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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. So start by engineering your processes to focus on lead quality not quantity. I recently talked to Jim Obermeyer on the Sales Lead Management Association (SLMA) radio show about what needs to be addresses before a technology solution is selected. That is, by not using a cost-per-lead metric.)

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

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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. We persevered—and then turned over a Sales Qualified Lead which closed for $1,000,000,000 five months later.

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To Manage Sales You Must Manage Sales Leads

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“Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. It was with a slight hesitation that the sales manager added the second sentence about sales lead management being a marketing function.

Why Cost per Lead is a Bad Way to Measure Your Return on Lead Generation Efforts

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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.

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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

The Quest for Good Leads: Are You Asking the Right Questions?

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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.

PowerOpinions: Making Lead Scoring a Success Part 1 [Expert Advice]

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Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. A key to this trend is lead scoring. The lead scoring team has neglected to establish a baseline or make ongoing adjustments based on feedback and results.

Dear CEO: The Era of Accountability Starts in 2017

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While marketing technology and marketing automation software are not totally to blame, they have made it easier to get more poor quality leads to sales faster than ever before. Just 42% of marketing qualified leads are accepted and worked by sales. Lead Generation Sales Leads

When Bad Things Happen to Good Leads - Part 1

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There will be a ton of ink (and cyber ink) dedicated to lead nurturing this year. Most of it will be about using marketing automation to nurture leads. Lead Nurturing In and of itself, marketing automation is not a bad thing.

Effective B2B Marketing Content That Will Lead to Sales Growth

Effective marketing content leads to increased sales productivity, more revenue, greater marketing effectiveness and stronger alignment between marketing and sales

Expert Panel’s Feedback on Our Lead to Revenue Calculator

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During the last week of December I asked a panel of experts for feedback on our Leads to Revenue Calculator. The above graphic is a sample from our Lead to Revenue Calculator. Most people see nurtured leads as converting to a MQL/SQL--which you are already counting.

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

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I feel so strongly that nurturing needs to be a focus, I asked a panel of 11 experts to weigh in on the best lead nurturing programs (and processes) and what to expect in the coming year. Lead Reengagement. These leads had not engaged with the organization for at least 90 days.

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

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How much should a lead cost? If you want more information on understanding how much you should be paying for a lead, check out our How Much Should a Lead Cost whitepaper. per lead. From one vendor alone they bought 6,000 leads.

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PowerOpinions: Making Lead Scoring a Success Part 2 [Expert Advice]

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We recently asked top industry experts the following question: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? Lead scoring models are: Based on assumptions.

The #1 Reason CEOs Should Care About Lead Generation

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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.

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

What Should the Sales Close Rate Be?

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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. Sales isn’t qualifying down from 1000 marketing qualified leads to 14 sales qualified leads. Imagine Spending $208,350 on Marketing Leads That Are Trashed Immediately.

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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? As with other technologies, automating a bad process just leads to more bad results.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 4]

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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? There’s no doubt that Account-Based Marketing is on the up-and-up.

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. I call ‘em as soon as I get ‘em, and I get sales all the time from their leads.

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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

How Much Do Your Leads Cost?

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Understand the price you are paying for your leads and then optimize. Document the cost per lead is the fourth of 7 Truths about Sales and Marketing that CEOs need to know. Does this lead meet your industry, organization size and additional criteria required?

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When Bad Things Happen to Good Leads - Part 2

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In part 1 of this series we discussed the troubling statistic that 70 – 94% of leads generated by marketing are ignored by sales. A “pipeline” disposition is a prospect that is just one or two touches away from being converted to a sales-ready lead. Lead Generation Lead Nurturing

Sales Lead Management Leads to a Lower Cost of Sales

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“Cost of sales is determined by a lot of things,” Jake said, “But lead management isn’t one of them.” First, I got Jake to agree that sales lead follow-up was low in his direct sales force, and that if follow-up increased, so would the closing ratio. Lead Management

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.

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?

When Bad Things Happen to Good Leads - Part 3

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There is valuable data in non-lead outcomes that, if properly nurtured, can increase marketing returns substantially. Most recently, in part 2 of this series , we discussed pipeline dispositions*—prospects that are just one or two touches away from being converted to sales-ready leads.

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

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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. In the last blog in this series we discussed lead nurturing , and how an advanced lead generation program that includes nurturing can triple your sales.

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #1: Should you leave a Voicemail?

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For insight on how many leads you'll need to achieve your revenue goals, click this link or on the image below. Should you leave a voicemail?

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What Percentage of Marketing Leads Should Be Accepted by Sales?

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The biggest disconnect between marketing and sales is the hand-off of marketing qualified leads (MQL’s) to sales and the acceptance of those leads (SAL’s) by sales. My solution to this is having a lead definition agreed upon by marketing and sales, and the establishment of a judicial branch to evaluate leads that are not accepted and passed back to marketing or dead in the funnel. B2B Marketing B2B Sales Sales Leads

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The Why, What & How of a Lead-to-Revenue Assessment, Part 2 - The How

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In part one , I provided insight into the why and what of a lead-to-revenue assessment. These include: Lead and demand generation: How are we attracting and engaging the target audience in building a consistent flow of prospective buyers?

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How to Establish a Meaningful Lead Definition

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Walk out of your office and ask the first three marketers and the first three sales executives you encounter one question: What constitutes a lead? With technology it is now possible to get more poor quality leads to sales faster than ever before. Watch this brief video to learn how to establish a lead definition. Knowing the difference lets us engage the “real” leads in a meaningful and far more efficient manner. Marketing & Sales Alignment Sales Leads

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"Marketing is too important to be left to marketers."

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And this leads to even greater distortion in the marketplace because competition then becomes based on image rather than substance, on choices rather than differentiation. This saying always amuses me.

Is Anyone Leading Lead Management?

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Sales Lead Management is a complicated process. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making. My point is this—you need a Sales Lead Manager to pull all of the competing departments and managers together to obtain the best revenue per lead for your company.

Your Marketing Team Isn't As Good As They Think - Just Ask Sales

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But what if the salespeople are right—they don’t get enough qualified leads? 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*.

5 (doable) ways to drive revenue growth now

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Give them the leads that let them apply their expertise to seal the deal. Marketing’s accountable for delivering sales qualified leads (or should be) and Sales must be accountable for following up on those leads. Looking for a simple and seemingly magical solution to a complicated problem of growing revenue? You’ve come to the wrong place. But, if you’re seeking real answers to this age-old question, we have something for you.

Bubble in the Funnel

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We generate, qualify and nurture leads using Account-Based Marketing processes. Simply put, the root cause of the problem in 2015 was that reps were forced to find their own leads—or had poor-quality “leads” dumped on them—most of which they ignored.

Status quo, you know, is Latin for 'the mess we're in.'

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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. Get an agreement on a qualified lead. Make a decision for lead distribution.

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