INDUSTRY INSIGHTS YOUR PEERS ARE READING
a prospect asked me, following our discussion about PointClear’s lead generation, qualification and nurturing services. We had just finished talking about the importance of marketing and sales coming together to mutually define a lead prior to starting a lead generation program. And we’d gone into some depth as to how our associates are all seasoned, degreed and sales trained. And to drive the leads needed to meet revenue goals.). MORE
As new companies join the space, existing companies will find it increasingly difficult to generate new leads. We’ll go out on a limb and say that, as a marketing practice, lead generation will never go extinct. B2B Lead Generation Statistics: Successful Tactics. MORE
This is the second of a 2-part series that borrows Miller Lite’s super successful Tastes Great, Less Filling campaign theme to make a point about sales lead generation. Just as the beer pleases two constituencies (those who want their beer to be both full bodied and light), the outsourced approach to lead generation, qualification and nurturing pleases two kinds of marketing and sales leaders. Sales Leads MORE
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. Correctly emphasize the ROI value of qualified leads over their cost. Cost-Per-Lead. MORE
The rewarding part is I get to see first-hand what works best (and what doesn't) when it comes to generating, nurturing and identifying the qualified, sales-ready leads that salespeople, reps, resellers and distributors need. MORE
Tweet For her first week on the job, Debbie Pryer, Program Manager, Siemens Healthcare, arrived ready to accept an intimidating challenge: Bring Marketing and Sales together for one common cause – generating quality leads. MORE
I’m expanding the meaning of the Content Chasm to address two other major trends in B-to-B marketing: The post Bridging the content gap for B-to-B marketing automation and lead generation appeared first on Sales Lead Insights. MORE
Ask a group of B2B marketers whether their Websites’ lead generation content (white papers, archived Webinars, case studies, videos, etc.) Here are 3 models to consider when making the decision on how to serve up lead generation content on your Website: The “Free for All” Model. MORE
If you want your B2B lead generation campaigns to be as successful as possible, you need your lead generating messages to break through the clutter, get your prospects' attention and provide them with compelling reasons to respond. The post Want to generate more leads? Leverage your prospects’ five senses appeared first on Sales Lead Insights. B2B Lead Generation B2B sales leads Sales lead generation MORE
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. MORE
Meryl is a professional writer and editor who specializes in online B2B lead generation and lead nurturing. B2B copywriting B2B email B2B Lead Generation B2B lead nurturing B2B marketing Sales lead generation email copywriting MORE
Tweet More often than not, there seems to be a disconnect between Marketing and Sales. How does your sales team perceive the leads Marketing produces? They complain about lead quality. They complain about lead volume. The say leads, what leads? MORE
We tend to get caught up focusing on more: More sales, more traffic, more leads. And having more leads is also not necessarily better, but having better leads? Leads are great, but each one comes with a certain amount of work that misalignment will only complicate. MORE
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.” These firms, like those traveling sales folks who hawked one-size-fixes-all elixirs to those who wanted to believe, make great claims—that inevitably fail to pan out. Lead Generation MORE
When searching for leads to buy your products or services, you want to find those companies who have a problem for which you have the solution. Customer relationship management Sales lead generation MORE
In this three-part series, the first article on marketing analytics looked at predictive targeting best practices, and the second article cited two sales lead generation programs to show how these processes actually drive improved results. MORE
In the first article on marketing analytics , I discussed the best-practice processes involved in the review, assessment and continuous enhancement of sales lead generation programs to achieve improved results. 22% of more than 20,000 raw leads converted to qualified leads. MORE
What’s a more cost-effective way of making a business-to-business sale? Saving the one-to-one sales calls until the end. Most of the fastest-growing companies I know don’t rely solely on one-to-one sales contacts to grow their business. MORE
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.) MORE
Tweet Proactively building relationships with influencers and industry experts and is a powerful way to generate leads and positive word of mouth (WOM). Also be sure to interview your sales team and your potential buyers. MORE
Here’s the shocking reality of B2B lead generation – 79% of marketing leads never convert into sales opportunities. B2B marketing and lead generation experts point to a lack of lead nurturing as the primary cause of this poor performance. Why is lead nurturing important? This is because of the prevalent trend of industrial buyers using online resources to go deeper and deeper into their buying cycle before engaging with your sales people. MORE
When it comes to improving sales lead generation results, using marketing technology without analytics expertise and business acumen results in a numbers glut devoid of action items. They also optimize sales lead quality, lead rates, lead velocity and resource productivity. MORE
The post How to build a Sales Lead Funnel appeared first on McCarthy and King Marketing. Copywriting Direct Mail Direct Marketing Email Marketing General Lead Generation Lead Nurturing Online Advertising Print Advertising Survey Marketing Web Marketing MORE
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. What is a Lead? MORE
I can’t mediate those in the world of football, but I can weigh in on three areas of argument in our industry that are dramatically impacting sales and marketing spending and results that I feel are important to understand: There are some who say that Inbound/Content marketing is king and Outbound is dead. Inbound drives organic engagement and attracts leads, while outbound helps you target specific prospects more accurately. Sending sales leads that suck is a lose-lose plan. MORE
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 sales lead generation firms are created equal, just as not all houses are the same. Instead of highly qualified sales leads, our would-be client will end up with the equivalent of 8’ popcorn ceilings. MORE
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. Failure to execute and coordinate all of the moving parts leads to poor results. Lead Generation Lead Nurturing MORE
Both have their place in sales and marketing. Which style works best for qualified lead generation and provides a lower cost per lead? They often bypass the shotgun blasted leads generated by broadly targeted campaigns, like webinars and direct marketing campaigns. MORE
A lead is a lead. I always recommend to my sale lead consulting clients that they create a gloss ary of terms related to their B2B lead generation progra m s. Also often called the Sales & Marketing Database or Customer & Prospect Database. Lead: A broad term used to describe everything from lists to inquiries to tradeshow leads to sales ready opportunities. B2B Lead Generation Sales lead generation MORE
Drive more sales leads by including these marketing tactics in your B2B lead generation programs. B2B Lead Generation Sales lead generation MORE
Webinars offer options for reaching out to and educating buyers at all stages of the lead generation cycle. MORE
According to Hubspot , converting leads to customers was the number one marketing priority for 70% of companies last year. However, there are quite a few myths surrounding lead generation (and what constitutes success.). Myth 2: Lead generation doesn’t require customer education. MORE
Tweet I was recently reading your blog “ Lead Generation: Who knows the customer better – Marketing or Sales? It’s been really fascinating to me to try and figure all this sales and qualifying a lead thing out. Do you have any advice or books on how to effectively get leads and qualify them and the processes involved in doing so? I’ll focus on some fundamental questions you should answer as you craft your lead gen program. MORE
B2B sales lead generation is easy: Four rights will get you there. The right offers Compelling calls-to-action designed to generate inquiries that, when qualified, become sales leads. The post B2B sales lead generation is easy: Four rights will get you there. MORE
Those of us who use the phone to successfully generate sales leads have picked up an essential trade secret. Sometimes, this leads to a future appointment, often it neutralizes their attitude and allows me to continue. Instead, my sincere words “I am sorry to catch you at a bad time,” can lead to a productive conversation. The PointClear team would like to hear from you about your sales lead generation best practices. Inside Sales MORE
Yesterday’s webinar with Ruth Stevens and me was about making sure the leads you send to your sales team are qualified and the process of how to qualify them. The productivity of a sales force or distributor improves dramatically with a steady supply of qualified leads. MORE
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. Have marketing and sales decided on a shared definition for a qualified sales lead? MORE
I often say that CEO’s don’t care about leads, they only care about revenue. Unfortunately, unless you, as the CEO of your company, start caring about leads you are going to lose revenue and miss your number. It is not just about increasing sales and profits. MORE
This is the latest in our ongoing series of tips from some of the experts who provide our sales lead management consulting and training services and our marketing automation and lead-generation agency services. MORE
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. MORE
In fact, a report by LinkedIn found that 90% top performing sales representatives incorporate social media into their tactics. The post How to Ramp Up Your B2B Sales Lead Generation with Social Media appeared first on Marketing Insider Group. Demand GenerationSocial media is no longer just a fun, helpful supplement to a marketing mix. For many companies, it has become the primary vehicle for customer engagement. MORE
Sales Lead Insights
FEBRUARY 12, 2019
The rewarding part is I get to see first-hand what works best (and what doesn't) when it comes to generating, nurturing and identifying the qualified, sales-ready leads that salespeople, reps, resellers and distributors need.
Sales Lead Insights
FEBRUARY 8, 2018
Drive more sales leads by including these marketing tactics in your B2B lead generation programs. B2B Lead Generation Sales lead generation
Sales Lead Insights
APRIL 27, 2018
What’s a more cost-effective way of making a business-to-business sale? Saving the one-to-one sales calls until the end. Most of the fastest-growing companies I know don’t rely solely on one-to-one sales contacts to grow their business.
ViewPoint
MAY 11, 2017
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 sales lead generation firms are created equal, just as not all houses are the same. Instead of highly qualified sales leads, our would-be client will end up with the equivalent of 8’ popcorn ceilings.
Sales Lead Insights
JUNE 14, 2018
B2B sales lead generation is easy: Four rights will get you there. The right offers Compelling calls-to-action designed to generate inquiries that, when qualified, become sales leads. The post B2B sales lead generation is easy: Four rights will get you there.
ViewPoint
APRIL 14, 2017
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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Biznology
APRIL 9, 2014
Yesterday’s webinar with Ruth Stevens and me was about making sure the leads you send to your sales team are qualified and the process of how to qualify them. The productivity of a sales force or distributor improves dramatically with a steady supply of qualified leads.
ViewPoint
OCTOBER 5, 2018
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. What is a Lead?
ViewPoint
JULY 19, 2017
a prospect asked me, following our discussion about PointClear’s lead generation, qualification and nurturing services. We had just finished talking about the importance of marketing and sales coming together to mutually define a lead prior to starting a lead generation program. And we’d gone into some depth as to how our associates are all seasoned, degreed and sales trained. And to drive the leads needed to meet revenue goals.).
ViewPoint
APRIL 6, 2017
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.” These firms, like those traveling sales folks who hawked one-size-fixes-all elixirs to those who wanted to believe, make great claims—that inevitably fail to pan out. Lead Generation
ViewPoint
OCTOBER 20, 2017
This is the second of a 2-part series that borrows Miller Lite’s super successful Tastes Great, Less Filling campaign theme to make a point about sales lead generation. Just as the beer pleases two constituencies (those who want their beer to be both full bodied and light), the outsourced approach to lead generation, qualification and nurturing pleases two kinds of marketing and sales leaders. Sales Leads
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ViewPoint
NOVEMBER 16, 2017
Those of us who use the phone to successfully generate sales leads have picked up an essential trade secret. Sometimes, this leads to a future appointment, often it neutralizes their attitude and allows me to continue. Instead, my sincere words “I am sorry to catch you at a bad time,” can lead to a productive conversation. The PointClear team would like to hear from you about your sales lead generation best practices. Inside Sales
ViewPoint
NOVEMBER 8, 2017
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. Failure to execute and coordinate all of the moving parts leads to poor results. Lead Generation Lead Nurturing
Sales Lead Insights
JUNE 30, 2018
Meryl is a professional writer and editor who specializes in online B2B lead generation and lead nurturing. B2B copywriting B2B email B2B Lead Generation B2B lead nurturing B2B marketing Sales lead generation email copywriting
Marketing Insider Group
JULY 24, 2017
In fact, a report by LinkedIn found that 90% top performing sales representatives incorporate social media into their tactics. The post How to Ramp Up Your B2B Sales Lead Generation with Social Media appeared first on Marketing Insider Group. Demand GenerationSocial media is no longer just a fun, helpful supplement to a marketing mix. For many companies, it has become the primary vehicle for customer engagement.
B2B Lead Generation
OCTOBER 6, 2014
Tweet More often than not, there seems to be a disconnect between Marketing and Sales. How does your sales team perceive the leads Marketing produces? They complain about lead quality. They complain about lead volume. The say leads, what leads?
B2B Lead Generation
DECEMBER 15, 2014
Tweet Proactively building relationships with influencers and industry experts and is a powerful way to generate leads and positive word of mouth (WOM). Also be sure to interview your sales team and your potential buyers.
ViewPoint
OCTOBER 7, 2017
I can’t mediate those in the world of football, but I can weigh in on three areas of argument in our industry that are dramatically impacting sales and marketing spending and results that I feel are important to understand: There are some who say that Inbound/Content marketing is king and Outbound is dead. Inbound drives organic engagement and attracts leads, while outbound helps you target specific prospects more accurately. Sending sales leads that suck is a lose-lose plan.
ViewPoint
FEBRUARY 23, 2016
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. Have marketing and sales decided on a shared definition for a qualified sales lead?
B2B Lead Generation
JUNE 30, 2014
Tweet For her first week on the job, Debbie Pryer, Program Manager, Siemens Healthcare, arrived ready to accept an intimidating challenge: Bring Marketing and Sales together for one common cause – generating quality leads.
Biznology
OCTOBER 28, 2015
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.
ViewPoint
FEBRUARY 9, 2012
In this three-part series, the first article on marketing analytics looked at predictive targeting best practices, and the second article cited two sales lead generation programs to show how these processes actually drive improved results.
ViewPoint
AUGUST 22, 2018
Both have their place in sales and marketing. Which style works best for qualified lead generation and provides a lower cost per lead? They often bypass the shotgun blasted leads generated by broadly targeted campaigns, like webinars and direct marketing campaigns.
ViewPoint
FEBRUARY 19, 2016
I often say that CEO’s don’t care about leads, they only care about revenue. Unfortunately, unless you, as the CEO of your company, start caring about leads you are going to lose revenue and miss your number. It is not just about increasing sales and profits.
Sales Lead Insights
JUNE 23, 2018
I’m expanding the meaning of the Content Chasm to address two other major trends in B-to-B marketing: The post Bridging the content gap for B-to-B marketing automation and lead generation appeared first on Sales Lead Insights.
Sales Lead Insights
JULY 9, 2012
A lead is a lead. I always recommend to my sale lead consulting clients that they create a gloss ary of terms related to their B2B lead generation progra m s. Also often called the Sales & Marketing Database or Customer & Prospect Database. Lead: A broad term used to describe everything from lists to inquiries to tradeshow leads to sales ready opportunities. B2B Lead Generation Sales lead generation
ViewPoint
FEBRUARY 2, 2012
When it comes to improving sales lead generation results, using marketing technology without analytics expertise and business acumen results in a numbers glut devoid of action items. They also optimize sales lead quality, lead rates, lead velocity and resource productivity.
B2B Lead Generation
MARCH 17, 2014
Tweet I was recently reading your blog “ Lead Generation: Who knows the customer better – Marketing or Sales? It’s been really fascinating to me to try and figure all this sales and qualifying a lead thing out. Do you have any advice or books on how to effectively get leads and qualify them and the processes involved in doing so? I’ll focus on some fundamental questions you should answer as you craft your lead gen program.
Sales Lead Insights
JULY 2, 2018
Webinars offer options for reaching out to and educating buyers at all stages of the lead generation cycle.
ViewPoint
FEBRUARY 7, 2012
In the first article on marketing analytics , I discussed the best-practice processes involved in the review, assessment and continuous enhancement of sales lead generation programs to achieve improved results. 22% of more than 20,000 raw leads converted to qualified leads.
Direct Response Coach
NOVEMBER 5, 2014
The post How to build a Sales Lead Funnel appeared first on McCarthy and King Marketing. Copywriting Direct Mail Direct Marketing Email Marketing General Lead Generation Lead Nurturing Online Advertising Print Advertising Survey Marketing Web Marketing
ViewPoint
MAY 16, 2017
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.)
Industrial Marketing Today
DECEMBER 7, 2010
Here’s the shocking reality of B2B lead generation – 79% of marketing leads never convert into sales opportunities. B2B marketing and lead generation experts point to a lack of lead nurturing as the primary cause of this poor performance. Why is lead nurturing important? This is because of the prevalent trend of industrial buyers using online resources to go deeper and deeper into their buying cycle before engaging with your sales people.
Zoominfo
FEBRUARY 1, 2018
As new companies join the space, existing companies will find it increasingly difficult to generate new leads. We’ll go out on a limb and say that, as a marketing practice, lead generation will never go extinct. B2B Lead Generation Statistics: Successful Tactics.
ViewPoint
AUGUST 11, 2016
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. Correctly emphasize the ROI value of qualified leads over their cost. Cost-Per-Lead.
The Point
DECEMBER 18, 2012
Ask a group of B2B marketers whether their Websites’ lead generation content (white papers, archived Webinars, case studies, videos, etc.) Here are 3 models to consider when making the decision on how to serve up lead generation content on your Website: The “Free for All” Model.
SnapApp
JANUARY 22, 2019
We tend to get caught up focusing on more: More sales, more traffic, more leads. And having more leads is also not necessarily better, but having better leads? Leads are great, but each one comes with a certain amount of work that misalignment will only complicate.
Sales Lead Insights
JANUARY 29, 2019
If you want your B2B lead generation campaigns to be as successful as possible, you need your lead generating messages to break through the clutter, get your prospects' attention and provide them with compelling reasons to respond. The post Want to generate more leads? Leverage your prospects’ five senses appeared first on Sales Lead Insights. B2B Lead Generation B2B sales leads Sales lead generation
SnapApp
SEPTEMBER 25, 2018
According to Hubspot , converting leads to customers was the number one marketing priority for 70% of companies last year. However, there are quite a few myths surrounding lead generation (and what constitutes success.). Myth 2: Lead generation doesn’t require customer education.
Sales Lead Insights
JULY 22, 2011
This is the latest in our ongoing series of tips from some of the experts who provide our sales lead management consulting and training services and our marketing automation and lead-generation agency services.
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