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How much should you pay for a sales lead?

Biznology

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.

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Sales Lead Generation: Saving Money – Killing Performance

Pointclear

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).

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How To Manage Sales Leads

Valasys

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. Keys To Lead Management.

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

Pointclear

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.

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Desperate and Fearful: Need Pipeline – Want Sales Lead Generation

Pointclear

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.

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

Pointclear

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.”.

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Looking to enhance sales lead performance? Put process before technology.

Pointclear

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.)

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3 Ways to Improve the Quality of Your Sales Leads

Marketo

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.

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Beware the Siren Call of Pre-Qualified Leads

The Point

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 82
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How To Increase B2B Sales Leads With Paid SEO [VIDEO]

Directive Agency

Today we’re going to be talking about how to increase qualified B2B sales leads with paid SEO. This is a tactic that we developed here at Directive Consulting to increase sales leads. It has been proven to work on every type of vertical to increase opportunities, increase conversions, and drive leads. Either way, you need to track it and then test different things so that you can look at your conversion rate and see if it’s actually driving leads.

Agency 40
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The Cost-Per-Lead Fallacy in Measuring B2B Lead Generation Investments (Pt 1 of 3)

Pointclear

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.

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The Cost-Per-Lead Fallacy in Measuring B2B Lead Generation Investments (Pt 2 of 3)

Pointclear

In the first blog on the fallacy of using the cost-per-lead metric to measure the success of B2B lead generation investments, we looked at the nature of the problem and associated costs to the organization. In this post, we’ll review three critical elements that impact B2B lead generation costs in the complex sale. B2B sale complexity impacts cost-per-lead.

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Sales Leads: Why Your Reps Need Fewer, Rather Than More

Pointclear

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?

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The Cost-Per-Lead Fallacy in Measuring B2B Lead Generation Investments (Pt 3 of 3)

Pointclear

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. For one, there is greater recognition that marketing should deliver qualified leads with three essential characteristics: Leads must be extremely high quality and fully vetted.

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A Nurture Strategy for Content Syndication Leads

The Point

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 151
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Your Lead Generation Should Focus On Only One Thing…A Positive Outcome

LEADership

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.

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How to get 67% more revenue opportunities using LinkedIn and not just leads that go nowhere

Biznology

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.

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Sales Lead Management: Thought Leadership with Aaron Ross

Marketo

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".

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13 Reasons You Might Be Generating Fewer Leads

SalesIntel

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.

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What Should the Sales Close Rate Be?

Pointclear

I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads while average companies close 20%. Those results factor in lead leakage of between 52% to 86% of the marketing qualified leads put into the top of the funnel. Sales isn’t qualifying down from 1000 marketing qualified leads to 14 sales qualified leads. None were actually leads.

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Inbound Marketing Must Set the Table for Industrial Sales

Industrial Marketing Today

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 216
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From a Challenging Marketing Past to the Most Promising Marketing Future: Top Takeaways from the 2011 B2B Roundtable Webinars

B2B Lead Generation

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. It’s a continuous loop that makes the database and the lead-generation process better and better.”. 65% haven’t nurtured leads.

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Best Calls to Action for Digital Marketing (Backed By Data)

Metadata

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 60
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Dear CEO: The Era of Accountability Starts in 2017

Pointclear

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.

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How to Blow $100,000 on a Lead Generation Campaign

Pointclear

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.

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Forecasting B2B Marketing Activities to Meet Sales Goals

Heinz Marketing

It is typical for companies to be given a marketing budget before setting sales goals for the year. According to the article B2B Budget Benchmarks: how much should you be spending on average 9-10% of the company’s annual revenue is allocated towards marketing efforts.

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Why Quality Leads are Expensive

PureB2B

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 68
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6 Sales KPIs Your Small Business Can’t Ignore

BenchmarkONE

This is especially true in sales, where focusing on the wrong thing can mean neglecting something that would have made a bigger impact. Small business sales KPIs run the gamut in terms of scope and use. To make sure that you’re revving up action on the sales KPIs that matter most, you need to know which of them are essential to operating your business effectively and which are interesting but ancillary. Sales Lead Prioritization. Visitor-to-Lead Conversion Rate.

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Why Quality Leads are Expensive

PureB2B

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. Lead Generatio

CPL 62
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Q4 Marketing Budget: 4 Key Areas to Consider

The Point

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.

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My Secret Weapon For Increased Database Health

LeadGnome

I’ve talked about sales and marketing alignment extensively and how, particularly with an ABM strategy, alignment increases productivity and revenue. But sales needs current contact information for leads, too! I’m not suggesting you ask your sales team to start calling up your database asking for updated contact information – far from it. But how do you do it efficiently and cost-effectively?

CPL 72
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24 Killer Lead Nurturing Upgrades That Turn Leads Into Sales Opportunities

Square 2 Marketing

Start Using These Today To Get Sales Tomorrow. According to Forrester Research, companies that excel at lead nurturing generate 50% more sales leads at 33% lower cost per lead. The key to continuing the conversation and moving prospects along inside their buyer journey is lead nurturing. lead nurturing campaigns lead nurturing best practices lead nurtruing

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

Pointclear

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?

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Introduction to Lead Management

B2B Lead Generation

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.

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How Many Leads Does It Take To Make a Sale?

Belkins

Leads, leads, leads…it seems that there is no end to searching and gleaning high-value lead data that keeps your business afloat. In B2B sales, leads are like fuel. How many sales leads do I need? How do you calculate your leads?

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The Importance of Lead Validation

GreenRope

The Importance of Lead Validation. “The Critical Importance of Lead Validation in Internet Marketing” study reveals that about 50 percent of a company’s website inquiries are not sales leads. This eye-opening data was compiled from a process called lead validation, which is when sales leads are separated from non-sales-related form and phone conversions. By StraightNorth.

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The Importance of Lead Validation

GreenRope

The Importance of Lead Validation. “The Critical Importance of Lead Validation in Internet Marketing” study reveals that about 50 percent of a company’s website inquiries are not sales leads. This eye-opening data was compiled from a process called lead validation, which is when sales leads are separated from non-sales-related form and phone conversions. By StraightNorth.

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The Importance of Lead Validation

GreenRope

The Importance of Lead Validation. “The Critical Importance of Lead Validation in Internet Marketing” study reveals that about 50 percent of a company’s website inquiries are not sales leads. This eye-opening data was compiled from a process called lead validation, which is when sales leads are separated from non-sales-related form and phone conversions. By StraightNorth.

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The Importance of Lead Validation

GreenRope

The Importance of Lead Validation. “The Critical Importance of Lead Validation in Internet Marketing” study reveals that about 50 percent of a company’s website inquiries are not sales leads. This eye-opening data was compiled from a process called lead validation, which is when sales leads are separated from non-sales-related form and phone conversions. By StraightNorth.

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The Importance of Lead Validation

GreenRope

The Importance of Lead Validation. “The Critical Importance of Lead Validation in Internet Marketing” study reveals that about 50 percent of a company’s website inquiries are not sales leads. This eye-opening data was compiled from a process called lead validation, which is when sales leads are separated from non-sales-related form and phone conversions. By StraightNorth.