Five Ways to Avoid Getting Burned by Outsourced B2B Sales Lead Generation
APRIL 6, 2017
See this blog for more about lists and testing PRIOR to using the list for marketing.). Based on my experience over the past almost 30-years it seems that everyone has been burned by outsourced lead generation. Often multiple times. And, at lot of times executives will say “I tried it and it didn’t work.” Many will acknowledge that the failure(s) were partially their fault. Candidly, when this kind of partnership doesn’t work it is the client’s fault in many situations, but not always.
Top B2B Marketing Blogs: Key Ingredients
OCTOBER 22, 2014
What makes up the perfect B2B marketing blog? First let’s establish that there are marketing blogs—and then there are B2B marketing blogs. B2B Marketing Guest Blogs
Desperate and Fearful: Need Pipeline – Want Sales Lead Generation
APRIL 14, 2017
Last week I published a blog that provided five ways to avoid getting burned by outsourced B2B sales lead generation, qualification and nurturing. You can read the blog here. In that blog, I wrote: “When the pipeline is weak, desperation and fear take over. Here is a blog that covers the subject in detail. Sales/B2B Marketing execs feel intense need to do something, but are afraid to risk budget.
Dear CEO: The Era of Accountability Starts in 2017
NOVEMBER 29, 2016
This cartoon was sent to me in response to a blog I wrote a couple of weeks ago. (Photo Courtesy of Kenny Madden). 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.
To Manage Sales You Must Manage Sales Leads
OCTOBER 13, 2015
Today's blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. “Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”.
Expert Panel’s Feedback on Our Lead to Revenue Calculator
JANUARY 27, 2017
Note from Dan: In this blog I explain why I feel it is important to break out nurture leads as so often the value of nurturing is ignored. Go to this blog to read more. During the last week of December I asked a panel of experts for feedback on our Leads to Revenue Calculator.
B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #4: How Much Should Leads Cost?
DECEMBER 20, 2016
While doing research for this blog I found one study that was quoted frequently stating that technology leads cost $51 – $100. He prefers and will soon blog about what he calls “the acceptable acquisition cost”. How much should a lead cost?
Bubble in the Funnel
OCTOBER 20, 2016
See this blog for specifics. Per 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.
PowerOpinions: Making Lead Scoring a Success Part 1 [Expert Advice]
JULY 7, 2015
14 industry experts responded with excellent feedback that we'll share in three separate installments (displayed below)—plus one clever response from Jim Obermayer that we felt justified a blog all its own.
7 Truths About Sales and Marketing (That CEOs Need to Know - Part 1)
MAY 10, 2016
Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the first of a 9 part blog series. I’ll cover each of these 7 Truths in subsequent blogs.
The Quest for Good Leads: Are You Asking the Right Questions?
JUNE 16, 2015
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 1]
SEPTEMBER 22, 2015
The remaining four stand-alone blogs will follow. According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months.
4 Tips to Power Up Prospecting in 2015: #1 Believe it Works!
MARCH 24, 2015
Naturally, I followed up to “meet” Mike via email and asked him if I could share his tips with my blog audience. Earlier this year I sat in on the 2015 Virtual Sales Kickoff hosted by my friend S. Anthony Iannarino (along with Jeb Blount).
Are You Building a Company or Just Laying “Marketing Brick”?
SEPTEMBER 15, 2015
Today's blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. There’s a quote by Charles M. Schwab that goes like this: Three men were laying brick. The first was asked: "What are you doing?"
The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click
JUNE 10, 2016
Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Matt Heinz, president of Heinz Marketing, says in his blog : “Inbound marketing can be both highly effective and highly inefficient.
4 Things a CMO Should Do to Build Their Marketing Dream Team (Part One)
FEBRUARY 8, 2016
Stay tuned for part two of this blog where we will talk about Smarketing (marketing’s “12 th man”) and the crucial role culture plays in any successful team. In a recent interview, I sat down with Matt Heinz to pick his brain.
When Bad Things Happen to Good Leads - Part 1
FEBRUARY 24, 2015
But that’s not what this blog is about. There will be a ton of ink (and cyber ink) dedicated to lead nurturing this year. Most of it will be about using marketing automation to nurture leads. In and of itself, marketing automation is not a bad thing.
The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)
MAY 5, 2015
There were some terrific responses and I’ll share them over the course of two blogs. He had written a blog on this very topic and was so gracious as to allow me to pull from it. This year I've been talking a lot about Nurturing.
PowerOpinions: Making Lead Scoring a Success Part 2 [Expert Advice]
JULY 9, 2015
So, we compiled the experts' responses and wrote three blogs that summarize what they have to say. In the next blog in this series, you’ll hear from the following experts: Matt Heinz talks about how easy yet dangerous it is to stick with the status quo.
Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]
SEPTEMBER 24, 2015
There was so much great feedback I’ve divided the responses into a five-part blog series. 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.
Does Your Sales Team Know How to Follow-Up on a Lead?
JUNE 7, 2016
In the last blog in this series we discussed lead nurturing , and how an advanced lead generation program that includes nurturing can triple your sales. My friend Matt Heinz authored an excellent blog entitled Six Rules for More Effective Sales Lead Follow-up that can be found here.
Status quo, you know, is Latin for 'the mess we're in.'
JUNE 30, 2015
Today's blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. This title is a quote from Ronald Reagan.
The sales rep said, “I never got a lead yet that turned into a sale.”
JULY 20, 2015
Today's blog was submitted by James Obermayer. I was the marketing manager of a medical device company and we were near the end of the day’s sales meeting. Forty salespeople were in the room; I was last on the program.
Seven Ideas to Increase Sales (Reading time: Five minutes or Less)
NOVEMBER 2, 2016
Go to this blog to see why this is happening and what to do about it. There isn't a senior executive at any company across the globe that doesn't want more sales. The trouble is, not every company truly understands what it takes to generate that additional revenue. Here are some best practices involved with increasing sales: Lead generation, lead qualification, lead nurturing: For every dollar you have closed, you have left two dollars on the table.
How Much Do Your Leads Cost?
MAY 24, 2016
In the last blog in this series we discussed the need for marketing to be more accountable for driving revenue. The next blog in this series introduces the Judicial Branch—the best way to eliminate finger pointing between marketing and sales, and keep leads from being ignored by the field.
The Why, What & How of a Lead-to-Revenue Assessment, Part 2 - The How
AUGUST 20, 2015
Today's blog was submitted by Pam Hege. In part one , I provided insight into the why and what of a lead-to-revenue assessment. I challenged marketing and sales leadership involved in 2016 planning to pause and consider conducting the assessment before making any decisions for next year.
Dead is Dead! (At Least in Sales and Marketing)
MAY 19, 2015
I wrote another blog about this concept that you can find in Top Sales World’s magazine here. Have you noticed how many things are dead these days? Cold calling is dead. Outbound marketing is dead. Many say that even marketing as a whole is dead.
Marketing Automation is Not Marketing Strategy
FEBRUARY 27, 2014
We are republishing this blog by Ruth Stevens (originally run January 29, 2014) because she hits the nail on the head about marketing automation. Today''s blog was written by Ruth P.
Follow the Money: The Primary Responsibility for CMOs
AUGUST 11, 2015
Since the 2007 recession there have many articles, white papers, e-books, blog entries and traditional books written on Marketing ROI (see the bibliography at the end).
Most Market Share Battles Are Lost, Not Won
JUNE 23, 2015
Today's blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting.
What Percentage of Marketing Leads Should Be Accepted by Sales?
OCTOBER 10, 2016
According to Terry Flaherty, Senior Research Director, Demand Creation Strategies at SiriusDecisions in this blog, “Measuring the Impact of Successful Sales Handoffs” : “Organizations with a formal SAL stage in their lead management process generate 9.3 The biggest disconnect between marketing and sales is the hand-off of marketing qualified leads (MQL’s) to sales and the acceptance of those leads (SAL’s) by sales.
What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer
MAY 13, 2016
A couple of years ago I wrote a blog for Salesforce.com about lead definition. Brian’s blog continues: “ULD doesn’t need to be complex. The next blog in this series covers how to drive revenue from all sources: inbound, nurture and proactive outbound. How to define a lead and gain agreement is the first of 7 Truths about Sales and Marketing that CEOs need to know.
3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)
APRIL 28, 2015
In this blog we'll tackle #3: How to appropriately follow up on a lead. The term "Hail Mary" has become generalized to refer to any last-ditch effort with little chance of success. The origins of the phrase date back to October 28, 1922, during a game between Notre Dame and Georgia Tech.
5 Sales & Marketing Thought Leaders Weigh In on Inbound Marketing
APRIL 17, 2014
In January I wrote the blog: How to Diagnose if Inbounditis is Killing Your Sales Pipeline , which was published by DemandGen Report.
True Marketing Operations: It’s time.
MAY 20, 2014
B2B Marketing Marketing Strategy Guest Blogs My best right hand man in a large sales organization was the sales operations manager.
PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]
JULY 14, 2015
We asked this to top industry experts, then compiled their responses and wrote three blogs summarizing what they have to say.