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

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

JULY 16, 2013

Top performing B2B sales organizations rarely employ just one lead generation tactic. According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows. Lead Quality Drives Increased Revenue.

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 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.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Practices SIC 120

ViewPoint

MAY 13, 2016

How to define a lead and gain agreement is the first of 7 Truths about Sales and Marketing that CEOs need to know. All because the CEO did not insist on a common definition of a lead. Define what a lead is. A couple of years ago I wrote a blog for Salesforce.com about lead definition. Who are we selling it to?

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

SEPTEMBER 4, 2018

Keeping data clean is critical to lead generation success. To reveal segments with higher probability of generating leads, compare your marketing database, which could number thousands of contacts, to your customer database. Yet, it is frequently done wrong.

PointClear 120

PointClear SIC Cost Lead Ranking 120

ViewPoint

DECEMBER 21, 2017

Although correcting basic data fields is an ongoing commitment of time and resources, it’s critical to lead generation success that marketers execute data segmentation and prioritization activities on an ongoing basis as well.

B2B Sales 120

B2B Sales PointClear SIC Lead Ranking 120