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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). The point is, not all salesleadgeneration firms are created equal, just as not all houses are the same.
Based on my experience over the past almost 30-years it seems that everyone has been burned by outsourced leadgeneration. The main reason for these failures is that there is a LOT of mediocrity in the leadgeneration industry, which is why some say outbound is supposedly “dead.” Often multiple times. It isn’t dead.
There’s plenty of mediocrity in leadgeneration—both in-house and outsourced. However, there are a lot of things good insourced operations and leadgeneration companies do well. While leadgeneration (or teleprospecting) is not rocket science, there are a lot of moving parts in a well-run leadgeneration machine.
In the first article on marketing analytics , I discussed the best-practice processes involved in the review, assessment and continuous enhancement of salesleadgeneration programs to achieve improved results. Scores of X+ went to sales, and scores of <X came to PointClear for lead qualification and lead nurturing.
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. That is why you frequently hear sales say: “the leads suck.”. The math isn’t real complex.
In this three-part series, the first article on marketing analytics looked at predictive targeting best practices, and the second article cited two salesleadgeneration programs to show how these processes actually drive improved results. Saleslead rates decline after the fifth contact cycle. It takes about 1.6
When it comes to improving salesleadgeneration results, using marketing technology without analytics expertise and business acumen results in a numbers glut devoid of action items. Embedded in every client program, they help us identify the right prospects and convert them to qualifiedleads.
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 leadgeneration to fill their pipelines with more and more salesleads in hopes that some will turn into sales.
This is the third in a series of four blogs about leadgeneration, marketing and sales metrics, and proverbs. In the last blog we talked about qualified rates. Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest).
Last August I wrote a blog for Top Sales World titled “LeadGeneration Hogwash: The Top 7 Lies.”. I detailed 7 lies to be aware of to avoid a leadgeneration disaster (read the blog for the specifics): Any list will do. Automated systems accurately score (prioritize) leads. A form completion is a lead.
Our own Kimmy Netterville made the SalesLead Management Association’s “Most Inspiring” list of 40 outstanding individuals in our industry, announced today. Kimmy was recognized in the category People in LeadGeneration Companies for her many contributions in the last decade-plus helping PointClear clients as Program Director.
This is the second in a series of four blogs about B2B saleslead management, marketing and sales metrics, and proverbs. Something else not well understood in marketing and sales circles is the importance of certain metrics. In the last blog we talked about lead rates. For many, this is a remarkable takeaway.
Lead nurture can triple the return on most marketing campaigns. By nurturing leads until they’re ready to turn over to sales, an organization can eliminate wasted marketing spend and increase sales results. Successful leadgeneration—inbound and outbound—requires nurturing. The numbers speak for themselves.
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. We invest about 10,000 touches to generate 50 leads. How did you do it?”
What is a lead? While all of these scenarios have potential, none could be called a lead. Just try to pass them on to your field sales team and you’ll see. Sales won’t spend the time it takes to cull through 100 so-called leads for 3 to 4 good ones. Leads aren’t leads unless: They’re qualified.
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. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Set sales straight—it’s a win win.
Jim Obermayer is the founder of the SalesLead Management Association , and host of the Funnel Radio Channel. Jim recently interviewed PointClear’s Dan McDade about the five most important things he’s learned in business and life—in one of an ongoing series of radio programs featuring sales and marketing industry leaders.
Sales and marketing activity. Selling subscriptions via a direct sales force. Sales force efforts include field sales and inside sales teams using the phone. Telesales leadgeneration supports both field and inside sales.
Home Forrester Research « Getting Up Close and Personal | Main | Social Technographics Data Now Available » March 20, 2008 B2B Lead Management Market Heats Up [Posted by Laura Ramos ] Since the start of this year, I’ve been receiving a boatload of briefing requests from companies wanting to show me their leadgeneration and management solutions.
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