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


Here is a check list to help you see how you’re doing: DEFINE A LEAD: Does every department in your company share a common definition of a lead? 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.

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Chairs are Dead—and Other B2B Marketing Hogwash


Inbound drives organic engagement and attracts leads, while outbound helps you target specific prospects more accurately. In 2015, I wrote this blog for Sales & Marketing Magazine: Dead is Dead (in Sales & Marketing). It seemed like, suddenly, a lot of things were dying: cold calling was dead; telephone prospecting was dead; outbound marketing was dead … many said that even marketing was dead. Maybe I was just sensitive.

Trending Sources

How Much Leads Cost


I would be happy to walk you through this exercise if that would be helpful to you 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.” (see

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To Manage Sales You Must Manage Sales Leads


These programs also provide intelligence based on millions of sales leads and billions of sales interactions to help the sales rep know early on if the person is a likely buyer. “Why,” I was asked, “must you manage sales leads in order to manage sales?

The Marketing Landscape: Where Data and Content Merge

Understand the importance of good data and good content and how they work together to help your marketing efforts

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


In other cases, the junior level person is afraid to ask for help within their own organization, increasing cycle time for fixes and slowing down progress. Based on my experience over the past almost 30-years it seems that everyone has been burned by outsourced lead generation. Often multiple times. And, at lot of times executives will say “I tried it and it didn’t work.” Many will acknowledge that the failure(s) were partially their fault.

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


Kyle Porter, Sales Loft : ABM goes hand in hand with logo based sales process… We have personally seen good lift using retargeting solutions to help “totally surround” our prospects in addition to world-class sales development outbound programs.

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


He answered: "I am helping to build a great cathedral.". 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?" He answered: "Laying some brick." The second man was asked: "What are you working for?"

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


As a CEO there are 7 truths you need to know to help you eliminate wasted marketing spend and increase revenue. Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the first of a 9 part blog series.

Make No Mistake: How Worst-Practices Derail Successful ABM Efforts

This Quick Study Slide Show from Node identifies the common mistakes of ABM executions and offers practical advice to help teams avoid them

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


Remember, you’re not trying to sell prospects, you’re trying to help them. This year I've been talking a lot about Nurturing. It's a critical component in the sales and marketing process; yet, most companies aren't implementing it effectively—that is, if they are at all.

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


It's about helping sales find and close business in target accounts and about developing valuable customer relationships in those accounts. ABM is “RAD” (helps with Retention, Acquisition and Development)!

Is Your Lead Generation Strategy Broken?


Just like defining what a marketing qualified lead and other lead definitions are can help unite sales and marketing, the SLA can provide formal guidance and direction that will lead to sustained growth.

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


Matt provided a good deal of detail around each of these roles: Marketing Technologist : “One of the first things I think about is understanding the role of technology in helping to accelerate marketing impact in pipeline development.”.

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


Hence the growing popularity of Account-Based Marketing—the marketing approach that treats each account uniquely, addressing specific needs with specific information in a consultative way to help prospects progress toward the right solution for them.”. Lead qualification services and lead nurturing services can help—ask me how.

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

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #4: How Much Should Leads Cost?


Here are a few examples that will help you understand your cost per lead: Example #1 We once worked with the marketing director at a division of one of the world’s largest software companies. How much should a lead cost?


What Should the Sales Close Rate Be?


Contact me at for help evaluating your situation. 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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Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]


They produce the content and materials that help lure contacts at the company into deeper conversations with sales. As Account-Based Marketing continues to rise in popularity among B2B companies, I decided to pick the brains of fellow industry experts and get their input on the matter.

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


Our latest blog series outlined 7 truths that CEOs need to know to help them help their sales and marketing teams eliminate wasted marketing spend and increase revenue. What are ways you’ve found to help them focus on sales and marketing issues?

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Seven Things Marketers Need to Know About Lead Generation

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

Why helpful, non-promotional content is the key to lead generation success. 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.

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


She wasn’t making quota and needed help. The next day we started working on the problems to help her out. I was the marketing manager of a medical device company and we were near the end of the day’s sales meeting. Forty salespeople were in the room; I was last on the program.

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Desperate and Fearful: Need Pipeline – Want Sales Lead Generation


I promise to help. Last week I published a blog that provided five ways to avoid getting burned by outsourced B2B sales lead generation, qualification and nurturing. You can read the blog here. In that blog, I wrote: “When the pipeline is weak, desperation and fear take over. Sales/B2B Marketing execs feel intense need to do something, but are afraid to risk budget. So, they settle for a cheap solution—which is how mediocre sales lead generation firms survive.

Expert Panel’s Feedback on Our Lead to Revenue Calculator


Having all Marketing leads qualified by a sales development team would help increase the current quality of MQL, but much more has to be done: deeper understanding of the target buyer, effective application of technology, and empowered collaboration with Sales.

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The #1 Reason CEOs Should Care About Lead Generation


CEO’s should care about lead generation simply because it will help them create a sustainable company. The #1 reason why CEO’s should care about lead generation is simply because it will help them create a sustainable company.

"New Sales. Simplified." A Must-Read!


The fact that we agree on many things helps, I guess. Several weeks ago I sat in on the 2015 Virtual Sales Kickoff hosted by S. Anthony Iannarino and Jeb Blount.

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Does Your Sales Team Know How to Follow-Up on a Lead?


Helping them understand actual vs. assumed buyer behavior in B2B sales environments helps alter their behavior—and helps them be more successful. Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know.

Follow the Money: The Primary Responsibility for CMOs


If we can help marketing managers learn how to ‘follow the money,’ most will do it because we normally do those things that are in our own best interest.

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PowerViews with Joanne Black: No Such Thing As “Warm Calling”


This, of course, shortens the sales process and helps you stand out from the competition. Cold calling has long been a staple of sales, but knowing just a little bit about a prospect is actually not much better.

5 Sales & Marketing Thought Leaders Weigh In on Inbound Marketing


And they want to learn more about how you can help grow their businesses. We need their help more today than ever … just not with qualifying leads.". In January I wrote the blog: How to Diagnose if Inbounditis is Killing Your Sales Pipeline , which was published by DemandGen Report.

5 Keys to Becoming a Sales First Company


Becoming a sales first company is all about aligning everyone in your organization to support your sales team because they are the face of your brand and the person your customers turn to first to understand how your products and services can help them solve their toughest business challenges.

3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)


Assuming you’ve done all the research, there are additional tools and tricks that can help you prepare even more thoroughly for your call or meeting. The sales executive must be more interested in helping the prospect find the right solution for their situation—not just pushing their offer.

Insights on Outbound Conference in Atlanta


As a sales acceleration specialist he helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate a high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design. Anthony Iannarino – Anthony has helped people in a wide variety of industries and markets think through and overcome their biggest business challenges.

Is AI impacting Inside Sales Rep Revenue? Mike Plante of InsideSales Says it Is.


Prior to, Mike helped drive growth strategies for leading products, such as GoToMeeting and GoToMyPC, as vice president of product marketing, marketing strategy and operations for the $730 million SaaS division at Citrix. Why it’s Important: “The companies that lag behind in adopting new ways of selling and marketing are slated for the trash heaps of failed businesses.”. At the Funnel Media Group we believe that AI is the future of sales and marketing operations.

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How to Leave Voicemails that Generate Results


What challenge or pain are they likely to be dealing with that you have helped a similar company solve? 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. Done right, you can expect that 20 – 40% of the leads you generate to be the result of a call back or email reply.

Are Your Sales Suffering Because You've Picked The Worst Times To Contact Prospects?


Likewise, at the end of the day, he is winding down and preparing to relax and therefore may be more receptive to a call that could help him with tomorrow’s work.

PowerViews with Lori Richardson: Small Sales Improvements Make a Profound Impact


Lori helps her customers to dissect the sales process and find small improvements. Joining me today is Lori Richardson, Founder and CEO of Score More Sales. Lori is a thought leader on the sales growth front and works with technology brands worldwide.

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7 Tips to Jump Start Your Life from Todd Schnick's Live the Intrepid Life


He’s a great guy who spends a lot of time helping others (like me, for instance)—but that’s not the only reason you should read his new book. Todd Schnick is a stellar individual.

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How to Diagnose if Inbounditis is Killing Your Sales Pipeline


PowerMinute™ is a series of 1 minute videos produced to give you helpful tips to energize your lead generation results.

PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]


The problem with the current predictive analytics lead scoring solutions is that they can help marketers target "like companies" to their existing clients; however, they don't do much to help with going into new markets to identify the white space.