6 Things Good Lead Generation Vendors Do Right (That You May Be Doing Wrong)


At PointClear, we establish cadence for every prospect in every B2B sales lead generation program we execute using our proprietary SQL-based data capture and workflow tool (called PinPoint) Defined by the program management team based on 20-years of results and our technology-enhanced processes assures that cadence is optimal for each client. Lead nurture programs done well triples your B2B sales lead generation marketing ROI.

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Chairs are Dead—and Other B2B Marketing Hogwash


Earlier today I was talking to my wife about the B2B marketplace. I casually said what we do, which is outbound business development for B2B companies, is not old fashioned, it is timeless. These approaches work well in both B2B and consumer marketing, covering the entire length of the lead funnel and the customer journey, respectively.”. In 2015, I wrote this blog for Sales & Marketing Magazine: Dead is Dead (in Sales & Marketing).

Top B2B Marketing Blogs: Key Ingredients


What makes up the perfect B2B marketing blog? First let’s establish that there are marketing blogs—and then there are B2B marketing blogs. Now that I’ve got you salivating, let’s begin our tasting menu of B2B marketing inspiration.

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B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #1: Should you leave a Voicemail?


B2B Sales Prospect DevelopmentShould you leave a voicemail? One of the best responses to this question that I have seen is from a somewhat dated (2015) article in Eyes On Sales in which the author asks: “How many callbacks do you get if you DON'T leave a voicemail?”.

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Secrets to Successful B2B Webinars

This best practice guide covers a variety of elements surrounding successful webinar strategy and execution

2014 B2B Marketing Trends That Work


As a B2B company, it’s paramount that you stay on top of trends so you know which to adopt and which to nix. This is a standout year for B2B marketing. B2B Marketing

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Dear CEO: The Era of Accountability Starts in 2017


The current reality (according to CSO Insights): Less than 60% of B2B sales reps are hitting quota. (Photo Courtesy of Kenny Madden). This cartoon was sent to me in response to a blog I wrote a couple of weeks ago.

Persistence Pays—How 42 Lead Qualification Touchpoints Won a $1 Billion Deal


Ask me how we helped one client spend $49,000 on B2B lead generation, qualification and nurturing, instead of $172,000 – and doubled their return.). B2B Telemarketing B2B Sales Increase SalesPointClear is known for its perseverance. While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying.

Dear CEO: Find out how well your team is nurturing its B2B sales leads


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. B2B Sales Lead NurturingWhen you and your team are focused exclusively on “lead” outcomes, immediate costs are misleading and long-term costs increase dramatically. Here is why: You have heard the expression that to a hammer everything looks like a nail.

2018 B2B Marketing Mix Report

B2B marketers like you contributed their insights to Sagefrog’s annual B2B Marketing Mix Report, a valuable asset in planning your marketing strategy for the year ahead

How Much Leads Cost


Others stated that the range is between $35 – $100 for a B2B lead. Of course, it depends on what you are selling, but common sense tells you that B2B leads for a complex sale (that are worth a sales rep’s time) are probably going to cost more than $200. I review a lot of content on this topic and am amazed at what I find written about lead cost. For example: “The average cost per lead across all the companies surveyed is almost $200 ($198.44).Admittedly,

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B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #4: How Much Should Leads Cost?


How much should a lead cost? My answer to this is, and has always been, probably more than you think, but definitely less than you are currently paying. If you want more information on understanding how much you should be paying for a lead, check out our How Much Should a Lead Cost whitepaper.


PowerOpinions: Making Lead Scoring a Success Part 1 [Expert Advice]


The Flawed B2B Approach. We then spoke to SiriusDecisions’ own Tony Jaros who had this to say: Lead scoring has often failed to live up to expectations because of the flawed way in which many B2B companies and technology have approached it. B2B buyers are committees.

Why Cost per Lead is a Bad Way to Measure Your Return on Lead Generation Efforts


Marketing must align its B2B lead generation activities and resources with deeper-in-the-funnel outcomes. Tie B2B lead generation activity to overall revenue and profits. Shifting to Outcome-based Accountability and Revenue Metrics.

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7 Truths About Sales and Marketing (That CEOs Need to Know - Part 1)


B2B Marketing Marketing & Sales Alignment B2B Sales Sales & Marketing ManagementUnderstanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the first of a 9 part blog series.

How a CMS Enables B2B Marketing Success

A CMS lies at the heart of a B2B marketing framework

7 Steps to Gain the Market Share You Deserve (& Sometimes Don't!)


B2B Marketing Marketing Strategy Similar to De Tocqueville’s famous comment, “People get the government they deserve,” I think companies get the market share they deserve based on their ability to market.

Bubble in the Funnel


Inside Sales Sales Process B2B SalesPer Healthline Media, an air embolism, also called a gas embolism­, occurs when one or more air bubbles enter a vein or artery and block it. These air bubbles can travel to your brain, heart, or lungs and cause a heart attack, stroke, or respiratory failure.

The Quest for Good Leads: Are You Asking the Right Questions?


Mike Damphousse, founder, CEO and CMO of Green Leads and author of Smashmouth B2B Blog: Sales & Marketing Demand Gen places the focus on value: 1) The value of the inbound versus outbound lead; and 2) how far those leads are in the pipeline against the amount invested.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 4]


In fact, B2B sales teams have deployed versions of this go-to-market approach for years using target account-based selling to focus on specific companies they believe match their companies’ product or service value proposition. So why is ABM the new must-have for B2B marketers?

Why B2B Content Strategies Are Paramount for Generating Quality Leads

Generating demand and ensuring the consistent flow of high-quality, actionable leads is what makes B2B marketers successful

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 1]


However, for B2B marketers who already use personas—if they have been created with depth, signed off on by sales, and are actively used to inform content marketing strategy and sales enablement, then the shift to ABM should be easier… Like anything else, ABM is not one-size-fits-all.

4 Things a CMO Should Do to Build Their Marketing Dream Team (Part One)


B2B Marketing Sales & Marketing ManagementIn a recent interview, I sat down with Matt Heinz to pick his brain. I pitched him the question, “What makes a dream marketing team and how should a CMO build one?”

The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click


An astounding 61% of B2B marketers admit to sending 'leads' directly to Sales without qualification, according to a Marketing Sherpa Marketing Benchmark Report. B2B Marketing Marketing & Sales Alignment B2B Sales Sales & Marketing Management

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The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)


According to MarketingSherpa research, 64% of B2C and 48% of B2B marketers send out some automated version of this. This year I've been talking a lot about Nurturing.

Flip My Funnel - Guide To B2B Account Based Marketing

As modern B2B marketers, we have been lucky enough to witness some of the most dramatic shifts in marketing strategies and technologies

Expert Panel’s Feedback on Our Lead to Revenue Calculator


B2B Marketing B2B SalesDuring the last week of December I asked a panel of experts for feedback on our Leads to Revenue Calculator. I was surprised at the level of detailed feedback I received. Not all of it was positive, but it was all valuable.

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Desperate and Fearful: Need Pipeline – Want Sales Lead Generation


Last week I published a blog that provided five ways to avoid getting burned by outsourced B2B sales lead generation, qualification and nurturing. B2B Telemarketing Lead Generation B2B Marketing Sales Process Lead Nurturing Increase Sales Sales LeadsYou can read the blog here. In that blog, I wrote: “When the pipeline is weak, desperation and fear take over. Sales/B2B Marketing execs feel intense need to do something, but are afraid to risk budget.

Why Buyers Buy


How are these concepts related to marketing and sales in B2B environment? B2B SalesAbraham Harold Maslow (April 1, 1908 – June 8, 1970) was an American psychologist who was best known for creating Maslow's hierarchy of needs, a theory of psychological health predicated on fulfilling innate human needs in priority, culminating in self-actualization. In 1943 Maslow stated that people are motivated to achieve certain needs and that some needs take precedence over others.

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How Much Do Your Leads Cost?


Using industry benchmarks, the cost per B2B lead, SAL, SQL and closed deal are approximately as follows: Note that the costs from Downloads from Content Syndicator are infinite. B2B Marketing Marketing & Sales Alignment B2B Sales

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A Content Formula for Complex B2B Organizations

Content Marketing is essential for anyone who wants continued success and growth

Three “Lies” That Plague B2B Businesses Today (Part Two of Three)


In fact, we believe just the opposite: 70% of B2B technology solution buyers want to engage with sales reps before they identify their short list. B2B Marketing B2B SalesCold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Do you agree these are lies? In late August I asked industry experts that same question and asked them to substantiate their answers.

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PowerOpinions: Making Lead Scoring a Success Part 2 [Expert Advice]


I am hopeful the recent buyer interaction findings from SiriusDecisions’ 2015 B2B Buyer Study give marketing and sales leadership a legitimate reason to step back and assess their entire lead-to-revenue process.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 5]


I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. In a recent SiriusDecisions study, 92% of B2B organizations said ABM is “extremely” or “very” important to their marketing efforts.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 3]


I recently asked fellow industry leaders to weigh in on the rising popularity of Account-Based Marketing among B2B companies. Account-Based Marketing, because of technology, is steadily advancing from the B2B big dollar, small prospect list marketplace, into mid-market B2B sales arena.

Effective B2B Marketing Content That Will Lead to Sales Growth

Effective marketing content leads to increased sales productivity, more revenue, greater marketing effectiveness and stronger alignment between marketing and sales

Three “Lies” That Plague B2B Businesses Today (Part One of Three)


B2B marketers ignore it at their peril.”. B2B Sales Cold CallingCold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Do you agree these are lies? In late August I asked industry experts that same question and asked them to substantiate their answers. The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. Dave Brock, Partners in EXCELLENCE , President.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]


As Account-Based Marketing continues to rise in popularity among B2B companies, I decided to pick the brains of fellow industry experts and get their input on the matter.

Half of all sales inquiries are good. The challenge is finding which half.


Now, B2B Sales Sales & Marketing Management In the distant past (30 years ago) We figured out through research that 45%f of all inquiries turn into a sale for someone.

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Does Your Sales Team Know How to Follow-Up on a Lead?


Helping them understand actual vs. assumed buyer behavior in B2B sales environments helps alter their behavior—and helps them be more successful. B2B Marketing Marketing & Sales Alignment B2B Sales

Empathy: Your Lead Generation Superpower

Speaker: Brian Carroll, CEO & Founder of markempa

The single biggest issue for B2B growth is effective lead generation: increasing lead quality and quantity. Today’s sales and marketing environment is a paradox. There has never been more marketing channels to reach potential customers.