ViewPoint

JUNE 5, 2017

The lead close rate is way higher than average (5X). You need full visibility into how many touches it takes to generate a lead, your lead rate, and your cost per lead at every stage in the funnel. And you need to know at what rate your leads progress. Consistently poor sales execution due to a lack of qualified leads.

Top of Funnel 149

Top of Funnel Sales Qualified Leads PointClear Cost per Lead 149

ViewPoint

OCTOBER 10, 2016

While the process is in place, the acceptance rate of 42 percent is still much lower than it should be. When marketing, teleservices, and sales are aligned on lead definition, the SAL rate should be at or above 85 percent. So it’s great that companies are measuring this, but there are still significant opportunities for improvement.

Marketing Qualified Leads 120

Marketing Qualified Leads Lead Ranking Sales Qualified Leads Top of Funnel 120

ViewPoint

JULY 24, 2017

On a regular basis, we test more and fewer touches to see how the disposition rate and lead rate is affected. On the next touch cycle, we will get 150% of the lead rate the first touch cycle generated. We also track touches to disposition (an outcome, see below), touches to lead and the number of cycles used for every project.

Sales Qualified Leads 149

Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149

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. When you and your team are focused exclusively on “lead” outcomes, immediate costs are misleading and long-term costs increase dramatically.

Top of Funnel 168

Top of Funnel B2B Sales Sales Leads Sales Qualified Leads 168

ViewPoint

JUNE 16, 2015

What’s a good lead rate? The lead rate for high quality, enterprise opportunity leads has been roughly flat.) That said, for several years the elephant in the room has been inbound marketing and inbound marketing lead rates. I have seen inbound lead rates reported as high as 11 – 14%. Instead of: What’s a good lead rate?

Lead Scoring 120

Lead Scoring Lead Ranking Cost per Lead PointClear 120

ViewPoint

JUNE 21, 2018

Next, input your average close rate, in this case 10% …. … Factor in the outbound marketing lead rate, which in our experience averages 5% (pre-nurture, see #8 above). If you need 7 deals and 75 SQLs, and there is a 5% lead rate, you need almost 1,500 prospects to hit your number.

Lead Ranking 120

Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120

ViewPoint

JUNE 2, 2016

Generally speaking, nurturing programs increase the lead rate significantly: Standard B2B lead-generation programs produce an average 5% lead rate. Advanced lead-generation programs (which include nurturing) produce an average 15% lead rate—a whopping three times higher.

Lead Nurturing 120

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Scoring 120

ViewPoint

NOVEMBER 27, 2017

The sales manager went from new territory to new territory, training and trying to boost the new reps’ closing rates. People who attend webinars can buy, and people who register for the event will buy at the same rate. The impact of open territories and failed forecasts on the people and on company expenses were substantial.

Forecasting 149

Forecasting Sales Qualified Leads Telemarketing Marketing Management 149

ViewPoint

JANUARY 13, 2017

You need full visibility into how many touches it takes to generate a lead, your lead rate, and your cost per lead at every stage in the funnel. And you need to know at what rate your leads progress. Analyze, Analyze, Analyze. You need to measure which leads are rejected and why. Then it’s time to continuously improve it all.

Account Based Marketing 120

Account Based Marketing PointClear ABM Cost per Lead 120

ViewPoint

JANUARY 27, 2017

Since you are assuming that $966K is what you are booking and you have a 10%-win rate, then you need to have top of the funnel inbound revenue of 9.6M. To Ardath’s point, the assumptions on the calculator having to do with lead rates and close rates are conservative. Want to discuss any aspect of this? Thank you.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 120

ViewPoint

APRIL 11, 2018

Assuming a 5% lead rate, client can expect approximately eight Leads per month, not counting the longer-term opportunities (Pipeline and Nurture) that also result from the effort. Completed dispositions per day Estimated lead rate Leads per month. Our professionals complete an average of eight dispositions a day. Dials per day.

PointClear 136

PointClear Sales Qualified Leads Leads Lead 136

ViewPoint

MARCH 6, 2014

But things can get murky when marketers are asked to rate social media in terms of contributing to business goals. According to Forrester’s “Q3 2013 North American and UK Digital Maturity Online” report (based on an August online survey of 395 marketers), onsite ratings and reviews are rated No.

Paid Content 120

Paid Content Social Media Customer Surveys Paid Search Agency 120

ViewPoint

JULY 20, 2016

The lead generation and qualification work we do for this client yields slightly less than a 5% lead rate. The result of this process is what we call a disposition: our term for completing contact with a decision maker or company. Our leads are equivalent to what SiriusDecisions calls a Level 4 or 5 lead—in other words, pretty darn qualified.

Media 120

Media Sales Qualified Leads Cold Calling High Quality Lead 120

ViewPoint

JULY 10, 2012

We all wish we could predict the future, and for more than ten years PointClear has compared lead rates to the GDP in hopes of finding a way to predict future lead rates and, maybe, the GDP. It would be cool if we could do both, but as you will see it appears that lead rates are the result of GDP, not the other way around.

BtoB 120

BtoB PointClear Lead Generation Terms and Conditions 120

ViewPoint

NOVEMBER 8, 2017

See this article for details on how this underutilized marketing activity—lead nurturing—can increase your lead rate from 5% to 15%. Lead nurture programs done well triples your B2B sales lead generation marketing ROI. Of course leads are the desired outcome of most marketing programs.

Lead Generation 378

Lead Generation Work Management Sales Qualified Leads Marketing Management 378

ViewPoint

AUGUST 14, 2012

Over the next four weeks we will talk about all of the statistics on the following table, though today we are going to focus on lead rate: Based on over 60,000 completed company dispositions per year (annualized for 2012). It is not as important that you compare your own lead, qualified and no-response rates to PointClear’s experience.

Lead Generation 120

Lead Generation Sales Qualified Leads PointClear Generation 120

ViewPoint

JUNE 28, 2018

Note that on average, sales reps only qualify about one third of the leads they are provided—so close rates measured against delivered leads are often less than 10%. Close rates for these companies are close to 150% of those in average companies. Here is why: In the average company the close rate on sales-qualified leads is about 20%.

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

ViewPoint

OCTOBER 5, 2018

Hand Raisers: We’ve found that the lead rate is inversely proportional to the number of times an individual has consumed your content. When the goal is an appointment, vs. qualification with the right target, appointments end up being a disappointing waste of time for the sales rep. Read more in this white paper.

Sales Qualified Leads 136

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 136

ViewPoint

JANUARY 4, 2018

Here are some scenarios to review: Lead Rate Break-Even Analysis. Yet from one source alone marketing spent $72,158 per quarter on leads that were sent to sales and ignored. You can read more here. What is the “right” price to pay for leads? To convert to a SaaS solution, calculate lifetime net present value of the average deal.

Cost per Lead 204

Cost per Lead Cost PointClear Sales Qualified Leads 204

ViewPoint

APRIL 10, 2014

for contacting prospects after collecting their opt-in responses to their email drip but discovered the open rate for these email contacts was very low. Changing the strategy to contacting prospects within 30 minutes of receiving their opt-in address dramatically increased open rates. Stride had a set time in the a.m. Success Metrics.

Contacts 120

Contacts Cold Calling Opt-out Opt-in 120

ViewPoint

JUNE 5, 2015

Don’t expect your sales force’s close rate to be 50%. Your sales reps’ close rate might be 50% of what they thought would close (meaning that you have no visibility into the real won, lost and no-decision outcomes). The close rate is more likely to be 6 – 30%. But it is NOT 50% of the sales-qualified leads they work.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation PointClear Lead Qualification 120

ViewPoint

SEPTEMBER 27, 2017

400 to 500 no response dispositions (however, you will have learned something about the prospects’ environment, be able to set-up trigger event notifications and since not-qualified companies have been eliminated from this group of prospects the lead rate will be higher than the 4% to 5% experienced in the first cycle of contact).

Sales Qualified Leads 159

Sales Qualified Leads Top of Funnel High Quality Lead Sales Cycle 159

ViewPoint

AUGUST 17, 2018

Optimized companies, whose reps qualify more of their leads, have close rates 150% higher than average. The average sales rep closes 1 in 5 leads they qualify—but they’re only qualifying a third of the leads they’re provided. So, the average sales person is closing less than 10%.

Sales Qualified Leads 136

Sales Qualified Leads Optimization Marketing Management High Quality Lead 136

ViewPoint

AUGUST 28, 2012

In the last blog we talked about lead rates. This time we are going to talk about the importance of the qualified rate and how the qualified rate of inbound leads compares to those of outbound leads: Based on over 60,000 completed company dispositions per year (annualized for 2012).

Lead Management 120

Lead Management Sales Qualified Leads B2B Sales Sales Leads 120

ViewPoint

SEPTEMBER 22, 2015

If the technology plays out the way many people hope it will, ABM will improve close rates and conversion rates for the businesses that put it into action. And, it might be that you will end up with the same close rate but with a higher average deal size. Focus on the right accounts to move the needle.

Account Based Marketing 120

Account Based Marketing Lead Generation ABM Lead Scoring 120

ViewPoint

AUGUST 6, 2018

What Should the Sales Close Rate Be. Then look at the productivity gains possible using a best practice, outsourced solution. Here are three of our most popular blogs in 2018 so far: How Much Should a Sales Lead Cost. Lead Development: Turning Raw Leads into Opportunities.

Marketing Management 136

Marketing Management Sales Qualified Leads Cost Lead Scoring 136

ViewPoint

JULY 26, 2018

Her open rate on these programs is higher than other emails that are straight product pitches. She can expect a 15% open rate and another 5% to 8% to listen to the program; this could be 335 or more listeners. Jane has a database of about 28,000 industry leaders who have opted in to hear from the company.

Thought Leadership 120

Thought Leadership PointClear Case Studies Budget Programs 120

ViewPoint

JUNE 7, 2016

The rates of lead acceptance and rejection reveal lead management and quality problems that can be quickly addressed. Organizations should strive for lead acceptance rates that are 90 percent or better. Lower rates typically indicate a breakdown between marketing and sales. Rapid identification of problems.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

NOVEMBER 19, 2013

What is your closing rate and average sales price?”. What is the follow-up rate on the leads we will generate?”. “What is the revenue target, and what are quotas for the sales channels by month? I’m smiling). What CRM system do you have, and when will the marketing automation system be on line?

Advertising Agencies 120

Advertising Agencies Paid Search Agency Ad Agencies Blogger 120

ViewPoint

OCTOBER 12, 2017

It isn’t difficult to make the case for filling the pipeline at the same rate as the company expects an increase in sales. If so, fill them in with a lead gen program to create a continuous influx of leads that predates the sales increase by at least three months, if possible. Concluding Tip.

Forecasting 166

Forecasting Sales Qualified Leads Leads Lead 166

ViewPoint

SEPTEMBER 11, 2012

In the last blog we talked about qualified rates. This time we are going to talk about managing the “No Response” rate and the importance of having patience when it comes to working prospects—including resting them and then recycling re-segmented prospects to improve overall results.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation PointClear 120

ViewPoint

FEBRUARY 9, 2012

Sales lead rates from the second and subsequent touch cycles generate anywhere from 120% to 210% of the initial qualified lead rate. Sales lead rates decline after the fifth contact cycle. It takes about 1.6 times the number of touches to generate a sales lead in a large company as compared to a mid-market or smaller company.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120

ViewPoint

AUGUST 29, 2011

This shows an alignment with sales, who also rated acquiring new clients as their second most important goal for the year; following increasing revenues in general. The study uncovered 39 Sales Intelligence solution providers, which got varying ratings for value.

Acquisitions 120

Acquisitions Allocation Lead Scoring Lead Ranking 120

ViewPoint

JULY 26, 2016

Sales expenses will drop as average closure rates increase. Marketing measures the sales contribution value of every campaign. I can tell you what will happen: Sales will increase in 90 days. Salespeople will make quota consistently when sales inquiries are followed up. Sales force turnover will be reduced.

Budget Management 120

Budget Management Spending Marketing Management Budget Programs 120

ViewPoint

MAY 17, 2018

Close Rate 1. 1 The closed rate is based on a well-known industry analyst reporting that average companies close about 20% of sales qualified leads. The fifth option, 81 Sales Qualified Leads, cost $1,235 each. Is $1,235 per lead worth it? Let’s see: Number of Leads. Number of Closed Deals. Average Deal Size 2. Gross Margin.

Sales Qualified Leads 120

Sales Qualified Leads Buy Lead Scoring Lead Ranking 120

ViewPoint

MAY 26, 2016

In the next blog we will cover the how nurturing can triple your lead rate and revenue from marketing programs. Do they cultivate or neglect leads? Do they nourish or starve leads? It’s worth your time and attention to find out—and fix it!

Sales Qualified Leads 189

Sales Qualified Leads Lead Scoring Lead Ranking Leads 189

ViewPoint

APRIL 14, 2017

Contact me at dan.mcdade@pointclear.com to discuss sales close rate, cost per lead and other topics of interest to you. However desperate you might be, doing nothing is going to get you anywhere, and doing something on the cheap is not the answer either. Doing the right something is. I promise to help.

Lead Generation 176

Lead Generation Sales Qualified Leads Sales Leads Generation 176