ViewPoint

FEBRUARY 23, 2018

What is a lead? Is it the person who signed up for your webinar this week? While all of these scenarios have potential, none could be called a lead. Sales won’t spend the time it takes to cull through 100 so-called leads for 3 to 4 good ones. Leads aren’t leads unless: They’re qualified. They’re ready.

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Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

AUGUST 30, 2016

As a business-to-business marketing or sales leader you have numerous options for lead generation tactics and tools. Even with the growing number of digital routes, outbound phone calling, or teleprospecting, remains a powerful method to engage personally with your prospects. Conservative: Ignores value of long-term leads produced.

Lead Gen 136

Lead Gen Telemarketing Sales Qualified Leads Lead Scoring 136

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. Qualify Your Lead. Find the Pain.

Sales Leads 159

Sales Leads Sales Qualified Leads Leads Lead 159

ViewPoint

JANUARY 27, 2017

During the last week of December I asked a panel of experts for feedback on our Leads to Revenue Calculator. The above graphic is a sample from our Lead to Revenue Calculator. Most people see nurtured leads as converting to a MQL/SQL--which you are already counting. I was surprised at the level of detailed feedback I received.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 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

SEPTEMBER 23, 2011

It’s because there’s something about a human being’s voice that is powerful and personal—a welcomed experience in today’s hyper-digital market.” At the very center of all our personal relationships is this power our voices have to connect, touch, share, relate and even heal. Personal connection.

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Lead Qualification Lead Nurturing Sales Qualified Leads Lead Scoring 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. More leads are better than fewer leads.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

APRIL 28, 2015

The best known examples are Staubach to Person in 1975 and Flutie to Phelan in 1984. 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. Exciting when it works.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

JULY 14, 2015

This is the final installment of a three-part series in response to the following question: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? Because we care about quality leads. Lead scoring models are: Based on assumptions.

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Leads 120

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.

Lead Ranking 120

Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 120

ViewPoint

JULY 20, 2015

As I closed my part of the program by projecting an ROI (number of raw inquiries, qualified leads, and projected sales) from our new lead generation program, I innocently asked if there were any questions. The leads she was getting maybe weren’t turning into a sale for her, and that was a different problem.

Sales Qualified Leads 120

Sales Qualified Leads Leads Lead Marketing Qualified Leads 120

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? 3) Get personal fast because companies don’t buy anything, people do. I could not agree more!].

Account Based Marketing 120

Account Based Marketing Lead Generation Sales Qualified Leads Marketing Automation Services 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

OCTOBER 2, 2012

Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

ViewPoint

APRIL 17, 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. Tony Tissot of eTrigue remarked that lead generation is the responsibility of marketing, but getting the outcomes agreed upon should be the goal.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 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?” Click here to read Part 1. ). “Is

Account Based Marketing 120

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 also more than just lead generation.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 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.

Account Based Marketing 120

Account Based Marketing B2B Sales ABM Sales Qualified Leads 120

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. Focus on the right accounts to move the needle.

Account Based Marketing 120

Account Based Marketing Lead Generation ABM Lead Scoring 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.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Generation 120

ViewPoint

APRIL 30, 2013

In his experience sales and marketing typically leads the economy. Now more than a listening tool social can in some cases become very automated, without the personal nuance that one-to-one marketing lends itself to. We started our discussion talking about the economy and as Jamie shares things are looking up.

Mobile Marketing 120

Mobile Marketing Lead Scoring Lead Ranking 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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Lead Management Work Management Marketing Management Direct Marketing 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.

Sales Qualified Leads 120

Sales Qualified Leads Marketing Automation Services Work Management Marketing Management 120

ViewPoint

MARCH 8, 2011

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

AUGUST 15, 2011

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. From a recent survey of new members to the Sales Lead Management Association, we found that generating qualified leads is the biggest issue facing the new members.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Generation Leads 120

ViewPoint

DECEMBER 7, 2010

Results multiply when lead nurturing strategies multiply. From initial engagement to lead qualification and through long-term nurturing, frequent and systematic touches are essential. From initial engagement to lead qualification and through long-term nurturing, frequent and systematic touches are essential.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

NOVEMBER 13, 2017

This approach yields a 5% lead rate. Our leads are equivalent to what SiriusDecisions calls a Level 4 or 5 lead—well-qualified leads. We invest about 10,000 touches to generate 50 leads. To reduce sales lead generation cost, you need to optimize the value of each prospect. What Is Multi-Touch?

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PointClear Media Sales Qualified Leads High Quality Lead 319

ViewPoint

OCTOBER 24, 2017

Inbound drives organic engagement and attracts leads, while outbound helps you target specific prospects more accurately. These approaches work well in both B2B and consumer marketing, covering the entire length of the lead funnel and the customer journey, respectively.”. “You’ve got it—it’s a healthy combination of both.

Cold Calling 470

Cold Calling B2B Marketing PointClear B2B 470

ViewPoint

MARCH 7, 2018

If you’re a regular follower of this blog, you know that we have a rigorous hiring process—I maintain that the quality of our people is key to our ability to deliver high quality leads that sales will follow up on. Set a comfortable tone and allow time and opportunity for the person on the other end of the line to think and speak.

PointClear 159

PointClear B2B Thought Leadership Lead Qualification Thought Leadership 159

ViewPoint

AUGUST 29, 2017

Instead of leading with how many gigabytes of storage the device had, Apple led with “1,000 songs in your pocket.”. There are benefits that are reasons people buy things for their company that are driven by company goals; and there are benefits that are reasons why people buy things for their company that are driven by personal goals.

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Buy Forecasting Fulfillment Lead Ranking 240

ViewPoint

AUGUST 17, 2018

Deliver fewer, but better, leads to sales. These same companies are frequently not holding their sales and marketing teams appropriately accountable for the leads they close. They’re measuring how many leads that sales qualifies are closed. So, the average sales person is closing less than 10%. Measure what matters.

Sales Qualified Leads 136

Sales Qualified Leads Optimization Marketing Management High Quality Lead 136

ViewPoint

JANUARY 20, 2015

You’re a sales person. On Tuesday morning, 45 sales "leads" come your way through a variety of sources. After all, when you have your nose to the grindstone and other project deadlines looming, you naturally focus on the three leads that are sure bets. Lead Generation Prospect Development Lead Nurturing'

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Lead Nurturing Lead Generation Sales Leads Contacts 120

ViewPoint

FEBRUARY 13, 2018

Jim Obermayer is the founder of the Sales Lead Management Association , and host of the Funnel Radio Channel. The time I spend thinking, and the opportunity that gives the person I’m talking to provide additional details, has proven to be a positive for both sides. They don't look at a program and say this ought to generate X return.

PointClear 149

PointClear Ethics Budget Programs Business 149

ViewPoint

NOVEMBER 17, 2017

Marketing complains that Sales doesn’t follow up on their leads; Sales contends that the leads Marketing sends their way aren’t any good. While everyone agrees the two organizations must be in sync to meet revenue goals and scale, the finger pointing continues.

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Conversion Work Management Sales Qualified Leads Inbound Marketing 120

ViewPoint

SEPTEMBER 28, 2018

Plus, podcasts create a personal brand for the host. Follow these tips and you too can join the podcast personalities that reach thousands of listeners with thought provoking guests. Can you recognize the program personalities on the Funnel Radio Channel?

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Multi-Channel B2B Thought Leadership Top of Funnel Thought Leadership 159

ViewPoint

NOVEMBER 8, 2016

In fact, doing the right amount of research, adding a personalized touch to your outreach attempts, and a lot of persistency will help you get in the door for more prospects than you might think. Second, gold calling requires leads to go through a quality control process that ensures each lead passed to the field is solid gold.

Cold Calling 149

Cold Calling Sales Qualified Leads ROMI High Quality Lead 149

ViewPoint

APRIL 24, 2018

direct mail and personalized tele-prospecting outreach).”. In most companies, leads are sent to the sales force too soon. However, in the case of the IT security company, if only those who consumed six plus pieces of content were sent to sales as leads, they would be receiving poor leads.

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Validation Marketing Automation Lead Scoring Lead Ranking 168