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

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There’s plenty of mediocrity in lead generation—both in-house and outsourced. However, there are a lot of things good insourced operations and lead generation companies do well. While lead generation (or teleprospecting) is not rocket science, there are a lot of moving parts in a well-run lead generation machine. ESTABLISH CADENCE: Do you have a multi-touch, multi-media, multi-cycle strategy in place to multiply your lead-generation efforts?

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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

Trending Sources

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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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.

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 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.

How Much Leads Cost

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see marketing charts analysis of HubSpot’s “2017 Demand Generation Benchmarks Report” ). Sales is focused on the quality of the leads and revenue generated. I review a lot of content on this topic and am amazed at what I find written about lead cost. For example: “The average cost per lead across all the companies surveyed is almost $200 ($198.44).Admittedly, Admittedly, that’s a useless statistic, as these figures vary quite dramatically depending on industry, company size, etc.”

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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.

Dear CEO: The Era of Accountability Starts in 2017

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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.

Empathy: Your Lead Generation Superpower

Speaker: Brian Carroll, CEO & Founder of markempa

The single biggest issue for B2B growth is effective lead generation: increasing lead quality and quantity. Attend this webinar with Brian Carroll, author of Lead Generation for the Complex Sale , and learn the following: How to understand customer motivation and increase conversion.

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?

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

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We invest about 10,000 touches to generate 50 leads. To reduce sales lead generation cost, you need to optimize the value of each prospect. 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.

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?

What Percent of Leads Should Sales Close?

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Based on 30 years’ experience doing what we do here at PointClear, a lead generation, qualification and nurturing firm, the close rate for each product or solution at each company will be very different depending on the five factors herein—and the quality of the sales executives and sales management and internal communication. The answer to this question is a lot more complicated than it looks. There are many factors that impact the percent of leads that should be closed by sales.

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9 Experts Rethinking Demand Generation

How to strategically target your content and lead generation campaigns to disrupt the status quo and facilitate the sale

Persistence Pays—How 42 Lead Qualification Touchpoints Won a $1 Billion Deal

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We know that in the lead generation, lead qualification and lead nurturing business, it takes multiple tries, across multiple cycles, to fully work a lead. Here’s another one: A services and technology company targeting the branding, design and advertising industry leverages PointClear’s account-based marketing services, including lead generation, qualification and nurture to keep their pipeline full of sales-qualified leads. PointClear is known for its perseverance.

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

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.

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

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

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

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.

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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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

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.

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

Q4 Does Not Mean Wait Until 2018

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I am already getting questions from prospects about whether they should start a sales lead generation project now or wait until after the holidays. My answer to that question is not based on self-interest. For every 1,000 suspects you disposition (complete contact with) between now and the end of this year you should expect (on average) the following results: 40 to 50 fully qualified sales opportunities (not lightly qualified marketing leads).

Developing a Conversational Approach

Speaker: Carlos Hidalgo, CEO & Founder of VisumCx

Join Carlos Hidalgo for a candid and in-depth conversation about: Developing a conversational approach to demand generation. B2B buyers are more sophisticated than ever before, from the customers’ initial discovery, to the moment they commit to buy.

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?"

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.

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.

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.

Seven Things Marketers Need to Know About Lead Generation

Speaker: Douglas Burdett, Host of The Marketing Book Podcast, Founder/Principal of ARTILLERY

Lead generation is the process of attracting and converting strangers and prospects into someone who has indicated interest in your company's product or service. One of the biggest responsibilities and challenges for marketers is generating leads.

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.

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.

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.

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.

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