6 Things Good Lead Generation Vendors Do Right (That You May Be Doing Wrong)


At PointClear, we establish cadence for every prospect in every B2B sales lead generation program we execute using our proprietary SQL-based data capture and workflow tool (called PinPoint) Defined by the program management team based on 20-years of results and our technology-enhanced processes assures that cadence is optimal for each client. Lead nurture programs done well triples your B2B sales lead generation marketing ROI.

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To Manage Sales You Must Manage Sales Leads


“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.

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What Percent of Leads Should Sales Close?


There are many factors that impact the percent of leads that should be closed by sales. Sales was focused on $1 million opportunities in big companies. I am still friends with the then SVP of Sales of this client and I still kid him that he had more sales executives on his team than there were seven-figure deals in the market he was targeting. Lead definition: A client in marketing told us that they had delivered 9,000 leads to sales the previous year.


Chairs are Dead—and Other B2B Marketing Hogwash


In 2015, I wrote this blog for Sales & Marketing Magazine: Dead is Dead (in Sales & Marketing). How about this quote from one of my favorite authors/speakers, Mike Weinberg (from his book New Sales. Simplified ) who also gets the importance of outbound to sales: “Many in what’s called the Sales 2.0 These false pronouncements are having a severe negative impact on sales performance.”.

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

Building an Inside Sales Lab: 10 Essential Tips for Success


Why build an Inside Sales Lab in your own office? Testing is an excellent way to grow sales. Most firms with significant inside sales already test alternative scripts, lists, and/or prices, but they do so casually as part of day-to-day activities. Inside Sales

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Cadence—Multi-touch, Multi-media, Multi-cycle Marketing Multiplies Results


These dispositions will drive over 2,000 highly qualified leads, and another 2,000 pipeline accounts (which are companies where, with a scheduled next step, consistently deliver a 20% to 30% lead rate) and 15,000 nurture accounts (which are qualified companies where the timing is not right for a sales follow-up—but they stay on this filtered list which yields a high lead rate on future touches). To reduce sales lead generation cost, you need to optimize the value of each prospect.

5,000 Marketing Technology Tools (and Sales Execs Still Need to Find Over Half of Their Own Leads)


02 is that technology has made it possible for marketing to get more poor-quality leads to sales faster than ever before. Compounding technology-driven answers to the age old sales/marketing problems is the stubborn perception that leads should cost less than they do. Is it qualified, nurtured, ready for sales? That side of the equation has to be factored in, that is both marketing and sales goals have to be met. Deliver fewer, but better, leads to sales.

Desperate and Fearful: Need Pipeline – Want Sales Lead Generation


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.

Seven Things Marketers Need to Know About Lead Generation

Speaker: Douglas Burdett, Host of The Marketing Book Podcast, Founder/Principal of ARTILLERY

If you are a marketer who needs to generate more high-quality leads that will turn into sales opportunities and revenue, register now for this special event that will show you how to get started and moving in a profitable direction.

"New Sales. Simplified." A Must-Read!


Several weeks ago I sat in on the 2015 Virtual Sales Kickoff hosted by S. It was an excellent session overall, but I was particularly blown-away by the first speaker, Mike Weinberg, author of the book published by AMA entitled New Sales. How is the “sales story” a weapon?

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How Much Leads Cost


Of course, it depends on what you are selling, but common sense tells you that B2B leads for a complex sale (that are worth a sales rep’s time) are probably going to cost more than $200. The EVP of Sales at this client, a big division of one of the world’s largest software companies, said that he received zero qualified leads from marketing—except for the PointClear outbound leads. Marketing on the other hand stated that they had provided sales with more than 4,000 leads.

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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%. If you do the math, this tells us that sales reps are expected to work 1000 marketing qualified leads down to 14 to 48 sales qualified leads and close 20% or 30% of those leads respectively; and end up with 3 to 14 deals. Sales isn’t qualifying down from 1000 marketing qualified leads to 14 sales qualified leads.

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Five Ways to Avoid Getting Burned by Outsourced B2B Sales Lead Generation


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. We quickly become a major outbound sales channel for our clients so I thought we’d have much to discuss. Here’s the problem: most fast growing companies hire as many sales people as possible to solve for scale, missing a more efficient strategy—where we come in.

The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click


Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Many challenges facing Sales and Marketing have been around since the beginning of time. Nurture leads until they’re ready to turn over to sales.

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Increase Marketing ROI 10X and Prove It

See how a marketing team demonstrated 10X ROI and increased sales by 35% with marketing automation

Time to Stop Making Sales & Marketing Excuses in 2015


From my perspective, having interviewed hundreds of managers on SLMA Radio, and managed 20+ sales and marketing teams (interim management) through the years, it’s the excuses that drag down organizations. Lead Generation Sales & Marketing Management “If only I had a qualified lead!”. “I

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


I was having breakfast the SVP of sales one day and he told me that they received no leads from marketing. No sales rep is going to go through their share of 6,000 “leads” to find 108 qualified companies. Marketing & Sales AlignmentHow much should a lead cost?

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Dear CEO: Find out how well your team is nurturing its B2B sales leads


That is why you frequently hear sales say: “the leads suck.”. Many marketing organizations (and some sales lead generation companies as well) do what I call “one-and-done “marketing. They buy a list, market to it, send the leads to sales and then start over again three-to-six months later. And, there are no silver bullets regarding content that should be consumed by prospects at various stages in the sales cycle—every prospect and situation is different.

Changing the Sales Conversation [PowerViews LIVE Highlights]


On Tuesday, May 12, 2015, I had the pleasure of hosting Linda Richardson on PowerViews LIVE for an informative discussion on Changing the Sales Conversation: How to More Effectively Sell in Today’s Hyper-digital World. Truncated sales time. from Changing the Sales Conversation ).

9 Experts Rethinking Demand Generation

How to strategically target your content and lead generation campaigns to disrupt the status quo and facilitate the sale

The sales rep said, “I never got a lead yet that turned into a sale.”


I was the marketing manager of a medical device company and we were near the end of the day’s sales meeting. Five or six hands were raised and I pointed to someone in the back of the room, asking her (regrettably) to speak up, and she said, “I never had a lead yet that turned into a sale.”

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Dear CEO: The Era of Accountability Starts in 2017


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. The current reality (according to CSO Insights): Less than 60% of B2B sales reps are hitting quota.

Half of all sales inquiries are good. The challenge is finding which half.


In the distant past (30 years ago) We figured out through research that 45%f of all inquiries turn into a sale for someone. Now, B2B Sales Sales & Marketing Management

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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. Gain sales acceptance.

Empathy: Your Lead Generation Superpower

Speaker: Brian Carroll, CEO & Founder of markempa

Today’s sales and marketing environment is a paradox. Attend this webinar with Brian Carroll, author of Lead Generation for the Complex Sale , and learn the following: How to understand customer motivation and increase conversion.

5 Keys to Becoming a Sales First Company


We don’t want to become a sales first company, we are a customer first company. Being a customer first company is absolutely the right goal; however, in order to truly be a customer first company, you must initially become a sales first company.

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


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. One opportunity we turned over to a client took 42 touchpoints across 3 months to nurture to sales-qualified status. We persevered—and then turned over a Sales Qualified Lead which closed for $1,000,000,000 five months later. B2B Telemarketing B2B Sales Increase Sales

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


The result of this thinking is that management has by and large decided on a limited number of profit models and sales approaches. Marketing Strategy Sales & Marketing ManagementThis saying always amuses me.

Dead is Dead! (At Least in Sales and Marketing)


I wrote another blog about this concept that you can find in Top Sales World’s magazine here. Do sales reps like to cold call? Here are a few things in sales and marketing that are not dead. Step in the process called “sales-accepted lead.”

Stunning Study Reveals How to Increase Sales by 29-49%


Of course, Covey’s message is a good one for all of us, but especially true for salespeople as pointed out in “The Power of Prioritization Report” i published by Velocify (A Sales Optimization Study). Sales Process Sales Leads

Sales and Marketing, Stop Blaming, Start Partnering


Sales and marketing do get along—in organizations that foster collaboration. Is it really marketing’s fault that sales can’t close deals? Is it the sales team’s fault that marketing collateral goes unused?

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Out With the Sales Rep, In With the Sales Guide: A Review of "Duct Tape Selling"


But as I travel around the world speaking to groups of business owners, marketers and sales professionals, the number one question I’m asked is: ‘What do we do now?’” The premise behind John’s book is that “sales people are no longer just closers.

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


“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*. Yes, it was one of Casey Stengel’s best thoughts.

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


Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. According to SiriusDecisions’ Research Brief 1 , the problem with lead scoring at many organizations is as follows: Lead scoring models are based on assumptions or inadequate sales input.

Sales Lead Management Leads to a Lower Cost of Sales


“Cost of sales is determined by a lot of things,” Jake said, “But lead management isn’t one of them.” And with that the sales manager slapped the table with his hand to emphasize his words. Jake finally admitted: Sales lead follow-up will yield greater sales.

Bubble in the Funnel


At the start of 2016, we were brought in to support a group of sales reps who did not make their numbers in 2015. The #1 sales execution issue reported by sales execs is the lack of highly qualified sales leads. Inside Sales Sales Process B2B Sales

Is AI impacting Inside Sales Rep Revenue? Mike Plante of InsideSales Says it Is.


At the Funnel Media Group we believe that AI is the future of sales and marketing operations. Because of this, CRM Radio and the sister program SLMA Radio, have been interviewing executives on the subjects of the marketing and sales uses of Artificial Intelligence. Now there is a rush for software and computers to reason (yes, that is the right word) and to take action for sales and marketing revenue increases by people or in a programmatic fashion.

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How to Refine Your Sales Methodology


If your ultimate goal is to identify well-qualified opportunities where your solution stands an excellent chance of being selected by your prospect if you implement a thoughtful and effective sales strategy, then a more sophisticated qualification process is called for. I recommend using ADOPTED as a highly refined methodology to guide the qualification process in today’s complex B2B sales environments.


5 Sales & Marketing Thought Leaders Weigh In on Inbound Marketing


In January I wrote the blog: How to Diagnose if Inbounditis is Killing Your Sales Pipeline , which was published by DemandGen Report. In fact, it makes the whole sales pipeline sick. The percent of sales accepted leads decreasing while lead quotas increase.”.