Two Encouraging Lead Generation Trends in July 2010 Report
ViewPoint
AUGUST 5, 2010
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Why Marketing Management Must Master Deep Digital Analytics
ViewPoint
MARCH 19, 2018
The director of marketing, 20 years into her career, was confronted with a bewildering cornucopia of reports, making her heretofore creative life difficult. Reporting on revenue created by marketing sources is the only truth that counts. We know geo distribution, client and platform by user.”. It wasn’t an easy conversation.
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The Why, What & How of a Lead-to-Revenue Assessment, Part 2 - The How
ViewPoint
AUGUST 20, 2015
Measurement and reporting: What are we tracking, measuring, and reporting on to ensure our lead-to-revenue performance is optimized? Chances are you have weekly or monthly KPI reporting that measures performance against your goals. You’ll also want to pull engagement reporting out of your marketing automation platform and CRM.
Sales Lead Management Leads to a Lower Cost of Sales
ViewPoint
APRIL 7, 2015
Follow-up is the responsibility of the sales reps and as reported in the CRM system it was only 15%. Jake also agreed that the source of leads would be graded as successes or failures based on the sales representatives'' reports. Reporting on lead-closure or failure leads to an increase in qualified leads.
Lead Management 
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Is it Fraudulent to Spend Money on Lead Gen Without an ROI?
ViewPoint
NOVEMBER 7, 2018
If you intend to spend the investor’s money (AKA company money) based on notions and intuition, without a plan to report the results, you are misleading management. Nothing else made sense to me then or now. If the results are not giving management the required return on investment, you are a fraud.
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How Many “Leads” Does $100,000 Buy?
ViewPoint
MAY 17, 2018
The CMO in this scenario did convince the sales executive to purchase a sample of the data rather than the entire list, and received a commitment from sales that results would be tracked and reported on. Predictably, few if any of the prospects were contacted and there was no reporting on results. Option 3: Content Aggregator Leads.
Dear CEO: Fix these three things and increase revenue
ViewPoint
JUNE 28, 2018
During the year, marketing spent a lot of money driving thousands of so-called leads—while sales reported that they got absolutely nothing of value from marketing. Here is a report from marketing: “We’re on track for a great quarter in lead generation. The marketing team was thrilled with their results. Budget undefined?
How Much Leads Cost
ViewPoint
JANUARY 4, 2018
see marketing charts analysis of HubSpot’s “2017 Demand Generation Benchmarks Report” ). For example: “The average cost per lead across all the companies surveyed is almost $200 ($198.44).Admittedly, Admittedly, that’s a useless statistic, as these figures vary quite dramatically depending on industry, company size, etc.” (see
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What Does “Full Funnel Marketing” Really Mean?
ViewPoint
AUGUST 5, 2016
Unfortunately, many marketers have earned this distinction (even if it’s a bit unfair) by focusing their reporting on clicks, opens and activities instead of outcomes. And when they report on the revenue impact of their efforts, it’s hard not to take them more seriously.
Top of Funnel 120
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Follow the Money: The Primary Responsibility for CMOs
ViewPoint
AUGUST 11, 2015
And yet, without ‘following the money’ and reporting on the results, what has Marketing achieved? Closing the leads out with results (75-80% of leads can be followed-up and reported; at any given time 20-25% can be unresolved in the pipeline). Reporting on lead disposition and running the numbers; it’s just an exercise.
Work Management 120
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An Agency Presentation that Surprised Me
ViewPoint
NOVEMBER 19, 2013
We need to get copied on the reports; we need to create our own reports based on sales closing by lead source.”. Will we get weekly reports on closed sales, by source, source type and salesperson? What is the follow-up rate on the leads we will generate?”. Questions getting better all the time). I’m loving it at this point).
Like Leaving Flour Out of a Cake
ViewPoint
OCTOBER 27, 2016
Laws include important elements such as an agreed upon lead definition, hand-off processes, metrics, and reporting. If you leave laws and a judicial system out of marketing and sales departments, you have a recipe for disaster. We will talk about the judicial branch below.
Good Reads for B2B Marketing - Staple Yourself to a Lead
ViewPoint
APRIL 26, 2013
Report: Data, content drive email marketing. Adding relevant content and extracting data can revitalize the tried-and-true tactic of e-mail marketing campaigns, according to a BtoB email research report “Email Marketing: An Established Channel Evolves.” Via B2B Marketing Insider. Via MarketingProfs. 5 Tactics to Grow Your Email List.
BtoB 120
120 Stunning Study Reveals How to Increase Sales by 29-49%
ViewPoint
DECEMBER 17, 2014
Of course, Covey’s message is a good one for all of us, but especially true for salespeople as pointed out in “The Power of Prioritization Report” i published by Velocify (A Sales Optimization Study). Stephen Covey said, “The key is not to prioritize what''s on your schedule, but to schedule your priorities.” Sales Process Sales Leads'
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Metrics to Drive Lead Generation Performance
ViewPoint
AUGUST 8, 2011
Most B2B lead generation marketers are reporting performance metrics to senior executives but the portion also reporting financial contribution metrics are more likely to be outgrowing their competitors. The choice of which metrics to report either reflects the company’s priorities or its’ measurement limitations.
Lead Generation 120
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When Bad Things Happen to Good Leads - Part 5
ViewPoint
MARCH 10, 2015
times more likely to respond to quality voicemail and email than their junior reports. Don’t believe everything you read about executives not wanting to talk to vendors. Some years ago I learned that SVP and C-level executives are 2.5 I was blown away!
Taking away a marketing manager’s excuses!
ViewPoint
JANUARY 21, 2014
I don’t manage the people who control the final step in reporting: salespeople. If sales management refuses to enforce lead follow-up, start with a research report that follows up inquiries and demonstrates the percent who buy overall. You must have a CRM system to make the whole reporting process automatic and believable.
Work Management 120
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Why Sales Needs Fewer Leads
ViewPoint
AUGUST 20, 2018
Many of the same companies fail to hold sales accountable for closing the good leads and for reporting back results that feed the marketing and sales model. Far too many companies evaluate marketing’s success by the number of leads they hand over to sales. The overall result is often wasted marketing dollars and wasted sales time.
PowerViews with Andrew Gaffney: Tipping Points & Differentiators
ViewPoint
MAY 30, 2012
Andrew is currently Editorial Director at G3 Communications, as well as Editor and Publisher of DemandGen Report. DemandGen Report has a study underway to determine the content and kinds of messages that buyers prefer and respond to. Lead Evaluation Metrics: A Leaning Curve to Relevance in Reporting.
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Make Marketing More Efficient by Embedding Analytics on Top KPIs
ViewPoint
MAY 1, 2013
Start with focusing on the top 5-6 key performance indicators that you need to run your business and embed the collection and reporting of the data directly into your work stream. Embedded analytics can deliver intuitive performance reports right where you need them—within your CRM system.
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2014 B2B Marketing Trends That Work
ViewPoint
JULY 22, 2014
The Content Marketing Institute recently released the annual North American report titled B2B Content Marketing: 2014 Benchmarks, Budgets and Trends—and the findings are impressive. As a B2B company, it’s paramount that you stay on top of trends so you know which to adopt and which to nix. B2B Marketing'
Trends 120
120 Sales Leads: Why Your Reps Need Fewer, Rather Than More
ViewPoint
JANUARY 12, 2012
Meanwhile, in the marketing department, Jennifer is completing her monthly report. ” Jennifer’s report says nothing about the core processes that make up sales lead management: lead qualification, lead nurturing, or what the sales force has done with previous leads. I have attached a summary report.”
Sales Leads 120
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Good Reads for B2B Sales - Five Greatest Sales Effectiveness Inhibitors
ViewPoint
JULY 18, 2013
Marketing reports an increase in the number of sales ready leads, but sales reports they have no good leads. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Can Fewer Leads Mean More Sales? Does this sound familiar?
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ITSMA Professional Services and Solutions 2013 Brand Tracking Study
ViewPoint
MAY 28, 2014
A key takeaway from this report is that there is a lot of room for services and solution providers to gain share in this highly fragmented market. B2B Marketing B2B Sales B2B Growth Strategy'
Service 120
120 8 Ways to Motivate Salespeople to Follow Up Inquiries
ViewPoint
NOVEMBER 17, 2014
Follow-up is variously reported from 10%-25% in most companies. So we are left with motivating them to do the obvious and not give up. Yes, follow-up is difficult today. Prospects are always available when they want something, but disappear when they have what they need.
Cold Calling 120
120 Top 3 Tips on How to Validate, Calibrate Marketing Automation
ViewPoint
APRIL 24, 2018
times more likely to respond to a quality multi-touch campaign (calls, voicemails, emails, and in some cases direct mail) than are their direct reports. More importantly, these high-ranking executives are about 2.5
Validation 168
168 Lists and the Rest of the Story
ViewPoint
OCTOBER 21, 2017
A number reported that the contact was no longer employed by the organization. Of the remaining half, 20% had no contact name associated with the record (the mail house would have mailed it anyway – and it would have gotten dumped). Over 10% of the remaining addresses were bad. Some companies had moved and some were just, well, bad.
True Marketing Operations: It’s time.
ViewPoint
MAY 20, 2014
Sales Ops looks backward in most instances (at historical sales results), with an eye to the future for hiring, expansion and reporting. In many respects—no, in all respects—the marketing operations manager is more powerful and informed than the sales operations manager. B2B Marketing Marketing Strategy Guest Blogs'
Work Management 120
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How to Avoid Wasting 75% of Your Marketing Spend
ViewPoint
JULY 26, 2016
To become like them, you need business rules for follow-up and measurement, and a system to report on results. Maybe they are small in number, and they are secretive, because who wants to empower competitors when the solution to increasing sales is so simple?
PowerMinute: [Video] Learn How Fewer Leads Can Drive Higher Sales
ViewPoint
OCTOBER 23, 2013
Many of the same companies fail to hold sales accountable for closing the good leads and reporting back results that feed the marketing and sales model. Far too many companies evaluate marketing’s success by the number of leads they hand over to sales. The overall result is often wasted marketing dollars and wasted sales time.
Lead Ranking 120
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What's it take to generate leads that fuel your forecast?
ViewPoint
FEBRUARY 23, 2018
Do you report on stats such as touches per conversation, touches per lead, best conversion touches? Standard and custom reports are either automatically created or can be run in seconds. Does your CRM manage list segments, cadence, lead data and other outcomes? Can you segment, re-segment or retire lists or list segments in seconds?
Gold Calling vs. Cold Calling
ViewPoint
NOVEMBER 8, 2016
First, gold calling requires the caller to take strategic approach to call planning, including creating a detailed playbook, identification and segmentation your market, developing lead qualification criteria, efficient reporting on your calls, effective call training, and weekly contact between the callers and the team receiving the leads.
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Is Lead Generation Slipping Away From Marketing?
ViewPoint
APRIL 17, 2012
But over-all I don’t think lead generation will move under sales management which still has a difficult time reporting on the closure of 75-90% of the inquiries and leads they are now given.
Lead Generation 120
120 Bubble in the Funnel
ViewPoint
OCTOBER 20, 2016
The #1 sales execution issue reported by sales execs is the lack of highly qualified sales leads. Here are three facts (from CSO Insights): Fewer than 60% of reps made quota over the past several years. Only 42% of marketing generated leads were accepted and worked in those same years.
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Why Sales Leads are an Asset With a Declining Value…for Some
ViewPoint
JANUARY 22, 2013
The report showed that their salespeople’s follow-up level was about fifteen percent. She used the report and the lack of follow-up to request the following changes: She wanted a marketing automation tool for follow-up and nurturing. At nine months, 36% had closed for someone. At twelve months, 45% had closed for someone.
Lead Scoring 120
120 New Response Databases - Valuable Resource for B2B Marketers?
ViewPoint
MAY 23, 2011
Over the last two years, we published reports on the data coming from compiled data vendors. Have a look at the reports here: 2009 and 2010. The data reported was about as accurate as we thought it would be. So that’s the background…now on to the conclusions from our new study.
Resources 120
120 Lists and the Rest of the Story
ViewPoint
MARCH 29, 2017
A number reported that the contact was no longer employed by the organization. Of the remaining half, 20% had no contact name associated with the record (the mail house would have mailed it anyway – and it would have gotten dumped). Over 10% of the remaining addresses were bad. Some companies had moved and some were just, well, bad.
“Tell Me Who Your Friends Are and I'll Tell You Who You Are."
ViewPoint
JULY 24, 2012
If the verification and validation turns up flaws (salespeople who do not follow up inquiries and leads, salespeople who do not report on lead disposition, a marketing department that does not measure ROI), then the “engineer” will go back to adjust the system until it succeeds with an ROI for the company.
Why Don’t Companies Want to Talk to Anyone?
ViewPoint
DECEMBER 7, 2017
His name is Tim Kelly, the Vice President of Sales for your company, your boss; the guy you all report to.”. Do you want to leave a message and I will try to find him? What’s his name again?”. Okay, may I have your name sir?”. This is Jim Obermayer from the Sales Lead Management Association. May I leave a message?”.
Most Market Share Battles Are Lost, Not Won
ViewPoint
JUNE 23, 2015
The four salespeople are happy to report to the company president, who admittedly dislikes spending even 5% of his time on sales. The happy dance shouldn’t start until they are closing one out of ten leads (4.5 buyers in every ten leads, one out of ten is a nearly 25% market share of the 4.5 available buyers). Probably half—to start.
Work Management 120
120 Is Lead Flow to the Reps Too Slow or Gridlocked?
ViewPoint
JUNE 15, 2017
When I reported on the log jam, I thought the sales manager was going to have a heart attack on the spot. In all, there were about 40 inside people in two departments working on the qualification and nurture process. This cost the company $1.2 million in salary and benefits.
B2B Prospecting Data Just Keeps Getting Better
ViewPoint
DECEMBER 17, 2013
In response to our request for sample records on five well-known firms, the reported results included as many as 100 lines per firm. The quantity was so vast that we published it in a supplementary spreadsheet , so that our research report itself would be kept to a readable size.
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PowerViews with Dave Munn: The Transformed Marketing Organization
ViewPoint
SEPTEMBER 27, 2012
Click to start video at this point — Dave discusses the recent ITSMA report—“Marketing Transformation: Are We There Yet?”—and The report is based on surveys of close to 200 marketing leaders to determine how they are transforming and what they are doing to efficiently deliver results.
Organization 120
120 The 5 Top Media for Cold Prospecting
ViewPoint
JANUARY 26, 2012
The DMA’s 2010 Response Rate Report reported a healthy 1.68% response rate to B-to-B prospecting letter mail and 2.18% to its cheaper cousin, postcard mail. It’s great for target verification and data collection at the earliest stages of your campaign, too. With 18,500 business lists available for rent in the U.S.,
B to B 120
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