The Pipeline

APRIL 29, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. 3 Lead Generation Myths That Will Clog Your Sales Funnel & Keep You From Closing More Sales. 3 Sales Lead Generation Myths That Will Hold You Back From Closing More Sales. Your email address will not be shared.

Lead Generation 257

Lead Generation Sales Qualified Lead Top of Funnel Pipeline 257

Pointclear

SEPTEMBER 11, 2012

This is the third in a series of four blogs about lead generation, marketing and sales metrics, and proverbs. Based on over 60,000 completed company dispositions per year (annualized for 2012). Managing “No Response” dispositions is not an art, it’s a science.

Lead Generation 167

Lead Generation Sales Qualified Lead Outsourcing Services Leads 167

Pointclear

OCTOBER 2, 2012

Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management.

Sales Qualified Lead 185

Sales Qualified Lead Lead Generation Lead Rank Marketing Qualified Lead 185

The Pipeline

JANUARY 17, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Top 25 Sales Influencers for 2012. B2B sales is not different, the good folks over at OpenView Labs , have put together a list of Top 25 Sales Influencers for 2012. B2B Lead Generation Blog. December 2011.

Influencer 222

Influencer Pipeline Hiring Top of Funnel 222

Pointclear

FEBRUARY 23, 2012

I really enjoyed one of Bob’s recent posts, Six Strategies for B2B Sales and Marketing in 2012 , in which he shares comments from his strategic partner, Hugh Macfarlane, founder and CEO of the B2B marketing consultancy, MathMarketing. Massively shift costs out of your combined Sales and Marketing engine.

Outsourcing Services 170

Outsourcing Services Top of Funnel Strategy Lead Nurturing 170

Pointclear

JULY 10, 2012

It would be cool if we could do both, but as you will see it appears that lead rates are the result of GDP, not the other way around. Here are the results for Q1, 2001 through Q2, 2012: The numbers say the following to me: Leads trend in the direction of GDP. When the GDP is up, the lead rate increases, and vice-versa.

Lead Generation 150

Lead Generation PointClear Leads Marketing Qualified Lead 150

Pointclear

MAY 3, 2012

The introductory post in this series addressed the problems and costs of applying the cost-per-lead metric to measure the success of B2B lead generation investments. In the second post, we looked at elements of a complex sale that impact B2B lead generation costs. Not seeing the forest for the trees.

Cost per Lead 162

Cost per Lead Sales Qualified Lead Lead Generation Lead Rank 162

Pointclear

SEPTEMBER 29, 2015

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? Today in part 3, we hear from James Obermayer , Executive Director of the Sales Lead Management Association. 50-250 beds.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Government 100

Sales and Marketing Management

DECEMBER 9, 2012

Issue Date: 2012-12-10. Teaser: B2B prospect development – the combination of lead generation, lead qualification, lead nurturing and lead hand-off to sales – is a critical element that many marketing and sales teams are failing. Author: Dan McDade. read more

B2B 302

B2B Lead Qualification Prospecting Lead Nurturing 302

Your Sales Management Guru

JANUARY 3, 2012

Your 2012 Sales Plan. It’s a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not formalized their 2012 plan. 12.1.2 Marketing support: Collateral, lead generation, PR events, trade shows, Press releases.

Hiring 70

Hiring Collateral Lead Rank Trade Show 70

Pointclear

JULY 19, 2012

Brian is Executive Director of Revenue Optimization at MECLABS where he leads business units that include Applied Research, Strategy Group, Conversion Group, Leads Group, Agency Group, Technology Group and Training Group. Brian is also CEO of InTouch and author of Lead Generation for the Complex Sale.

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

A Sales Guy

JANUARY 3, 2012

The best thing a sales person can do in 2012 is start a blog. The best sales people will learn how to develop an audience of potential customers that will compliment their traditional lead generation efforts. Reach will be the holy grail of selling in 2012 and beyond. Yup, that’s what I said. Start a blog.

Cold Calling 102

Cold Calling Lead Generation Competition Industry 102

No More Cold Calling

DECEMBER 7, 2023

Featured image attribution: icetrayimages794410 ) (This post was originally published on June 21, 2012 and updated December 7, 2023.) Bring Joanne Black into your company, sales conference, or attend a webinar. Contact Joanne. The post The Irrefutable Referral Business Case appeared first on No More Cold Calling.

Referrals 194

Referrals Scale Decision Maker Sales Qualified Lead 194

The Pipeline

JULY 20, 2013

Date: Wednesday, July 24, 2012. Free Webinar: Getting Prospects to Return Your Calls Date: Wednesday, July 24, 2012 Time: 12:00 PM ET. Known as The Queen of Cold Calling™, Wendy is recognized as one of the leading authorities on lead generation, cold calling and new business development. Time: 12:00 PM ET.

Webinar Metrics 257

Webinar Metrics Cold Calling Prospecting Lead Generation 257

Jonathan Farrington

JULY 31, 2013

Top performing B2B sales organizations rarely employ just one lead generation tactic. According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows. Build it and they will come.”

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

SBI Growth

DECEMBER 25, 2012

You trusted our team to help you make the number in 2012. Sales Benchmark Index would like to thank our clients. Here is a look back at the past year through the lens of a Classic Christmas Carol. Enjoy and feel free to submit your own suggestions.

Buyer Persona 253

Buyer Persona Lead Nurturing Sales Qualified Lead Campaigns 253

No More Cold Calling

DECEMBER 7, 2017

But their sales lives are at stake, and we can’t save their lead generation strategies with duct tape. CSO Insights’ 2017 Best Practices Study revealed that quota attainment—averaged across all geographies, industries, and company sizes—dropped from 63 percent of salespeople in 2012 to 53 percent in 2016.

Account 189

Account Referrals Sales Qualified Lead Quota 189

Sales and Marketing Management

NOVEMBER 18, 2012

Issue Date: 2012-11-19. Lead generation processes that once generated returns no longer get the job done. Lead generation processes that once generated returns no longer get the job done. Author: Dan McDade. Here are four key pressure points and interventions to help achieve desirable outcomes.

Leads 185

Leads Marketing Qualified Lead Lead Generation Marketing 185

Pointclear

AUGUST 30, 2012

Brian Carroll is Executive Director of Revenue Optimization for MECLABS and spoke midday here in Orlando on Day Two of the MarketingSherpa 2012 B2B Summit. Some key takeaways all organizations should think about are: 64% of leads generated go directly to field sales without filtering or prequalification.

Marketing Qualified Lead 170

Marketing Qualified Lead B2B Leads Lead Generation 170

Pointclear

OCTOBER 9, 2012

Twice over the past two years I blogged about the dangers of using cost per lead as a metric to measure marketing. As a foundation, I published three blogs in 2012 in which I outlined three critical elements that impact B2B lead generation costs in the complex sale: 1. Send them 1,000 leads generated at a cost of $23.15

Cost per Lead 169

Cost per Lead Sales Qualified Lead Lead Rank Lead Scoring 169

The Pipeline

JULY 29, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Sales And Marketing Alignment In Terms Of Lead Generation In A 2.0 Sales and marketing lead generation tools follow this suit. Other leading content providers such as Olgilvy Advertising and CMO.com agree.

Sales Qualified Lead 266

Sales Qualified Lead Pipeline Lead Rank Lead Scoring 266

SBI Growth

NOVEMBER 23, 2012

(Source – CEB, The New High Performer Playbook, Arlington VA, 2012). When properly nurtured, Buyers spend more: “Organizations that nurture their leads experience a 45% lift in lead generation ROI. MarketingSherpa, 2012). The Challenger Sale, 2012). Content Marketing pre-wires the Buyer for you.

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

No More Cold Calling

MAY 30, 2013

Here’s how to generate more leads and blow your numbers out of the water. Only 63 percent of sales reps met quota in 2012, according to the 19th annual CSO Insights Sales Performance Optimization study , the same number as the previous year. If so, what’s your most effective lead-generation strategy?

Quota 214

Quota Meeting Sales Qualified Lead Cost per Lead 214

The Pipeline

MARCH 2, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

No More Cold Calling

AUGUST 23, 2018

Three years ago, in a report titled “Death Of A (B2B) Salesman,” Forrester predicted that 1 million B2B sales reps would lose their jobs between 2012 and 2020. Social media lead generation can help. subject matter experts). A follow-up study last year confirmed this prediction still holds up.

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

Score More Sales

JANUARY 18, 2013

Kendra’s webinar was on 12 tips for implementing lead generation campaigns. She began by contrasting the difference between the standard prospecting many of us do, and in creating formal lead generation campaigns. She has built a very successful business in the niche of technology.

Webinar Metrics 198

Webinar Metrics Lead Generation Campaigns Outbound 198

The Pipeline

FEBRUARY 22, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Even when a lead says no, ask who they know that would see value in the discussion, easy and cost effective way to sources further leads. B2B Lead Generation Blog. Your email address will not be shared. October 2011.

Pipeline 216

Pipeline Prospecting Sales Qualified Lead Demand Generation 216

SBI Growth

JANUARY 7, 2013

A lot was written in 2012 regarding the change in buyer behavior. HubSpot has great “how-to” resources, including this one on using LinkedIn for Lead Generation. Make the Right Contacts – Approach the head of marketing (if accessible) and find out who oversees Lead Generation. With that change came concern.

Social Selling 321

Social Selling Ideal Customer Profile Harvest Social Media 321

Zoominfo

FEBRUARY 25, 2018

If you’re not sure how to do this, we dig a little deeper in a recent blog post: How to Use Social Media for B2B Lead Generation. On the morning of July 20 th , 2012, the magazine tweeted, “Good morning, shooters. Instead, focus on posting high-quality content that speaks to your audience’s needs and interests. Happy Friday!

Social Media 147

Social Media Media B2B Marketing 147

The Sales Hunter

FEBRUARY 20, 2012

How to Generate New Leads? Feb 21, 2012. Generating sales leads is not the sole responsibility of the marketing department. For many salespeople, if they had to wait for marketing to generate leads, they would wind up suffering a slow death. How to generate new leads? February 2012.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

The Pipeline

DECEMBER 7, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. B2B Lead Generation Blog. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. December 2011. November 2011. October 2011. September 2011. August 2011. April 2011.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

The Pipeline

JANUARY 18, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. B2B Lead Generation Blog. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. December 2011. November 2011. October 2011. September 2011. August 2011. April 2011.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

The Pipeline

NOVEMBER 16, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. B2B Lead Generation Blog. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. December 2011. November 2011. October 2011. September 2011. August 2011. April 2011.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

The Pipeline

OCTOBER 26, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. B2B Lead Generation Blog. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. December 2011. November 2011. October 2011. September 2011. August 2011. April 2011.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

SBI Growth

OCTOBER 31, 2013

The statistics I share below are from SBI’s 2012 Sales & Marketing Research. No good leads coming from marketing? You can delegate lead generation to your ambitious network. You would close a few more deals per year. How do you achieve that? Without getting too deep into the weeds, below are 5 steps to sell smarter.

Lead Rank 324

Lead Rank Lead Scoring Referrals Trade Show 324

The Pipeline

MARCH 7, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. B2B Lead Generation Blog. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. December 2011. November 2011. October 2011. September 2011. August 2011. April 2011.

Pipeline 210

Pipeline Sales Qualified Lead Cold Calling Webinar Metrics 210

The Pipeline

FEBRUARY 8, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. B2B Lead Generation Blog. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. December 2011. November 2011. October 2011. September 2011. August 2011. April 2011.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228