ViewPoint

MARCH 13, 2014

Nick Stein, SVP of Marketing at Vision Critical Vision Critical is the world''s leading provider of insight communities, currently supporting over 650 brands worldwide. Matt Heinz, Heinz Marketing, The Quality of Sales Leads is Abysmal. The quality of leads being generated nowadays is abysmal. percent were quality.

Lead Ranking 120

Lead Ranking Social Marketing Paid Search Agency Leads 120

ViewPoint

SEPTEMBER 24, 2015

As Account-Based Marketing continues to rise in popularity among B2B companies, I decided to pick the brains of fellow industry experts and get their input on the matter. Today, in part 2, we hear from Adam New-Waterson , Chief Marketing Officer at LeanData. Account-Based Marketing is a philosophy, not a product. Buy more lists!

Account Based Marketing 120

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

ViewPoint

DECEMBER 12, 2017

Last week a prospect told me that he needed higher quality leads than were currently being provided by two third-party outsourced solution providers. His definition of a lead was the loosest that I have ever heard. An employee of a targeted company needed only to download some content to be qualified as a lead.

Sales Qualified Leads 189

Sales Qualified Leads Lead Scoring Lead Ranking Buy 189

ViewPoint

DECEMBER 14, 2016

Should marketing and sales agree on the definition of a lead? According to James Obermayer ( Sales Lead Management Association ), the fact that there is no agreement between marketing and sales on lead definition results in these problems: Salespeople say that they are not getting enough qualified leads.

Account Based Marketing 120

Account Based Marketing B2B Sales ABM Sales Qualified Leads 120

ViewPoint

SEPTEMBER 22, 2015

According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. Account-Based Marketing (ABM) is hot right now, and the responses I received were excellent.

Account Based Marketing 120

Account Based Marketing Lead Generation ABM Lead Scoring 120

ViewPoint

OCTOBER 6, 2015

I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. 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?

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

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. That is, by not using a cost-per-lead metric.)

Sales Leads 202

Sales Leads Process Top of Funnel Lead Scoring 202

ViewPoint

AUGUST 20, 2018

Most sales and marketing teams are looking for ways to generate more leads. It's likely a daily discussion for most of us, but have you ever considered that your sales reps need fewer leads—or more accurately, fewer raw, unfiltered, unqualified leads. Marketing is paid, in fact rewarded for, lead quantity and not quality.

Sales Qualified Leads 149

Sales Qualified Leads Lead Ranking Leads Lead 149

ViewPoint

APRIL 14, 2017

Last week I published a blog that provided five ways to avoid getting burned by outsourced B2B sales lead generation, qualification and nurturing. Sales/B2B Marketing execs feel intense need to do something, but are afraid to risk budget. So, they settle for a cheap solution—which is how mediocre sales lead generation firms survive.

Lead Generation 176

Lead Generation Sales Qualified Leads Sales Leads Generation 176

ViewPoint

NOVEMBER 12, 2013

The marketing team? But for a strategy to be consistently successful, a company’s sales and marketing teams need to be operating with shared goals — which is easier said than done, says my latest guest and longtime friend, Matt Heinz, president of Heinz Marketing. The Quality of Leads is Abysmal. Is it the salesperson?

Paid Search Agency 120

Paid Search Agency Marketing Leads Leads Lead 120

ViewPoint

SEPTEMBER 29, 2015

I recently asked fellow industry leaders to weigh in on the rising popularity of Account-Based Marketing among B2B companies. Is ABM the Holy Grail to 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?

Account Based Marketing 120

Account Based Marketing Lead Generation Marketing Management ABM 120

ViewPoint

JUNE 15, 2012

Jim is the founder of the Sales Lead Management Association. SLMA is the sponsor of the yearly Sales Lead Management week and initiatives to identify both the Top 50 Most Influential People in Sales Lead Management and 20 Women to Watch in Sales Lead Management. My PowerViews guest today is James Obermayer.

Lead Management 120

Lead Management Work Management Marketing Management Direct Marketing 120

ViewPoint

APRIL 30, 2013

I''m pleased to have as my guest today Jamie Turner, CEO and Founder of The 60 Second Marketer, an organization that provides tools, tips and tutorials on the newest techniques in marketing. Jamie was recently profiled in Advertising and Promotion , the world''s best-selling college-level marketing textbook.

Mobile Marketing 120

Mobile Marketing Lead Scoring Lead Ranking Marketing Leads 120

ViewPoint

FEBRUARY 23, 2016

A broken lead generation strategy could mean trouble for your sales and marketing team, but not just because of the fundamental misalignment between the two departments. Have marketing and sales decided on a shared definition for a qualified sales lead? Additionally, avoid outdated techniques for lead qualification.

Marketing Qualified Leads 168

Marketing Qualified Leads Lead Ranking Sales Qualified Leads Lead Generation 168

ViewPoint

APRIL 26, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Staple Yourself to a Lead. Via B2B Marketing Insider. Via Marketo. Via MarketingProfs.

BtoB 120

BtoB PointClear B2B Marketing Lead Scoring 120

ViewPoint

OCTOBER 1, 2015

There’s no doubt that Account-Based Marketing is on the up-and-up. What are sales and marketing leaders saying about it? 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?

Account Based Marketing 120

Account Based Marketing Lead Generation Sales Qualified Leads Marketing Automation Services 120

ViewPoint

NOVEMBER 7, 2018

Thinking back on my career, I realized early on that marketing spending of any sort, whether for people or programs, must be rooted in my ability (and our marketing department’s ability) to justify the expense. Naturally, not every lead gen program will be a success. Nothing else made sense to me then or now.

Lead Gen 221

Lead Gen ROI Spending Barriers 221

ViewPoint

OCTOBER 5, 2018

The CMO of a Fortune 500 company offered the CRO the following options regarding spending $100,000 on a marketing campaign. No matter what he did, no matter how he spent the company’s money, the CRO would complain about lead quality (and quantity). Marketing was convinced that sales never effectively followed-up on any leads.

Sales Qualified Leads 136

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 136

ViewPoint

FEBRUARY 9, 2012

In this three-part series, the first article on marketing analytics looked at predictive targeting best practices, and the second article cited two sales lead generation programs to show how these processes actually drive improved results. Sales lead rates decline after the fifth contact cycle. It takes about 1.6

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 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. Scores of X+ went to sales, and scores of <X came to PointClear for lead qualification and lead nurturing.

Lead Ranking 120

Lead Ranking Lead Generation Sales Qualified Leads Lead Scoring 120

ViewPoint

AUGUST 16, 2018

Your sales team likes nothing better than getting leads with a high probability of closing soon. So much so that many reps often ignore every lead they don’t consider hot. Long-term leads often prove to be more valuable than those slated for a short-term decision. Longer-term opportunities increase marketing ROI.

Lead Scoring 136

Lead Scoring Lead Ranking Sales Qualified Leads Leads 136

ViewPoint

OCTOBER 9, 2012

Twice over the past two years I blogged about the dangers of using cost per lead as a metric to measure marketing. As a foundation, I published three blogs in 2012 in which I outlined three critical elements that impact B2B lead generation costs in the complex sale: 1. The marketing team sees this as a “great source of leads”.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Cost Lead Scoring 120

ViewPoint

MAY 24, 2016

Understand the price you are paying for your leads and then optimize. Document the cost per lead is the fourth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Have all contacts been engaged?

Sales Qualified Leads 174

Sales Qualified Leads Cost Lead Ranking Marketing Qualified Leads 174

ViewPoint

MARCH 31, 2011

A new eBook reports on sales rep perceptions of marketing-generated leads, and the findings run from surprising to shocking to downright scary. The survey sample is nicely balanced with responding reps engaged in field sales, inside sales, and inbound and outbound lead generation and lead qualification.

Marketing Qualified Leads 120

Marketing Qualified Leads Ideal Customer Profiles Lead Ranking Lead Scoring 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. Content Aggregator “Leads”. Sales Qualified Leads. To be fair, marketing’s mandate was to generate more leads every year with shrinking budgets.

Sales Qualified Leads 120

Sales Qualified Leads Buy Lead Scoring Lead Ranking 120

ViewPoint

JANUARY 22, 2018

Can companies reach the holy grail of marketing—the perfect lead? Well, what is a perfect lead? What is wrong with these formulaic approaches to lead qualification? I don’t think there is such a thing as a perfect lead. All leads have warts. What is your definition of the perfect lead—and why?

Sales Qualified Leads 127

Sales Qualified Leads Lead Scoring Lead Ranking PointClear 127

ViewPoint

APRIL 6, 2017

Based on my experience over the past almost 30-years it seems that everyone has been burned by outsourced lead generation. The main reason for these failures is that there is a LOT of mediocrity in the lead generation industry, which is why some say outbound is supposedly “dead.” There is no strategy in their market approach.

Lead Generation 192

Lead Generation B2B Sales Sales Qualified Leads Sales Leads 192

ViewPoint

FEBRUARY 2, 2017

Walk out of your office and ask the first three marketers and the first three sales executives you encounter one question: What constitutes a lead? With technology it is now possible to get more poor quality leads to sales faster than ever before. Watch this brief video to learn how to establish a lead definition.

Sales Qualified Leads 120

Sales Qualified Leads Lead Scoring Lead Ranking Leads 120

ViewPoint

MARCH 8, 2011

Strategic account management and marketing automation: a marriage made in heaven or oil and water? I had the good fortune to discuss how SAM and marketing automation intersect with Bob Thompson, CEO of CustomerThink, during a recent interview about my new book, The Truth About Leads.

Marketing Automation 120

Marketing Automation Automation Lead Qualification Leads 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. We persevered—and then turned over a Sales Qualified Lead which closed for $1,000,000,000 five months later. We didn’t stop.

Lead Qualification 220

Lead Qualification Touchpoints Sales Qualified Leads PointClear 220

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. Now you need 6,000 total raw leads. Now you need 6,000 total raw leads. Here’s How it Works.

Forecasting 166

Forecasting Sales Qualified Leads Leads Lead 166

ViewPoint

FEBRUARY 16, 2017

In the search for the holy grail of marketing KPIs, we want ones that correctly emphasize ROI over lead cost, tie lead generation to overall revenue and profits, identify the most successful marketing initiatives and deliver insights that can be leveraged to run future high-return activity. Frankly, no.

Cost per Lead 189

Cost per Lead Sales Qualified Leads Cost Lead Scoring 189

ViewPoint

FEBRUARY 18, 2015

In their opinions marketing is not needed. Well, I hate to break it to them, but without marketing the majority of companies will either fail or fail to reach their full potential. And lead management has told these winners where to spend their marketing dollars. Sales Leads Sales & Marketing Management'

Lead Management 120

Lead Management Sales Leads Efficiency Word of Mouth 120

ViewPoint

DECEMBER 22, 2016

Is "appointment setting" an effective tactic for lead generation and nurturing? Most companies have experienced lead “traction” issues in their history. The biggest complaint I hear from C-level executives is that they have no idea whether or not leads are being followed up.

Sales Qualified Leads 120

Sales Qualified Leads B2B Sales Cold Calling Lead Scoring 120

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.”. In it I state: “How much should a lead cost?

Top of Funnel 168

Top of Funnel B2B Sales Sales Leads Sales Qualified Leads 168

ViewPoint

MAY 26, 2016

Keep leads from being ignored is the fifth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. How much did you spend for the leads? This is a problem marketing and sales cannot solve alone.

Sales Qualified Leads 189

Sales Qualified Leads Lead Scoring Lead Ranking Leads 189

ViewPoint

JUNE 21, 2018

Accurate lead/revenue projections are a powerful tool that all B2B organizations need to manage sales and marketing. Problem is, most lead to revenue calculators out there are overly simplistic. And an excellent tool provides you with insight into the value of inbound vs. outbound leads. Guess what.

Lead Ranking 120

Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120