ViewPoint

JUNE 4, 2018

But usually they aren’t considering the bigger picture, one that’s full of hidden expenses: Equipment, software, G&A, management and administration are significant added costs. What marketing and sales executives who object to partnering with a specialized firm fail to add up are all the costs of establishing an inside team.

Cost 168

Cost Marketing Management Advertising Benchmark Paper 168

ViewPoint

SEPTEMBER 11, 2017

JO: If you've got 10 or 12 departments, and you've got 15 different software programs that this inquiry is going through, and you've got artificial intelligence spitting out results all along the way, someone has to figure out what that process is going to be and the piece that each process involves.

Lead Management 149

Lead Management Sales Leads Marketing Management Sales Qualified Leads 149

ViewPoint

JUNE 28, 2018

Here’s a real-life example: We once provided services to a large software company and I got a call from our day-to-day contact one morning about our lead cost—he said we were too expensive. Following that conversation, I telephoned 10 of that software company’s largest partners and asked them about lead quality from the other vendor.

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

ViewPoint

JANUARY 4, 2018

The EVP of Sales at this client, a big division of one of the world’s largest software companies, said that he received zero qualified leads from marketing—except for the PointClear outbound leads. This table compares the cost per lead on outbound (PointClear Prospecting/Nurturing) to several other sources of inbound leads.

Cost per Lead 204

Cost per Lead Cost PointClear Sales Qualified Leads 204

ViewPoint

DECEMBER 12, 2017

They both sold relatively expensive software solutions. Neither one of these marketers were buying leads for low-cost commodities. In both cases the they were intelligent and cared about their jobs. In the first case, the maximum allowed cost per lead was $125.

Sales Qualified Leads 189

Sales Qualified Leads Lead Ranking Lead Scoring Buy 189

ViewPoint

AUGUST 20, 2018

When analyzing one lead source for a giant software client, we found that marketing had generated 3,117 leads at a cost of $23.15 In addition to analyzing the actual cost of a qualified lead (not just the cost to generate a raw lead), you should also carefully measure the progression of leads through the sales process.

Sales Qualified Leads 149

Sales Qualified Leads Lead Ranking Leads Lead 149

ViewPoint

MAY 5, 2017

Now there is a rush for software and computers to reason (yes, that is the right word) and to take action for sales and marketing revenue increases by people or in a programmatic fashion. Background: Recently, Business Intelligence (BI) has surfaced as just another name for Artificial Intelligence – AI (and ML for machine learning).

Marketing AI 136

Marketing AI Marketing Analytics Tools Top of Funnel Enterprise Management 136

ViewPoint

JANUARY 15, 2013

One of the world’s largest software companies—since 2002. Global healthcare software and services company—since 2007. Large call center and security software company—since 2009. Another very large software and services company—since 2010. Another global healthcare software and services company—since 2010….

Paid Search Agency 120

Paid Search Agency Lead Generation Work Management Sales Qualified Leads 120

ViewPoint

APRIL 4, 2011

It is occurring because revenue is an enterprise wide problem and no successful enterprise software platform finds wide market acceptance without winning over IT. This is a problem that has plagued every major software category—CRM, ERP, Accounting, etc. Customers assume the software will solve the problem.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Automation Planning 120

ViewPoint

MARCH 20, 2014

Which is relevant when you''re selling social media management software. Think about who uses social media management software? The leads came from a webinar. The webinar was called, "The Future of Social Media." Marketing employees and entrepreneurs mostly. But, who wants to watch a webinar on the "Future of Social Media"?

Marketing Management 120

Marketing Management Leads Lead Marketing Qualified Leads 120

ViewPoint

MAY 1, 2013

Frank Donny is founder and CEO of Marseli , a marketing and sales analytics and performance software company. Frank is responsible for the firm’s capabilities, software vision and services.

Efficiency 120

Efficiency Analytics Work Management Marketing Management 120

ViewPoint

JULY 17, 2012

Not much different from how a typical consumer goes about buying a new car—how would you feel if you spent three hours online building the exact replica of the car you wanted to buy (make, model, engine, add-ons, color, ETC.),

Sales Qualified Leads 120

Sales Qualified Leads Work Management Lead Ranking Marketing Management 120

ViewPoint

JUNE 18, 2013

You’ve heard me say that sales lead management is a system made up of a process, the software containing the elements of the process, and the people who execute the process. In closing, there must be a process (rules), there must be adequate software, and the salespeople must follow up all sales leads.

Sales Leads 120

Sales Leads Sales Qualified Leads Lead Ranking Lead Scoring 120

ViewPoint

APRIL 11, 2018

One of PointClear’s business development representatives, working on behalf of a global software company, made 11 touches (calls, voicemails and emails) and his persistence paid off. He landed a huge lead for our client (with a $1 billion company).

PointClear 136

PointClear Sales Qualified Leads Leads Lead 136

ViewPoint

DECEMBER 1, 2016

The last time we tested 9,000 whitepaper downloads for the subsidiary of a large software company, 98.2% It would have taken a target market of about 2,000 suspects to generate 81 highly qualified sales opportunities. Alternatively, the same amount of money would buy 4,319 whitepaper downloads.

Sales Qualified Leads 120

Sales Qualified Leads Marketing Qualified Leads Lead Ranking PointClear 120

ViewPoint

NOVEMBER 29, 2016

While marketing technology and marketing automation software are not totally to blame, they have made it easier to get more poor quality leads to sales faster than ever before. I just love the simplicity of it; not to mention that it absolutely captures what is wrong with marketing in many if not most companies today.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Cost per Lead 120

ViewPoint

OCTOBER 9, 2012

B2B sale complexity impacts cost-per-lead —to recap, I have heard marketers (even senior ones) state that cost per lead for anything from life insurance to a $100,000 plus software solution “should be about $300”. Do you believe that an enterprise software solution lead, as an example, should be budgeted to cost $300 or less?

Cost per Lead 120

Cost per Lead Sales Qualified Leads Cost Lead Ranking 120

ViewPoint

JULY 24, 2012

Ask an engineer in your company to define a system and he or she will tell you it includes: Resources—such as budget, the lead generation resources, human resources and the software that manages the system. Parts—sales inquiries, leads, software, and fulfillment.In

Marketing Management 120

Marketing Management Validation Budget Programs Fulfillment 120

ViewPoint

APRIL 24, 2013

He began his career with IBM and Sterling Software and then went on to launch two successful software companies. Jim is Managing Partner at CSO Insights, a research firm that specializes in benchmarking how companies are leveraging people, process, and technology to optimize the way they market to, sell to, and service customers.

Marketing Management 120

Marketing Management Forecasting Transparency Case Studies 120

ViewPoint

OCTOBER 20, 2011

on the Marketing Automation Software Guide blog. Lauren’s article is based on her survey of marketing automation users that sought—knowing what they know now—the questions they would ask vendors if they were going back and buying their software all over again.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation PointClear Automation 120

ViewPoint

APRIL 2, 2013

Marketing Automation Software That Delivers the Most Data Wins. Everyone at a company has a role to play in a brand's social media marketing efforts, since you never know whose network will turn out to have a profitable contact in it, executives from Salesforce.com, Cisco Systems and Xerox said at South by Southwest Interactive.

B2B Marketing 120

B2B Marketing Linkedin PointClear Marketing Automation Services 120

ViewPoint

MARCH 3, 2016

In one experience (with a very large software company) content aggregator leads cost $23.15 “raw,” but $2,660 per qualified lead (only 1.8% Or, they might go the route of using content aggregators to identify hand-raisers (e.g., whitepaper downloaders) and send those hand raisers to the field as qualified leads. qualified accounts.

Lead Ranking 180

Lead Ranking Sales Qualified Leads ROI Lead Scoring 180

ViewPoint

APRIL 12, 2013

CMOs will be expected to analyze data from social networks, use customer relationship management and content management systems software for advanced analytics. The chief marketing officer''s need for advanced marketing tools will require an unprecedented level of cooperation with IT in the future, Icreon CEO Himanshu Sareen writes.

PointClear 120

PointClear B2B Marketing CMO Marketing Management 120

ViewPoint

JULY 23, 2013

You can see a list here : on the SLMA Software Review. Look into Optify (for agencies or small-to-medium companies), HubSpot, Marketo, eTrigue, Pardot, Velocify (formerly Leads360), Fision, NetSuite, Spark, etc. Just don’t sit there on your sorry butt worrying about sales performance; do something about it!

Leads360 120

Leads360 Sales Qualified Leads Marketing Automation Services Telemarketing 120

ViewPoint

JUNE 24, 2016

We met and worked together at a software company many years ago, and our paths through the continuously evolving world of B2B sales and sales performance have crossed many times. The co-authors recently shared some insights with me about their goals for the book and its readers. How did the two of you decide to collaborate on this book?

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

OCTOBER 24, 2013

She spent six years in management consulting and 52 quarters in software sales. Rowley, who oversees social selling enablement for 23,000 sales professionals at Oracle, earned her marketing handle during her previous decade at Eloqua. At Oracle she heads up social selling evangelism and enablement. She’s Down with OPC.

Eloqua 120

Eloqua Social Networks Linkedin Marketing Management 120

ViewPoint

AUGUST 22, 2011

Implementation Is More Than Just Software. But remember, we’re not just talking software here. To see how this can work, Go to “Myth 5” in this example. Once you have the new process in place, and the approval of management, you can move on to implementation.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Buy Automation 120

ViewPoint

MAY 21, 2013

I am not asking about firms and software that solve only part of the riddle. Inquiries must be managed, and managing inquiries is a process; a systems-based process with a multi-step route, which if pr operly thought out and precisely executed will bring huge predictable rewards.

Work Management 120

Work Management Marketing Management Planning Forecasting 120

ViewPoint

SEPTEMBER 29, 2015

Instead of companies with 100 prospects world-wide using it, the IP-based targeting can, through software and a little manual labor, be applied to companies with a much larger total available marketplace (TAM).

Account Based Marketing 120

Account Based Marketing Lead Generation Marketing Management ABM 120

ViewPoint

JUNE 13, 2011

It means managing the sales lead process and not expecting a software program to do it for you. It means getting salespeople to use the CRM system instead of staring at it and waiting for the sales manager to get serious about using it. It means getting a marketing automation system to boost your return on sales leads by 300-400%.

Marketing Automation Services 120

Marketing Automation Services Forecasting Marketing Management Blogger 120

ViewPoint

AUGUST 28, 2013

Companies must take the lead and make sure their sales people are familiar with the new paradigm, says my latest guest on PowerViews, Nick Stein, senior director of marketing and communications at Salesforce.com, the enterprise cloud software heavyweight.

Enterprise Management 120

Enterprise Management Work Management Salesforce.com Marketing Management 120

ViewPoint

MARCH 12, 2013

Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. For instance, people might think they know how to evaluate something like network optimization software. Second, behavior changes depending on whether customers think they know how to buy.

Forrester 120

Forrester Work Management Marketing Management B2B Sales 120

ViewPoint

MAY 5, 2011

In a recent article on Revenue Performance Management in Marketing Automation Software Guide, Lauren Carlson does a nice job of providing a context for the RPM discussion by differentiating it from marketing automation, reviewing the factors motivating its advancement, and raising good questions.

Marketing Management 120

Marketing Management Marketing Automation Services Eloqua Demand Generation Agencies 120

ViewPoint

JULY 11, 2011

The two groups of characteristics speak to a question posed in Lauren’s article, “Why do you need that much money to build a software company?” Frequent and rapid new competitor product introductions.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

MAY 30, 2012

Widespread Use of Outbound Marketing Among Software Providers. While there is still a lot of learning that some companies have to go through in this area, alignment is going to become a competitive necessity.

Differentiation 120

Differentiation Tips Top of Funnel Marketing Automation Services 120

ViewPoint

APRIL 15, 2014

Last month I attended the Future of Business conference in New York City, sponsored by international software giant SAP. By Christopher Hosford, editor-in-chief, HosfordGroup. One of the featured speakers was Josh Linkner, founder and CEO of Detroit Venture Partners , whose company enables startups in the infamously dystopian town.

Enterprise Management 120

Enterprise Management BtoB Paid Search Agency Startups 120

ViewPoint

JULY 17, 2013

The increased sophistication of translation software will enable computers to quickly translate languages, reducing the need to hire reps who speak the native language. Structuring a global workforce and creating geographic territories will be a thing of the past because today’s salespeople work virtually, socially, and inter-culturally.

B2B Thought Leadership 120

B2B Thought Leadership Skype Work Management Thought Leadership 120