include lead nurturing) produce an average 15% lead rate—three times higher. That is why you frequently hear sales say: “the leads suck.”. Long term, things get even worse.

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Top of Funnel B2B Sales Sales Leads Sales Qualified Leads 168

ViewPoint

OCTOBER 31, 2017

Existing groups work well together, they contribute more quickly, and they are more likely to shake things up (in a good way),” Finkelstein, the Steven Roth professor of management and director of the Tuck Center for Leadership at Dartmouth College, wrote. Read Is it Better to Insource or Outsource Lead Generation?

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Paid Search Agency PointClear Telemarketing Companies 159

ViewPoint

APRIL 28, 2017

Stopping or slowing down lead generation, qualification and nurturing programs creates what I call a “bubble-in-the-funnel.” Talk to the 85% of executives who are working and don’t worry about the 15% that might be at the beach. You can call the 15% when they return to work.

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Top of Funnel Sales Qualified Leads Fulfillment Marketing Funnels 149

ViewPoint

DECEMBER 15, 2017

Our own Kimmy Netterville made the Sales Lead Management Association’s “Most Inspiring” list of 40 outstanding individuals in our industry, announced today. 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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PointClear Lead Scoring Lead Ranking Sales Qualified Leads 0

ViewPoint

NOVEMBER 13, 2017

To reduce sales lead generation cost, you need to optimize the value of each prospect. Persistence (across multiple cycles), with professionalism, works. What Is Multi-Touch? One way to do this is to avoid under-touching your targets. I have been trying to get to that person for two years. How did you do it?”

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PointClear Media Sales Qualified Leads High Quality Lead 319

ViewPoint

OCTOBER 12, 2017

Now you have the number of units that will be sold in the coming months without lead generation. This is the basis for projecting the number of leads needed to make the forecast from sales leads for the new year. Here’s How it Works. Create a spreadsheet of the sources and the number of leads that you will find.

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Forecasting Sales Qualified Leads Leads Lead 166

ViewPoint

JANUARY 26, 2018

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. In fact, some years ago a client closed a $1 billion deal when the prospect called us back after the 42nd touch and became a lead.

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Sales Qualified Leads Work Management Marketing Management Terms and Conditions 120

ViewPoint

JULY 24, 2017

A competitor in the teleprospecting business recently published a list of B2B companies based on how easy or hard they were to work from a lead-generation standpoint. At the bottom of the list were what they called “uncloseables,” meaning these were companies that this competitor was not able to generated leads from.

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Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149

ViewPoint

MAY 18, 2016

When weighing the benefits of inbound vs. outbound marketing, the RING formula can help you to determine the right way to approach lead generation for your organization. From there marketers can understand and what contributions are required by nurturing those inbound leads, plus how much revenue must be driven by proactive outbound.

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Planning Sales Qualified Leads Top of Funnel Paid Search Agency 168

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. At best, a well-run inbound marketing campaign can realistically deliver 35% of your enterprise level sales leads.

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Inbound Marketing Enterprise Management Trade Show Lead Nurturing 149

ViewPoint

NOVEMBER 29, 2016

While marketing technology and marketing automation software are not totally to blame, they have made it easier to get more poor quality leads to sales faster than ever before. Just 42% of marketing qualified leads are accepted and worked by sales. The #1 sales execution challenge is the lack of qualified leads.

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

ViewPoint

FEBRUARY 23, 2018

What’s it take to generate a volume of real leads, the ones you really need? Over the past two decades we’ve worked hard to crack the code on this. PinPoint™ Platform , our automated solution that helps manage lead generation, qualification and nurturing. Let’s start by talking about agile processes.

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Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

FEBRUARY 28, 2018

The short answer is we work with B2B technology, healthcare, financial services and business services organizations, as well as manufacturers. What they have in common are complex sales processes, and the need for outbound account-based marketing services that generate high-quality leads for sales. unscripted ) with prospects.

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PointClear Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

MARCH 7, 2018

We teach them how to navigate an organization, we work with them on the anatomy of a call, we practice questioning (situation, problem and implication) … and we cover other ground that helps them be better sales prospectors. Perhaps the most important topic that we go over—in detail—is the art of active listening. Pay attention.

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PointClear B2B Thought Leadership Lead Qualification Thought Leadership 159

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. Content Aggregator “Leads”. Fully qualified sales leads are the life blood of any organization. Vertical Qualified. Email Addresses.

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Sales Qualified Leads Buy Lead Scoring Lead Ranking 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.

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Lead Ranking Sales Qualified Leads ROI Lead Scoring 180

ViewPoint

DECEMBER 12, 2017

An employee of a targeted company needed only to download some content to be qualified as a lead. As long as they worked for XYZ Company and downloaded the content they were a lead. Candidly, I doubt that is actually how the lead recipients feel. It did not matter if they were ready to buy – or even qualified to buy.

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Sales Qualified Leads Lead Scoring Lead Ranking Buy 189