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. These companies are successful because of their established roles, processes, and responsibilities for their marketing and sales departments. Qualify Your Lead.

Sales Leads 159

Sales Leads Sales Qualified Leads Leads Lead 159

ViewPoint

AUGUST 25, 2016

The sales reps at most B2B organizations have two choices: 1) Spend their time culling through leads that experience has shown are overwhelmingly raw, unfiltered, and unqualified. So, what’s the best way to rid the funnel of fool’s gold (leads that may look good at first blush, but are actually not worth much)?

Top of Funnel 120

Top of Funnel Sales Qualified Leads Budget Programs B2B Sales 120

ViewPoint

JUNE 30, 2015

The status quo—that marketing management doesn’t understand the definition of a qualified lead—is nothing new. Salespeople consistently say that they do not get enough qualified leads. Qualified leads, according to sales, are based on criteria they understand but marketing is in the dark about.

Sales Qualified Leads 120

Sales Qualified Leads Telemarketing Trade Show High Quality Lead 120

ViewPoint

APRIL 11, 2018

He landed a huge lead for our client (with a $1 billion company). There are six dispositions that we assign a prospect: Lead, Pipeline, Nurture, No-response, Not Qualified and Bad. Obviously our objective is to deliver Leads, which are ready to be turned over to sales now. Productivity. If No Connection.

PointClear 136

PointClear Sales Qualified Leads Leads Lead 136

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. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. The company had a good product—better than the competition—yet it disappeared.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

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. It’s about honestly and objectively understanding your best way to go to market, determining who has what role, then executing together.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 120

ViewPoint

SEPTEMBER 21, 2016

Marketing and sales are aligned. The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. Deb Calvert, People First Productivity Solutions , President. Matt Heinz, Heinz Marketing , President. What it seems marketing and sales are doing is better defining the silo boundaries.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Cold Calling 120

ViewPoint

FEBRUARY 23, 2018

What is a lead? 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. Which means those “leads” land in a black hole, and the money spent to generate them is wasted. Is this a person with authority to buy?

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

DECEMBER 27, 2016

Lead nurturing triples marketing's ROI, but only if done properly. I propose that nurturing is the most underutilized marketing activity at a marketer’s disposal. Nurturing programs increase the overall program leads rate significantly: Standard B2B lead-generation programs produce an average 5% lead rate.

Top of Funnel 189

Top of Funnel B2B Sales Account Based Marketing B2B Thought Leadership 189

ViewPoint

AUGUST 6, 2018

In-house tele-prospecting costs more than outsourcing and by outsourcing you can find superior services (however, you must be careful because there is a lot of mediocrity in the lead generation space). So too do the costs associated with turnover, including rehiring, retraining, and lack of productivity when a position is vacant.

Marketing Management 136

Marketing Management Sales Qualified Leads Cost Lead Scoring 136

ViewPoint

AUGUST 27, 2018

He means create a product that solves a need, and where profit is the result. Peter Drucker is more widely quoted as saying "Because the purpose of business is to create a customer, the business enterprise has two—and only two—basic functions: marketing and innovation. Marketing and innovation produce results; all the rest are costs.

Paid Search Agency 149

Paid Search Agency Companies Opinions Sales Qualified Leads 149

ViewPoint

JULY 20, 2015

I was the marketing manager of a medical device company and we were near the end of the day’s sales meeting. Everybody wanted to get out, hit the lobby bar and trade stories about high prices, the lack of new products, how their new quotas were too high and their territories too small. We’d like leads on XXXX product.”. “We

Sales Qualified Leads 120

Sales Qualified Leads Leads Lead Marketing Qualified Leads 120

ViewPoint

OCTOBER 20, 2016

We generate, qualify and nurture leads using Account-Based Marketing processes. Simply put, the root cause of the problem in 2015 was that reps were forced to find their own leads—or had poor-quality “leads” dumped on them—most of which they ignored. The time to make decisions and execute plans is NOW.

Top of Funnel 120

Top of Funnel Wikipedia Sales Qualified Leads Account Based Marketing 120

ViewPoint

DECEMBER 19, 2013

I think I have heard all the excuses for not following up on sales leads. Salespeople have said to me that they will follow-up on sales leads: If there is a phone number. Salespeople have said to me that they will follow-up on sales leads: If there is a phone number. If the person is qualified to buy. A time-frame to buy.

Sales Qualified Leads 120

Sales Qualified Leads Telemarketing Lead Gen High Quality Lead 120

ViewPoint

APRIL 17, 2014

In the article I assert: "A healthy, driven inbound marketing department is great, but over-reliance on inbound marketing (what I call ''inbounditis'') negatively affects the revenue backbone of any company. Deal sizes gradually decreasing as inbound leads increase; 2. High-performing reps avoiding inbound lead follow-up; and 3.

Inbound Marketing 120

Inbound Marketing Top of Funnel High Quality Lead Sales Qualified Leads 120

ViewPoint

FEBRUARY 28, 2018

I spend a lot of time on the phone every day, talking to sales and marketing leaders—including prospects. 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. I’m often asked what kind of companies PointClear serves.

PointClear 120

PointClear Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

OCTOBER 20, 2017

This is the second of a 2-part series that borrows Miller Lite’s super successful Tastes Great, Less Filling campaign theme to make a point about sales lead generation. We’ve done the analysis that shows that PointClear’s outsourced lead generation approach generates 92.35% more revenue. How many do yours make?).

Sales Qualified Leads 149

Sales Qualified Leads Lead Generation Sales Leads Lead Scoring 149

ViewPoint

FEBRUARY 8, 2017

Qualified leads can be generated any number of ways: phone calls email, webinars, direct mail and even marketing automation if done well. It's not, however, the quantity of leads that counts. It’s the quality of the leads. These measurements drive low-quality leads to sales. Create value.

B to B 120

B to B Cost per Lead Marketing Automation Services Inbound Marketing 120

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

AUGUST 30, 2016

As a business-to-business marketing or sales leader you have numerous options for lead generation tactics and tools. Top choices include teleprospecting, direct marketing, search engine marketing, website, and trade shows. Additionally, in-sourced inside sales centers are notorious for their lack of productivity.

Lead Gen 136

Lead Gen Telemarketing Sales Qualified Leads Lead Scoring 136

ViewPoint

JUNE 18, 2013

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. All real salespeople love sales leads and don’t ever believe anyone who tells you differently. The argument comes when salespeople define a lead.

Sales Leads 120

Sales Leads Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

NOVEMBER 6, 2014

How often do we think we are good enough, or better than our competitors, and yet our market share isn’t growing, or the competitors are gaining on us? We blame the products, the salespeople, and then we blame the salespeople again. But what if the salespeople are right—they don’t get enough qualified leads?

Lead Qualification 120

Lead Qualification Sales Qualified Leads Marketing & Strategy Lead Generation 120

ViewPoint

SEPTEMBER 25, 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. “Of We create a marketing plan every year.” Do you create a marketing plan that drives sales based on the sales forecast? Lead Generation Based on Forecast?

Lead Generation 120

Lead Generation Planning Sales Qualified Leads Generation 120

ViewPoint

SEPTEMBER 24, 2013

I have written articles and blogs against BANT (as a lead qualifying criterion) for years. Ginger Conlon (Editor-in-Chief, Direct Marketing News). "I Think: lead nurturing. I believe that this is market dependent. If the right person has the right pain and is in your target market, work the deal.".

Opinions 120

Opinions Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

SEPTEMBER 10, 2013

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. Some have heard me say in interviews and on SLMA Radio that, pound for pound, marketers produce more revenue than anyone in their company. Qualified leads.

Lead Qualification 120

Lead Qualification Work Management Sales Qualified Leads Blogger 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. Below are some highlights (a couple of minutes each).

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

ViewPoint

NOVEMBER 29, 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. “So, So, what do you want from Marketing?” We want qualified leads.”. Webinar attendees aren’t leads; get me leads.”. What gives?

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Forecasting CRM 120

ViewPoint

FEBRUARY 8, 2016

I pitched him the question, “What makes a dream marketing team and how should a CMO build one?” Matt was one of SLMA’s 40 Most Inspiring Leaders in Sales Lead Management in 2015 , and his Seattle-based marketing company’s involvement with many CMOs around the country certainly qualifies him for this topic. Matt Heinz.

CMO 168

CMO Planning Storytelling Ad Building 168

ViewPoint

JANUARY 12, 2012

Contrary to popular belief, reps don’t need more sales leads. They need fewer leads—or more accurately, fewer raw, unfiltered, unqualified leads. Good sales reps are by nature hunters, eager to close in on highly qualified leads for the kill. Moreover, he is jaded from bad marketing practices.

Sales Leads 120

Sales Leads Sales Qualified Leads Lead Ranking Lead Scoring 120

ViewPoint

MARCH 18, 2014

Everyone in sales recognizes that there is an unfortunate gap between marketing automation and customer relationship management (CRM). When 80 percent of marketing-qualified leads fail to convert into sales-qualified leads, it’s time for the industry to reconfigure its thinking. Stay Tuned. By Dan McDade.'

Paid Search Agency 120

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

ViewPoint

MARCH 18, 2014

Everyone in sales recognizes that there is an unfortunate gap between marketing automation and customer relationship management (CRM). When 80 percent of marketing-qualified leads fail to convert into sales-qualified leads, it’s time for the industry to reconfigure its thinking. Stay Tuned. By Dan McDade.'

Paid Search Agency 120

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

ViewPoint

JUNE 2, 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. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. These are fully qualified prospects who are not immediately interested.

Lead Nurturing 120

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Scoring 120

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

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

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

MARCH 22, 2018

The real challenge is to learn how to demonstrate that the extra cost of your product or service is worth it. I practice it every day in my role as lead salesperson for the company. It is possible however to qualify for an inhospitable environment. The best product, at the best price, does not always win the order.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

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. Outbound calling is interruption marketing. Automated systems accurately score (prioritize) leads.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120