ViewPoint

MAY 11, 2017

PointClear was recently given a verbal approval for a pilot program by the SVP of Sales for a technology solutions provider. Then we got turned over to sales operations and purchasing (supposedly a formality). I asked my contact how he thought a company could provide the same level of service for half the cost. In fact, the competitor pays its staff $11 to $12 per hour – substantially less than we pay (more than half as much).

Lead Generation 168

Lead Generation Sales Lead PointClear Generation 168

ViewPoint

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. So, they settle for a cheap solution—which is how mediocre sales lead generation firms survive. The need for sales pressures the CMO to deliver leads fast. Trouble is, that CMO is also under budget pressures, so corners are cut in the pursuit of needed sales leads.

Lead Generation 176

Lead Generation Sales Lead PointClear Generation 176

ViewPoint

AUGUST 11, 2016

While cost-per-lead measurement has been the de facto favorite for evaluating marketing programs, we are seeing radical and positive shifts in how marketing is evaluating qualified leads. For one, there is greater recognition that marketing should deliver qualified leads that are fully vetted, closeable and likely to convert through the buyer’s journey. Marketing must align its B2B lead generation activities and resources with deeper-in-the-funnel outcomes.

Cost 189

Cost Lead Generation Measurement Leads 189

Biznology

OCTOBER 28, 2015

When planning a B2B lead generation program, you need to deliver leads to your sales team at an affordable price. A neat way to determine in advance how much you can spend on a lead is to calculate the Allowable Cost per Lead for your campaign. Begin by calculating your cost per inquiry. Assemble the total direct campaign costs, including all fixed and variable costs that can be directly attributed to the campaign.

Sales Lead 208

Sales Lead Cost Leads Lead 208

ViewPoint

APRIL 24, 2012

As much as marketing and sales best practices—not to mention just plain common sense—dictate that cost-per-lead not play a prominent role in managing and measuring B2B lead generation investments, the metric continues to prevail. ” Almost two years later, I am approaching a state of shock that cost-per-lead continues to receive attention in evaluating marketing investments.

Cost 264

Cost Lead Generation Measurement PointClear 264

ViewPoint

OCTOBER 5, 2018

He was willing to provide the sales team one of six choices: 200,000 targeted contacts (name and title) in the right vertical (no email addresses). 81 highly qualified sales opportunities with the right contact who has a need backed by some form of compelling event. No matter what he did, no matter how he spent the company’s money, the CRO would complain about lead quality (and quantity). Marketing was convinced that sales never effectively followed-up on any leads.

Lead Generation 136

Lead Generation PointClear Leads Lead 136

ViewPoint

MAY 3, 2012

The introductory post in this series addressed the problems and costs of applying the cost-per-lead metric to measure the success of B2B lead generation investments. In the second post, we looked at elements of a complex sale that impact B2B lead generation costs. Leads must offer high potential close value. Leads must be more likely to convert deeper in the funnel. Cost-Per-Lead.

Cost 195

Cost Lead Generation Measurement PointClear 195

ViewPoint

MAY 16, 2017

When it comes time to exploring how you can increase lead generation ROI, that is, produce better leads more cost effectively, move "technology" to the bottom your to-do list. So start by engineering your processes to focus on lead quality not quantity. Then implement the workflow that encourages both sales and marketing to be acccountable for their role in revenue generation. That is, by not using a cost-per-lead metric.)

Process 202

Process Sales Lead PointClear Leads 202

LEADership

MARCH 18, 2014

Every CMO today dreams of being a transformer—one who can evangelize sales and marketing within the organization and emerge as the hero. Setting marketing objectives and sales targets is one thing, but knowing the outcome you want is entirely different. As marketers, we spend valuable time and resources devising innovative lead generation campaigns. If it is numbers we are looking at, then it is not difficult to deem a lead generation campaign a success or a failure.

Lead Generation 94

Lead Generation Positioning Generation Leads 94

ViewPoint

SEPTEMBER 24, 2015

This is the question I posed: 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. Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before?

Lead Generation 287

Lead Generation Account Based Marketing PointClear Generation 287

Albacross

APRIL 24, 2019

What is Lead Generation? lead generation ? If you’re a sales rep or a founder of a B2B company, you probably already have at least some experience generating leads. But contrary to popular belief, lead generation isn’t just about cold-calling or ? In this article, we’ll run you through exactly what lead generation entails, and outline some of the lead generation tactics you can implement in 2019 that will skyrocket your revenue.

Lead Generation 101

Lead Generation Generation CPM Leads 101

Industrial Marketing Today

JUNE 4, 2011

If you are an industrial or a manufacturing marketer, you know all about the constant pressure of generating high-quality sales leads. There are three key ideas in the headline of my post – 1) Industrial blogs, 2) Lead generation and 3) Inbound marketing. Various studies and my own experiences with industrial clients show that filling the top of the lead-gen funnel is still the number one goal.

Lead Generation 218

Lead Generation Industry Inbound Marketing Generation 218

ViewPoint

OCTOBER 3, 2017

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. When you and your team are focused exclusively on “lead” outcomes, immediate costs are misleading and long-term costs increase dramatically. That is why you frequently hear sales say: “the leads suck.”.

Sales Lead 168

Sales Lead PointClear Leads Lead 168

ViewPoint

FEBRUARY 16, 2017

In the search for the holy grail of marketing KPIs, we want ones that correctly emphasize ROI over lead cost, tie lead generation to overall revenue and profits, identify the most successful marketing initiatives and deliver insights that can be leveraged to run future high-return activity. Cost-per-lead is not the correct metric for measuring marketing initiative success for the following reasons: It incorrectly incents volume over quality.

Cost 189

Cost Measurement PointClear Cost per Lead 189

B2B Lead Generation

DECEMBER 29, 2011

Some people say I’m an expert in B2B lead generation because I wrote a book on it, but you know what? This past year has been especially illuminating thanks to the brilliance of smart marketers who are expanding and perfecting the lead-generation concepts I wrote about years ago. This year’s B2B Lead Roundtable webinars are testament to that. Paul explains how here: The Future of Marketing: The Evolution from Demand Generation to Revenue Performance Management.

Telemarketing 211

Telemarketing Lead Nurturing Planning Eloqua 211

B2B Lead Generation

JULY 1, 2009

Under increased pressure to help drive revenue in this challenging market, many of us are tempted throw as many leads as we can to our sales team. I'm still my the cost-per-lead focus only approach to lead generation. We can tell ourselves that more leads is better because it lowers the cost-per-lead. If you really want to make a difference in your company’s sales, dig deeper.

Lead Generation 141

Lead Generation Leads Lead B2B 141

Valasys

FEBRUARY 27, 2019

3 of the top 5 most important goals for B2B organizations are lead generation, sales and lead nurturing, according to the 2016 Benchmarks, Budgets, and Trends report compiled by CMI. Out of the leads that get generated, 79% of it won’t convert to sales! For an increase in lead conversion, sales lead management must improve and one of the main hurdles that are faced during this process is lead nurturing. Lead Nurturing.

Sales Lead 49

Sales Lead Leads Lead Lead Nurturing 49

ViewPoint

JANUARY 12, 2012

Contrary to popular belief, reps don’t need more sales leads. They need fewer leads—or more accurately, fewer raw, unfiltered, unqualified leads. Best sales lead management practices continually show that reps need qualified leads that have been carefully vetted, properly and consistently nurtured and appropriately developed, increasing the likelihood of a completed sale. How can the sales lead management blame game be resolved?

Sales Lead 226

Sales Lead PointClear Leads Lead 226

The Point

MAY 23, 2017

There is a growing trend in the content syndication space, and among Cost Per Lead (CPL) programs in general, for media vendors to offer B2B clients the option of pre-qualified leads. For the average B2B marketer, I’m not so sure this is a wise move. I’ve argued recently that, in part, the reason for ABM’s sudden popularity is that marketers are really bad at inbound marketing , and, in particular: lead nurturing.

CPL 110

CPL Leads Lead Demand Generation 110

B2B Lead Generation

NOVEMBER 3, 2014

Tweet If Sales and Marketing were a manufacturing operation starting with raw materials — leads — and ending up with 5% to 20% in deliverable product — won sales — it would soon be shut down to determine what is wrong. However, companies continue to spend untold dollars on lead generation efforts ultimately doomed to fail. Lack of lead management impacts lead conversion and ROI. 79% have not established lead scoring. Lead management defined.

Lead Management 324

Lead Management Leads Lead Lead Generation 324

B2B Lead Generation

OCTOBER 8, 2009

This is the fifth installment in an eight-part series, the ‘Lead Generation Checklist.’ The goal of this series is to provide a checklist that will help organizations optimize their lead generation process. I've believe the quality the marketing database can influence your lead generation or nurturing program’s success by a factor of 50 percent. A properly designed and maintained marketing database is the well-oiled hub of all lead generation activity.

Lead Generation 124

Lead Generation List B2B Generation 124

ViewPoint

DECEMBER 9, 2010

There is a counter-intuitive relationship between lead volume and sales performance. With sales organizations facing lower numbers, it seems logical to turn to volume lead generation to fill their pipelines with more and more sales leads in hopes that some will turn into sales. After all, shouldn't more leads deliver more opportunities? Sales reps’ calendars are cluttered with unqualified meetings.

Best Practice 174

Best Practice Lead Generation PointClear Practices 174

The Point

APRIL 22, 2020

I posted recently on LinkedIn that, in the current climate, leads from content syndication and other CPL programs may be an ideal replacement for lost trade shows and other events, and indeed can be an effective way to stay engaged in the marketplace at a time when many buyers are laying low.

CPL 162

CPL Leads Lead Lead Nurturing 162

ViewPoint

NOVEMBER 29, 2016

While marketing technology and marketing automation software are not totally to blame, they have made it easier to get more poor quality leads to sales faster than ever before. And, somehow, the cycle appears to be the following: CEO’s demand revenue; CMO’s crank up the lead generation machine; sales reps getting poor quality leads dumped on them; more leads are demanded at a lower cost per lead; the leads end up in a black hole sometimes called CRM.

PointClear 257

PointClear Lead Generation CMO Sales Lead 257

Biznology

JULY 12, 2017

In the Ultimate Sales Machine: Turbocharge Your Business , Chet Holmes mentions that only 3% of your target market is ready to buy, 7% of your target market is open to buying but not looking, 30% of your market is comfortable with the status quo and 30% of your market believes they aren’t interested. How sales, marketing professionals, and social media lead generation companies are focused on only 3% of the target market. Engage in marketing for sales alignment.

Linkedin 145

Linkedin GPS Sales Management Cost 145

PureB2B

OCTOBER 8, 2020

B2B companies will attest that leads are the lifeblood of their businesses, as leads help companies find prospects, increase revenue, and achieve business goals. Social media is effective for B2B lead generation as 72% of Internet users use it. Facebook Lead Ads.

Lead Generation 62

Lead Generation Social Media Linkedin Generation 62

SalesIntel

NOVEMBER 22, 2022

If you’re not generating as many leads as you’d like, there could be several reasons why. It’s also possible that your lead generation process needs a little fine-tuning. Here are 13 potential reasons you might be generating fewer leads.

Generation 52

Generation Leads Lead Landing Page 52

Adobe Experience Cloud Blog

MAY 17, 2011

by Carol Fox If your sales leads aren’t receiving lead nurturing efforts from marketing to convert them quickly into business, they ultimately aren’t going to benefit your bottom line. Improving lead quality requires a commitment from sales and marketing to focus on both quality and quantity, not just one or the other. If your team excels in quantity but lacks in quality, try these three methods to improve the quality of your leads.

Sales Lead 99

Sales Lead Experience Psychographic Leads 99

PureB2B

OCTOBER 8, 2020

B2B companies will attest that leads are the lifeblood of their businesses, as leads help companies find prospects, increase revenue, and achieve business goals. Thus, coming up with fresh ideas on how to further improve lead generation is crucial in staying ahead in today’s ever-changing business landscape. Social media is effective for B2B lead generation as 72% of Internet users use it. drive inbound leads. LinkedIn Lead Generation Tactics.

Lead Generation 48

Lead Generation Social Media Linkedin Twitter 48

Industrial Marketing Today

OCTOBER 1, 2011

They agree it helps them get found in search engines early and often, drives hordes of traffic to their site and fills the top of their funnel with qualified leads at a lower cost per lead. Then comes the silence because they are having trouble connecting the dots between inbound marketing and sales. I know how strange that might sound, but for most companies, leads mean more work and very little to show for it.

Industry 250

Industry Inbound Marketing Sales Bulldog Solutions 250

B2B Lead Generation

AUGUST 17, 2009

Thanks to Jim Berkowitz and his CRM Mastery E-Journal for pointing me to CIO article by David Tabor, " When Leads Lie." Here's a few excerpts from Tabor's article:  Why do leads lie? Leads lie because we think they’re saying something that they aren’t. A lead is not ready to buy. They’re typically not even ready to talk with one of your sales reps. So when you look at your revenue pipeline, most of the deals won't refer back to leads.

Measurement 202

Measurement Lead Generation Generation Leads 202

Adobe Experience Cloud Blog

JANUARY 9, 2009

I've long been a fan of his blog Build a Sales Machine and I learn something new every time we interact. Getting into lead generation was an accident. I had more ego than understanding about lead generation and professional selling. After that experience, I decided I needed to learn how to build and manage a killer sales organization. Where better to learn that than doing sales at salesforce.com? Your blog is called "Build A Sales Machine".

Experience 48

Experience Sales Lead Lead Management Salesforce.com 48

The Point

SEPTEMBER 20, 2010

Sales teams need the push to meet year-end numbers, whilst at other companies, spending marketing dollars in Q4 is simply a matter of “use it or lose it.” First, it should be generating sales leads. Take a hard look at your average cost per lead or cost per conversion. (I’ll Industry statistics vary, but search CPLs typically average around $50-100 for B2B marketers. Make the most of the leads you have.

Budget 180

Budget Landing Page Demand Generation Marketing & Strategy 180

The Point

FEBRUARY 24, 2015

Google, for example, provides basic tracking services – impressions, clicks, cost per click – automatically and at no charge as part of their default set-up. Are you trying to generate downloads, registrations, page views, sales leads, qualified leads, sales? how much each desired action is costing in the aggregate, and. which precise keywords are generating those actions at the lowest cost.

Measurement 189

Measurement Search Best Practice PPC 189

PureB2B

MAY 17, 2017

Getting more leads at a lower cost is always at the top of lead generation objectives, especially for startups and small businesses. In fact, a HubSpot survey revealed that 65% of B2B marketers claim that generating traffic and leads is their top priority. While generating a high volume of leads is a good thing, it doesn’t necessarily translate into sales and revenue. But in reality, quality sales leads don’t come cheap.

CPL 79

CPL Leads Lead CPA 79

PureB2B

MAY 17, 2017

Getting more leads at a lower cost is always at the top of lead generation objectives, especially for startups and small businesses. In fact, a HubSpot survey revealed that 65% of B2B marketers claim that generating traffic and leads is their top priority.

CPL 62

CPL CPA Buyer Personas Cost per Acquisition 62

Single Grain

JULY 22, 2019

But what if you want more than a fixed commission for every hard-earned lead you generate? According to the Performance Marketing Association , “Performance Marketing is a comprehensive term that refers to online marketing and advertising programs in which advertisers and marketing companies are paid when a specific action is completed, such as a sale, lead or click.”. Now, Mary knows that she can generate these leads for $200 each.

Advertising Agency 85

Advertising Agency Planning Banner Startup 85

Metadata

MARCH 16, 2022

B2B brands can use their paid social and Google Ads to: generate leads from content, start sales conversations, increase their demo requests, and eventually get people to purchase a product. your ideal Cost Per Lead). Lead Generation CTAs.

CPL 64

CPL CTR Linkedin Clickthrough 64

PureB2B

APRIL 25, 2019

We like to keep a finger on the pulse of the B2B marketing funnels and sales pipelines world and thought we would share some recent and relevant insights with you. 67% of B2B marketers report their #1 goal is increasing sales leads 53% of marketers have revenue focused quotes.

Stats 62

Stats Marketing & Strategy CPL Advertising Agency 62

Only B2B

FEBRUARY 6, 2018

25+ Demand Generation Terminologies For CEOs and CMOs. Naturally, we all have been through that at least once in our life when we don’t understand the demand generation terminologies used by others. To save you from such embarrassing moments, we have collected a few most used Demand Generation terminologies along with their meaning. CAC: (Customer Acquisition Cost). It is, in fact, the sign of value or cost of your client. L2RM: Lead to Revenue Management.

Demand Generation 59

Demand Generation B2B Cost per Acquisition CPA 59