ViewPoint

MAY 29, 2012

The new demand waterfall recognizes several new sources of opportunity: inbound AND outbound, rep generated, multi-touch nurture programs. True demand generation health is all about balance (it is not all inbound and not all outbound). Surveys generate a tremendous amount of content that can be repurposed inexpensively.

Multi-Channel 120

Multi-Channel Demand Generation Agencies Class Webinar Metrics 120

ViewPoint

MAY 20, 2016

The mix should consist mostly of sales enablement, then demand generation, with less focus on awareness. Demand generation is typically the primary activity in the marketing mix, followed by enablement and then awareness. Tier 2: Inside Commercial Accounts. Tier 3: SMB/Channel Accounts. Hence the 35% used in this example.

Enterprise Management 159

Enterprise Management SMB Sales Qualified Leads Allocation 159

ViewPoint

NOVEMBER 8, 2016

Cold calling is all about generating a list of people to call, a script for what you'll say, and spending money with the objective to produce a bunch of leads. In my experience, I've seen that the average sales force closes nearly 20 percent of sales-accepted leads while best-in-class organizations close closer to 30 percent.

Cold Calling 149

Cold Calling Sales Qualified Leads ROMI High Quality Lead 149

ViewPoint

SEPTEMBER 18, 2012

deals per thousand inquiries while best in class companies close over 14 deals per thousand. Best in class companies close more deals because their teams spend more time trying to qualify opportunities into the pipeline rather than trying to qualify as many as they can out. According to SiriusDecisions, average companies close just 2.89

Sales Leads 120

Sales Leads Sales Qualified Leads Leads Lead 120

ViewPoint

FEBRUARY 24, 2016

Unfortunately, as a result of this thinking, marketing spends a ton of money generating leads for sales that are never followed-up. Isn’t it demand generation with a new name? And, inbound leads generate smaller deals with lower level decision makers. Isn’t it demand generation with a new name? Account Based Marketing.

Lead Ranking 149

Lead Ranking Demand Generation Agencies Account Based Marketing Paid Search Agency 149

ViewPoint

MARCH 6, 2012

According to Aberdeen , 40% of the sales-forecasted pipeline among Best-in-Class companies is generated by marketing, compared with 22% among Industry Average firms and 13% within Laggard companies. Moreover, Best-in-Class companies report a 31.6% average year-over-year growth in corporate revenue, versus 18.7%

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

DECEMBER 6, 2011

There are dozens of books on business that can provide you with the equivalent of a 400 level college class for a few bucks and a few hours of your time. You can learn to understand how business works, you can learn the fundamentals by reading. Try The Discipline of Market Leaders by Michal Treacy and Fred Wiersama.

Television marketing 120

Television marketing B2B Sales Class Consulting 120

ViewPoint

AUGUST 21, 2013

Cold calling is all about generating a list, a script and spending some money and hoping a bunch of leads are produced. The average sales force closes about 20 percent of sales-accepted leads while best-in-class organizations close closer to 30 percent. Whether you call it Gold Calling or cold calling 2.0,

Cold Calling 120

Cold Calling Sales Qualified Leads ROMI Lead Qualification 120

ViewPoint

APRIL 18, 2012

While still in the early days of companies adopting it and developing best practices, Aberdeen is seeing social media marketing moving from being around awareness and thought leadership to really being around demand generation and lead management and so forth. Along with this trend, media integration is becoming more prominent.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

AUGUST 2, 2017

Analysts attempt to provide formulas for companies to follow regarding close rates for average companies (20%) vs. close rates for best-in-class companies (around 30%). In my opinion, this approach is too simplistic, and doesn’t account for variety of variables such as deal size, margins and lead rate.

Sales Qualified Leads 192

Sales Qualified Leads Lead Ranking Lead Scoring ROMI 192