ViewPoint

FEBRUARY 8, 2016

They’re not just in the weeds on the data and analyzing trends and statistics. Matt describes the Marketing Technologist as someone who truly understands how technology drives the bottom line for marketing.

CMO 168

CMO Planning Storytelling Ad Building 168

ViewPoint

JULY 20, 2016

As background, we delivered a report to a client this month that, among other statistics, showed that it takes 9.82 Many of the questions I field have to do with number of touches and the types of touches we recommend to effectively nurture a prospect. Nurturing Prospects is Not Easy, Otherwise Everyone Would Do It.

Media 120

Media Sales Qualified Leads Cold Calling High Quality Lead 120

ViewPoint

APRIL 7, 2014

Click to start video at this point — Jim said he sees statistics that say 45 percent of salespeople give up after one contact with a lead — and that’s counting email. He said he can take a mediocre salesperson and beat most of the competition simply by getting that salesperson to follow up 100 percent of the time. What is Effective Follow Up?

Lead Scoring 120

Lead Scoring Lead Ranking Leads Lead 120

ViewPoint

SEPTEMBER 29, 2016

Conclusion The market segmentation techniques described here balance the principles of statistics with the realities of today's marketing budgets. Once the test universe of “duds” is identified, it is not difficult to remove “birds of a feather” (other duds) from your target list – this too saves a lot of potentially wasted marketing dollars.

Lead Ranking 120

Lead Ranking Lead Scoring Database Marketing Budget Programs 120

ViewPoint

MAY 23, 2013

Statistics from the “Defining the Modern Marketer: From Real to Ideal” report state that the ability to track marketing ROI through technology is the most important change contributing to the evolution of the marketing profession.

B2B Marketing 120

B2B Marketing BtoB PointClear B2B 120

ViewPoint

AUGUST 28, 2013

I also shared statistics from the Corporate Executive Board that 71 percent of buyers still want sales involved early in the buying process. Click to start video at this point — When a consumer initially picks up the phone to talk to a vendor, they’re already 60 percent of the way through a buying decision, Nick said.

Enterprise Management 120

Enterprise Management Work Management Salesforce.com Marketing Management 120

ViewPoint

FEBRUARY 4, 2014

Say you have a promotion based on a statistical test of two types of content. The data might include mostly words, not numbers, so you may have to invest in technology not to get lost in the fire hose. But finding the opportunities in Big Data can be deceptively simple. Make one set of messaging "dynamic" and tailored based on prospect data.

Multivariate analysis 120

Multivariate analysis Top of Funnel Content Marketing BtoB 120

ViewPoint

OCTOBER 27, 2011

I also liked that it is a very readable book (about 240 pages, lots of statistics, pictures…). I recently read Paul Gillin and Eric Schwartzman’s book: “Social Marketing to the Business Customer” I liked the book (so much so that I wrote an Amazon recommendation) for a number of reasons. First, I like the format.

Social Marketing 120

Social Marketing Amazon Business Social Media 120

ViewPoint

SEPTEMBER 22, 2015

Craig Rosenberg, aka The Funnelholic : The operative words in the statistic from SiriusDecisions are "ABM technology." This will be a five-part series—the first of which is a compilation of eight brief but power-packed responses. The remaining four stand-alone blogs will follow.

Account Based Marketing 120

Account Based Marketing Lead Generation ABM Lead Scoring 120

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).

Lead Generation 120

Lead Generation Sales Qualified Leads PointClear Generation 120

ViewPoint

APRIL 23, 2013

And at the end of the day, after a lot of time and effort has been consumed on both sides, the statistically most likely outcome is that your prospect will decide, after all, to do nothing. , your prospect will be wondering “why should we change at all?” , “why should we change now?” and “what should we change to?”.

Process 120

Process Work Management Marketing Management B2B Thought Leadership 120

ViewPoint

JUNE 7, 2016

These statistics tell the story: The chart shows that sales reps act on a premise that the buying process is front-end loaded while in fact a relatively consistent percent of leads buy month after month after month. Michael maintains that sales reps often underestimate the time it takes to close a lead, and give up too soon.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

JANUARY 27, 2017

Often you hear a coverage statistic, e.g. 3X, etc. In the example, they need to maintain a pipeline of qualified sales opportunities of 74 (or less) in many organizations there is a difference between SQL and Qualified Opportunity (fitting more rigorous criteria like closing in a certain period of time.) That's what people are referring to.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 120

ViewPoint

FEBRUARY 26, 2013

He holds an MBA in finance and research methods from Columbia Business School, with additional graduate work in statistics, data mining, and geographic information systems.

Enterprise Management 120

Enterprise Management Thought Leadership Cross-Selling Work Management 120

ViewPoint

AUGUST 28, 2012

Regarding the qualified rate, the statistics in the table are remarkable if for no other reason than the consistency between inbound and outbound qualified rates. As info, 20-30% of opportunities or leads developed for clients are as the result of a call or email back due to our outbound voicemails messages followed by outbound emails.

Lead Management 120

Lead Management Sales Qualified Leads B2B Sales Sales Leads 120

ViewPoint

JUNE 28, 2018

Following are actual statistics though the source names have been changed to protect the guilty: What to do? Other sources, like the syndicator, actually cost cost substantially more—as much as two to nine times more—when you consider the very small number that can be closed.

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

ViewPoint

MARCH 22, 2011

article cited a statistic from CSO Insights that 60% of marketing organizations used some form of lead scoring before passing leads to sales. Bottom line: While I may not have been scored as a valuable prospect, I was valuable in other ways—as an influencer. Lead Scoring is Seller-Centric. Two years ago, my B2B Marketing 2.0

Lead Scoring 120

Lead Scoring Lead Ranking Work Management Marketing Management 120

ViewPoint

OCTOBER 11, 2012

The sales statistics that I have seen show something that’s pretty similar to the B2B marketing space.”. He first discusses investing in skills development and references several recent studies: The average marketer receives less than a thousand dollars a year in training. He adds, “Those are staggering numbers.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

FEBRUARY 7, 2018

Take a look at this post —referencing industry statistics on what leads “should” cost—and why they’re wrong. I’ve written extensively about what goes into cost per lead—and I’ve crunched (and shared) a lot of numbers that support my case. Your comments are welcome.

Cost per Lead 245

Cost per Lead Cost Lead Scoring Lead Ranking 245

ViewPoint

JANUARY 2, 2018

A 2017 list of marketing statistics from HubSpot included the following: Only 8% of salespeople said leads they received from marketing were very high quality. Is it qualified, nurtured, ready for sales? That side of the equation has to be factored in, that is both marketing and sales goals have to be met.

Lead Scoring 217

Lead Scoring Lead Ranking Sales Qualified Leads Budget Programs 217

ViewPoint

MAY 8, 2012

The ugly truth is, for many of us, engaging customers creates profitless prosperity—impressive marketing statistics that don’t ultimately, directly help generate leads and sales. At best, sales are often blindly attributed to content as part of a mass media branding success using fuzzy math.

Lead Scoring 120

Lead Scoring Lead Ranking Generation Leads 120

ViewPoint

MAY 5, 2015

Brian Carroll , Executive Director, Revenue Optimization at MECLABS shared some very compelling statistics in his response: There are three types of lead nurturing programs that every marketer should take full advantage of: 1. The welcome email.

Lead Nurturing 120

Lead Nurturing Lead Scoring Lead Ranking Peer-to-peer 120

ViewPoint

AUGUST 1, 2013

This infographic shared by Dealmaker 365 highlights key statistics every sales manager should know. Watch this TED talk and then take the Grit Survey Lori shares in her blog to see how you score. Via Score More Sales. 10 Things Every Sales Manager Should Know About Sales Performance (Infographic). Via Dealmaker 365.

B2B Sales 120

B2B Sales PointClear B2B Opinions 120

ViewPoint

NOVEMBER 20, 2017

Delivering a superior sales experience is the best way to increase B2B sales success, and the RAIN Group sales training folks have the statistics to back it up. Their new infographic is an interesting and timely read—highlighting what differentiates top performing sales organizations.

Differentiation 149

Differentiation B2B Sales Statistics Training 149