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


Why else would I, someone in the lead generation business, get multiple calls and emails from lead generation companies every week (and multiple calls over time from the same firms)? An example cadence for our programs is 10 to 12 touches over 10 business days including 4 to 5 dials, supported by 3 to 4 voicemails and 3 emails. There’s plenty of mediocrity in lead generation—both in-house and outsourced.

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Chairs are Dead—and Other B2B Marketing Hogwash


I casually said what we do, which is outbound business development for B2B companies, is not old fashioned, it is timeless. movement harshly declare that proactive targeting and prospecting for new business is dead. To complement inbound marketing efforts, and to forge important personal connections and human relationships, there’s nothing better for business than a real conversation.

Trending Sources

Cadence—Multi-touch, Multi-media, Multi-cycle Marketing Multiplies Results


They are orchestrated by our proprietary CRM (PinPoint), but executed by highly qualified business development reps. For one client, it takes 9.82 touches to engage with a prospect. The result of these touches is what we call a disposition: PointClear's term for completing contact with a decision maker or company (some programs lend themselves to dispositioning by contact and some by company). This approach yields a 5% lead rate.

"Marketing is too important to be left to marketers."


Here’s the problem: Marketing is increasingly viewed as a separate entity, an outsider to what the company’s business is all about, when in fact, it is inseparable. What’s the worst part of separating marketing out from the core of the business? This saying always amuses me.

30 Ways to Get Inside the Mind of Your Target Buyer

These 30 findings show the path from respect, to relationship, to business win Trust, support, and transparency: that's what your target buyer really wants.

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


Here is what happened on December 6, 2016 (the names have been changed to protect our client, a Fortune 200 company): Voicemail left by our business development associate forwarded by the VP Finance to the Director of Risk Management (DRM). Should you leave a voicemail?

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


The Three “Lies” That Plague B2B Businesses Today Are: Cold calling is dead. The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. Sales serves those prospects and their goal is to get their business. Establish what SiriusDecisions calls a demand waterfall: Marketing Qualified Leads (MQL’s) become Sales Accepted Leads (SAL) which become Sales Qualified Leads (SQL) and eventually closed / won business.

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


I have been in this business since 1991 and things have not changed dramatically over the past almost twenty-five years. movement harshly declare that proactive targeting and prospecting for new business is dead. What’s a good lead rate? How much should a lead cost?

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


The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. How are you helping them uncover and/or reframe issues they have in their business? Cold 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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Three “Lies” That Plague B2B Businesses Today (Part One of Three)


The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. I have been in the outbound prospecting business for twenty-five years and never once have made a truly “cold” call. Check out my Lead to Revenue Calculator to estimate how much of your future revenue needs to come from existing business, inbound, nurturing and outbound. Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved.

4 Tips to Power Up Prospecting in 2015: #1 Believe it Works!


The Essential Handbook for Prospecting and New Business Development. Mike is a consultant, sales coach, speaker and author on a mission to simplify sales and his specialties are New Business Development and Sales Management.

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


While ABM is full of promise, there is still much to be proven and done before marketers can adopt and declare this a winning strategy for their business. There’s no doubt that Account-Based Marketing is on the up-and-up. What are sales and marketing leaders saying about it?

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


If the technology plays out the way many people hope it will, ABM will improve close rates and conversion rates for the businesses that put it into action.

Are You Building a Company or Just Laying “Marketing Brick”?


Are you laying marketing brick at $30-60 bucks an hour or building a business you can be proud of? Are you building a business with your lead generation efforts that drive sales or are you spending the company’s money on tactics that have tepid responses? There’s a quote by Charles M.

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


I recently read a quote by Jon Miller (Marketo founder and now the founder of the new company to watch called Engagio): "Demand generation [via marketing automation] is a highly efficient model for certain kinds (emphasis added) of businesses."

Why Buyers Buy


The fear of loss could be fines, inability to operate your business until you are compliant or immediate competitive threats. Abraham 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.

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Is Your Lead Generation Strategy Broken?


Note: while MQL, SQL, and SAL are common terms to describe your leads and their stage in the sales pipeline, different terms might be more appropriate for your business.).

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


It's about helping sales find and close business in target accounts and about developing valuable customer relationships in those accounts. I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes.

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


An effective marketing technologist will be able to explain how certain technologies can impact specific business objectives, like using LinkedIn sponsored posts to expand reach. In a recent interview, I sat down with Matt Heinz to pick his brain.

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


Maybe you traditionally sell to one line of business. 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.

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


If you’re relying on inbound marketing and leads only today, you will soon reach a point at which you can no longer effectively scale your business. And this is really bad news for businesses.

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Status quo, you know, is Latin for 'the mess we're in.'


Business reply devices. This title is a quote from Ronald Reagan. The status quo—that marketing management doesn’t understand the definition of a qualified lead—is nothing new. Here’s the problem. Salespeople consistently say that they do not get enough qualified leads.

B2B Mobile Marketing: 15 Ideas You Can Use Today.


The good news is that B2B mobile marketing can be every bit as useful in the business marketplace as it is in the consumer marketplace. Are you interested in learning more about B2B mobile marketing?

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Expert Panel’s Feedback on Our Lead to Revenue Calculator


I think we need to stop thinking numbers and start thinking about how to increase the quality of our conversations on both sides to engage with fewer opportunities but win more business because those conversations are more relevant and useful/strategic.

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How Much Do Your Leads Cost?


Today we will discuss how to document and then optimize the cost per lead, including the Sales Accepted Lead, the Sales Qualified Lead and Closed/Won business. Is the appropriate business issue, compelling event and sense of urgency confirmed?

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Marketing Automation is Not Marketing Strategy


Ruth consults on customer acquisition and retention, teaches marketing at Columbia Business School and is a guest blogger at and Biznology. She is past chair of the DMA Business-to-Business Council, and past president of the Direct Marketing Club of New York.

The #1 Reason CEOs Should Care About Lead Generation


The corporate landscape has drastically changed to make businesses earn their audience's attention. Sales creates new business, and marketing creates and manages demand for that new business. I often say that CEO’s don’t care about leads, they only care about revenue.

"New Sales. Simplified." A Must-Read!


The Essential Handbook for Prospecting and New Business Development. And, the fact that it is focused on prospecting and new business development is timely. What the world needs now (in addition to love) is lots of prospecting and business development.

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


With acceptance, sales is obligated to follow up with the lead in a specific timeframe (no more than 72 business hours is advisable; 24 hours is a best practice). If no response, the lead goes back to PointClear or the internal business development team for rescheduling.

Follow the Money: The Primary Responsibility for CMOs


Managing demand – lead management is getting more attention because of the explosion of vendors now saying they’re in the business of lead management.

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Most Market Share Battles Are Lost, Not Won


Only people can save their way to prosperity, businesses can’t do it. Casey Stengel said, “ Most ball games are lost not won ,” and his comment seems appropriate for most marketers’ efforts in B2B companies.

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5 Sales & Marketing Thought Leaders Weigh In on Inbound Marketing


Several PowerViews'' alums also shared their thoughts on the subject: including AA-ISP founder Bob Perkins who said: "I will quote a dear friend, Antarctic Mike, who said, ''Finding net new business is the fuel of champions.''

Changing the Sales Conversation [PowerViews LIVE Highlights]


Quote from Forrester Research: “Only 15% of salespeople articulate how their solution is going to solve business problems.”. Today it’s about producing business results.

5 Keys to Becoming a Sales First Company


Becoming a sales first company is all about aligning everyone in your organization to support your sales team because they are the face of your brand and the person your customers turn to first to understand how your products and services can help them solve their toughest business challenges.

3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)


They are busy with active sales cycles, OR they operate more like farmers than hunters because they feel more comfortable tending to current and known prospects as opposed to seeking out “cold” prospects.

Insights on Outbound Conference in Atlanta


movement harshly declare that proactive targeting and prospecting for new business is dead. This belief is keeping him busy: “ My business is split evenly between speaking and consulting. Anthony Iannarino – Anthony has helped people in a wide variety of industries and markets think through and overcome their biggest business challenges. On April 13, 2017, I attended the #OutBound conference in Atlanta, GA.

Is AI impacting Inside Sales Rep Revenue? Mike Plante of InsideSales Says it Is.


Why it’s Important: “The companies that lag behind in adopting new ways of selling and marketing are slated for the trash heaps of failed businesses.”. Background: Recently, Business Intelligence (BI) has surfaced as just another name for Artificial Intelligence – AI (and ML for machine learning). At the Funnel Media Group we believe that AI is the future of sales and marketing operations.

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How to Leave Voicemails that Generate Results


People are busy, but if you have a quality message you will get your share of call backs. Have you ever scheduled a meal for you, your significant other and close friends? Did it take more than one or two phone calls, emails and texts to settle on a date, time and venue? Of course! Multi-touch, multi-media and multi-cycle processes multiply results. Done right, you can expect that 20 – 40% of the leads you generate to be the result of a call back or email reply.

Are Your Sales Suffering Because You've Picked The Worst Times To Contact Prospects?


Cold calling, contacting someone you don’t already to know, is one of the most effective ways to make a business connection because it’s so direct and personal. Calling prospects within half an hour of demonstrated interest in your business is the optimum time for you to close sales.

Seven Ideas to Increase Sales (Reading time: Five minutes or Less)


Did you know that senior executives do not consistently provide sufficient body language to be scored; meaning that more agile competitors are meeting with these same prospects right now and closing business that you are not. 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.