ViewPoint

JANUARY 17, 2012

Are marketing resources or sales reps the right resources to do lead qualification and lead nurturing in the B2B complex sale? But first, let's take a look at some lead generation challenges. Cahners Research has shown that 45 percent of qualified leads will end up buying a solution from someone within a year.

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ViewPoint

JANUARY 17, 2012

Are marketing resources or sales reps the right resources to do lead qualification and lead nurturing in the B2B complex sale? But first, let's take a look at some lead generation challenges. Cahners Research has shown that 45 percent of qualified leads will end up buying a solution from someone within a year.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Leads 120

ViewPoint

DECEMBER 9, 2010

There is a counter-intuitive relationship between lead volume and sales performance. 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.

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ViewPoint

APRIL 24, 2012

As much as marketing and sales best practices—not to mention just plain common sense—dictate that cost-per-lead not play a prominent role in managing and measuring B2B lead generation investments, the metric continues to prevail. The problems and costs of a cost-per-lead approach.

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ViewPoint

JUNE 7, 2016

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. In the last blog in this series we discussed lead nurturing , and how an advanced lead generation program that includes nurturing can triple your sales. Set sales straight—it’s a win win.

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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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ViewPoint

JULY 7, 2015

Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. A key to this trend is lead scoring. According to SiriusDecisions’ Research Brief 1 , the problem with lead scoring at many organizations is as follows: Lead scoring models are based on assumptions or inadequate sales input.

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Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 120

ViewPoint

APRIL 7, 2014

My longtime friend and colleague James Obermayer has strong feelings about who is responsible for lost leads among salespeople. Jim is also head of the Sales Lead Management Association, which regularly names the 50 most influential people in lead generation. Sales Managers Are to Blame for Lost Leads. By Dan McDade.'

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Lead Ranking Lead Scoring Leads Lead 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. Leads must offer high potential close value.

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Cost per Lead Sales Qualified Leads Lead Ranking Lead Generation 120

ViewPoint

DECEMBER 14, 2010

Conventional wisdom—that something called a “lead” can and should be had at consistently lower price points where it will still deliver value—is at the root of a host of sales and marketing problems and deserves a closer look. Perfection, of course, is that 100% of MQLs become SALs and 100% of SALs become SQLs.

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

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.

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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 also more than just lead generation.

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ViewPoint

NOVEMBER 30, 2010

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ViewPoint

MARCH 1, 2012

Lack of clarity and erroneous assumptions about demand generation, lead management and marketing automation are effectively addressed in two recent Software Advice whiteboard videos by Carlos Hidalgo, CEO, Annuitas Group , and Executive Director, Marketing Automation Institute. Nonexistent lead management processes.

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ViewPoint

NOVEMBER 12, 2013

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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ViewPoint

AUGUST 1, 2011

While artificially developing mutual understanding and trust is certainly one method of trying to improve the relationship between the two functions, we believe a far better way is through shared process that leads to results. It encompasses the key points in the demand lifecycle where a lead will be handed from one function to another.

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Lead Management Work Management Sales Qualified Leads Marketing Management 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.

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ViewPoint

SEPTEMBER 22, 2015

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? As with other technologies, automating a bad process just leads to more bad results. You don’t have control over quantity and quality.

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ViewPoint

APRIL 28, 2015

The ways sales executives follow up on leads is a little like trying to win games with the Hail Mary. There are three main reasons why sales rep follow-up on leads is relatively ineffective: The leads suck. If you are sending raw, unfiltered and mostly unqualified leads to sales they will never follow-up on them.

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Lead Ranking Lead Scoring Sales Qualified Leads Sales Leads 120

ViewPoint

APRIL 14, 2011

Ingenix required a lead generation and lead nurturing team with specialized knowledge of the healthcare sector and experienced professionals who could. Download the success story from Gleanster, an advisory and resource service for companies planning or implementing B2B business initiatives and technologies.

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Lead Generation PointClear Sales Qualified Leads Lead Ranking 120

ViewPoint

APRIL 30, 2013

In his experience sales and marketing typically leads the economy. I recently read an article that the more average sales reps flock to inbound leads and the more successful strategic reps go after outbound leads. We started our discussion talking about the economy and as Jamie shares things are looking up. 60secondmarketer.com.

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Mobile Marketing Lead Ranking Lead Scoring Marketing Leads 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. But many are going for cold, hard, qualified leads.

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ViewPoint

DECEMBER 7, 2010

Results multiply when lead nurturing strategies multiply. The resources and methodologies needed to address these requirements include a smart mix of three core processes : Multi-touch : Frequency matters. From initial engagement to lead qualification and through long-term nurturing, frequent and systematic touches are essential.

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Sales Qualified Leads Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

OCTOBER 9, 2013

An important question all sales and marketing departments should be asking themselves is how they can better communicate in order to follow up on leads. Finding leads isn’t the hard part, but unqualified leads are just “ash and trash”, according to my latest PowerViews guest, James Obermayer, sales manager extraordinaire.

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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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ViewPoint

APRIL 25, 2011

I recently had the opportunity to interview Ardath Albee about the importance of lead nurturing and I think you’ll be interested to read some of the valuable feedback she provided. PC: Ardath, you’ve written a lot about the importance of using lead nurturing to engage leads across the entirety of the buying process.

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ViewPoint

JULY 19, 2012

Brian is Executive Director of Revenue Optimization at MECLABS where he leads business units that include Applied Research, Strategy Group, Conversion Group, Leads Group, Agency Group, Technology Group and Training Group. Brian is also CEO of InTouch and author of Lead Generation for the Complex Sale.

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Lead Gen Sales Qualified Leads Lead Ranking Lead Scoring 120

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. Because inbound marketing produces more leads in less time than ever before, it is hard to ensure all leads are interested in your business.

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ViewPoint

JULY 24, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. More specifically, tell me how you manage your sales leads and I can tell how successful you will be in marketing.

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ViewPoint

SEPTEMBER 29, 2016

Conventional wisdom calls for running a database cleanup initiative, followed by a database marketing-driven lead generation program, setting in motion a "one-two punch" with high expectations for success. Or, there is a way that you could generate 140% of the leads (70 leads) with 100% of the spend.

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ViewPoint

NOVEMBER 7, 2011

So how could it make sense to use outside resources to engage with target companies this valuable? The line of thinking goes something like this: “Outside resources cannot possibly understand what our sales reps and account managers know about our company, our solutions and our culture.

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ViewPoint

OCTOBER 20, 2011

As I read the article, it occurred to me that I would add an eleventh critical question: Do you have best-practice lead generation and lead nurturing processes in place before you implement a marketing automation solution? Before continuing, I want to mention that PointClear is a strong advocate of marketing automation solutions.

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ViewPoint

AUGUST 22, 2011

Jay Hidalgo is the President of The Annuitas Group, a firm that specializes in helping B2B companies develop a process-based approach to lead management. To learn more about The Annuitas Group and their proprietary methodology, the Lead Management Framework™ , go to [link]. Well, we’re in the dog days of August.

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ViewPoint

MARCH 18, 2014

When 80 percent of marketing-qualified leads fail to convert into sales-qualified leads, it’s time for the industry to reconfigure its thinking. Click to start video at this point — With 80 percent of marketing leads failing to become sales leads, it’s obvious that we need to re-think things, Chris said. Stay Tuned.

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Paid Search Agency Sales Qualified Leads Marketing Qualified Leads Marketing Automation Services 120

ViewPoint

MARCH 18, 2014

When 80 percent of marketing-qualified leads fail to convert into sales-qualified leads, it’s time for the industry to reconfigure its thinking. Click to start video at this point — With 80 percent of marketing leads failing to become sales leads, it’s obvious that we need to re-think things, Chris said. Stay Tuned.

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Paid Search Agency Sales Qualified Leads Marketing Qualified Leads Marketing Automation Services 120

ViewPoint

OCTOBER 29, 2013

I’m a follower of SalesLoft, where Kyle Porter and his team consistently produce a phenomenal list of targeted leads. Kyle and his team export custom lists of leads directly from LinkedIn, and alert customers when big events happen with their critical clients and prospects. Inbound Leads Suck and Cold-Calling is Dead.

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ViewPoint

FEBRUARY 11, 2014

Sifting through the information to siphon out the promising leads is less of an art than it is a science, said my latest guest on PowerViews, Ruth Stevens, who is an expert in customer acquisition and retention. For instance, how many qualified leads were created by attending? Email: ruth at ruth stevens dot com.

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