Expert insights. Personalized for you.
Telemarketing services are continuing to grow in popularity, due to the low cost and high ROI; however, the difficulty lies in which telemarketing tactic to utilize. Most companies have previously experienced lead “traction” issues. MORE
With every marketing dollar carrying the heavy tax of justifying its spending to management, you simply can’t shoot in all directions hoping to hit a lead. Where do you find that balance between outbound and inbound marketing to maximize and grow the flow of leads? MORE
Lead qualification is one of the primary jobs for B2B marketers, and a great deal of time and money is spent on this step of the sales cycle. Now that I’ve stated the obvious, I see both good and bad lead qualification processes in the market. Don’t ditch old lead lists. MORE
by contributor | Tweet this Editor’s Note: Jeff Kalter is CEO of 3D2B , a global business-to-business telemarketing company that bridges the divide between marketing and sales. Online Marketing: Bait for Leads. Inside Sales: For Lead Qualification and Relationship Building. MORE
Michaels B2BMarketingInsider blog is dedicated to sharing the ideas, topics and marketing strategies that drive real results like sales, leads, and higher customer loyalty. MORE
We are working with several clients to help them improve their lead nurturing program to deliver a higher volume and quality of sales ready leads to the outside sales team. In many cases they are actively prospecting for new leads from an unqualified list. Telemarketing Study Results This assessment was verified in a recent article about a study of the top objectives and budget areas for telemarketing organizations. MORE
You can review both How To Align Marketing With Sales and Marketing Leads: Quality Vs. Quantity for more detail on the emerging need for marketing to drive real sales and to quantify efforts. MORE
While traditional tactics such as display advertising and telemarketing may not be equipped to identify and store declared data, other channels such as webinars are. Using webinars as part of its go-to-market strategy has helped ON24 improve lead qualification and nurturing. MORE
Following my last blog on lead qualification, I received some great comments and several questions as to whether lead qualification differs for trade show leads. While these individuals are often called “leads,” they are not. MORE
I recently caught up with Dan McDade , longtime B2B practitioner in lead qualification and nurturing. You’ve been involved in the lead generation world for a long time. Certainly, technology lets us deliver more leads to sales, faster than ever before. But just as often these are bad leads. Lead generation success rests on quality— not quantity, and not speed. What’s working in lead gen and lead development? MORE
While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying. 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. B2B Telemarketing B2B Sales Increase SalesPointClear is known for its perseverance. MORE
Michaels B2BMarketingInsider blog is dedicated to sharing the ideas, topics and marketing strategies that drive real results like sales, leads, and higher customer loyalty. MORE
B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Are you currently sending your sales team qualified leads or merely inquiries? MORE
B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Selling IT: Are you using the Best Lead Generation Techniques? MORE
Now I’m not sure most B2B marketers truly consider lead generation as their primary focus but I do agree that we B2B Marketers spend considerable amounts of time and money on tracking and measuring lead generation metrics. MORE
Now I’m not sure most B2B marketers truly consider lead generation as their primary focus but I do agree that we B2B Marketers spend considerable amounts of time and money on tracking and measuring lead generation metrics. MORE
Ruth is also author of Maximizing Lead Generation: The Complete Guide for B2B Marketers. Let me go out on a limb and propose the top five media for your lead generation toolkit. Telephone is great for outbound inquiry generation, as well as lead qualification and nurturing. MORE
B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Reconnecting with past customers and leads. MORE
The lack of a strong lead nurturing discipline can cost your organization substantial unrealized revenue. Without lead nurturing in place to capture and cultivate early-stage leads, your marketing funnel misses out on valuable opportunities. The true value of lead nurturing comes from the technique of staying in touch with prospects while providing them with the relevant information as they move through the evaluation and buying process. MORE
B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Telephone leads all media with the highest response rate of 5.53 MORE
When it comes to lead generation, one question that always plagues marketers is whether to outsource or handle every activity inhouse. There is a mountain of evidence supporting the efficiency and success that comes from working with b2b lead generation services. Figure 1: Leads Calls. MORE
Fifteen years ago I worked for a B2B marketing agency that had an outbound call center focused on lead generation. The goal for the majority of our programs was to have our telemarketers qualify names, gather some information and qualify these prospects by the famed BANT (Budget, Authority, Need, Timeframe) criteria. We were quite successful in developing these programs for our clients and the leads were graded based on the answer to the BANT questions. Lead Qualification MORE
In my 20 years of marketing, sales and Telemarketing experience I have created many “Tele Web” programs, and here are the top reasons they succeed. You will see a diminishing return on every call made outside of 48 hours, and after 7 days you will see a 60-70% drop in leads generated. MORE
Tweet When you’re converting inquiries into qualified leads, it’s widely believed that time is of the essence. That’s why, when one of our Research Partners, a B2B telecommunications company, wanted to convert more inbound leads into sales-ready ones, we cut our response time. MORE
During my presentation titled Lead Generation Programs That Work I walked through the 5 Steps to Achieve Lead Generation ROI. I defined the top tactics for driving leads in today’s environment and listed those that aren’t working as well as they used to. MORE
That’s essentially what PointClear clients do when they engage us for outsourced lead generation. Hiring our team of lead generation, lead qualification and lead nurturing professionals fills Finkelstein’s bill—and it could be just the ticket for you. Eliminate the time, expense and distraction of setting up your sales telemarketing, business development or inside sales organization. Read Is it Better to Insource or Outsource Lead Generation? MORE
Rob and I support and have adopted what we call the “Tele-Web” concept of driving the most efficient leads for sales through pull-based inbound programs. And so we turn to good old-fashioned cold calling to drive leads, identify new contacts or even clean our lists. MORE
B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 MORE
Third, a larger role for marketing, as active members of inside sales and lead qualification teams. The two sides need to agree on what is a lead, how to define qualification, and identify the tools needed to operate—from marketing automation, to CRM, to ERP. MORE
With all the advantages technology provides these days in terms of marketing automation, efficiency, speed and data availability, there’s still no guarantee that, as a senior marketer, you’re bringing in enough B2B leads each quarter to meet your goals. Not your father’s telemarketing…. MORE
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. Automated systems accurately score (prioritize) leads. More leads are better than fewer leads. A form completion is a lead. Leads suck. James Obermayer | Sales Lead Management Association. MORE
At the same time, you know that social media has changed the marketing landscape : shouting to prospects with endless email offers may produce leads but you’re worried about the longer term implications to your market. MORE
Lead Generation Programs That Work What Is The Future Of The Social Media Role? Michaels B2BMarketingInsider blog is dedicated to sharing the ideas, topics and marketing strategies that drive real results like sales, leads, and higher customer loyalty. MORE
They dump data that’s absolute garbage into the top of the sales funnel and expect sales lead gold to come out the other side. This came to mind when my teleprospecting team was struggling with one of our lead-generation clients. MORE
This is one of a series of occasional interviews with top practitioners on topics of interest to business-to-business lead generation, marketing and new business development professionals. He is the B2B telemarketing and telesales consultant and telemarketing trainer whom I frequently recommend to our clients. Michael, first off, I know you hate to use the word “telemarketing.&# Telemarketing is why your home phone is on the national do-not-call list. MORE
The status quo—that marketing management doesn’t understand the definition of a qualified lead—is nothing new. Salespeople consistently say that they do not get enough qualified leads. 75% of the qualification questions will be the same. Get an agreement on a qualified lead. MORE
Some companies have several inside departments to take in, qualify, nurture, and filter sales leads to such a finite extent that few leads go to anyone. If the raw lead count is high but there is a mere trickle going to the salespeople, you have a substantial problem. You are: Delaying talking to buyers and reducing your chances of making the sale by 50%, because salespeople, on average, aren’t getting the leads until weeks after they’re created. MORE
What’s a good lead rate? How much should a lead cost? The lead rate for high quality, enterprise opportunity leads has been roughly flat.) That said, for several years the elephant in the room has been inbound marketing and inbound marketing lead rates. MORE
I only recently came across the results of research published late last year by Leads360 , a leading provider of hosted (SaaS) solutions for managing sales leads. Leads360 base their conclusions on studying more than 20 million leads. MORE
How can you join the 74% of B2B marketers who say they are experiencing a 10% or greater increase in sales opportunities through lead nurturing? If your horse is not leading your cart full of marketing initiatives forward, you may be stuck at any of these five obstacles. MORE
Fifteen years ago I worked for a B2B marketing agency that had an outbound call center focused on lead generation. The goal for the majority of our programs was to have our telemarketers qualify names, gather some information and qualify these prospects by the famed BANT (Budget, Authority, Need, Timeframe) criteria. We were quite successful in developing these programs for our clients and the leads were graded based on the answer to the BANT questions. Lead Qualification MORE
Biznology
JULY 31, 2015
Lead qualification is one of the primary jobs for B2B marketers, and a great deal of time and money is spent on this step of the sales cycle. Now that I’ve stated the obvious, I see both good and bad lead qualification processes in the market. Don’t ditch old lead lists.
Biznology
AUGUST 19, 2015
Following my last blog on lead qualification, I received some great comments and several questions as to whether lead qualification differs for trade show leads. While these individuals are often called “leads,” they are not.
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ANNUITAS
AUGUST 28, 2012
Fifteen years ago I worked for a B2B marketing agency that had an outbound call center focused on lead generation. The goal for the majority of our programs was to have our telemarketers qualify names, gather some information and qualify these prospects by the famed BANT (Budget, Authority, Need, Timeframe) criteria. We were quite successful in developing these programs for our clients and the leads were graded based on the answer to the BANT questions. Lead Qualification
ViewPoint
JUNE 9, 2017
While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying. 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. B2B Telemarketing B2B Sales Increase SalesPointClear is known for its perseverance.
ANNUITAS
AUGUST 28, 2012
Fifteen years ago I worked for a B2B marketing agency that had an outbound call center focused on lead generation. The goal for the majority of our programs was to have our telemarketers qualify names, gather some information and qualify these prospects by the famed BANT (Budget, Authority, Need, Timeframe) criteria. We were quite successful in developing these programs for our clients and the leads were graded based on the answer to the BANT questions. Lead Qualification
Marketing Insider Group
JUNE 29, 2010
Rob and I support and have adopted what we call the “Tele-Web” concept of driving the most efficient leads for sales through pull-based inbound programs. And so we turn to good old-fashioned cold calling to drive leads, identify new contacts or even clean our lists.
|
B2B Lead Generation
JANUARY 18, 2005
B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0
B2B Lead Generation
AUGUST 15, 2011
They dump data that’s absolute garbage into the top of the sales funnel and expect sales lead gold to come out the other side. This came to mind when my teleprospecting team was struggling with one of our lead-generation clients.
B2B Lead Generation
OCTOBER 19, 2006
B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Are you currently sending your sales team qualified leads or merely inquiries?
ViewPoint
JUNE 30, 2015
The status quo—that marketing management doesn’t understand the definition of a qualified lead—is nothing new. Salespeople consistently say that they do not get enough qualified leads. 75% of the qualification questions will be the same. Get an agreement on a qualified lead.
ViewPoint
JUNE 16, 2015
What’s a good lead rate? How much should a lead cost? The lead rate for high quality, enterprise opportunity leads has been roughly flat.) That said, for several years the elephant in the room has been inbound marketing and inbound marketing lead rates.
|
|
B2B Lead Generation
SEPTEMBER 29, 2006
B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Reconnecting with past customers and leads.
Biznology
JUNE 4, 2019
I recently caught up with Dan McDade , longtime B2B practitioner in lead qualification and nurturing. You’ve been involved in the lead generation world for a long time. Certainly, technology lets us deliver more leads to sales, faster than ever before. But just as often these are bad leads. Lead generation success rests on quality— not quantity, and not speed. What’s working in lead gen and lead development?
ViewPoint
OCTOBER 31, 2017
That’s essentially what PointClear clients do when they engage us for outsourced lead generation. Hiring our team of lead generation, lead qualification and lead nurturing professionals fills Finkelstein’s bill—and it could be just the ticket for you. Eliminate the time, expense and distraction of setting up your sales telemarketing, business development or inside sales organization. Read Is it Better to Insource or Outsource Lead Generation?
Marketing Insider Group
OCTOBER 12, 2010
Telemarketing services are continuing to grow in popularity, due to the low cost and high ROI; however, the difficulty lies in which telemarketing tactic to utilize. Most companies have previously experienced lead “traction” issues.
B2B Lead Generation
OCTOBER 22, 2005
B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Telephone leads all media with the highest response rate of 5.53
The Mx Group
JUNE 4, 2018
With all the advantages technology provides these days in terms of marketing automation, efficiency, speed and data availability, there’s still no guarantee that, as a senior marketer, you’re bringing in enough B2B leads each quarter to meet your goals. Not your father’s telemarketing….
B2B Lead Generation
APRIL 22, 2012
Tweet When you’re converting inquiries into qualified leads, it’s widely believed that time is of the essence. That’s why, when one of our Research Partners, a B2B telecommunications company, wanted to convert more inbound leads into sales-ready ones, we cut our response time.
Marketing Insider Group
JULY 19, 2010
In my 20 years of marketing, sales and Telemarketing experience I have created many “Tele Web” programs, and here are the top reasons they succeed. You will see a diminishing return on every call made outside of 48 hours, and after 7 days you will see a 60-70% drop in leads generated.
The Point
FEBRUARY 24, 2011
I only recently came across the results of research published late last year by Leads360 , a leading provider of hosted (SaaS) solutions for managing sales leads. Leads360 base their conclusions on studying more than 20 million leads.
Sales Lead Insights
DECEMBER 22, 2009
This is one of a series of occasional interviews with top practitioners on topics of interest to business-to-business lead generation, marketing and new business development professionals. He is the B2B telemarketing and telesales consultant and telemarketing trainer whom I frequently recommend to our clients. Michael, first off, I know you hate to use the word “telemarketing.&# Telemarketing is why your home phone is on the national do-not-call list.
Avitage
MARCH 7, 2012
We are working with several clients to help them improve their lead nurturing program to deliver a higher volume and quality of sales ready leads to the outside sales team. In many cases they are actively prospecting for new leads from an unqualified list. Telemarketing Study Results This assessment was verified in a recent article about a study of the top objectives and budget areas for telemarketing organizations.
B2B Lead Generation
APRIL 18, 2005
B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Selling IT: Are you using the Best Lead Generation Techniques?
Unbound B2B
JUNE 3, 2019
When it comes to lead generation, one question that always plagues marketers is whether to outsource or handle every activity inhouse. There is a mountain of evidence supporting the efficiency and success that comes from working with b2b lead generation services. Figure 1: Leads Calls.
Biznology
AUGUST 8, 2019
Third, a larger role for marketing, as active members of inside sales and lead qualification teams. The two sides need to agree on what is a lead, how to define qualification, and identify the tools needed to operate—from marketing automation, to CRM, to ERP.
Marketing Insider Group
OCTOBER 7, 2010
Michaels B2BMarketingInsider blog is dedicated to sharing the ideas, topics and marketing strategies that drive real results like sales, leads, and higher customer loyalty.
ViewPoint
JANUARY 9, 2014
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. Automated systems accurately score (prioritize) leads. More leads are better than fewer leads. A form completion is a lead. Leads suck. James Obermayer | Sales Lead Management Association.
Marketing Insider Group
NOVEMBER 1, 2010
At the same time, you know that social media has changed the marketing landscape : shouting to prospects with endless email offers may produce leads but you’re worried about the longer term implications to your market.
Modern Marketing
MAY 4, 2016
How can you join the 74% of B2B marketers who say they are experiencing a 10% or greater increase in sales opportunities through lead nurturing? If your horse is not leading your cart full of marketing initiatives forward, you may be stuck at any of these five obstacles.
ViewPoint
JANUARY 26, 2012
Ruth is also author of Maximizing Lead Generation: The Complete Guide for B2B Marketers. Let me go out on a limb and propose the top five media for your lead generation toolkit. Telephone is great for outbound inquiry generation, as well as lead qualification and nurturing.
Marketing Insider Group
JULY 15, 2010
During my presentation titled Lead Generation Programs That Work I walked through the 5 Steps to Achieve Lead Generation ROI. I defined the top tactics for driving leads in today’s environment and listed those that aren’t working as well as they used to.
Oktopost
JUNE 5, 2019
With every marketing dollar carrying the heavy tax of justifying its spending to management, you simply can’t shoot in all directions hoping to hit a lead. Where do you find that balance between outbound and inbound marketing to maximize and grow the flow of leads?
Marketing Insider Group
SEPTEMBER 2, 2010
Now I’m not sure most B2B marketers truly consider lead generation as their primary focus but I do agree that we B2B Marketers spend considerable amounts of time and money on tracking and measuring lead generation metrics.
Marketing Insider Group
SEPTEMBER 2, 2010
Now I’m not sure most B2B marketers truly consider lead generation as their primary focus but I do agree that we B2B Marketers spend considerable amounts of time and money on tracking and measuring lead generation metrics.
Marketing Insider Group
OCTOBER 5, 2010
You can review both How To Align Marketing With Sales and Marketing Leads: Quality Vs. Quantity for more detail on the emerging need for marketing to drive real sales and to quantify efforts.
Marketing Insider Group
DECEMBER 15, 2010
Lead Generation Programs That Work What Is The Future Of The Social Media Role? Michaels B2BMarketingInsider blog is dedicated to sharing the ideas, topics and marketing strategies that drive real results like sales, leads, and higher customer loyalty.
Content4Demand
AUGUST 27, 2019
While traditional tactics such as display advertising and telemarketing may not be equipped to identify and store declared data, other channels such as webinars are. Using webinars as part of its go-to-market strategy has helped ON24 improve lead qualification and nurturing.
B2B Lead Generation
OCTOBER 1, 2008
The lack of a strong lead nurturing discipline can cost your organization substantial unrealized revenue. Without lead nurturing in place to capture and cultivate early-stage leads, your marketing funnel misses out on valuable opportunities. The true value of lead nurturing comes from the technique of staying in touch with prospects while providing them with the relevant information as they move through the evaluation and buying process.
Marketing Insider Group
NOVEMBER 2, 2010
Michaels B2BMarketingInsider blog is dedicated to sharing the ideas, topics and marketing strategies that drive real results like sales, leads, and higher customer loyalty.
Modern Marketing
JANUARY 15, 2014
by contributor | Tweet this Editor’s Note: Jeff Kalter is CEO of 3D2B , a global business-to-business telemarketing company that bridges the divide between marketing and sales. Online Marketing: Bait for Leads. Inside Sales: For Lead Qualification and Relationship Building.
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