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Five Ways to Avoid Getting Burned by Outsourced B2B Sales Lead Generation

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Based on my experience over the past almost 30-years it seems that everyone has been burned by outsourced lead generation. The main reason for these failures is that there is a LOT of mediocrity in the lead generation industry, which is why some say outbound is supposedly “dead.” We then loop in your closers when the lead is hot, keeping their focus on directly generating revenue. I don’t want you to be burned by an outsourced b2b lead generation company.

Desperate and Fearful: Need Pipeline – Want Sales Lead Generation

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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. In the end, we generated more the twice the number of leads at one-third the cost. B2B Telemarketing Lead Generation B2B Marketing Sales Process Lead Nurturing Increase Sales Sales Leads

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

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Marketing must align its B2B lead generation activities and resources with deeper-in-the-funnel outcomes. Tie B2B lead generation activity to overall revenue and profits. Lead Generation Cost Per LeadShifting to Outcome-based Accountability and Revenue Metrics.

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Is Your Lead Generation Strategy Broken?

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A broken lead generation strategy could mean trouble for your sales and marketing team, but not just because of the fundamental misalignment between the two departments. Lead Generation Marketing Strategy

Lead Generation Checklist

You spend a lot of time, energy, and money doing lead generation to capture leads but it's how you manage them that makes the difference between success and failure

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

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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? There’s no doubt that Account-Based Marketing is on the up-and-up.

How to Leave Voicemails that Generate Results

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Done right, you can expect that 20 – 40% of the leads you generate to be the result of a call back or email reply. 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. A wise person once asked: How many return calls do you get when you don’t leave a voicemail?

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

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Is ABM the Holy Grail to 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? Sangram Vajre, Terminus : Think of ABM as revenue generating—NOT lead generating.

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

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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. Then implement the workflow that encourages both sales and marketing to be acccountable for their role in revenue generation. Lead Generation Marketing & Sales Alignment Sales Process Lead Nurturing Outbound Marketing

Why B2B Content Strategies Are Paramount for Generating Quality Leads

Generating demand and ensuring the consistent flow of high-quality, actionable leads is what makes B2B marketers successful

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

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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? Here's the thing: Account-Based Marketing is not really about lead generation at all.

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

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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? Is Account-Based Marketing the Holy Grail for lead generation or a black box solution?”

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 3]

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Is ABM the Holy Grail to 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?

How to Set Your Outsourced Lead Generation Program Up for Success (pt 3)

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In the first 2 parts of this series we discussed the role of executives and best practices for planning and preparation when outsourcing your lead generation program. Lead Generation

How to Set Your Outsourced Lead Generation Program Up for Success (pt 2)

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What makes some lead generation programs fail and others flourish? As an outsourced lead generation company we see a wide array of scenarios, which allows us to offer insight into what clients can do to maximize results. Lead Generation

8 Ways to Create More Effective Lead Generation Programs

Explore key areas you should focus on with your content syndication strategy in order to help you get the attention of your target audience and build trust

What Should the Sales Close Rate Be?

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How much money could you save and how much more revenue could you generate if you understood the optimal close rate and provided sales with sales qualified leads? 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.

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PowerOpinions: Making Lead Scoring a Success Part 1 [Expert Advice]

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Lead scoring can definitely play an integral role in increasing the value of marketing programs and demand generation, but it needs to be implemented in a more thoughtful way that reflects the progression of intent to move toward actually buying from you.

Should You Gate Your Content? Answer These Questions To Find Out.

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Lead generation today relies heavily on creating quality content aimed at addressing prospects’ pain points and questions as they go through their buyer’s journey. Lead Generation Content Marketing SEO Optimization

Bubble in the Funnel

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We generate, qualify and nurture leads using Account-Based Marketing processes. Only 42% of marketing generated leads were accepted and worked in those same years.

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

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It also determines that the price of an inbound generated lead is 3x less than the price of an outbound generated lead, $84 versus $220. This leads me to the revenue Gap: The Gap, which can be determined using my RING formula, is critical to revenue generation.

7 Truths About Sales and Marketing (That CEOs Need to Know - Part 1)

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Sales measures itself on revenue generated (and sometimes margin). Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the first of a 9 part blog series.

Time to Stop Making Sales & Marketing Excuses in 2015

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Lead Generation Sales & Marketing Management “If only I had a qualified lead!”. “I I get too many leads!”. “I I don’t get enough leads!”. Salespeople never close out the leads!”. “No No one likes the CRM system, so no one uses it!”.

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Your Marketing Team Isn't As Good As They Think - Just Ask Sales

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Lead Generation Marketing Strategy Lead Qualification “If we''re going to win the pennant, we''ve got to start thinking we''re not as good as we think we are.” Casey Stengel*. Yes, it was one of Casey Stengel’s best thoughts.

Expert Panel’s Feedback on Our Lead to Revenue Calculator

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Now, from David Hubbard of Marketing Outfield: Marketing should generate more than 50% of the company's qualified leads. During the last week of December I asked a panel of experts for feedback on our Leads to Revenue Calculator. I was surprised at the level of detailed feedback I received.

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Questions to Ask Before Investing in Lead Generation

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About this time of the year we start to receive calls from prospects wishing to start new lead generation projects ASAP. I guarantee any company promising a “rush delivery” will not be the kind of company you want generating your leads. How many were generated?

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

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For one thing, inbound marketing alone can never generate enough leads to work and fill a pipeline. Earlier this year I sat in on the 2015 Virtual Sales Kickoff hosted by my friend S. Anthony Iannarino (along with Jeb Blount).

The sales rep said, “I never got a lead yet that turned into a sale.”

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As I closed my part of the program by projecting an ROI (number of raw inquiries, qualified leads, and projected sales) from our new lead generation program, I innocently asked if there were any questions. Lead Generation

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

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Lead Generation Lead QualificationThis 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.

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

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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. Schwab that goes like this: Three men were laying brick. The first was asked: "What are you doing?"

How to Set Your Outsourced Lead Generation Program Up for Success (pt 1)

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As an outsourced lead generation company, one of the ways we can best serve our clients is to offer insight on what they can do to maximize the results from their program. Over ten years ago I put together a comprehensive list of the top reasons outsourced lead generation programs fail.

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

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To generate short-term success, CMOs can purchase an expensive list of leads, but Matt warns against that strategy. It’s costly and marketing teams will end up depending on purchased lists to generate pipeline growth in the future.

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)

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Fact is that most organizations and even many consultants have viewed lead nurturing as a separate event (not part of an integrated Demand Generation Strategy) and in doing so, have made success elusive. They provided us approximately 50% of their leads generated that year, about 1,500.

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

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But the majority of the leads you generate will still likely not be ready for your sales team, be ready to buy, or even be the type of customer you want to sell to.”.

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

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Because it has become clear that marketing automation is making it easier than ever to generate poor quality leads.

Lead Generation Lies That are Wreaking Havoc with Your Sales

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Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. I detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Voicemails are a waste of time. Outbound calling is interruption marketing. Write it and they will come. Automated systems accurately score (prioritize) leads. Give up after 1 – 2 calls. You are better off calling someone who actually wants to talk with you.

Dead is Dead! (At Least in Sales and Marketing)

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Lead GenerationHave 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. I grew up during a time when it seemed like a lot of things were dead: Paul was dead.

Insights on Outbound Conference in Atlanta

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Over the past six years, I have developed a fierce social media presence rooted in generating sales, and have created an online instructional course on the topic of social selling. On April 13, 2017, I attended the #OutBound conference in Atlanta, GA. Remarkably, despite the road destruction in downtown Atlanta, everyone got there on time – about 400 attendees. The event was held at the Hotel Intercontinental in Buckhead and Cirrus Insight did a great job as a sponsor.

Proof that Account-based Marketing Works

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Companies that spend less on their marketing programs and generate better and bigger deals using a super-targeted approach to marketing are using an approach that you might have heard about—account-based marketing. Their time and money was applied to generating leads that paid off, and included extensive nurturing across multiple buying cycles.

How to Refine Your Sales Methodology

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Lead Generation Lead QualificationBob Apollo from Inflexion-Point Strategy Partners recently sent me three whitepapers to review and comment on. I thought all three were excellent, but due to my background in, and passion about, lead qualification, that was the one topic that really stood out. Bob’s view: Traditional lead qualification, such as the over simplified BANT criteria (Budget, Authority, Need and Timeframe) are inadequate to reflect the dynamics of today’s complex buying process.

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