• VIEWPOINT  |  TUESDAY, MAY 23, 2017
    [Marketing Lead, PointClear] What Should the Sales Close Rate Be?
    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. None were actually leads.
  • VIEWPOINT  |  TUESDAY, JUNE 7, 2016
    [Marketing Lead, PointClear] Does Your Sales Team Know How to Follow-Up on a Lead?
    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. 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. Set sales straight—it’s a win win.
  • BIZNOLOGY  |  WEDNESDAY, JANUARY 6, 2016
    [Marketing Lead, PointClear] The 10 most fascinating people in B2B Marketing in 2015
    With a tip of the hat to Barbara Walters , I’d like to introduce ten fascinating people who have brought new ideas and admirable energy to the B2B marketing world this year. This round-up represents only a small sample of the fresh thinking that drives the upward march of B2B “modern marketing.” Jim Obermayer, founder of the Sales Lead Management Association. Ichiro Niwayama is founder and CEO of Symphony Marketing Co.,
  • VIEWPOINT  |  TUESDAY, JUNE 16, 2015
    [Marketing Lead, PointClear] The Quest for Good Leads: Are You Asking the Right Questions?
    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. Many of today’s inbound pundits suffer from an over-reliance on inbound marketing (what I like to call “ inbounditis ”). I have seen inbound lead rates reported as high as 11 – 14%.
  • VIEWPOINT  |  THURSDAY, DECEMBER 9, 2010
    [Marketing Lead, PointClear] Lead Generation Best Practices Part 6: Fewer Leads Are Better
    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 lead generation to fill their pipelines with more and more sales leads in hopes that some will turn into sales. After all, shouldn't more leads deliver more opportunities? Qualifying criteria are rarely met due to lack of marketing resources.
  • DELICIOUS B2BMARKETING  |  FRIDAY, JULY 31, 2009
    [Marketing Lead, PointClear] B2B Lead Management Market Heats Up
    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 lead generation and management solutions. Most recently, Marketo just announced their lead management solution. This market has a lot of growth ahead of it!